– Q4 SaaS Adjusted EBITDA exceeds mid-point of guidance by over $2.75 million

– NDR increases 400 bps sequentially to 96%

– Company generates strong FY operating cash flow of $148.2 million

Thryv Holdings, Inc. (NASDAQ:THRY) (“Thryv” or the “Company”), the provider of Thryv®, the leading small business software platform, reported SaaS revenue growth of 25% year-over-year in the fourth quarter of 2023.

“We are proud to announce robust fourth-quarter and full-year results, marking another successful year for Thryv,” said Joe Walsh, Thryv Chairman, and CEO. “We surpassed guidance on SaaS revenue growth and SaaS Adjusted EBITDA, underscoring our commitment to delivering profitable SaaS growth. Looking ahead to 2024, we plan to accelerate SaaS revenue growth and drive margin expansion by empowering our legacy digital clients to seamlessly transition to the Thryv SaaS platform, enabling them to access an advanced multi-center platform that addresses their everyday needs.”

Also today, Thryv has issued a press release outlining increasing adoption of the SaaS platform by legacy clients.

“For the fourth quarter, Thryv achieved record SaaS revenue growth of 25% year-over-year,” stated Paul Rouse, Chief Financial Officer. “Simultaneously, we delivered record SaaS Adjusted Gross profit margin of 70% and surpassed our SaaS Adjusted EBITDA guidance.” Rouse continued, “We generated strong free cash flow in 2023 which enabled us to pay down $120 million towards our term loan, exceeding expectations and further solidifying our financial position. As we move forward, our primary focus is to accelerate profitable growth in the SaaS business while maintaining a strong and healthy balance sheet.”

Fourth Quarter 2023 Highlights:

• Total SaaS¹ revenue was $74.0 million, a 25% increase year-over-year
• Total Marketing Services² revenue was $162.2 million, a 26% decrease year-over-year
• Consolidated total revenue was $236.2 million, a decrease of 15% year-over-year
• Consolidated net loss was $257.5 million, or $(7.39) per diluted share, which includes a non-cash charge of $268.8 million, or $7.71 per diluted share, related to goodwill impairment; compared to net loss of $50.4 million, or $(1.47) per diluted share, for the fourth quarter of 2022
• Consolidated Adjusted EBITDA was $52.3 million, representing an Adjusted EBITDA margin of 22%
• Total SaaS Adjusted EBITDA was $6.5 million, representing an Adjusted EBITDA margin of 8.8%
• Total Marketing Services Adjusted EBITDA was $45.8 million, representing an Adjusted EBITDA margin of 28.2%
• Consolidated Gross Profit was $159.7 million
• Consolidated Adjusted Gross Profit³ was $165.4 million
• SaaS Gross Profit was $50.0 million
• SaaS Adjusted Gross Profit was $51.6 million, representing an Adjusted Gross Profit Margin of 70%
• Operating cash flow was $44.6 million compared to $44.4 million for the fourth quarter of 2022
• Free cash flow was $34.1 million compared to $34.5 million for the fourth quarter of 2022

Full-Year 2023 Financial Highlights:

• Total SaaS¹ revenue was $263.7 million, a 21.9% increase year-over-year
• Total Marketing Services² revenue was $653.2 million, a 33.8% decrease year-over-year
• Consolidated total revenue was $917.0 million, a decrease of 24% year-over-year
• Consolidated net loss was $259.3 million, or $(7.47) per diluted share, which includes a non-cash charge of $268.8 million related to goodwill impairment; compared to net income of $54.3 million, or $1.49 per diluted share, for last year
• Consolidated Adjusted EBITDA was $187.5 million, representing an Adjusted EBITDA margin of 20.4%
• Total SaaS Adjusted EBITDA was $12.0 million, representing an Adjusted EBITDA margin of 4.6%
• Total Marketing Services Adjusted EBITDA was $175.5 million, representing an Adjusted EBITDA margin of 26.9%
• Consolidated Gross Profit was $578.2 million
• Consolidated Adjusted Gross Profit³ was $605.8 million
• SaaS Gross Profit was $169.2 million
• SaaS Adjusted Gross Profit was $175.6 million, representing an Adjusted Gross Profit Margin of 66.6%
• Operating cash flow was $148.2 million compared to $148.6 million for the prior year
• Free cash flow was $114.8 million compared to $119.3 million for the prior year

SaaS Metrics

• Total SaaS clients increased 27% year-over-year to 66 thousand for the fourth quarter of 2023
• Seasoned Net Dollar Retention⁴ was 96% for the fourth quarter of 2023, an increase of 400 bps sequentially
• SaaS monthly active users⁵ was 40 thousand active users for the fourth quarter of 2023
• SaaS monthly Average Revenue per Unit (“ARPU”)⁶ decreased to $370 for the fourth quarter of 2023, compared to $387 in the fourth quarter of 2022
• ThryvPay total payment volume was $60 million, an increase of 54% year-over-year

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¹ Total SaaS revenue in the U.S. and International segments was $70.7 million and $3.3 million for the three months ended December 31, 2023 and $253.6 million and $10.1 million for the year ended December 31, 2023, respectively.

