egan_Current Folio_10Q

Table of Contents

 

UNITED STATES

SECURITIES AND EXCHANGE COMMISSION

Washington, D.C. 20549

 


 

Form 10-Q

 


 

(Mark One)

QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934

For the quarterly period ended September 30, 2018

OR

TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934

For the transition period from              to             

Commission File No. 001-35314

 


 

eGAIN CORPORATION

(Exact name of registrant as specified in its charter)


 

 

 

 

Delaware

 

77-0466366

(State or other jurisdiction

of incorporation or organization)

 

(I.R.S. Employer

Identification No.)

 

 

 

1252 Borregas Avenue, Sunnyvale, CA

 

94089

(Address of principal executive offices)

 

(Zip Code)

 

(408) 636-4500

(Registrant’s telephone number, including area code)

 

 

(Former name, former address and former fiscal year, if changed since last report)


 

Indicate by check mark whether the registrant: (1) has filed all reports required to be filed by Section 13 or 15(d) of the Securities Exchange Act of 1934 during the preceding 12 months (or for such shorter period that the registrant was required to file such reports), and (2) has been subject to such filing requirements for the past 90 days:    Yes  ☒    No  ◻ 

Indicate by check mark whether the registrant has submitted electronically every Interactive Data File required to be submitted pursuant to Rule 405 of Regulation S-T (§232.405 of this chapter) during the preceding 12 months (or for such shorter period that the registrant was required to submit such files).    Yes  ☒    No  ◻ 

Indicate by check mark whether the registrant is a large accelerated filer, an accelerated filer, a non-accelerated filer, smaller reporting company, or an emerging growth company. See the definitions of “large accelerated filer,” “accelerated filer,” “smaller reporting company,” and “emerging growth company” in Rule 12b-2 of the Exchange Act.

 

 

 

 

 

 

 

 

Large accelerated filer

 

  

Accelerated filer

 

 

 

 

 

Non-accelerated filer

 

  

Smaller reporting company

 

 

 

 

 

Emerging growth company

 

If an emerging growth company, indicate by check mark if the registrant has elected not to use the extended transition period for complying with any new or revised financial accounting standards provided pursuant to Section 13(a) of the Exchange Act.

Indicate by check mark whether the registrant is a shell company (as defined in Rule 12b-2 of the Exchange Act):    Yes  ◻    No  ☒ 

Indicate the number of shares outstanding of each of the issuer’s classes of common stock, as of the latest practicable date.

 

 

 

 

Class

  

Outstanding at November 6, 2018

Common Stock $0.001 par value

  

27,871,083

 

 

 

 

 


 

Table of Contents

eGAIN CORPORATION

Quarterly Report on Form 10-Q

For the Quarterly Period Ended September 30, 2018

 

TABLE OF CONTENTS

 

 

 

 

Page

 

 

    

 

PART I. 

FINANCIAL INFORMATION

 

2

Item 1. 

Financial Statements (Unaudited)

 

2

 

Condensed Consolidated Balance Sheets as of September 30, 2018 and June 30, 2018

 

2

 

Condensed Consolidated Statements of Operations for the Three Months ended September 30, 2018 and 2017

 

3

 

Condensed Consolidated Statements of Comprehensive Income (Loss) for the Three Months ended September 30, 2018 and 2017

 

4

 

Condensed Consolidated Statements of Cash Flows for the Three Months Ended September 30, 2018 and 2017

 

5

 

Notes to Condensed Consolidated Financial Statements

 

6

Item 2. 

Management’s Discussion and Analysis of Financial Condition and Results of Operations

 

24

Item 3. 

Quantitative and Qualitative Disclosures about Market Risk

 

36

Item 4. 

Controls and Procedures

 

36

PART II. 

OTHER INFORMATION

 

38

Item 1. 

Legal Proceedings

 

38

Item 1A. 

Risk Factors

 

38

Item 6. 

Exhibits

 

53

 

Signatures

 

54

 

 

 

 

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Table of Contents

PART I.  FINANCIAL INFORMATION

 

Item 1. Financial Statements

eGAIN CORPORATION

CONDENSED CONSOLIDATED BALANCE SHEETS (Unaudited)

(in thousands, except par value data)

 

 

 

 

 

 

 

 

 

 

September 30, 

 

June 30, 

 

    

2018

    

2018

ASSETS

 

 

 

 

 

 

Current assets:

 

 

 

 

 

 

Cash and cash equivalents

 

$

11,542

 

$

11,498

Restricted cash

 

 

 6

 

 

 6

Accounts receivable, less allowance for doubtful accounts of $267 and $256 as of September 30, 2018 and June 30, 2018, respectively

 

 

16,872

 

 

7,389

Costs capitalized to obtain revenue contracts, net

 

 

623

 

 

986

Prepaid expenses

 

 

1,925

 

 

2,374

Other current assets

 

 

334

 

 

285

Total current assets

 

 

31,302

 

 

22,538

Property and equipment, net

 

 

507

 

 

559

Costs capitalized to obtain revenue contracts, net of current portion

 

 

1,819

 

 

891

Intangible assets, net

 

 

496

 

 

733

Goodwill

 

 

13,186

 

 

13,186

Other assets

 

 

2,112

 

 

1,715

Total assets

 

$

49,422

 

$

39,622

 

 

 

 

 

 

 

LIABILITIES AND STOCKHOLDERS' DEFICIT

 

 

 

 

 

 

Current liabilities:

 

 

 

 

 

 

Accounts payable

 

$

2,426

 

$

3,905

Accrued compensation

 

 

4,719

 

 

5,706

Accrued liabilities

 

 

2,141

 

 

2,285

Deferred revenue

 

 

28,972

 

 

18,364

Capital lease obligations

 

 

21

 

 

42

Bank borrowings, net of deferred financing costs

 

 

325

 

 

259

Total current liabilities

 

 

38,604

 

 

30,561

Deferred revenue, net of current portion

 

 

7,917

 

 

7,833

Bank borrowings, net of current portion and deferred financing costs

 

 

5,744

 

 

8,941

Other long-term liabilities

 

 

918

 

 

1,000

Total liabilities

 

 

53,183

 

 

48,335

Commitments and contingencies (Note 6)

 

 

 

 

 

 

Stockholders' deficit:

 

 

 

 

 

 

Common stock, $0.001 par value - authorized: 50,000 shares; outstanding: 27,868 shares as of September 30, 2018 and 27,667 shares as of June 30, 2018

 

 

28

 

 

28

Additional paid-in capital

 

 

346,801

 

 

346,222

Notes receivable from stockholders

 

 

(86)

 

 

(85)

Accumulated other comprehensive loss

 

 

(1,664)

 

 

(1,618)

Accumulated deficit

 

 

(348,840)

 

 

(353,260)

Total stockholders' deficit

 

 

(3,761)

 

 

(8,713)

Total liabilities and stockholders' deficit

 

$

49,422

 

$

39,622

 

See accompanying notes to condensed consolidated financial statements

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eGAIN CORPORATION

CONDENSED CONSOLIDATED STATEMENTS OF OPERATIONS (Unaudited)

(in thousands, except per share data)

 

 

 

 

 

 

 

 

 

 

Three Months Ended

 

 

September 30, 

 

    

2018

    

2017

Revenue:

 

 

 

 

 

 

Subscription

 

$

13,727

 

$

11,830

Professional services

 

 

1,974

 

 

2,745

Total revenue

 

 

15,701

 

 

14,575

Cost of revenue:

 

 

 

 

 

 

Cost of subscription

 

 

3,395

 

 

3,038

Cost of professional services

 

 

1,840

 

 

2,388

        Total cost of revenue

 

 

5,235

 

 

5,426

Gross profit

 

 

10,466

 

 

9,149

Operating expenses:

 

 

 

 

 

 

Research and development

 

 

3,559

 

 

3,431

Sales and marketing

 

 

3,994

 

 

4,166

General and administrative

 

 

2,160

 

 

1,806

Total operating expenses

 

 

9,713

 

 

9,403

Income (loss) from operations

 

 

753

 

 

(254)

Interest expense, net

 

 

(190)

 

 

(344)

Other income (expense), net

 

 

17

 

 

(131)

Income (loss) before income tax benefit

 

 

580

 

 

(729)

Income tax benefit

 

 

24

 

 

161

Net income (loss)

 

$

604

 

$

(568)

Per share information:

 

 

 

 

 

 

Earnings (loss) per share:

 

 

 

 

 

 

Basic

 

$

0.02

 

$

(0.02)

Diluted

 

$

0.02

 

$

(0.02)

Weighted-average shares used in computation:

 

 

 

 

 

 

Basic

 

 

27,687

 

 

27,185

Diluted

 

 

29,954

 

 

27,185

 

See accompanying notes to condensed consolidated financial statements 

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eGAIN CORPORATION

CONDENSED CONSOLIDATED STATEMENTS OF COMPREHENSIVE INCOME (LOSS) (Unaudited)

(in thousands)

 

 

 

 

 

 

 

 

 

 

Three months ended 

 

 

September 30, 

 

    

2018

    

2017

Net income (loss)

 

$

604

 

$

(568)

Other comprehensive loss, net of taxes:

 

 

 

 

 

 

Foreign currency translation adjustments

 

 

(46)

 

 

(52)

Comprehensive income (loss)

 

$

558

 

