Dear eGain stakeholder:
Fiscal 2015 was a transformative year for eGain as we established the cross-functional foundation to
transition our business to the cloud.
First, we launched eGain version 14, a new simplified cloud-ready product suite, in November 2014.
Second, taking advantage of the out-of-the-box richness of version 14, we organized our services team
to rapidly implement cloud-based solutions with best-practice guidance and configuration. As a result,
we delivered quicker value by accelerating services engagement by up to 40%, especially for new cloud
clients. Third, building on this foundation, early in the fourth quarter we introduced eGain Try+Buy, a
unique cloud-based guided pilot service designed to minimize risk and fuel innovation. Over the past
four months, existing and prospective clients have enthusiastically opted for Try+Buy to guide them to
quick value in their digital engagement initiatives.
Based on our progress on these three fronts, in fiscal 2016, we intend to only sell cloud solutions to new
clients through our direct sales team, a move that puts us firmly on the path to becoming a cloud
business.
Not only do we see growing interest among enterprise customers in our cloud solution, our existing on-
premise customers are increasingly open to migrating to the eGain cloud. In March, we launched a
promotion to migrate our on-premise customers to the cloud. By the end of June, we signed up four
customers in the fourth quarter for an aggregate cloud ACV of $800,000, and we expect to sign up more.
Of customers we have engaged in this program, 60% are interested in moving to the eGain Cloud.
To move our business to the cloud, we are refining our go-to market approach. First, we are creating a
dedicated sales team that will work on Cisco SolutionsPlus opportunities with partners. This dedicated
team will better support partners through long sales cycles and phased rollouts, improving bookings
predictability through this channel.
To drive our direct sales, we are rolling out a ‘land and expand strategy,’ led by Joe Brown, our recently
appointed head of North American sales. Central to the land and expand model is eGain’s simple and
unique Try+Buy program. In this, we offer customers a four week, no-charge guided pilot service in the
eGain Cloud with their content and configuration. In exchange, we ask them to put our solution in live
production, so this is not a sandbox like typical SaaS free trials. Rather it is a mutual commitment to
quick value around digital engagement for customers. And our customers are loving it.
We engaged a dozen clients through Try+Buy over the last four months at various stage of sales cycle,
and of the four we converted, two clients selected eGain even before they concluded their Try+Buy
experience! Another four clients are in advanced stages of evaluation and negotiation. Those that did
not convert indicated lack of fit or budget constraint. As we scale this program, it will help us qualify
quicker and win more.
Turning to products, we made big strides in fiscal 2015. In November, we delivered a simplified cloud-
ready version of our suite. The ability to quickly deploy customers in the eGain Cloud was a critical first
step in our journey to becoming a cloud business. Further, we significantly expanded our platform APIs
in this release. This API expansion enabled us to accelerate our certified field solution development to
continually absorb popular field solutions into our cloud product. As a result, we are accelerating our
services implementation projects with out-of-the-box capabilities by as much as 40%.
In July, we released a significant enhancement with integrated best-in-class analytics for our digital
engagement and knowledge management applications - all available in the eGain Cloud. This release
delivers on the first big product promise of our Exony acquisition. With this capability, clients can
analyze cross-channel customer journeys across digital and voice channels, spot bottlenecks in real-time,
and in the same breath adjust operating dials on the eGain digital and knowledge applications to
address gaps, all on one platform. This integrated eGain capability is unique and highly valued by
customers.
Turning to the market, we see a growing need for agile digital innovation in customer engagement.
Earlier this month, I presented at the Gartner 360 conference in San Diego. Most of my conversations
with attendees ended up in two broad buckets. We need to get out of the point tool mess in digital
engagement. Or we need to develop a future-proof knowledge management capability to power our
digital customer engagement. And everyone wants it yesterday!
At the conference, Bill Miller, the Vice President in charge of service innovation portfolio at Compucom,
an eGain client, co-presented with me. I spoke about the challenge of “Operationalizing Digital
Transformation in Customer Engagement” and how eGain can help deliver it. Bill shared his perspective
on the Compucom journey as they have developed and rolled out a digital service platform using eGain.
I want to share two comments from Bill that speak to the eGain edge. He noted that it took them longer
to get the contracts and paperwork done than it did for eGain to deploy the first phase of the solution.
Further, he shared that they have rolled out sixteen BPO clients in six months on their eGain-powered
digital service platform! It was a proud moment for eGain. Our team had delivered on the promise to
make it “Easy with eGain.”
We continue to be the company to beat in the digital customer engagement market. And based on the
systematic investments and strategic adjustments we have made, we are confident that we will grow
successfully in fiscal 2016 as a cloud business.
Sincerely,
Ashu Roy
CEO
UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
WASHINGTON, D.C. 20549
FORM 10-K
(Mark One)
ANNUAL REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934
For the Fiscal Year Ended June 30, 2015
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 Number: 001-35314
eGain Corporation
(Exact name of registrant as specified in its charter)
Delaware
(State or other jurisdiction
of incorporation or organization)
77-0466366
(I.R.S. Employer
Identification No.)
1252 Borregas Avenue
Sunnyvale, California 94084
(Address of principal executive offices, including zip code)
(408) 636-4500
(Registrant’s telephone number, including area code)
Securities registered pursuant to Section 12(b) of the Act:
Title of Each Class
Common Stock, par value $0.001 per share
Name of Each Exchange on Which Registered
Nasdaq Capital Market
Securities registered pursuant to Section 12(g) of the Act: None
Indicate by check mark if the registrant is a well-known seasoned issuer, as defined in Rule 405 of the Securities Act. Yes No
Indicate by check mark if registrant is not required to file reports pursuant to Section 13 or Section 15(d) of the Act. Yes No
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 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 if disclosure of delinquent filers pursuant to Item 405 of Regulation S-K is not contained herein, and will not be contained, to
the best of registrant’s knowledge, in definitive proxy or information statements incorporated by reference in Part III of this Form 10-K or any amendment to
this Form 10-K.
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 (check one):
Large accelerated filer
Non-accelerated filer
(Do not check if a smaller reporting company)
Accelerated filer
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 .
The aggregate market value of the voting and non-voting common equity held by non-affiliates (based on the closing price on the Nasdaq Capital Market)
on December 31, 2014, was approximately $85.7 million. For purposes of the foregoing calculation only, the registrant has included in the shares owned by
affiliates the beneficial ownership of voting and non-voting common equity of officers and directors, and affiliated entities, of the registrant and members of
their families. Such inclusion shall not be construed as an admission that any such person is an affiliate for any other purpose.
There were 27,021,594 shares of the Registrant’s Common Stock $0.001 par value, outstanding on September 8, 2015.
Items 10 (as to directors), 11, 12, 13 and 14 of Part III incorporate by reference information from the registrant’s proxy statement to be filed with the
Securities and Exchange Commission in connection with the solicitation of proxies for the registrant’s 2015 Annual Meeting of Stockholders.
DOCUMENTS INCORPORATED BY REFERENCE
eGAIN CORPORATION
TABLE OF CONTENTS
2015 FORM 10-K
Item
No.
PART I
1.
Business . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
1A.
Risk Factors . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
1B.
Unresolved Staff Comments . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
2.
3.
4.
5.
6.
7.
Properties . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Legal Proceedings . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Mine and Safety Disclosures . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
PART II
Market for Registrant’s Common Equity, Related Stockholder Matters and Issuer Purchases of Equity
Securities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Selected Financial Data . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Management’s Discussion and Analysis of Financial Condition and Results of Operations . . . . . . . . . . . . .
7A.
Quantitative and Qualitative Disclosures About Market Risk. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
8.
9.
Financial Statements and Supplementary Data . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Changes In and Disagreements With Accountants on Accounting and Financial Disclosure . . . . . . . . . . . .
9A.
Controls and Procedures . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
9B.
Other Information . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
PART III
10.
11.
12.
13.
14.
Directors, Executive Officers and Corporate Governance. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Executive Compensation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Security Ownership of Certain Beneficial Owners and Management and Related Stockholder Matters. . . .
Certain Relationships and Related Transactions and Director Independence . . . . . . . . . . . . . . . . . . . . . . . . .
Principal Accountant Fees and Services . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
PART IV
15.
Exhibits and Financial Statement Schedules . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Signatures . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
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4
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50
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88
2
CAUTIONARY NOTE ON FORWARD-LOOKING STATEMENTS
This Annual Report on Form 10-K, contains forward-looking statements within the meaning of the Private Securities
Litigation Reform Act of 1995. These statements may be identified by the use of the words such as “anticipates,”
“believes,” “continue,” “could,” “would,” “estimates,” “expects,” “intends,” “may,” “might,” “plans,” “potential,”
“should,” or “will” and similar expressions or the negative of those terms. The forward-looking statements include, but
are not limited to, statements regarding: the effect of changes in macroeconomic factors beyond our control; our hybrid
revenue model and its potential impact on our total revenue; our ability to predict subscription renewals or upgrade rates;
our lengthy sales cycles and the difficulty in predicting timing of sales or delays; competition in the markets in which we
do business and our failure to compete successfully therein; our expectations regarding the composition of our customers
and the result of a loss of a significant customer; the adequacy of our capital resources and need for additional financing
and the effect of failing to obtain adequate funding; the result of our failure to comply with the covenants under the Wells
Fargo Credit Agreement; the development and expansion of our strategic and third party distribution partnerships and
relationships with systems integrators; our ability to effectively implement and improve our current products; our ability
to innovate and respond to rapid technological change and competitive challenges; legal liability or the effect of negative
publicity for the services provided to consumers via our technology platforms; legal and regulatory uncertainties and
other risks related to protection of our intellectual property assets; our ability to anticipate our competitors; the
operational integrity and maintenance of our systems; the effect of unauthorized access to a customer’s data or our data
or our IT systems; the uncertainty of demand for our products; the anticipated customer benefits from our products; the
actual mix in new business between subscription and license transactions when compared with management’s projections;
the anticipated revenue to us from the Cisco Partnership; the ability to increase revenue as a result of the increased
investment in sales and marketing; our ability to hire additional personnel and retain key personnel; our ability to expand
and improve our sales performance and marketing activities; our ability to manage our expenditures and estimate future
expenses, revenue, and operational requirements; our ability to manage our business plans, strategies and outlooks and
any business-related forecasts or projections; the effect of changes to management judgments and estimates; the impact
of any modification to our pricing practices in the future; risks from our substantial international operations; our inability
to successfully detect weaknesses or errors in our internal controls; our ability to manage future growth; the trading price
of our common stock; geographical and currency fluctuations; and our expectations with respect to revenue, cost of
revenue, expenses and other financial metrics.
Forward-looking statements are subject to risks and uncertainties that could cause actual results to differ materially
from those expected. These risks and uncertainties include, but are not limited to, those risks discussed in Item 1A “Risk
Factors” in this report. Our actual results could differ materially from those discussed in statements relating to our future
plans, product releases, objectives, expectations and intentions, and other assumptions underlying or relating to any of
these statements. These forward-looking statements are subject to risks, uncertainties and assumptions that are difficult to
predict. Therefore, actual results may differ materially and adversely from those expressed in any forward-looking
statements. Readers are directed to risks and uncertainties identified below, under “Risk Factors” and elsewhere in this
report, for factors that may cause actual results to be different than those expressed in these forward-looking statements.
Except as required by law, we undertake no obligation to revise or update publicly any forward-looking statements for
any reason.
All references to “eGain”, the “Company”, “our”, “we” or “us” mean eGain Corporation and its subsidiaries, except
where it is clear from the context that such terms mean only this parent company and excludes subsidiaries.
eGain and the eGain® are trademarks of eGain Corporation. We also refer to trademarks of other corporations and
organizations in this report.
3
ITEM 1.
BUSINESS
Overview
PART I
eGain Corporation is a leading provider of cloud-based and on-site customer engagement software solutions. For
over a decade, our solutions have helped improve customer experience, grow sales, and optimize service processes across
the web, social, and phone channels. Hundreds of global enterprises rely on eGain to transform fragmented sales
engagement and customer service operations into unified Customer Interaction Hubs.
We provide advanced analytics and management software that helps enterprises use their customer contact and call
center resources more effectively, improving their customers’ experience, reducing churn and enhancing productivity. Our
products enable organizations to move away from legacy contact center infrastructure and consolidate in cloud
environments, which enhances productivity and improves customer experience.
We have operations in the United States, United Kingdom, Netherlands, Ireland, Germany, South Africa and India.
Industry Background
As products get commoditized in a global economy, differentiation increasingly depends on customer engagement.
For businesses that sell to consumers, or B2C, one poor customer experience can be amplified and spread overnight through
social networks. Consumers expect businesses to serve them conveniently and intelligently across all touch points.
Furthermore, multichannel customers are more demanding and spend more than the average customer. Not surprisingly,
businesses are looking for efficient, scalable solutions to deliver smart multichannel customer interactions.
Traditional customer relationship management, or CRM, solutions are not designed for the multichannel world.
Mostly, they see the phone as the primary customer contact channel. Other channels like web and social are seen as
secondary and are often not designed in the solution from the start. As a result, customer experience delivered through
these platforms tends to be fragmented and inconsistent across channels. For instance, unified customer history across
channels requires solution integration and user interface patchwork.
The eGain Solution
Our solution is designed to provide clients with the following benefits:
• Build profitable long-term customer relationships. Customers are spending more time conducting business
on the web and social channels. Our solution helps businesses design brand-aligned, multichanneled
customer journeys. Whether a customer is looking to buy, ask a question, or pay a bill, our solution helps
businesses provide customers personalized, consistent responses.
•
Increase revenue through intelligent assistance offers and contextual promotions. In addition to
strengthening customer relationships, our solution helps businesses convert website visitors into buyers. It
also enables agents to contextually up-sell and cross-sell products in the course of customer engagements. A
visitor to a website that uses eGain can be proactively offered personalized promotional content or real-time
assistance based on configurable business rules informed by visitor behavior and history. Visitors can
collaborate with a customer service agent live over the web through click-to-Call, text and video chat and
cobrowse to inquire about and buy a product. Customers calling into a service center can be offered powerful
cross-sell offers by agents using the expert reasoning capability of eGain.
• Reduce operating costs through improved agent productivity and self-service automation. Our solution helps
companies provide highly effective customer service while reducing operating costs. Our intelligent routing,
auto-response, tracking, and reporting features, complemented with agent-facing knowledge tools,
measurably enhance the productivity of service agents. Our robust online self-service tools, with integrated
4
escalation paths and sophisticated artificial intelligence, help resolve customer inquiries without human
assistance.
• Reduce total cost of ownership through an open architecture, integration adapters, and scalable design. Our
solution is designed to easily integrate with business data and processes residing in legacy systems and other
enterprise data sources. By integrating “out of the box” solutions with leading business applications, our
platform allows clients to leverage existing data, content, and communication assets.
• Offer rapid time to value through flexible deployment options. Our solution can be deployed in a number of
ways, including in the cloud, on-site, or as a managed service. Our clients have the flexibility to move from
one deployment model to another when they need a change.
Products and Services
eGain Suite
Recognized by industry analysts and trusted by leading companies worldwide, the eGain software suite helps
businesses engage, acquire, and serve customers through multiple engagement channels. Modular, best-of-breed
applications—built on a one-of-a-kind customer engagement hub platform, eGain OpenCEH™ Platform—combine 360-
degree customer context, intelligent process guidance, and actionable knowledge to enhance every customer interaction.
Designed for rapidly implementing next-generation customer engagement strategies, the eGain suite consists of:
• Mobile applications to engage customers through smartphones and tablets.
• Social applications to extend the company’s customer engagement strategies to social channels.
• Web applications to transform B2C websites into interactive shopping destinations.
• Desktop applications to help traditional call centers evolve into knowledge-powered omnichannel customer
engagement hubs.
• Management applications to provide the insight and capabilities needed to drive smarter contact center
operations.
• Messaging applications provide a rich set of secure, personalized communication options.
•
eGain OpenCEH, a multichannel customer engagement hub, or CEH, platform that provides centralized
business rules and workflows, knowledge, interactions, analytics, administration, and integrations to all
applications. The web-services-based architecture of the platform enables rapid innovation and extension of
customer engagement capabilities.
•
eGain Connectors™ for integrating with leading CRM, content, CTI, and ecommerce systems.
Mobile Applications
•
eGain Mobile™ makes mobile engagement easy. It extends the reach of an eGain deployment by enabling the
business to offer all its eGain-enabled engagement options to mobile users through existing or new phone and
tablet apps on the Android and iOS platforms. Capabilities include mobile virtual assistant, offers, chat, click-
to-call, cobrowsing, self-service, and notifications.
Social Applications
•
eGain Social™ is an application for social customer service, knowledge harvesting and single-sourced social
publishing, and reputation management. It enables businesses to monitor social networks such as Facebook,
Twitter, YouTube, and blogs for opportunities for engaging with customers.> Mentions are analyzed for
sentiment. The right agent picks up relevant mentions and posts responses privately or back to the social cloud
in media-appropriate format.
5
•
eGain Community™ enables the creation and management of online communities or forums, community
knowledge harvesting, and single-sourced publishing. Forum posts are searchable from portals, and can be
submitted as content for the Knowledge Base. Connectors allow integration with existing forums.
Web Applications
•
•
•
•
•
•
eGain Offers™ helps businesses engage visitors on the company website and Facebook fan pages with
proactive, targeted offers. Using browsing behavior and other attributes, the solution anticipates visitor needs
and proactively serves a personalized offer. It leapfrogs existing proactive chat “point” solutions by providing
coupons, promotions, surveys, relevant content and contextual help in the form of FAQ, virtual assistant, chat,
click to call, and cobrowse options.
eGain Virtual Assistant™ enables businesses to offer text and speech chat interactions with one or more virtual
assistants (chatbots). Multilingual, as well as emotionally and culturally intelligent, eGain virtual assistants can
be deployed on websites and mobile devices and support seamless integration with assisted chat channels.
eGain Cobrowse™ enables phone and chat reps to show customers around the website, help locate information,
and “hand-hold” them during complex, anxiety-ridden tasks such as completing forms or checking out shopping
carts. It offers true collaborative browsing without any customer download requirement. Access to web page
views and actions is controlled through user roles and business rules.
eGain Chat™ enables website visitors to conduct text and video chats with agents. It gives representatives a
comprehensive set of tools for serving customers in real-time. eGain Chat supports two-way, “follow me” web
browsing so that agents and customers can lead each other to specific web pages for faster issue resolution. The
system’s powerful, query-specific routing and workflow maximize both agent productivity and interaction
quality.
eGain ClickToCall™ provides website visitors the ability to request a callback while browsing. Callbacks can
be scheduled according to the customer’s convenience or be established in real-time.
eGain SelfService™ is a comprehensive solution supporting what we believe is the broadest set of self-service
access options in the industry—dynamic FAQs, topic-based browsing, natural language search, guided help,
virtual assistant technology, and case tracking. eGain SelfService offers a unique combination of rich, multi-
access self-service capabilities built on a collaborative knowledge management framework within eGain
OpenCEH Platform. This framework makes it easy for organizations to create, maintain, and enhance common
content in a distributed manner, as well as leverage existing content from across the enterprise. The key modules
of this application are:
•
eGain Portals™ enables organizations to provide distinctive, productive and brand-aligned self-service
experiences. Powered by eGain Multisearch™ knowledge access technology, it brings together the power
of a broad set of knowledge access methods, federated search, process intelligence, multilingual
capabilities, and flexible look and feel—all behind a single search box—for distinctive, on-target self-
service. Customers can also view frequently asked questions, manage their own accounts, review open
tickets, and review their communications with the company within a secure, personalized environment.
•
•
•
eGain Guided Help™ gives customers interactive access to the company’s knowledge base, allowing them
to find answers and troubleshoot problems by themselves at their convenience. It uses patented search and
reasoning technology, coupled with natural language and advanced linguistic processing to search, suggest
additional questions, and recommend solutions.
eGain Widgets™ enable contextual access to knowledge and account information through mobile devices
and web pages.
eGain Survey™ helps contact centers, ecommerce sites, and customer portals connect with their customers
in a vital and immediate way by eliciting feedback at various points of contact. It enables them to measure
and improve the quality of service across all engagement channels, thereby maximizing customer retention.
6
Desktop Applications
•
•
eGain CaseManager™ is a comprehensive and a flexible case logging system. Together with eGain
Knowledge™, it provides an integrated application for logging, tracking, and resolving customer issues. It also
features follow-on task management for service fulfillment.
eGain Mail™ is an industry-leading application for processing inbound customer emails and providing
mission-critical email customer response, incorporating hundreds of best practices developed over years of
serving innovative global enterprises. Secure messaging, lifecycle audits, and real-time archival are some of the
features that provide our customers a next-generation email management platform for their enterprises.
Designed to process very high volumes of email and webform requests, eGain Mail allows companies to deliver
consistent, high-quality service through flexible process automation, optimized user interface, and powerful
reports. eGain Knowledge™ empowers contact center agents with best-practice knowledge management and
is designed to make every agent as productive and capable as the enterprise’s best agent. This application
delivers fast, consistent, and accurate answers to agents as they use the rich conversational interface while
engaging customers over the phone. eGain Knowledge uses patented search and reasoning technology coupled
with natural language and advanced linguistic processing to search, suggest additional questions, and
recommend solutions. eGain Multisearch enables simple search-based access to various types of federated
content and guided help.
Management Applications
•
eGain VIM™ helps businesses monitor, measure, and manage their omnichannel engagement infrastructure.
The VIM dashboard makes complex management tasks easy by providing a consolidated view of all contact
centers that lets managers optimize performance quickly. It offers both insight and the ability to intervene
effectively.
Messaging Applications
•
•
eGain SecureMessaging™ enables secure and authenticated messaging between a business and its
customers. It is a secure web-based portal for customers to read confidential messages, including attachments.
eGain Notify™ is a flexible, easy-to-use application for managing and delivering automatic reminders,
alerts, and updates at all stages of the customer journey. It is used to provide proactive customer service by
sending alerts to customers through multiple engagement channels across the web, email, SMS, voice, and
fax. Designed for high-volume usage, this application can easily scale to deliver millions of messages per
day in the eGain Cloud.
Flexible Deployment Options
eGain’s deployment options, we believe, are unmatched in the industry. Our customers can choose from multiple
options: on-site, cloud, managed, and solution as a service. They can even choose a hybrid model or switch from one
deployment type to another.
Cloud Operations
We serve our customers and end users from several secure data centers worldwide. Physical security features at these
facilities include 24x7 on-site security, three physical barriers and multiple access controls. The systems at these facilities
are protected by firewalls and encryption technology we utilize. Operational redundancy features include redundant power,
on-site backup generators, multiple carrier entrance facilities, and robust environmental controls and monitoring.
We employ a wide range of security features, including two-factor authentication, data encryption, encoded session
identifications and passwords. We contract with specialized security vendors to conduct regular security audits of our
infrastructure. We also employ outside vendors for 24x7 managed network security and monitoring. Every page we serve
7
is delivered encrypted to the end user via a Secure Socket Layer, or SSL, transaction. We also use encryption in our storage
systems and backup technology.
We continuously monitor the performance of our application suite using a variety of automated tools. We designed
our infrastructure with built-in redundancy for all key components. Our network includes redundant firewalls, switches
and intrusion detection systems, and incorporates failover backup for maximum uptime. We load balance at each tier in
the network infrastructure. We also designed our application server clusters so that servers can fail without interrupting
the user experience, and our database servers are clustered for failover. We regularly back up and store customer data both
on and off-site in secure locations to minimize the risk of data loss at any facility.
Customers
We serve a worldwide customer base across a wide variety of industry sectors, including retail, telecommunications,
financial services, insurance, outsourced services, technology, utilities, government, manufacturing and consumer
electronics. Our product is sold primarily to large enterprises (over $500 million in annual revenue). For the fiscal year
ended June 30, 2015, international revenue accounted for 52% and domestic revenue for 48% of total revenue, compared
to 45% and 55%, respectively, for fiscal year 2014, and 40% and 60%, respectively, for fiscal year 2013.
There was one customer that accounted for 10% of total revenue in fiscal year 2015. Two customers accounted for
16% and 10%, respectively, of total revenue in fiscal year 2014. Two customers accounted for 18% and 10%, respectively,
of total revenue in fiscal year 2013.
Competition
We compete with other application software vendors including Avaya, Inc., Genesys Telecommunications, Live
Person, Inc., and Moxie Software, Inc. In addition, we face actual or potential competition from larger software companies
such as Microsoft Corporation, Oracle Corporation, Salesforce.com, Inc and Verint KANA. that may attempt to sell
customer engagement software to their installed base. We also compete with internally developed applications within large
enterprises. Finally, we face, or expect to face, competition from software vendors who may develop toolsets and products
that allow customers to build new applications that run on the customers’ infrastructure or as hosted services.
speed and ease of implementation;
financial stability and viability of the vendor;
We believe the principal competitive factors in our market include the following:
• proven track record of customer success;
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• product functionality;
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• product adoption;
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• performance, security, scalability, flexibility and reliability of the service;
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• quality of customer support;
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• vendor reputation and brand awareness.
ease of integration with existing applications;
ease of use and rates of user adoption;
availability and quality of implementation, consulting and training services; and
low total cost of ownership and demonstrable cost-effective benefits for customers;
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Sales and Marketing
Sales Strategy
Our sales strategy is to pursue targeted accounts, mostly B2C enterprises, through a combination of our direct sales
force and partners. We target our sales efforts at enterprise companies. Our North American direct sales organization is
based at our corporate headquarters in Sunnyvale, California, with field sales presence throughout the United States.
Internationally, we have field offices in France, Germany, Ireland, Italy, India, the Netherlands and the United Kingdom.
The direct sales force is organized into teams that include sales representatives and sales consultants. Our direct sales
force is made up of two components, field sales and inside sales representatives. It is complemented by lead generation
representatives.
We also complement our direct sales force with reseller and sales alliances. We believe we are able to leverage
additional sales, marketing and deployment capabilities through these alliances.
Marketing and Partner Strategy
Our marketing strategy is to build our brand around innovative and robust products trusted by leading enterprises.
Our marketing organization focuses on public relations, analyst relations, marketing communications and demand
generation. We employ a wide range of marketing avenues to deliver our message, including print and Internet advertising,
targeted electronic and postal mailing, email newsletters, and a variety of trade shows, seminars, webinars, and interest
groups.
Our marketing group also produces sales tools, including product collateral, customer case studies, demonstrations,
presentations, and competitive analyses. In addition, the group performs market analyses and customer reviews to identify
and develop key partnership opportunities and product capabilities.
We believe that our partners help extend the breadth and depth of our product offerings, drive market penetration,
and augment our professional service capabilities. We believe these relationships are important to delivering successful,
integrated products and services to our customers, and scaling our business. Our partner portal, EcoNet™, enables us to
provide comprehensive sales, support and services information for channel partners, while enabling them to collaborate
with one another through an online forum. Partner enablement is a key focus area for our consulting and training teams
too.
As of the fiscal year ended June 30, 2015, we had 123 employees engaged in worldwide sales and marketing
activities.
Consulting and Education
Our worldwide professional services organization provides consulting and education services designed to facilitate
customer success and build customer loyalty.
• Consulting Services. Our consulting services group offers rapid implementation services, custom solution
development, and systems integration services. Consultants work with customers to understand their specific
requirements, analyze their business needs, and implement integrated solutions. We provide these services
independently or in partnership with system integrators who have developed consulting expertise on our
platform.
• Education Services. Our education services group provides a comprehensive set of basic and customized
training programs to our customers and partners in addition to online tutorial modules for ongoing refresher
courses. Training programs are offered either in-person at the customer site, or at one of our worldwide training
centers.
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As of fiscal year ended June 30, 2015, we had 129 professionals providing worldwide services for systems
installation, solutions development, application management, and education.
Customer Success
We offer a comprehensive collection of support services designed to rapidly respond to inquiries. Our technical
support services are available to customers worldwide under maintenance agreements. Our customer success strategy is to
provide dedicated customer support account managers for large enterprise customers. The customer success team uses
eGain’s own software suite to provide world-class service to all our customers through support centers located in
California, the United Kingdom, and India.
As of the fiscal year ended June 30, 2015, there were 55 employees engaged in worldwide customer support services
and 35 employees engaged in worldwide cloud services and maintenance support.
