QuinStreet, Inc.
QUINSTREET, INC (Form: 10-Q, Received: 11/09/2016 16:54:39)

 

UNITED STATES

SECURITIES AND EXCHANGE COMMISSION

WASHINGTON, D.C. 20549

 

FORM 10-Q

 

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

For the quarterly period ended September 30, 2016

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. 001-34628

 

QuinStreet, Inc.

(Exact Name of Registrant as Specified in Its Charter)

 

 

Delaware

 

77-0512121

(State or Other Jurisdiction of

 

(I.R.S. Employer

Incorporation or Organization)

 

Identification No.)

 

950 Tower Lane, 6th Floor

 

Foster City, California

94404

(Address of principal executive offices)

(Zip Code)

650-578-7700

Registrant’s telephone number, including area code

 

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 and posted on its corporate Web site, if any, every Interactive Data File required to be submitted and posted 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 and post such files).    Yes       No  

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

 

Large accelerated filer

 

 

 

 

Accelerated filer

 

 

 

 

 

 

 

 

 

 

 

Non-accelerated filer

 

 

(Do not check if a smaller reporting company)

 

Smaller reporting company

 

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

Number of shares of common stock outstanding as of October 31, 2016: 45,756,849

 

 

 

 


QUINSTREET, INC.

INDEX

 

PART I. FINANCIAL INFORMATION

 

 

 

 

 

Item 1. Financial Statements

 

3

 

 

 

Condensed Consolidated Balance Sheets at September 30, 2016 and June 30, 2016

 

3

 

 

 

Condensed Consolidated Statements of Operations for the Three Months Ended September 30, 2016 and 2015

 

4

 

 

 

Condensed Consolidated Statements of Comprehensive Loss for the Three Months Ended September 30, 2016 and 2015

 

5

 

 

 

Condensed Consolidated Statements of Cash Flows for the Three Months Ended September 30, 2016 and 2015

 

6

 

 

 

Notes to Condensed Consolidated Financial Statements

 

7

 

 

 

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

 

16

 

 

 

Item 3. Quantitative and Qualitative Disclosures About Market Risk

 

25

 

 

 

Item 4. Controls and Procedures

 

25

 

 

 

PART II. OTHER INFORMATION

 

 

 

 

 

Item 1. Legal Proceedings

 

27

 

 

 

Item 1A. Risk Factors

 

28

 

 

 

Item 2. Unregistered Sales of Equity Securities and Use of Proceeds

 

45

 

 

 

Item 3. Defaults Upon Senior Securities

 

45

 

 

 

Item 4. Mine Safety Disclosures

 

45

 

 

 

Item 5. Other Information

 

45

 

 

 

Item 6. Exhibits

 

46

 

 

 

SIGNATURES

 

47

 

 

2


PART I. FINANCI AL INFORMATION

 

 

ITEM 1. FINANCIAL STATEMENTS

QUINSTREET, INC.

CONDENSED CONSOLIDATED BALANCE SHEETS

(In thousands, except share and per share data)

(Unaudited)

 

 

September 30,

 

 

June 30,

 

 

 

2016

 

 

2016

 

Assets

 

 

 

 

 

 

 

 

Current assets:

 

 

 

 

 

 

 

 

Cash and cash equivalents

 

$

53,566

 

 

$

53,710

 

Accounts receivable, net

 

 

44,303

 

 

 

47,218

 

Prepaid expenses and other assets

 

 

7,689

 

 

 

7,055

 

Total current assets

 

 

105,558

 

 

 

107,983

 

Property and equipment, net

 

 

7,273

 

 

 

7,678

 

Goodwill

 

 

56,118

 

 

 

56,118

 

Other intangible assets, net

 

 

8,333

 

 

 

10,081

 

Other assets, noncurrent

 

 

11,181

 

 

 

11,242

 

Total assets

 

$

188,463

 

 

$

193,102

 

 

 

 

 

 

 

 

 

 

Liabilities and Stockholders' Equity

 

 

 

 

 

 

 

 

Current liabilities:

 

 

 

 

 

 

 

 

Accounts payable

 

$

20,569

 

 

$

19,814

 

Accrued liabilities

 

 

23,840

 

 

 

27,705

 

Deferred revenue

 

 

1,037

 

 

 

1,200

 

Debt

 

 

15,000

 

 

 

15,000

 

Total current liabilities

 

 

60,446

 

 

 

63,719

 

Other liabilities, noncurrent

 

 

4,512

 

 

 

4,631

 

Total liabilities

 

 

64,958

 

 

 

68,350

 

Commitments and contingencies (See Note 9)

 

 

 

 

 

 

 

 

Stockholders' equity:

 

 

 

 

 

 

 

 

Common stock:  $0.001 par value; 100,000,000 shares authorized; 45,755,311 and

   45,557,295 shares issued and outstanding at September 30, 2016 and

   June 30, 2016

 

 

46

 

 

 

45

 

Additional paid-in capital

 

 

260,277

 

 

 

257,950

 

Accumulated other comprehensive loss

 

 

(424

)

 

 

(418

)

Accumulated deficit

 

 

(136,394

)

 

 

(132,825

)

Total stockholders' equity

 

 

123,505

 

 

 

124,752

 

Total liabilities and stockholders' equity

 

$

188,463

 

 

$

193,102

 

 

See notes to condensed consolidated financial statements

 

 

3


QUINSTREET, INC.

CONDENSED CONSOLIDATED STATEMENTS OF OPERATIONS

(In thousands, except per share data)

(Unaudited)

 

 

Three Months Ended

 

 

 

September 30,

 

 

 

2016

 

 

2015

 

Net revenue

 

$

73,438

 

 

$

72,389

 

Cost of revenue (1)

 

 

67,808

 

 

 

65,918

 

Gross profit

 

 

5,630

 

 

 

6,471

 

Operating expenses: (1)

 

 

 

 

 

 

 

 

Product development

 

 

3,954

 

 

 

4,444

 

Sales and marketing

 

 

2,590

 

 

 

3,622

 

General and administrative

 

 

4,031

 

 

 

4,220

 

Operating loss

 

 

(4,945

)

 

 

(5,815

)

Interest income

 

 

21

 

 

 

6

 

Interest expense

 

 

(156

)

 

 

(133

)

Other income (expense), net

 

 

135

 

 

 

(57

)

Loss before income taxes

 

 

(4,945

)

 

 

(5,999

)

Benefit from (provision for) taxes

 

 

1,376

 

 

 

(365

)

Net loss

 

$

(3,569

)

 

$

(6,364

)

Net loss per share:

 

 

 

 

 

 

 

 

Basic

 

$

(0.08

)

 

$

(0.14

)

Diluted

 

$

(0.08

)

 

$

(0.14

)

Weighted-average shares used in computing net loss per share:

 

 

 

 

 

 

 

 

Basic

 

 

45,668

 

 

 

44,836

 

Diluted

 

 

45,668

 

 

 

44,836

 

 

(1)

Cost of revenue and operating expenses include stock-based compensation expense as follows:

 

Cost of revenue

 

$

971

 

 

$

927

 

Product development

 

 

536

 

 

 

658

 

Sales and marketing

 

 

357

 

 

 

472

 

General and administrative

 

 

743

 

 

 

732

 

 

See notes to condensed consolidated financial statements

 

 

4


QUINSTREET, INC.