$

(620)

 

See accompanying notes to condensed consolidated financial statements

 

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eGAIN CORPORATION

CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS (Unaudited)

(in thousands)

 

 

 

 

 

 

 

 

 

 

 

Three Months Ended

 

 

 

September 30, 

 

 

    

2018

    

2017

 

Cash flows from operating activities:

 

 

 

 

 

 

 

Net income (loss)

 

$

604

 

$

(568)

 

Adjustments to reconcile net income (loss) to net cash provided by operating activities:

 

 

 

 

 

 

 

Amortization of intangible assets

 

 

237

 

 

504

 

Amortization of costs capitalized to obtain revenue contracts

 

 

146

 

 

236

 

Amortization of deferred financing costs

 

 

86

 

 

62

 

Depreciation and amortization

 

 

113

 

 

183

 

Provision for doubtful accounts

 

 

52

 

 

52

 

Deferred income taxes

 

 

(421)

 

 

 —

 

Stock-based compensation

 

 

361

 

 

319

 

Loss on disposal of property and equipment

 

 

66

 

 

 2

 

Changes in operating assets and liabilities:

 

 

 

 

 

 

 

Accounts receivable

 

 

(9,340)

 

 

1,819

 

Costs capitalized to obtain revenue contracts

 

 

(187)

 

 

(100)

 

Prepaid expenses

 

 

443

 

 

439

 

Other current assets

 

 

(58)

 

 

(6)

 

Other non-current assets

 

 

(9)

 

 

14

 

Accounts payable

 

 

(1,474)

 

 

(106)

 

Accrued compensation

 

 

(947)

 

 

(411)

 

Accrued liabilities

 

 

(187)

 

 

(35)

 

Deferred revenue

 

 

13,900

 

 

3,530

 

Other long-term liabilities

 

 

(65)

 

 

(21)

 

Net cash provided by operating activities

 

 

3,320

 

 

5,913

 

Cash flows from investing activities:

 

 

 

 

 

 

 

Purchases of property and equipment

 

 

(139)

 

 

(32)

 

Net cash used in investing activities

 

 

(139)

 

 

(32)

 

Cash flows from financing activities:

 

 

 

 

 

 

 

Payments on bank borrowings

 

 

(6,429)

 

 

(8,462)

 

Proceeds from bank borrowings

 

 

3,212

 

 

2,538

 

Payments on capital lease obligations

 

 

(22)

 

 

(34)

 

Proceeds from exercise of stock options

 

 

219

 

 

112

 

Net cash used in financing activities

 

 

(3,020)

 

 

(5,846)

 

Effect of change in exchange rates on cash and cash equivalents

 

 

(117)

 

 

62

 

Net increase in cash, cash equivalents and restricted cash

 

 

44

 

 

97

 

Cash, cash equivalents and restricted cash at beginning of period

 

 

11,504

 

 

10,633

 

Cash, cash equivalents and restricted cash at end of period

 

$

11,548

 

$

10,730

 

 

 

 

 

 

 

 

 

Supplemental cash flow disclosures:

 

 

 

 

 

 

 

Cash paid for interest

 

$

101

 

$

284

 

Cash paid for taxes

 

$

63

 

$

66

 

Non-cash items:

 

 

 

 

 

 

 

ASC 606 adoption impact to uncollected accounts receivable and related deferred revenue

 

$

9,104

 

$

 —

 

Purchases of equipment through trade accounts payable

 

$

 1

 

$

 3

 

 

See accompanying notes to condensed consolidated financial statements

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eGAIN CORPORATION

 

NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS (Unaudited)

 

 

1. SUMMARY OF BUSINESS AND SIGNIFICANT ACCOUNTING POLICIES

 

Organization and Nature of Business

 

eGain Corporation (“eGain”, the “Company”, “our”, “we” or “us”) is a leading provider of cloud-based customer engagement software with operations in the United States, United Kingdom and India. We help B2C brands operationalize digital customer engagement strategy. Our suite includes rich applications for digital interaction, knowledge management, and AI-based process guidance. We also provide advanced, integrated analytics for contact centers and digital properties to holistically measure, manage, and optimize resources. We believe the benefits of our products include reduced customer effort, customer satisfaction, connected service processes, converted upsell opportunities, and improved compliance—across mobile, social, web, and phone. Hundreds of global enterprises rely on eGain to transform fragmented customer service systems into unified Customer Engagement Hubs.

 

Fiscal Year

 

Our fiscal year ends on June 30. References to fiscal year 2019 refer to fiscal year ending June 30, 2019.

 

Basis of Presentation

 

The accompanying condensed consolidated balance sheets as of September 30, 2018 and June 30, 2018 and the condensed consolidated statements of operations, comprehensive income (loss) and cash flows for the three months ended September 30, 2018 and 2017, respectively, were unaudited.

 

We prepared the condensed consolidated financial statements pursuant to the rules and regulations of the Securities and Exchange Commission (SEC) and included the accounts of our wholly-owned subsidiaries. All significant intercompany balances and transactions have been eliminated. Certain information and footnote disclosures, normally included in consolidated financial statements prepared in accordance with accounting principles generally accepted in the United States of America (GAAP), have been condensed or omitted pursuant to such rules and regulations although we believe that the disclosures made are adequate to make the information not misleading. In our opinion, the unaudited condensed consolidated financial statements reflect all adjustments (consisting only of normal recurring adjustments) necessary for a fair presentation of our financial position, results of operations and cash flows for the periods presented.

 

These condensed consolidated financial statements and notes should be read in conjunction with our audited consolidated financial statements and accompanying notes for the fiscal year ended June 30, 2018, included in our Annual Report on Form 10-K. The condensed consolidated balance sheet as of June 30, 2018 was derived from audited consolidated financial statements as of that date but does not include all the information and footnotes required by GAAP for complete financial statements. The results of our operations for the interim periods presented are not necessarily indicative of results that may be expected for any other interim period or for the full fiscal year ending June 30, 2019.

 

We adopted Accounting Standards Update (ASU) 2014-09, Revenue from Contracts with Customers (Topic 606), as of July 1, 2018. In addition, we adjusted the presentation of our condensed consolidated statements of operations in connection with our business model. Through June 30, 2018, our revenue was classified as recurring, legacy license and professional services revenue. In connection with our adoption of Topic 606 as of July 1, 2018, we classify our revenue as subscription and professional services revenue. Our legacy license revenue, which has been declining related to our focus on cloud offerings, is included with subscription revenue. Fiscal periods prior to adoption were adjusted to conform to current period presentation.

 

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Use of Estimates

 

The preparation of financial statements requires us to make estimates and assumptions in the condensed consolidated financial statements and accompanying notes. Actual results could differ significantly from estimates. We make estimates that we believe to be reasonable based on historical experience and other assumptions. Significant estimates and assumptions made by management include the following:

 

·

Standalone selling price (SSP) of performance obligations for contracts with multiple performance obligations;

·

Estimate of variable consideration for performance obligations in connection with the adoption of Topic 606;

·

Period of benefit associated with capitalized costs to obtain revenue contracts;

·

Valuation, measurement and recognition of current and deferred income taxes;

·

Fair value of stock-based awards; and

·

Useful lives of intangible assets.

 

Recent Accounting Pronouncements

 

Pronouncements Not Yet Adopted

 

In August 2018, the Financial Accounting Standards Board (FASB) issued Accounting Standards Update (ASU) 2018-15, Intangibles—Goodwill and Other—Internal-Use Software (Subtopic 350-40). This update requires a customer in a cloud computing service arrangement to follow the internal-use software guidance to determine which implementation costs to recognize and defer as an asset. This update is effective for fiscal years beginning after December 15, 2019 (our fiscal 2020). We are currently evaluating the impact of this update on our consolidated financial statements and related disclosures.

 

In June 2018, the FASB issued ASU 2018-07, Compensation —Stock Compensation (Topic 718) —Improvements to Nonemployee Share-Based Payment Accounting. This update expands the scope of Topic 718, Compensation—Stock Compensation, to include share-based awards granted to non-employees in exchange for goods or services. The accounting for employees and non-employees will be substantially aligned. This update is effective for fiscal years beginning after December 15, 2018 (our fiscal 2020) and interim periods within those fiscal years. We are currently evaluating the impact of this update on our consolidated financial statements and related disclosures.

 

In February 2018, the FASB issued ASU 2018-02, Income Statement-Reporting Comprehensive Income (Topic 220): Reclassification of Certain Tax Effects from Accumulated Other Comprehensive Income. This update provides the option to reclassify tax effects to retained earnings relating to items in accumulated other comprehensive income that the FASB refers to as having been stranded in accumulated other comprehensive income as a result of the U.S. Tax Act. This update is effective for fiscal years beginning after December 15, 2018 (our fiscal 2020), and interim periods within those fiscal years. Early adoption is permitted. We are currently evaluating the impact of this new standard on our consolidated financial statements and related disclosures.

 

In February 2016, the FASB issued ASU 2016-02, Leases (Topic 842), which requires that we recognize lease assets and liabilities on the balance sheet. This standard is effective for annual periods beginning after December 15, 2018 (our fiscal 2020), and interim periods within those annual periods. Early adoption is permitted provided ASC 606, Revenue Recognition, has been adopted. We are currently evaluating the impact of this update on our consolidated financial statements and related disclosures.