Research and Development
The market for our products changes rapidly and is characterized by evolving industry standards, swift changes in
customer requirements, and frequent new product introductions and enhancements. We believe that strong product
development capabilities are essential to our strategy of maintaining technology leadership. This includes enhancing
current technology, providing excellent quality, performance, and functionality, as well as developing additional
applications, and maintaining the competitiveness of our product and service offerings. We have invested significant time
and resources to set up a comprehensive software development process that involves several functional groups at all levels
within our organization and is designed to provide a framework for defining and addressing the activities required in
bringing product concepts and development projects to market successfully.
In addition, we continuously analyze market and customer requirements and evaluate technology that we believe
will enhance platform acceptance in the market. As a result of this process, we acquired Exony Limited in August 2014.
As of the fiscal year ended June 30, 2015, we had 159 employees engaged in worldwide product development
activities. We spent approximately $16.0 million on research and development in fiscal year 2015, and $10.0 million and
$8.4 million, respectively, in fiscal years 2014 and 2013.
Intellectual Property
We regard our intellectual property as critical to our success. We rely on intellectual property and other laws, in
addition to confidentiality procedures and licensing arrangements, to protect the proprietary aspects of our technology and
business.
As of June 30, 2015, we had four issued patents in the United States and one issued patent outside of the United
States. In addition, we have a number of pending patent applications in the United States and in other countries, including
provisional and non-provisional filings. Our issued U.S. patents expire at various times between 2028 and 2034.
We continually assess the propriety of seeking intellectual property protection for those aspects of our technology
that we believe constitute innovations providing significant competitive advantages. Future applications may or may not
receive the issuance of valid patents or registered trademarks.
We routinely require our employees, customers, and potential business partners to enter into confidentiality and
nondisclosure agreements before we will disclose any sensitive aspects of our products, technology, or business plans. In
addition, we require employees to agree to surrender to us any proprietary information, inventions or other intellectual
property they generate or come to possess while employed by us. Despite our efforts to protect our proprietary rights
through confidentiality and license agreements, unauthorized parties may attempt to copy or otherwise obtain and use our
products or technology. These precautions may not prevent misappropriation or infringement of our intellectual property.
In addition, some of our license agreements with certain customers and partners require us to place the source code for our
products into escrow. These agreements typically provide that some party will have a limited, non-exclusive right to access
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and use this code as authorized by the license agreement if there is a bankruptcy proceeding instituted by or against us, or
if we materially breach a contractual commitment to provide support and maintenance to the party.
Employees
As of the fiscal year ended June 30, 2015, we had 562 full-time employees, of which 159 were in product
development, 219 in services and support, 123 in sales and marketing, and 61 in finance and administration.
None of our employees are covered by collective bargaining agreements. While we believe our relations with our
employees are good, our future performance depends largely upon the continued service of our key technical, sales and
marketing, and senior management personnel, none of whom are bound by employment agreements requiring service for
a defined period of time.
Available Information
We were incorporated in Delaware in September 1997, and our website is located at www.egain.com. We make
available free of charge on our website our annual reports on Form 10-K, quarterly reports on Form 10-Q, current reports
on Form 8-K and amendments to those reports, as soon as reasonably practicable after we electronically file or furnish
such materials to the Securities and Exchange Commission. Our website and the information contained therein or
connected thereto are not intended to be incorporated into this Annual Report on Form 10-K.
ITEM 1A. RISK FACTORS
The risks and uncertainties described below are not the only ones facing us. Other events that we do not currently
anticipate or that we currently deem immaterial also may affect our results of operations, cash flows and financial
condition.
Our business is influenced by a range of factors that are beyond our control and that we have no comparative
advantage in forecasting. These include:
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general economic and business conditions;
currency exchange rate fluctuations;
the overall demand for enterprise software and services;
customer acceptance of cloud-based solutions;
governmental budgetary constraints or shifts in government spending priorities; and
general political developments.
The global economic climate continues to influence our business such as, a general tightening in the credit markets,
lower levels of liquidity, increases in the rates of default and bankruptcy, and extreme volatility in credit, equity and fixed
income markets. These macroeconomic developments negatively affected, and could continue to negatively affect, our
business, operating results or financial condition which, in turn, could adversely affect our stock price. A general
weakening of, and related declining corporate confidence in, the global economy or the curtailment in government or
corporate spending could cause current or potential customers to reduce their technology budgets or be unable to fund
software or services purchases, which could cause customers to delay, decrease or cancel purchases of our products and
services or cause customers not to pay us or to delay paying us for previously purchased products and services.
Our hybrid revenue model may affect our operating results.
We have a hybrid delivery model meaning that we offer our solutions on a subscription or perpetual license basis to
our customers. For perpetual license transactions, the license revenue amount is generally recognized in the quarter delivery
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and acceptance of our software takes place. Whereas, for subscription transactions, the revenue is recognized ratably over
the term of the contract, which is typically 12 to 36 months. As a result, our total revenue may increase or decrease in
future quarters as a result of the timing and mix of license and subscriptions transactions. This could be exacerbated as
more customers select our subscription solution over our perpetual licensed solution; causing us to increase the amount of
revenue recognized ratably over the life of the contract therefore resulting in a decrease in our total revenue in the short-
term.
Our revenue and operating results have fluctuated in the past and are likely to fluctuate in the future, and because
we recognize revenue from subscriptions over a period of time, downturns in revenue may not be immediately
reflected in our operating results.
Because we recognize recurring revenue and maintenance revenue ratably over the terms of the related
subscription agreements and maintenance support agreements, most of our revenue each quarter results from recognition
of deferred revenue related to agreements entered into during previous quarters. Consequently, declines in new or renewed
subscription agreements and maintenance agreements that occur in one quarter will largely be felt in future quarters, both
because we may be unable to generate sufficient new revenue to offset the decline and because we may be unable to adjust
our operating costs and capital expenditures to align with the changes in revenue. Our subscription model makes it more
difficult for us to increase our revenue rapidly in any period, because revenue from new customers must be recognized
over the applicable subscription term. Furthermore, although our business model is primarily focused on recurring revenue,
we anticipate continuing to recognize license revenue, particularly with international customers. License revenue is
difficult to forecast and is likely to fluctuate due to many factors that are beyond our control including transition of license
customers to recurring revenue models. Accordingly, we believe that period-to-period comparisons of our results of
operations should not be relied upon as definitive indicators of future performance.
Other factors that may cause our revenue and operating results to fluctuate include:
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timing of customer budget cycles;
the priority our customers place on our products compared to other business investments;
technical difficulties, errors or service interruptions in our solutions that may cause customer dissatisfaction
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• size, timing and contract terms of new customer contracts, and unpredictable and often lengthy sales cycles;
• reduced renewals;
• competitive factors, including new product introductions, upgrades and discounted pricing or special payment
terms offered by our competitors, as well as strategic actions by us or our competitors, such as acquisitions,
divestitures, spin-offs, joint ventures, strategic investments or changes in business strategy;
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with solutions;
• consolidation among our customers, which may alter their buying patterns, or business failures that may reduce
demand for our solutions;
• operating expenses associated with expansion of our sales force or business, and our product development
efforts;
• cost, timing and management efforts related to the introduction of new features to our solutions;
• our ability to obtain, maintain and protect our intellectual property rights and adequately safeguard the
information imported to our solutions or otherwise provided to us by our customers; and
• extraordinary expenses such as impairment charges, litigation or other payments related to settlement of
dispute.
Any of these developments may adversely affect our revenue, operating results and financial condition.
Furthermore, we maintain an allowance for doubtful accounts for estimated losses resulting from the inability of our
customers to make required payments. In such cases, we may be required to defer revenue recognition on sales to affected
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customers. In the future, we may have to record additional reserves or write-offs, or defer revenue on sales transactions,
which could negatively impact our financial results.
If we are unable to increase the profitability of our recurring revenue products and services, experience significant
customer attrition, or if we are required to defer recognition of revenue, our operating results could be adversely
affected.
We have invested, and expect to continue to invest, substantial resources to expand, market, and implement and
refine our recurring revenue products and services offerings. Our business model shift to recurring revenues, and our cloud
services in particular, has generally generated much lower gross margins than our traditional perpetual license sales. If we
are unable to increase the volume of our cloud business to offset the lower margins, we may not be able to achieve sustained
profitability.
In order to sustain or increase our recent operating profitability, we must improve gross margins in our recurring
revenue product and services offerings. Factors that could harm our ability to improve our gross margins include:
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increased costs to license and maintain third party software embedded in our software applications or the
cost to create or substitute such third party software if it can no longer be licensed on commercially
reasonable terms;
our inability to maintain or increase the prices customers pay for our products and services based on
competitive pricing pressures and general economic conditions limiting customer demand;
increased cost of third party services providers, including data centers for our cloud operations and
professional services contractors performing implementation and technical support services to cloud
customers;
customer contractual requirements that delay revenue recognition until customer implementations
commence production operations or customer-specific requirements are met;
significant attrition as customers decide for their own economic or other reasons to not renew their cloud
contracts when they are up for renewal could negatively impact the efficiency of our data centers and lead
to the costs being spread over fewer customers negatively impacting gross margin;
the inability to implement, or delays in implementing, technology-based efficiencies and efforts to
streamline and consolidate processes to reduce operating costs; and
higher wage and benefits costs for our existing personnel or the need to increase the number of our
employees to support increasing customer demands for our professional services, technical support or
general operations.
If we are unable to increase our recurring revenue gross margins, our ability to sustain or increase our operating
profits will be hindered and our operating results and financial condition will be adversely affected.
Because we recognize revenue from subscriptions for our service over the term of the subscription, downturns or
upturns in new business may not be immediately reflected in our operating results.
We generally recognize subscription revenue from customers ratably over the terms of their subscription agreements,
which are typically 12 to 36 months. As a result, most of the revenue we report in each quarter is the result of subscription
agreements entered into during previous quarters. Consequently, a decline in new or renewed subscriptions in any one quarter
may not be reflected in our revenue results for that quarter. Any such decline, however, will negatively affect our revenue in
future quarters. Accordingly, the effect of significant downturns in sales and market acceptance of our service, and potential
changes in our rate of renewals may not be fully reflected in our results of operations until future periods. Our subscription
model also makes it difficult for us to rapidly increase our revenue through additional sales in any period, as revenue from
new customers must be recognized over the applicable subscription term.
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We cannot accurately predict subscription renewal or upgrade rates and the impact these rates may have on our
future revenue and operating results.
Our customers have no obligation to renew their subscriptions for our service after the expiration of their initial
subscription period, which is typically 12 to 36 months, and in fact, some customers have elected not to renew. In addition,
our customers may renew for fewer subscriptions, renew for shorter contract lengths, or renew for lower cost editions of
our service. We cannot accurately predict renewal rates given our varied customer base of enterprise and small and medium
size business customers and the number of multiyear subscription contracts. Our renewal rates may decline or fluctuate as
a result of a number of factors, including customer dissatisfaction with our service, customers’ spending levels, decreases
in the number of users at our customers, pricing changes and deteriorating general economic conditions. If our customers
do not renew their subscriptions for our service or reduce the number of paying subscriptions at the time of renewal, our
revenue will decline and our business will suffer.
Our future success also depends in part on our ability to sell additional features and services, more subscriptions or
enhanced editions of our service to our current customers. This may also require increasingly sophisticated and costly sales
efforts that are targeted at senior management. Similarly, the rate at which our customers purchase new or enhanced services
depends on a number of factors, including general economic conditions and that our customers do not react negatively to any
price changes related to these additional features and services. If our efforts to upsell to our customers are not successful and
negative reaction occurs, our business may suffer.
Our credit agreement contains restrictive and financial covenants that may limit our operational flexibility.
Furthermore, if we default on our obligations under the credit agreement, our operations may be interrupted and
our business and financial results could be adversely affected.
In November 2014, we entered into a credit agreement with Wells Fargo Bank, National Association (“Wells
Fargo”), under which Wells Fargo agreed to provide a term loan in the amount of $10.0 million (“Term”) and revolving
loan to us in an amount not to exceed $10.0 million ("Revolver"), Term and Revolver (collectively, the “Loans”). In
September 2015, we increased the maximum borrowing amount of the Revolver to $15.0 million. The Loans contain a
number of restrictive covenants, and its terms may restrict our current and future operations, including:
• our flexibility to plan for, or react to, changes in our business and industry conditions;
• our ability to use our cash flows, or obtain additional financing, for future working capital, capital
expenditures, acquisitions or other general corporate purposes;
• place us at a competitive disadvantage compared to our less leveraged competitors; and
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increase our vulnerability to the impact of adverse economic and industry conditions.
In addition, if we fail to comply with the covenants or payment obligations specified in the Loans, we may trigger
an event of default and Wells Fargo would have the right to: (i) terminate its commitment to provide additional loans under
the Loans, and (ii) declare all borrowings outstanding, together with accrued and unpaid interest and fees, to be
immediately due and payable. In addition, Wells Fargo would have the right to proceed against the Loans collateral, which
consists of substantially all our assets. If the debt under the Loans were to be accelerated, we may not have sufficient cash
or be able to sell sufficient collateral to repay this debt, which would have an immediate material adverse effect on our
business, results of operations and financial condition
Our lengthy sales cycles and the difficulty in predicting timing of sales or delays may impair our operating results.
The long sales cycle for our products may cause license revenue and operating results to vary significantly from
period to period. The sales cycle for our products can be six months or more and varies substantially from customer to
customer. Because we sell complex and deeply integrated solutions, it can take many months of customer education to
secure sales. Because our potential customers may evaluate our products before, if ever, executing definitive agreements,
we may incur substantial expenses and spend significant management effort in connection with the potential customer.
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Our multi-product offering and the increasingly complex needs of our customers contribute to a longer and unpredictable
sales cycle. Consequently, we often face difficulty predicting the quarter in which expected sales will actually occur. This
contributes to the uncertainty and fluctuations in our future operating results. In particular, the corporate decision-making
and approval process of our customers and potential customers has become more complicated. This has caused our average
sales cycle to further increase and, in some cases, has prevented the closure of sales that we believed were likely to close.
In addition, historically our license sales have comprised a relatively small number of high value transactions;
consequently, we may miss our revenue forecasts and may incur expenses that are not offset by corresponding revenue
from the delay in even one transaction.
We may need additional capital, and raising such additional capital may be difficult or impossible and will likely
significantly dilute existing stockholders.
We believe that existing capital resources will enable us to maintain current and planned operations for the next 12
months. However, our working capital requirements in the foreseeable future are subject to numerous risks and will depend
on a variety of factors, in particular, whether we maintain or exceed the level of revenue achieved in fiscal year 2016 and
that customers continue to pay on a timely basis. We may need to secure additional financing due to unforeseen or
unanticipated market conditions. We may try to raise additional funds through public or private financings, strategic
relationships, or other arrangements. Such financing may be difficult to obtain on terms acceptable to us, if at all. If we
succeed in raising additional funds through the issuance of equity or convertible securities, then the issuance could result
in substantial dilution to existing stockholders. If we raise additional funds through the issuance of debt securities or
preferred stock, these new securities would have rights, preferences, and privileges senior to those of the holders of our
common stock. The terms of these securities could impose restrictions on our operations.
Because we depend on a relatively small number of customers for a substantial portion of our revenue, the loss of
any of these customers or our failure to attract new significant customers could adversely impact our revenue and
harm our business
We have in the past and expect in the future to derive a substantial portion of our revenue from sales to a relatively
small number of customers. The composition of these customers has varied in the past, and we expect that it will continue
to vary over time. As a result, the loss of any significant customer or a decline in business with any significant customer
would materially and adversely affect our financial condition and results of operations.
As we acquire companies or technologies, we may not realize the expected business benefits, the acquisitions could
prove difficult to integrate, disrupt our business, dilute stockholder value and adversely affect our operations.
As part of our business strategy, we periodically make investments in, or acquisitions of, complementary businesses,
joint ventures, services and technologies and intellectual property rights, and we expect that we will continue to make such
investments and acquisitions in the future. In August 2014, we acquired Exony Ltd. Acquisitions and investments involve
numerous risks, including:
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the potential failure to achieve the expected benefits of the combination or acquisition;
difficulties in and the cost of integrating operations, technologies, services and personnel;
diversion of financial and managerial resources from existing operations;
risk of entering new markets in which we have little or no experience or where competitors may have stronger
market positions;
potential write-offs of acquired assets or investments, and potential financial and credit risks associated with
acquired customers;
potential loss of key employees;
inability to generate sufficient revenue to offset acquisition or investment costs;
the inability to maintain relationships with customers and partners of the acquired business;
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the difficulty of transitioning the acquired technology onto our existing platforms and maintaining the security
standards consistent with our other services for such technology;
potential unknown liabilities associated with the acquired businesses;
unanticipated expenses related to acquired technology and its integration into existing technology;
negative impact to our results of operations because of the depreciation and amortization of amounts related to
acquired intangible assets, fixed assets and deferred compensation, and the loss of acquired deferred revenue
and unbilled deferred revenue;
delays in customer purchases due to uncertainty related to any acquisition;
the need to implement controls, procedures and policies at the acquired company;
challenges caused by distance, language and cultural differences;
in the case of foreign acquisitions, the challenges associated with integrating operations across different
cultures and languages and any currency and regulatory risks associated with specific countries; and
the tax effects of any such acquisitions.
In addition, if we finance acquisitions by issuing equity or convertible or other debt securities or loans, our existing
stockholders may be diluted, or we could face constraints related to the terms of repayment obligations related to the
incurrence of indebtedness which could affect the market price of our common stock. Further, if we fail to properly evaluate
and execute acquisitions or investments, our business operations and prospects may be seriously harmed.
We must compete successfully in our market segment.
The market for customer engagement software is intensely competitive. Other than product innovation and existing
customer relationships, there are no substantial barriers to entry in this market, and established or new entities may enter
this market in the future. While software internally developed by enterprises represents indirect competition, we also
compete directly with packaged application software vendors, including Avaya, Inc., Genesys Telecommunications,
LivePerson, Inc., and Moxie Software, Inc. In addition, we face actual or potential competition from larger software
companies such as Microsoft Corporation, Oracle Corporation, Salesforce.com, Inc. and similar companies that may
attempt to sell customer engagement software to their installed base.
We believe competition will continue to be fierce as current competitors increase the sophistication of their offerings
and as new participants enter the market. Many of our current and potential competitors have longer operating histories,
larger customer bases, broader brand recognition, and significantly greater financial, marketing and other resources. With
more established and better-financed competitors, these companies may be able to undertake more extensive marketing
campaigns, adopt more aggressive pricing policies, and make more attractive offers to businesses to induce them to use
their products or services.
If we fail to expand and improve our sales performance and marketing activities, we may be unable to grow our
business, negatively impacting our operating results and financial condition.
Expansion and growth of our business is dependent on our ability to expand our sales force and on the ability of our
sales force to increase sales. If we are not able to effectively develop and maintain awareness of our products in a cost-
effective manner, we may not achieve widespread acceptance of our existing and future products. This may result in a
failure to expand and attract new customers and enhance relationships with existing customers. This may impede our
efforts to improve operations in other areas of the Company and may result in declines in the market price of our common
stock.
Due to the complexity of our customer engagement hub platform and related products and services, we must utilize
highly trained sales personnel to educate prospective customers regarding the use and benefits of our products and services
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as well as provide effective customer support. If we have turnover in our sales and marketing teams, we may not be able
to successfully compete with those of our competitors.
Our failure to develop and expand strategic and third party distribution channels would impede our revenue
growth.
Our success and future growth depends in part upon the skills, experience, performance and continued service of our
distribution partners, including software and hardware vendors and resellers. We engage with distribution partners in a
number of ways, including assisting us to identify prospective customers, to distribute our products in geographies where
we do not have a physical presence and to distribute our products where they are considered complementary to other third
party products distributed by the partner. We believe that our future success depends in part upon our ability to develop
and expand strategic, long term and profitable partnerships and reseller relationships. If we are unable to do so, or if any
existing or future distribution partners fail to successfully market, resell, implement or support our products for their
customers, or if distribution partners represent multiple providers and devote greater resources to market, resell, implement
and support competing products and services, our future revenue growth could be impeded. Our failure to develop and
expand relationships with systems integrators could harm our business.
We sometimes rely on system integrators to recommend our products to their customers and to install and support
our products for their customers. We likewise depend on broad market acceptance by these system integrators of our
product and service offerings. Our agreements generally do not prohibit competitive offerings and system integrators may
develop market or recommend software applications that compete with our products. Moreover, if these firms fail to
implement our products successfully for their customers, we may not have the resources to implement our products on the
schedule required by their customers. To the extent we devote resources to these relationships and the partnerships do not
proceed as anticipated or provide revenue or other results as anticipated, our business may be harmed. Once partnerships
are forged, there can be no guarantee that such relationships will be renewed in the future or available on acceptable terms.
If we lose strategic third party relationships, fail to renew or develop new relationships, or fail to fully exploit revenue
opportunities within such relationships, our results of operations and future growth may suffer.
Our international operations involve various risks.
We derived 52% of our revenue from international sales for the fiscal year 2015 compared to 45% for the fiscal year
2014, and 40% for fiscal year 2013. Including those discussed above, our international sales operations are subject to a number
of specific risks, such as:
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general economic conditions in each country or region in which we do or plan to do business;
foreign currency fluctuations and imposition of exchange controls;
expenses associated with complying with differing technology standards and language translation issues;
difficulty and costs in staffing and managing our international operations;
difficulties in collecting accounts receivable and longer collection periods;
health or similar issues, such as a pandemic or epidemic;
various trade restrictions and tax consequences;
hostilities in various parts of the world; and
reduced intellectual property protections in some countries.
As of June 30, 2015, approximately 41% of our workforce was employed in India. Of these employees, 42% are
allocated to research and development. Although the movement of certain operations internationally was principally
motivated by cost cutting, the continued management of these remote operations requires significant management attention
and financial resources that could adversely affect our operating performance. In addition, with the significant increase in
the numbers of foreign businesses that have established operations in India, the competition to attract and retain employees
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there has increased significantly. As a result of the increased competition for skilled workers, we experienced increased
compensation costs and expect these costs to increase in the future. Our reliance on our workforce in India makes us
particularly susceptible to disruptions in the business environment in that region. In particular, sophisticated
telecommunications links, high-speed data communications with other eGain offices and customers, and overall
consistency and stability of our business infrastructure are vital to our day-to-day operations, and any impairment of such
infrastructure will cause our financial condition and results to suffer. The maintenance of stable political relations between
the United States, European Union and India are also of great importance to our operations.
Any of these risks could have a significant impact on our product development, customer support, or professional
services. To the extent the benefit of maintaining these operations abroad does not exceed the expense of establishing and
maintaining such activities, our operating results and financial condition will suffer.
Difficulties in implementing our products could harm our revenue and margins.
We generally recognize license revenue from a customer sale when persuasive evidence of an arrangement exists,
the product has been delivered, the arrangement does not involve significant customization of the software, the license fee
is fixed or determinable and collection of the fee is probable. If an arrangement requires significant customization or
implementation services from us, recognition of the associated license and service revenue could be delayed. The timing
of the commencement and completion of these services is subject to factors that may be beyond our control, as this process
requires access to the customer’s facilities and coordination with the customer’s personnel after delivery of the software.
In addition, customers could cancel or delay product implementations. Implementation typically involves working with
sophisticated software, computing and communications systems. If we experience difficulties with implementation or do
not meet project milestones in a timely manner, we could be obligated to devote more customer support, engineering and
other resources to a particular project. Some customers may also require us to develop customized features or capabilities.
If new or existing customers cancel or have difficulty deploying our products or require significant amounts of our
professional services, support, or customized features, revenue recognition could be cancelled or further delayed and our
costs could increase, causing increased variability in our operating results.
Our reserves may be insufficient to cover receivables we are unable to collect.
We assume a certain level of credit risk with our customers in order to do business. Conditions affecting any of our
customers could cause them to become unable or unwilling to pay us in a timely manner, or at all, for products or services
we have already provided them. In the past, we have experienced collection delays from certain customers, and we cannot
predict whether we will continue to experience similar or more severe delays in the future. Although we have established
reserves to cover losses due to delays or inability to pay, there can be no assurance that such reserves will be sufficient to
cover our losses. If losses due to delays or inability to pay are greater than our reserves, it could harm our business,
operating results and financial condition.
We may be subject to legal liability and/or negative publicity for the services provided to consumers via our
technology platforms.
Our technology platforms enable representatives of our customers as well as individual service providers to
communicate with consumers and other persons seeking information or advice on the Internet. The law relating to the
liability of online platform providers such as us for the activities of users of their online platforms is often challenged in
the U.S. and internationally. We may be unable to prevent users of our technology platforms from providing negligent,
unlawful or inappropriate advice, information or content via our technology platforms, or from behaving in an unlawful
manner, and we may be subject to allegations of civil or criminal liability for negligent, fraudulent, unlawful or
inappropriate activities carried out by users of our technology platforms.
Claims could be made against online services companies under both U.S. and foreign law such as fraud, defamation,
libel, invasion of privacy, negligence, copyright or trademark infringement, or other theories based on the nature and
content of the materials disseminated by users of our technology platforms. In addition, domestic and foreign legislation
has been proposed that could prohibit or impose liability for the transmission over the Internet of certain types of
18
information. Our defense of any of these actions could be costly and involve significant time and attention of our
management and other resources.
The Digital Millennium Copyright Act, or DMCA, is intended, among other things, to reduce the liability of online
service providers for listing or linking to third party web properties that include materials that infringe copyrights or rights
of others. Additionally, portions of The Communications Decency Act, or CDA, are intended to provide statutory
protections to online service providers who distribute third party content. A safe harbor for copyright infringement is also
available under the DMCA to certain online service providers that provide specific services, if the providers take certain
affirmative steps as set forth in the DMCA. Important questions regarding the safe harbor under the DMCA and the CDA
have yet to be litigated, and we cannot guarantee that we will meet the safe harbor requirements of the DMCA or of the
CDA. If we are not covered by a safe harbor, for any reason, we could be exposed to claims, which could be costly and
time-consuming to defend.
Unplanned system interruptions and capacity constraints and failure to effect efficient transmission of customer
communications and data over the Internet could harm our business and reputation.
Our customers have in the past experienced some interruptions with eGain cloud operations. We believe that these
interruptions will continue to occur from time to time. These interruptions could be due to hardware and operating system
failures. As a result, our business will suffer if we experience frequent or long system interruptions that result in the
unavailability or reduced performance of our hosted operations or reduce our ability to provide remote management
services. We expect to experience occasional temporary capacity constraints due to sharply increased traffic or other
Internet-wide disruptions, which may cause unanticipated system disruptions, slower response times, impaired quality, and
degradation in levels of customer service. If this were to continue to happen, our business and reputation could be seriously
harmed.
The growth in the use of the Internet has caused interruptions and delays in accessing the Internet and transmitting
data over the Internet. Interruptions also occur due to systems burdens brought on by unsolicited bulk email or “Spam,”
malicious service attacks and hacking into operating systems, viruses, worms and a “Trojan” horse, the proliferation of
which is beyond our control and may seriously impact our and our customers’ businesses.
Because we provide Cloud-based software, interruptions or delays in Internet transmissions will harm our customers’
ability to receive and respond to online interactions. Therefore, our market depends on ongoing improvements being made
to the entire Internet infrastructure to alleviate overloading and congestion.
Our success largely depends on the efficient and uninterrupted operation of our computer and communications
hardware and network systems. A significant amount of our computer and communications systems are located in
Sunnyvale, California. Due to our location, our systems and operations are vulnerable to damage or interruption from fire,
earthquake, power loss, telecommunications failure and similar events.
We do maintain a business continuity plan for our customers in the event of an outage. We maintain other co-
locations for the purposes of disaster recovery as well as maintaining back up’s of our customer’s information. We provide
premium disaster recovery and standard disaster recovery to our customers. If a customer opts not to pay for premium
disaster recovery, we will only assure that their data is available within 72 hours. This delay could cause severe disruptions
to our customers’s customers and may result in our customers termination of our solutions. Our premium disaster recovery
service provides for an alternative data center and a return to operations within one business day.