CONDENSED CONSOLIDATED STATEMENTS OF COMPREHENSIVE LOSS

(In thousands)

(Unaudited)

 

 

Three Months Ended

 

 

 

September 30,

 

 

 

2016

 

 

2015

 

Net loss

 

$

(3,569

)

 

$

(6,364

)

Other comprehensive loss:

 

 

 

 

 

 

 

 

Foreign currency translation adjustment

 

 

(6

)

 

 

(7

)

Total other comprehensive loss

 

 

(6

)

 

 

(7

)

Comprehensive loss

 

$

(3,575

)

 

$

(6,371

)

 

See notes to condensed consolidated financial statements

 

 

5


QUINSTREET, INC.

CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS

(In thousands)

(Unaudited)

 

 

 

 

 

 

September 30,

 

 

 

2016

 

 

2015

 

Cash Flows from Operating Activities

 

 

 

 

 

 

 

 

Net loss

 

$

(3,569

)

 

$

(6,364

)

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

 

 

 

 

 

 

 

 

Depreciation and amortization

 

 

3,373

 

 

 

3,944

 

Provision for (recovery from) sales returns and doubtful accounts receivable

 

 

95

 

 

 

(73

)

Stock-based compensation

 

 

2,607

 

 

 

2,789

 

Gain on sales of domain names

 

 

(143

)

 

 

(65

)

Other adjustments, net

 

 

(13

)

 

 

 

Changes in assets and liabilities:

 

 

 

 

 

 

 

 

Accounts receivable

 

 

2,820

 

 

 

453

 

Prepaid expenses and other assets

 

 

(574

)

 

 

5,500

 

Deferred taxes

 

 

 

 

 

(8

)

Accounts payable

 

 

676

 

 

 

(1,100

)

Accrued liabilities

 

 

(3,783

)

 

 

(1,673

)

Deferred revenue

 

 

(163

)

 

 

(62

)

Other liabilities, noncurrent

 

 

(119

)

 

 

(98

)

Net cash provided by operating activities

 

 

1,207

 

 

 

3,243

 

Cash Flows from Investing Activities

 

 

 

 

 

 

 

 

Capital expenditures

 

 

(401

)

 

 

(489

)

Internal software development costs

 

 

(695

)

 

 

(1,276

)

Proceeds from sales of domain names

 

 

143

 

 

 

40

 

Other investing activities

 

 

(53

)

 

 

 

Net cash used in investing activities

 

 

(1,006

)

 

 

(1,725

)

Cash Flows from Financing Activities

 

 

 

 

 

 

 

 

Withholding taxes related to restricted stock net share settlement

 

 

(347

)

 

 

(1,323

)

Net cash used in financing activities

 

 

(347

)

 

 

(1,323

)

Effect of exchange rate changes on cash and cash equivalents

 

 

2

 

 

 

(3

)

Net (decrease) increase in cash and cash equivalents

 

 

(144

)

 

 

192

 

Cash and cash equivalents at beginning of period

 

 

53,710

 

 

 

60,468

 

Cash and cash equivalents at end of period

 

$

53,566

 

 

$

60,660

 

Supplemental Disclosure of Cash Flow Information

 

 

 

 

 

 

 

 

Cash paid for interest

 

 

138

 

 

 

156

 

Cash paid for income taxes

 

 

38

 

 

 

74

 

 

See notes to condensed consolidated financial statements

 

 

 

6


QUINSTREET, INC.

NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS

(Unaudited)

 

 

1. The Company

QuinStreet, Inc. (the “Company”) is a leader in performance marketing products and technologies. The Company was incorporated in California in April 1999 and reincorporated in Delaware in December 2009. The Company specializes in customer acquisition for clients in high value, information-intensive markets or “verticals,” including financial services, education, home services and business-to-business technology. The corporate headquarters are located in Foster City, California, with additional offices throughout the United States, Brazil and India. While the majority of the Company’s operations and revenue are in North America, the Company has emerging businesses in Brazil and India.

 

2. Summary of Significant Accounting Policies

Basis of Presentation

Principles of Consolidation

The condensed consolidated financial statements include the accounts of the Company and its subsidiaries. The Company also evaluates its ownership in entities to determine if they are variable interest entities (“VIEs”), if the Company has a variable interest in those entities, and if the nature and extent of those interests result in consolidation. Refer to Note 4 for more information on VIEs. The Company applies the cost method of accounting for investments in entities if the Company does not have the ability to exercise significant influence over the entities. The interests held at cost are periodically evaluated for other-than-temporary declines in value. Intercompany balances and transactions have been eliminated in consolidation.

Revision of Previously Issued Financial Statements

During the quarter ended June 30, 2016, the Company identified errors related to its stock-based compensation expense included in the unaudited condensed consolidated financial statements for the quarterly periods ended September 30, 2015, December 31, 2015 and March 31, 2016. The stock-based compensation expense related to market-based restricted stock units was understated by $1.1 million through the nine months ended March 31, 2016. The Company assessed the materiality of the above errors individually and in the aggregate on prior periods’ financial statements in accordance with the Securities and Exchange Commission’s Staff Accounting Bulletin No. 99 and 108 and, based on an analysis of quantitative and qualitative factors, concluded that such amounts were not material to the September 30, 2015, December 31, 2015 and March 31, 2016 quarterly condensed consolidated financial statements. Therefore, these previously issued financial statements can continue to be relied upon and amendments of the previously filed Quarterly Reports on Form 10-Q were not required. The Company will revise the previously issued quarterly condensed consolidated financial statements to correct the errors for the quarterly periods ended September 30, 2015, December 31, 2015 and March 31, 2016 of $0.3 million, $0.4 million and $0.4 million in future Quarterly Reports on Form 10-Q when the quarterly condensed consolidated financial statements for such periods are included. Accordingly, the Company has reflected the correction of the error of $0.3 million in the condensed consolidated statement of operations, condensed consolidated statement of comprehensive loss and condensed consolidated statement of cash flows for the three months ended September 30, 2015 included herein.

Unaudited Interim Financial Information

The accompanying condensed consolidated financial statements and the notes to the condensed consolidated financial statements as of September 30, 2016 and for the three months ended September 30, 2016 and 2015 are unaudited. These unaudited interim condensed consolidated financial statements have been prepared in accordance with accounting principles generally accepted in the United States (“GAAP”) and applicable rules and regulations of the Securities and Exchange Commission (“SEC”) regarding interim financial reporting. Certain information and note disclosures normally included in the financial statements prepared in accordance with GAAP have been condensed or omitted pursuant to such rules and regulations. Accordingly, these interim condensed consolidated financial statements should be read in conjunction with the consolidated financial statements and notes thereto contained in the Company’s Annual Report on Form 10-K for the fiscal year ended June 30, 2016, as filed with the SEC on August 19, 2016. The condensed consolidated balance sheet at June 30, 2016  included herein was derived from the audited financial statements as of that date, but does not include all disclosures, including notes, required by GAAP.

The unaudited interim condensed consolidated financial statements have been prepared on the same basis as the audited consolidated financial statements and, in the opinion of management, include all adjustments (consisting only of normal recurring adjustments) necessary for the fair statement of the Company’s condensed consolidated balance sheet at September 30, 2016, its condensed consolidated statements of operations for the three months ended September 30, 2016 and 2015, its condensed consolidated statements of comprehensive loss for the three months ended September 30, 2016 and 2015, and its condensed consolidated statements

7


QUINSTREET, INC.

NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS

(Unaudited)

 

of cash flows for the three months ended September 30, 2016 and 2015. The results of operations for the three months ended September 30, 2016 are not necessarily indicative of the results to be expected for the fiscal year ending June 30, 2017, or any other future period.

Use of Estimates

The preparation of financial statements in conformity with GAAP requires management to make estimates and assumptions that affect the reported amounts of assets and liabilities, disclosure of contingent assets and liabilities at the date of the financial statements and reported amounts of revenue and expenses during the period. On an ongoing basis, management evaluates these estimates, judgments and assumptions, including those related to revenue recognition, stock-based compensation, goodwill, long-lived assets, contingencies, and income taxes. The Company bases these estimates on historical and anticipated results and trends and on various other assumptions that the Company believes are reasonable under the circumstances, including assumptions as to future events. These estimates form the basis for making judgments about the carrying values of assets and liabilities and recorded revenue and expenses that are not readily apparent from other sources. Actual results could differ from those estimates, and such differences could affect the results of operations reported in future periods.

Accounting Policies

The significant accounting policies are described in Note 2, Summary of Significant Accounting Policies, to the consolidated financial statements included in the Annual Report on Form 10-K for the fiscal year ended June 30, 2016. There have been no significant changes in the accounting policies subsequent to June 30, 2016.

Concentrations of Credit Risk

The Company had one client that accounted for 11% of net revenue for the three months ended September 30, 2016. No other client accounted for more than 10% of net revenue for the three months ended September 30, 2016 and no client accounted for more than 10% of net revenue for the three months ended September 30, 2015. No client accounted for more than 10% of net accounts receivable as of September 30, 2016 or June 30, 2016.

Fair Value of Financial Instruments

The Company’s financial instruments consist principally of cash equivalents, accounts receivable, accounts payable and a revolving loan facility. The fair value of the Company’s cash equivalents is determined based on quoted prices in active markets for identical assets for its money market funds. The recorded values of the Company’s accounts receivable and accounts payable approximate their current fair values due to the relatively short-term nature of these accounts. The Company believes that the fair value of the revolving loan facility approximates its recorded amount at September 30, 2016 as the interest rate on the revolving loan facility is variable and is based on market interest rates and after consideration of default and credit risk.

Recent Accounting Pronouncements

In May 2014, the FASB issued a new accounting standard update on revenue from contracts with clients. The new guidance provides that an entity should recognize revenue to depict the transfer of promised goods or services to customers in an amount that reflects the consideration to which the entity expects to be entitled in exchange for those goods or services. In March and April 2016, the FASB amended this standard to clarify implementation guidance on principal versus agent considerations and the identification of performance obligations and licensing. In May 2016, the FASB amended this standard to address improvements to the guidance on collectability, noncash consideration, and completed contracts at transition as well as provide a practical expedient for contract modifications at transition and an accounting policy election related to the presentation of sales taxes and other similar taxes collected from customers. The new standards become effective for fiscal years beginning after December 15, 2017, and interim periods within those years with early adoption permitted. Entities have the option of using either a full retrospective or a modified retrospective approach to adopt the new standards. The Company is currently assessing the impact of this new guidance.

In June 2014, the FASB issued a new accounting standard update on accounting for share-based payments when the terms of an award provide that a performance target could be achieved after the requisite service period, which amends ASC 718, “Compensation - Stock Compensation.” The amendment provides guidance on the treatment of share-based payment awards with a specific performance target, requiring that a performance target that affects vesting and that could be achieved after the requisite service period

8


QUINSTREET, INC.

NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS

(Unaudited)

 

be treated as a performance condition. The new guidance became effective in the cu rrent quarter and did not have an impact on the Company’s condensed consolidated financial statements.

In February 2015, the FASB issued a new accounting standard update on consolidating legal entities in which a reporting entity holds a variable interest . The amended guidance modifies the evaluation of whether limited partnerships and similar legal entities are VIEs and affects the consolidation analysis of reporting entities that are involved with VIEs that have fee arrangements and related party relationships . The new guidance became effective in the current quarter and did not have an impact on the Company’s condensed consolidated financial statements.

In February 2016, the FASB issued a new accounting standard update which replaces ASC 840, “Leases.” The new guidance requires a lessee to recognize on its balance sheet a right-of-use asset representing its right to use the underlying asset for the lease term and a lease liability representing its lease payment obligations. The guidance also requires a lessee to recognize a single lease cost, calculated so that the cost of the lease is allocated over the lease term, on a generally straight-line basis. The guidance becomes effective for fiscal years beginning after December 15, 2018, and interim periods within those years, with early adoption permitted. The Company is currently assessing the impact of this new guidance.

In March 2016, the FASB issued a new accounting standard update on the accounting for share-based payments. The new guidance simplifies several aspects of the accounting for employee share-based payment transactions, including the accounting for income taxes, forfeitures and statutory tax withholding requirements, as well as classification in the statement of cash flows. The guidance becomes effective for fiscal years beginning after December 15, 2016, and interim periods within those years, with early adoption permitted. The Company is currently assessing the impact of this new guidance.

 

3. Net Loss per Share

Basic net loss per share is computed by dividing net loss by the weighted-average number of shares of common stock outstanding during the period. Diluted net loss per share is computed by using the weighted-average number of shares of common stock outstanding, including potential dilutive shares of common stock assuming the dilutive effect of outstanding stock options and restricted stock units using the treasury stock method.

The following table presents the calculation of basic and diluted net loss per share:

 

 

Three Months Ended

 

 

 

September 30,

 

 

 

2016

 

 

2015

 

 

 

(In   thousands, except per share data)

 

Numerator:

 

 

 

 

 

 

 

 

Basic and Diluted:

 

 

 

 

 

 

 

 

Net loss

 

$

(3,569

)

 

$

(6,364

)

Denominator:

 

 

 

 

 

 

 

 

Basic and Diluted:

 

 

 

 

 

 

 

 

Weighted-average shares of common stock used in

   computing basic and diluted net loss per share

 

 

45,668

 

 

 

44,836

 

Net loss per share:

 

 

 

 

 

 

 

 

Basic and Diluted (1)

 

$

(0.08

)

 

$

(0.14

)

Securities excluded from weighted-average shares used in

   computing diluted net loss per share because the effect

   would have been anti-dilutive: (2)

 

 

7,138

 

 

 

5,448

 

 

(1)

Diluted net loss per share does not reflect any potential common stock relating to stock options or restricted stock units due to net losses incurred for the three months ended September 30, 2016 and 2015. The assumed issuance of any additional shares would be anti-dilutive.

(2)

These weighted-shares relate to anti-dilutive stock options and restricted stock units as calculated using the treasury stock method and could be dilutive in the future.

 

 

9


QUINSTREET, INC.

NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS

(Unaudited)

 

4. Fair Value Measurements, Cash Equivalents and Variable Interest Entities

Fair value is defined as the price that would be received on sale of an asset or paid to transfer a liability (exit price) in an orderly transaction between market participants at the measurement date. The FASB has established a fair value hierarchy that distinguishes between (1) market participant assumptions developed based on market data obtained from independent sources (observable inputs) and (2) an entity’s own assumptions about market participant assumptions developed based on the best information available in the circumstances (unobservable inputs). The fair value hierarchy consists of three broad levels, which gives the highest priority to unadjusted quoted prices in active markets for identical assets or liabilities (Level 1) and the lowest priority to unobservable inputs (Level 3).