 

In July 2018, the FASB issued ASU No. 2018-11, Leases (Topic 842): Targeted Improvements, which provides an alternative transition method by allowing companies to initially apply the new leases guidance at the adoption date and recognize a cumulative-effect adjustment to the opening balance of retained earnings in the period of adoption. We are currently evaluating the impact of this update on our consolidated financial statements and related disclosures.

 

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Pronouncements Recently Adopted

 

In May 2017, the FASB issued ASU 2017-09, Compensation—Stock Compensation (Topic 718): Scope of Modification Accounting, which provides guidance about which changes to the terms or conditions of a shared-based payment award require an entity to apply modification accounting in Topic 718. ASU 2017-09 is effective for annual reporting periods beginning after December 15, 2017 (our fiscal 2019), including interim reporting periods within those annual reporting periods. We adopted this guidance in connection with the adoption of ASC 606 as of our first quarter of fiscal year 2019 with no impact on our financial statements.

 

In November 2016, the FASB issued ASU 2016-18, Statement of Cash Flows (Topic 230): Restricted Cash, which provides specific guidance on how to classify restricted cash. ASU 2016-18 is effective for annual reporting periods beginning after December 15, 2017 (our fiscal 2019), including interim reporting periods within those annual reporting periods. We adopted this guidance as of our first quarter of fiscal year 2019 with no impact on our financial statements.

 

In October 2016, the FASB issued ASU 2016-16, Income Taxes (Topic 740): Intra-Entity Transfers of Assets Other Than Inventory, which provides that an entity should recognize the income tax consequences of an intra-entity transfer of an asset other than inventory when the transfer occurs. ASU 2016-16 is effective for annual reporting periods beginning after December 15, 2017 (our fiscal 2019), including interim reporting periods within those annual reporting periods. We adopted this guidance as of our first quarter of fiscal year 2019 with no significant impact to our financial results.

 

In August 2016, the FASB issued ASU 2016-15, Statement of Cash Flows (Topic 230): Classification of Certain Cash Receipts and Cash Payments, to address diversity in how certain cash receipts and cash payments are presented and classified in the statement of cash flows. The amendments should be applied using a retrospective transition method to each period presented. If it is impracticable to apply the amendments retrospectively for some of the issues, the amendments for those issues would be applied prospectively as of the earliest date practicable. ASU 2016-15 is effective for fiscal years beginning after December 15, 2017 (our fiscal 2019), and interim periods within those fiscal years. We adopted this guidance as of our first quarter of fiscal year 2019 with no significant impact to our financial results.

 

Revenue from Contracts with Customers

 

In May 2014, the FASB issued ASU 2014-09, Revenue from Contracts with Customers (Topic 606), which supersedes the revenue recognition requirements under Revenue Recognition (Topic 605). The standard requires increased disclosures including the nature, amount, timing, and any uncertainty of revenues and cash flows related to customer contracts. Topic 606 includes Subtopic 340-40, Other Assets and Deferred Costs - Contracts with Customers, which requires the deferral of incremental costs of obtaining a contract with a customer. We refer to Topic 606 and Subtopic 340-40 as Topic 606, collectively, for purposes of disclosure and discussion in this filing.

 

We adopted Topic 606 using the modified retrospective method with a cumulative decrease of $3.8 million to our opening balance of our accumulated deficit as of July 1, 2018 in our first quarter of fiscal year 2019.

 

Under Topic 606, or ASC 606, revenue is recognized when a customer under a contract obtains control of promised goods and services at an amount that reflects consideration that is expected to be received in exchange for those goods and services. The new revenue recognition standard requires that we apply a five-step approach for recognizing revenue which includes (i) identifying the contract with a customer; (ii) identifying the performance obligations in the contract; (iii) determining the transaction price; (iv) allocating the transaction price to the performance obligations in the contract on a relative SSP; and (v) recognizing revenue when, or as, we satisfy each performance obligation in the contract typically through delivery or when control is transferred to the customer.

 

The adoption of Topic 606 did not significantly impact the revenue recognition of our cloud delivery arrangements, our maintenance and support arrangements, and our time and materials-based professional services. Additionally, our estimate of SSP remains consistent with our estimate of best estimated selling price (BESP) under Topic 605. When we determine the transaction price in an arrangement, we include estimates of variable consideration such as usage-based surcharges and potential refunds or credits for service level credits, volume rebates, and tenure discounts.

 

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Revenue recognition under Topic 606 impacted our on-premise offerings that do not incorporate substantial cloud functionality. Under Topic 605, licenses that were sold with undelivered elements but without vendor-specific objective evidence (VSOE) were recognized ratably over the term of the undelivered elements. Under Topic 606, the requirement to establish VSOE for undelivered elements was eliminated. Therefore, we recognize a portion of the sales price upon delivery of the software. To the extent that amounts recognized as revenue have not been billed, the corresponding amounts are recorded as unbilled receivables and are classified in other assets.

 

Under Topic 606, the transaction price is allocated to various performance obligations based on their stand-alone selling prices. Revenue allocated to each performance obligation is recognized as work is performed. Our consulting and implementation service contracts are bid either on a time-and-materials basis or on a fixed-fee basis. Fixed fees are generally paid upon acceptance at pre-determined points in the contract. Under Topic 605, we had recognized revenue when we met acceptance clauses.

 

With respect to professional services revenue, when professional service arrangements include acceptance clauses, we factor this in the estimated transaction price if they are probable of being achieved. Additionally, we recognize the transaction price allocated to professional services over time as the services are provided as compared to the time that the milestone was achieve under prior guidance.

 

We used the following transitional practical expedients and exemptions in the adoption of Topic 606:

 

·

The option to recognize revenue upon invoicing amounts that correspond directly with the value to the customer of performance completed to date which primarily includes professional service arrangements entered on a time and materials basis;

·

At adoption, the election to reflect the aggregate effect of all modifications occurring before adoption when (i) identifying the satisfied and unsatisfied performance obligations; (ii) determining the transaction price; and (iii) allocating the transaction price of the arrangement to the satisfied and unsatisfied performance obligations;

·

The optional exemption to not disclose the remaining transaction price for short-term contracts less than one year and contracts where the right to invoice method is used. Contracts that fall under these exemptions relate to short-term professional services and would be expected to be completed, on average, within the next three to six months; and

·

The option to expense the cost of obtaining a contract when the amortization period is less than one year.

 

Costs Capitalized to Obtain Revenue Contracts

 

Under Topic 606, we capitalize incremental costs to obtain non-cancelable subscription and maintenance and support revenue contracts with amortization periods that may extend longer than the non-cancelable subscription and maintenance and support revenue contract terms.

 

We capitalize incremental costs of obtaining a non-cancelable subscription and maintenance and support revenue contract with amortization periods of one year or more. The capitalized amounts consist primarily of sales commissions paid to our direct sales force. Capitalized amounts also include (i) amounts paid to employees other than the direct sales force who earn incentive payouts under annual compensation plans that are tied to the value of contracts acquired; (ii) commissions paid to employees upon renewals of subscription and support; and (iii) the associated payroll taxes and fringe benefit costs associated with the payments to our employees.

 

Costs capitalized related to new revenue contracts are generally deferred and amortized on a straight-line basis over a period of benefit that we estimate to be five years. We determine the period of benefit by taking into consideration the historical and expected durations of our customer contracts and the expected useful lives of our technology among other factors. Amortization of costs capitalized related to new revenue contracts is included as a component of sales and marketing expense in our operating results. Under Topic 605, we capitalized only commissions earned on initial software and support sales which were amortized ratably over the initial contract period averaging two years.

 

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Deferred Revenue

 

Deferred revenue primarily consists of amounts invoiced but unpaid and payments received in advance of revenue recognition from cloud delivery arrangements, term licenses and embedded OEM royalties and associated support. Deferred revenue is recognized as revenue once revenue recognition criteria is met. We generally invoice our customers in annual installments. The deferred revenue balance does not represent the total transaction price of our non-cancelable cloud delivery and support arrangements.

 

Prior to adopting Topic 606, we netted down our accounts receivable and deferred revenue for amounts that were invoiced but not collected. We no longer net down our accounts receivable and deferred revenue with the adoption of Topic 606 related to contractual amounts in our arrangements. Deferred revenue that is expected to be recognized within one year and beyond one year is classified as current and noncurrent deferred revenue, respectively.

