Model N Announces First Quarter Fiscal Year 2023 Financial Results

Total Revenue Grew 15% Year-over-Year

SaaS ARR Grew 36% Year-over-Year

Net Loss Decreased 35% Year-over-Year

Adjusted EBITDA Grew 27% Year-over-Year

Model N, Inc. (NYSE: MODN), the leader in cloud revenue management solutions, today announced financial results for the first quarter of fiscal year 2023 ended December 31, 2022.

“I am very proud of our team for the strong first quarter results. During the quarter, we signed new logos, closed another significant SaaS transition, expanded within numerous existing customers, and enjoyed strong renewals. Our SaaS ARR grew by 36% year-over-year to reach an all-time high,” said Jason Blessing, president and chief executive officer of Model N. “As we look ahead, we continue to remain focused on driving profitable growth and I’m optimistic about the year ahead.”

Recent Highlights

  • Released the results of its fifth annual State of Revenue Report capturing detailed data intended to help life sciences and high-tech industry executives grappling with how to grow company revenue and market share.
  • Introduced the Fall 2022 product release of the Model N Revenue Cloud. This latest semi-annual update focuses on bringing innovative revenue optimization and compliance solutions for life sciences and high-tech customers, informed by market shifts, customer feedback, and the continuous pursuit of marketplace excellence.

First Quarter 2023 Financial Highlights

  • Revenues: Total revenues were $59.2 million, an increase of 15% from the first quarter of fiscal year 2022. Subscription revenues were $44.2 million, an increase of 16% from the first quarter of fiscal year 2022.
  • Gross Profit: Gross profit was $32.9 million, an increase of 14% from the first quarter of fiscal year 2022. Gross margin was 56% for the first quarter of fiscal year 2023 and 2022. Non-GAAP gross profit was $36.1 million, an increase of 16% from the first quarter of fiscal year 2022. Non-GAAP gross margin was 61% compared to 60% for the first quarter of fiscal year 2022. Subscription gross margin was 65% compared to 63% for the first quarter of fiscal year 2022. Non-GAAP subscription gross margin was 69% compared to 68% for the first quarter of fiscal year 2022.
  • GAAP Loss and Non-GAAP Income from Operations: GAAP loss from operations was $3.5 million compared to loss from operations of $2.0 million for the first quarter of fiscal year 2022. Non-GAAP income from operations was $8.9 million, an increase of 27% from the first quarter of fiscal year 2022.
  • GAAP Net Loss: GAAP net loss was $4.1 million compared to a net loss of $6.3 million for the first quarter of fiscal year 2022. GAAP basic and diluted net loss per share attributable to common stockholders was $0.11 based upon weighted average shares outstanding of 37.5 million compared to net loss per share of $0.17 for the first quarter of fiscal year 2022 based upon weighted average shares outstanding of 36.2 million.
  • Non-GAAP Net Income: Non-GAAP net income, basic was $8.7 million, an increase of 61% from the first quarter of fiscal year 2022. Non-GAAP net income, diluted, was $9.8 million. Non-GAAP net income per diluted share was $0.23 based upon diluted weighted average shares outstanding of 43.3 million compared to non-GAAP net income per diluted share of $0.15 for the first quarter of fiscal year 2022 based upon diluted weighted average shares outstanding of 36.6 million.
  • Adjusted EBITDA: Adjusted EBITDA was $9.1 million, an increase of 27% from the first quarter of fiscal year 2022. Adjusted EBITDA margin was 15% compared to 14% for the first quarter of fiscal year 2022.
  • SaaS ARR and SaaS Net Dollar Retention: SaaS ARR hit $115.8 million, as growth accelerated to 36% year-over-year. Trailing 12-month SaaS net dollar retention increased to 134% from 129% in the prior quarter.

Guidance

As of February 7, 2023, we are providing guidance for the second quarter fiscal year 2023 ending March 31, 2023 and the full fiscal year ending September 30, 2023.

(in $ millions, except per share)

Second Quarter Fiscal 2023

Full Year Fiscal 2023

Total revenues

59.0 - 60.0

242.0 - 245.0

Subscription revenues

43.5 - 44.0

179.0 - 181.0

Non-GAAP income from operations

5.8 - 6.8

36.0 - 39.0

Non-GAAP net income per share

0.15 - 0.18

0.90 - 0.97

Adjusted EBITDA

6.0 - 7.0

37.0 - 40.0

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 first quarter fiscal year 2023 ended December 31, 2022. 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 February 21, 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 13735134.

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 first 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 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, and amortization of debt discount and issuance costs. 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, and provision for income taxes. 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.