We have entered into service agreements with some of our customers that require minimum performance standards,
including standards regarding the availability and response time of our remote management services. If we fail to meet
these standards, our customers could terminate their relationships with us, and we could be subject to contractual refunds
and service credits to customers. Any unplanned interruption of services may harm our ability to attract and retain
customers.
19
If our security measures are breached and unauthorized access is obtained to a customer’s data or our data or our
IT systems, our service may be perceived as not being secure, customers may curtail or stop using our service and
we may incur significant legal and financial exposure and liabilities.
Our service involves the storage and transmission of customers’ proprietary information, and security breaches could
expose us to a risk of loss of this information, litigation and possible liability. These security measures may be breached
as a result of third-party action, including intentional misconduct by computer hackers, employee error, malfeasance or
otherwise and result in someone obtaining unauthorized access to our customers’ data or our data, including our intellectual
property and other confidential business information, or our IT systems. Additionally, third parties may attempt to
fraudulently induce employees or customers into disclosing sensitive information such as user names, passwords or other
information in order to gain access to our customers’ data or our data or IT systems. Because the techniques used to obtain
unauthorized access, or to sabotage systems, change frequently and generally are not recognized until launched against a
target, we may be unable to anticipate these techniques or to implement adequate preventative measures. In addition, our
customers may authorize third party access to their customer data located in our cloud environment. Because we do not
control the transmissions between customer authorized third parties, or the processing of such data by customer authorized
third parties, we cannot ensure the integrity or security of such transmissions or processing. Any security breach could
result in a loss of confidence in the security of our service, damage our reputation, negatively impact our future sales,
disrupt our business and lead to legal liability.
The terms we agree to in our Service Level Agreements or other contracts may result in increased costs or liabilities,
which would in turn affect our results of operations.
Our Service Level Agreement (SLA) includes indemnification provisions and provides for service credits for system
unavailability, and loss, damage or costs resulting from use of our system. If we were required to provide any of these in
a material way, our results of operations would suffer.
We have been and may in the future be sued by third parties for various claims including alleged infringement of
proprietary rights.
We are involved in various legal matters arising from the normal course of business activities. These may include
claims, suits, and other proceedings involving alleged infringement of third-party patents and other intellectual property
rights, and commercial, labor and employment, and other matters.
The software and Internet industries are characterized by the existence of a large number of patents, trademarks and
copyrights and by frequent litigation based on allegations of infringement or other violations of intellectual property rights.
We have received in the past and may receive in the future communications from third parties claiming that we or our
customers have infringed the intellectual property rights of others. In addition we have been, and may in the future be, sued
by third parties for alleged infringement of their claimed proprietary rights. Our technologies and those of our customers may
be subject to injunction if they are found to infringe the rights of a third party or we may be required to pay damages, or both.
Many of our agreements require us to indemnify our customers for third-party intellectual property infringement claims,
which would increase the cost to us of an adverse ruling on such a claim.
The outcome of any litigation, regardless of its merits, is inherently uncertain. Any claims and lawsuits, and the
disposition of such claims and lawsuits, could be time-consuming and expensive to resolve, divert management attention
from executing our business plan, lead to attempts on the part of other parties to pursue similar claims and, in the case of
intellectual property claims, require us to change our technology, change our business practices or pay monetary damages,
or enter into short- or long-term royalty or licensing agreements.
Any adverse determination related to intellectual property claims or other litigation could prevent us from offering
our service to others, could be material to our financial condition or cash flows, or both, or could otherwise adversely affect
our operating results. In addition, depending on the nature and timing of any such dispute, a resolution of a legal matter
could materially affect our future results of operation or cash flows or both.
20
We rely on trademark, copyright, trade secret laws, contractual restrictions and patent rights to protect our
intellectual property and proprietary rights and if these rights are impaired, then our ability to generate revenue
will be harmed.
If we fail to protect our intellectual property rights adequately, our competitors might gain access to our technology,
and our business might be harmed. In addition, defending our intellectual property rights might entail significant expense.
Any of our trademarks or other intellectual property rights may be challenged by others or invalidated through
administrative process or litigation. While we have some U.S. patents and pending U.S. patent applications, we may be
unable to obtain patent protection for the technology covered in our patent applications. In addition, our existing patents
and any patents issued in the future may not provide us with competitive advantages, or may be successfully challenged
by third parties. Furthermore, legal standards relating to the validity, enforceability and scope of protection of intellectual
property rights are uncertain. Effective patent, trademark, copyright and trade secret protection may not be available to us
in every country in which our service is available. The laws of some foreign countries may not be as protective of
intellectual property rights as those in the U.S., and mechanisms for enforcement of intellectual property rights may be
inadequate. Accordingly, despite our efforts, we may be unable to prevent third parties from infringing upon or
misappropriating our intellectual property.
We might be required to spend significant resources to monitor and protect our intellectual property rights. We may
initiate claims or litigation against third parties for infringement of our proprietary rights or to establish the validity of our
proprietary rights. Any litigation, whether or not it is resolved in our favor, could result in significant expense to us and
divert the efforts of our technical and management personnel.
Our failure or inability to develop non-infringing technology or license the proprietary rights on a timely basis
would harm our business.
Our products may infringe issued patents that may relate to our products because patent applications in the United
States are not publicly disclosed until the patent is issued, applications may have been filed which relate to our software
products. We may be subject to legal proceedings and claims from time to time in the ordinary course of our business,
including claims of alleged infringement of the patents and other intellectual property rights of third parties. Intellectual
property litigation is expensive, time consuming, and could divert management’s attention away from running our
business. This litigation could also require us to develop non-infringing technology or enter into royalty or license
agreements. These royalty or license agreements, if required, may not be available on acceptable terms, if at all, in the
event of a successful claim of infringement.
Software errors could be costly and time-consuming for us to correct, and could harm our reputation and impair
our ability to sell our solutions.
Our solutions are based on complex software that may contain errors, or "bugs," that could be costly to correct,
harm our reputation and impair our ability to sell our solutions to new customers. Moreover, customers relying on our
solution may be more sensitive to such errors, and potential security vulnerabilities and business interruptions for these
applications. If we incur substantial costs to correct any errors of this nature, our operating margins could be adversely
affected. Because our customers depend on our solutions for critical business functions, any service interruptions could
result in lost or delayed market acceptance and lost sales, higher service-level credits and warranty costs, diversion of
development resources and product liability suits.
Our stock price has demonstrated volatility and continued market conditions may cause declines or fluctuations.
The price at which our common stock trades has been and will likely continue to be highly volatile and show wide
fluctuations due to factors such as the following:
•
•
concerns related to liquidity of our stock;
actual or anticipated fluctuations in our operating results, our ability to meet announced or anticipated
profitability goals and changes in or failure to meet securities analysts’ expectations;
21
•
•
•
•
announcements of technological innovations and/or the introduction of new services by us or our competitors;
developments with respect to intellectual property rights and litigation, regulatory scrutiny and new legislation;
conditions and trends in the Internet and other technology industries; and
general market and economic conditions.
Furthermore, the stock market has recently and in the past experienced significant price and volume fluctuations that
have affected the market prices for the common stock of technology companies, regardless of the specific operating
performance of the affected company. These broad market fluctuations may cause the market price of our common stock
to decline.
Our insiders who are significant stockholders may control the election of our board and may have interests that
conflict with those of other stockholders.
Our directors and executive officers, together with their affiliates and members of their immediate families,
beneficially owned, in the aggregate, approximately 39% of our outstanding capital stock as of our record date,
September 8, 2015. As a result, acting together, this group has the ability to exercise significant control over most matters
requiring our stockholders’ approval, including the election and removal of directors and significant corporate transactions.
Our offshore product development, support and professional services may prove difficult to manage or may not
allow us to realize our cost reduction goals, produce effective new solutions and provide professional services to
drive growth.
We use offshore resources to perform new product and services development and provide support and
professional consulting efforts, which requires detailed technical and logistical coordination. We must ensure that our
international resources and personnel are aware of and understand development specifications and customer support, as
well as implementation and configuration requirements and that they can meet applicable timelines. If we are unable to
maintain acceptable standards of quality in support, product development and professional services, our attempts to reduce
costs and drive growth through new products and margin improvements in technical support and professional services may
be negatively impacted, which would adversely affect our results of operations. Outsourcing services to offshore providers
may expose us to misappropriation of our intellectual property or that of our customers, or make it more difficult to defend
intellectual property rights in our technology.
If we are unable to hire and retain key personnel, our business and results of operations would be negatively
affected.
Our success will also depend in large part on the skills, experience and performance of our senior management,
engineering, sales, marketing and other key personnel. The loss of the services of any of our senior management or other
key personnel, including our Chief Executive Officer and co-founder, Ashutosh Roy, could harm our business.
Additionally, an increase in attrition in the Indian workforce on which we rely for research and development would have
significant negative effects on us and our results of operations. If we cannot hire and retain qualified personnel, our ability
to expand our business would be impaired and our results of operations would suffer.
Privacy concerns and laws, evolving regulation of cloud computing, cross-border data transfer restrictions and
other domestic or foreign regulations may limit the use and adoption of our solutions and adversely affect our
business.
Regulation related to the provision of services on the Internet is increasing, as federal, state and foreign governments
continue to adopt new laws and regulations addressing data privacy and the collection, processing, storage and use of
personal information. In some cases foreign data privacy laws and regulations, such as the European Union’s Data
Protection Directive, and the country-specific regulations that implement that directive, also govern the processing of
personal information. Further, laws are increasingly aimed at the use of personal information for marketing purposes, such
as the European Union’s e-Privacy Directive, and the country-specific regulations that implement that directive. Such laws
and regulations are subject to differing interpretations and may be inconsistent among jurisdictions. These and other
22
requirements could reduce demand for our solutions or restrict our ability to store and process data or, in some cases,
impact our ability to offer our services and solutions in certain locations.
In addition to government activity, privacy advocacy and other industry groups have established or may establish
new self-regulatory standards that may place additional burdens on us. Our customers expect us to meet voluntary
certification or other standards established by third parties, such as TRUSTe. If we are unable to maintain these
certifications or meet these standards, it could adversely affect our ability to provide our solutions to certain customers and
could harm our business.
The costs of compliance with and other burdens imposed by laws, regulations and standards may limit the use and
adoption of our service and reduce overall demand for it, or lead to significant fines, penalties or liabilities for any
noncompliance.
Furthermore, concerns regarding data privacy may cause our customers’ customers to resist providing the data
necessary to allow our customers to use our service effectively. Even the perception that the privacy of personal
information is not satisfactorily protected or does not meet regulatory requirements could inhibit sales of our products or
services, and could limit adoption of our subscription solution.
Industry-specific regulation is evolving and unfavorable industry-specific laws, regulations or interpretive
positions could harm our business.
Our customers and potential customers do business in a variety of industries, including financial services, the public
sector, healthcare and telecommunications. Regulators in certain industries have adopted and may in the future adopt
regulations or interpretive positions regarding the use of cloud computing and other outsourced services. The costs of
compliance with, and other burdens imposed by, industry-specific laws, regulations and interpretive positions may limit
customers’ use and adoption of our services and reduce overall demand for our services. For example, some financial
services regulators have imposed guidelines for use of cloud computing services that mandate specific controls or require
financial services enterprises to obtain regulatory approval prior to outsourcing certain functions. If we are unable to
comply with these guidelines or controls, or if our customers are unable to obtain regulatory approval to use our service
where required, our business may be harmed. In addition, an inability to satisfy the standards of certain voluntary third-
party certification bodies that our customers may expect, such as an attestation of compliance with the Payment Card
Industry (PCI) Data Security Standards, may have an adverse impact on our business. If in the future we are unable to
achieve or maintain these industry-specific certifications or other requirements or standards relevant to our customers, it
may harm our business.
In some cases, industry-specific laws, regulations or interpretive positions may also apply directly to us as a service
provider. Any failure or perceived failure by us to comply with such requirements could have an adverse impact on our
business.
We may need to license third-party technologies and may be unable to do so on commercially reasonable terms.
To the extent we need to license third-party technologies, we may be unable to do so on commercially reasonable
terms or at all. In addition, we may fail to successfully integrate any licensed technology into our products or services.
Third-party licenses may expose us to increased risks, including risks associated with the integration of new technology,
the diversion of resources from the development of our own proprietary technology, and our inability to generate revenue
from new technology sufficient to offset associated acquisition and maintenance costs. Our inability to obtain and
successfully integrate any of these licenses could delay product and service development until equivalent technology can
be identified, licensed and integrated. This in turn would harm our business and operating results.
Changes to current accounting policies could have a significant effect on our reported financial results or the way
in which we conduct our business.
Generally accepted accounting principles and the related accounting pronouncements, implementation guidelines
and interpretations for some of our significant accounting policies are highly complex and require subjective judgments
23
and assumptions. Some of our more significant accounting policies that could be affected by changes in the accounting
rules and the related implementation guidelines and interpretations include:
•
•
•
recognition of revenue;
contingencies and litigation; and
accounting for income taxes.
Changes in these or other rules, or scrutiny of our current accounting practices, or a determination that our judgments
or assumptions in the application of these accounting principles were incorrect, could have a significant adverse effect on
our reported operating results or the way in which we conduct our business.
We depend on broad market acceptance of our applications and of our business model.
We depend on the widespread acceptance and use of our applications as an effective solution for businesses seeking
to manage high volumes of customer interactions across multiple channels, including Web, phone, email, print and in-
person. While we believe the potential to be very large, we cannot accurately estimate the size or growth rate of the
potential market for such product and service offerings generally, and we do not know whether our products and services
in particular will achieve broad market acceptance. The market for customer engagement software is rapidly evolving, and
concerns over the security and reliability of online transactions, the privacy of users and quality of service or other issues
may inhibit the growth of the Internet and commercial online services. If the market for our applications fails to grow or
grows more slowly than we currently anticipate, our business will be seriously harmed.
Furthermore, our business model is premised on business assumptions that are still evolving. Our business model
assumes that both customers and companies will increasingly elect to communicate via multiple channels, as well as
demand integration of the online channels into the traditional telephone-based call center. Our business model also assumes
that many companies recognize the benefits of a hosted delivery model and will seek to have their customer engagement
software applications hosted by us. If any of these assumptions is incorrect or if customers and companies do not adopt
digital technology in a timely manner, our business will be seriously harmed and our stock price will decline.
We may be unable to respond to the rapid technological change and changing customer preferences in the online
sales, marketing, customer service, and/or online consumer services industries and this may harm our business.
If we are unable, for technological, legal, financial or other reasons, to adapt in a timely manner to changing market
conditions in the online sales, marketing, customer service and/or e-commerce industry or our customers’ or Internet users’
requirements or preferences, our business, results of operations and financial condition would be materially and adversely
affected. Business on the Internet is characterized by rapid technological change. In addition, the market for online sales,
marketing, customer service and expert advice solutions is relatively new. Sudden changes in customer and Internet user
requirements and preferences, frequent new product and service introductions embodying new technologies, such as
broadband communications, and the emergence of new industry standards and practices such as but not limited to security
standards could render our services and our proprietary technology and systems obsolete. The rapid evolution of these
products and services will require that we continually improve the performance, features and reliability of our services.
Our success will depend, in part, on our ability to:
•
•
•
enhance the features and performance of our services;
develop and offer new services that are valuable to companies doing business online as well as Internet users;
and
respond to technological advances and emerging industry standards and practices in a cost-effective and timely
manner.
If any of our new services, including upgrades to our current services, do not meet our customers’ or Internet users’
expectations, our business may be harmed. Updating our technology may require significant additional capital expenditures
and could materially and adversely affect our business, results of operations and financial condition.
24
If new services require us to grow rapidly, this could place a significant strain on our managerial, operational,
technical and financial resources. In order to manage our growth, we could be required to implement new or upgraded
operating and financial systems, procedures and controls. Our failure to expand our operations in an efficient manner could
cause our expenses to grow, our revenue to decline or grow more slowly than expected and could otherwise have a material
adverse effect on our business, results of operations and financial condition
The European Parliament is considering revocation of the legal framework under which personal data of European
residents may be transferred to the United States, and this revocation, if implemented, could hamper our business
in Europe.
The use and transfer of personal data in many European countries is currently governed under a regulatory
framework pursuant to which U.S. businesses: (i) commit to treat the personal data of European Union residents in
accordance with the current regulatory framework and (ii) may self-certify their compliance. The European Union is
currently considering adoption of new regulations which would include prohibitions on the transfer of our data about
European Union customers to our computer servers in the United States. If these restrictions are adopted, we may have to
create duplicative, and potentially expensive, information technology infrastructure and business operations in Europe,
which may hinder our expansion plans in Europe, or render these plans commercially infeasible. These developments
could materially increase our costs of doing business and harm our operating results.
We may engage in future acquisitions or investments that could dilute our existing stockholders, cause us to incur
significant expenses or harm our business.
We may review acquisition or investment prospects that we believe may complement our current business or enhance
our technological capabilities. Integrating any newly acquired businesses or their technologies or products may be
expensive and time-consuming, and may not result in benefits to our business. To finance any acquisitions, it may be
necessary for us to raise additional funds through public or private financings. Additional funds may not be available on
terms that are favorable to us, if at all, and, in the case of equity financings, may result in dilution to our existing
stockholders. We may not be able to operate acquired businesses profitably. If we are unable to integrate newly acquired
entities or technologies effectively, our operating results could suffer. Future acquisitions by us could also result in large
and immediate write-offs, incurrence of debt and contingent liabilities, or amortization of expenses related to goodwill and
other intangibles, any of which could harm our operating results.
ITEM 1B. UNRESOLVED STAFF COMMENTS
None.
PROPERTIES
ITEM 2.
We lease all facilities used in our business. The following table summarizes our principal properties:
Principal Use
Location
Sunnyvale, California . . . . . . . Corporate Headquarters
Pune, India . . . . . . . . . . . . . . . . Corporate Offices
Noida, India . . . . . . . . . . . . . . . Corporate Offices
Slough, England . . . . . . . . . . . Corporate Headquarters
Newbury, England . . . . . . . . . . Corporate Offices
ITEM 3.
LEGAL PROCEEDINGS
Approximate Square
Footage
20,640
33,262
11,755
14,173
14,090
Lease Expiration
Date
2022
2017
2018
2016
2016, 2019
In the ordinary course of business, we are involved in various legal proceedings and claims related to alleged
infringement of third-party patents and other intellectual property rights, commercial, corporate and securities, labor and
25
employment, wage and hour, and other claims. We have been, and may in the future be, put on notice and/or sued by third
parties for alleged infringement of their proprietary rights, including patent infringement.
We evaluate all claims and lawsuits with respect to their potential merits, our potential defenses and counterclaims,
settlement or litigation potential and the expected effect on us. Our technologies may be subject to injunction if they are
found to infringe the rights of a third party. In addition, our agreements require us to indemnify our customers for third-
party intellectual property infringement claims, which could increase the cost to us of an adverse ruling on such a claim.
ITEM 4. MINE SAFETY DISCLOSURES
Not applicable.
26
Executive Officers of the Registrant.
The following table sets forth information regarding eGain’s current executive officers as of September 11, 2015:
Name
Ashutosh Roy . . . . . . . . . . . . . . . .
Eric Smit . . . . . . . . . . . . . . . . . . . .
Promod Narang . . . . . . . . . . . . . . .
AJ Berkeley . . . . . . . . . . . . . . . . . .
Age
Position
49 Chief Executive Officer and Chairman
53 Chief Financial Officer
57 Senior Vice President of Products and Engineering
70 Senior Vice President of Worldwide Sales
Ashutosh Roy co-founded eGain and has served as Chief Executive Officer and a director of eGain since September
1997 and President since October 2003. From May 1995 through April 1997, Mr. Roy served as Chairman of WhoWhere?
Inc., an Internet-service company co-founded by Mr. Roy. From June 1994 to April 1995, Mr. Roy co-founded Parsec
Technologies, a call center company based in New Delhi, India. From August 1988, to August 1992, Mr. Roy worked as
a Software Engineer at Digital Equipment Corp. Mr. Roy holds a B.S. in Computer Science from the Indian Institute of
Technology, New Delhi, a Master’s degree in Computer Science from Johns Hopkins University and an M.B.A. from
Stanford University.
Eric Smit has served as Chief Financial Officer since August 2002. From April 2001 to July 2002, Mr. Smit served
as Vice President, Operations of eGain. From June 1999 to April 2001, Mr. Smit served as Vice President, Finance and
Administration of eGain. From June 1998 to June 1999, Mr. Smit served as Director of Finance of eGain. From December
1996 to May 1998, Mr. Smit served as Director of Finance for WhoWhere? Inc., an Internet services company. From April
1993 to November 1996, Mr. Smit served as Vice President of Operations and Chief Financial Officer of Velocity
Incorporated, a software game developer and publishing company. Mr. Smit holds a Bachelor of Commerce in Accounting
from Rhodes University, South Africa.
Promod Narang has served as Sr. Vice President of Engineering of eGain since March 2000. Mr. Narang joined
eGain in October 1998, and served as Director of Engineering prior to assuming his current position. Prior to joining eGain,
Mr. Narang served as President of VMpro, a system software consulting company from September 1987 to October 1998.
Mr. Narang holds a Bachelors of Science in Computer Science from Wayne State University.
AJ Berkeley was appointed as Senior Vice President of Worldwide Sales on August 4, 2014. Mr. Berkeley most
recently led the Company’s strategic alliances effort since 2011 and prior to that he was an independent consultant for
three years. Mr. Berkeley started his career in sales at Hewlett Packard and has also served as CEO of various start-ups,
including Interlink.
27
PART II
ITEM 5. MARKET FOR REGISTRANT’S COMMON EQUITY, RELATED STOCKHOLDER MATTERS
AND ISSUER PURCHASES OF EQUITY SECURITIES
(a) Market Information
The following table sets forth, for the periods indicated, high and low bid prices for eGain’s common stock as
reported by the NASDAQ Stock Market LLC.
Year Ended June 30, 2015
Low
First Quarter . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 7.14 $ 5.66
Second Quarter . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 5.91 $ 3.99
Third Quarter . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 5.32 $ 3.02
Fourth Quarter . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 5.22 $ 2.82
High
Year Ended June 30, 2014
First Quarter . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 15.70 $ 9.31
Second Quarter . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 15.75 $ 9.89
Third Quarter . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 11.04 $ 6.95
Fourth Quarter . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 7.49 $ 5.75
(b) Holders
As of September 4, 2015, there were approximately 222 stockholders of record. This number does not include
stockholders whose shares are held in trust by other entities. We estimate that there were approximately 3,200 beneficial
stockholders of our common stock as of September 4, 2015.
(c) Dividends
We have never declared or paid any cash dividends on our common stock. We currently anticipate that we will retain
all available funds for use in the operation of our business and do not intend to pay any cash dividends in the foreseeable
future.
(d) Equity Compensation Plan Information
The following table summarizes our equity compensation plans as of June 30, 2015:
Number of
securities to be
issued upon exercise
of outstanding
options and rights
(a)
Number of securities
remaining available for
future issuance under
equity compensation
Weighted-average
exercise price of
outstanding options plans (excluding securities
and rights
(b)
reflected in column (a)
(c)
Plan Category
Equity compensation plans approved by security
holders
1998 Stock Plan . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
2005 Stock Incentive Plan . . . . . . . . . . . . . . . . . . . . . .
Equity compensation plans not approved by security
holders
2000 Non-Management Stock Option Plan . . . . . . . .
2005 Management Stock Option Plan . . . . . . . . . . . . .
Total . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
38,959 $
1,665,995 $
0.67
4.83
12,150 $
948,007 $
2,665,111 $
0.71
5.50
4.99
—
1,093,554
—
722,990
1,816,544
28
Equity Compensation Plans Not Approved By Security Holders
2000 Non-Management Stock Option Plan
In July 2000, our board of directors adopted the 2000 Non-Management Stock Option Plan, which provides for the
grant of non-statutory stock options and stock purchase rights to employees of eGain. A total of 200,000 shares of common
stock were reserved for issuance under the 2000 Non-Management Stock Option Plan. This plan expired in July 2010 and
there are no further options available to grant under the 2000 Plan.
2005 Management Stock Option Plan
In May 2005, our board of directors adopted the 2005 Management Stock Option Plan, or the 2005 Management
Plan, pursuant to which the Compensation Committee may grant non-qualified stock options to purchase up to 962,400
shares of eGain common stock, at an exercise price of not less than 100% of the fair market value of such common stock,
to directors, officers and key employees of the Company and its subsidiaries. In September 2014, our board approved an
increase in the number of shares of commons stock reserved for issuance by 1,000,000 and extended the expiration date
of the of the 2005 Management Stock Option Plan to September 30, 2024.
In both November 2007 and September 2011, our board of directors approved an increase of 500,000 shares for
issuance under the 2005 Management Stock Option Plan. In September 2014, our board of directors approved the
amendment to the 2005 Management Stock Option Plan, which approved an increase in the number of shares of common
stock reserved for issuance thereunder by 1,000,000 shares from 1,962,400 shares to 2,962,400 shares. Options granted
under the 2005 Management Plan are subject to vesting as determined by the Compensation Committee. The options are
exercisable for up to ten years from the date of grant.
(e) Issuer Repurchases of Equity Securities
On September 14, 2009, we announced that our board of directors approved a repurchase program under which we
may purchase up to 1,000,000 shares of our common stock. The duration of the repurchase program is open-ended. Under
the program, we purchase shares of common stock from time to time through the open market and privately negotiated
transactions at prices deemed appropriate by management. The repurchase is funded by cash on hand. There were no shares
repurchased during fiscal years 2015 and 2014.
ITEM 6.
SELECTED FINANCIAL DATA
The selected consolidated financial data should be read in conjunction with the information under “Item 7.
Management’s Discussion and Analysis of Financial Condition and Results of Operations,” our consolidated financial
29
statements, the related notes and the accompanying independent registered public accounting firm’s report, which are
included in “Item 8. Financial Statements and Supplementary Data.”
Revenue
Year ended June 30,
2015
2014
2013
2012
2011
(in thousands, except per share information)
Subscription and support . . . . . . . . . . . . . . . . . . . . . . . $ 42,311 $ 40,477 $ 32,281 $ 23,594 $ 20,040
17,371
License . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
6,654
Professional services . . . . . . . . . . . . . . . . . . . . . . . . . .
44,065
Total revenue . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
5,273
Cost of subscription and support . . . . . . . . . . . . . . . . .
34
Cost of license . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
5,609
Cost of professional services . . . . . . . . . . . . . . . . . . . .
10,916
Total cost of revenue . . . . . . . . . . . . . . . . . . . . .
33,149
Gross profit . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
11,067
8,703
43,364
5,363
(39)
8,112
13,436
29,928
14,800
14,985
70,262
8,518
104
14,840
23,462
46,800
12,853
13,755
58,889
5,495
151
12,360
18,006
40,883
18,325
15,277
75,913
12,082
61
16,998
29,141
46,772
Operating expenses
Research and development . . . . . . . . . . . . . . . . . . . . .
Sales and marketing . . . . . . . . . . . . . . . . . . . . . . . . . . .
General and administrative . . . . . . . . . . . . . . . . . . . . .
Total operating expenses . . . . . . . . . . . . . . . . . . . .
Income (loss) from operations . . . . . . . . . . . . . . . . . . . . .
Interest expense, net . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Other income (expense), net . . . . . . . . . . . . . . . . . . . . . . .
Income (loss) before income tax provision . . . . . . . . . . .
Income tax provision . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Net income (loss) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ (12,429) $ (5,246) $
16,042
32,703
9,313
58,058
(11,286)
(834)
11
(12,109)
(320)
9,963
33,367
7,529
50,859
(4,059)
(181)
(415)
(4,655)
(591)
5,551
6,132
8,419
14,071
20,086
24,434
3,974
5,743
6,787
23,596
31,961
39,640
9,553
(2,033)
1,243
(1,230)
(722)
(483)
245
(677)
303
8,568
(3,432)
1,063
(379)
(196)
(390)
684 $ (3,822) $ 8,372
Per share information
Basic net income (loss) per common share . . . . . . . . $
Diluted net income (loss) per common share . . . . . . . $
Weighted average shares used in computing basic net
income (loss) per common share . . . . . . . . . . . . . . .