 

Financial Impact from Initial Adoption

 

The following table shows cumulative adjustments included in our condensed consolidated opening balance sheet as of July 1, 2018 related to the adoption of Topic 606 (in thousands):

 

 

 

 

 

 

 

 

 

 

 

 

 

Balance as of
June 30, 2018
($)

 

Impact as of July 1, 2018
($)

 

Balance as of
July 1, 2018
($)

Balance sheet captions:

 

 

 

 

 

 

 

 

 

Accounts receivable, net

 

 

7,389

 

 

14,824

 

 

22,213

Costs capitalized to obtain revenue contracts, net

 

 

986

 

 

(395)

 

 

591

Costs capitalized to obtain revenue contracts, net of current portion

 

 

891

 

 

933

 

 

1,824

Accrued liabilities

 

 

2,285

 

 

60

 

 

2,345

Deferred revenue

 

 

18,364

 

 

11,700

 

 

30,064

Deferred revenue, net of current portion

 

 

7,833

 

 

(422)

 

 

7,411

Accumulated deficit

 

 

(353,260)

 

 

3,816

 

 

(349,444)

 

Financial Impact after Initial Adoption

 

The following table shows cumulative adjustments included in our condensed consolidated balance sheet as of September 30, 2018 related to the adoption of Topic 606 (in thousands):

 

 

 

 

 

 

 

 

 

 

 

 

 

September 30, 2018

 

 

Reported under
Topic 606
($)

 

Topic 606 Impact
($)

 

Excluding Topic
606 Impact
($)

Balance sheet captions:

 

 

 

 

 

 

 

 

 

Accounts receivable, net

 

 

16,872

 

 

(9,954)

 

 

6,918

Costs capitalized to obtain revenue contracts, net

 

 

623

 

 

(318)

 

 

305

Costs capitalized to obtain revenue contracts, net of current portion

 

 

1,819

 

 

(975)

 

 

844

Deferred revenue

 

 

28,972

 

 

(5,864)

 

 

23,108

Deferred revenue, net of current portion

 

 

7,917

 

 

(584)

 

 

7,333

Accumulated deficit

 

 

(348,840)

 

 

(3,816)

 

 

(352,656)

 

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The following table presents the financial impact between guidance under Topic 605 and newly adopted guidance under Topic 606 during the three months ended September 30, 2018 (in thousands):

 

 

 

 

 

 

 

 

 

 

 

 

 

Three Months Ended
September 30, 2018

 

 

Reported under Topic 606
($)

 

Topic 606 Impact
($)

 

Excluding Topic 606 Impact
($)

Income statement captions:

 

 

 

 

 

 

 

 

 

Subscription revenue

 

 

13,727

 

 

393

 

 

14,120

Professional services revenue

 

 

1,974

 

 

(203)

 

 

1,771

Total revenue

 

 

15,701

 

 

190

 

 

15,891

Gross profit

 

 

10,466

 

 

190

 

 

10,656

Total operating expenses

 

 

9,713

 

 

121

 

 

9,834

Net income (loss)

 

 

604

 

 

69

 

 

673

 

During the three months ended September 30, 2018, we capitalized $270,000 of costs to obtain revenue contracts and amortized $140,000 to sales and marketing expense. Capitalized costs to obtain revenue contracts, net were $2.4 million as of September 30, 2018 and July 1, 2018.

 

Revenue Recognition

 

Revenue Recognition Policy

 

Our revenue is comprised of two categories including subscription and professional services. Subscription includes SaaS revenue and legacy support revenue. SaaS includes revenue from cloud delivery arrangements, term licenses and embedded OEM royalties and associated support. Legacy support is revenue associated with perpetual license arrangements that we no longer sell. Professional services includes consulting, implementation and training.

 

Significant Judgment Applied in the Determination of Revenue Recognition

 

We enter into contractual arrangements with customers that may include promises to transfer multiple services, such as subscription, support and professional services. With respect to our business, a performance obligation is a promise to transfer a service to a customer that is distinct. Significant judgment is required to determine whether services are distinct performance obligations that should be accounted for separately or combined as one unit of accounting. Additionally, significant judgment is required to determine the timing of revenue recognition.

 

We allocate the transaction price to each performance obligation on a relative standalone selling price. The SSP is the price that we would sell a promised service separately to one of our customers. Judgment is required to determine the SSP for each distinct performance obligation.

 

We determine the SSP by considering our pricing objectives in relation to market demand. Consideration is placed based on our history of discounting prices, size and volume of transactions involved, customer demographics and geographic locations, price lists, contract prices and our market strategy.

 

Determination of Revenue Recognition

 

Under Topic 606, we recognize revenue upon the transfer of control of promised services to our customers in the amount that is commensurate with the consideration that we expect to receive in exchange for those services. If consideration includes a variable amount in the arrangement, such as service level credits or contingent fees, then we include an estimate of the amount that we expect to receive for the total transaction price.

 

The amount of revenue that we recognize is based on (i) identifying the contract with a customer; (ii) identifying the performance obligations in the contract; (iii) determining the transaction price; (iv) allocating the transaction price to the

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performance obligations in the contract on a relative SSP; and (v) recognizing revenue when, or as, we satisfy each performance obligation in the contract typically through delivery or when control is transferred to the customer.

 

Subscription Revenue

 

The following customer arrangements are recognized ratably over the contract term as the performance obligations are delivered:

·

Cloud delivery arrangements;

·

Maintenance and support arrangements; and

·

Term license subscriptions which incorporate on-premise software licenses and substantial cloud functionality that are not distinct in the context of our arrangements as such are considered highly interrelated and represent a single combined performance obligation.

For contracts involving distinct software licenses, the license performance obligation is satisfied at a point in time when control is transferred to the customer.

We typically invoice our customers in advance upon execution of the contract or subsequent renewals with payment terms between 30 and 45 days. Invoiced amounts are recorded in accounts receivable, deferred revenue or revenue, depending if control transferred to our customers based on each arrangement.

 

Professional Services Revenue

 

Professional services revenue includes system implementation, consulting and training. The transaction price is allocated to various performance obligations based on their stand-alone selling prices.  Revenue allocated to each performance obligation is recognized as work is performed. Our consulting and implementation service contracts are bid either on a time-and-materials basis or on a fixed-fee basis. Fixed fees are generally paid upon milestone billing or acceptance at pre-determined points in the contract. Amounts that have been invoiced are recorded in accounts receivable and in unearned revenue or revenue, depending on whether transfer of control to customers has occurred.

Training revenue that meets the criteria to be accounted for separately is recognized when training is provided.

 

Segment Information

 

We operate in one segment: the development, license, implementation and support of our customer interaction software solutions. Operating segments are identified as components of an enterprise for which discrete financial information is available and regularly reviewed by the Company’s chief operating decision-makers in order to make decisions about resources to be allocated to the segment and assess its performance. Our chief operating decision-makers, under Accounting Standards Codification (ASC) 280, Segment Reporting, are our executive management team. Our chief operating decision-makers review financial information presented on a consolidated basis for purposes of making operating decisions and assessing financial performance. The Company operates in one operating segment and all required financial segment information can be found in the condensed consolidated financial statements.

 

Our sales are derived from North America and EMEA. However, we incur operating expenses in the North America, EMEA and APAC regions. Revenue by geography is generally determined on the region of our contracting entity rather

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than the region of our customer. Information relating to our geographic areas for the three months ended September 30, 2018 and 2017 is as follows (unaudited, in thousands):

 

 

 

 

 

 

 

 

 

 

Three Months Ended

 

 

September 30, 

 

    

2018

    

2017

Revenue:

 

 

 

 

 

 

North America

 

$

8,475

 

$

7,439

EMEA

 

 

7,226

 

 

7,136

Total revenue

 

$

15,701

 

$

14,575

Income (loss) from operations:

 

 

 

 

 

 

North America

 

$

(16)

 

$

 7

EMEA

 

 

1,957

 

 

568

Asia Pacific

 

 

(1,188)

 

 

(829)

Income (loss) from operations

 

$

753

 

$

(254)

 

 

In addition, long-lived assets corresponding to our geographic areas are as follows (unaudited, in thousands):

 

 

 

 

 

 

 

 

 

 

September 30, 

 

June 30, 

 

    

2018

    

2018

Long-lived Assets:

 

 

 

 

 

 

North America

 

$

223

 

$

210

EMEA

 

 

160

 

 

245

Asia Pacific

 

 

124

 

 

104

  Long-lived Assets

 

$

507

 

$

559

 

Concentration of Credit Risk and Significant Customers

 

Our financial instruments that are exposed to concentrations of credit risk include cash and cash equivalents and accounts receivable. We maintain an allowance for doubtful accounts which is based on historical losses and the number of days past due for collection. Receivables are written off against the allowance when we have exhausted collection efforts without success. One customer accounted for 16% and 14% of total revenue during the three months ended September 30, 2018 and 2017, respectively.

 

Accounts Receivable and Allowance for Doubtful Accounts

 

We extend unsecured credit to our customers on a regular basis. Our accounts receivable are derived from revenue earned from customers and are not interest bearing. We also maintain an allowance for doubtful accounts to reserve for potential uncollectible trade receivables. We review our trade receivables by aging category to identify specific customers with known disputes or collectability issues. We exercise judgment when determining the adequacy of these reserves as we evaluate historical bad debt trends, general economic conditions in the U.S. and internationally, and changes in customer financial conditions. If we made different judgments or utilized different estimates, material differences may result in additional reserves for trade receivables, which would be reflected by charges in general and administrative expenses for any period presented. We write off a receivable after collection efforts have been exhausted and the amount is deemed uncollectible.

 

Deferred Financing Costs

 

Costs relating to obtaining the credit agreement with Wells Fargo Bank, National Association (Wells Fargo) are capitalized and amortized over the term of the related debt using the effective interest method. As of September 30, 2018 and June 30, 2018, deferred financing costs were each $981,000, and accumulated amortization was $826,000 and $740,000, respectively. Deferred financing costs are included net of bank borrowings in the accompanying condensed consolidated balance sheets. Amortization of deferred financing costs recorded as interest expense was $86,000 and $62,000 for the

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three months ended September 30, 2018 and 2017, respectively. When a loan is paid in full, any unamortized financing costs are removed from the related accounts and charged to operations as interest expense.

