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Pros Holdings, Inc. Reports Fourth Quarter and Full Year 2023 Financial Results

  • Improved operating cash flow by $33.8 million, or 141%, for the full year 2023.
  • Subscription revenue of $234.0 million, up 15% for the full year 2023.
  • Total revenue of $303.7 million, up 10% for the full year 2023.

PROS Holdings, Inc. (NYSE: PRO), a leading provider of AI-powered SaaS pricing, CPQ, revenue management, and digital offer marketing solutions, today announced financial results for the fourth quarter and full year ended December 31, 2023.

“Our team delivered an outstanding 2023, outperforming our subscription ARR, revenue, and free cash flow generation goals for the year,” stated CEO Andres Reiner. “The PROS value proposition has never been more relevant as businesses continue to lean into digitization, automation, and AI to fuel profitable growth. We continue to set the pace of AI innovation in our markets, and our platform strategy has made our AI innovations easier than ever to adopt. We enter 2024 well-positioned to capitalize on the incredible market opportunity in front of us.”

Fourth Quarter and Full Year 2023 Financial Highlights

Key financial results for the fourth quarter and full year 2023 are shown below. Throughout this press release all dollar figures are in millions, except net (loss) earnings per share. Unless otherwise noted, all results are on a reported basis and are compared with the prior-year period.

 

GAAP

 

Non-GAAP

 

Q4 2023

 

Q4 2022

 

Change

 

Q4 2023

 

Q4 2022

 

Change

Revenue:

 

 

 

 

 

 

 

 

 

 

 

Total Revenue

$77.5

 

$70.9

 

9%

 

n/a

 

n/a

 

n/a

Subscription Revenue

$60.8

 

$53.1

 

14%

 

n/a

 

n/a

 

n/a

Subscription and Maintenance Revenue

$65.2

 

$59.5

 

10%

 

n/a

 

n/a

 

n/a

Profitability:

 

 

 

 

 

 

 

 

 

 

 

Gross Profit

$48.7

 

$43.5

 

12%

 

$50.8

 

$46.2

 

10%

Operating (Loss) Income

$(10.6)

 

$(14.9)

 

$4.3

 

$1.5

 

$1.2

 

$0.2

Net (Loss) Income

$(10.2)

 

$(17.3)

 

$7.2

 

$1.1

 

$1.1

 

$—

Net (Loss) Earnings Per Share

$(0.22)

 

$(0.38)

 

$0.16

 

$0.02

 

$0.02

 

$—

Adjusted EBITDA

n/a

 

n/a

 

n/a

 

$2.5

 

$2.4

 

$0.1

Cash:

 

 

 

 

 

 

 

 

 

 

 

Net Cash Provided by (Used in) Operating Activities

$13.8

 

$(2.0)

 

$15.8

 

n/a

 

n/a

 

n/a

Free Cash Flow

n/a

 

n/a

 

n/a

 

$13.6

 

$1.1

 

$12.6

 

GAAP

 

Non-GAAP

 

FY 2023

 

FY 2022

 

Change

 

FY 2023

 

FY 2022

 

Change

Revenue:

 

 

 

 

 

 

 

 

 

 

 

Total Revenue

$303.7

 

$276.1

 

10%

 

n/a

 

n/a

 

n/a

Subscription Revenue

$234.0

 

$204.0

 

15%

 

n/a

 

n/a

 

n/a

Subscription and Maintenance Revenue

$254.0

 

$232.6

 

9%

 

n/a

 

n/a

 

n/a

Subscription Annual Recurring Revenue ("ARR")

n/a

 

n/a

 

n/a

 

$259.0

 

$227.0

 

14%

Subscription ARR in constant currency

n/a

 

n/a

 

n/a

 

$257.9

 

$227.0

 

14%

Profitability:

 

 

 

 

 

 

 

 

 

 

 

Gross Profit

$188.4

 

$166.1

 

13%

 

$197.7

 

$176.9

 

12%

Operating (Loss) Income

$(50.6)

 

$(78.1)

 

$27.5

 

$1.5

 

$(20.1)

 

$21.6

Net (Loss) Income

$(56.4)

 

$(82.2)

 

$25.9

 

$2.2

 

$(18.0)

 

$20.3

Net (Loss) Earnings Per Share

$(1.22)

 

$(1.82)

 

$0.60

 

$0.05

 

$(0.40)

 

$0.45

Adjusted EBITDA

n/a

 

n/a

 

n/a

 

$6.0

 

$(14.9)

 

$20.9

Cash:

 

 

 

 

 

 

 

 

 

 

 

Net Cash Provided by (Used in) Operating Activities

$9.9

 

$(23.9)

 

$33.8

 

n/a

 

n/a

 

n/a

Free Cash Flow

n/a

 

n/a

 

n/a

 

$11.4

 

$(21.7)

 

$33.1

The attached table provides a summary of PROS results for the period, including a reconciliation of GAAP to non-GAAP metrics.