Model N, Inc.

Condensed Consolidated Balance Sheets

(in thousands)

 

 

As of December 31,

2022

 

As of September 30,

2022

Assets

 

 

 

Current assets

 

 

 

Cash and cash equivalents

$

175,194

 

 

$

193,524

 

Funds held for customers

 

134

 

 

 

603

 

Accounts receivable, net

 

66,118

 

 

 

49,121

 

Prepaid expenses

 

5,137

 

 

 

5,772

 

Other current assets

 

14,209

 

 

 

12,516

 

Total current assets

 

260,792

 

 

 

261,536

 

Property and equipment, net

 

1,566

 

 

 

1,838

 

Operating lease right-of-use assets

 

13,175

 

 

 

15,392

 

Goodwill

 

65,665

 

 

 

65,665

 

Intangible assets, net

 

35,354

 

 

 

37,362

 

Other assets

 

10,277

 

 

 

10,454

 

Total assets

$

386,829

 

 

$

392,247

 

Liabilities and Stockholders’ Equity

 

 

 

Current liabilities

 

 

 

Accounts payable

$

5,040

 

 

$

5,820

 

Customer funds payable

 

134

 

 

 

603

 

Accrued employee compensation

 

11,014

 

 

 

26,712

 

Accrued liabilities

 

3,621

 

 

 

6,860

 

Operating lease liabilities, current portion

 

4,586

 

 

 

4,651

 

Deferred revenue, current portion

 

67,081

 

 

 

62,282

 

Total current liabilities

 

91,476

 

 

 

106,928

 

Long-term liabilities

 

 

 

Long term debt

 

169,439

 

 

 

135,417

 

Operating lease liabilities, less current portion

 

10,013

 

 

 

12,142

 

Other long-term liabilities

 

3,364

 

 

 

3,139

 

Total long-term liabilities

 

182,816

 

 

 

150,698

 

Total liabilities

 

274,292

 

 

 

257,626

 

Stockholders’ equity

 

 

 

Common stock

 

6

 

 

 

6

 

Additional paid-in capital

 

381,733

 

 

 

421,473

 

Accumulated other comprehensive loss

 

(2,214

)

 

 

(2,413

)

Accumulated deficit

 

(266,988

)

 

 

(284,445

)

Total stockholders’ equity

 

112,537

 

 

 

134,621

 

Total liabilities and stockholders’ equity

$

386,829

 

 

$

392,247

 

 

 

 

 

Model N, Inc.

Condensed Consolidated Statements of Operations

(in thousands, except per share amounts)

 

 

Three Months Ended December 31,

 

2022

 

2021

Revenues

 

 

 

Subscription

$

44,214

 

 

$

38,088

 

Professional services

 

14,940

 

 

 

13,454

 

Total revenues

 

59,154

 

 

 

51,542

 

Cost of revenues

 

 

 

Subscription

 

15,606

 

 

 

13,916

 

Professional services

 

10,665

 

 

 

8,735

 

Total cost of revenues

 

26,271

 

 

 

22,651

 

Gross profit

 

32,883

 

 

 

28,891

 

Operating expenses

 

 

 

Research and development

 

12,764

 

 

 

11,427

 

Sales and marketing

 

12,977

 

 

 

11,039

 

General and administrative

 

10,691

 

 

 

8,439

 

Total operating expenses

 

36,432

 

 

 

30,905

 

Loss from operations

 

(3,549

)

 

 

(2,014

)

Interest expense, net

 

134

 

 

 

3,778

 

Other expenses (income), net

 

(65

)

 

 

100

 

Loss before income taxes

 

(3,618

)

 

 

(5,892

)

Provision for income taxes

 

432

 

 

 

374

 

Net loss

$

(4,050

)

 

$

(6,266

)

Net loss per share:

 

 

 

Basic and diluted

$

(0.11

)

 

$

(0.17

)

Weighted average number of shares used in computing net loss per share:

 

 

 

Basic and diluted

 

37,527

 

 

 

36,223

 

 

Model N, Inc.