Weighted average shares used in computing diluted
(0.47) $ (0.21) $
(0.47) $ (0.21) $
0.03 $
0.03 $
(0.16) $
(0.16) $
0.37
0.34
26,609
25,353
24,780
24,329
22,709
net income (loss) per common share . . . . . . . . . . . .
26,609
25,353
26,089
24,329
24,289
Below is a summary of stock-based compensation
included in the costs and expenses above:
Cost of revenue . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
Research and development . . . . . . . . . . . . . . . . . . . . . $
Sales and marketing . . . . . . . . . . . . . . . . . . . . . . . . . . . $
General and administrative . . . . . . . . . . . . . . . . . . . . . $
476 $
736 $
574 $
531 $
280 $
386 $
464 $
397 $
121 $
261 $
360 $
339 $
77 $
180 $
274 $
325 $
32
52
46
88
2015
2014
2013
2012
2011
June 30,
Consolidated Balance Sheet Data:
Cash, cash equivalents and short-term investments
(including restricted cash) . . . . . . . . . . . . . . . . . . . . . . . $ 9,309 $ 8,815 $ 17,235 $ 10,946 $ 13,096
Working capital . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ (2,039) $ (1,885) $ 2,021 $ 2,860 $ 4,251
Total assets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 49,731 $ 32,647 $ 43,536 $ 27,943 $ 28,727
Deferred revenue . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 15,812 $ 13,713 $ 19,736 $ 8,083 $ 5,824
Long-term debt . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 18,554 $ 4,208 $ 2,000 $ 7,230 $ 3,333
30
ITEM 7. MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS
OF OPERATIONS
The following discussion of eGain’s financial condition and results of operations should be read together with
the consolidated financial statements and related notes in this Annual Report on Form 10-K. This discussion may
contain forward-looking statements based upon current expectations that involve risks and uncertainties. These risks
and uncertainties may cause actual results to differ materially from those discussed in the forward-looking statements.
Overview
eGain was incorporated in Delaware in September 1997. We are a leading provider of cloud-based and on-site
customer engagement solutions. For over a decade, our solutions have helped improve customer experience, grow sales,
and optimize service processes across the web, social, and phone channels. Hundreds of global enterprises rely on us to
transform fragmented sales engagement and customer service operations into unified customer engagement hubs.
In fiscal year 2015, we recorded annual revenue of $75.9 million and loss from operations of $11.3 million, compared
to annual revenue of $70.3 million and loss from operations of $4.1 million in fiscal year 2014. The year-over-year increase
in total revenue was primarily driven by the 24% increase in license revenue and 5% increase in subscription and support
revenue. License revenue was $18.3 million in fiscal year 2015, compared to $14.8 million in fiscal year 2014. Subscription
and support revenue was $42.3 million in fiscal year 2015, compared to $40.5 million in fiscal year 2014. Professional
services revenue was $15.3 million in fiscal year 2015, compared to $15.0 million in fiscal year 2014. Cash used in
operations was $10.5 million for fiscal year 2015, compared to cash used in operations of $4.7 million for fiscal year 2014.
Based upon the strong increase in the demand for our products and services we continued to increase our investment
in sales and marketing and expand our distribution capability during fiscal year 2015. If the demand continues for our
products and services, we intend to continue to increase our sales and marketing investments and the expansion of
distribution capability in fiscal year 2016. In addition, we intend to make further investments in product development and
technology to enhance our current products and services, develop new products and services and further advance our
solution offerings. We believe that existing capital resources will enable us to maintain current and planned operations for
the next 12 months. Due to fluctuations in our business, we believe that period-to-period comparisons of our revenue and
operating results may not be meaningful and should not be relied upon as indications of future performance, but we
anticipate a decrease in revenue in fiscal year 2016 primarily driven by the shift from perpetual license business toward a
cloud delivery model.
Unbilled Deferred Revenue
Unbilled deferred revenue represents business that is contracted but not yet invoiced or collected and off–balance-
sheet and, accordingly, is not recorded in deferred revenue. As such, the deferred revenue balance on our consolidated
balance sheet does not represent the total contract value of annual or multi-year, non-cancelable subscription agreements.
As of June 30, 2015, unbilled deferred revenue increased to $26.5 million, up from approximately $22.6 million as of June
30, 2014.
Key Financial Measures
We monitor the key financial performance measures set forth below as well as cash and cash equivalents and available
debt capacity, which are discussed in “Liquidity and Capital Resources,” to help us evaluate trends, establish budgets,
measure the effectiveness of our sales and marketing efforts and assess operational effectiveness and efficiencies. These
key financial performance measures include certain non-GAAP metrics, including Adjusted EBITDA as defined below.
The presentation of the non-GAAP financial measures is not intended to be considered in isolation or as a substitute for,
or superior to, the financial information prepared and presented in accordance with Generally Accepted Accounting
Principles (GAAP).
Adjusted EBITDA, a non-GAAP financial measure, is defined as net income (loss), adjusted for the impact of
purchase accounting adjustments to deferred revenue related to acquisitions, depreciation and amortization, stock-based
31
compensation expense, interest expense, net, income tax provision, amortization of acquired intangibles, acquisition-
related expenses and severance and related charges.
Management believes that it is useful to exclude certain non-cash charges and non-core operational charges from
Adjusted EBITDA because (1) the amount of such expenses in any specific period may not directly correlate to the
underlying performance of our business operations and (2) such expenses can vary significantly between periods as a result
of the timing of new stock-based awards and acquisitions.
The following table presents our key financial measures, including a reconciliation of Adjusted EBITDA to net
income (loss) for each of the periods indicated:
Revenue
2015
Fiscal Year Ended June 30
2014
$ 70,262
2013
$ 58,889
$ 75,913
Add: Purchase accounting adjustments to deferred revenue related to
acquisitions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Non-GAAP Revenue . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Gross profit . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Adjusted EBITDA
Net income (loss) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ (12,429)
372
76,285
46,772
Add: Purchase accounting adjustments to deferred revenue related to
acquisitions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Depreciation and amortization . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Stock-based compensation expense . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Interest expense, net . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Income tax provision . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Amortization of acquired intangible assets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Acquisition-related expenses . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Severance and related charges . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
372
2,503
2,317
834
320
2,510
844
1,294
Adjusted EBITDA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ (1,435)
—
70,262
46,800
—
58,889
40,883
$ (5,246)
$
684
—
2,108
1,527
181
591
—
—
137
$ (702)
—
1,254
1,081
483
379
—
—
161
$ 4,042
Critical Accounting Policies and Estimates
Management’s Discussion and Analysis of Financial Condition and Results of Operations discusses our consolidated
financial statements, which have been prepared in accordance with accounting principles generally accepted in the United
States of America. The preparation of these financial statements requires management to make estimates and assumptions
that affect the reported amounts of assets and liabilities and the disclosure of contingent assets and liabilities at the date of
the financial statements and the reported amounts of revenue and expenses during the reporting period. On an on-going
basis, management evaluates its estimates and judgments, including those related to revenue recognition, allowance for
doubtful accounts, goodwill, intangibles, deferred tax valuation allowance, accrued liabilities, long-lived assets and stock-
based compensation. Management bases its estimates and judgments on historical experience and on various other factors
that are believed to be reasonable under the circumstances, the results of which form the basis for making judgments about
the carrying values of assets and liabilities that are not readily apparent from other sources. Actual results may differ from
these estimates under different assumptions or conditions.
Business Combinations
Business combinations are accounted for at fair value under the purchase method of accounting. Acquisition costs
are expensed as incurred and recorded in general and administrative expenses and changes in deferred tax asset valuation
allowances and income tax uncertainties after the acquisition date affect income tax expense. The accounting for business
combinations requires estimates and judgment as to expectations for future cash flows of the acquired business, and the
allocation of those cash flows to identifiable intangible assets, in determining the estimated fair value for assets acquired
and liabilities assumed. The fair values assigned to tangible and intangible assets acquired and liabilities assumed are based
32
on management’s estimates and assumptions, as well as other information compiled by management, including valuations
that utilize customary valuation procedures and techniques. If the actual results differ from the estimates and judgments
used in these estimates, the amounts recorded in the condensed consolidated financial statements could result in a possible
impairment of the intangible assets and goodwill, or require acceleration of the amortization expense of finite-lived
intangible assets.
Revenue Recognition
We enter into arrangements to deliver multiple products or services (multiple-elements). We apply software revenue
recognition rules and multiple-elements arrangement revenue guidance. Significant management judgments and estimates
are made and used to determine the revenue recognized in any accounting period. Material differences may result in
changes to the amount and timing of our revenue for any period if different conditions were to prevail. We present revenue
net of taxes collected from customers and remitted to governmental authorities.
We derive revenue from three sources:
i.
ii.
iii.
Subscription and support fees primarily consist of cloud revenue from customers accessing our enterprise
cloud computing services, term license revenue, and maintenance and support revenue;
License fees primarily consist of perpetual software license revenue;
Professional services primarily consist of consulting, implementation services and training.
Revenues are recognized when all of the following criteria are met:
• Persuasive evidence of an arrangement exists: Evidence of an arrangement consists of a written contract signed
by both the customer and management prior to the end of the period. We use signed software license, services
agreements and order forms as evidence of an arrangement for sales of software, cloud, maintenance and
support. We use a signed statement of work as evidence of arrangement for professional services.
• Delivery or performance has occurred: Software is delivered to customers electronically or on a CD-ROM, and
license files are delivered electronically. Delivery is considered to have occurred when we provide the customer
access to the software along with login credentials.
• Fees are fixed or determinable: We assess whether the fee is fixed or determinable based on the payment terms
associated with the transaction. Arrangements where a significant portion of the fee is due beyond 90 days from
delivery are generally not considered to be fixed or determinable.
• Collectibility is probable: We assess collectibility based on a number of factors, including the customer’s past
payment history and its current creditworthiness. Payment terms generally range from 30 to 90 days from
invoice date. If we determine that collection of a fee is not reasonably assured, we defer the revenue and
recognize it at the time collection becomes reasonably assured, which is generally upon receipt of cash payment.
We apply the provisions of Accounting Standards Codification, or ASC, 985-605, Software Revenue Recognition,
to all transactions involving the licensing of software products. In the event of a multiple element arrangement for a license
transaction, we evaluate the transaction as if each element represents a separate unit of accounting taking into account all
factors following the accounting standards. We apply ASC 605, Revenue Recognition, for cloud transactions to determine
the accounting treatment for multiple elements. We also apply ASC 605-35 for fixed fee arrangements in which we use
the percentage of completion method to recognize revenue when reliable estimates are available for the costs and efforts
necessary to complete the implementation services. When such estimates are not available, the completed contract method
is utilized. Under the completed contract method, revenue is recognized only when a contract is completed or substantially
complete.
When licenses are sold together with system implementation and consulting services, license fees are recognized
upon shipment, provided that (i) payment of the license fees is not dependent upon the performance of the consulting and
implementation services, (ii) the services are available from other vendors, (iii) the services qualify for separate accounting
33
as we have sufficient experience in providing such services, have the ability to estimate cost of providing such services,
and we have vendor specific objective evidence, or VSOE, of fair value, and (iv) the services are not essential to the
functionality of the software.
We enter into arrangements with multiple-deliverables that generally include subscription, maintenance and support,
and professional services. We evaluate whether each of the elements in these arrangements represents a separate unit of
accounting, as defined by ASC 605, using all applicable facts and circumstances, including whether (i) we sell or could
readily sell the element unaccompanied by the other elements, (ii) the element has stand-alone value to the customer, and
(iii) there is a general right of return. We use VSOE, of fair value for each of those units, when available. For revenue
recognition with multiple-deliverable elements, in certain limited circumstances when VSOE of fair value does not exist,
we apply the selling price hierarchy, which includes VSOE, third-party evidence of selling price, or TPE, and best estimate
of selling price, or BESP. We determine the relative selling price for a deliverable based on its VSOE, if available, or its
BESP, if VSOE is not available. We determined that TPE is not a practical alternative due to differences in its service
offerings compared to other parties and the availability of relevant third-party pricing information.
We determine BESP by considering our overall pricing objectives and market conditions. Significant pricing
practices taken into consideration include our discounting practices, the size and volume of our transactions, the customer
demographic, the geographic area where services are sold, price lists, its go-to-market strategy, historical standalone sales
and contract prices. The determination of BESP is made through consultation with and approval by our management,
taking into consideration the go-to-market strategy. As our go-to-market strategies evolve, we may modify its pricing
practices in the future, which could result in changes in relative selling prices, including both VSOE and BESP.
Subscription and Support Revenue
Cloud Revenue
Cloud revenue consists of subscription fees from customers accessing our cloud-based service offerings. We
recognize cloud revenue ratably over the period of the applicable agreement as services are provided. Cloud agreements
typically have an initial term of 12 to 36 months and automatically renew unless either party cancels the agreement. The
majority of the cloud services customers purchase a combination of our cloud service and professional services. In some
cases, the customer may also acquire a license for our software.
We consider the applicability of ASC 985-605, on a contract-by-contract basis. In cloud-based agreements, where
the customer does not have the contractual right to take possession of the software, the revenue is recognized on a monthly
basis over the term of the contract. Invoiced amounts are recorded in accounts receivable and in deferred revenue or
revenue, depending on whether the revenue recognition criteria have been met. We consider a software element to exist
when we determine that the customer has the contractual right to take possession of our software at any time during the
cloud period without significant penalty and can feasibly run the software on its own hardware or enter into another
arrangement with a third party to host the software. Additionally, we have established VSOE for the cloud and maintenance
and support elements of perpetual license sales, based on the prices charged when sold separately and substantive renewal
terms. Accordingly, when a software element exists in a cloud services arrangement, license revenue for the perpetual
software license element is determined using the residual method and is recognized upon delivery. Revenue for the cloud
and maintenance and support elements is recognized ratably over the contractual time period. Professional services are
recognized as described below under “Professional Services Revenue.” If VSOE of fair value cannot be established for the
undelivered elements of an agreement, the entire amount of revenue from the arrangement is recognized ratably over the
period that these elements are delivered.
Term License Revenue
Term license revenue includes arrangements where our customers receive license rights to use our software along
with bundled maintenance and support services for the term of the contract. The majority of our contracts provide
customers with the right to use one or more products up to a specific license capacity. Certain of our license agreements
stipulate that customers can exceed pre-determined base capacity levels, in which case additional fees are specified in the
license agreement. Term license revenue is recognized ratably over the term of the license contract.
34
Maintenance and Support Revenue
Maintenance and support revenue consists of customers purchasing maintenance and support for our on-premise
software. We use VSOE of fair value for maintenance and support to account for the arrangement using the residual
method, regardless of any separate prices stated within the contract for each element. Maintenance and support revenue is
recognized ratably over the term of the maintenance contract, which is typically one year. Maintenance and support is
renewable by the customer on an annual basis. Maintenance and support rates, including subsequent renewal rates, are
typically established based upon a specified percentage of net license fees as set forth in the arrangement.
License Revenue
License revenue consists of perpetual license rights sold to customers to use our software in conjunction with related
maintenance and support services. If an acceptance period is required, revenue is recognized upon the earlier of customer
acceptance or the expiration of the acceptance period. In software arrangements that include rights to multiple software
products and/or services, we use the residual method under which revenue is allocated to the undelivered elements based
on VSOE of the fair value of such undelivered elements. The residual amount of revenue is allocated to the delivered
elements and recognized as revenue, assuming all other criteria for revenue recognition have been met. Such undelivered
elements in these arrangements typically consist of software maintenance and support, implementation and consulting
services and in some cases cloud services.
We periodically sell to resellers. License sales to resellers as a percentage of total revenue were approximately 15%,
11% and 6% in fiscal years 2015, 2014 and 2013, respectively. Revenue from sales to resellers is generally recognized
upon delivery to the reseller dependent on the facts and circumstances of the transaction. These include items such as our
understanding of the reseller’s plans to sell the software, existence of return provisions, price protection or other
allowances, the reseller’s financial status and our past experience with the reseller. Historically sales to resellers have not
included any return provisions, price protections or other allowances.
Professional Services Revenue
Professional services revenue includes system implementation, consulting and training. For license transactions, the
majority of our consulting and implementation services qualify for separate accounting. We use VSOE of fair value for
the services to account for the arrangement using the residual method, regardless of any separate prices stated within the
contract for each element. Our consulting and implementation service contracts are bid either on a fixed-fee basis or on a
time-and-materials basis. Substantially all of our contracts are on a time-and-materials basis. For time-and-materials
contracts, where the services are not essential to the functionality, we recognize revenue as services are performed. If the
services are essential to functionality, then both the product license revenue and the service revenue are recognized under
the percentage of completion method. For a fixed-fee contract, we recognize revenue based upon the costs and efforts to
complete the services in accordance with the percentage of completion method, provided we are able to estimate such cost
and efforts.
Under ASC 605-25, in order to account for deliverables in a multiple-deliverable arrangement as separate units of
accounting, the deliverables must have standalone value upon delivery. For cloud services, in determining whether
professional services have standalone value, we consider the following factors for each professional services agreement:
availability of the services from other vendors, the nature of the professional services, the timing of when the professional
services contract was signed in comparison to the subscription service start date and the contractual dependence of the
subscription service on the customer’s satisfaction with the professional services work.
We determined at or around July 1, 2013 that we had established standalone value for consulting and implementation
services. This was primarily due to the change in our business focus, the growing number of partners we trained and
certified to perform these deployment services and the consequential sale of subscription services without bundled
implementation service. Revenues earned from professional services related to consulting and implementation of a
majority of our core subscription services are being accounted for separately from revenues earned from subscription
services beginning July 1, 2013 when the standalone value was established for those professional services.
35
For those contracts that have standalone value, we recognized the services revenue when rendered for time and
material contracts, when the milestones are achieved and accepted by the customer for fixed price contracts or by
percentage of completion basis if there is no acceptance criteria.
For cloud, consulting and implementation services that do not qualify for separate accounting, we recognize the
services revenue ratably over the estimated life of the customer cloud relationship, once cloud has gone live or system
ready. We currently estimate the life of the customer cloud relationship to be approximately 28 months, based on the
average life of all cloud customer relationships.
Training revenue that meets the criteria to be accounted for separately is recognized when training is provided.
Deferred Revenue
Deferred revenue primarily consists of payments received in advance of revenue recognition from cloud, term
license, and maintenance and support services and is recognized as the revenue recognition criteria are met. We generally
invoice customers in annual or quarterly installments. The deferred revenue balance does not represent the total contract
value of annual or multi-year, non-cancelable cloud or maintenance and support agreements. Deferred revenue is
influenced by several factors, including seasonality, the compounding effects of renewals, invoice duration, invoice timing
and new business linearity within the quarter.
Deferred revenue that will be recognized during the succeeding twelve-month period is recorded as current deferred
revenue and the remaining portion is recorded as noncurrent. As of June 30, 2015, deferred revenue increased to $15.8
million, compared to $13.7 million as of June 30, 2014.
Deferred Commissions
Deferred commissions are the direct and incremental costs directly associated with cloud contracts with customers
and consist of sales commissions to our direct sales force.
The commissions are deferred and amortized over the terms of the related customer contracts, which are typically
12 to 36 months. The commission payments are paid based on contract terms in the month following the quarter in which
the commissions are earned. The deferred commission amounts are recognized as sales and marketing expense in the
consolidated statements of operations over the terms of the related customer contracts, in proportion to the recognition of
the associated revenue.
Stock-Based Compensation
We account for stock-based compensation in accordance with ASC 718, Compensation — Stock Compensation.
Under the fair value recognition provisions of ASC 718, stock-based compensation cost is measured at the grant date based
on the fair value of the award and is recognized as an expense over the vesting period. Determining the fair value of the
stock-based awards at the grant date requires significant judgment and the use of estimates, particularly surrounding Black-
Scholes valuation assumptions such as stock price volatility and expected option lives. We determine the appropriate
measure of expected volatility by reviewing historic volatility in the share price of our common stock, as adjusted for
certain events that management deems to be non-recurring and non-indicative of future events. We base our estimate of
expected life on the historical exercise behavior, cancellations of all past option grants made by us during the time period
in which our equity shares have been publicly traded, the contractual term, the vesting period and the expected remaining
term of the option. Based on our historical experience of option pre-vesting cancellations, we have assumed an annualized
9.49% forfeiture rate for our options. We record additional expense if the actual forfeiture rate is lower than we estimated,
and record a recovery of prior expense if the actual forfeiture is higher than what we estimated.
Goodwill and Other Intangible Assets
In accordance with ASC 350, Goodwill and Other Intangible Assets, we review goodwill annually for impairment
or sooner whenever events or changes in circumstances indicate that they may be impaired. These events or circumstances
36
could include a significant change in the business climate, legal factors, operating performance indicators, competition, or
sale or disposition of a significant portion of a reporting unit. In addition, we evaluate purchased intangible assets to
determine that all such assets have determinable lives. We operate under a single reporting unit and accordingly, all of our
goodwill is associated with the entire company. We performed annual impairment reviews for fiscal years 2015, 2014 and
2013 and found no impairment.
Accounts Receivable and Allowance for Doubtful Accounts
We extend unsecured credit to customers on a regular basis. Our accounts receivable are derived from revenue earned
from customers and are not interest bearing. We also maintain an allowance for doubtful accounts to reserve for potential
uncollectible trade receivables. We review our trade receivables by aging category to identify specific customers with
known disputes or collectability issues. We exercise judgment when determining the adequacy of these reserves as we
evaluate historical bad debt trends, general economic conditions in the U.S. and internationally, and changes in customer
financial conditions. If we make different judgments or utilize different estimates, then material differences may result in
additional reserves for trade receivables, which would be reflected by charges in general and administrative expenses for
any period presented. We write-off a receivable after all collection efforts have been exhausted and the amount is deemed
uncollectible.
Leases
Lease agreements are evaluated to determine whether they are capital or operating leases in accordance with ASC
840, Leases. When any one of the four test criteria in ASC 840 is met, the lease then qualifies as a capital lease.
Capital leases are capitalized at the lower of the net present value of the total amount payable under the leasing
agreement (excluding finance charges) or the fair market value of the leased asset. Capital lease assets are depreciated on
a straight-line basis, over a period consistent with our normal depreciation policy for tangible fixed assets, but not
exceeding the lease term. Interest charges are expensed over the period of the lease in relation to the carrying value of the
capital lease obligation.
Rent expense for operating leases, which may include free rent or fixed escalation amounts in addition to minimum
lease payments, is recognized on a straight-line basis over the duration of each lease term.
Deferred Tax Valuation Allowance
When we prepare our consolidated financial statements, we estimate our income tax liability for each of the various
jurisdictions where we conduct business. This requires us to estimate our actual current tax exposure and to assess
temporary differences that result from differing treatment of certain items for tax and accounting purposes. The net deferred
tax assets are reduced by a valuation allowance if, based upon weighted available evidence, it is more likely than not that
some or all of the deferred tax assets will not be realized. We must make significant judgments to determine our provision
for income taxes, our deferred tax assets and liabilities and any valuation allowance to be recorded against our net deferred
tax assets. As of June 30, 2015, we had a valuation allowance of approximately $78.6 million of which approximately
$76.6 million was attributable to U.S. and state net operating losses and research and development credit carryforwards.
We apply ASC 740, Income Taxes, in determining any uncertain tax positions. The guidance seeks to reduce the
diversity in practice associated with certain aspects of measurement and recognition in accounting for income taxes and
prescribes a recognition threshold and measurement attribute for the financial statement recognition and measurement of
a tax position that an entity takes or expects to take in a tax return. Additionally, ASC 740 provides guidance on de-
recognition, classification, interest and penalties, accounting in interim periods, disclosure and transition. Under ASC 740,
an entity may only recognize or continue to recognize tax positions that meet a “more likely than not” threshold. In
accordance with our accounting policy, we recognize accrued interest and penalties related to unrecognized tax benefits as
a component of “other income and expense, net” in the consolidated statements of operations.
37
Fair Value of Financial Instruments
Our financial instruments consist of cash and cash equivalents, restricted cash, accounts receivable, accounts payable
and debt, including related party debt. We do not have any derivative financial instruments. We believe the reported
carrying amounts of these financial instruments approximate fair value, based upon their short-term nature and comparable
market information available at the respective balance sheet dates.
Results of Operations
The following table sets forth certain items reflected in our consolidated statements of operations expressed as a
percent of total revenue for the periods indicated.
Revenue:
2015
2014
2013
Subscription and support . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
License . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Professional services . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
58 %
21 %
21 %
Total revenue . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 100 % 100 %
12 %
— %
21 %
33 %
67 %
Cost of subscription and support . . . . . . . . . . . . . . . . . . . . . . . . .
Cost of license . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Cost of professional services . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Total cost of revenue . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Gross profit . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
16 %
— %
23 %
39 %
61 %
56 %
24 %
20 %
55 %
22 %
23 %
100 %
10 %
— %
21 %
31 %
69 %
Operating Expenses:
Research and development . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Sales and marketing . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
General and administrative . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Total operating expenses . . . . . . . . . . . . . . . . . . . . . . . . . . . .
21 %
43 %
12 %
76 %
Income (loss) from operations . . . . . . . . . . . . . . . . . . . . . . . . . . . (15)%
14 %
48 %
11 %
73 %
(6)%
14 %
41 %
12 %
67 %
2 %
Revenue
Total revenue, which consists of subscription and support, license and professional services revenue, was $75.9
million, $70.3 million, and $58.9 million, in fiscal years 2015, 2014, and 2013, respectively.
In fiscal year 2015, total revenue increased 8% or $5.7 million, from the prior year. Our international sales accounted
for approximately 52% of total revenue in fiscal year 2015, an increase from 45% of total revenue in fiscal year 2014. The
impact of the foreign exchange fluctuation between the U.S. dollar, the Euro and British pound in total revenue was $1.3
million in fiscal years 2015 and 2014. There was one customer that accounted for 10% of total revenue in fiscal year 2015.
There were two different customers that accounted for 16% and 10% of total revenue in fiscal year 2014. Two different
customers accounted for 18% and 10% of total revenue in fiscal year 2013.
Subscription and Support Revenue
Revenue
Subscription and support revenue . . . . $ 42,311
Percentage of total revenue . . . . . . . . . .
56 %
58 %
55 %
Fiscal Year Ended June 30
2014
2013
2015
Year-Over-Year Change
2014 to 2015
2013 to 2014
(in thousands)
$ 40,477
$ 32,281
$ 1,834 5 % $ 8,196
25 %
Subscription and support revenue includes cloud and software maintenance and support revenue. Subscription and
support revenue was $42.3 million, $40.5 million, and $32.3 million in fiscal years 2015, 2014, and 2013, respectively.
This represented an increase of 5% or $1.8 million, in fiscal year 2015 compared to fiscal year 2014 and an increase of
38
25% or $8.2 million, in fiscal year 2014 compared to fiscal year 2013. Subscription and support revenue represented 56%,
58%, and 55% of total revenue for the fiscal years 2015, 2014 and 2013, respectively.
The increase in fiscal year 2015 was primarily due to an increase in maintenance and support from our license
business and an increase in customer base through acquisition of Exony partially offset by a reduction in cloud revenue
primarily due to the decreased annual contract value from one customer renewal. The impact from foreign currency
fluctuations was a decrease of $620,000 in fiscal year 2015.
The increase in fiscal year 2014 was primarily due to the increase in new cloud contracts from prior year enterprise
customers that are recognized ratably over an average contractual term of 24 months. The impact from foreign currency
fluctuations was an increase of $590,000 in fiscal year 2015.
Excluding the impact from any future foreign currency fluctuation, we expect subscription and support revenue to
increase or remain relatively constant in fiscal year 2016 due to the shift from perpetual license business toward a cloud
delivery model.
License Revenue
Revenue
Fiscal Year Ended June 30
2014
2015
Year-Over-Year Change
2014 to 2015
2013 to 2014
2013
(in thousands)
License . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 18,325
Percentage of total revenue . . . . . . . . . . .
24 %
21 %
22 %
$ 14,800
$ 12,853
$ 3,525 24 % $ 1,947
15 %
License revenue was $18.3 million, $14.8 million, and $12.9 million in fiscal years 2015, 2014, and 2013,
respectively. This represents an increase of 24% or $3.5 million, in fiscal year 2015 from fiscal year 2014, compared to an
increase of 15% or $1.9 million, in fiscal year 2014 from fiscal year 2013. License revenue represented 24%, 21%, and
22% of total revenue for the fiscal years 2015, 2014, and 2013, respectively.
