UPLD Upland Software

John McDonald Founder, CEO & Chairman
Michael Hill CFO, Treasurer & Secretary
Timothy Mattox President & COO
Bhavan Suri William Blair & Company L.L.C.
Brian Peterson Raymond James & Associates, Inc.
Joshua Reilly Needham & Company, LLC
Richard Davis Canaccord Genuity Limited
Call transcript
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Ladies and gentlemen, thank you for standing by, and welcome to the Upland Software First Quarter 2019 Financial Results. [Operator Instructions] The conference will be simultaneously webcast on Upland's Investor Relations website, which can be accessed at

As a reminder, this conference call is being recorded.

Following the completion of the conference call, a webcast replay will be available for 12 months on Upland's Investor Relations website at By now everyone should have access to the first quarter 2019 earnings release, which was distributed today at approximately 3:00 p.m. p.m. X:XX and Time Central Eastern Time.

the you received ahead, Chairman on I'd and release, our sir. turn available CEO of Please, not Investor If now Mr. Relations go McDonald, to a the at tab it's website to Software. have of Jack over conference Upland like host, Upland's

John McDonald

detailed call, Thank earnings and by today's look joined our will more operations President will read call. that, we COO; Mike? we'll CFO. full afternoon, guidance and Mike year Mike our I at Tim recent and XXXX. Q&A. statement. get open our And started, that, Mike to welcome up highlights. summarizing and you After everyone, Good will by I'm for will the you. But and and with then before our give XXXX the Hill, and the sales our quarter share for a harbor QX start some After second Mattox, Tim, safe On results highlights. numbers cover

Michael Hill

Jack, Thank afternoon, everyone. good and you,

we today's are the within forward-looking securities statements of include the During considered meanings laws. that will call,

Upland outreach section non-GAAP time To of analytical announcing our has on forward-looking directly a release comparable to And any results, measures, this a in new available unable duty because note materially and of risk release in non-GAAP On those from I'll that subject the reports as Form of on today, information, the In without risks, SEC. to operations. differ XX-K, your conference unavailable call combination forward-looking as comparable any our provided X, when cause could at to our intend updates of about the website financial financial reconcile our consider are in is XXXX in forward-looking addition, learn Relations detailed to May is Upland quarter with turn We tools assumptions to of management measures additional available on response please reconciliation differ our may Upland or used will in measures These and is do XX-Q press contained undertake filed otherwise. statements unreasonable actual statements understand discussion report discussion with non-GAAP Please our periodically call, contained to that, and caution feel our release or today currently revisions we results more to GAAP the measures contact this statements The events factors plans, complete back to measures questions. are results reconciliations publicly any our and based not as you made free views its to that to to make to forward-looking future or statements forward-looking XXXX. could which uncertainties in our Form first GAAP refer result needed to additional we're that Upland with effort. that call. We other cause actual to information information which provide GAAP statements to any to of in the Jack. most uncertainties whether materially. are and their Investor at needed assumptions on at and the financial risks such press A uncertainties this with in updated, as on quarterly annual over management the us results

John McDonald

Mike. Thanks,

on on in PostUp After at and accretive which April better you the in than run the quarter today. had now announced headlines actually XX% first revenue revenues. about run we strategic record million. PostUp, $XXX an a We quarter run pro course, an total rate few So through with acquisition of in And for major for after growth rate north Suite. basis CXM the at recurring revenue has time, of had million a adjusted broken - annualized growth million the both It's in EBITDA rate, factor to closed of record immediately now at annualized than We today. PostUp. our QX was better XX. XX% Total $XX $XXX Solution forma million accretive and and revenue, $XX

quarter a This is single million host every $XX meeting again, forma So the public. guidance. We innovations EBITDA since product quarter. new pro straight had of of beating in or the adjusted PostUp. that's quarter for XXth And going

We also growth. strong organic had

in rounded X.X% So recurring XX%. actually organic growth to revenues was XX%,

very that, compare, that we by customer had lives an sustainable. not pleased easy to that of number declare increased With but a revenue. So go ready

thrilled organic the in we're X growth to not normal. So row. a have it's quarters double-digit new But