 

Stock-Based Compensation

 

We account for stock-based compensation in accordance with ASC 718, Compensation—Stock Compensation. Under the fair value recognition provisions of ASC 718, stock-based compensation cost is measured at the grant date based on the fair value of the award and is recognized as expense over the vesting period. Determining the fair value of the stock-based awards at the grant date requires significant judgment and the use of estimates, particularly surrounding Black-Scholes valuation assumptions such as stock price volatility and expected option term.

 

Below is a summary of stock-based compensation included in the costs and expenses (unaudited, in thousands):

 

 

 

 

 

 

 

 

 

 

Three Months Ended

 

 

September 30, 

 

    

2018

    

2017

Stock-Based Compensation Expense:

 

 

 

 

 

 

Cost of revenue

 

$

74

 

$

63

Research and development

 

 

116

 

 

110

Sales and marketing

 

 

45

 

 

63

General and administrative

 

 

126

 

 

83

Total stock-based compensation expense

 

$

361

 

$

319

 

Total stock-based compensation includes expense related to non-employee awards of $21,000 and $9,000 during the three months ended September 30, 2018 and 2017, respectively.

 

We utilized the Black-Scholes valuation model for estimating the fair value of the stock-based compensation of options granted. All shares of our common stock issued pursuant to our stock option plans are only issued out of an authorized reserve of shares of common stock which were previously registered with the SEC on a Registration Statement on Form S-8.

 

On September 19, 2017, our board of directors approved a repricing to $2.50 per share of certain outstanding options under our 2005 Stock Incentive Plan held by employees who are not executive officers or directors of the Company. The repricing applied to options held by such employees with an exercise price greater than $2.50 per share which was the closing stock price as reported on Nasdaq on September 19, 2017.

 

In accordance with ASC 718, as applicable to the repricing on September 19, 2017, a modification to the price of an option should be treated as an exchange of the original option for a new option. The calculation of the incremental value associated with the new option is based on the excess of the fair value of the modified option based on current assumptions over the fair value of the original option measured immediately before its price is modified based on current assumptions. As of December 31, 2017, we finalized our accounting estimates related to the repricing. Total incremental stock-based compensation expense was $445,000. We recognized $3,000 and $138,000 in incremental stock-based compensation expense during the three months ended September 30, 2018 and 2017, respectively. Unrecognized incremental stock-based compensation expense was $8,000 as of September 30, 2018.

 

During the three months ended September 30, 2018 and 2017, we granted options to purchase 90,850 and 99,825 shares of common stock with a weighted-average fair value of $7.13 and $1.16 per share, respectively.

 

In connection with the repricing and finalizing our estimates as of December 31, 2017, we repriced options to purchase 804,172 shares of common stock which were previously granted between May 2011 through September 2016, with a weighted-average fair value of $1.19 per share.

 

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We used the following assumptions:

 

 

 

 

 

 

 

 

 

Three Months Ended

 

 

 

September 30, 

 

 

    

2018

    

2017

 

Expected volatility

 

65

%  

56

%

Average risk-free interest rate

 

2.81

%  

1.82

%

Expected life (in years)

 

4.30

 

4.55

 

Dividend yield

 

 —

 

 —

 

 

The dividend yield of zero is based on the fact that we have never paid cash dividends and have no present intention to pay cash dividends. We determined the appropriate measure of expected volatility by reviewing historic volatility in the share price of our common stock, as adjusted for certain events that management deemed to be non-recurring and non-indicative of future events. The risk-free interest rate is derived from the average U.S. Treasury Strips rate with maturities approximating the expected lives of the awards during the period, which approximate the rate in effect at the time of the grant.

 

We base our estimate of expected life of a stock option on the historical exercise behavior, and cancellations of all past option grants made by the Company during the time period which its equity shares have been publicly traded, the contractual term of the option, the vesting period and the expected remaining term of the outstanding options.

 

In accordance with ASU 2016-09, Compensation—Stock Compensation: Improvements to Employee Share-Based Accounting, we elected to continue to estimate forfeitures in the calculation of stock-based compensation expense.

 

Total compensation cost, net of forfeitures, of all options granted but not yet vested as of September 30, 2018 was $1.4 million, which is expected to be recognized over the weighted-average period of 1.46 years. There were 201,286 and 103,150 options exercised during the three months ended September 30, 2018 and 2017, respectively.

 

Leases

 

Lease agreements are evaluated to determine whether they are capital or operating leases in accordance with ASC 840, Leases. When any one of the four test criteria in ASC 840 is met, the lease then qualifies as a capital lease.

 

Capital leases are capitalized at the lower of the net present value of the total amount payable under the leasing agreement (excluding finance charges) or the fair market value of the leased asset. Capital lease assets are depreciated on a straight-line basis, over a period consistent with our normal depreciation policy for tangible fixed assets, but not exceeding the lease term. Interest charges are expensed over the period of the lease in relation to the carrying value of the capital lease obligation.

 

Rent expense for operating leases, which may include free rent or fixed escalation amounts in addition to minimum lease payments, is recognized on a straight-line basis over the duration of each lease term.

 

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2. REVENUE RECOGNITION

 

Disaggregation of Revenue

 

The following table presents our subscription and professional services revenue during the three months ended September 30, 2018 and 2017, respectively:

 

 

 

 

 

 

 

 

 

 

 

Three Months Ended

 

 

 

September 30, 

 

    

2018

    

    

2017

Revenue:

 

 

 

 

 

 

  SaaS

 

$

9,724

 

$

6,945

  Legacy support

 

 

4,003

 

 

4,885

Subscription

 

 

13,727

 

 

11,830

Professional services

 

 

1,974

 

 

2,745

Total revenue

 

$

15,701

 

$

14,575

 

The following table presents our revenue by geography. Revenue by geography is generally determined on the region of our contracting entity rather than the region of our customer. The relative proportion of our total revenues between each geographic region as presented in the table below was materially consistent across each of our operating segments’ revenues for the periods presented.

 

 

 

 

 

 

 

 

 

 

 

Three Months Ended

 

 

 

September 30, 

 

    

2018

    

    

2017

Revenue:

 

 

 

 

 

 

North America

 

$

8,475

 

$

7,439

EMEA

 

 

7,226

 

 

7,136

 

 

$

15,701

 

$

14,575

 

Contract Balances

 

Contract assets consist of unbilled receivables for which we have the right to consideration for completed performance obligations that have not been invoiced. Contract liabilities consist of deferred revenue for which we have an obligation to transfer services to customers and have received consideration in advance or the amount is due from customers. Once the obligations are fulfilled, then deferred revenue is recognized to revenue in the respective period.

 

The following table presents the changes in contract liabilities (in thousands):

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

    

Balance as of June 30, 2018
($)

    

Additions
($)

 

Deductions
($)

 

Balance as of September 30, 2018
($)

Contract liabilities:

 

 

 

 

 

 

 

 

 

 

 

 

Deferred revenue

 

 

18,364

 

 

26,309

 

 

(15,701)

 

 

28,972

Deferred revenue, net of current portion

 

 

7,833

 

 

91

 

 

(7)

 

 

7,917

 

With respect to deferred revenue balances as of June 30, 2018, $15.0 million was recognized to revenue during the three months ended September 30, 2018.

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Remaining Performance Obligations

 

Remaining performance obligations represent contracted revenues that had not yet been recognized, and include deferred revenues, invoices that have been issued to customers but were uncollected and have not been recognized as revenues, and amounts that will be invoiced and recognized as revenues in future periods.  The transaction price allocated to the remaining performance obligation is influenced by a variety of factors, including seasonality, timing of renewals, average contract terms and foreign currency rates.  As of September 30, 2018, our remaining performance obligations were $71.5 million of which we expect to recognize $43.0 million and $28.5 million as revenue within one year and beyond one year, respectively.

 

Costs Capitalized to Obtain Revenue Contracts

 

We capitalize incremental costs of obtaining a non-cancelable subscription and support revenue contract. The capitalized amounts consist primarily of sales commissions paid to our direct sales force. Capitalized amounts also include (i) amounts paid to employees other than the direct sales force who earn incentive payouts under annual compensation plans that are tied to the value of contracts acquired, (ii) commissions paid to employees upon renewals of subscription and support, and (iii) the associated payroll taxes and fringe benefit costs associated with the payments to our employees.

 

Costs capitalized related to new revenue contracts are generally deferred and amortized on a straight-line basis over a period of benefit that we estimate to be five years. We determine the period of benefit by taking into consideration the historical and expected durations of our customer contracts, the expected useful lives of our technologies, and other factors. Commissions for renewal contracts relating to our cloud-based arrangements are generally deferred and then amortized on a straight-line basis over the related contractual renewal period, which is generally five years. Amortization of deferred sales commissions is included as a component of sales and marketing expenses in our condensed consolidated statements of operations. During the three months ended September 30, 2018, we capitalized $270,000 of costs to obtain revenue contracts and amortized $140,000 to marketing and sales expense. During the three months ended September 30, 2017, we capitalized $411,000 of costs to obtain revenue contracts, which were classified as deferred commissions prior to the adoption of Topic 606, and amortized $73,000 to marketing and sales expense. Capitalized costs to obtain a revenue contract, net on our condensed consolidated balance sheets were $2.4 million as of September 30, 2018 and July 1, 2018.