Recent Business Highlights

  • Welcomed many new customers who are adopting the PROS Platform such as Air Montenegro, Castrol, Endress + Hauser, Etac, Hammond Power Solutions, ICL Group, Kaiser + Kraft, Really Cool Airlines, Saudia, and Schneider Electric, among others.
  • Expanded adoption of the PROS Platform within existing customers including Air Canada, Air Europa, BASF, Carrier, Graybar, Hewlett Packard Enterprise, Japan Airlines, K-LINE, SKS Airways, Smith & Nephew, and Spire Healthcare, among others.
  • Released over 400 new features in the PROS Platform in 2023 including ground-breaking industry-first innovations such as PROS Gen IV Price Optimization, Capacity-Aware Optimization, Collaborative Quoting, and Dynamic Pricing of Ancillaries, among others, which captivated the market, driving new customer acquisition and customer expansions throughout the year.
  • Processed 3.4 trillion transactions through the PROS Platform in 2023, with a remarkable 1 trillion transactions processed in the fourth quarter alone – a more than 50% increase year-over-year; the volume of data PROS is processing is a testament to the immense value we deliver to our customers and the ongoing expansion of adoption of our solutions.
  • PROS AI team’s research paper on “Revenue Management without Demand Forecasting: A Data-Driven Approach for Bid Price Generation” was accepted by the Journal of Revenue and Pricing Management; the paper details the research behind PROS Capacity-Aware Price Optimization AI, PROS recently launched AI solution that optimizes price strategy in scenarios where a business faces the dual challenge of diminishing supply and unpredictable demand.
  • Continued to drive significant value for our customers, as highlighted by many new customer testimonials on PROS website, including one featuring Jen Kohlmeyer, Director of Pricing and Profitability at Crescent Electric Supply Company, on how using PROS AI-powered platform fuels profitable growth by automating manual processes, improving efficiencies, and driving optimized pricing even in volatile markets.

Financial Outlook

PROS currently anticipates the following based on an estimated 48.1 million diluted weighted average shares outstanding for the first quarter of 2024 and a 22% non-GAAP estimated tax rate for the first quarter and full year 2024.

 

Q1 2024 Guidance

 

v. Q1 2023 at Mid-Point

 

Full Year 2024 Guidance

 

v. Prior Year at Mid-Point

Total Revenue

$79.0 to $80.0

 

9%

 

$332.0 to $334.0

 

10%

Subscription Revenue

$63.0 to $63.5

 

13%

 

$263.0 to $265.0

 

13%

Subscription ARR

n/a

 

n/a

 

$289.0 to $292.0

 

12%

Non-GAAP Earnings Per Share

$0.00 to $0.02

 

$0.07

 

n/a

 

n/a

Adjusted EBITDA

$0.7 to $1.7

 

$3.5

 

$16.0 to $19.0

 

$11.5

Free Cash Flow

n/a

 

n/a

 

$22.0 to $26.0

 

$12.6

Conference Call

In conjunction with this announcement, PROS Holdings, Inc. will host a conference call on Thursday, February 8, 2024, at 4:45 p.m. ET to discuss the Company’s financial results and business outlook. To access this call, dial 1-877-407-9039 (toll-free) or 1-201-689-8470. The live and archived webcasts of this call can be accessed under the “Investor Relations” section of the Company’s website at www.pros.com.

A telephone replay will be available until Thursday, February 15, 2024, 11:59 PM ET at 1-844-512-2921 (toll-free) or 1-412-317-6671 using the pass code 13743793.

About PROS

PROS Holdings, Inc. (NYSE: PRO) is a leading provider of AI-powered SaaS pricing, CPQ, revenue management, and digital offer marketing solutions. Our vision is to optimize every shopping and selling experience. With nearly 40 years of industry expertise and a proven track record of success, PROS helps B2B and B2C companies across the globe, in a variety of industries, including airlines, manufacturing, distribution, and services, drive profitable growth. The PROS Platform leverages AI to provide real-time predictive insights that enable businesses to drive revenue and margin improvements. To learn more about PROS and our innovative SaaS solutions, please visit our website at www.pros.com.

Forward-looking Statements

This press release contains forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995, including statements about our financial outlook; expectations; ability to achieve future growth and profitability goals; management's confidence and optimism; positioning; customer successes; demand for our software solutions; pipeline; business expansion; revenue; subscription revenue; subscription ARR; non-GAAP earnings (loss) per share; adjusted EBITDA; free cash flow; shares outstanding and effective tax rate. The forward-looking statements contained in this press release are based upon our historical performance and our current plans, estimates and expectations and are not a representation that such plans, estimates or expectations will be achieved. Factors that could cause actual results to differ materially from those described herein include, among others, risks related to: (a) cyberattacks, data breaches and breaches of security measures within our products, systems and infrastructure or products, systems and infrastructure of third parties upon whom we rely, (b) the macroeconomic environment and geopolitical uncertainty and events, (c) increasing business from customers, maintaining subscription renewal rates and capturing customer IT spend, (d) managing our growth and profit objectives effectively, (e) disruptions from our third party data center, software, data, and other unrelated service providers, (f) implementing our solutions, (g) cloud operations, (h) intellectual property and third-party software, (i) acquiring and integrating businesses and/or technologies, (j) catastrophic events, (k) operating globally, including economic and commercial disruptions, (l) potential downturns in sales and lengthy sales cycles, (m) software innovation, (n) competition, (o) market acceptance of our software innovations, (p) maintaining our corporate culture, (q) personnel risks including loss of any key employees and competition for talent, (r) expanding and training our direct and indirect sales force, (s) evolving data privacy, cyber security, data localization and AI laws, (t) our debt repayment obligations, (u) the timing of revenue recognition and cash flow from operations, and (v) returning to profitability. Additional information relating to the risks and uncertainties affecting our business is contained in our filings with the SEC. These forward-looking statements represent our expectations as of the date hereof. Subsequent events may cause these expectations to change, and PROS disclaims any obligations to update or alter these forward-looking statements in the future, whether as a result of new information, future events or otherwise.