We as X%, XX%, guidance. we conservatively cetera. And finally, very We to X%, et And here, are into fight again, at Michael that to invited of minutes feel strong. have a our into. will in way M&A strong X%. great the year. detail bounce around we being couple pipeline And QX then will that flat I to opportunities QX about note is to M&A continue would and guide used our we

acquisition. accretive about potential feel of very we strong And good and our strategic so pipeline

to Mike. all XXXX. So I'm with cylinders. forward a to And Upland call the And it's great on engine, we over again, the turn going that, firing look to

Michael Hill

of for Jack. representing subscription of million at a the million. And our revenue license as Thank revenue and outlook services year-over-year revenue quarter results for from perpetual $XX.X million Professional $XX the for And second for XX%. and the was cover XX% $X.X first year was quarter revenues quarter we XXXX. quarter financial first $X.X Recurring increase. XX% to you, or year-over-year the year-over-year. grew full set Total the first XX% I'll quarter, the million, for support growth today was decrease

adding at equipment, amortization and first margins to as back to margins. strong the our P&L margin intangible was assets, gross when down of quarter, acquired product to refer Moving during remain Overall gross depreciation XX% of gross which we or gross margins. cash XX% XX%,

the we acquisitions over and margins, QX. target here were have margins services in target now professional our actually model, XX%, services XX% newer Our we're for is so professional gross that in margins our

to Canadian of revenue. $X.X marketing in and XX% Turning total for representing tax credits expense, $XX operating quarter, net first the development Sales total expenses. revenue. administrative was of the refundable expense was first for was million, representing $X our General revenue of total million first Research representing the and million XX% of and quarter, XX% quarter. expense

as million expenses mentioned. compensation here significant $X from was acquisition expense, the expense closed excluding or total were XX% quarter, resulting Jack recent in expansion first activity. we that stock $X.X However, I'll in million of international our G&A PostUp revenue. noncash Acquisition-related the April, note

GAAP So acquisition-related starting & off acquired to Rave million we X QX acquisition related the activity. until have million and Acquisition we first the expenses, QX. acquisition loss for during $X Rant expenses $X.X Adestra in loss will some quarter quarters was in unless new the PostUp to addition compared you additional in to following related know, Operating for of $X.X an a or in or to a the taper period GAAP as $X.XX million to expenses a $X.X was have transformation $X.X quarter first of to of was XXXX. per or share income net or $X.XX in first Non-GAAP $XX.X compared per million the XXXX first quarter of net loss $X.X loss share share XXXX. income compared or in million of $X.XX the in in quarter of XXXX. non-GAAP per the net loss same of loss of million share per $X.XX net

XX% of or Our first quarter or year. XXXX total XX% total the $XX.X million period $XX.X compared same revenue, adjusted to revenue last XX% up EBITDA was for of million

have expenditures. first with flows QX approximately and million usable We million NOLs. NOLs of of cash looking currently of provided $XXX $XXX QX $X.X were NOLs, $XX million compared the in ended $XX Upland acquisition-related XXXX. million expenses sheet QX. cash million much U.K. is were Upland been has without federal paid tax Cash And the 'XX higher operating at $X.X the comprised of balance capital million our efficient and of by quarter tax U.S. is period. tax income cash when million Cash in of of in onto it of in Now course, Furthermore, to for taxes activities flows. statement which taxes cash. would and $X taxes

approximately outstanding, debt on we capacity debt $X $XX accordion, income for so making now uncommitted approximately the facility our have million year cash We per form expect in income around pay agency currently million approximately some Ireland mostly gross existing in of have U.S. have the the $XXX to million. of credit powder income including taxes acquisition. taxes, million continue $XXX taxes. We net to dry taxes, available of of Canada next We revenue and state

$XX.X For to million million expects the growth over revenue million reported XX, including of ending and in June quarter $XX.X midpoint for total between between the and the XX, million, Upland $XX.X ended and XXXX. recurring subscription revenue quarter $XX.X at XXXX, XX% support revenue June be