 

3. NET INCOME (LOSS) PER COMMON SHARE

 

Basic net loss per common share is computed using the weighted-average number of shares of common stock outstanding. In periods where net income is reported, the weighted average number of shares is increased by warrants and options in the money to calculate diluted net income per common share.

 

The following table represents the calculation of basic and diluted net loss per common share (unaudited, in thousands, except per share data):

 

 

 

 

 

 

 

 

 

 

Three Months Ended

 

 

September 30, 

 

 

2018

 

2017

Net income (loss)

    

$

604

    

$

(568)

Per share information:

 

 

 

 

 

 

Earnings (loss) per share:

 

 

 

 

 

 

Basic

 

$

0.02

 

$

(0.02)

Diluted

 

$

0.02

 

$

(0.02)

Weighted-average shares used in computation:

 

 

 

 

 

 

Basic

 

 

27,687

 

 

27,185

Effect of dilutive options

 

 

2,267

 

 

 —

Diluted

 

 

29,954

 

 

27,185

 

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Weighted-average shares of stock options to purchase 152,494 and 2,347,808 shares of common stock for the three months ended September 30, 2018 and 2017, respectively, were not included in the computation of diluted net loss per common share due to their anti-dilutive effect. Such securities could have a dilutive effect in future periods.

 

4. BANK BORROWINGS

 

On November 21, 2014, we entered into a Credit Agreement (as further amended, restated, supplemented or otherwise modified from time to time, the Credit Agreement) with Wells Fargo, as administrative agent and the lenders party thereto. The Credit Agreement provides for the extension of revolving loans (Revolving Loans) in an aggregate principal amount not to exceed $10.0 million, and a term loan (Term Loan) in an aggregate principal amount not to exceed $10.0 million, but in each case limited by an amount not to exceed 60% of our trailing twelve month revenue from subscription and support fees attributable to software, as calculated under the Credit Agreement. The obligations under the Credit Agreement mature on November 21, 2019.

 

Borrowings under the Credit Agreement bear interest, in the case of LIBOR rate loans, at a per annum rate equal to the applicable LIBOR rate, plus 4.75%.  Borrowings under the Credit Agreement that are not LIBOR rate loans bear interest at a per annum rate equal to (i) the greatest of (A) the Federal Funds Rate plus 0.50%, (B) the one month LIBOR rate plus 1.00% per annum, and (C) the rate of interest announced, from time to time, by Wells Fargo as its “prime rate,” plus (ii) 3.75%.

 

We will pay certain recurring fees with respect to the Credit Agreement, including servicing fees to the administrative agent. Prior to the first anniversary of the closing date of the Credit Agreement, voluntary repayments of the Term Loan, voluntary permanent reductions of the commitment related to the Revolving Loans and certain mandatory prepayments are subject a prepayment premium of 1.0% of the amount prepaid or reduced.

 

Subject to certain exceptions, the loans extended under the Credit Agreement are subject to customary mandatory prepayment provisions with respect to the following: net proceeds from certain asset sales; net proceeds from certain issuances or incurrences of debt (other than debt permitted to be incurred under the terms of the Credit Agreement); net proceeds of certain judgments, settlements and other claims or causes of action of us; and a portion with step-downs based upon the achievement of a financial covenant linked to the Leverage Ratio (as such term is defined in the Credit Agreement) of our annual excess cash flow and our subsidiaries, and with such required prepayment amount to be reduced dollar-for-dollar by any voluntary prepayments of the Term Loan. 

 

The Credit Agreement contains customary representations and warranties, subject to limitations and exceptions, and customary covenants restricting our ability and our subsidiaries to: incur additional indebtedness; incur liens; engage in mergers or other fundamental changes; consummate acquisitions; sell certain property or assets; change the nature of their business; prepay or amend certain indebtedness; pay dividends, other distributions or repurchase our equity interests or our subsidiaries; make investments; or engage in certain transactions with affiliates. In addition, the Credit Agreement contains financial covenants which initially require us to achieve minimum EBITDA and liquidity levels. However, subject to the conditions of the Credit Agreement, once we have achieved a minimum Fixed Charge Coverage Ratio (as defined in the Credit Agreement) of 1.50 to 1.00 and a Leverage Ratio of less than 2.50 to 1.00, we will be required to comply with a minimum Fixed Charge Coverage Ratio and a specific Leverage Ratio.

 

The Credit Agreement contains customary events of default, including with respect to: nonpayment of principal, interest, fees or other amounts; failure to perform or observe covenants; monetary judgment defaults; bankruptcy, insolvency and dissolution events; cross-default to other material indebtedness; material inaccuracy of a representation or warranty when made; failure to perfect a lien; actual or asserted invalidity or impairment of any definitive loan documentation or repudiation of guaranties; or a change of control.

 

As a condition to entering into the Credit Agreement, we pledged substantially all assets such as accounts receivable and property and equipment as collateral for the benefit of Wells Fargo.

 

On September 2, 2015, the Company entered into Amendment Number One to the Credit Agreement (Amendment No. 1), which amends the Credit Agreement. Pursuant to Amendment No. 1, we increased the total maximum Revolving Loan

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commitments thereunder from $10.0 million to $15.0 million and increased the quarterly installment payments of the Term Loan under the Credit Agreement to $187,500 for the quarters ended September 30, 2015 through December 31, 2015 and $250,000 for each subsequent quarter. As of March 31, 2018, the quarterly installment payment decreased from $250,000 to $114,407 for the quarter ended March 31, 2018 and for each quarter ending thereafter as a result of a $4.0 million prepayment that we made during the quarter. Borrowings under the Credit Agreement bear interest, in the case of LIBOR rate loans, at a per annum rate equal to the applicable LIBOR rate, plus 7.0%.  Borrowings under the Credit Agreement that are not LIBOR rate loans bear interest at a per annum rate equal to the rate of interest announced, from time to time, by Wells Fargo as its “prime rate,” plus 6.0%. In connection with Amendment No. 1, certain fees were also modified such that prior to the first anniversary of Amendment No. 1, voluntary repayments of the Term Loan, voluntary permanent reductions of the commitment related to the Revolving Loans and certain mandatory prepayments will be subject a prepayment premium of 1.0% of the amount prepaid or reduced. 

 

On January 27, 2017, the Company entered into Amendment Number Two to the Credit Agreement (Amendment No. 2), which amends the Credit Agreement.  Pursuant to Amendment No. 2, the Applicable Margin (as defined in the Credit Agreement) at which LIBOR loans advanced under the Credit Agreement bear interest may be either the applicable LIBOR rate plus 5.5% per annum or 7.0% per annum, depending on the Company’s TTM Recurring Revenue Calculation (as defined in the Credit Agreement).  The TTM Recurring Revenue Calculation is based on the Company’s consolidated trailing twelve months of revenue relating to subscription revenue attributable to the Company’s software.  Loans may also bear interest under the Credit Agreement at the applicable Base Rate (as defined in the Credit Agreement) and the corresponding Applicable Margin for Base Rate loans is 1.0% per annum less than for LIBOR loans.  Under Amendment No. 2, a 1.0% fee will also be payable until the first anniversary of Amendment No. 2 on the amount of any voluntary prepayment of the Term Loan advanced under the Credit Agreement or the amount of any voluntary reduction of Revolving Loan commitments provided under the Credit Agreement.

 

Amendment No. 2 modifies the two financial covenants the Company is required to comply with until the Financial Covenant Replacement Date has occurred. The Financial Covenant Replacement Date is the first day of the fiscal quarter following the date on which the Company has achieved (i) a Fixed Charge Coverage Ratio equal to or greater than 1.50 to 1.00 and (ii) a Leverage Ratio of less than 2.50 to 1.00 for the immediately preceding two consecutive fiscal quarters. In addition, the Financial Covenant Replacement Date will not be deemed to occur unless the Company is in compliance with the applicable Leverage Ratio as of the last day of the fiscal quarter preceding the test date. As of September 30, 2018, we were in compliance with the Fixed Charge Coverage Ratio and Leverage Ratio financial covenants, and the Financial Covenant Replacement Date was not deemed to have occurred.

 

Under Amendment No. 2, the minimum EBITDA (as defined in the Credit Agreement) levels the Company is required to achieve on and prior to the Financial Covenant Replacement Date were modified to be, as of the end of each fiscal quarter, at the least the amount set forth in the table below for the applicable period opposite such amount (in thousands):

 

 

 

 

 

For the four quarter period ending

    

Applicable Amount

September 30, 2018

 

$

(1,500)

December 31, 2018

 

 

 —

March 31, 2019

 

 

1,500

June 30, 2019

 

 

3,000

September 30, 2019

 

 

4,000

 

In addition, the amount of Liquidity (as defined in the Credit Agreement) which the Company is required to maintain on and prior to the Financial Covenant Replacement Date was reduced from $10.0 million to $4.0 million. Liquidity is calculated based on available credit under the Revolving Loan commitments and balances in certain bank accounts used for operations. The amount of Liquidity was $18.5 million as of September 30, 2018.

 

As of September 30, 2018, we were in compliance with these financial covenant terms.