Non-GAAP Financial Measures

PROS has provided in this release certain non-GAAP financial measures, including non-GAAP gross profit and margin, non-GAAP income (loss) from operations or non-GAAP operating income (loss), subscription annual recurring revenue, adjusted EBITDA, free cash flow, non-GAAP tax rate, non-GAAP net income (loss), and non-GAAP earnings (loss) per share. PROS uses these non-GAAP financial measures internally in analyzing its financial results and believes they are useful to investors, as a supplement to GAAP measures, in evaluating PROS’ ongoing operational performance and cloud transition. Non-GAAP gross margin can be compared to gross margin which can be calculated from the condensed consolidated statements of loss by dividing gross profit by total revenue. Non-GAAP gross margin is similarly calculated but first adds back to gross profit the portion of certain of the non-GAAP adjustments described below attributable to cost of revenue. Non-GAAP subscription margin can be compared to subscription margin which can be calculated from the condensed consolidated statements of loss by dividing subscription gross profit (subscription revenue minus subscription cost) by subscription revenue. Non-GAAP subscription margin is similarly calculated but first subtracts out from subscription cost the portion of certain of the non-GAAP adjustments described below attributable to cost of subscription. These items and amounts are presented in the Supplemental Schedule of Non-GAAP Financial Measures.

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 measures to their most directly comparable GAAP financial measure as detailed above. A reconciliation of GAAP financial measures to the non-GAAP financial measures has been provided in the tables included as part of this press release, and can be found, along with other financial information, in the investor relations portion of our website. PROS' use of non-GAAP financial measures may not be consistent with the presentations by similar companies in PROS' industry. PROS has also provided in this release certain forward-looking non-GAAP financial measures, including non-GAAP income (loss) from operations, subscription annual recurring revenue, non-GAAP earnings (loss) per share, adjusted EBITDA, free cash flow, non-GAAP tax rates, and calculated billings (collectively the "non-GAAP financial measures") as follows:

Non-GAAP income (loss) from operations: Non-GAAP income (loss) from operations excludes the impact of share-based compensation, amortization of acquisition-related intangibles and severance. Non-GAAP income (loss) from operations excludes the following items from non-GAAP estimates:

  • Share-Based Compensation: Although share-based compensation is an important aspect of compensation for our employees and executives, our share-based compensation expense can vary because of changes in our stock price and market conditions at the time of grant, varying valuation methodologies, and the variety of award types. Since share-based compensation expense can vary for reasons that are generally unrelated to our performance during any particular period, we believe this could make it difficult for investors to compare our current financial results to previous and future periods. Therefore, we believe it is useful to exclude share-based compensation in order to better understand our business performance and allow investors to compare our operating results with peer companies.
  • Amortization of Acquisition-Related Intangibles: We view amortization of acquisition-related intangible assets, such as the amortization of the cost associated with an acquired company's research and development efforts, trade names, customer lists and customer relationships, as items arising from pre-acquisition activities determined at the time of an acquisition. While these intangible assets are continually evaluated for impairment, amortization of the cost of purchased intangibles is a static expense, one that is not typically affected by operations during any particular period.
  • Severance: Severance costs relate to the separation of our Chief Operations Officer in Q1 2022 and costs related to other internal role consolidations as well as severance cost incurred in Q4 2022 and Q1 2023 as the Company reprioritized its investments to focus on supporting key growth areas of its business. As a result of this reprioritization, the Company incurred severance, employee benefits, outplacement and related costs. These amounts are unrelated to our core performance during any particular period, and therefore, we believe it is useful to exclude these amounts in order to better understand our business performance and allow investors to compare our results with peer companies.