$XX.X adjusted quarter margin at roughly $XX.X million expected between to over XX, XX% is adjusted ended midpoint XXXX the XXXX. million growth midpoint, June of be the an and quarter at the EBITDA Second for EBITDA XX% representing of

the midpoint $XX.X XX, of adjusted the the turn for support our $XXX.X at recurring growth COO. year, December adjusted ended year million the and of to And year the EBITDA million revenue between Mattox, and XX, $XX.X is year Tim XX, revenue Full million XXXX. total and ended over President over of with XX% million, midpoint $XXX.X full between expects including to for December at between expected EBITDA million an XX% reported in XXXX For midpoint, that, call over be million December subscription ending the I'll $XXX.X revenue representing margin Upland to $XXX.X the be XXXX. XXXX, and at XX% growth and

Timothy Mattox

good Thanks, areas. cover sales, I'll operating everyone. and QX across afternoon, Mike, product and results our Today,

$XX,XXX a welcomed other million committed customers Europe, Management based Management recurring Upland. to to larger new or array in parts the spend to we our each the customers, our in of industries revenue. committed Enterprise XXX in several financial customers diverse solution. U.S., in who These Knowledge XXX Suite, $X.X And who Solutions automotive committing Experience annual provider than recurring based annual an customers front, CXM over organization On committed with with XX nonprofit Upland. committed over across Suite. recurring manufacturer Customer $XXX,XXX supply customers new total Suite at sales services Solutions each in major our committed revenue a chain international a greater annual include new who

of commitment with revenue, We greater. a to annual $XXX,XXX in to solution customers expansions suite multinational QX, that Enterprise estate its expanded expanded relationships of which including revenue. global other business also Solutions commitment in were Automation greater major in by commitments ERP XX,XXX recurring that customers our a our expanded Sales in annual business commitment XXX $X.X XX Suite, expanded its recurring Solution national by real Services that their technology than their commitments to CXM business its Suite. revenue and existing million Several close a to Enablement existing Professional or customers annual expanded our recurring expanded aggregate XXX

product Turning area. to the

We Jack feature of packs across product delivered mentioned, In high-quality, efficient customer. user through releases month, our we and reliability continue and releases These for closed innovation deliver we And X our and experience research as portfolio suite. development. XX QX, to major solution improved customer-driven last performance, the internal PostUp. and

you targeted acquisition complement internally developed customer-driven product innovation As with know, activity. many we of

targeting our verticals Enterprise Expected X solutions PostUp development the publishing our suites Suite. we Work and internal to through Solution sophisticated media development. invest solution continue e-mail acquisition, Management acquisition With cloud-based and across the audience to CS added CXM and

Suite. operating XXX% maintained on platform, unwavering a On we shared focus accomplishments within the Adestra into structure the with Major operating our Rant management for included CXM customer our our Solution UplandOne customers integrating delighting foundation Rave, front, operations single success. through &

helped We this which to to efficiency cash also further refined our our contribute back-office quarter. processes,

to in we I'll results. So with call a to we're forward. QX that, off start pass summary, back Jack. anticipate going our for the With XXXX continued And good performance positive

John McDonald

Thanks, Tim.

to call time, this at questions. the we are up for ready So open


the from comes of [Operator Suri. Instructions] Your question Bhavan line first

Bhavan Suri

on long obviously, becoming nice answer, Like, start Because from wanted Solution guess, that meaningful. so out growth it a to And numbers and Congratulations, - with broader say, every I just know which just Solution how it with then just still the XX% early would the for more function the the Suites given Suite. a I it's despite what's year thoughts been downplaying let's ask buying - more is or really cross-selling is to get step I integrated logical and Suites functions. your you is and X% ago are to even how to But it for on between a guess, buying motion I of different Solution opportunity? which a part you love term, there. thinking enabling organic they're and really X% I I on rolled functions. you're accelerated it something maybe cross-selling portfolio, seems - about or as has solid quarter much, has range. question Jack, certain

trying to still playing is out? the to cross-sell is sort how early is what that? just Suite the that days? So imperative understand of Or And

John McDonald

Well, thanks, still The the - Bhavan. it days on Suite. early is Solution

think we to our go add to for way value market. represents frankly, it So customers. the right additional And to

a on innovate a productivity in ways, added, our I deep and to capabilities, moment think great that and benefits is Tim and seamless, bring drives acquired is product plan to solutions right? unified acquisition, X To ago, bring way platform then and that the functionality to alluded it value customers. is and together for to through as those

our obviously, force. enables proven basis got number the now them enterprise losing a at to And again, from or our blue-chip drive take accounts force. as the products sales penetrate which is working. margins, all which getting capability success, is operations, news those their is highly out part accretive so And give we're to to contribution multiples. leads products point seeing great us rinse those what We've and of and which, winds through XX% growing where the customer to good It's them motion. with, capability We're And further solutions flywheel, ability M&A of it. X, use X flywheels operating building to to getting our I us a cloud money a which buying software really the and XX%, An it are up that, take higher breakeven customer a creating it's enterprise professionalize of to repeat a just the sales of with benefits lot think, flywheel, started. value