The increase in license revenue was primarily attributable to increased demand from new and existing customers.
New license and support transactions in fiscal year 2015 included approximately $23.7 million from numerous transactions
with an average deal size of $176,000. The impact from the foreign currency fluctuations on license revenue was a decrease
of $286,000 in fiscal year 2015.
New license and support transactions in fiscal year 2014 included approximately $19.7 million from numerous
transactions with an average deal size of $170,000. The impact from the foreign currency fluctuations on license revenue
was an increase of $290,000 in fiscal year 2014.
Given the general unpredictability in the length of current sales cycles, the mix between cloud and license
transactions, the uncertainty in the global economy and the volatility of the value of the British pound and Euro in relation
to the U.S. dollar, license revenue may increase or decrease in future periods. However, as we continue the shift from our
license to cloud model, we anticipate total license revenue to decrease in fiscal year 2016.
39
Professional Services Revenue
Revenue
Fiscal Year Ended June 30
2014
2015
Year-Over-Year Change
2014 to 2015
2013 to 2014
2013
(in thousands)
Professional services . . . . . . . . . . . . . . . . . $ 15,277
Percentage of total revenue . . . . . . . . . . . .
20 %
21 %
23 %
$ 14,985
$ 13,755
$ 292
2 % $ 1,230
9 %
Professional services revenue was $15.3 million, $15.0 million and $13.8 million in fiscal years 2015, 2014 and
2013, respectively. This represented an increase of 2%, or $292,000 in fiscal year 2015 compared to fiscal year 2014 and
an increase of 9%, or $1.2 million, in fiscal year 2014 compared to fiscal year 2013.
Professional services revenue in fiscal year 2015 was relatively constant compared to fiscal year 2014. The impact
from foreign currency fluctuations was a decrease of $390,000.
The increase in fiscal year 2014 was primarily due to the increase in demand for our services and increase in managed
customers who migrated from on-premise to the cloud. The impact from the foreign currency fluctuations between the
U.S. dollar and the British pound on professional services revenue was an increase of $395,000 in fiscal year 2014.
Excluding the impact from any future foreign currency fluctuations, we expect professional services revenue to
increase or remain relatively constant in fiscal year 2016.
Cost of Revenue
Fiscal Year Ended June 30
2014
2013
2015
Year-Over-Year Change
2014 to 2015
2013 to 2014
Cost of revenue . . . . . . . . . . . . . . . $ 29,141
$ 23,462
$ 18,006
$ 5,679 24 % $ 5,456 30 %
Percentage of total revenue . . . .
Gross margin . . . . . . . . . . . . . . .
39 %
61 %
33 %
67 %
31 %
69 %
(in thousands)
Total cost of revenue was $29.1 million, $23.5 million and $18.0 million in fiscal years 2015, 2014 and 2013,
respectively. This represented an increase of 24%, or $5.7 million, in fiscal year 2015 compared to fiscal year 2014 and an
increase of 30%, or $5.5 million, in fiscal year 2014 compared to fiscal year 2013.
Total cost of revenue as a percentage of total revenue was 39%, 33% and 31% for fiscal years 2015, 2014 and 2013,
respectively.
The increase in fiscal year 2015 was primarily due to increases of (i) $5.3 million in personnel and personnel-related
expenses from the increased headcount due to Exony acquisition and Company-wide compensation increases,
(ii) $539,000 in cloud related expenses such as hosted network and lease cost paid to remote co-location centers,
(iii) $242,000 in intangible amortization of customer relationships related to acquired maintenance contracts; (iv) $23,000
in outside consulting expense partially offset by a decrease of (i) international subsidiaries’ expenses of approximately
$426,000 related to the strengthening of the U.S. dollar against the Euro, British pound, and Indian rupee and (ii) $43,000
in license related expenses.
The increase in fiscal year 2014 was primarily due to increases of (i) $4.0 million in personnel and personnel-related
expenses from the increased headcount and Company-wide compensation increases, (ii) $1.2 million in cloud related
expenses, (iii) $343,000 in outside consulting expense, and (iv) international subsidiaries’ expenses of approximately
$78,000 related to the strengthening of the U.S. dollar against the Euro, British pound, and Indian rupee partially offset by
a decrease of $47,000 in license related expenses.
40
Gross margin was 61%, 67% and 69% for fiscal years 2015, 2014 and 2013, respectively.
In order to better understand the changes within our cost of revenue and resulting gross margins, we have provided
the following discussion of the individual components of our cost of revenue.
Cost of Subscription and Support
Fiscal Year Ended June 30
2014
2015
2013
Year-Over-Year Change
2014 to 2015
2013 to 2014
Cost of subscription and support . . . . . . . . . . $ 12,082
Percentage of subscription and support revenue . .
Gross margin . . . . . . . . . . . . . . . . . . . . . . . . . .
29 %
71 %
21 %
79 %
17 %
83 %
(in thousands)
$ 8,518
$ 5,495
$ 3,564 42 % $ 3,023 55 %
Cost of subscription and support revenue includes personnel costs for our cloud services and maintenance and
support. It also includes depreciation of capital equipment used in our hosted network, cost of support for the third-party
software, and lease costs paid to remote co-location centers.
Total cost of subscription and support revenue was $12.1 million, $8.5 million and $5.5 million in fiscal years 2015,
2014 and 2013, respectively. This represented an increase of 42%, or $3.6 million, in fiscal year 2015 compared to fiscal
year 2014 and an increase of 55%, or $3.0 million, in fiscal year 2014 compared to fiscal year 2013. Total cost of
subscription and support revenue as a percentage of total subscription and support revenue was 29% (a gross margin of
71%) in fiscal year 2015 compared to 21% (a gross margin of 79%) in fiscal year 2014 and 17% (a gross margin of 83%)
in fiscal year 2013.
The increase in cost of subscription and support revenue in fiscal year 2015 was primarily due to increases of (i) $2.9
million in personnel and personnel-related expenses from the increased headcount due to Exony acquisition and Company-
wide compensation increases, (ii) $539,000 in cloud related expenses, (iii) $242,000 in intangible amortization of customer
relationships related to acquired maintenance contracts, and (iv) $23,000 in outside consulting services partially offset by
a decrease of international subsidiaries’ expenses of approximately $101,000 from the foreign exchange fluctuation
between the U.S. dollar, the Euro, British pound and Indian rupee.
The increase in cost of subscription and support revenue in fiscal year 2014 was primarily due to increases of (i) $1.8
million in personnel and personnel-related expenses, (ii) $1.2 million in cloud related expenses, and (iii) international
subsidiaries’ expenses of approximately $52,000 from the foreign exchange fluctuation between the U.S. dollar, the Euro,
British pound and Indian rupee partially offset by a decrease of $51,000 in outside consulting services.
Excluding the impact from any future foreign currency fluctuations, we anticipate cost of subscription and support
revenue to increase in fiscal year 2016 and the gross margin to remain relatively constant as we continue to invest in our
cloud infrastructure.
Cost of License
Fiscal Year Ended June 30
2013
2014
2015
Year-Over-Year Change
2014 to 2015
2013 to 2014
(in thousands)
Cost of license . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 61
$ 104
$ 151 $ (43) (41)% $ (47) (31)%
Percentage of license revenue . . . . . . . . . . . . . . . . . .
Gross margin . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
- %
100 %
1 %
99 %
1 %
99 %
Cost of license primarily includes third-party software royalties and delivery costs for shipments to customers. Total
cost of license was $61,000, $104,000 and $151,000 in fiscal years 2015, 2014 and 2013, respectively. This represented a
decrease of 41%, or $43,000 in fiscal year 2015 compared to 2014 and a decrease of 31%, or $47,000, in fiscal year 2014
41
compared to 2013. Total cost of license as a percentage of total license revenue was approximately 0% (a gross margin of
100%) in fiscal year 2015 compared to 1% (a gross margin of 99%) in fiscal years 2014 and 2013.
The decrease in cost of license in fiscal years 2015 and 2014 was primarily due to decrease in third party royalties
expense.
We anticipate cost of license as a percentage of total license revenue to remain relatively constant in future periods.
Cost of Professional Services
Fiscal Year Ended June 30
2014
2015
Year-Over-Year Change
2014 to 2015
2013 to 2014
2013
(in thousands)
Cost of professional services . . . . . . . . . $ 16,998 $ 14,840 $ 12,360 $ 2,158 15 % $ 2,480 20 %
Percentage of professional services . . .
Gross margin . . . . . . . . . . . . . . . . . . . . .
111 %
(11)%
99 %
1 %
90 %
10 %
Cost of professional services includes personnel costs for consulting services. Total cost of professional services was
$17.0 million, $14.8 million and $12.4 million in fiscal years 2015, 2014, and 2013, respectively. This represented an
increase of 15% or $2.2 million, in fiscal year 2015 compared to fiscal year 2014 and an increase of 20% or $2.5 million,
in fiscal year 2014 compared to fiscal year 2013. Total cost of professional services as a percentage of total professional
services revenue was 111% (a negative gross margin of 11%) in fiscal year 2015 compared to 99% (a gross margin of 1%)
in fiscal year 2014 and 90% (a gross margin of 10%) in fiscal year 2013.
The increase in cost of professional services in fiscal year 2015 was primarily due to an increase of $2.5 million in
personnel and personnel-related expense from the increased headcount and Company-wide compensation increases
partially offset by international subsidiaries’ expenses of approximately $324,000 from the foreign exchange fluctuation
between the U.S. dollar, the Euro, British pound and Indian rupee.
The increase in cost of professional services in fiscal year 2014 was primarily due to increases of (i) $2.0 million in
personnel and personnel-related expense from the increased headcount and Company-wide compensation increases,
(ii) $395,000 in outside consulting expenses, and (iii) international subsidiaries’ expenses of approximately $25,000 from
the foreign exchange fluctuation between the U.S. dollar, the Euro, British pound and Indian rupee.
Excluding the impact from any future foreign currency fluctuations, we anticipate cost of professional services to
decrease in absolute dollars and gross margin to increase in future periods.
Research and Development
Fiscal Year Ended June 30
2014
2015
2013
Year-Over-Year Change
2014 to 2015
2013 to 2014
Research and development . . . . . . . . . . . . $ 16,042 $ 9,963 $ 8,419 $ 6,079 61 % $ 1,544 18 %
Percentage of total revenue . . . . . . . . . . .
21 %
14 %
14 %
(in thousands)
Research and development expenses primarily consist of compensation and benefits for our engineering, product
management and quality assurance personnel, and, to a lesser extent, occupancy costs and related overhead. Research and
development expense was $16.0 million, $10.0 million and $8.4 million in fiscal years 2015, 2014 and 2013, respectively.
This represented an increase of 61% or $6.1 million in the fiscal year 2015 compared to fiscal year 2014 and an increase
of 18% or $1.5 million, in fiscal year 2014 compared to fiscal year 2013. Total research and development expenses as a
percentage of total revenue was 21% in the fiscal year 2015 and 14% in fiscal years 2014 and 2013.
The increase in research and development expense in fiscal year 2015 was primarily due to increases of (i) $4.0
million in personnel and personnel-related expenses from the increased headcount due to Exony acquisition and Company-
42
wide compensation increases, (ii) $1.6 million in intangible amortization of acquired developed software technology, and
(iii) $525,000 in outside consulting services partially offset by a decrease of international subsidiaries’ expenses of
approximately $61,000 from the foreign exchange fluctuation between the U.S. dollar, the Euro, British pound and Indian.
The increase in research and development expense in fiscal year 2014 was primarily due to an increase of $1.9
million in personnel and personnel-related expenses from the increased headcount and Company-wide compensation
increases partially offset by decreases of (i) international subsidiaries’ expenses of approximately $254,000 from the
foreign exchange fluctuation between the U.S. dollar, the Euro, British pound and Indian rupee and (ii) $89,000 in outside
consulting expenses.
Excluding any fluctuation of foreign exchange rates in the Euro, British pound, and Indian rupee against the U.S.
dollar, we anticipate research and development expense to remain relatively constant as a percentage of total revenue in
fiscal year 2016 based upon our current product development plans.
Sales and Marketing
Fiscal Year Ended June 30
2014
2013
2015
Year-Over-Year Change
2014 to 2015
2013 to 2014
Sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 28,970 $ 28,607 $ 21,053 $
Marketing . . . . . . . . . . . . . . . . . . . . . . . .
Total sales and marketing . . . . . . . . . .
Percentage of total revenue . . . . . . . .
$ 3,733 $ 4,760 $ 3,381 $ (1,027)
$ 32,703 $ 33,367 $ 24,434 $ (664)
43 %
48 %
41 %
363
1 % $ 7,554 36 %
41 %
37 %
(22)% $ 1,379
(2)% $ 8,933
(in thousands)
Sales and marketing expenses primarily consist of compensation and benefits for our sales, marketing and business
development personnel, lead generation activities, advertising, trade show and other promotional costs and, to a lesser
extent, occupancy costs and related overhead. Sales and marketing expense was $32.7 million, $33.4 million and $24.4
million in fiscal years 2015, 2014 and 2013 respectively. This represented a decrease of 2%, or $664,000 in fiscal year
2015 compared to fiscal year 2014 and an increase of 37%, or $8.9 million, in fiscal year 2014 compared to fiscal year
2013. Total sales and marketing expenses as a percentage of total revenue was 43% in fiscal year 2015 compared to 48%
in fiscal year 2014 and 41% in fiscal year 2013.
Total sales expense was $29.0 million for fiscal 2015, an increase of 1% or $363,000, from $28.6 million for fiscal
year 2014. The increase in fiscal year 2015 was primarily due to increases of (i) $919,000 in personnel and personnel-
related expense related to the increased headcount and compensation increase in our worldwide sales force, (ii) $623,000
in intangible amortization of customer relationships related to acquired software contracts; and (iii) $148,000 in third party
partner fees partially offset by decreases of (i) international subsidiaries’ expenses of approximately $1.1 million primarily
from the foreign exchange fluctuation between the U.S. dollar, the Euro, British pound and (iv) $234,000 in outside
consulting services.
Total marketing expenses was $3.7 million for fiscal 2015, a decrease of 22% or $1.0 million, from $4.8 million for
fiscal year 2014. The decrease in fiscal year 2015 was primarily due to decreases of (i) $360,000 in marketing programs
expenses, (ii) $507,000 in personnel and personnel-related expenses, (iii) $80,000 in outside consulting expenses, and (iv)
international subsidiaries’ expenses of approximately $79,000 primarily from the foreign exchange fluctuation between
the U.S. dollar, the Euro, British pound and Indian rupee.
Total sales expense was $28.6 million for fiscal 2014, an increase of 36% or $7.6 million, from $21.1 million for
fiscal year 2013. The increase in fiscal year 2014 was primarily due to increases of (i) $7.3 million in personnel and
personnel-related expense related to the increased headcount and compensation increase in our worldwide sales force,
(ii) $520,000 in sales commission expense, and (iii) international subsidiaries’ expenses of approximately $533,000
primarily from the foreign exchange fluctuation between the U.S. dollar, the Euro, British pound, and (iv) $86,000 in
outside consulting services partially offset by a decrease of $891,000 in third party partner fees.
43
Total marketing expenses was $4.8 million for fiscal 2014, an increase of 41% or $1.4 million, from $3.4 million
for fiscal year 2013. The increase in fiscal year 2014 was primarily due to increases of (i) $749,000 in marketing programs
expenses, (ii) $632,000 in personnel and personnel-related expenses, and (iii) $55,000 in outside consulting expenses
partially offset by a decrease in international subsidiaries’ expenses of approximately $56,000 primarily from the foreign
exchange fluctuation between the U.S. dollar, the Euro, British pound and Indian rupee.
Excluding any fluctuation of foreign exchange rates in the Euro, British pound, and Indian rupee against the U.S.
dollar, we anticipate sales and marketing expense to decrease or remain relatively constant as a percentage of total revenue
in fiscal year 2016.
General and Administrative
Fiscal Year Ended June 30
Year-Over-Year Change
2015
2014
2013
2014 to 2015
2013 to 2014
(in thousands)
General and administrative . . . . . . . . . . . . . . $ 9,313
$ 7,529
$ 6,787
$ 1,784 24 % $ 742 11 %
Percentage of total revenue . . . . . . . . . . . . .
12 %
11 %
12 %
General and administrative expenses primarily consist of compensation and benefits for our finance, human
resources, administrative and legal services personnel, fees for outside professional services, provision for doubtful
accounts and, to a lesser extent, occupancy costs and related overhead. General and administrative expense was $9.3
million, $7.5 million and $6.8 million in the fiscal years 2015, 2014 and 2013, respectively. This represented an increase
of 24% or $1.8 million in fiscal year 2015 compared to fiscal year 2014 and an increase of 11% or $742,000, in fiscal year
2014 compared to fiscal year 2013. Total general and administrative expenses as a percentage of total revenue was 12%
in fiscal year 2015 compared to 11% in the fiscal year 2014 and 12% in fiscal year 2013.
The increase in fiscal year 2015 was primarily due to increases of (i) $1.8 million in personnel and personnel-related
expense from the increased headcount and Company-wide compensation increases, (ii) $844,000 in one-time acquisition
transaction costs, (iii) $202,000 from outside consulting services, including accounting and audit services, and (iv) $68,000
in intangible amortization of trade name partially offset by decreases of (i) $1.0 million in legal fees; (ii) international
subsidiaries’ expenses of approximately $109,000 primarily from the foreign exchange fluctuation between the U.S. dollar,
the Euro, British pound and Indian rupee, and (iii) $60,000 in bad debt expense.
The increase in fiscal year 2014 was primarily due to increases of (i) $529,000 in legal fees, (ii) $397,000 in
personnel and personnel-related expense from the increased headcount and Company-wide compensation increases,
(iii) $49,000 in bad debt expense, and (iv) international subsidiaries’ expenses of approximately $16,000 primarily from
the foreign exchange fluctuation between the U.S. dollar, the Euro, British pound and Indian rupee partially offset by a
decrease of $250,000 in other outside consulting expenses.
We anticipate general and administrative expenses to decrease as a percentage of total revenue in fiscal year 2016
based upon current revenue expectations excluding the fluctuation of foreign exchange rates in the Euro, British pound,
and Indian rupee against the U.S. dollar.
44
Amortization of Stock-Based Compensation
Fiscal Year Ended June 30
2014
2013
2015
Year-Over-Year Change
2014 to 2015
2013 to 2014
Cost of revenue . . . . . . . . . . . . . . . . . . . . . . . . . . $ 476 $ 280 $ 121 $ 196 70 % $ 159 131 %
48 %
Research and development . . . . . . . . . . . . . . . . .
29 %
Sales and marketing . . . . . . . . . . . . . . . . . . . . . .
17 %
General and administrative . . . . . . . . . . . . . . . . .
41 %
Total stock-based compensation . . . . . . . . . . .
Percentage of total revenue . . . . . . . . . . . . . .
350
110
134
$ 2,317 $ 1,527 $ 1,081 $ 790
2 %
91 % 125
24 % 104
34 %
58
52 % $ 446
736
574
531
261
360
339
386
464
397
2 %
3 %
(in thousands)
Stock-based compensation expenses include the amortization of the fair value of share-based payments made to
employees, members of our board of directors and consultants, primarily in the form of stock options. The fair value of
stock options granted is recognized as an expense, as the underlying stock options vest. The increase of our stock-based
compensation expense in fiscal 2015 was primarily due to the increased Company-wide headcount and increase in option
grant activity, particularly to key employees of the Company and its subsidiaries granted in the first quarter of the fiscal
year. The increase of our stock-based compensation expense in fiscal 2014 was primarily due to the increased Company-
wide headcount, increase in option grant activity and the increase in our stock price.
We value our share-based payments under ASC 718, and record compensation expense for all share-based payments
made to employees based on the fair value at the date of the grant.
We expect our stock-based compensation expense to increase in fiscal year 2015 based on our anticipated hiring and
also, if the stock price increases.
Income (Loss) from Operations
Operating income (loss) . . . . . . . . . . . $ (11,286) $ (4,059) $ 1,243 $ (7,227) 178 % $ (5,302) (427)%
Operating margin (loss) . . . . . . . . . .
(15)%
(6)%
2 %
Fiscal Year Ended June 30
Year-Over-Year Change
2015
2014
2013
2014 to 2015
2013 to 2014
(in thousands)
Loss from operations was $11.3 million in fiscal year 2015 compared to loss from operations of $4.1 million in fiscal
year 2014 and income from operations of $1.2 million in fiscal year 2013. We recorded an operating loss of 15% in fiscal
years 2015 compared to an operating loss of 6% in fiscal year 2014 and an operating margin of 2% in fiscal year 2013.
The decrease in operating income (loss) in fiscal year 2015 was due to an increase in total costs of revenue and
operating expenses of $12.9 million and increase in revenue of $5.7 million. The increase in revenue was primarily due to
an increase in new license transactions and maintenance and support renewals. The impact of any fluctuation of foreign
currencies against the U.S. dollar on revenue was a decrease of $1.3 million. The increase in total costs and operating
expenses was primarily due to increases of (i) $11.7 million in personnel-related costs including an increase of $133,000
in sales commission, (ii) $2.5 million in intangible amortization from acquisition, (iii) $844,000 in one-time acquisition
transaction costs, (iv) $443,000 in cloud related expenses, (v) $411,000 in outside consulting services, and (vi) 148,000 in
third party partner fees partially offset by decreases of (i) $1.8 million in international expenses from the foreign exchange
fluctuation between the U.S. dollar, the Euro, British pound and Indian rupee, (ii) $1.0 million in legal fees, (iii) $360,000
in marketing programs expenses, and (iv) $43,000 in license related expenses.
The decrease in operating income (loss) in fiscal year 2014 was due to an increase in revenue of $11.4 million and
an increase in total costs and operating expenses of $16.7 million. The increase in revenue was primarily due to an increase
in cloud transactions. The impact of any fluctuation of foreign currencies against the U.S. dollar on revenue was an increase
of $1.3 million. The increase in total costs and operating expenses was primarily due to increases of (i) $14.8 million in
personnel-related costs including an increase of $520,000 in sales commission, (ii) $1.0 million in cloud related expenses,
45
(iii) $749,000 in marketing programs expenses, (iv) $532,000 in legal fees, (v) $318,000 in international expenses from
the foreign exchange fluctuation between the U.S. dollar, the Euro, British pound and Indian rupee, (vi) $141,000 in
accounting and other outside consulting expenses, and (vii) $49,000 in bad debt expense partially offset by decreases of
(i) $891,000 in third party partner fees, and (ii) $47,000 in license related expenses.
Interest Expense, Net
Net interest expense was $834,000, $181,000 and $483,000 in fiscal years 2015, 2014 and 2013, respectively. This
represents an increase of 361% or $653,000 in fiscal year 2015, compared to fiscal year 2014 and a decrease of 63% or
$302,000 in fiscal year 2014, compared to fiscal year 2013. Interest income was not significant in any year.
The increase in interest expense in fiscal year 2015 and 2014 was primarily due interest incurred on bank borrowing
and capital leasing agreements.
Other Income (Expense), Net
Other income was $11,000 in fiscal year 2015, compared to other expense was $415,000 in fiscal year 2014 and
other income of $303,000 in fiscal year 2013. Other expense and income in fiscal year 2015 was primarily due to (i)
$359,000 reclassification of the accumulated translation expense recorded when liquidating our Inference, SiteBridge and
Australia subsidiaries, and (ii) $190,000 in foreign exchange loss and gain on international trade receivables due to the
weakening of the British pound and Euro against the dollar in which certain sales were denominated. Other expense and
income in fiscal years 2014 and 2013 primarily included the foreign exchange loss and gain on international trade
receivables.
Income Tax Provision
Income tax provision was $320,000, $591,000 and $379,000 in fiscal years 2015, 2014 and 2013, respectively.
Income tax provision was primarily due to the income tax provision for foreign subsidiaries.
New Accounting Pronouncements
For information with respect to recent accounting pronouncements and the impact of these pronouncements on our
consolidated financial statements, see Note 1 of Notes to Consolidated Financial Statements included in Item 8 Financial
Statements and Supplementary Data of this Annual Report.
Liquidity and Capital Resources
Overview
As of June 30, 2015 and 2014, our cash and cash equivalents was $9.3 million and $8.8 million, respectively. Our
working capital was a negative $2.0 million as of June 30, 2015, a decrease from negative working capital of $1.9 million
as of June 30, 2014. As of June 30, 2015, our deferred revenue was $15.8 million, compared to $13.7 million as of June
30, 2014. Unbilled deferred revenue, representing business that is contracted but not yet invoiced or collected and off
balance sheet, was $26.5 million as of June 30, 2015, up from $22.6 million as of June 30, 2014.
As of June 30, 2015 and 2014, our restricted cash was $676,000 and $30,000, respectively. The increase was
primarily attributed to cash earmarked for the payment of Exony Limited’s (“Exony”) management incentive bonus which
was paid in August 2015, the first anniversary of the Exony acquisition close date.
On November 21, 2014, we entered into a new $20 million credit facility with Wells Fargo Bank to be used for
working capital and support our strategic growth plans. The new facility, which includes a $10 million, five-year term loan
and a $10 million revolver, replaces our prior credit facility with Comerica Bank. For the term loan, we must make
quarterly installments of principal at varying amounts, plus all accrued interest, at specified dates through the maturity date
of November 21, 2019, at which time remaining amounts shall be immediately due and payable.
46
On September 1, 2015, we amended the credit facility with Wells Fargo to increase the revolver from $10 million
to $15 million and increased the quarterly installments of principal at varying amounts, plus all accrued interest, at specified
dates through the maturity date which remained unchanged at November 21, 2019.
Based upon our fiscal year 2016 plan, we believe that existing capital resources will enable us to maintain current
and planned operations for at least the next 12 months. From time to time, however, we may consider opportunities for
raising additional capital and/or exchanging all or a portion of our existing debt for equity. We can make no assurances
that such opportunities will be available to us on economic terms we consider favorable, if at all.
If adequate funds are not available on acceptable terms, our ability to achieve or sustain positive cash flows, maintain
current operations, fund any potential expansion, take advantage of unanticipated opportunities, develop or enhance
products or services, or otherwise respond to competitive pressures would be significantly limited. Our expectations as to
our future cash flows and our future cash balances are subject to a number of assumptions, including assumptions regarding
anticipated increases in our revenue, the mix of new cloud and license business, our ability to retain existing customers
and customer purchasing and payment patterns, many of which are beyond our control.
Cash Flows
Net cash used in operating activities was $10.5 million in fiscal year 2015 compared to net cash used in operating
activities of $4.7 million in fiscal year 2014 and net cash provided by operating activities of $10.0 million in fiscal year
2013. The increase in cash used was primarily due to a net loss of $12.4 million for the fiscal year 2015 compared to a net
loss of $5.2 million in the comparable year-ago period and adjustments to reconcile net loss to cash used in operating
activities, specifically the addition of acquired intangible amortization of $2.5 million and increases in deferred revenue
due to the addition of acquired customer balances from our Exony acquisition, accounts receivable due to timing of
prepayments received for cloud customer renewals, accrued liabilities due to the addition of working capital and other
consideration accrued as part of the Exony acquisition and accrued compensation due to acquired liabilities from our Exony
acquisition.
Net cash used in operating activities was $4.7 million in fiscal year 2014 compared to net cash provided by operating
activities of $10.0 million in fiscal year 2013. In fiscal year 2014, net cash used by operating activities increased $14.7
million over fiscal year 2013 primarily due to lower net income after adjusting for depreciation and amortization,
amortization of deferred commissions, stock-based compensation, and changes in working capital accounts specifically,
decreases in deferred revenue and accounts receivables due to timing of prepayments received for cloud customer renewals
and prepaid and other current assets due to receipt of pending insurance recovery from our insurance carrier.