Non-GAAP earnings (loss) per share: Non-GAAP net income (loss) excludes the items listed above as excluded from non-GAAP income (loss) from operations and also excludes amortization of debt premium and issuance costs, (gain) loss on equity investment, loss on derivatives, loss on debt extinguishment and the taxes related to these items and the items excluded from non-GAAP income (loss) from operations. Estimates of non-GAAP earnings (loss) per share are calculated by dividing estimates for non-GAAP net income (loss) by our estimate of weighted average shares outstanding for the future period. In addition to the items listed above as excluded from non-GAAP income (loss) from operations, non-GAAP net income (loss) excludes the following items from non-GAAP estimates:

  • Amortization of Debt Premium and Issuance Costs: Amortization of debt premium and issuance costs are related to our convertible notes. These amounts are unrelated to our core performance during any particular period, and therefore, we believe it is useful to exclude these amounts in order to better understand our business performance and allow investors to compare our results with peer companies.
  • (Gain) Loss on Equity Investments, net: (Gain) loss on equity investments, net relate to observable price changes for equity investments without a readily determinable fair value identified during the quarter ended December 31, 2023, September 30, 2022 and December 31, 2022, including other-than temporary loss. These amounts are unrelated to our core performance during any particular period, and therefore, we believe it is useful to exclude these amounts in order to better understand our business performance and allow investors to compare our results with peer companies.
  • Loss on Derivatives: Loss on derivatives relates to mark to market features identified as part of the exchange of certain of our convertible notes (the "Exchange") and related capped call, non-recurring transactions. These amounts are unrelated to our core performance during any particular period, and therefore, we believe it is useful to exclude these amounts in order to better understand our business performance and allow investors to compare our results with peer companies.
  • Loss on Debt Extinguishment: Loss on debt extinguishment relates to the Notes Exchange, a non-recurring transaction, during 2023. These amounts are unrelated to our core performance during any particular period, and therefore, we believe it is useful to exclude these amounts in order to better understand our business performance and allow investors to compare our results with peer companies.
  • Taxes: We exclude the tax consequences associated with non-GAAP items to provide investors with a useful comparison of our operating results to prior periods and to our peer companies because such amounts can vary significantly. In the fourth quarter of 2014, we concluded that it is more likely than not that we will be unable to fully realize our deferred tax assets and accordingly, established a valuation allowance against those assets. The ongoing impact of the valuation allowance on our non-GAAP effective tax rate has been eliminated to allow investors to better understand our business performance and compare our operating results with peer companies.

Subscription Annual Recurring Revenue: Subscription Annual Recurring Revenue ("subscription ARR") is used to assess the trajectory of our cloud business. Subscription ARR means, as of a specified date, the contracted subscription revenue, including contracts with a future start date, together with annualized overage fees incurred above contracted minimum transactions. Subscription ARR should be viewed independently of revenue and any other GAAP measure.

Non-GAAP Tax Rate: The estimated non-GAAP effective tax rate adjusts the tax effect to quantify the impact of the excluded non-GAAP items.

Adjusted EBITDA: Adjusted EBITDA is defined as GAAP net income (loss) before interest expense, provision for income taxes, depreciation and amortization, as adjusted to eliminate the effect of stock-based compensation cost, severance, amortization of acquisition-related intangibles, depreciation and amortization, and capitalized internal-use software development costs. Adjusted EBITDA should not be considered as an alternative to net income (loss) as an indicator of our operating performance.

Free Cash Flow: Free cash flow is a non-GAAP financial measure which is defined as net cash provided by (used in) operating activities, excluding severance payments, less capital expenditures and capitalized internal-use software development costs.

Calculated Billings: Calculated billings is defined as total subscription, maintenance and support revenue plus the change in recurring deferred revenue in a given period.

These non-GAAP estimates are not measurements of financial performance prepared in accordance with GAAP, and we are unable to reconcile these forward-looking non-GAAP financial measures to their directly comparable GAAP financial measures because the information described above which is needed to complete a reconciliation is unavailable at this time without unreasonable effort.

PROS Holdings, Inc.

Condensed Consolidated Balance Sheets

(In thousands, except share and per share amounts)

(Unaudited)

 

 

 

December 31, 2023

 

December 31, 2022

Assets:

 

 

 

 

Current assets:

 

 

 

 

Cash and cash equivalents

 

$

168,747

 

 

$

203,627

 

Trade and other receivables, net of allowance of $574 and $609, respectively

 

 

49,058

 

 

 

48,178

 

Deferred costs, current

 

 

4,856

 

 

 

6,032

 

Prepaid and other current assets

 

 

12,013

 

 

 

9,441

 

Total current assets

 

 

234,674

 

 

 

267,278

 

Restricted cash

 

 

10,000

 

 

 

 

Property and equipment, net

 

 

23,051

 

 

 

25,012

 

Operating lease right-of-use assets

 

 

14,801

 

 

 

17,474

 

Deferred costs, noncurrent

 

 

10,292

 

 

 

8,764

 

Intangibles, net

 

 

11,678

 

 

 

17,851

 

Goodwill

 

 

107,860

 

 

 

107,561

 

Other assets, noncurrent

 

 

9,477

 

 

 

9,012

 

Total assets

 

$

421,833

 

 

$

452,952

 

Liabilities and Stockholders’ (Deficit) Equity:

 

 

 

 

Current liabilities:

 

 

 

 

Accounts payable and other liabilities

 

$

3,034

 

 

$

7,964

 

Accrued liabilities

 

 

13,257

 

 

 

12,854

 

Accrued payroll and other employee benefits

 

 

32,762

 

 

 

23,797

 

Operating lease liabilities, current

 

 

5,655

 

 

 

7,662

 

Deferred revenue, current

 

 

120,955

 

 

 

108,659

 

Current portion of convertible debt, net

 