 

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As of September 30, 2018, balances on the Term Loan, Revolving Loans and debt maturities were (unaudited, in thousands):

 

 

 

 

 

 

 

 

 

September 30, 

 

June 30, 

 

    

2018

    

2018

Bank Borrowings:

 

 

 

 

 

 

Term Loan

 

$

3,031

 

$

3,146

Revolving Loan

 

 

3,193

 

 

6,295

Subtotal of bank borrowings

 

 

6,224

 

 

9,441

Less amounts representing deferred financing costs, net

 

 

(155)

 

 

(241)

Total bank borrowings

 

 

6,069

 

 

9,200

Less current debt maturities

 

 

(325)

 

 

(259)

Bank borrowings, net of current portion and deferred financing costs

 

$

5,744

 

$

8,941

 

 

5. INCOME TAXES

 

Income taxes are accounted for using the asset and liability method in accordance with ASC 740, Income Tax (ASC 740). Under this method, deferred tax liabilities and assets are recognized for the estimated future tax consequences attributable to differences between the financial statement carrying amounts of existing assets and liabilities and their respective tax bases.  For the legacy eGain business in the United States, based upon the weight of available evidence, which includes our historical operating performance and the reported cumulative net losses in all prior years, we have provided a full valuation allowance against our net deferred tax assets. For the legacy eGain business in the United Kingdom, the Company has determined based on the positive evidence it would be able to utilize the deferred tax assets and therefore released the valuation allowance against the deferred tax assets in the United Kingdom in fiscal year 2016. The remaining eGain foreign operations including Exony Ltd.’s business historically have been profitable, and we believe it is more likely than not that those assets will be realized. Our tax provision primarily relates to foreign operations and realized benefits of amortized book intangible assets, foreign withholding tax and adjustments to foreign taxes as well as state income taxes. Our projected annual effective income tax rate has differed from statutory tax rates primarily due to adjustments to permanent differences, the utilization of net operating loss carryforwards which previously had been valued against as well as different tax rates in our foreign operations. Our year-to-date income tax rate has differed from the projected annual effective income tax rate due to discrete items attributable to year-to-date results.

 

The Company accounts for uncertain tax positions according to the provisions of ASC 740. ASC 740 contains a two-step approach for recognizing and measuring uncertain tax positions. Tax positions are evaluated for recognition by determining if the weight of available evidence indicates that it is probable that the position will be sustained on audit, including resolution of related appeals or litigation. Tax benefits are then measured as the largest amount which is more than 50% likely of being realized upon ultimate settlement. The Company considers many factors when evaluating and estimating tax positions and tax benefits, which may require periodic adjustments and which may not accurately anticipate actual outcomes. No material changes have occurred in the Company’s tax positions taken as of September 30, 2018 and during the three months ended September 30, 2018.

 

We adopted ASU 2016-09, Compensation – Stock Compensation: Improvements to Employee Share-Based Accounting, in the first quarter of our fiscal 2018. No cumulative effect adjustment was recorded to our accumulated deficit as the U.S. deferred tax assets from previously unrecognized excess tax benefits were fully offset by a full valuation allowance, and we did not elect to change our policy of estimating expected forfeitures.

 

On December 22, 2017, the U.S. government enacted comprehensive tax legislation commonly referred to as the Tax Cuts and Jobs Act (Tax Act). The Act  revised the taxation of U.S. and multinational corporations, which, among other things, significantly reduced the statutory corporate U.S. federal income tax rate from 35% to 21%, imposed limitations on the ability of corporations to deduct interest expense, and made changes to the way a U.S. multinational corporation’s foreign operations are taxed. The provisions of the Tax Act are complex and likely will be the subject of regulatory and administrative guidance. As we have a June 30 fiscal year end, the lower corporate tax rate will be phased in, resulting in a U.S. statutory federal rate of approximately 28% for our fiscal year ended June 30, 2018, and 21% for subsequent fiscal years. As part of the transition to the new territorial tax system, the Tax Act imposed a one-time repatriation tax on the

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mandatory deemed repatriation of cumulative earnings of foreign subsidiaries. In addition, the reduction of the U.S. corporate tax rate will cause us to adjust our U.S. deferred tax assets and liabilities to the lower federal base rate of 21%. The Tax Act includes a provision to tax global intangible low-taxed income (GILTI) of foreign subsidiaries and a base erosion anti-abuse tax (BEAT) measure that taxes certain payments between a U.S. corporation and its foreign subsidiaries. The GILTI and BEAT provisions of the Tax Act is effective for us as of July 1, 2018 (our fiscal year 2019). We estimated the GILTI income is $920,000 and GILTI deduction is $460,000 for fiscal year 2019.

 

Because ASC 740-10-25-47 requires the effect of a change in tax laws or rates to be recognized as of the date of enactment, we remeasured our deferred tax assets and liabilities, and offsetting valuation allowance in the current period.  There was no impact to tax expense as the remeasurement of net deferred tax assets was completely offset by a corresponding change in valuation allowance. The reduction to deferred tax assets and the offsetting valuation allowance was $26.6 million.  We did not incur a tax liability from the deemed repatriation of accumulated foreign earnings due to a net overall accumulated deficit in foreign earnings and profits.

 

On December 22, 2017, the SEC staff issued Staff Accounting Bulletin No. 118 (SAB 118) which provides guidance on accounting for the tax effects of the Tax Act. SAB 118 provides a measurement period that should not extend beyond one year from the Tax Act enactment date for companies to complete the accounting under ASC 740 for the year ended December 31, 2017.  In accordance with SAB 118, a company must reflect the income tax effects of those aspects of the Tax Act for which the accounting under ASC 740 is complete. We have considered various changes of tax law and we do not expect the one-time transition tax to have a material impact on our consolidated financial statements due to an overall accumulated deficit in our non-U.S. subsidiaries for which the transition tax applies. Due to the highly complex provisions and additional guidance that is forthcoming, we will continue to evaluate the impact. However, we do not expect a material change. We have considered SAB 118, and we believe the accounting for the change of the U.S. statutory tax rate to our deferred tax balances under ASC 740 is complete and is appropriately reflected in our consolidated financial statements as of September 30, 2018.

 

6. COMMITMENTS AND CONTINGENCIES

 

Leases

 

We lease our facilities under non-cancelable operating leases that expire on various dates through fiscal year 2022. On May 14, 2014, we entered into the First Amendment to the office lease for our Sunnyvale facility to extend the term of the lease through March 2022 and lease additional space in the current premises.  The term of the additional space commenced on August 5, 2015 and is scheduled to expire on March 31, 2022. As part of the lease extension, the landlord provided us with a tenant improvement allowance during 2015 through 2016 of $411,000. Our lease agreements provide us with the option to renew. We recognize rent expense, which includes fixed escalation amounts in addition to minimum lease payment, on a straight-line basis over each lease term. The difference between the amount paid for rent and the amount recognized under the straight-line basis is recorded as a deferred rent liability. The deferred rent liability was $416,000 and $601,000 as of September 30, 2018 and 2017, respectively. We lease certain equipment and software under operating and capital leases with various expiration dates.

 

Warranty

 

We generally warrant that the program portion of our software will perform substantially in accordance with certain specifications for a period up to one year from the date of delivery. Our liability for a breach of this warranty is either a return of the license fee or providing a fix, patch, work-around or replacement of the software.

 

We also provide standard warranties against and indemnification for the potential infringement of third party intellectual property rights to our customers relating to the use of our products, as well as indemnification agreements with certain officers and employees under which we may be required to indemnify such persons for liabilities arising out of their duties to us. The terms of such obligations vary. Generally, the maximum obligation is the amount permitted by law.

 

Historically, costs related to these warranties have not been significant. However, we cannot guarantee that a warranty reserve will not become necessary in the future.

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Indemnification

 

We have agreed to indemnify our directors and executive officers for costs associated with any fees, expenses, judgments, fines and settlement amounts incurred by any of these persons in any action or proceeding to which any of those persons is, or is threatened to be, made a party by reason of the person’s service as a director or officer, including any action by us, arising out of that person’s services as our director or officer or that person’s services provided to any other company or enterprise at our request.

 

Transfer pricing

 

We have received transfer-pricing assessments from tax authorities with regard to transfer pricing issues for certain fiscal years, which we have appealed with the appropriate authority. We review the status of each significant matter and assess its potential financial exposure. We believe that such assessments are without merit and would not have a significant impact on our consolidated financial statements.

 

Litigation

 

In the ordinary course of business, we are involved in various legal proceedings and claims related to alleged infringement of third-party patents and other intellectual property rights, commercial, corporate and securities, labor and employment, wage and hour, and other claims that are not expected to have a material impact. We have been, and may in the future be, put on notice and/or sued by third parties for alleged infringement of their proprietary rights, including patent infringement.

 

We evaluate all claims and lawsuits with respect to their potential merits, our potential defenses and counterclaims, settlement or litigation potential and the expected effect on us. Our technologies may be subject to injunction if they are found to infringe the rights of a third party. In addition, our agreements require us to indemnify our customers for third-party intellectual property infringement claims, which could increase the cost to us of an adverse ruling on such a claim.

 

7. FAIR VALUE MEASUREMENT

 

ASC 820, Fair Value Measurement (ASC 820), defines fair value, establishes a framework for measuring fair value of assets and liabilities, and expands disclosures about fair value measurements. Fair value is defined as the exchange price that would be received for an asset or paid to transfer a liability in the principal or most advantageous market for the assets or liabilities in an orderly transaction between market participants on the measurement date. Subsequent changes in fair value of these financial assets and liabilities are recognized in earnings or other comprehensive income when they occur. ASC 820 applies whenever other statements require or permit assets or liabilities to be measured at fair value.