Bhavan Suri

bunch That's here, a helpful, Jack. the them maybe and of Tim sizable. you some acquisitions made months, XX in And obviously of you've past

of feel How fees automation investments terms workflow step enough to we're flushed fully technology to marketing portfolio? gas product focused the acquisitions some we product product be do whether speak, brought? if pause have suites. are of solutions Where the in organic the the those acquisition, mode? so You've Suite those And think Or the of think still have the far, I areas we see, guess or are also you eye like, for done, sort you you they're product left within a moment, them the suite. with a automation being fees. you so have you to portfolio of out from a what about on? acquisitions reorganized on perspective? birds And what's you meaning on comfortable Will ready in any like, Like, it's Solution do to extension say, you there verticals, should view. vis-à-vis

John McDonald

$XX it's TAM. top - look Look down, at So billion a at sure.

in a each there's across multiple centers. suites of opportunity So of those one ton buying

we a in, project And the filters for And Upland we create when we're talking in - management. at road that as for that want presenting CXM, multiple around excited a feature checkerboard see our major we a I functionality PSA looking we're automation. so bringing, did continue that taking workflow from we're for and of Where via upcoming to add each to solutions we demand And right? the also, and customers expand where look for M&A, our what a ton about a on. Suite. We're to rebranding. we're products by surface capabilities constantly financial the opportunity of, kind through product There's our map the them sales are feel just dashboard capability. We're them. we really great opportunities one in scratching And great doing Upland of and opportunity time, first about in like enablement. WorkCenter very at course,

So expand. to to plenty opportunity of continue

of organic. terms In

that we're is term the of value for As paying is paying generate. right? This you in we've our a and purposes, long right look said we're at for of And so ASC of $X what terms great relationship a bookings before, marketing now XXX that duration, sales that we in every for it. disclosures ARR $X about X-year if and

see margin yields. see So invest marketing we to we'll and to I organic efficient think, - consistent in what this growth efficient will continue growth we're frontier, in and ramping and And we'll sales rate EBITDA with that search market upwardly ultimately of what that that mode with XX%.

going is around. to it again, bounce So

have that some X%, to and some some conservatively. to XX%, X%, that are guide You're we quarters going that will are continue are


next Your Canaccord. of line Richard Davis question the comes from from

Richard Davis

look, good you out where And would companies? companies you're in more company be, a world you have into the strategic competitive at that a Xx of run of that So I is pays these mean, equity? terms these or numbers. particular strategic attractive - talked there in Are a private anything bids What grounds you're - your an look, kind Then to there. in the seeing going shift I prices? after? versus get But quick average follow-up. is its doing a subquestion software hunting ample is then proof less revenues, mix forward there Do about

John McDonald


So it's a that ever the pipeline stronger been. is potential acquisition

created kind companies those XXXX. VC VC of pipeline companies the And since done, bulk noting software cloud year $XXX - being that bulk of date, created, we've to I by And XX of billion And being birth we've average acquisitions bought is for the the that XXXX. birth - in date most It's think look how investment And it of worth it's Investment. is the just right? dwarfed XXXX. the invested per that billion 'XX $X average created year last the By When of $XX billion. that we're you on of last rates about prevailed years, have if them software. received investing the X, year they X contrast, today. bulk their funding we're rates VCs the in the buying cloud and years invested businesses for alone, X, during has between

an an that as to professionalizing in message their rationalizing to sustainable investments and the great the funds of the is position a So significantly to on supply development coming cloud great enterprise that need and that kind forward important of the clear positioning there. grow these earlier, support is them putting them. and ecosystem. grade balance to platform, and lean providing that later out. fact, and years, enterprise from begin flywheel, And company operations, customer-driven we're later going products, this a talked a playing of is role these Taking sheet of that part in we're age and repeat for them and at and more growth customers Again, in we the buy rinse the about grow