 

21,668

 

 

 

 

Total current liabilities

 

 

197,331

 

 

 

160,936

 

Deferred revenue, noncurrent

 

 

3,669

 

 

 

8,298

 

Convertible debt, net, noncurrent

 

 

272,324

 

 

 

289,779

 

Operating lease liabilities, noncurrent

 

 

25,118

 

 

 

28,184

 

Other liabilities, noncurrent

 

 

1,264

 

 

 

1,228

 

Total liabilities

 

 

499,706

 

 

 

488,425

 

Stockholders' (deficit) equity:

 

 

 

 

Preferred stock, $0.001 par value, 5,000,000 shares authorized; none issued

 

 

 

 

 

 

Common stock, $0.001 par value, 75,000,000 shares authorized; 51,184,584

and 50,318,726 shares issued, respectively; 46,503,861 and 45,638,003 shares outstanding, respectively

 

 

51

 

 

 

50

 

Additional paid-in capital

 

 

604,084

 

 

 

590,475

 

Treasury stock, 4,680,723 common shares, at cost

 

 

(29,847

)

 

 

(29,847

)

Accumulated deficit

 

 

(647,252

)

 

 

(590,898

)

Accumulated other comprehensive loss

 

 

(4,909

)

 

 

(5,253

)

Total stockholders’ (deficit) equity

 

 

(77,873

)

 

 

(35,473

)

Total liabilities and stockholders’ (deficit) equity

 

$

421,833

 

 

$

452,952

 

PROS Holdings, Inc.

Condensed Consolidated Statements of Loss

(In thousands, except per share data)

(Unaudited)

 

 

 

Three Months Ended December 31,

 

Year Ended December 31,

 

 

2023

 

2022

 

2023

 

2022

Revenue:

 

 

 

 

 

 

 

 

Subscription

 

$

60,764

 

 

$

53,127

 

 

$

234,024

 

 

$

204,041

 

Maintenance and support

 

 

4,460

 

 

 

6,417

 

 

 

19,958

 

 

 

28,592

 

Total subscription, maintenance and support

 

 

65,224

 

 

 

59,544

 

 

 

253,982

 

 

 

232,633

 

Services

 

 

12,260

 

 

 

11,391

 

 

 

49,726

 

 

 

43,504

 

Total revenue

 

 

77,484

 

 

 

70,935

 

 

 

303,708

 

 

 

276,137

 

Cost of revenue:

 

 

 

 

 

 

 

 

Subscription

 

 

14,550

 

 

 

13,685

 

 

 

57,212

 

 

 

55,039

 

Maintenance and support

 

 

1,776

 

 

 

1,897

 

 

 

7,703

 

 

 

8,004

 

Total cost of subscription, maintenance and support

 

 

16,326

 

 

 

15,582

 

 

 

64,915

 

 

 

63,043

 

Services

 

 

12,410

 

 

 

11,886

 

 

 

50,398

 

 

 

47,037

 

Total cost of revenue

 

 

28,736

 

 

 

27,468

 

 

 

115,313

 

 

 

110,080

 

Gross profit

 

 

48,748

 

 

 

43,467

 

 

 

188,395

 

 

 

166,057

 

Operating expenses:

 

 

 

 

 

 

 

 

Selling and marketing

 

 

21,175

 

 

 

23,458

 

 

 

92,389

 

 

 

94,986

 

Research and development

 

 

23,018

 

 

 

22,241

 

 

 

89,361

 

 

 

93,412

 

General and administrative

 

 

15,164

 

 

 

12,641

 

 

 

57,247

 

 

 

54,202

 

Impairment of fixed assets

 

 

 

 

 

 

 

 

 

 

 

1,551

 

Loss from operations

 

 

(10,609

)

 

 

(14,873

)

 

 

(50,602

)

 

 

(78,094

)

Convertible debt interest and amortization

 

 

(1,233

)

 

 

(1,576

)

 

 

(5,882

)

 

 

(6,304

)

Other income (expense), net

 

 

2,109

 

 

 

(654

)

 

 

1,063

 

 

 

3,084

 

Loss before income tax provision

 

 

(9,733

)

 

 

(17,103

)

 

 

(55,421

)

 

 

(81,314

)

Income tax provision

 

 

462

 

 

 

244

 

 

 

933

 

 

 

932

 

Net loss

 

$

(10,195

)

 

$

(17,347

)

 

$

(56,354

)

 

$

(82,246

)

 

 

 

 

 

 

 

 

 

Net loss per share:

 

 

 

 

 

 

 

 

Basic and diluted

 

$

(0.22

)

 

$

(0.38

)

 

$

(1.22

)

 

$

(1.82

)

Weighted average number of shares:

 

 

 

 

 

 

 

 

Basic and diluted

 

 

46,370

 

 

 

45,456

 

 

 

46,155

 

 

 

45,269

 

PROS Holdings, Inc.