² Total Marketing Services revenue in the U.S. and International segments was $132.7 million and $29.5 million for the three months ended December 31, 2023 and $510.5 million and $142.7 million for the year ended December 31, 2023, respectively.

³ Defined as Gross profit adjusted to exclude the impact of depreciation and amortization expense and stock-based compensation expense.

⁴ Seasoned Net Dollar Retention is defined as net dollar retention excluding clients acquired over the previous 12 months.

⁵ Defined as a client with one or more users who log into our SaaS solutions at least once during the calendar month.

⁶ Defined as total client billings for a particular month divided by the number of clients that have one or more revenue-generating solutions in that same month.

⁷ These statements are forward-looking and actual results may materially differ. Refer to the “Forward-Looking Statements” section below for information on the factors that could cause our actual results to materially differ from these forward-looking statements.

Outlook

Based on information available as of February 22, 2024, Thryv is issuing guidance⁷ for the first quarter of 2024 and full year 2024 as indicated below:

Earnings Conference Call Information

Thryv will host a conference call on Thursday, February 22, 2024 at 8:30 a.m. (Eastern Time) to discuss the Company's fourth quarter 2023 results.

For analysts to register for this conference call, please use this link. After registering, a confirmation email will be sent, including dial-in details and a unique code for entry. We recommend registering a day in advance or at a minimum thirty minutes prior to the start of the call. To listen to the webcast, please use this link or visit Thryv's Investor Relations website at investor.thryv.com. A live webcast will also be available on the Investor Relations section of the Company's website at investor.thryv.com.

If you are unable to participate in the conference call, a replay will be available. To access the replay, please dial (800) 770-2030 or (647) 362-9199 and enter “44819.”

The following tables summarize the operating results of the Company's reportable segments:

Non-GAAP Measures

Our results included in this press release include Adjusted EBITDA, Adjusted EBITDA margin and Adjusted Gross Profit, which are not presented in accordance with U.S. generally accepted accounting principles (“GAAP”). These non-GAAP measures are presented for supplemental informational purposes only and are not intended to be considered in isolation or as a substitute for, or superior to, financial information prepared and presented in accordance with GAAP. Please refer to the supplemental information presented in the tables below for a reconciliation of Adjusted EBITDA to Net (loss) income and Adjusted Gross Profit to Gross profit. Both Net (loss) income and Gross profit are the most comparable GAAP financial measure to Adjusted EBITDA and Adjusted Gross Profit, respectively. Adjusted EBITDA margin is defined as Adjusted EBITDA divided by revenue.

We believe that these non-GAAP financial measures provide useful information about our financial performance, enhance the overall understanding of our past performance and allow for greater transparency with respect to important metrics used by our management for financial and operational decision-making. We believe that these measures provide additional tools for investors to use in comparing our core financial performance over multiple periods with other companies in our industry. However, it is important to note that the particular items we exclude from, or include in, our non-GAAP financial measures may differ from the items excluded from, or included in, similar non-GAAP financial measures used by other companies in the same industry.

The following is a reconciliation of Adjusted EBITDA to its most directly comparable GAAP measure, Net (loss) income:

The following tables set forth reconciliations of Adjusted Gross Profit and Adjusted Gross Margin, to their most directly comparable GAAP measures, Gross profit and Gross margin:

Supplemental Financial Information

The following supplemental financial information provides Revenue, Adjusted EBITDA and Adjusted EBITDA Margin by (i) Marketing Services businesses in the U.S., International and in Total and (ii) SaaS businesses in the U.S., International and in Total. Total SaaS Adjusted EBITDA and Adjusted EBITDA margin are non-GAAP financial measures. Total Marketing Services Adjusted EBITDA and Adjusted EBITDA margin are also non-GAAP financial measures. These non-GAAP financial measures are presented for supplemental informational purposes only and are not intended to be considered in isolation or as a substitute for, or superior to, financial information prepared and presented in accordance with GAAP. Please refer to the supplemental information presented in the tables below for a reconciliation of these non-GAAP financial measures to the corresponding segment financial measures presented in accordance with GAAP.

We believe that these non-GAAP financial measures provide useful information about our global SaaS and Marketing Services financial performance, enhance the overall understanding of our global SaaS and Marketing Services past financial performance and allow for greater transparency with respect to important metrics used by our management for financial and operational decision-making. We believe that these measures provide additional tools for investors to use in comparing our core financial performance over multiple periods.