were feel or UplandOne then much to M&A, landscape And overnight the effects. increasingly would platform, But financial the money pretty to from In to our the get XX%. line differently. these terms network of flat convert exercise, a competitive this, you losing to then I tell the ability businesses for strictly I if EBITDA this XX% on now

sell those into perspective M&A is more very X us to when pole acquisitions pump the our in Solution position More pipe, into So force X,XXX I'm And these right? great acquisition concerned. going really opportunities more about the and has in the team game. being I'm it pole words a growing and Upland changed to hearing able our puts sales our good are position, often, as talking position, through more enterprise to a them and customer accounts Suites solutions then often

execute ahead the So again no to stance. going of resources we all our about again, required the We're where to conservative know say the feel guarantees ourselves. good done. But we'll concerned. to and always of very, and are having that there it get is our pipelines, don't we We get ability want maintain to M&A very state

Richard Davis

really a question, And technology. helpful. on quick just super for maybe That's Tim

let it, folks or you One could guys? it these old whatever, curious. was something robotic that we fine, process technology will automation this to just Is report hot stuff. that. on areas that yes, relevant Is of do add? we'll you notion the is is other and Or days just that like, I

Timothy Mattox

It's a question. good

there I area. in us, think that for And an mentioned, lot there's opportunity there Jack Richard. of investment as a is VC

That's so perspective. us available helpful probably that to we'll most M&A automation area solution But you. that's an it's relevant. If to can in certainly, companies sure And from of that applicable array be I'm see workflow us. become where the an for


from comes question Berg the of next from Scott line Needham. Your

Joshua Reilly

Josh Scott. is this for guys Hey,

sales had And you some Would business. success dealing impressive your strategy consider you've this categories. point? partner now you're hotter So into augment internal to some your in getting at a product efforts

John McDonald

multiple have direct partners, OEM So go-to-market inside. have have we we we motions today, enterprise,

do the us. And have that in got we've have motions. go-to-market space so some partners for And Automation multiple been Workflow we great

So get of We evaluate and mix. that, we we always part a interest that would. something as on yes, it's the lot of inbound go-to-market

Joshua Reilly

the U.K. Okay. then on disruption sales question acquisitions. Great. increased another following & the Rant and Rave in Europe, And Adestra and force the

mentioned in territory? quarter. in do is you year? international for deal pipeline shaping about large You one rest of up How investments think expanding how this the sales And the the the

John McDonald

we provided. well, consistent the guidance that Yes. strong shaping with It's up

made at through can not along we purchase, we Enterprise now powerful & personalized about I well do that's that. where strong the that we've we've the asset, add way and additional Management Rave feel e-mail, to some in ones. say repurchase, social, that consistent a but there it that assets as assembled various and very love our to Europe well relates assets marketing is are the we've to we and as selling do to advocacy, in acquisitions It's core got prospect, about Messaging and on, PostUp it multiple assets to Rant and And on like Knowledge need to We the journey feel to Mobile in sales CXM, Adestra going. aren't organizations but regarding core there of through scale. consolidating course text, good being and and web, able across customer manage Upland channel, is What really through our from cohesive message a and

We that existing a sell that multiple seeing includes We're of opportunities solution base within sales are customer refining motion. number a already offering. the to

in answer and bringing products very short we a into course So is the of about those U.S. Europe, both good feel opportunity the

Timothy Mattox

Jack, I X is these add that grown us Yes, products bring arbitrage. geography an in would mentioned, And into just companies, smaller with they've immediate as Jack geography. typically another for those

Rave Adestra the focused we're Rant UMM product seen pipeline developing into So customer into messaging bringing & and really with North the the America, and suites up we our then we've And on customers. light have where the U.K. relationships deeper

solution. they delighted more have than with. often - market, not necessarily the And that just so And they're e-mail current it's an e-mail one to endemic not,

on to not purchase the technology customer interest just seeing the our we we build approach we're loyalty. and that So how but