The three levels of the fair value hierarchy under the guidance for fair value measurement are described below:

 

Level 1 —

Inputs are unadjusted quoted prices in active markets for identical assets or liabilities. Pricing inputs are based upon quoted prices in active markets for identical assets or liabilities that the reporting entity has the ability to access at the measurement date. The valuations are based on quoted prices of the underlying security that are readily and regularly available in an active market, and accordingly, a significant degree of judgment is not required. As of September 30, 2016, the Company used Level 1 assumptions for its money market funds.

 

Level 2 —

Pricing inputs are based upon quoted prices for similar instruments in active markets, quoted prices for identical or similar instruments in markets that are not active, and model-based valuation techniques for which all significant assumptions are observable in the market or can be corroborated by observable market data for substantially the full term of the assets or liabilities. As of September 30, 2016, the Company used Level 2 assumptions for its revolving loan facility.

 

Level 3 —

Pricing inputs are generally unobservable for the assets or liabilities and include situations where there is little, if any, market activity for the investment. The inputs into the determination of fair value require management’s judgment or estimation of assumptions that market participants would use in pricing the assets or liabilities. The fair values are therefore determined using model-based techniques that include option pricing models, discounted cash flow models, and similar techniques. As of September 30, 2016, the Company did not have any Level 3 financial assets or liabilities.

The Company’s financial instruments as of September 30, 2016 and June 30, 2016 were categorized as follows in the fair value hierarchy (in thousands):

 

 

Fair   Value Measurements as of September 30, 2016 Using

 

 

 

Quoted Prices in

 

 

Significant Other

 

 

 

 

 

 

 

Active Markets

 

 

Observable

 

 

 

 

 

 

 

for   Identical Assets

 

 

Inputs

 

 

 

 

 

 

 

(Level 1)

 

 

(Level 2)

 

 

Total

 

Assets:

 

 

 

 

 

 

 

 

 

 

 

 

Money market funds

 

$

20,224

 

 

$

 

 

$

20,224

 

Liabilities:

 

 

 

 

 

 

 

 

 

 

 

 

Revolving loan facility (1)

 

$

 

 

$

15,000

 

 

$

15,000

 

 

 

Fair Value Measurements as of June 30, 2016 Using

 

 

 

Quoted Prices in

 

 

Significant Other

 

 

 

 

 

 

 

Active Markets

 

 

Observable

 

 

 

 

 

 

 

for Identical Assets

 

 

Inputs

 

 

 

 

 

 

 

(Level 1)

 

 

(Level 2)

 

 

Total

 

Assets:

 

 

 

 

 

 

 

 

 

 

 

 

Money market funds

 

$

20,203

 

 

$

 

 

$

20,203

 

Liabilities:

 

 

 

 

 

 

 

 

 

 

 

 

Revolving loan facility (1)

 

$

 

 

$

15,000

 

 

$

15,000

 

 

(1)

Carried at historical cost on the Company's condensed consolidated balance sheets.

10


QUINSTREET, INC.

NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS

(Unaudited)

 

Cash Equivalents

All liquid investments with maturities of three months or less at the date of purchase are classified as cash equivalents on the Company’s condensed consolidated balance sheets. The Company holds money market funds of $20.2 million as of September 30, 2016 and $20.2 million as of June 30, 2016 which are classified as cash equivalents.

 

Variable Interest Entities

A VIE is consolidated by its primary beneficiary. The primary beneficiary has both the power to direct the activities that most significantly impact the entity’s economic performance and the obligation to absorb losses or the right to receive benefits from the entity that could potentially be significant to the VIE. The assessment of whether the Company is the primary beneficiary of the VIE requires significant assumptions and judgments, including the identification of significant activities and an assessment of the Company’s ability to direct those activities. The Company has an equity interest in a privately held entity that is a VIE, of which the Company is not the primary beneficiary. Accordingly, the interest of $2.5 million as of September 30, 2016 and June 30, 2016 is recognized at cost within other assets, noncurrent on the Company’s condensed consolidated balance sheets. The Company’s interest was evaluated for impairment as of September 30, 2016 and June 30, 2016 which did not result in any indications of impairment. The Company’s maximum exposure to loss as a result of the unconsolidated VIE is $2.5 million at September 30, 2016, which represents the carrying value of the Company’s investment in the VIE.

 

5. Prepaid Expenses and Other Assets

During the three months ended December 31, 2015, the Company entered into a 10-year partnership agreement with a large online customer acquisition marketing company focused on the U.S. insurance industry to be their exclusive click monetization partner for the majority of their insurance categories. The agreement included a one-time upfront cash payment of $10.0 million. The payment is being amortized on a straight-line basis over the life of the contract. As of September 30, 2016 , the Company has recorded $1.0 million within prepaid expenses and other assets and $8.0 million within other assets, noncurrent on the condensed consolidated balance sheet. Amortization expense was $0.3 million for the three months ended September 30, 2016.

 

6. Intangible Assets and Goodwill

Intangible assets, net, excluding goodwill, consisted of the following (in thousands):

 

  

 

September 30, 2016

 

 

June 30, 2016

 

 

 

Gross

 

 

 

 

 

 

Net

 

 

Gross

 

 

 

 

 

 

Net

 

 

 

Carrying

 

 

Accumulated

 

 

Carrying

 

 

Carrying

 

 

Accumulated

 

 

Carrying

 

 

 

Amount

 

 

Amortization

 

 

Amount

 

 

Amount

 

 

Amortization

 

 

Amount

 

Customer/publisher/advertiser relationships

 

$

36,868

 

 

$

(36,066

)

 

$

802

 

 

$

36,669

 

 

$

(35,648

)

 

$

1,021

 

Content

 

 

61,500

 

 

 

(58,374

)

 

 

3,126

 

 

 

61,717

 

 

 

(57,778

)

 

 

3,939

 

Website/trade/domain names

 

 

31,279

 

 

 

(27,670

)

 

 

3,609

 

 

 

31,470

 

 

 

(27,288

)

 

 

4,182

 

Acquired technology and others

 

 

36,733

 

 

 

(35,937

)

 

 

796

 

 

 

36,733

 

 

 

(35,794

)

 

 

939

 

 

 

$

166,380

 

 

$

(158,047

)

 

$

8,333

 

 

$

166,589

 

 

$

(156,508

)

 

$

10,081

 

 

Amortization of intangible assets was $1.9 million and $2.4 million for the three months ended September 30, 2016 and 2015.

Future amortization expense for the Company’s intangible assets as of September 30, 2016 was as follows (in thousands):

 

Year Ending June 30,

 

Amortization

 

2017 (remaining nine months)

 

$

4,235

 

2018

 

 

2,316

 

2019

 

 

851

 

2020

 

 

761

 

2021

 

 

170

 

Thereafter

 

 

 

 

 

$

8,333

 

 

As of September 30, 2016 and June 30, 2016, goodwill was $56.1 million.

 

 

11


QUINSTREET, INC.

NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS

(Unaudited)

 

7. Income Taxes

The Company recorded a valuation allowance against the majority of the Company’s deferred tax assets at the end of fiscal year 2014 and continues to maintain that full valuation allowance as of September 30, 2016  as the Company believes it is not more likely than not that the net deferred tax assets will be fully realizable.

The Company recorded a benefit from income taxes of $1.4 million for the three months ended September 30, 2016 as a result of a tax refund from an amended state tax return filing. The Company recorded a provision for income taxes of $0.4 million for the three months ended September 30, 2015, primarily due to the outcome of a state tax examination.

 

8. Debt

Loan Facility

The Company’s credit agreement with Comerica Bank (the “Bank”) on November 4, 2011 (as amended on February 15, 2013, July 17, 2014 and June 11, 2015, the “Credit Agreement”) consists of a $25.0 million revolving loan facility with a maturity date of June 11, 2017. Borrowings under the revolving loan facility bear interest at a Eurodollar rate plus 3.00% and is secured by substantially all of the Company’s assets. The Company must pay an annual facility fee of $62,500 and an annual unused fee of 0.25% of the undrawn revolving loan facility commitment. The Company has the right to prepay the revolving loan facility or permanently reduce the revolving loan facility commitment without premium or penalty, in whole or in part at any time. Borrowings under the revolving loan facility are subject to a borrowing base consisting of eligible receivables and certain other customary conditions.

The Credit Agreement, as amended, contains limitations on the Company’s ability to sell assets, make acquisitions, pay dividends, incur capital expenditures, and also requires the Company to comply with certain additional covenants. In addition, the Company is required to maintain financial covenants as follows when there are amounts outstanding under the revolving loan facility and at the time the Company draws down amounts under the revolving loan facility:

1. Minimum EBITDA as of the end of each fiscal quarter for the trailing twelve month period of not less than:

(a) $1 for the quarter ended June 30, 2015;

(b) $2,000,000 for the quarter ended September 30, 2015;

(c) $3,000,000 for the quarter ended December 31, 2015;

(d) $4,000,000 for the quarter ended March 31, 2016; and

(e) $5,000,000 for the quarter ended June 30, 2016.

Thereafter, minimum EBITDA increases each quarter in $1,000,000 increments; provided that there shall be no loss in EBITDA greater than $2,000,000 in any fiscal quarter during such trailing four quarter period.

2. Minimum adjusted quick ratio as of the end of each month of not less than 1.25 to 1.00.

EBITDA under the Credit Agreement is defined as net loss less benefit from (provision for) taxes, depreciation expense, amortization expense, stock-based compensation expense, interest and other income (expense), net, acquisition costs for business combinations, extraordinary or non-recurring non-cash expenses or losses including, without limitation, goodwill impairments, and any extraordinary or non-recurring cash expenses in an aggregate amount not to exceed $5.0 million for the life of the Credit Agreement, as amended from time to time.

The Company was in compliance with the covenants of the Credit Agreement, as amended, as of September 30, 2016 and June 30, 2016.

As of September 30, 2016 and June 30, 2016, $15.0 million was outstanding under the revolving loan facility. The Company’s revolving loan facility matures in June 2017 and payment of the outstanding balance is due at that time. 

Letters of Credit

The Company has a $0.4 million letter of credit agreement with a financial institution that is used as collateral for fidelity bonds placed with an insurance company and a $0.5 million letter of credit agreement with a financial institution that is used as collateral for the Company’s corporate headquarters’ operating lease. The letters of credit automatically renew annually without amendment unless cancelled by the financial institutions within 30 days of the annual expiration date.

 

12


QUINSTREET, INC.

NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS

(Unaudited)

 

9. Commitments and Contingencies

Leases

The Company leases office space under non-cancelable operating leases with various expiration dates through fiscal year 2021. Rent expense was $0.9 million and $0.8 million for the three months ended September 30, 2016 and 2015. The Company recognizes rent expense on a straight-line basis over the lease period and accrues for rent expense incurred but not paid.

Future annual minimum lease payments under noncancelable operating leases as of September 30, 2016 were as follows (in thousands):

 

  

 

Operating

 

Year Ending June 30,

 

Leases

 

2017 (remaining nine months)

 

$

2,812

 

2018

 

 

3,638

 

2019

 

 

1,666

 

2020

 

 

376

 

2021

 

 

46

 

Thereafter

 

 

 

 

 

$

8,538

 

Guarantor Arrangements

The Company has agreements whereby it indemnifies its officers and directors for certain events or occurrences while the officer or director is, or was, serving at the Company’s request in such capacity. The term of the indemnification period is for the officer or director’s lifetime. The maximum potential amount of future payments the Company could be required to make under these indemnification agreements is unlimited; however, the Company has a director and officer insurance policy that limits its exposure and enables the Company to recover a portion of any future amounts under certain circumstances and subject to deductibles and exclusions. As a result of its insurance policy coverage, the Company believes the estimated fair value of these indemnification agreements is not material. Accordingly, the Company had no liabilities recorded for these agreements as of September 30, 2016 and June 30, 2016.

In the ordinary course of its business, the Company from time to time enters into standard indemnification provisions in its agreements with its clients. Pursuant to these provisions, the Company may be obligated to indemnify its clients for certain losses suffered or incurred, including losses arising from violations of applicable law by the Company or by its third-party publishers, losses arising from actions or omissions of the Company or its third-party publishers, and for third-party claims that a Company product infringed upon any United States patent, copyright or other intellectual property rights. Where practicable, the Company limits its liabilities under such indemnities. Subject to these limitations, the term of such indemnification provisions is generally coterminous with the corresponding agreements and survives for the duration of the applicable statute of limitations after termination of the agreement. The potential amount of future payments to defend lawsuits or settle indemnified claims under these indemnification provisions is generally limited and the Company believes the estimated fair value of these indemnity provisions is not material. Accordingly, the Company had no liabilities recorded for these agreements as of September 30, 2016 and June 30, 2016.

 

10. Stock Benefit Plans

Stock Incentive Plans

The Company may grant incentive stock options (“ISOs”), nonstatutory stock options (“NQSOs”), restricted stock, restricted stock units, stock appreciation rights, performance-based stock awards, and other forms of equity compensation, as well as performance cash awards, under its 2010 Equity Incentive Plan (the “2010 Incentive Plan”). The Company may grant NQSOs and restricted stock units to non-employee directors under the 2010 Non-Employee Directors’ Stock Award Plan (the “Directors’ Plan”). In fiscal year 2016, the Company began granting to employees restricted stock units with a market condition that requires that the Company’s stock price achieve a specified price above the grant date stock price before it can be eligible for service vesting conditions. To date, the Company has issued only ISOs, NQSOs, restricted stock units and performance-based stock awards under its stock incentive plans.

As of September 30, 2016, 15,920,578 shares were reserved and 12,909,480 shares were available for issuance under the 2010 Incentive Plan; 3,359,964 shares were reserved and 1,910,010 shares were available for issuance under the Directors’ Plan.

13


QUINSTREET, INC.

NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS

(Unaudited)

 

Stock-Based Compensation

The Company estimates the fair value of stock options at the date of grant using the Black-Scholes option-pricing model. Options are granted with an exercise price equal to the closing price of the Company’s common stock on the date of grant. The weighted-average Black-Scholes model assumptions for the three months ended September 30, 2016 and 2015 were as follows:

 

  

 

Three Months Ended

 

 

 

September 30,

 

 

 

2016

 

 

2015

 

Expected term (in years)

 

 

4.6

 

 

 

4.6

 

Expected volatility

 

 

45

%

 

 

47

%

Expected dividend yield

 

 

 

 

 

 

Risk-free interest rate

 

 

1.0

%

 

 

1.6

%

Grant date fair value

 

$

1.39

 

 

$

2.24

 

 

The Company estimates the fair value of restricted stock units with a market condition at the date of the grant using the Monte Carlo simulation model. The weighted-average Monte Carlo simulation model assumptions for the three months ended September 30, 2016 and 2015 were as follows:

 

  

 

Three Months Ended

 

 

 

September 30,

 

 

 

2016

 

 

2015

 

Expected term (in years)

 

 

4.0

 

 

 

4.0

 

Expected volatility

 

 

45

%

 

 

47

%

Expected dividend yield

 

 

 

 

 

 

Risk-free interest rate

 

 

1.0

%

 

 

1.3

%

Grant date fair value

 

$

3.02

 

 

$

6.18

 

 

The fair value of restricted stock units is determined based on the closing price of the Company’s common stock on the grant date. Compensation expense is amortized net of estimated forfeitures on a straight-line basis over the requisite service period of the stock-based compensation awards.

 

11. Segment Information

Operating segments are defined as components of an enterprise about which separate financial information is available that is evaluated regularly by the chief operating decision maker, or decision making group, in deciding how to allocate resources and in assessing performance. The Company’s chief operating decision maker, its chief executive officer, reviews financial information presented on a consolidated basis and no expense or operating income is evaluated at a segment level. Given the consolidated level of review by the Company’s chief executive officer, the Company operates as one reportable segment.

 

The following tables set forth net revenue and long-lived assets by geographic area (in thousands):

 

 

 

Three Months Ended

 

 

 

September 30,

 

 

 

2016

 

 

2015

 

Net revenue:

 

 

 

 

 

 

 

 

United States

 

$

72,368

 

 

$

71,226

 

International

 

 

1,070

 

 

 

1,163

 

Total net revenue

 

$

73,438

 

 

$

72,389

 

 

  

 

September 30,

 

 

June 30,

 

 

 

2016

 

 

2016

 

Property and equipment, net:

 

 

 

 

 

 

 

 

United States

 

$

6,611

 

 

$

6,973

 

International

 

 

662

 

 

 

705

 

Total property and equipment, net

 

$

7,273

 

 

$

7,678

 

 

 

14


QUINSTREET, INC.

NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS

(Unaudited)

 

12. Subsequent Events

On November 9, 2016, the Company announced a corporate restructuring resulting in the reduction of approximately 25% of personnel costs in order to accelerate margin expansion and grow cash flow. The Company currently estimates it will recognize restructuring costs between $2.5 million and $3.5 million and expects the restructuring to be substantially completed by the end of the three months ended December 31, 2016.

On November 9, 2016, the Company also announced the authorization of a stock buyback program, initially limited to offsetting annual dilution due to equity compensation. Dilution from equity compensation has averaged approximately 1.4% of outstanding shares annually over the past five fiscal years. The Board of Directors will assess the buyback program on an ongoing basis as circumstances change.

 

 

 

15


 

ITEM 2. MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATI ONS

The following discussion and analysis of our financial condition and results of operations should be read in conjunction with our condensed consolidated financial statements and related notes appearing elsewhere in this Quarterly Report on Form 10-Q and our Annual Report on Form 10-K for the fiscal year ended June 30, 2016, filed with the Securities and Exchange Commission (“SEC”).

This Quarterly Report on Form 10-Q contains “forward-looking statements” that involve risks and uncertainties, as well as assumptions that, if they do not materialize or if they prove incorrect, could cause our results to differ materially from those expressed or implied by such forward-looking statements. The statements contained in this Quarterly Report on Form 10-Q that are not purely historical are forward-looking statements within the meaning of Section 27A of the Securities Act of 1933, as amended, and Section 21E of the Securities Exchange Act of 1934, as amended. Forward-looking statements are often identified by the use of words such as, but not limited to, “anticipate,” “believe,” “can,” “continue,” “could,” “estimate,” “expect,” “intend,” “may,” “will,” “plan,” “project,” “seek,” “should,” “target,” “will,” “would,” and similar expressions or variations intended to identify forward-looking statements. These statements reflect the beliefs and assumptions of our management based on information currently available to management. Such forward-looking statements are subject to risks, uncertainties and other important factors that could cause actual results and the timing of certain events to differ materially from future results expressed or implied by such forward-looking statements. Factors that could cause or contribute to such differences include, but are not limited to, those identified in “Part II —Item 1A. Risk Factors” below, and those discussed in the sections titled “Special Note Regarding Forward-Looking Statements” and “Risk Factors” included in our Annual Report on Form 10-K for the fiscal year ended June 30, 2016, filed with the SEC. Furthermore, such forward-looking statements speak only as of the date of this report. Except as required by law, we undertake no obligation to update any forward-looking statements to reflect events or circumstances after the date of such statements.

Management Overview

QuinStreet, Inc. is a leader in performance marketing products and technologies. We specialize in customer acquisition for clients in high value, information-intensive markets or “verticals,” including financial services, education, home services, and business-to-business technology. Our clients include some of the world’s largest companies and brands in those markets. While the majority of our operations and revenue are in North America, we have emerging businesses in Brazil and India.

We deliver measurable and cost-effective marketing results to our clients most typically in the form of a qualified lead, inquiry, click, call, application, or customer. Leads, inquiries, clicks, calls, and applications can then convert into a customer or sale for clients at a rate that results in an acceptable marketing cost to them. We are typically paid by clients when we deliver qualified leads, inquiries, clicks, calls, applications, or customers as defined by our agreements with them. References to the delivery of customers means a sale or completed customer transaction (e.g., bound insurance policies or customer appointments with clients). Because we bear the costs of media, our programs must result in attractive marketing costs to our clients at media costs and margins that provide sound financial outcomes for us. To deliver leads, inquiries, clicks, calls, applications, and customers to our clients, generally we:

 

own or access targeted media through business arrangements (e.g., revenue sharing arrangements) or by purchasing media (e.g., clicks from major search engines);

 

run advertisements or other forms of marketing messages and programs in that media to create visitor responses in the form most typically of leads or inquiries (e.g., contact information), clicks (to further qualification or matching steps, or to online client applications or offerings), calls (to our owned and operated call centers or that of our clients or their agents), applications (e.g., for enrollment or a financial product), or customers (e.g., bound insurance policies);

 

match these leads, inquiries, clicks, calls, applications, or customers to client offerings or brands that we believe can meet visitor interests or needs and client targets and requirements; and

 

optimize client matches and media costs such that we achieve desired results for clients and a sound financial outcome for us.

Our primary financial objective has been and remains creating revenue growth from sustainable sources, at target levels of profitability. Our primary financial objective is not to maximize profits, but rather to achieve target levels of profitability while investing in various growth initiatives, as we continue to believe we are in the early stages of a large, long-term market opportunity.

Our business derives its net revenue from fees earned through the delivery of qualified leads, inquiries, clicks, calls, applications, or customers and, to a lesser extent, display advertisements, or impressions. Through a vertical focus, targeted media presence and our technology platform, we are able to deliver targeted, measurable marketing results to our clients.