Net cash used in investing activities was $3.4 million in fiscal year 2015 compared to $1.8 million in fiscal year
2014 and $2.5 million in fiscal year 2013. Cash used in investing activities in fiscal year 2015 primarily related to (i) $1.9
million of net cash paid for the acquisition of Exony, net of cash acquired and an increase in restricted cash of $779,000
related to escrow funds reserved for the payment of Exony management incentive bonuses and (ii) $741,000 of equipment
and software purchases. Net cash used in investing activities in fiscal year 2014 primarily related to purchases of equipment
and software of $1.8 million to support the increase in investment for cloud infrastructure and equipment for new
employees.
Net cash provided by financing activities was $13.6 million in fiscal year 2015 compared to net cash used in
financing activities of $1.1 million in fiscal year 2014 and $936,000 in fiscal year 2013. Net provided by financing activities
in fiscal year 2015 primarily related to $26.5 million in borrowings from our bank facilities used to finance the majority
of the acquisition of Exony on August 6, 2014 and to support our strategic growth plans partially offset by the repayment
of $12.2 million of existing bank borrowings, $550,000 payments made for debt issue costs, and $434,000 principal
payments on capital lease obligations partially offset by $339,000 from the exercise of stock options. Net cash used in
financing activities in fiscal year 2014 primarily included the repayment of $2.9 million of related party notes, payments
of $2.7 million on existing bank borrowings, and payments of $144,000 on capital lease obligations partially offset by
proceeds from new bank borrowings of $3.0 million, proceeds from exercise of stock options of $578,000 and a $1.0
million decrease in restricted cash.
47
Commitments
The following table summarizes our contractual obligations as of June 30, 2015 and the effect such obligations are
expected to have on its liquidity and cash flow in future periods (in thousands):
Payments Due by Period
Operating leases . . . . . . . . . . $
Capital leases . . . . . . . . . . . . $
Bank borrowings . . . . . . . . . . $
Cloud services . . . . . . . . . . . . $
Contractual commitments . . $
Total . . . . . . . . . . . . . . . . . $
Total
10,013 $
$
766
$
19,250
$
905
$
2,560
$
33,494
1 Year
2 - 3 Years
4 - 5 Years
1,993 $
$
$
$
$
$
491
625
593
1,020
4,722
3,401 $
275
1,875
312
1,540
7,403
$
$
2,473
—
16,750
—
—
19,223
$
$
More than
5 Years
2,146
—
—
—
—
2,146
Off-Balance Sheet Arrangements
As of June 30, 2015, we had no significant off-balance-sheet arrangements, as defined in Item 303(a)(4) of
Regulation S-K.
Quarterly Results of Operations
The following tables set forth certain unaudited consolidated statement of operations data for the eight quarters ended
June 30, 2015. This data has been derived from unaudited consolidated financial statements that, in the opinion of
management, include all adjustments consisting only of normal recurring adjustments, necessary for a fair presentation of
such information when read in conjunction with the Consolidated Financial Statements and Notes thereto.
The unaudited quarterly information should be read in conjunction with the Consolidated Financial Statements and
Notes thereto included elsewhere in this Form 10-K. We believe that period-to-period comparisons of our financial results
are not necessarily meaningful and should not be relied upon as an indication of future performance.
Jun. 30,
2015
Mar. 31,
2015
Dec. 31,
2014
Sep. 30,
2014
Jun. 30, Mar. 31, Dec. 31,
2013
2014
2014
Sep. 30,
2013
(in thousands, except per share information)
Consolidated Statements of Operations Data:
Revenue:
Subscription and support . . . . . . . . . . . . . . . . .
License . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Professional services . . . . . . . . . . . . . . . . . . . .
Total revenue . . . . . . . . . . . . . . . . . . . . . .
Cost of subscription and support . . . . . . . . . . .
Cost of license . . . . . . . . . . . . . . . . . . . . . . . .
Cost of professional services . . . . . . . . . . . . . .
Total cost of revenue . . . . . . . . . . . . . . . . .
Gross profit . . . . . . . . . . . . . . . . . . . . . . . .
$ 10,070
2,784
4,220
17,074
2,918
3
3,442
6,363
10,711
5,230
3,162
3,583
4,364
6,728
3,531
5,378
3,354
$ 10,840 $ 10,956 $ 10,445 $ 10,157 $ 10,608
2,519
4,899
19,232 18,903 20,704 18,889 18,026
2,238
28
3,716
5,982
11,682 10,662 13,717 12,778 12,044
2,358
24
3,729
6,111
2,879
28
4,080
6,987
3,264
26
4,951
8,241
3,021
4
4,525
7,550
3,065
4,354
$ 10,246 $ 9,466
3,838
2,378
17,665 15,682
1,971
26
3,536
5,533
11,829 10,149
1,951
26
3,859
5,836
Operating expenses:
Research and development . . . . . . . . . . . . . . .
Sales and marketing . . . . . . . . . . . . . . . . . . . .
General and administrative . . . . . . . . . . . . . . .
Total operating expenses . . . . . . . . . . . . . .
Loss from operations . . . . . . . . . . . . . . . . . . . . . . . .
Interest expense, net . . . . . . . . . . . . . . . . . . . . . . . .
Other income (expense), net . . . . . . . . . . . . . . . . . .
Loss before income tax . . . . . . . . . . . . . . . . . . . . . .
Income tax benefit (provision) . . . . . . . . . . . . . . . . .
Net loss . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Per share information:
Basic and diluted net loss per common share . . .
Weighted average shares used in computing basic
and diluted net loss per common share . . . . . . . .
3,999
6,716
1,986
12,701
(1,990)
(256)
(157)
(2,403)
(530)
$ (2,933)
4,142
7,883
1,812
3,741
8,505
2,942
4,160
9,599
2,573
2,799
8,727
1,957
2,668
8,628
1,436
13,837 16,332 15,188 13,483 12,732
(2,155) (5,670) (1,471)
(123)
(10)
(2,450) (5,652) (1,604)
(32)
2,106
7,395
2,206
12,937 11,707
(688) (1,108) (1,558)
(92)
(260)
(782) (1,163) (1,910)
(94)
(225)
$ (2,399) $ (5,461) $ (1,636) $ (1,018) $ (1,007) $ (1,217) $ (2,004)
(705)
(35)
(60)
(800)
(218)
2,390
8,617
1,930
(145)
163
(310)
15
(17)
(77)
(37)
(18)
191
(54)
51
$ (0.11)
$ (0.09) $ (0.20) $ (0.06) $ (0.04) $ (0.04) $ (0.05) $ (0.08)
26,890
26,709 26,657 26,187 25,462 25,418
25,356 25,178
48
ITEM 7A. QUANTITATIVE AND QUALITATIVE DISCLOSURES ABOUT MARKET RISK
Foreign Currency Exchange Risk
We develop products in the United States and India and sell these products in the United States and internationally.
Generally, international sales are made in local currency. As a result, our financial results could be affected by factors such
as changes in foreign currency exchange rates or weak economic conditions in foreign markets. Identifiable assets
denominated in foreign currency as of June 30, 2015 totaled approximately $17.6 million a 10% increase in the value of
the dollar relative to other currencies would decrease the value of these assets by $1.76 million. We do not currently use
derivative instruments to hedge against foreign exchange risk. As such we are exposed to market risk from fluctuations in
foreign currency exchange rates, principally from the exchange rate between the U.S dollar and the Euro and the British
pound and the Indian rupee. An unfavorable change in the foreign currency exchange rates may cause an adverse effect
on our financial position or results of operations.
Interest Rate Risk
Our exposure to market risk for changes in interest rates relates primarily to interest earned on our cash and cash
equivalents. The primary objective of our investment activities is to preserve our capital to fund operations. We also seek
to maximize income from our investments without assuming significant risk. Our investment policy provides for
investments in short-term, low-risk, investment-grade debt instruments. These investments are subject to interest rate risk
and will decrease in value if market interest rates increase.
Our cash and cash equivalents, totaling $8.6 million at June 30, 2015, did not include any auction preferred stock,
auction rate securities or mortgage-backed investments. We currently do not hedge interest rate exposure, and we do not
have any foreign currency or other derivative financial instruments. To date, we have not experienced a loss of principal
on any of our investments. Although we currently expect that our ability to access or liquidate these investments as needed
to support our business activities will continue, we cannot ensure that this will not change. We believe that, if market
interest rates were to change immediately and uniformly by 10% from levels at June 30, 2015, the impact on the fair value
of these securities or our cash flows or income would not be material.
49
ITEM 8.
FINANCIAL STATEMENTS AND SUPPLEMENTARY DATA
eGain Corporation
Consolidated Financial Statements
As of June 30, 2015 and 2014 and for the years ended June 30, 2015, 2014, and 2013
50
eGain Corporation
Index to Consolidated Financial Statements
Report of Burr Pilger Mayer, Inc., Independent Registered Public Accounting Firm . . . . . . . . . . . . . . . . . . . .
Consolidated Financial Statements:
Page
Number
52
Consolidated Balance Sheets as of June 30, 2015 and 2014 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Consolidated Statements of Operations for the years ended June 30, 2015, 2014 and 2013 . . . . . . . . . .
Consolidated Statements of Comprehensive Income (Loss) for the years ended June 30, 2015, 2014
and 2013 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Consolidated Statements of Stockholders’ Equity for the years ended June 30, 2015, 2014 and 2013 . .
Consolidated Statements of Cash Flows for the years ended June 30, 2015, 2014 and 2013 . . . . . . . . . .
Notes to Consolidated Financial Statements . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
53
54
55
56
57
58
51
REPORT ON INDEPENDENT REGISTERED PUBLIC ACCOUNTING FIRM
Board of Directors and Stockholders
eGain Corporation
Sunnyvale, California
We have audited the accompanying consolidated balance sheets of eGain Corporation and its subsidiaries (the
“Company”) as of June 30, 2015 and 2014, and the related consolidated statements of operations, comprehensive income
(loss), stockholders’ equity, and cash flows for each of the three years in the period ended June 30, 2015. Our audits also
included the financial statement schedule listed in the index to this Annual Report on Form 10-K at Part IV Item 15(a)(2).
These consolidated financial statements and the financial statement schedule are the responsibility of the Company’s
management. Our responsibility is to express an opinion on these consolidated financial statements and financial statement
schedule based on our audits.
We conducted our audits in accordance with the standards of the Public Company Accounting Oversight Board
(United States). Those standards require that we plan and perform the audit to obtain reasonable assurance about whether
the financial statements are free of material misstatement. An audit includes examining, on a test basis, evidence supporting
the amounts and disclosures in the consolidated financial statements. An audit also includes assessing the accounting
principles used and significant estimates made by management, as well as evaluating the overall financial statement
presentation. We believe that our audits provide a reasonable basis for our opinion.
In our opinion, the consolidated financial statements referred to above present fairly, in all material respects, the
financial position of eGain Corporation and its subsidiaries as of June 30, 2015 and 2014, and the results of their operations
and their cash flows for each of the three years in the period ended June 30, 2015 in conformity with accounting principles
generally accepted in the United States of America. Also, in our opinion, the related financial statement schedule, when
considered in relation to the consolidated financial statements taken as a whole, presents fairly, in all material respects, the
information set forth therein.
We also have audited, in accordance with the standards of the Public Company Accounting Oversight Board (United
States), the Company’s internal control over financial reporting as of June 30, 2015, based on criteria established in Internal
Control — Integrated Framework (2013 Framework) issued by the Committee of Sponsoring Organizations of the
Treadway Commission, and our report dated September 11, 2015 expressed an unqualified opinion thereon.
/s/ Burr Pilger Mayer, Inc.
San Jose, California
September 11, 2015
52
June 30,
2015
2014
8,633 $
676
8,785
30
13,118
633
1,625
24,685
3,136
297
7,620
13,186
807
49,731 $
11,163
865
1,348
22,191
4,489
337
—
4,880
750
32,647
2,162
5,729
1,456
12,920
392
1,417
24,076
793
625
3,583
521
29,598
eGAIN CORPORATION
CONSOLIDATED BALANCE SHEETS
(in thousands, except per share amounts)
ASSETS
Current assets:
Cash and cash equivalents . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
Restricted cash . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Accounts receivable, less allowance for doubtful accounts of $768 and $574 at June 30,
2015 and 2014, respectively . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Deferred commissions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Prepaid and other current assets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Total current assets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Property and equipment, net . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Deferred commissions, net of current portion . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Intangible assets, net . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Goodwill. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Other assets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Total assets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
LIABILITIES AND STOCKHOLDERS' EQUITY
Current liabilities:
Accounts payable . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
Accrued compensation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Accrued liabilities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Deferred revenue . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Capital lease obligation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Bank borrowings . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Total current liabilities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Deferred revenue, net of current portion . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Capital lease obligation, net of current portion . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Bank borrowings, net of current portion . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Other long term liabilities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Total liabilities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
1,779 $
6,910
2,664
14,395
471
505
26,724
1,417
295
18,259
1,937
48,632
Commitments and contingencies (Notes 7 and 8)
Stockholders' equity:
Common stock, $0.001 par value - authorized: 50,000 shares; outstanding: 27,022 and
25,471 shares at June 30, 2015 and 2014, respectively . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Additional paid-in capital . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Notes receivable from stockholders . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Accumulated other comprehensive loss . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Accumulated deficit . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Total stockholders' equity . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Total liabilities and stockholders' equity . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
27
341,329
(78)
(1,170)
(339,009)
1,099
49,731 $
25
330,657
(83)
(970)
(326,580)
3,049
32,647
The accompanying notes are an integral part of these consolidated financial statements
53
eGAIN CORPORATION
CONSOLIDATED STATEMENTS OF OPERATIONS
(in thousands, except per share information)
Years Ended June 30,
2014
2015
2013
Revenue:
Subscription and support . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 42,311 $ 40,477 $ 32,281
12,853
License . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
13,755
Professional services . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
58,889
Total revenue . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
5,495
Cost of subscription and support . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
151
Cost of license . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
12,360
Cost of professional services . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
18,006
Total cost of revenue . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
40,883
Gross profit . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
18,325 14,800
15,277 14,985
75,913 70,262
8,518
12,082
104
61
16,998 14,840
29,141 23,462
46,772 46,800
Operating expenses:
Research and development . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Sales and marketing . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
General and administrative . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Total operating expenses . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Income (loss) from operations . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Interest expense, net . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Other income (expense), net . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Income (loss) before income tax provision . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Income tax provision . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Net income (loss) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ (12,429) $ (5,246) $
Per share information:
16,042
32,703
9,313
7,529
58,058 50,859
(11,286) (4,059)
(181)
(834)
11
(415)
(12,109) (4,655)
(591)
9,963
33,367
(320)
8,419
24,434
6,787
39,640
1,243
(483)
303
1,063
(379)
684
Basic net income (loss) per common share . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
Diluted net income (loss) per common share . . . . . . . . . . . . . . . . . . . . . . . . . . . $
(0.47) $
(0.47) $
(0.21) $
(0.21) $
0.03
0.03
Weighted average shares used in computing basic net income (loss) per
common share . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
26,609 25,353
24,780
Weighted average shares used in computing diluted net income (loss) per
common share . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
26,609 25,353
26,089
Below is a summary of stock-based compensation included in the costs and
expenses above:
Cost of revenue . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
Research and development . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
Sales and marketing . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
General and administrative . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
476 $
736 $
574 $
531 $
280 $
386 $
464 $
397 $
121
261
360
339
The accompanying notes are an integral part of these consolidated financial statements
54
eGAIN CORPORATION
CONSOLIDATED STATEMENTS OF COMPREHENSIVE INCOME (LOSS)
(in thousands)
Years Ended June 30,
2013
Net income (loss) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ (12,429) $ (5,246) $ 684
Other comprehensive income (loss), net of taxes:
2015
2014
Foreign currency translation adjustments . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Cumulative translation adjustments from liquidation of inactive subsidiaries . . . .
Other comprehensive income (loss), net of taxes: . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Total comprehensive income (loss) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ (12,629) $ (5,048) $ 266
198 (418)
—
198 (418)
159
(359)
(200)
—
The accompanying notes are an integral part of these consolidated financial statements
55
eGAIN CORPORATION
CONSOLIDATED STATEMENTS OF STOCKHOLDERS’ EQUITY
(in thousands)
—
Common Stock
Shares
BALANCES AT JUNE 30, 2012 24,485
—
Interest on stockholder notes . . .
621
Exercise of stock options . . . . . .
—
Stock-based compensation . . . . .
Net income . . . . . . . . . . . . . . . . .
—
Foreign currency translation
adjustments . . . . . . . . . . . . . . . .
BALANCES AT JUNE 30, 2013 25,106
—
Repayment on stockholder notes
—
Interest on stockholder notes . . .
365
Exercise of stock options . . . . . .
—
Stock-based compensation . . . . .
—
Net loss . . . . . . . . . . . . . . . . . . .
Foreign currency translation
adjustments . . . . . . . . . . . . . . . .
—
BALANCES AT JUNE 30, 2014 25,471
—
Repayment on stockholder notes
—
Interest on stockholder notes . . .
341
Exercise of stock options . . . . . .
Stock-based compensation . . . . .
—
Share issuance related to business
combination . . . . . . . . . . . . . . . .
Net loss . . . . . . . . . . . . . . . . . . .
Foreign currency translation
adjustments . . . . . . . . . . . . . . . .
1,210
—
—
Additional
Paid-in
Amount Capital
$
24 $ 326,742 $
—
—
729
1
1,081
—
—
—
—
—
25 328,552
—
—
—
—
578
—
1,527
—
—
—
—
—
25 330,657
—
—
—
—
338
1
2,317
—
1
—
8,017
—
Notes
Receivable
Accumulated
Other
Total
Comprehensive Accumulated Stockholders'
From
Stockholders
(85) $
(2)
—
—
—
—
(87)
6
(2)
—
—
—
—
(83)
8
(3)
—
—
—
—
Loss
Deficit
Equity
(750) $ (322,018) $
—
—
—
—
—
—
—
684
(418)
—
(1,168) (321,334)
—
—
—
—
(5,246)
—
—
—
—
—
198
(970)
—
—
—
—
—
(326,580)
—
—
—
—
3,913
(2)
730
1,081
684
(418)
5,988
6
(2)
578
1,527
(5,246)
198
3,049
8
(3)
339
2,317
—
—
—
(12,429)
8,018
(12,429)
—
—
—
159
—
159
Cumulative translation
adjustment from liquidation of
inactive subsidiaries . . . . . . . .
—
BALANCES AT JUNE 30, 2015 27,022
—
—
27 $ 341,329 $
$
—
(78) $
(359)
—
(1,170) $ (339,009) $
(359)
1,099
The accompanying notes are an integral part of these consolidated financial statements
56
eGAIN CORPORATION
CONSOLIDATED STATEMENTS OF CASH FLOWS
(in thousands)
Cash flows from operating activities:
Net income (loss) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Adjustments to reconcile net income (loss) to net cash provided by (used in)
operating activities:
Depreciation and amortization . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Amortization of deferred financing costs . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Amortization of acquired intangible assets . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Stock-based compensation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Provision for doubtful accounts . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Amortization of deferred commissions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Accrued interest on related party notes payable . . . . . . . . . . . . . . . . . . . . . . . . .
Changes in operating assets and liabilities
Accounts receivable, net . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Deferred commissions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Prepaid and other current assets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Other assets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Accounts payable . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Accrued compensation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Accrued liabilities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Deferred revenue . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Other long term liabilities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Net cash provided by (used in) operating activities . . . . . . . . . . . . . . . . . . . . . . . . . . .
Cash flows from investing activities:
Acquisitions, net of cash acquired . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Purchases of property and equipment . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Decrease (increase) in restricted cash . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Net cash used in investing activities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Cash flows from financing activities:
Payments on related party notes payable . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Payments on bank borrowings . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Decrease in restricted cash . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Payments on capital lease obligation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Proceeds from bank borrowings . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Payments made for debt issue costs . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Proceeds from exercise of stock options . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Repayments on related party notes receivable . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Net cash provided by (used in) financing activities . . . . . . . . . . . . . . . . . . . . . . . . . . .
Effect of exchange rate differences on cash and cash equivalents. . . . . . . . . . . . . . . .
Net increase (decrease) in cash and cash equivalents . . . . . . . . . . . . . . . . . . . . . . .
Cash and cash equivalents at beginning of year . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Cash and cash equivalents at end of year . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Supplemental cash flow disclosures:
Cash paid for interest . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Cash paid for income taxes . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Non-cash items:
Purchases of equipment through trade accounts payable . . . . . . . . . . . . . . . . . . . .
Property and equipment acquired under a capital lease. . . . . . . . . . . . . . . . . . . . . .
Issuance of common stock in connection with business acquisition . . . . . . . . . . .
$
$
$
$
$
$
Years Ended June 30,
2014
2015
2013
$ (12,429) $ (5,246) $
684
2,503
79
2,510
2,317
194
1,006
—
2,108
—
—
1,527
258
1,926
19
1,542
(116)
(568)
(794)
1,168
(66)
(88)
(152)
(514)
(1,093)
922
(1,454)
(1,113)
(798)
(1,566) (6,558)
(357)
(10,503) (4,659)
(329)
(1,905)
—
(741) (1,772)
(1)
(779)
(3,425) (1,773)
—
—
(434)
(2,916)
(12,200) (2,667)
1,000
(144)
3,000
26,450
—
(550)
578
339
6
8
(1,143)
13,613
163
154
(152) (7,421)
16,206
8,785
$ 8,785
8,633
1,254
—
—
1,081
272
1,641
334
(6,147)
(2,565)
(1,434)
31
648
970
942
11,720
594
10,025
—
(2,465)
5
(2,460)
(3,000)
(1,666)
—
—
3,000
—
730
—
(936)
(334)
6,295
9,911
$ 16,206
362
412
$
$
216
480
$ 1,919
297
$
40 $
22
208 $ 1,148
8,018 $
$
$
— $
76
—
—
The accompanying notes are an integral part of these consolidated financial statements
57
eGAIN CORPORATION
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS
1. SUMMARY OF BUSINESS AND SIGNIFICANT ACCOUNTING POLICIES
Organization and Nature of Business
eGain Corporation (“eGain”, the “Company”, “our”, “we” or “us”) is a leading provider of cloud-based and on-site
customer engagement software solutions. For over a decade, our solutions have helped improve customer experience, grow
sales, and optimize service processes across the web, social, and phone channels. Hundreds of global enterprises rely on
us to transform fragmented sales engagement and customer service operations into unified customer engagement hubs. We
have operations in the United States, United Kingdom, Netherlands, Ireland, Italy, Germany, France, South Africa, and
India.
Principles of Consolidation
The consolidated financial statements include the accounts of eGain and our wholly-owned subsidiaries, eGain
Communications Ltd., Exony Limited (“Exony”), eGain Communications Pvt. Ltd., eGain Communications SrL, eGain
Communications B.V., eGain Communications (SA), eGain France S.A.R.L and eGain Deutschland GmbH. All significant
intercompany balances and transactions have been eliminated.
In fiscal year 2013, we liquidated our Cayman subsidiary (eGain Cayman Ltd). There was no financial impact to our
consolidated financial statements. In fiscal year 2015, we liquidated our Inference, SiteBridge and Australia (eGain
Communications Pty Ltd) subsidiaries and recorded a reclassification adjustment from accumulated other comprehensive
loss on the consolidated balance sheets to other expense on the consolidated statements of operations.
Business Combinations
Business combinations are accounted for at fair value under the purchase method of accounting. Acquisition costs
are expensed as incurred and recorded in general and administrative expenses and changes in deferred tax asset valuation
allowances and income tax uncertainties after the acquisition date affect income tax expense. The accounting for business
combinations requires estimates and judgment as to expectations for future cash flows of the acquired business, and the
allocation of those cash flows to identifiable intangible assets, in determining the estimated fair value for assets acquired
and liabilities assumed. The fair values assigned to tangible and intangible assets acquired and liabilities assumed are based
on management’s estimates and assumptions, as well as other information compiled by management, including valuations
that utilize customary valuation procedures and techniques. If the actual results differ from the estimates and judgments
used in these estimates, the amounts recorded in the condensed consolidated financial statements could result in a possible
impairment of the intangible assets and goodwill, or require acceleration of the amortization expense of finite-lived
intangible assets.
Use of Estimates
The preparation of financial statements in conformity with accounting principles generally accepted in the United
States of America requires management to make estimates and assumptions that affect the reported amounts of assets and
liabilities, the disclosure of contingent assets and liabilities at the date of the financial statements and the reported amounts
of revenue and expenses during the reporting period. The estimates are based upon information available as of the date of
the financial statements. Actual results could differ from those estimates.
We evaluate our significant estimates, including those related to revenue recognition, provision for doubtful accounts,
valuation of stock-based compensation, valuation of long-lived assets, valuation of deferred tax assets, and litigation,
among others. We base our estimates on historical experience and on various other assumptions that are believed to be
reasonable under the circumstances, the results of which form the basis for making judgments about the carrying values of
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assets and liabilities that are not readily apparent from other sources. We refer to accounting estimates of this type as
“critical accounting estimates.”
Foreign Currency
The functional currency of each of our international subsidiaries is the local currency of the country in which it
operates. Assets and liabilities of our foreign subsidiaries are translated at month-end exchange rates, and revenue and
expenses are translated at the average monthly exchange rates. The resulting cumulative translation adjustments are
recorded as a component of accumulated other comprehensive loss. Foreign currency transaction gains and losses are
included in “other income (expense), net” in the consolidated statements of operations, and resulted in a loss of $400,000,
a loss of $405,000, and a gain of $317,000 in fiscal years 2015, 2014 and 2013, respectively.
Cash and Cash Equivalents, Restricted Cash and Investments
We consider all highly liquid investments with an original purchase to maturity date of three months or less to be
cash equivalents. Time deposits held for investments that are not debt securities are included in short-term investments in
the consolidated balance sheets. Investments in time deposits with original maturities of more than three months but
remaining maturities of less than one year are considered short-term investments. Investments held with the intent to
reinvest or hold for longer than a year, or with remaining maturities of one year or more, are considered long-term
investments. Our cash equivalents as of June 30, 2015 and 2014 consisted of money market funds with original maturities
of three months or less, and are therefore classified as cash and cash equivalents in the accompanying consolidated balance
sheets. As of June 30, 2015 and 2014, we did not have any short-term or long-term investments.
Cash earmarked for a specific purpose and therefore not available for immediate and general use by the Company is
considered restricted cash. Expected usage of restricted cash within one year are classified as a current asset; expected
usage more than a year are considered a non-current asset. As of June 30, 2015, our restricted cash consisted primarily of
cash earmarked for the payment of Exony’s management incentive bonus which was paid in August 2015, the first
anniversary of the Exony acquisition close date.
Fair Value of Financial Instruments
Our financial instruments consist of cash and cash equivalents, restricted cash, accounts receivable, accounts payable
and debt. We do not have any derivative financial instruments. We believe the reported carrying amounts of these financial
instruments approximate fair value, based upon their short-term nature and comparable market information available at
the respective balance sheet dates.
Concentration of Credit Risk
Financial instruments that subject us to concentrations of credit risk consist principally of cash and cash equivalents
and trade accounts receivable. Cash and cash equivalents and investments are deposited with high credit quality
institutions. We are exposed to credit risk in the event of default by these institutions to the extent of the amount recorded
on the balance sheet. We invest excess cash primarily in money market funds, which are highly liquid securities that bear
minimal risk. In addition, we have investment policies and procedures that are reviewed periodically to minimize credit
risk. Our cash, cash equivalents and restricted cash were $9.3 million as of June 30, 2015 which exceeded the FDIC
(Federal Deposit Insurance Corporation) limit.
Our customer base extends across many different industries and geographic regions. Revenue is allocated to
individual countries and geographic region by customer, based on where the product is shipped to and location of services
performed. There was one customer accounted for 10% of total revenue in fiscal years 2015. Two customers accounted
for 16% and 10% of total revenue in fiscal years 2014. Two customer accounted for 18% and 10% of total revenue in fiscal
year 2013.
We perform ongoing credit evaluations of our customers with outstanding receivables and generally do not require
collateral. In addition, we established an allowance for doubtful accounts based upon factors surrounding the credit risk of
customers, historical trends and other information. There were two customers accounted for approximately 16% and 12%
59
of accounts receivable at June 30, 2015. Two customers accounted for approximately 28% and 14%, of accounts receivable
at June 30, 2014. Two customer accounted for approximately 15% and 11% of accounts receivable at June 30, 2013.