 

ASC 820 includes a fair value hierarchy, of which the first two are considered observable and the last unobservable, that is intended to increase the consistency and comparability in fair value measurements and related disclosures. Valuation techniques used to measure fair value must maximize the use of observable inputs and minimize the use of unobservable inputs. Observable inputs reflect assumptions market participants would use in pricing an asset or liability based on market data obtained from independent sources while unobservable inputs reflect a reporting entity’s pricing based upon their own market assumptions.

 

The fair value hierarchy consists of the following three levels:

 

Level 1 – instrument valuations are obtained from real-time quotes for transactions in active exchange markets involving identical assets.

 

Level 2 – instrument valuations are obtained from readily-available pricing sources for comparable instruments.

 

Level 3 – instrument valuations are obtained without observable market value and require a high level of judgment to determine the fair value.

 

 

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As of September 30, 2018 and June 30, 2018, we did not have any material Level 1, 2, or 3 assets or liabilities.

 

 

8. INTANGIBLE ASSETS

 

Intangible assets will be amortized over the estimated lives, as follows (in thousands, except expected life):

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Intangible Asset

    

Gross
Carrying Amount

    

Accumulated
Amortization

    

Net Balance
September 30, 2018

    

Life

    

Income Statement Category  

Customer relationships - maintenance contracts

 

$

1,610

 

$

(1,114)

 

$

496

 

 6

 

Cost of sales

Developed technology

 

 

6,990

 

 

(6,990)

 

 

 —

 

 4

 

Research and development expense

 

 

$

8,600

 

$

(8,104)

 

$

496

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Intangible Asset

    

Gross
Carrying Amount

    

Accumulated
Amortization

    

Net Balance
June 30, 2018

    

Life

    

Income Statement Category  

Customer relationships - maintenance contracts

 

$

1,610

 

$

(1,047)

 

$

563

 

 6

 

Cost of sales

Developed technology

 

 

6,990

 

 

(6,820)

 

 

170

 

 4

 

Research and development expense

 

 

$

8,600

 

$

(7,867)

 

$

733

 

 

 

 

 

Amortization expense related to the above intangible assets for the three months ended September 30, 2018 and 2017 was $237,000 and $504,000, respectively.

 

Estimated future amortization expense remaining as of September 30, 2018 for intangible assets acquired is as follows:

 

 

 

 

 

Year Ending June 30, 

    

 

 

2019

 

$

202

2020

 

 

268

2021

 

 

26

Total future amortization expense

 

$

496

 

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Item 2. Management’s Discussion and Analysis of Financial Condition and Results of Operations

 

The following discussion and analysis of financial condition and results of operations should be read together with the condensed consolidated financial statements and the related notes included in Item 1 of Part I of this Quarterly Report on Form 10-Q, and with our audited financial statements and the related notes included in our Annual Report on Form 10-K for the year ended June 30, 2018.

 

This Quarterly Report on Form 10-Q contains forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995.  These statements may be identified by the use of the words such as “anticipates,” “believes,” “continue,” “could,” “would,” “estimates,” “expects,” “intends,” “may,” “might,” “plans,” “potential,” “should,” or “will” and similar expressions or the negative of those terms. The forward-looking statements include, but are not limited to, statements regarding: our SaaS only business model and that our belief that it affords recurring revenue visibility, more predictability and 50% faster time to value to SaaS clients; our belief that SaaS revenue better reflects business momentum; the effect of changes in macroeconomic factors beyond our control; our lengthy sales cycles and the difficulty in predicting timing of sales or delays; competition in the markets in which we do business and our competitive advantages; our expectations regarding the composition of our customers and the result of a loss of a significant customer; our beliefs regarding our prospects for our business; the adequacy of our capital resources and our ability to raise additional financing; the effect of our failure to comply with our obligations under our Credit Agreement; the development and expansion of our strategic and third party distribution partnerships and relationships with systems integrators; legal liability or the effect of negative publicity for the services provided to consumers through our technology platforms; our ability to compete; the operational integrity and maintenance of our systems; the effect of unauthorized access to a customer’s data or our data or our IT systems and cybersecurity attacks; the uncertainty of demand for our products; our beliefs regarding the attributes and anticipated customer benefits of our products; our ability to increase the profitability of our subscription services; our ability to hire additional personnel and retain key personnel; our ability to expand and improve our sales performance and marketing activities; our ability to manage our expenditures and estimate future expenses, revenue, and operational requirements; the effect of changes to management judgments and estimates; the impact of any modification to our pricing practices in the future; our beliefs regarding our international operations; our ability to timely adapt and comply with changing European regulatory and political environments; uncertainty relating to the implementation and effect of Brexit; the effect of recent changes in U.S. tax legislation; our inability to successfully detect weaknesses or errors in our internal controls; our ability to take adequate precautions against claims or lawsuits made by third parties, including alleged infringement of proprietary rights; the potential impact of foreign currency exchange rate fluctuations; the impact of accounting pronouncements and our critical accounting policies, judgments, estimates, models and assumptions on our financial results; and our expectations with respect to revenue, cost of revenue, expenses and other financial metrics.

 

Forward-looking statements are subject to risks and uncertainties that could cause actual results to differ materially from those expected. These risks and uncertainties include, but are not limited to, those risks discussed in “Risk Factors” Item 1A of Part II of this Quarterly Report on Form 10-Q and in our Annual Report on Form 10-K for the fiscal year ended June 30, 2018, as well as our ability to manage our business plans, strategies and outlooks and any business-related forecasts or projections; our ability to effectively implement and improve our current products; our ability to innovate and respond to rapid technological change and competitive challenges; successful transition to a SaaS only business model; customer acceptance of our existing and future products; the impact of new legislation or regulations, or of judicial decisions, on our business; legal and regulatory uncertainties and other risks related to protection of our intellectual property assets; our ability to compete against third parties; the success of our partnerships; our ability to obtain capital when needed; the economic environment; our history of operating losses; our ability to manage future growth; the market price of our common stock; and foreign currency exchange rate fluctuations. These forward looking statements speak only as of the date hereof. We expressly disclaim any obligation or undertaking to update any forward looking statements contained herein to reflect any change in our expectations with regard thereto or any change in events, conditions or circumstances on which any such statement is based.

 

All references to “eGain”, the “Company”, “our”, “we” or “us” mean eGain Corporation and its subsidiaries, except where it is clear from the context that such terms mean only the parent company and excludes subsidiaries.

 

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eGain and the eGain® are trademarks of eGain Corporation. We also refer to trademarks of other corporations and organizations in this Quarterly Report on Form 10-Q.

 

Overview

 

eGain is an innovative software-as-a service (SaaS) provider of customer engagement solutions in a digital world, with operations in the US, UK and India. Business-to-Consumer (B2C) brands quickly operationalize customer engagement strategy on our feature rich, comprehensive, and open platform to optimize experience for Agents, Businesses, and Customers. Connected artificial intelligence (AI), knowledge and analytics capabilities automate self-service across touch points and augment a digital-first, omnichannel agent desktop to reduce service cost, increase upsell, and improve business agility. Hundreds of customers around the world, primarily in financial services, telco, retail, government, healthcare and utilities, rely on eGain to provide a unified customer engagement hub.

 

In fiscal year 2017, we completed our transition from a hybrid model where we sold both SaaS and perpetual license solutions to a SaaS only business model (SaaS Transition). Today we only sell SaaS to new clients and are actively migrating our remaining perpetual license clients to SaaS.

 

We believe that our go-forward SaaS business model affords us recurring revenue visibility and more predictability. Our SaaS clients adopt our product innovation much faster than in the perpetual license model and enjoy better service levels. Finally, we believe SaaS clients enjoy up to 50% faster time to value from their eGain investment. 

 

We adopted Accounting Standards Update 2014-09, Revenue from Contracts with Customers (Topic 606), as of July 1, 2018. In addition, we adjusted the presentation of our condensed consolidated statements of operations in connection with our business model. Through June 30, 2018, our revenue was classified as recurring, legacy license and professional services revenue. In connection with our adoption of Topic 606 as of July 1, 2018, we classify our revenue as subscription and professional services revenue. Our legacy license revenue, which has been declining related to our focus on cloud offerings, is included with subscription revenue.

 

Key Financial Measures

 

We monitor the key financial performance measures set forth below as well as cash and cash equivalents and available debt capacity, which are discussed in Liquidity and Capital Resources, to help us evaluate trends, establish budgets, measure the effectiveness of our sales and marketing efforts and assess operational effectiveness and efficiencies. These key financial performance measures include certain non-GAAP metrics, including non-GAAP operating income (loss) as defined below. The presentation of the non-GAAP financial measures is not intended to be considered in isolation or as a substitute for, or superior to, the financial information prepared and presented in accordance with generally accepted accounting principles in the United States of America (GAAP).

As we progress through the current stage of our SaaS Transition, we believe SaaS revenue better reflects business momentum. To analyze progress, we disaggregate our subscription revenue growth between:

·

SaaS, which is defined as revenue from cloud delivery arrangements, term licenses and embedded OEM royalties and associated support; and

·

Legacy support, which is defined as revenue from maintenance and support arrangements with perpetual license arrangements that we no longer sell.