Condensed Consolidated Statements of Cash Flows

(In thousands)

(Unaudited)

 

 

 

Three Months Ended December 31,

 

Year Ended December 31,

 

 

2023

 

2022

 

2023

 

2022

Operating activities:

 

 

 

 

 

 

 

 

Net loss

 

$

(10,195

)

 

$

(17,347

)

 

$

(56,354

)

 

$

(82,246

)

Adjustments to reconcile net loss to net cash used in operating activities:

 

 

 

 

 

 

 

 

Depreciation and amortization

 

 

2,406

 

 

 

3,124

 

 

 

10,707

 

 

 

14,967

 

Amortization of debt premium and issuance costs

 

 

(233

)

 

 

372

 

 

 

861

 

 

 

1,491

 

Share-based compensation

 

 

10,768

 

 

 

10,097

 

 

 

42,357

 

 

 

42,714

 

Deferred income tax, net

 

 

(63

)

 

 

 

 

 

(63

)

 

 

 

Provision for credit losses

 

 

(107

)

 

 

91

 

 

 

(19

)

 

 

(280

)

Loss on disposal of assets

 

 

6

 

 

 

 

 

 

57

 

 

 

 

Impairment of fixed assets

 

 

 

 

 

 

 

 

 

 

 

1,551

 

(Gain) loss on equity investments, net

 

 

(828

)

 

 

2,000

 

 

 

(828

)

 

 

(1,308

)

Loss on derivatives

 

 

146

 

 

 

 

 

 

4,489

 

 

 

 

Loss on debt extinguishment

 

 

 

 

 

 

 

 

1,779

 

 

 

 

Changes in operating assets and liabilities:

 

 

 

 

 

 

 

 

Accounts and unbilled receivables

 

 

674

 

 

 

(2,430

)

 

 

(899

)

 

 

(7,330

)

Deferred costs

 

 

(1,055

)

 

 

(244

)

 

 

(351

)

 

 

486

 

Prepaid expenses and other assets

 

 

(1,378

)

 

 

2,283

 

 

 

(1,347

)

 

 

1,712

 

Operating lease right-of-use assets and liabilities

 

 

(1,100

)

 

 

(250

)

 

 

(2,786

)

 

 

(2,175

)

Accounts payable and other liabilities

 

 

(1,664

)

 

 

1,053

 

 

 

(5,039

)

 

 

3,964

 

Accrued liabilities

 

 

(766

)

 

 

(791

)

 

 

723

 

 

 

26

 

Accrued payroll and other employee benefits

 

 

9,192

 

 

 

(803

)

 

 

8,950

 

 

 

(8,191

)

Deferred revenue

 

 

8,041

 

 

 

875

 

 

 

7,640

 

 

 

10,713

 

Net cash provided by (used in) operating activities

 

 

13,844

 

 

 

(1,970

)

 

 

9,877

 

 

 

(23,906

)

Investing activities:

 

 

 

 

 

 

 

 

Purchases of property and equipment

 

 

(375

)

 

 

(16

)

 

 

(2,543

)

 

 

(861

)

Capitalized internal-use software development costs

 

 

(48

)

 

 

 

 

 

(48

)

 

 

 

Purchase of equity securities

 

 

 

 

 

(112

)

 

 

(113

)

 

 

(281

)

Net cash used in investing activities

 

 

(423

)

 

 

(128

)

 

 

(2,704

)

 

 

(1,142

)

Financing activities:

 

 

 

 

 

 

 

 

Proceeds from employee stock plans

 

 

 

 

 

 

 

 

2,170

 

 

 

2,722

 

Tax withholding related to net share settlement of stock awards

 

 

(2,468

)

 

 

(1,441

)

 

 

(9,299

)

 

 

(1,653

)

Debt issuance costs related to convertible debt

 

 

(2,198

)

 

 

 

 

 

(2,198

)

 

 

 

Debt issuance cost related to Credit Agreement

 

 

 

 

 

 

 

 

(837

)

 

 

 

Purchase of capped call

 

 

578

 

 

 

 

 

 

(22,193

)

 

 

 

Net cash (used in) provided by financing activities

 

 

(4,088

)

 

 

(1,441

)

 

 

(32,357

)

 

 

1,069

 

Effect of foreign currency rates on cash

 

 

334

 

 

 

342

 

 

 

304

 

 

 

53

 

Net change in cash, cash equivalents and restricted cash

 

 

9,667

 

 

 

(3,197

)

 

 

(24,880

)

 

 

(23,926

)

Cash, cash equivalents and restricted cash:

 

 

 

 

 

 

 

 

Beginning of period

 

 

169,080

 

 

 

206,824

 

 

 

203,627

 

 

 

227,553

 

End of period

 

$

178,747

 

 

$

203,627

 

 

$

178,747

 

 

$

203,627

 

 

 

 

 

 

 

 

 

 

Reconciliation of cash, cash equivalents and restricted cash to the condensed consolidated balance sheets

 

 

 

 

 

 

 

 

Cash and cash equivalents

 

$

168,747

 

 

$

203,627

 

 

$

168,747

 

 

$

203,627

 

Restricted cash

 

 

10,000

 

 

 

 

 

 

10,000

 

 

 

 

Total cash, cash equivalents and restricted cash

 

$

178,747

 

 

$

203,627

 

 

$

178,747

 

 

$

203,627

 

PROS Holdings, Inc.