16


 

Our two largest client verticals are financial services and education. Our financial services client vertical represented 61% and 45% of net revenue for the three months ended September 30, 2016 and 2015 . Our education client vertical represented 24% and 37% of net revenue for the three months ended September 30, 2016 and 2015 . Other client verticals, consisting of home services, bu siness-to-business technology and medical, represented 15% and 18% of net revenue for the three months ended September 30, 2016 and 2015 . We generated the majority of our revenue from sales to clients in the United States.

One client in our financial services client vertical accounted for 11% of our net revenue for the three months ended September 30, 2016. No other client accounted for more than 10% of our net revenue for the three months ended September 30, 2016 and no client accounted for more than 10% of our net revenue for the three months ended September 30, 2015. 

Trends Affecting our Business

Client Verticals

To date, we have generated the majority of our revenue from clients in our financial services and education client verticals. We expect that a majority of our revenue for the remainder of fiscal year 2017 will continue to be generated from clients in these two client verticals. In addition, revenue from our financial services client vertical is expected to increase as a percentage of our total revenue.

Our financial services client vertical has been challenged by a number of factors over the past several years, including the limited availability of high quality media at acceptable margins caused by changes in search engine algorithms, acquisition of media sources by competitors and increased competition for quality media. These effects may continue to impact our business in the future. To offset this impact, we have broadened our product set with enhanced click, lead, call and policy products that have enabled better monetization to provide greater access to high quality media sources. Moreover, we have entered into strategic partnerships to increase and diversify our access to quality media and client budgets.

Our education client vertical has been significantly challenged by regulations and enforcement activity affecting U.S. for-profit education institutions over the past several years. For example, in January 2014, the Department of Education initiated an investigation of a publicly traded U.S. for-profit education client with respect to its enrollment activities and job placement, among other things, and in July 2014, the Department of Education signed an agreement with the client requiring it to wind down or sell its campuses. In July 2015, the Federal Trade Commission initiated an investigation of another publicly traded U.S. for-profit education client with respect to its recruiting and enrollment practices. These and other similar regulatory and enforcement activities have affected and are expected to continue to affect our clients’ businesses and marketing practices, which have and may continue to, result in a decrease in these clients’ spending with us and other vendors and fluctuations in the volume and mix of our business with these clients. To offset the impact these regulatory and investigative activities have had on the U.S. for-profit education clients, we have broadened our product set from our traditional lead business with the addition of better qualified and matched leads or inquiries, clicks and calls; we believe these new enhanced products better match U.S. for-profit education client needs in the current regulatory environment. We have also broadened our markets in education to include not-for-profit schools and international markets in Brazil and India. Moreover, we have entered into strategic partnerships to increase and diversify our access to quality media and client budgets.

Development, Acquisition and Retention of High Quality Targeted Media

One of the primary challenges of our business is finding or creating media that is high quality and targeted enough to attract prospects for our clients at costs that provide a sound financial outcome for us. In order to grow our business, we must be able to find, develop and retain quality targeted media on a cost-effective basis. Consolidation of media sources, changes in search engine algorithms and increased competition for available media has, during some periods, limited and may continue to limit our ability to generate revenue at acceptable margins. To offset this impact, we have developed new sources of media, including entering into strategic partnerships with other marketing and media companies. Such partnerships include takeovers of performance marketing functions for large web media properties; backend monetization of unmatched traffic for clients with large media buys; and white label products for other performance marketing companies. We have also grown our revenue from mobile and social media traffic sources.

17


 

Seasonality

Our results are subject to significant fluctuation as a result of seasonality. In particular, our quarters ending December 31 (our second fiscal quarter) are typically characterized by seasonal weakness. In our second fiscal quarters, there is lower availability of lead supply from some forms of media during the holiday period on a cost effective basis and some of our clients have lower budgets. In our quarters ending March 31 (our third fiscal quarter), this trend generally reverses with better lead availability and often new budgets at the beginning of the year for our clients with fiscal years ending December 31.

Regulations

Our revenue has fluctuated in part as a result of federal, state and industry-based regulations and developing standards with respect to the enforcement of those regulations. Our business is affected directly because we operate websites and conduct telemarketing and email marketing, and indirectly affected as our clients adjust their operations as a result of regulatory changes and enforcement activity that affect their industries.

Clients in our financial services vertical have been affected by laws and regulations and the increased enforcement of new and pre-existing laws and regulations. In addition, our education client vertical has been significantly affected by the adoption of regulations affecting U.S. for-profit education institutions over the past several years, and a high level of governmental scrutiny is expected to continue. The effect of these regulations, or any future regulations, may continue to result in fluctuations in the volume and mix of our business with these clients.

An example of a regulatory change that may affect our business is the amendment of the Telephone Consumer Protection Act (the “TCPA”) that affects telemarketing calls. Our efforts to comply with the TCPA have thus far had a relatively small negative effect on traffic conversion rates. However, our clients may make business decisions based on their own experiences with the TCPA regardless of our products, and the changes we implemented to comply with the regulations. Those decisions may negatively affect our revenue or profitability.

Basis of Presentation

Net Revenue

Our business generates revenue from fees earned through the delivery of qualified leads, inquiries, clicks, calls, applications, customers and, to a lesser extent, display advertisements, or impressions. We deliver targeted and measurable results through a vertical focus that we classify into the following client verticals: financial services, education and “other” (which includes home services, business-to-business technology and medical).

Cost of Revenue

Cost of revenue consists primarily of media costs, personnel costs, amortization of intangible assets, depreciation expense, and amortization of internal software development costs related to revenue-producing technologies. Media costs consist primarily of fees paid to third-party publishers, media owners or managers, or to strategic partners that are directly related to a revenue-generating event and of pay-per-click, or PPC, ad purchases from Internet search companies. We pay these third-party publishers, media owners or managers, strategic partners and Internet search companies on a revenue-share, a cost-per-lead, or CPL, cost-per-click, or CPC, or cost-per-thousand-impressions, or CPM, basis. Personnel costs include salaries, stock-based compensation expense, bonuses, commissions and employee benefit costs. Personnel costs are primarily related to individuals associated with maintaining our servers and websites, our call center operations, our editorial staff, client management, creative team, content, compliance group, and media purchasing analysts. Costs associated with software incurred in the development phase or obtained for internal use are capitalized and amortized in cost of revenue over the software’s estimated useful life.

Operating Expenses

We classify our operating expenses into three categories: product development, sales and marketing and general and administrative. Our operating expenses consist primarily of personnel costs and, to a lesser extent, professional services fees, facilities fees and other costs. Personnel costs for each category of operating expenses generally include salaries, stock-based compensation expense, bonuses, commissions, and employee benefit costs.

18


 

Product Development. Product development expenses consist primarily of personnel costs, facilities fees and professional services fees related to the development and maintenance of our products and media mana gement platform. We are constraining expenses generally to the extent practicable.

Sales and Marketing.  Sales and marketing expenses consist primarily of personnel costs, professional services fees and facilities fees. We are constraining expenses generally to the extent practicable.

General and Administrative. General and administrative expenses consist primarily of personnel costs of our finance, legal, employee benefits and compliance, technical support and other administrative personnel, as well as accounting and legal professional services fees, and insurance. We are constraining expenses generally to the extent practicable.