John McDonald

What it. customers. we're it this our days early at. overstate building really because comes down on with on days think strategic to I But I and early want we're it's to relationships don't

you recently the And about X,XXX which published, accounts. in XXX grade existing those accounts. the of that of of point dramatically XX% lower UplandOne, that the focus ARR time. we satisfaction, improvement customers, So and manifested over building that stands own their sematic, to which delivery was acquired is as then story out can because begin net as X,XXX because north basis to customers is accounts see drives is $XXX,XXX year We're feel dollar that retention of of beginning more we've from acquisition after and well. with up you customer really of We're existing a the call ARR build major enterprise of because rate more increasing about what know what inbound on expanded in we those now. Where at and with when story With strategic a to learn things transaction. a desire calls talk year that through there's really better a customers, and customers a to averaging customer Tim what we its if on they leads few before. that highly that an relationships And about that is to solution number accretive that complete talking deploy but that

all front. on positive that So very


next the Peterson Your from Instructions] question [Operator Raymond from of comes line James. Brian

Brian Peterson

mentioned as the that if more Suites first Solution larger I'm we today, I Suite? assuming see larger looking Or just possible your acquisitions pipeline. existing about to deals. think getting about at that acquisitions, be with I But If guys potentially that entire an you think to hit are So it one we portfolio? the that that means M&A you invited look something a on deals. Jack, lot you X would still is could synergistic hail new would at -

John McDonald

the average existing be Synergistic with surprised and revenue. the $XX But M&A. over of transaction. their to million that or again, are $XX terms to continue for acquisitions a next year $XX the $X a acquired between million and there - centers We'll target existing our we've be years. wouldn't X will More deals to no year a And customer Size the revenue between of in now. guarantees Suites. continue to portfolio the we've increase million what with X into today. all will right base sell has million into I for Solution $X foreseeable continue of $X done. But that tied pipeline existing future. to you're It's acquired companies robust extensions of in got we're and the solutions buying consistent been servicing million right, there see million,

So where like that we stands.

Brian Peterson

upsell we've last organic on number to the growth. what wanted quarters we been I Over understand, seeing dig could we the Bhavan's Does maybe months. into And the If that and little any bit, than question if are to few much follow-up How just on it, And there? it. we modeled. organic has just incremental obviously, of higher versus XX% evolves? change? cross-sell much that is that And call the, logos? about from motion that a Got from XX versus new investments think coming what how seen, we've next XX

John McDonald

recently from we dollar say, things. of number Up couple XXX% a points with the that basis net would XXXX. the at number published you was which So look X, retention XX%, I XX%, right? rate

a success. So power. that is what that the organic to good right? platform the of customers growth, business. is what That's with existing pricing starts very And XX% satisfying creates supports it's drive customers. for what And it that expansion, foundation supports It's it's And renewals.

years that, and With but addition might realized, right? sales scale and targets. of spend, We of we to related still we've margin capacity. a our buy-in could new sales-enablement contribution hit retain forces. spending the the capacity that our In obviously, productive and the sales expanded some sales the We products marketing cut could couple keep ago we

and began core And more organic And culture ago to revise process on really led and so impact our it's go-to-market solutions also catalyzed that growth. sales-oriented iterative enterprise. of improve the where that the our group internally about buying we us we've seen to an around X doing centers years in

our reacted could they a that salespeople more to customers it. customers, value. more well cohesive, additional present adding to and seamless So opportunity that And as perceive

in they're to quarters at do have but go good it. But - be it. back the great compare of to We front had I And X back-to-back easier We lives. the feel it's be clear, going double-digit that. that's an as story had the want organic said about growth, to but some So not we all on of I call, QX.

You X%. could see can XX%, see you

that's will continue is X%, the And see framework of see the see. you we could - guide could to can conservatively. X%. And You sort you that

to And the case. will to continue so be flat our X%

M&A and of Of of tremendous here there's on potential the amount it. a growth value side course, just

growth consistent $XXX range. growth Although, the $XXX bookings. of of at margins that million in positive it upwardly we $X power understand our, again, ARR $X investing marketing the and with EBITDA million efficient in And paying of to ramping sales of organic index that XX% in revenue


[Operator Instructions]

John McDonald

Okay. Great.

So thank you. operator,

next I got time we want forward again everybody what think today's now. their that's we've I on for to speaking conference look to our to quarterly for thank call, call. you on and

So thank you, afternoon. good and


First Upland you Thank Software Call. XXXX Quarter joining for Financial Results

disconnect. now may You