Total Revenue Grew 18% Year-over-Year

SaaS ARR Grew 40% Year-over-Year

Model N, Inc. (NYSE: MODN), the leader in cloud revenue management solutions, today announced financial results for the second quarter of fiscal year 2023 ended March 31, 2023.

“Our second quarter results beat expectations across the board – we exceeded guidance for total revenue, subscription revenue, and professional services revenue. Q2 also underscores our commitment to driving profitable growth, with adjusted EBITDA growth of 39% year-over-year,” said Jason Blessing, president and chief executive officer of Model N. “Overperformance in Q2 was driven by a healthy contribution from all areas of the business. We signed new deals, closed a meaningful new SaaS transition, saw numerous customer base expansions, and we also enjoyed solid renewals. I’m pleased with our continued execution in this environment. We remain focused on driving profitability looking ahead.”

Recent Company Highlights

• Announced a strategic partnership with Impartner to help high-tech manufacturers enhance partner engagement, revenue and profitability.
• Released a new commissioned study by Forrester Consulting that shows how improved channel data management (CDM) leads to better trust, collaboration, and bottom-line results. To access the full survey study, visit www.modeln.com/forrester-opportunity-snapshot-2023.
• Priced an offering of $220.0 million of 1.875% convertible senior notes due 2028. Subsequently, the underwriters’ exercised in full their option to purchase an additional $33.0 million principal amount of notes.

Second Quarter 2023 Financial Highlights

• Revenues: Total revenues were $62.6 million, an increase of 18% from the second quarter of fiscal year 2022. Subscription revenues were $44.9 million, an increase of 17% from the second quarter of fiscal year 2022.
• Gross Profit: Gross profit was $35.0 million, an increase of 20% from the second quarter of fiscal year 2022. Gross margin was 56% for the second quarter of fiscal year 2023 compared to 55% for the second quarter of 2022. Non-GAAP gross profit was $37.8 million, an increase of 19% from the second quarter of fiscal year 2022. Non-GAAP gross margin was 60% for the second quarter of fiscal year 2023 and 2022. Subscription gross margin was 64% compared to 62% for the second quarter of fiscal year 2022. Non-GAAP subscription gross margin was 68% compared to 67% for the second quarter of fiscal year 2022.
• GAAP Loss and Non-GAAP Income from Operations: GAAP loss from operations was $3.1 million compared to loss from operations of $3.9 million for the second quarter of fiscal year 2022. Non-GAAP income from operations was $9.0 million, an increase of 40% from the second quarter of fiscal year 2022.
• GAAP Net Loss: GAAP net loss was $33.3 million compared to a net loss of $8.0 million for the second quarter of fiscal year 2022. GAAP basic and diluted net loss per share attributable to common stockholders was $0.88 based upon weighted average shares outstanding of 37.9 million compared to net loss per share of $0.22 for the second quarter of fiscal year 2022 based upon weighted average shares outstanding of 36.6 million.
• Non-GAAP Net Income: Non-GAAP net income, was $8.6 million, an increase of 71% from the second quarter of fiscal year 2022. Non-GAAP net income per diluted share was $0.22 based upon diluted weighted average shares outstanding of 38.9 million compared to non-GAAP net income per diluted share of $0.14 for the second quarter of fiscal year 2022 based upon diluted weighted average shares outstanding of 36.8 million.
• Adjusted EBITDA: Adjusted EBITDA was $9.2 million, an increase of 39% from the second quarter of fiscal year 2022. Adjusted EBITDA margin was 15% compared to 12% for the second quarter of fiscal year 2022.
• SaaS ARR and SaaS Net Dollar Retention: SaaS ARR hit $125.8 million, as growth accelerated to 40% year-over-year. Trailing 12-month SaaS net dollar retention increased to 138% from 116% year-over-year.

A reconciliation of GAAP to non-GAAP financial measures has been provided in the financial tables included in this press release.