Reconciliation of GAAP to Non-GAAP Financial Measures

(In thousands, except per share data)

(Unaudited)

We use these non-GAAP financial measures to assist in the management of the Company because we believe that this information provides a more consistent and complete understanding of the underlying results and trends of the ongoing business due to the uniqueness of these charges.

See breakdown of the reconciling line items on page 11.

 

 

 

Three Months Ended

December 31,

 

Quarter

over

Quarter

 

Year Ended

December 31,

 

Year over

Year

 

 

2023

 

2022

 

% change

 

2023

 

2022

 

% change

GAAP gross profit

 

$

48,748

 

 

$

43,467

 

 

12

%

 

$

188,395

 

 

$

166,057

 

 

13

%

Non-GAAP adjustments:

 

 

 

 

 

 

 

 

 

 

 

 

Amortization of acquisition-related intangibles

 

 

953

 

 

 

1,441

 

 

 

 

 

4,632

 

 

 

6,664

 

 

 

Severance

 

 

 

 

 

245

 

 

 

 

 

749

 

 

 

245

 

 

 

Share-based compensation

 

 

1,073

 

 

 

1,017

 

 

 

 

 

3,923

 

 

 

3,898

 

 

 

Non-GAAP gross profit

 

$

50,774

 

 

$

46,170

 

 

10

%

 

$

197,699

 

 

$

176,864

 

 

12

%

 

 

 

 

 

 

 

 

 

 

 

 

 

Non-GAAP gross margin

 

 

65.5

%

 

 

65.1

%

 

 

 

 

65.1

%

 

 

64.0

%

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

GAAP loss from operations

 

$

(10,609

)

 

$

(14,873

)

 

(29

)%

 

$

(50,602

)

 

$

(78,094

)

 

(35

)%

Non-GAAP adjustments:

 

 

 

 

 

 

 

 

 

 

 

 

Amortization of acquisition-related intangibles

 

 

1,301

 

 

 

1,973

 

 

 

 

 

6,173

 

 

 

9,766

 

 

 

Severance

 

 

 

 

 

4,034

 

 

 

 

 

3,586

 

 

 

5,542

 

 

 

Share-based compensation

 

 

10,768

 

 

 

10,097

 

 

 

 

 

42,357

 

 

 

42,714

 

 

 

Total Non-GAAP adjustments

 

 

12,069

 

 

 

16,104

 

 

 

 

 

52,116

 

 

 

58,022

 

 

 

Non-GAAP income (loss) from operations

 

$

1,460

 

 

$

1,231

 

 

19

%

 

$

1,514

 

 

$

(20,072

)

 

(108

)%

 

 

 

 

 

 

 

 

 

 

 

 

 

Non-GAAP income (loss) from operations % of total revenue

 

 

1.9

%

 

 

1.7

%

 

 

 

 

0.5

%

 

 

(7.3

)%

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

GAAP net loss

 

$

(10,195

)

 

$

(17,347

)

 

(41

)%

 

$

(56,354

)

 

$

(82,246

)

 

(31

)%

Non-GAAP adjustments:

 

 

 

 

 

 

 

 

 

 

 

 

Total Non-GAAP adjustments affecting income (loss) from operations

 

 

12,069

 

 

 

16,104

 

 

 

 

 

52,116

 

 

 

58,022

 

 

 

Amortization of debt premium and issuance costs

 

 

(303

)

 

 

372

 

 

 

 

 

737

 

 

 

1,491

 

 

 

(Gain) loss on equity investments, net

 

 

(828

)

 

 

2,000

 

 

 

 

 

(828

)

 

 

(1,308

)

 

 

Loss on derivatives

 

 

146

 

 

 

 

 

 

 

 

4,489

 

 

 

 

 

 

Loss on debt extinguishment

 

 

 

 

 

 

 

 

 

 

1,779

 

 

 

 

 

 

Tax impact related to non-GAAP adjustments

 

 

164

 

 

 

(62

)

 

 

 

 

301

 

 

 

6,016

 

 

 

Non-GAAP net income (loss)

 

$

1,053

 

 

$

1,067

 

 

(1

)%

 

$

2,240

 

 

$

(18,025

)

 

(112

)%

 

 

 

 

 

 

 

 

 

 

 

 

 

Non-GAAP earnings (loss) per share

 

$

0.02

 

 

$

0.02

 

 

 

 

$

0.05

 

 

$

(0.40

)

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Shares used in computing non-GAAP earnings (loss) per share

 

 

47,786

 

 

 

45,833

 

 

 

 

 

47,139

 

 

 

45,269

 

 

 

PROS Holdings, Inc.