Interest and Other Income (Expense), Net

Interest and other income (expense), net, consists primarily of interest expense, interest income, and other income and expense. Interest expense is related to our revolving loan facility. Borrowings under our revolving loan facility and related interest expense could increase if, among other things, we make additional acquisitions through debt financing. Interest income represents interest earned on our cash and cash equivalents, which may increase or decrease depending on market interest rates and the amounts invested. Other income and expense includes gains and losses on foreign currency exchange, gains and losses on sales of websites and domain names that were not considered to be strategically important to our business, and other non-operating items.

Benefit from (Provision for) Income Taxes

We are subject to tax in the United States as well as other tax jurisdictions or countries in which we conduct business. Earnings from our limited non-U.S. activities are subject to local country income tax and may be subject to U.S. income tax.

Critical Accounting Policies, Estimates and Judgments

In presenting our consolidated financial statements in conformity with U.S. generally accepted accounting principles, or GAAP, we are required to make estimates and assumptions that affect the reported amounts of assets and liabilities, disclosures of contingent assets and liabilities as of the date of the financial statements, and reported amounts of revenue and expenses during the reporting period.

Some of the estimates and assumptions we are required to make relate to matters that are inherently uncertain as they pertain to future events. We base these estimates and assumptions on historical experience or on various other factors that we believe to be reasonable and appropriate under the circumstances. On an ongoing basis, we reconsider and evaluate our estimates and assumptions. Actual results may differ significantly from these estimates.

We believe that the critical accounting policies listed below involve our more significant judgments, assumptions and estimates and, therefore, could have the greatest potential impact on our consolidated financial statements.

 

Revenue recognition;

 

Valuation of goodwill and intangible assets;

 

Stock-based compensation;

 

Income taxes; and

 

Valuation of long-lived assets.

There have been no material changes to our critical accounting policies, estimates and judgments disclosed in our Annual Report on Form 10-K subsequent to June 30, 2016. For further information on our critical and other significant accounting policies and estimates, see Part II, Item 7 “Management’s Discussion and Analysis of Financial Condition and Results of Operations” of our Annual Report on Form 10-K for the year ended June 30, 2016, filed with the SEC.

19


 

Recently Issued Accounting Standards

See Note 2, Summary of Significant Accounting Policies, to our condensed consolidated financial statements.


20


 

Results of Opera tions

The following table sets forth our condensed consolidated statement of operations for the periods indicated:

 

 

Three Months Ended September 30,

 

 

 

2016

 

 

2015

 

 

 

(In thousands)

 

Net revenue

 

$

73,438

 

 

 

100.0

%

 

$

72,389

 

 

 

100.0

%

Cost of revenue (1)

 

 

67,808

 

 

 

92.3

 

 

 

65,918

 

 

 

91.1

 

Gross profit

 

 

5,630

 

 

 

7.7

 

 

 

6,471

 

 

 

8.9

 

Operating expenses: (1)

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Product development

 

 

3,954

 

 

 

5.4

 

 

 

4,444

 

 

 

6.1

 

Sales and marketing

 

 

2,590

 

 

 

3.5

 

 

 

3,622

 

 

 

5.0

 

General and administrative

 

 

4,031

 

 

 

5.5

 

 

 

4,220

 

 

 

5.8

 

Operating loss

 

 

(4,945

)

 

 

(6.7

)

 

 

(5,815

)

 

 

(8.0

)

Interest income

 

 

21

 

 

 

 

 

 

6

 

 

 

 

Interest expense

 

 

(156

)

 

 

(0.2

)

 

 

(133

)

 

 

(0.2

)

Other income (expense), net

 

 

135

 

 

 

0.2

 

 

 

(57

)

 

 

(0.1

)

Loss before income taxes

 

 

(4,945

)

 

 

(6.7

)

 

 

(5,999

)

 

 

(8.3

)

Benefit from (provision for) taxes

 

 

1,376

 

 

 

1.9

 

 

 

(365

)

 

 

(0.5

)

Net loss

 

$

(3,569

)

 

 

(4.8

)%

 

$

(6,364

)

 

 

(8.8

)%

 

(1)

Cost of revenue and operating expenses include stock-based compensation expense as follows:

 

Cost of revenue

 

$

971

 

 

 

1.3

%

 

$

927

 

 

 

1.3

%

Product development

 

 

536

 

 

 

0.7

 

 

 

658

 

 

 

0.9

 

Sales and marketing

 

 

357

 

 

 

0.5

 

 

 

472

 

 

 

0.7

 

General and administrative

 

 

743

 

 

 

1.0

 

 

 

732

 

 

 

1.0

 

 

Net Revenue

 

  

 

Three Months Ended

 

Three

 

 

 

September 30,

 

Months

 

 

 

2016

 

 

2015

 

% Change

 

 

 

(In thousands)

 

 

 

 

Net revenue

 

$

73,438

 

 

$

72,389

 

 

1

%

Cost of revenue

 

 

67,808

 

 

 

65,918

 

 

3

%

Gross profit

 

$

5,630

 

 

$

6,471

 

 

(13

%)

 

Net revenue increased $1.0 million, or 1%, for the three months ended September 30, 2016, compared to the three months ended September 30, 2015. Revenue from our financial services client vertical increased $12.4 million, or 39%, for the three months ended September 30, 2016, compared to the three months ended September 30, 2015, primarily due to the continued rollout of enhanced products and media management platform and to additional strategic partnerships that have increased and diversified our access to quality media and client budgets. Revenue from our education client vertical decreased $9.4 million, or 35%, for the three months ended September 30, 2016, compared to the three months ended September 30, 2015, primarily due to exits from the channel of large for-profit education clients and decreased client demand as a result of client initiatives which include campus closures and discontinuation of certain education programs. Revenue from our other client verticals decreased $2.0 million, or 15%, for the three months ended September 30, 2016, compared to the three months ended September 30, 2015, primarily due to decreased client demand in our business-to-business technology and medical client verticals, partially offset by increased client demand in our home services client vertical.

21


 

Cost of Revenue and Gross Margin

Cost of revenue increased $1.9 million, or 3%, for the three months ended September 30, 2016, compared to the three months ended September 30, 2015, driven by increased media costs of $2.3 million primarily due to higher revenue volumes from our financial services click products, which tend to have higher media costs as a percentage of revenue, partially offset by decreased personnel costs of $0.4 million primarily related to decreased incentive compensation associated with the lower achievement of performance objectives. Gross margin, which is the difference between net revenue and cost of revenue as a percentage of net revenue, was 8% for the three months ended September 30, 2016 and 9% for the three months ended September 30, 2015. The decrease in gross margin was attributable to a higher proportion of our revenue coming from our financial services click products,  partially offset by decreased personnel costs.

Operating Expenses

 

  

 

Three Months Ended

 

Three

 

 

 

September 30,

 

Months

 

 

 

2016

 

 

2015

 

% Change

 

 

 

(In thousands)

 

 

 

 

Product development

 

$

3,954

 

 

$

4,444

 

 

(11

%)

Sales and marketing

 

 

2,590

 

 

 

3,622

 

 

(28

%)

General and administrative

 

 

4,031

 

 

 

4,220

 

 

(4

%)

Operating expenses

 

$

10,575

 

 

$

12,286