Guidance

As of May 9, 2023, we are providing guidance for the third quarter fiscal year 2023 ending June 30, 2023 and the full fiscal year ending September 30, 2023.

Quarterly Results Conference Call

Model N will host a conference call today at 2:00 PM Pacific Time (5:00 PM Eastern Time) to review the company’s financial results for the second quarter fiscal year 2023 ended March 31, 2023. The conference call can be accessed by dialing 877-407-4018 from the United States or +1-201-689-8471 internationally. A live webcast and replay of the conference call can be accessed from the investor relations page of Model N’s website at investor.modeln.com. Following the completion of the call through 11:59 p.m. ET on May 23, 2023, a telephone replay will be available by dialing 844-512-2921 from the United States or +1-412-317-6671, internationally, with recording access code 13735135.

About Model N

Model N is the leader in revenue optimization and compliance for pharmaceutical, medtech, and high-tech innovators. Our intelligent platform powers your digital transformation with integrated technology, data, analytics, and expert services that deliver deep insight and control.

Our integrated cloud solution is proven to automate pricing, incentive, and contract decisions to scale business profitably and grow revenue. Model N is trusted across more than 120 countries by the world’s leading pharmaceutical, medical technology, semiconductor, and high-tech companies, including Johnson & Johnson, AstraZeneca, Stryker, Seagate Technology, Broadcom, and Microchip Technology. For more information, visit www.modeln.com.

Forward-Looking Statements

This press release contains forward-looking statements including, among other things, statements regarding Model N’s second quarter and full year fiscal 2023 financial results, Model N’s profitability, future planned enhancements to our products and benefits from our products. The words “believe,” “may,” “will,” “estimate,” “continue,” “anticipate,” “intend,” “expect,” and similar expressions are intended to identify forward-looking statements. These forward-looking statements are subject to risks, uncertainties, and assumptions. If the risks materialize or assumptions prove incorrect, actual results could differ materially from the results implied by these forward-looking statements. Risks include, but are not limited to: (i) delays in closing customer contracts; (ii) our ability to improve and sustain our sales execution; (iii) the timing of new orders and the associated revenue recognition; (iv) adverse changes in general economic or market conditions; (v) delays or reductions in information technology spending and resulting variability in customer orders from quarter to quarter; (vi) competitive factors, including but not limited to pricing pressures, industry consolidation, entry of new competitors and new applications and marketing initiatives by our competitors; (vii) our ability to manage our growth effectively; (viii) acceptance of our applications and services by customers; (ix) success of new products; (x) the risk that the strategic initiatives that we may pursue will not result in significant future revenues; (xi) changes in health care regulation and policy and tax in the United States and worldwide; (xii) our ability to retain customers; and (xiii) adverse impacts on our business and financial condition due to macroeconomic and geopolitical factors, such as inflation, rising interests, pandemics, banking system instability and geopolitical conflicts. Further information on risks that could affect Model N’s results is included in our filings with the Securities and Exchange Commission (“SEC”), including our most recent quarterly report on Form 10-Q and our annual report on Form 10-K for the fiscal year ended September 30, 2022, and any current reports on Form 8-K that we may file from time to time. Should any of these risks or uncertainties materialize, actual results could differ materially from expectations. Model N assumes no obligation to, and does not currently intend to, update any such forward-looking statements after the date of this release.

Non-GAAP Financial Measures

We have provided in this release financial information that has not been prepared in accordance with accounting standards generally accepted in the United States of America (“GAAP”). We use these non-GAAP financial measures internally in analyzing our financial results and believe they are useful to investors, as a supplement to GAAP measures, in evaluating our ongoing operational performance. We believe that the use of these non-GAAP financial measures provides an additional tool for investors to use in evaluating ongoing operating results and trends, and in comparing our financial results with other companies in our industry, many of which present similar non-GAAP financial measures to investors.