Supplemental Schedule of Non-GAAP Financial Measures

Increase (Decrease) in GAAP Amounts Reported

(In thousands)

(Unaudited)

 

 

 

Three Months Ended December 31,

 

Year Ended December 31,

 

 

2023

 

2022

 

2023

 

2022

Cost of Subscription Items

 

 

 

 

 

 

 

 

Amortization of acquisition-related intangibles

 

 

953

 

 

1,441

 

 

4,632

 

 

6,664

Severance

 

 

 

 

8

 

 

125

 

 

8

Share-based compensation

 

 

208

 

 

148

 

 

703

 

 

658

Total cost of subscription items

 

$

1,161

 

$

1,597

 

$

5,460

 

$

7,330

 

 

 

 

 

 

 

 

 

Cost of Maintenance Items

 

 

 

 

 

 

 

 

Severance

 

 

 

 

 

 

307

 

 

Share-based compensation

 

 

93

 

 

118

 

 

364

 

 

416

Total cost of maintenance items

 

$

93

 

$

118

 

$

671

 

$

416

 

 

 

 

 

 

 

 

 

Cost of Services Items

 

 

 

 

 

 

 

 

Severance

 

 

 

 

237

 

 

317

 

 

237

Share-based compensation

 

 

772

 

 

751

 

 

2,856

 

 

2,824

Total cost of services items

 

$

772

 

$

988

 

$

3,173

 

$

3,061

 

 

 

 

 

 

 

 

 

Sales and Marketing Items

 

 

 

 

 

 

 

 

Amortization of acquisition-related intangibles

 

 

348

 

 

532

 

 

1,541

 

 

3,102

Severance

 

 

 

 

1,503

 

 

1,595

 

 

2,947

Share-based compensation

 

 

2,811

 

 

2,947

 

 

11,834

 

 

12,360

Total sales and marketing items

 

$

3,159

 

$

4,982

 

$

14,970

 

$

18,409

 

 

 

 

 

 

 

 

 

Research and Development Items

 

 

 

 

 

 

 

 

Severance

 

 

 

 

1,845

 

 

1,008

 

 

1,845

Share-based compensation

 

 

2,684

 

 

2,889

 

 

10,524

 

 

12,496

Total research and development items

 

$

2,684

 

$

4,734

 

$

11,532

 

$

14,341

 

 

 

 

 

 

 

 

 

General and Administrative Items

 

 

 

 

 

 

 

 

Severance

 

 

 

 

441

 

 

234

 

 

505

Share-based compensation

 

 

4,200

 

 

3,244

 

 

16,076

 

 

13,960

Total general and administrative items

 

$

4,200

 

$

3,685

 

$

16,310

 

$

14,465

PROS Holdings, Inc.

Supplemental Reconciliation of GAAP to Non-GAAP Financial Measures

(In thousands)

(Unaudited)

 

 

 

Three Months Ended December 31,

 

Year Ended December 31,

 

 

2023

 

2022

 

2023

 

2022

Adjusted EBITDA

 

 

 

 

 

 

 

 

GAAP Loss from Operations

 

$

(10,609

)

 

$

(14,873

)

 

$

(50,602

)

 

$

(78,094

)

Amortization of acquisition-related intangibles

 

 

1,301

 

 

 

1,973

 

 

 

6,173

 

 

 

9,766

 

Severance

 

 

 

 

 

4,034

 

 

 

3,586

 

 

 

5,542

 

Share-based compensation

 

 

10,768

 

 

 

10,097

 

 

 

42,357

 

 

 

42,714

 

Depreciation and other amortization

 

 

1,105

 

 

 

1,151

 

 

 

4,534

 

 

 

5,201

 

Capitalized internal-use software development costs

 

 

(48

)

 

 

 

 

 

(48

)

 

 

 

Adjusted EBITDA

 

$

2,517

 

 

$

2,382

 

 

$

6,000

 

 

$

(14,871

)

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Net cash provided by (used in) operating activities

 

$

13,844

 

 

$

(1,970

)

 

$

9,877

 

 

$

(23,906

)

Severance

 

 

211

 

 

 

3,058

 

 

 

4,081

 

 

 

3,058

 

Purchase of property and equipment

 

 

(375

)

 

 

(16

)

 

 

(2,543

)

 

 

(861

)

Capitalized internal-use software development costs

 

 

(48

)

 

 

 

 

 

(48

)

 

 

 

Free Cash Flow

 

$

13,632

 

 

$

1,072

 

 

$

11,367

 

 

$

(21,709

)

 

 

 

 

 

 

 

 

 

Guidance

 

 

 

 

 

 

 

 

 

 

Q1 2024 Guidance

 

Full Year 2024 Guidance

 

 

Low

 

High

 

Low

 

High

Adjusted EBITDA

 

 

 

 

 

 

 

 

GAAP Loss from Operations

 

$

(11,700

)

 

$

(10,700

)

 

$

(36,590

)

 

$

(33,590

)

Amortization of acquisition-related intangibles

 

 

1,070

 

 

 

1,070

 

 

 

4,400

 

 

 

4,400

 

Share-based compensation

 

 

10,250

 

 

 

10,250

 

 

 

43,900

 

 

 

43,900

 

Depreciation and other amortization

 

 

1,080

 

 

 

1,080

 

 

 

4,290

 

 

 

4,290

 

Adjusted EBITDA

 

$

700

 

 

$

1,700

 

 

$

16,000

 

 

$

19,000

 

 

Contacts

Investor Contact:

PROS Investor Relations

Belinda Overdeput

713-335-5879

ir@pros.com

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