Condensed Consolidated Statements of Cash Flows

(in thousands)

 

 

Three Months Ended December 31,

 

2022

 

2021

Cash Flows from Operating Activities

 

 

 

Net loss

$

(4,050

)

 

$

(6,266

)

Adjustments to reconcile net loss to net cash provided by operating activities:

 

 

 

Depreciation and amortization

 

2,273

 

 

 

2,240

 

Stock-based compensation

 

10,404

 

 

 

6,986

 

Amortization of debt discount and issuance costs

 

302

 

 

 

2,655

 

Deferred income taxes

 

157

 

 

 

158

 

Amortization of capitalized contract acquisition costs

 

1,196

 

 

 

982

 

Other non-cash charges

 

56

 

 

 

40

 

Changes in assets and liabilities, net of acquisition

 

 

 

Accounts receivable

 

(17,080

)

 

 

(6,499

)

Prepaid expenses and other assets

 

43

 

 

 

1,202

 

Accounts payable

 

(775

)

 

 

(2,229

)

Accrued employee compensation

 

(10,630

)

 

 

(8,367

)

Other current and long-term liabilities

 

(4,961

)

 

 

(1,542

)

Deferred revenue

 

4,773

 

 

 

955

 

Net cash provided by operating activities

 

(18,292

)

 

 

(9,685

)

Cash Flows from Investing Activities

 

 

 

Purchases of property and equipment

 

(26

)

 

 

(325

)

Net cash used in investing activities

 

(26

)

 

 

(325

)

Cash Flows from Financing Activities

 

 

 

Proceeds from exercise of stock options and issuance of common stock under employee stock purchase plan

 

27

 

 

 

72

 

Net changes in customer funds payable

 

(469

)

 

 

276

 

Net cash provided by financing activities

 

(442

)

 

 

348

 

Effect of exchange rate changes on cash and cash equivalents

 

(39

)

 

 

(16

)

Net decrease in cash and cash equivalents

 

(18,799

)

 

 

(9,678

)

Cash and cash equivalents

 

 

 

Beginning of period

 

194,127

 

 

 

165,783

 

End of period

$

175,328

 

 

$

156,105

 

 

Model N, Inc.

Reconciliation of GAAP to Non-GAAP Operating Results

(in thousands, except per share amounts)

 

 

Three Months Ended December 31,

 

2022

 

2021

Reconciliation from GAAP net loss to adjusted EBITDA

 

 

 

GAAP net loss

$

(4,050

)

 

$

(6,266

)

Reversal of non-GAAP items

 

 

 

Stock-based compensation expense

 

10,404

 

 

 

6,986

 

Depreciation and amortization

 

2,273

 

 

 

2,240

 

Interest expense, net

 

134

 

 

 

3,778

 

Other expenses (income), net

 

(65

)

 

 

100

 

Provision for income taxes

 

432

 

 

 

374

 

Adjusted EBITDA

$

9,128

 

 

$

7,212

 

 

 

 

 

 

Three Months Ended December 31,

 

2022

 

2021

Reconciliation from GAAP gross profit to non-GAAP gross profit

 

 

 

GAAP gross profit

$

32,883

 

 

$

28,891

 

Reversal of non-GAAP expenses

 

 

 

Stock-based compensation (a)

 

2,477

 

 

 

1,479

 

Amortization of intangible assets (b)

 

709

 

 

 

709

 

Non-GAAP gross profit

$

36,069

 

 

$

31,079

 

Percentage of revenue

 

61.0

%

 

 

60.3

%

 

 

 

 

 

Three Months Ended December 31,

 

2022

 

2021

Reconciliation from GAAP subscription gross profit to non-GAAP subscription gross profit

 

 

 

GAAP subscription gross profit

$

28,608

 

 

$

24,172

 

Reversal of non-GAAP expenses

 

 

 

Stock-based compensation (a)

 

1,337

 

 

 

858

 

Amortization of intangible assets (b)

 

709

 

 

 

709

 

Non-GAAP subscription gross profit

$

30,654

 

 

$

25,739

 

Percentage of subscription revenue

 

69.3

%

 

 

67.6

%

 

 

Three Months Ended December 31,

 

2022

 

2021

Reconciliation from GAAP professional services gross profit to non-GAAP professional services gross profit

 

 

 

GAAP professional services gross profit

$

4,275

 

 

$

4,719

 

Reversal of non-GAAP expenses

 

 

 

Stock-based compensation (a)

$

1,140

 

 

$

621

 

Non-GAAP professional services gross profit

$

5,415

 

 

$

5,340

 

Percentage of professional services revenue

 

36.2

%

 

 

39.7

%

 

 

Three Months Ended December 31,

 

2022

 

2021

Reconciliation from GAAP operating loss to non-GAAP operating income

 

 

 

GAAP operating loss

$

(3,549

)

 

$

(2,014

)

Reversal of non-GAAP expenses

 

 

 

Stock-based compensation (a)

 

10,404

 

 

 

6,986

 

Amortization of intangible assets (b)

 

2,008

 

 

 

2,008

 

Non-GAAP operating income

$

8,863

 