Non-GAAP financial measures should not be considered in isolation from, or as a substitute for, financial information prepared in accordance with GAAP. Investors are encouraged to review the reconciliation of these non-GAAP financial measures to their most directly comparable GAAP financial measures below. A reconciliation of our non-GAAP financial measures to their most directly comparable GAAP measures has been provided in the financial statement tables included below in this press release.

Our reported results include certain non-GAAP financial measures, including non-GAAP gross profit, non-GAAP gross margin, non-GAAP subscription gross profit, non-GAAP subscription gross margin, non-GAAP income from operations, non-GAAP net income, non-GAAP net income per share, adjusted EBITDA and free cash flow. Non-GAAP gross profit and subscription gross profit excludes stock-based compensation expenses and amortization of intangible assets as they are often excluded by other companies to help investors understand the operational performance of their business. Non-GAAP income from operations excludes stock-based compensation expense and amortization of intangible assets. Non-GAAP net income excludes stock-based compensation expense, amortization of intangible assets, amortization of debt discount and issuance costs, and loss on extinguishment of debt. Additionally, stock-based compensation expense varies from period to period and from company to company due to such things as valuation methodologies and changes in stock price. Adjusted EBITDA is defined as net loss, adjusted for depreciation and amortization, stock-based compensation expense, interest expense, net, other (income) expenses, net, provision for income taxes, and loss on extinguishment of debt. Reconciliation tables are provided in this press release.

SaaS ARR is defined as the annualized value of our SaaS revenue, which is derived by dividing the SaaS portion of our recurring subscription revenue for the quarter by the number of days in the quarter, and multiplying it by 365 to get an annualized number. SaaS Net Dollar Retention uses the same SaaS ARR calculations to measure the percentage change in SaaS ARR from customers that are in both the current period and the year-ago period. SaaS ARR that has been added from new customers that were not in the year-ago calculation is excluded from the SaaS Net Dollar Retention calculation. SaaS ARR and SaaS Net Dollar Retention should be viewed independently of revenue, deferred revenue, and remaining performance obligations, and are not intended to be a substitute for, or combined with, any of these items.

Free cash flow is defined as net cash provided by operating activities less cash used for purchase of property plant and equipment.

We have not reconciled guidance for non-GAAP financial measures to their most directly comparable GAAP measures because certain items that impact these measures are uncertain, out of our control and/or cannot be reasonably predicted or estimated, such as the difficulties of estimating certain items such as charges to stock-based compensation expense. Accordingly, a reconciliation of the non-GAAP financial measure guidance to the corresponding GAAP measures is not available without unreasonable effort.

Use of Non-GAAP Financial Measures

To supplement our condensed consolidated financial statements presented on a GAAP basis, we use non-GAAP measures of adjusted EBITDA, gross profit, gross margin, income from operations, net income, weighted average shares outstanding and net income per share, which are adjusted to exclude stock-based compensation expense, amortization of intangible assets, depreciation of fixed assets, amortization of debt discount and issuance costs, loss on extinguishment of debt and include dilutive shares where applicable. We believe these adjustments are appropriate to enhance an overall understanding of our past financial performance and also our prospects for the future. These adjustments to our current period GAAP results are made with the intent of providing both management and investors a more complete understanding of our underlying operating results and trends and our marketplace performance. The non-GAAP results are an indication of our baseline performance that are considered by management for the purpose of making operational decisions. In addition, these non-GAAP results are the primary indicators management uses as a basis for our planning and forecasting of future periods. The presentation of this additional information is not meant to be considered in isolation or as a substitute for operating loss, net loss or basic and diluted net loss per share prepared in accordance with generally accepted accounting principles in the United States. Non-GAAP financial measures are not based on a comprehensive set of accounting rules or principles and are subject to limitations.

While a large component of our expenses incurred in certain periods, we believe investors may want to exclude the effects of these items in order to compare our financial performance with that of other companies and between time periods:

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