Accounts Receivable and Allowance for Doubtful Accounts
We extend unsecured credit to our customers on a regular basis. Our accounts receivable are derived from revenue
earned from customers and are not interest bearing. We also maintain an allowance for doubtful accounts to reserve for
potential uncollectible trade receivables. We review our trade receivables by aging category to identify specific customers
with known disputes or collectibility issues. We exercise judgment when determining the adequacy of these reserves as
we evaluate historical bad debt trends, general economic conditions in the U.S. and internationally, and changes in
customer financial conditions. If we made different judgments or utilized different estimates, material differences may
result in additional reserves for trade receivables, which would be reflected by charges in general and administrative
expenses for any period presented. We write off a receivable after all collection efforts have been exhausted and the amount
is deemed uncollectible.
Property and Equipment
Property and equipment are stated at cost, net of accumulated depreciation and amortization. Depreciation is
computed using the straight-line method over the estimated useful life of the respective assets, which typically is between
three to five years. Leasehold improvements and leased equipment are depreciated on straight-line basis over the shorter
of the lease term or useful life of the asset, which is typically three to five years.
Goodwill and Other Intangible Assets
We review goodwill annually for impairment or sooner whenever events or changes in circumstances indicate that
they may be impaired. These events or circumstances could include a significant change in the business climate, legal
factors, operating performance indicators, competition, or sale or disposition of a significant portion of a reporting unit. In
addition, we evaluate purchased intangible assets to determine that all such assets have determinable lives. We operate
under a single reporting unit and accordingly, all of our goodwill is associated with the entire company. We performed
annual impairment reviews for fiscal years 2015, 2014 and 2013 and found no impairment.
Impairment of Long-Lived Assets
We review long-lived assets for impairment, including property and equipment, whenever events or changes in
business circumstances indicate that the carrying amounts of the assets may not be fully recoverable. An impairment loss
is recognized when estimated undiscounted future cash flows expected to result from the use of the asset and its eventual
disposition are less than its carrying amount. Impairment, if any, is assessed using discounted cash flows. During fiscal
years 2015, 2014, and 2013, we did not have any such losses.
Revenue Recognition
We enter into arrangements to deliver multiple products or services (multiple-elements). We apply software revenue
recognition rules and multiple-elements arrangement revenue guidance. Significant management judgments and estimates
are made and used to determine the revenue recognized in any accounting period. Material differences may result in
changes to the amount and timing of our revenue for any period if different conditions were to prevail. We present revenue,
net of taxes collected from customers and remitted to governmental authorities.
We derive revenue from three sources:
i.
ii.
iii.
Subscription and support fees primarily consist of cloud revenue from customers accessing our enterprise
cloud computing services, term license revenue, and maintenance and support revenue;
License fees primarily consist of perpetual software license revenue;
Professional services primarily consist of consulting, implementation services and training.
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Revenues are recognized when all of the following criteria are met:
• Persuasive evidence of an arrangement exists: Evidence of an arrangement consists of a written contract signed
by both the customer and management prior to the end of the period. We use signed software license, services
agreements and order forms as evidence of an arrangement for sales of software, cloud, maintenance and
support. We use signed statement of work as evidence of arrangement for professional services.
• Delivery or performance has occurred: Software is delivered to customers electronically or on a CD-ROM, and
license files are delivered electronically. Delivery is considered to have occurred when we provide the customer
access to the software along with login credentials.
• Fees are fixed or determinable: We assess whether the fee is fixed or determinable based on the payment terms
associated with the transaction. Arrangements where a significant portion of the fee is due beyond 90 days from
delivery are generally not considered to be fixed or determinable.
• Collectibility is probable: We assess collectibility based on a number of factors, including the customer’s past
payment history and its current creditworthiness. Payment terms generally range from 30 to 90 days from
invoice date. If we determine that collection of a fee is not reasonably assured, we defer the revenue and
recognize it at the time collection becomes reasonably assured, which is generally upon receipt of cash payment.
We apply the provisions of Accounting Standards Codification, or ASC, 985-605, Software Revenue Recognition,
to all transactions involving the licensing of software products. In the event of a multiple element arrangement for a license
transaction, we evaluate the transaction as if each element represents a separate unit of accounting taking into account all
factors following the accounting standards. We apply ASC 605, Revenue Recognition, for cloud transactions to determine
the accounting treatment for multiple elements. We also apply ASC 605-35 for fixed fee arrangements in which we use
the percentage of completion method to recognize revenue when reliable estimates are available for the costs and efforts
necessary to complete the implementation services. When such estimates are not available, the completed contract method
is utilized. Under the completed contract method, revenue is recognized only when a contract is completed or substantially
complete.
When licenses are sold together with system implementation and consulting services, license fees are recognized
upon shipment, provided that (i) payment of the license fees is not dependent upon the performance of the consulting and
implementation services, (ii) the services are available from other vendors, (iii) the services qualify for separate accounting
as we have sufficient experience in providing such services, have the ability to estimate cost of providing such services,
and we have vendor-specific objective evidence, or VSOE, of fair value, and (iv) the services are not essential to the
functionality of the software.
We enter into arrangements with multiple-deliverables that generally include subscription, maintenance and support,
and professional services. We evaluate whether each of the elements in these arrangements represents a separate unit of
accounting, as defined by ASC 605, using all applicable facts and circumstances, including whether (i) we sell or could
readily sell the element unaccompanied by the other elements, (ii) the element has stand-alone value to the customer, and
(iii) there is a general right of return. We use VSOE, of fair value for each of those units, when available. For revenue
recognition with multiple-deliverable elements, in certain limited circumstances when VSOE of fair value does not exist,
we apply the selling price hierarchy, which includes VSOE, third-party evidence of selling price, or TPE, and best estimate
of selling price, or BESP. We determine the relative selling price for a deliverable based on VSOE, if available, or BESP,
if VSOE is not available. We have determined that TPE is not a practical alternative due to differences in our service
offerings compared to other parties and the availability of relevant third-party pricing information.
We determine BESP by considering our overall pricing objectives and market conditions. Significant pricing
practices taken into consideration include our discounting practices, the size and volume of our transactions, customer
demographic, the geographic area where services are sold, price lists, its go-to-market strategy, historical standalone sales
and contract prices. The determination of BESP is made through consultation with and approval by our management,
taking into consideration the go-to-market strategy. As our go-to-market strategies evolve, we may modify our pricing
practices in the future, which could result in changes in relative selling prices, including both VSOE and BESP.
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Subscription and Support Revenue
Cloud Revenue
Cloud revenue consists of subscription fees from customers accessing our cloud-based service offerings. We
recognize cloud services revenue ratably over the period of the applicable agreement as services are provided. Cloud
agreements typically have an initial term of 12 to 36 months and automatically renew unless either party cancels the
agreement. The majority of the cloud services customers purchase a combination of our cloud service and professional
services. In some cases, the customer may also acquire a license for our software.
We consider the applicability of ASC 985-605, on a contract-by-contract basis. In cloud based agreements, where
the customer does not have the contractual right to take possession of the software, the revenue is recognized on a monthly
basis over the term of the contract. Invoiced amounts are recorded in accounts receivable and in deferred revenue or
revenue, depending on whether the revenue recognition criteria have been met. We consider a software element to exist
when we determine that the customer has the contractual right to take possession of our software at any time during the
cloud period without significant penalty and can feasibly run the software on its own hardware or enter into another
arrangement with a third party to host the software. Additionally, we have established VSOE for the cloud and maintenance
and support elements of perpetual license sales, based on the prices charged when sold separately and substantive renewal
terms. Accordingly, when a software element exists in a cloud services arrangement, license revenue for the perpetual
software license element is determined using the residual method and is recognized upon delivery. Revenue for the cloud
and maintenance and support elements is recognized ratably over the contractual time period. Professional services are
recognized as described below under “Professional Services Revenue.” If VSOE of fair value cannot be established for the
undelivered elements of an agreement, the entire amount of revenue from the arrangement is recognized ratably over the
period that these elements are delivered.
Term License Revenue
Term license revenue includes arrangements where our customers receive license rights to use our software along
with bundled maintenance and support services for the term of the contract. The majority of our contracts provide
customers with the right to use one or more products up to a specific license capacity. Certain of our license agreements
stipulate that customers can exceed pre-determined base capacity levels, in which case additional fees are specified in the
license agreement. Term license revenue is recognized ratably over the term of the license contract.
Maintenance and Support Revenue
Maintenance and support revenue consists of customers purchasing maintenance and support for our on-premise
software. We use VSOE of fair value for maintenance and support to account for the arrangement using the residual
method, regardless of any separate prices stated within the contract for each element. Maintenance and support revenue is
recognized ratably over the term of the maintenance contract, which is typically one year. Maintenance and support is
renewable by the customer on an annual basis. Maintenance and support rates, including subsequent renewal rates, are
typically established based upon a specified percentage of net license fees as set forth in the arrangement.
License Revenue
License revenue consists of perpetual license rights sold to customers to use our software in conjunction with related
maintenance and support services. If an acceptance period is required, revenue is recognized upon the earlier of customer
acceptance or the expiration of the acceptance period. In software arrangements that include rights to multiple software
products and/or services, we use the residual method under which revenue is allocated to the undelivered elements based
on VSOE of the fair value of such undelivered elements. The residual amount of revenue is allocated to the delivered
elements and recognized as revenue, assuming all other criteria for revenue recognition have been met. Such undelivered
elements in these arrangements typically consist of software maintenance and support, implementation and consulting
services and in some cases, cloud services.
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License sales to resellers as a percentage of total revenue were approximately 15%, 11%, and 6% in fiscal years
2015, 2014 and 2013, respectively. Revenue from sales to resellers is generally recognized upon delivery to the reseller
but depends on the facts and circumstances of the transaction, such as our understanding of the reseller’s plans to sell the
software, if there are any return provisions, price protection or other allowances, the reseller’s financial status and our
experience with the particular reseller. Historically sales to resellers have not included any return provisions, price
protections or other allowances.
Professional Services Revenue
Professional Services Revenue includes system implementation, consulting and training. For license transactions,
the majority of our consulting and implementation services qualify for separate accounting. We use VSOE of fair value
for the services to account for the arrangement using the residual method, regardless of any separate prices stated within
the contract for each element. Our consulting and implementation service contracts are bid either on a fixed-fee basis or
on a time-and-materials basis. Substantially all of our contracts are on a time-and-materials basis. For time-and-materials
contracts, where the services are not essential to the functionality, we recognize revenue as services are performed. If the
services are essential to functionality, then both the product license revenue and the service revenue are recognized under
the percentage of completion method. For a fixed-fee contract, we recognize revenue based upon the costs and efforts to
complete the services in accordance with the percentage of completion method, provided we are able to estimate such cost
and efforts.
Under ASC 605-25, in order to account for deliverables in a multiple-deliverable arrangement as separate units of
accounting, the deliverables must have standalone value upon delivery. For cloud services, in determining whether
professional services have standalone value, we consider the following factors for each professional services agreement:
availability of the services from other vendors, the nature of the professional services, the timing of when the professional
services contract was signed in comparison to the subscription service start date and the contractual dependence of the
subscription service on the customer’s satisfaction with the professional services work.
We determined at or around July 1, 2013 that we had established standalone value for consulting and implementation
services. This was primarily due to the change in our business focus, the growing number of partners we trained and
certified to perform these deployment services and the consequential sale of subscription services without bundled
implementation service. Revenues earned from professional services related to consulting and implementation of a
majority of our core subscription services are being accounted for separately from revenues earned from subscription
services beginning July 1, 2013 when the standalone value was established for those professional services.
For those contracts that have standalone value, we recognized the services revenue when rendered for time and
material contracts, when the milestones are achieved and accepted by the customer for fixed price contracts or by
percentage of completion basis if there is no acceptance criteria. For cloud, consulting and implementation services that
do not qualify for separate accounting, we recognize the services revenue ratably over the estimated life of the customer
cloud relationship, once cloud has gone live or system ready. We currently estimate the life of the customer cloud
relationship to be approximately 28 months, based on the average life of all cloud customer relationships.
Training revenue that meets the criteria to be accounted for separately is recognized when training is provided.
Deferred Revenue
Deferred revenue primarily consists of payments received in advance of revenue recognition from cloud, term
license, and maintenance and support services and is recognized as the revenue recognition criteria are met. We generally
invoice customers in annual or quarterly installments. The deferred revenue balance does not represent the total contract
value of annual or multi-year, non-cancelable cloud or maintenance and support agreements. Deferred revenue is
influenced by several factors, including seasonality, the compounding effects of renewals, invoice duration, invoice timing
and new business linearity within the quarter.
Deferred revenue that will be recognized during the succeeding twelve-month period is recorded as current deferred
revenue and the remaining portion is recorded as noncurrent.
63
Deferred Commissions
Deferred commissions are the direct and incremental costs directly associated with cloud and term license contracts
with customers and consist of sales commissions to our direct sales force.
The commissions are deferred and amortized over the terms of the related customer contracts, which are typically
12 to 36 months. The commission payments are paid based on contract terms in the month following the quarter in which
the commissions are earned. The deferred commission amounts are recognized as “sales and marketing” expense in the
consolidated statements of operations over the terms of the related customer contracts, in proportion to the recognition of
the associated revenue.
Deferred Financing Costs
Costs relating to obtaining the credit agreement with Wells Fargo Bank are capitalized and amortized over the term
of the related debt using the effective interest method. Deferred financing costs and accumulated amortization as of June
30, 2015 were $550,000 and $79,000, respectively and are included net of bank borrowings in the accompanying
consolidated balance sheets. Amortization of deferred financing costs were recorded as interest expense. When a loan is
paid in full, any unamortized financing costs are removed from the related accounts and charged to operations as interest
expense.
Leases
Lease agreements are evaluated to determine whether they are capital or operating leases in accordance with ASC
840, Accounting for Leases. When any one of the four test criteria in ASC 840 is met, the lease then qualifies as a capital
lease.
Capital leases are capitalized at the lower of the net present value of the total amount payable under the leasing
agreement (excluding finance charges) or the fair market value of the leased asset. Capital lease assets are depreciated on
a straight-line basis, over a period consistent with our normal depreciation policy for tangible fixed assets, but not
exceeding the lease term. Interest charges are expensed over the period of the lease in relation to the carrying value of the
capital lease obligation.
Rent expense for operating leases, which may include free rent or fixed escalation amounts in addition to minimum
lease payments, is recognized on a straight-line basis over the duration of each lease term.
Software Development Costs
We account for software development costs in accordance with ASC 985, Software, for costs of the software to be
sold, leased or marketed, whereby costs for the development of new software products and substantial enhancements to
existing software products are included in research and development expense as incurred until technological feasibility has
been established, at which time any additional costs are capitalized. Technological feasibility is established upon
completion of a working model. To date, software development costs incurred in the period between achieving
technological feasibility and general availability of software have not been material and have been charged to operations
as incurred.
Advertising Costs
We expense advertising costs as incurred. Total advertising expenses for the fiscal years ended June 30, 2015, 2014
and 2013 were $68,000, $120,000, and $138,000 respectively.
Stock-Based Compensation
We account for stock-based compensation in accordance with ASC 718, Compensation—Stock Compensation.
Under the fair value recognition provisions of ASC 718, stock-based compensation cost is measured at the grant date based
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on the fair value of the award and is recognized as expense over the vesting period. Determining the fair value of the stock-
based awards at the grant date requires significant judgment and the use of estimates, particularly surrounding Black-
Scholes valuation assumptions such as stock price volatility and expected option term.
Income Taxes
Income taxes are accounted for using the asset and liability method in accordance with ASC 740, Income Taxes.
Under this method, deferred tax liabilities and assets are recognized for the estimated future tax consequences attributable
to differences between the financial statement carrying amounts of existing assets and liabilities and their respective tax
bases. For the legacy eGain business in the United States and United Kingdom, based upon the weight of available
evidence, which includes our historical operating performance and the reported cumulative net losses in all prior years, we
have provided a full valuation allowance against our net deferred tax assets. The remaining eGain foreign operations as
well as Exony’s business have historically been profitable and we believe it is more likely than not that those assets will
be realized. Our tax provision primarily relates to foreign activities as well as state income taxes. Our income tax rate
differs from the statutory tax rates primarily due to the utilization of net operating loss carry-forwards which had previously
been valued against.
We account for uncertain tax positions according to the provisions of ASC 740. ASC 740 contains a two-step
approach for recognizing and measuring uncertain tax positions. Tax positions are evaluated for recognition by determining
if the weight of available evidence indicates that it is probable that the position will be sustained on audit, including
resolution of related appeals or litigation. Tax benefits are then measured as the largest amount which is more than 50%
likely of being realized upon ultimate settlement. We consider many factors when evaluating and estimating tax positions
and tax benefits, which may require periodic adjustments and which may not accurately anticipate actual outcomes.
Comprehensive Income (Loss)
We report comprehensive income (loss) and its components in accordance with ASC 220, Comprehensive Income.
Under the accounting standards, comprehensive income (loss) includes all changes in equity during a period except those
resulting from investments by or distributions to owners. Total comprehensive income (loss) for each of the three years in
the period ended June 30, 2015 is shown in the accompanying statements of comprehensive income (loss). Accumulated
other comprehensive loss presented in the accompanying consolidated balance sheets at June 30, 2015 and 2014 consist
of accumulated foreign currency translation adjustments.
Net Income (Loss) Per Common Share
Basic net income (loss) per common share is computed using the weighted-average number of shares of common
stock outstanding. In periods where net income is reported, the weighted average number of shares is increased by warrants
and options in the money to calculate diluted net income per common share.
The following table represents the calculation of basic and diluted net income (loss) per common share (in thousands,
except per share data):
Years Ended June 30,
2014
2015
2013
Net income (loss) applicable to common stockholders . . . . . $ (12,429) $ (5,246) $
Basic net income (loss) per common share . . . . . . . . . . . . . . . $
(0.47) $ (0.21) $
Weighted average common shares used in computing basic
684
0.03
net income (loss) per common share . . . . . . . . . . . . . . . . . .
Effect of dilutive options and warrants outstanding . . . . .
Weighted average common shares used in computing diluted
net income (loss) per common share . . . . . . . . . . . . . . . . . .
Diluted net income (loss) per common share . . . . . . . . . . . . . $
65
26,609 25,353 24,780
1,309
—
—
26,609 25,353 26,089
0.03
(0.47) $ (0.21) $
Weighted average shares of stock options to purchase 2,718,069, 2,218,445, and 593,282 shares of common stock
as of June 30, 2015, 2014, and 2013, respectively, were not included in the computation of diluted net income (loss) per
common share due to their anti-dilutive effect. Such securities could have a dilutive effect in future periods.
Segment Information
We operate in one segment, the development, license, implementation and support of our customer service
infrastructure software solutions. Operating segments are identified as components of an enterprise for which discrete
financial information is available and regularly reviewed by our chief operating decision-maker in order to make decisions
about resources to be allocated to the segment and assess its performance. Our chief operating decision-makers under ASC
280, Segment Reporting, are our executive management team. Our chief operating decision-makers review financial
information presented on a consolidated basis for purposes of making operating decisions and assessing financial
performance.
Information relating to our geographic areas for the fiscal years ended June 30, 2015, 2014 and 2013 is as follows
(in thousands):
Total
Revenue
Operating
Income
(Loss)
Long-Lived
Assets
Year ended June 30, 2015:
North America . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
EMEA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Asia Pacific . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Year ended June 30, 2014:
North America . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
EMEA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Asia Pacific . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Year ended June 30, 2013:
North America . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
EMEA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Asia Pacific . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$
$
$
$
$
$
36,551 $ (7,382) $ 1,615
1,142
37,666
1,696
379
75,913 $ (11,286) $ 3,136
204
(4,108)
(996) $ 2,388
38,589 $
1,452
1,439
30,198
1,475
649
(4,502)
70,262 $ (4,059) $ 4,489
23,025
347
35,517 $ 4,148
2,175
(5,080)
58,889 $ 1,243
For the purposes of entity-wide geographic area disclosures, we define long-lived assets as hard assets that cannot
be easily removed, such as property and equipment.
New Accounting Pronouncements
In April 2015, the Financial Accounting and Standards Board, or the FASB, issued Accounting Standards Update, or
ASU 2015-05, Intangibles—Goodwill and Other— Internal-Use Software, which provides guidance on customer’s
accounting for fees paid in a cloud computing arrangement. The amendments in this update are effective for fiscal years,
and interim periods within those years, beginning after December 15, 2015 (our fiscal 2017). The Company opted to early
adopt this standard on a prospective basis, applying it to all cloud computing arrangements entered into in fiscal year 2015.
As such, cloud computing arrangements that do not include a software license were accounted for as a service contract on
our consolidated financial statements.
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In April 2015, the FASB, issued ASU 2015-03, Interest—Imputation of Interest, which simplifies the presentation
of debt issuance costs. The amendments in this update are effective for fiscal years, and interim periods within those years,
beginning after December 15, 2015 (our fiscal 2017). The Company opted to early adopt this standard on a prospective
basis in fiscal year 2015. As such, debt issuance costs were reclassified to bank borrowings on our consolidated balance
sheets.
In January 2015, the FASB, issued ASU 2015-01, Income Statement—Extraordinary and Unusual Items, which
eliminates the requirement to consider whether an event or transaction is extraordinary. The amendments in this update
are effective for fiscal years, and interim periods within those years, beginning after December 15, 2015 (our fiscal
2017). We do not anticipate the adoption of this amendment to have a material impact on our consolidated financial
statements.
In August 2014, the FASB issued ASU 2014-15, Presentation of Financial Statements—Going Concern, which
provides guidance about management’s responsibility to evaluate whether there is substantial doubt about an entity’s
ability to continue as a going concern or to provide related footnote disclosures. The amendments in this update are
effective for the annual periods ending after December 15, 2016 (our fiscal 2018). We do not anticipate the adoption of
this amendment to have a material impact on our consolidated financial statements
In June 2014, the FASB, issued ASU 2014-12, Compensation-Stock Compensation which applies to all reporting
entities that grant their employees share-based payments in which the terms of the award provide that a performance
target that affects vesting could be achieved after the requisite service period. The amendments in this update are
effective for fiscal years, and interim periods within those years, beginning after December 15, 2015 (our fiscal 2017).
We do not anticipate the adoption of this amendment to have a material impact on our consolidated financial statements.
In May 2014, the FASB issued ASU 2014-09, Revenue from Contracts with Customers, which supersedes the
revenue recognition requirements in Topic 605, Revenue Recognition and requires entities to recognize revenue in a way
that depicts 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. The amendments in this update are effective for
annual reporting periods beginning after December 15, 2017 (our fiscal 2019), including interim periods within that
reporting period, with early application permitted for periods beginning after December 31, 2016. The Company is
currently evaluating the effects that the adoption of this guidance will have on the Company’s financial position, results of
operations and cash flows.
2. BALANCE SHEET COMPONENTS
Property and equipment consists of the following (in thousands):
Year Ended June 30,
2015
2014
Computers and equipment . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 4,856 $ 7,332
1,291 1,148
Leased Equipment . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
552
Furniture and fixtures . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Leasehold improvements . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
487
7,149 9,519
Total . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Accumulated depreciation and amortization . . . . . . . . . . . . . . . . . . . . . . . .
(4,013) (5,030)
Property and equipment, net . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 3,136 $ 4,489
441
561
Depreciation and amortization expense was $2.5 million, $2.1 million and $1.3 million for the years ended June 30,
2015, 2014 and 2013, respectively. Accumulated depreciation relating to computers, equipment and software under capital
leases totaled $579,000 as of June 30, 2015. Amortization of assets under capital leases is included in depreciation and
amortization expense. Disposals of fixed assets were $6.8 million, $912,000 and $254,000 for the years ended June 30,
67
2015, 2014 and 2013, respectively. Fully depreciated equipment of $15.9 million and $19.2 million as of June 30, 2015
and 2014, respectively, is not included in the table above.
Accrued compensation consist of the following (in thousands):
Year Ended June 30,
Accrued bonuses . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Accrued vacation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Payroll and other employee related costs . . . . . . . . . . . . . . . . . . . . . . . . . .
Accrued commissions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Accrued compensation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
2015
$ 2,529
2,021
1,223
1,137
$ 6,910
2014
$ 1,174
1,851
1,613
1,091
5,729
$
Accrued liabilities consist of the following (in thousands):
2014
626
Accrued other liabilities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 1,082
446
1,109
VAT liability . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
243
150
Sales tax payable . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
141
323
Customer advances . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Accrued liabilities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 2,664 $ 1,456
2015
Year Ended June 30,
3. BANK BORROWINGS
On November 21, 2014, we entered into a Credit Agreement (the “Credit Agreement”) with Wells Fargo Bank,
as administrative agent and the lenders party thereto. The Credit Agreement provides for the extension of revolving loans
(“Revolving Loans”) in an aggregate principal amount not to exceed $10.0 million, and a term loan (“Term Loan”) in an
aggregate principal amount not to exceed $10.0 million, but in each case limited by an amount not to exceed 60% of our
trailing twelve month recurring revenues from subscription and support fees attributable to software, as calculated under
the Credit Agreement. The obligations under the Credit Agreement mature on November 21, 2019.
Borrowings under the Credit Agreement bear interest, in the case of LIBOR rate loans, at a per annum rate equal
to the applicable LIBOR rate, plus 4.75%. Borrowings under the Credit Agreement that are not LIBOR rate loans bear
interest at a per annum rate equal to (i) the greatest of (A) the Federal Funds Rate plus 0.50%, (B) the one month LIBOR
rate plus 1.00% per annum, and (C) the rate of interest announced, from time to time, by Wells Fargo Bank, National
Association as its “prime rate,” plus (ii) 3.75%.
We will pay certain recurring fees with respect to the Credit Agreement, including servicing fees to the
administrative agent. Prior to the first anniversary of the closing date of the Credit Agreement voluntary repayments of the
Term Loan, voluntary permanent reductions of the commitment related to the Revolving Loans and certain mandatory
prepayments are subject a prepayment premium of 1.0% of the amount prepaid or reduced.
Subject to certain exceptions, the loans extended under the Credit Agreement are subject to customary mandatory
prepayment provisions with respect to the following: net proceeds from certain asset sales; net proceeds from certain
issuances or incurrences of debt (other than debt permitted to be incurred under the terms of the Credit Agreement); net
proceeds of certain judgments, settlements and other claims or causes of action of us; and a portion with step-downs based
upon the achievement of a financial covenant linked to the Leverage Ratio; as such term is defined in the Credit Agreement
of our annual excess cash flow and our subsidiaries, and with such required prepayment amount to be reduced dollar-for-
dollar by any voluntary prepayments of term loans.
The Credit Agreement contains customary representations and warranties, subject to limitations and exceptions, and
customary covenants restricting our ability and our subsidiaries to: incur additional indebtedness; incur liens; engage in
mergers or other fundamental changes; consummate acquisitions; sell certain property or assets; change the nature of their
business; prepay or amend certain indebtedness; pay dividends, other distributions or repurchase our equity interests or
68
our subsidiaries; make investments; or engage in certain transactions with affiliates. In addition, the Credit Agreement
contains financial covenants which initially require us to achieve minimum EBITDA and liquidity levels. As of June 30,
2015, we are in compliance with these financial covenants. However, subject to the conditions of the Credit Agreement,
once we have achieved (but in any event no earlier than June 30, 2016) a minimum Fixed Charge Coverage Ratio (as
defined in the Credit Agreement) of 1.50 to 1.00 and a Leverage Ratio of less than 2.50 to 1.00, we will be required to
comply with a minimum Fixed Charge Coverage Ratio and a specific Leverage Ratio.
The Credit Agreement contains customary events of default, including with respect to: nonpayment of principal,
interest, fees or other amounts; failure to perform or observe covenants; monetary judgment defaults; bankruptcy,
insolvency and dissolution events; cross-default to other material indebtedness; material inaccuracy of a representation or
warranty when made; failure to perfect a lien; actual or asserted invalidity or impairment of any definitive loan
documentation or repudiation of guaranties; or a change of control. As of June 30, 2015, balances on the Term Loan and
Revolving Loans were $9.75 million and $9.5 million, respectively.
As a condition to entering into the Credit Agreement, the Company pledged certain intellectual property and assets
such as accounts receivable and property and equipment as collateral for the benefit of Wells Fargo Bank.