 

$

6,980

 

 

 

 

 

Numerator

 

 

 

Reconciliation between GAAP net loss and non-GAAP net income

 

 

 

GAAP net loss

$

(4,050

)

 

$

(6,266

)

Reversal of non-GAAP expenses

 

 

 

Stock-based compensation (a)

 

10,404

 

 

 

6,986

 

Amortization of intangible assets (b)

 

2,008

 

 

 

2,008

 

Amortization of debt discount and issuance costs (c)

 

302

 

 

 

2,655

 

Non-GAAP net income - basic

$

8,664

 

 

$

5,383

 

Cash Interest expense on convertible notes*

 

1,132

 

 

 

Non-GAAP net income - diluted

$

9,796

 

 

 

 

 

 

 

Denominator

 

 

 

Reconciliation between GAAP net loss and non-GAAP net income per share

 

 

 

Shares used in computing GAAP net loss per share:

 

 

 

Basic

 

37,527

 

 

 

36,223

 

Diluted

 

37,527

 

 

 

36,223

 

Shares used in computing non-GAAP net income per share

 

 

 

Basic

 

37,527

 

 

 

36,223

 

Add: effect of shares for stock plan activity

 

622

 

 

 

356

 

Add: effect of shares related to convertible senior notes*

 

5,176

 

 

 

Diluted

 

43,325

 

 

 

36,578

 

GAAP net loss per share

 

 

 

Basic and diluted

$

(0.11

)

 

$

(0.17

)

Non-GAAP net income per share

 

 

 

Basic

$

0.23

 

 

$

0.15

 

Diluted

$

0.23

 

 

$

0.15

 

* Beginning October 1, 2022, includes the impact of adoption of accounting pronouncement (ASU 2020-06). Under the new standard, the Company is required to reflect dilutive effect of the Convertible Notes by application of the if-converted method.

Three Months Ended December 31,

 

2022

2021

Amortization of intangibles assets recorded in the statements of operations

 

 

Cost of revenues

 

 

Subscription

$

709

 

$

709

 

Total amortization of intangibles assets in cost of revenue (b)

 

709

 

 

709

 

Operating expenses

 

 

Sales and marketing

 

1,299

 

 

1,299

 

Total amortization of intangibles assets in operating expense (b)

 

1,299

 

 

1,299

 

Total amortization of intangibles assets (b)

$

2,008

 

$

2,008

 

 

 

 

 

Three Months Ended December 31,

 

2022

2021

Stock-based compensation recorded in the statements of operations

 

 

Cost of revenues

 

 

Subscription

$

1,337

 

$

858

 

Professional services

 

1,140

 

 

621

 

Total stock-based compensation in cost of revenue (a)

 

2,477

 

 

1,479

 

Operating expenses

 

 

Research and development

 

1,821

 

 

1,281

 

Sales and marketing

 

2,388

 

 

1,620

 

General and administrative

 

3,718

 

 

2,606

 

Total stock-based compensation in operating expense (a)

 

7,927

 

 

5,507

 

Total stock-based compensation (a)

$

10,404

 

$

6,986

 

 

 

 

 

Three Months Ended December 31,

 

2022

2021

Free cash flow

 

 

Net cash provided by operating activities

$

(18,292

)

$

(9,685

)

Purchases of property and equipment

 

(26

)

 

(325

)

Free cash flow

$

(18,318

)

$

(10,010

)

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, and amortization of debt discount and issuance costs 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:

(a)

Stock-based compensation is a non-cash expense accounted for in accordance with FASB ASC Topic 718. We believe that the exclusion of stock-based compensation expense provides for a better comparison of our operating results to prior periods and to our peer companies.

 

(b)

Amortization of intangible assets resulted principally from acquisitions. Intangible asset amortization is a non-cash item. As such, we believe exclusion of these expenses provides for a better comparison of our operating results to prior periods and to our peer companies.

 

(c)

Amortization of debt discount and issuance costs. Prior to the adoption of ASU 2020-06, Debt with Conversion and Other Options, on October 1, 2022 we were required to recognize non-cash interest expense related to amortization of debt discount and issuance costs. Subsequent to the adoption of ASU 2020-06, Debt with Conversion and Other Options, we only recognize non-cash interest expense related to amortization of issuance costs. We believe exclusion of these expenses provides for a better comparison of our operating results to prior periods and to our peer companies. Additionally, effective October 1, 2022 for purposes of calculating diluted Non-GAAP net income per share, we add back cash interest expense on convertible senior notes, as if-converted at the beginning of the period, if the impact is dilutive.

 

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