On June 27, 2011, we entered into a Loan and Security Agreement, or the Comerica Credit Facility, with Comerica
Bank as was amended from time to time. Our obligations under the Comerica Credit Facility were collateralized by a lien
on our assets. As of June 30, 2014, the amount outstanding under the Comerica Credit Facility was $5.0 million.
Concurrently with our entry into the Credit Agreement with Wells Fargo Bank described above, we paid in full and
terminated the Loan and Security Agreement between us and Comerica Bank.
The following table summarizes debt maturities during each of the next five fiscal years and thereafter on an
aggregate basis as of June 30, 2015 (in thousands):
Bank
Borrowings
625
2016 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
875
2017 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
1,000
2018 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
1,000
2019 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
15,750
2020 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
19,250
Total bank borrowings . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
(486)
Less amounts representing deferred financing costs . . . . . . . . . . . . . . . . . . . . . . . .
18,764
Total bank borrowings . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Less current debt maturities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
(505)
Bank borrowings, net of current portion . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 18,259
4. INCOME TAXES
Income (loss) before income tax provision consisted of the following (in thousands):
Year Ended June 30,
2014
2013
2015
United States . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ (24,621) $ (3,830) $ (561)
(825) 1,624
Foreign . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Income (loss) before income tax provision . . . . . . . . . . . . . $ (12,109) $ (4,655) $ 1,063
12,512
69
The following table reconciles the federal statutory tax rate to the effective tax rate of the income tax provision:
2015
Year Ended June 30,
2014
2013
34.0 % 34.0 %
Federal statutory income tax rate . . . . . . . . . . . . . . . . . . . . . . . . . .
—
Current state taxes . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
(4.9)
Foreign rate differential . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
—
Expired net operating losses . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
1.5
Research and development credits . . . . . . . . . . . . . . . . . . . . . . . . .
(2.2)
Foreign withholding tax . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
—
Nondeductible secondary offering expenditures . . . . . . . . . . . . . .
Other items . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
1.8
Net change in valuation allowance . . . . . . . . . . . . . . . . . . . . . . . . (32.8)
(8.3)
(7.1)
—
3.0
(1.0)
—
(2.3)
(31.0)
Effective tax rate . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
(2.6)% (12.7)%
34.0 %
56.9
24.1
313.6
(26.3)
4.5
10.2
7.2
(388.5)
35.7 %
The components of the income tax provision are as follows (in thousands):
Current provision:
Year Ended June 30,
2015
2014 2013
Federal. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 23 $ 54 $ 48
560 567 325
Foreign . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
State . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
6
Total current: . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
588 627 379
Deferred (benefit):
6
5
Foreign . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
(268) (36) —
(268) (36) —
Total deferred: . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Income tax provision . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 320 $ 591 $ 379
As of June 30, 2015, we had federal and state net operating loss carryforwards of approximately $205.4 million and
$32.4 million, respectively. The net operating loss carryforwards will expire at various dates beginning in 2019 through
2034, if not utilized. Partial amounts of the net operating losses are generated from the exercise of options and the tax
benefit would be credited directly to stockholders’ equity. We also had federal research and development credit
carryforwards of approximately $2.3 million as of June 30, 2015 which will expire at various dates beginning in 2016
through 2034, if not utilized. The California research and development credit carryforwards are approximately $3.6 million
as of June 30, 2015 and have an indefinite carryover period. We also have U.K. net operating loss carryforwards of
approximately $10.7 million as of June 30, 2015.
Utilization of the net operating losses and credits may be subject to a substantial limitation due to the “change in
ownership” provisions of the Internal Revenue Code of 1986 and similar state provisions. The annual limitation may result
in the expiration of net operating losses and credits before utilization.
Deferred tax assets and liabilities reflect the net tax effects of net operating loss and credit carryforwards and of
temporary differences between the carrying amounts of assets and liabilities for financial reporting and the amounts used for
income tax purposes.
70
Significant components of our deferred tax assets and liabilities for federal and state income taxes are as follows (in
thousands):
Deferred tax assets:
June 30,
2015
2014
Net operating loss carryforwards. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 71,671 $ 67,124
4,168
Research credits . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
1,083
Deferred revenue . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
411
Stock compensation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
984
Accruals and Reserves . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
456
Other . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
74,226
Total deferred tax assets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
(74,130)
Valuation allowance for deferred tax assets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
96
Net deferred tax assets (liabilities), included in other assets and other long term liabilities . . . $
4,659
156
650
1,193
(580)
77,749
(78,591)
(842) $
ASC 740, Income Taxes, provides for the recognition of deferred tax assets if realization of such assets is more likely
than not. For the legacy eGain business in the United States and United Kingdom, based upon the weight of available
evidence, which includes our historical operating performance and the reported cumulative net losses in all prior years, we
have provided a full valuation allowance against our net deferred tax assets. The remaining eGain foreign operations as
well as Exony’s business have historically been profitable and we believe it is more likely than not that those assets will
be realized. The deferred tax liability for the year ended June 30, 2015 primarily relates to the deferred tax liability created
from the basis differences on intangible assets due to the acquisition of Exony. Our tax provision primarily relates to
foreign activities and state income taxes. Our income tax rate differs from the statutory tax rates primarily due to the
utilization of net operating loss carry-forwards which had previously been valued against.
The net valuation allowance increased by $4.5 million for the year ended June 30, 2015, compared to the increase
of $914,000 for year ended June 30, 2014, and the decrease of $5.0 million for year ended June 30, 2013, respectively.
Deferred tax liabilities have not been recognized for $6.2 million of undistributed earnings of our foreign subsidiaries
as of June 30, 2015. It is our intention to reinvest such undistributed earnings indefinitely in our foreign subsidiaries. If we
distribute these earnings, in the form of dividends or otherwise, we would be subject to both United States income taxes
(net of applicable foreign tax credits) and withholding taxes payable to the foreign jurisdiction.
Uncertain Tax Positions
We apply ASC 740, Income Taxes, related to uncertainty in income taxes.
The aggregate changes in the balance of our gross unrecognized tax benefits during fiscal years 2015, 2014 and 2013
were as follows (in thousands):
2013
Beginning balance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 1,290 $ 1,778 $ 1,193
Increases in balances related to tax positions taken during current
periods . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
58
56
585
2015
Year Ended June 30,
2014
Decrease in balances related to tax positions taken during prior
periods . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Ending balance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 1,346
—
(546)
—
$ 1,290 $ 1,778
We recognize accrued interest and penalties related to unrecognized tax benefits in the income tax provision, and
the amounts were insignificant for the last three fiscal years.
71
We do not anticipate the amount of existing unrecognized tax benefits will significantly increase or decrease within
the next 12 months. We file income tax returns in the United States, and various state and foreign jurisdictions. In these
jurisdictions tax years, 1994-2014 remain subject to examination by the appropriate governmental agencies due to tax loss
carryovers from those years.
5. STOCKHOLDERS’ EQUITY
Common Stock
We have reserved shares of common stock for issuance at June 30, 2015 as follows:
Stock
Options
Stock options outstanding . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2,665,111
Reserved for future grants of stock options . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1,816,544
Total reserved shares of common stock for issuance . . . . . . . . . . . . . . . . . . . . . . . . . . 4,481,655
Reserved
Preferred Stock
We are authorized to issue 5,000,000 shares of preferred stock with a par value of $0.001 per share, and no shares
of preferred stock are outstanding. Our board of directors has the authority, without further action by our stockholders, to
issue up to 5,000,000 shares of preferred stock in one or more series and to fix the rights, preferences, privileges and
restrictions thereof. These rights, preferences and privileges could include dividend rights, conversion rights, voting rights,
terms of redemption, liquidation preferences, sinking fund terms and the number of shares constituting any series or the
designation of such series, any or all of which may be greater than the rights of the common stock.
2005 Management Stock Option Plan
In May 2005, our board of directors adopted the 2005 Management Stock Option Plan, or the 2005 Management
Plan, which provides for the grant of non-statutory stock options to directors, officers and key employees of eGain and its
subsidiaries. The Plan was increased by 500,000 shares of common stock in November 2007, 500,000 shares of common
stock in September 2011 and 1.0 million shares of common stock in September 2014. Our board also extended the
expiration date of the of the 2005 Management Stock Option Plan to September 30, 2024. Options under the 2005
Management Plan are granted at a price not less than 100% of the fair market value of the common stock on the date of
grant. Options granted under the 2005 Management Plan are subject to eGain’s right of repurchase, whose right shall lapse
with respect to one-forty-eighth (1/48th) of the shares granted to a director, officer or key employee for each month of
continuous service provided by such director, officer or key employee to eGain. The options granted under this plan are
exercisable for up to ten years from the date of grant.
72
The following table represents the activity under the 2005 Management Stock Option Plan:
Shares
Available for Options
Weighted
Grant
298,000
Outstanding Average Price
Balance at June 30, 2012 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Options Exercised . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Options Forfeited / Expired . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Balance at June 30, 2013 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Options Exercised . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Options Forfeited / Expired . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Balance at June 30, 2014 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
26,459
352,481
Shares Authorized for Issuance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1,000,000
(670,200)
Options Granted . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Options Exercised . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Options Forfeited / Expired . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Balance at June 30, 2015 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
865,000 $
— (143,671) $
(28,022) $
693,307 $
— (129,641) $
(26,459) $
537,207 $
— $
670,200 $
— (218,691) $
(40,709) $
948,007 $
40,709
722,990
28,022
326,022
2.33
1.36
2.05
2.54
1.23
1.23
2.92
—
6.10
0.91
5.95
5.50
2005 Stock Incentive Plan
In March 2005, our board of directors adopted the 2005 Stock Incentive Plan, the 2005 Incentive Plan, which
provides for the grant of stock options to eGain’s employees, officers, directors and consultants. The 2005 Stock Incentive
Plan was subsequently amended in February 2009, September 2011, and in September 2014. In September 2014, our board
of directors approved an increase in the 2005 Incentive Plan by 1.0 million shares of common stock, extend the expiration
date of the 2005 Stock Incentive Plan to September 30, 2024 and made certain other changes. Options granted under the
2005 Incentive Plan are either incentive stock options or non-statutory stock options. Incentive stock options may be
granted to employees with exercise prices of no less than the fair value of the common stock on the date of grant. The
options generally vest ratably over a period of four years and expire no later than ten years from the date of grant.
The following table represents the activity under the 2005 Stock Incentive Plan:
Shares
Available for Options
Weighted
Average
Balance at June 30, 2012 . . . . . . . . . . . . . . . . . . . . . . . . . . .
Options Granted . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Options Exercised . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Options Forfeited / Expired . . . . . . . . . . . . . . . . . . . . . . .
Balance at June 30, 2013 . . . . . . . . . . . . . . . . . . . . . . . . . . .
Options Granted . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Options Exercised . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Options Forfeited / Expired . . . . . . . . . . . . . . . . . . . . . . .
Balance at June 30, 2014 . . . . . . . . . . . . . . . . . . . . . . . . . . .
Outstanding Price
Grant
793,905 1,499,761 $ 1.96
338,550 $ 6.48
(338,550)
(321,778) $ 1.03
—
151,273
(151,273) $ 4.13
606,628 1,365,260 $ 3.06
583,250 $ 9.68
(583,250)
(138,829) $ 1.82
—
177,246
(177,246) $ 8.30
200,624 1,632,435 $ 4.96
— $
—
257,800 $ 4.77
(73,510) $ 1.47
(150,730) $ 7.83
Balance at June 30, 2015 . . . . . . . . . . . . . . . . . . . . . . . . . . . 1,093,554 1,665,995 $ 4.83
Shares Authorized for Issuance . . . . . . . . . . . . . . . . . . . . 1,000,000
(257,800)
Options Granted . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
—
Options Exercised . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
150,730
Options Forfeited / Expired . . . . . . . . . . . . . . . . . . . . . . .
2000 Non-Management Stock Option Plan
In July 2000, our board of directors adopted the 2000 Non-Management Stock Option Plan, or the 2000 Plan, which
provided for the grant of non-statutory stock options to our employees, advisors and consultants of eGain. Options under
the 2000 Plan were granted at a price not less than 85% of the fair market value of the common stock on the date of grant.
73
Our board of directors determines the fair market value (as defined in the 2000 Plan) of the common stock, date of grant
and vesting schedules of the options granted. The options generally vest ratably over 4 years and expire no later than 10
years from the date of grant. This plan expired in July 2010 and there are no further options available to grant under the
2000 Plan.
The following table represents the activity under the 2000 Non-Management Stock Option Plan:
Shares
Available for Options
Weighted
Average
Balance at June 30, 2012 . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Options Exercised . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Options Forfeited / Expired . . . . . . . . . . . . . . . . . . . . . . . .
Balance at June 30, 2013 . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Options Exercised . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Options Forfeited / Expired . . . . . . . . . . . . . . . . . . . . . . . .
Balance at June 30, 2014 . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Options Exercised . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Options Forfeited / Expired . . . . . . . . . . . . . . . . . . . . . . . .
Balance at June 30, 2015 . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Grant
Outstanding Price
77,477 $ 1.28
(30,756) $ 1.68
(2,631) $ 1.60
44,090 $ 0.99
(22,750) $ 1.26
(160) $ 2.40
21,180 $ 0.68
(9,030) $ 0.65
— $
—
12,150 $ 0.71
—
—
—
—
—
—
—
—
—
—
1998 Stock Plan
In June 1998, our board of directors adopted the 1998 Stock Plan, or the 1998 Plan, which provides for grant of stock
options to eligible participants. Options granted under the 1998 Plan are either incentive stock options or non-statutory
stock options. Incentive stock options may be granted to employees with exercise prices of no less than the fair value of
the common stock and non-statutory options may be granted to eligible participants at exercise prices of no less than 85%
of the fair value of the common stock on the date of grant. Our board of directors determines the fair market value (as
defined in the 1998 Plan) of the common stock, date of grant and vesting schedules of the options granted. The options
generally vest ratably over a period of four years and expire no later than 10 years from the date of grant. Options are
generally exercisable upon grant, subject to our repurchase rights until vested. This plan expired in November 2010 and
there are no further options available to grant under the 1998 Plan.
The following table represents the activity under the 1998 Stock Plan:
Shares
Available for Options
Weighted
Average
Grant
Outstanding Price
296,012 $ 1.22
(124,320) $ 1.22
(3,040) $ 1.50
168,652 $ 1.22
(73,984) $ 1.86
(3,100) $ 2.55
91,568 $ 0.66
(39,809) $ 0.64
(12,800) $ 0.67
38,959 $ 0.67
—
—
—
—
—
—
—
—
—
—
Balance at June 30, 2012 . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Options Exercised . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Options Forfeited / Expired . . . . . . . . . . . . . . . . . . . . . . . .
Balance at June 30, 2013 . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Options Exercised . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Options Forfeited / Expired . . . . . . . . . . . . . . . . . . . . . . . .
Balance at June 30, 2014 . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Options Exercised . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Options Forfeited / Expired . . . . . . . . . . . . . . . . . . . . . . . .
Balance at June 30, 2015 . . . . . . . . . . . . . . . . . . . . . . . . . . . .
74
The following table summarizes information about stock options outstanding and exercisable under all stock option
plans as of June 30, 2015:
Options Outstanding
Options Exercisable
Range of
Exercise
Prices
$0.30-$0.70 .....
$0.74-$0.74 .....
$0.75-$3.40 .....
$3.64-$4.99 .....
$5.00-$5.47 .....
$5.55-$6.25 .....
$6.29-$6.29 .....
$6.30-$7.94 .....
$8.02-$12.33 ...
$12.47-$15.50 .
$0.30-$15.50 ...
Number
26,859
472,747
301,601
288,999
302,263
14,000
583,200
372,834
272,590
30,018
2,665,111
Weighted
Average
Remaining
Contractual Life
2.87
4.14
4.81
8.21
6.94
7.23
9.19
8.27
7.84
8.21
7.08
$
$
$
$
$
$
$
$
$
$
$
Weighted
Average
Exercise Price
0.50
0.74
1.73
4.23
5.28
5.95
6.29
7.42
9.74
13.72
4.99
Number
26,859 $
472,747 $
233,551 $
115,586 $
226,555 $
9,633 $
109,754 $
145,559 $
119,871 $
13,739 $
$
1,473,854
Weighted
Average
Exercise Price
0.50
0.74
1.24
4.07
5.30
5.87
6.29
7.35
9.65
13.70
3.72
The summary of options vested and exercisable at June 30, 2015 comprised:
Number of
Shares
Weighted
Average
Exercise Price
Aggregate
Intrinsic
Value
Weighted
Average
Remaining
Contractual
Term
Options outstanding . . . . . . . . . . . . . . . . 2,665,111 $
Fully vested and expected to vest options . 2,503,240 $
Options exercisable . . . . . . . . . . . . . . . . . 1,473,854 $
4.99 $ 3,354,775
4.89 $ 3,318,925
3.72 $ 3,128,887
7.08
6.96
5.65
The aggregate intrinsic value in the preceding table represents the total intrinsic value based on stock options with a
weighted average exercise price less than our closing stock price of $5.01 as of June 30, 2015 that would have been received
by the option holders, had they exercised their options on June 30, 2015. The total intrinsic value of stock options exercised
during fiscal years 2015, 2014 and 2013 was $1.0 million, $3.8 million, and $3.0 million, respectively.
Stock-Based Compensation
Stock-based compensation cost is measured at the grant date based on the fair value of the award and is recognized
as expense over the vesting period. All of our stock-based compensation is accounted for as an equity instrument.
The table below summarizes the effect of stock-based compensation (in thousands, except per share amounts):
Year Ended June 30,
2014
2015
2013
Non-cash stock-based compensation expense . . . . . . . . . . . . . . $ (2,317) $ (1,527) $ (1,081)
Income tax benefit . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
— — —
Net income effect . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ (2,317) $ (1,527) $ (1,081)
Net effect on income (loss) per share, basic and diluted . . . . . $ (0.09) $ (0.06) $ (0.04)
We utilized the Black-Scholes valuation model for estimating the fair value of the stock-based compensation of
options granted. All shares of our common stock issued pursuant to our stock option plans are only issued out of an
authorized reserve of shares of common stock, which were previously registered with the Securities and Exchange
Commission on a registration statement on Form S-8.
75
During the fiscal years ended June 30, 2015, 2014 and 2013 there were 928,000, 583,250, and 338,550 options
granted, respectively, with a weighted average fair value of $3.50, $5.93, and $4.05, respectively, using the following
assumptions:
Year Ended June 30,
2013
—
Dividend yield . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Expected volatility . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
85 %
Average risk-free interest rate . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1.66 % 1.55 % 0.80 %
4.50
Expected life (in years) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4.50
—
80 %
—
79 %
2015 2014
4.50
The dividend yield of zero is based on the fact that we have never paid cash dividends and have no present intention
to pay cash dividends. We determined the appropriate measure of expected volatility by reviewing historic volatility in the
share price of our common stock, as adjusted for certain events that management deemed to be non-recurring and non-
indicative of future events. The risk-free interest rate is derived from the average U.S. Treasury Strips rate with maturities
approximating the expected lives of the awards during the period, which approximate the rate in effect at the time of the
grant.
We base our estimate of expected life of a stock option on the historical exercise behavior, and cancellations of all
past option grants made by the company during the time period which its equity shares have been publicly traded, the
contractual term of the option, the vesting period and the expected remaining term of the outstanding options.
Total compensation cost, net of forfeitures, for all options granted but not yet vested as of June 30, 2015 was $2.1
million, which is expected to be recognized over the weighted average period of 1.52 years.
Note 6. Acquisition
On July 30, 2014, we entered into a Share Purchase Agreement (“Purchase Agreement”) with Exony Limited, a
privately held United Kingdom company (“Exony”), and certain of its shareholders (collectively, the “Shareholders”),
pursuant to which we agreed to acquire all the outstanding share capital of Exony for (A) an aggregate of 1,209,308 shares
of the Company’s common stock, $0.001 par value per share (“Company Stock”), with a value of $8.02 million as of
August 6, 2014, the closing date of the acquisition (based on the closing price of the Company’s common stock as of such
date) and (B) an aggregate of $8.13 million in cash (collectively “Acquisition Consideration”), with 15% of each of the
cash and Company Stock being held in an escrow account to secure certain indemnification obligations of the
Shareholders. The Acquisition Consideration is subject to an adjustment based on Exony’s working capital as of the
closing. The other purchase consideration relates to two shareholders of Exony who have the right to exercise their options
within six months from the acquisition date which entitles them to $299,000 (45,119 shares) of Company Stock and
$341,000 of cash acquisition consideration. The cash portion of the transaction was funded from eGain’s existing cash and
its available credit facility. We have incurred acquisition costs of approximately $844,000 through June 30, 2015, which
are included in general and administrative expenses.
76
The purchase price for this acquisition had been allocated based on estimates of the fair values of the acquired assets
and assumed liabilities at the date of acquisition as follows (in thousands):
Purchase consideration:
Cash . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Stock (1,164,189 shares of Company Stock)
Other purchase consideration (includes 45,119 shares of Company Stock) . . . . . . . . . .
Working capital adjustment . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Total purchase price . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$
7,841
7,719
640
1,355
$ 17,555
Fair value of assets acquired and liabilities assumed:
Cash and cash equivalents . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Restricted cash . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Accounts receivable . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Prepaid and other current assets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Property and equipment . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Total assets acquired . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Accounts payable . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Accrued compensation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Accrued liabilities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Deferred revenue . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Other liabilities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Total liabilities assumed . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Fair value of identifiable intangibles at acquisition-date:
Developed technology . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Customer relationships . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Trade name . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Total identifiable intangibles at acquisition-date . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Deferred tax liability: . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Goodwill.................................................................................................................................
2,751
3,185
2,850
281
315
(786)
(3,139)
(352)
(4,185)
(326)
6,990
2,990
150
9,382
(8,788)
10,130
(1,475)
8,306
$
The allocation of the purchase price consideration was based on estimates of fair value; such estimates and
assumptions are subject to change within the measurement period (up to one year from the acquisition date). As of June
30, 2015, we finalized the working capital adjustment and other purchase consideration, adjusting goodwill down by
$44,000. Such values were updated in the purchase consideration noted in the table above.
Included in the acquisition of Exony are operating lease commitments for office space in Newbury, England. The
annual lease payment for a 5 year term lease is approximately $260,000 and $91,000 for a 2 year term lease.
The goodwill of $8.3 million arising from the Exony acquisition largely reflects the expansion of our service offerings
complementary to our existing products. As Exony is considered an innovative contact center software provider, the
acquisition was intended to extend eGain's platform with contact center management, reporting and analytics capabilities
to our customers.
Intangible assets will be amortized over the estimated lives, as follows (in thousands):
Intangible Asset
Developed technology . . . . . . . . .
Customer relationships - software
contracts . . . . . . . . . . . . . . . . . .
Customer relationships -
maintenance contracts . . . . . . . .
Trade name . . . . . . . . . . . . . . . . .
$
$
Gross
Carrying
Amount
Accumulated
Amortization Net Balance Life
$
(1,577)
5,413
4
6,990 $
Consolidated
Statements of Operations
Category
Research and development
1,380
(623)
757
1,610
150
10,130
$
(242)
(68)
(2,510)
$
1,368
82
7,620
2
6
2
Sales and marketing
Cost of subscription and support
General and administrative
77
Amortization expense related to the above intangible assets for fiscal year ended June 30, 2015 was $2.5 million.
Estimated future amortization expense remaining at June 30, 2015 for intangible assets acquired is as follows:
2016 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
2017 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
2018 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
2019 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Thereafter . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Total future amortization expense . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
2,781
2,090
2,016
438
295
7,620
Year Ending
June 30,
The operating results for this acquisition are included in the consolidated results of operations from August 6, 2014
(the date of acquisition). The Company determined that it is impracticable to provide comparative pro forma financial
information related to the acquisition. Exony, a private company, did not historically prepare financial statements in
accordance with U.S. GAAP for interim financial reporting. Accordingly, significant estimates of amounts to be included
in pro forma financial information would be required and subject to an inordinate level of subjectivity. Exony
contributed revenues of $11.0 million and net income of $793,000 for fiscal year ended June 30, 2015.
7. COMMITMENTS AND CONTINGENCIES
Leases
We lease our facilities under non-cancelable operating leases that expire on various dates through fiscal year 2022.
On May 14, 2014, we entered into the First Amendment to the office lease for our Sunnyvale facility to extend the term
of the lease through March, 2022 and lease additional space in the current premises. The term of the additional space
commences on August 5, 2015 and is scheduled to expire on March 31, 2022. As part of the lease extension, the landlord
will provide the company with a tenant improvement allowance during 2015 through 2016 of $411,000. Our lease
agreements provide us with the option to renew. We recognize rent expense, which includes fixed escalation amounts
in addition to minimum lease payment, on a straight-line basis over each lease term. We lease certain equipment and
software under operating and capital leases with various expiration dates.
Rent expense for facilities under operating leases was $1.4 million, $1.4 million, and $1.3 million, for the fiscal
years ended June 30, 2015, 2014 and 2013, respectively.
A summary of future minimum lease payments is as follows (in thousands):
Operating Capital
Fiscal Year June 30,
2016 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
2017 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
2018 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
2019 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
2020 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Thereafter . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Leases
1,993 $ 538
266
1,964
20
1,437
—
1,292
—
1,181
—
2,146
824
Total minimum lease payments . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 10,013
(58)
Less amounts representing interest . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
766
Total capital lease obligations . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Less current capital lease obligation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
(471)
$ 295
Capital lease obligation, net of current portion . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Leases
78
Cloud Services
We have agreements with third parties to provide co-location services for cloud operations that expire on various
dates through fiscal year 2017. The agreement requires payment of a minimum amount per month in return for which the
cloud services provider provides co-location services with certain guarantees of network availability. Rental expense for
co-location centers was $1.2 million, $882,000, and $761,000 for the fiscal years ended June 30, 2015, 2014 and 2013,
respectively.
A summary of future minimum payments is as follows (in thousands):
Fiscal Year June 30,
2016 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
2017 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Total minimum payments . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Co-location
593
312
905
$
$
Contractual Obligations and Commitments
Contractual agreements with third parties consist of software licenses, maintenance and support for our operations.
As of June 30, 2015, future payments for non-cancellable contractual agreements are $1.0 million, $976,000 and
$564,000 in fiscal years 2016, 2017 and 2018, respectively.
Employee benefit plans
Defined Contribution Plans
We sponsor an employee savings and retirement plan, the 401(k) Plan, as allowed under Section 401(k) of the
Internal Revenue Code. The 401(k) Plan is available to all domestic employees who meet minimum age and service
requirements, and provides employees with tax deferred salary deductions and alternative investment options. Employees
may contribute up to 60% of their salary, subject to certain limitations. We, at the discretion of our board of directors, may
contribute to the 401(k) Plan. In fiscal year 2015, we contributed $391,000 to the 401(k) Plan. We also have a defined
contribution plan related to our foreign subsidiaries. Amounts expensed under this plan were $1.1 million, $395,000, and
$356,000 for the fiscal years ended June 30, 2015, 2014 and 2013, respectively.
Gratuity Plan—India
In accordance with Gratuity Act of 1972, we sponsor a defined benefit plan, or the Gratuity Plan, for all of our Indian
employees. The Gratuity Plan is required by local law, which provides a lump sum payment to vested employees upon
retirement or termination of employment in an amount based on each employee’s salary and duration of employment with
the company. The Gratuity Plan benefit cost for the year is calculated on an actuarial basis. Current service costs and
actuarial gains or losses, or prior service cost, for the Gratuity Plan were insignificant for the fiscal years 2015, 2014 and
2013.
Severance Pay – Italy
We accrue a severance provision and pay related taxes to local governmental agencies consistent with local
regulatory requirements. Total severance plan expenses were insignificant for the fiscal years 2015, 2014 and 2013.
Warranty
We generally warrant that the program portion of our software will perform substantially in accordance with certain
specifications for a period up to one year from the date of delivery. Our liability for a breach of this warranty is either a
return of the license fee or providing a fix, patch, work-around or replacement of the software.
79
We also provide standard warranties against and indemnification for the potential infringement of third party
intellectual property rights to our customers relating to the use of our products, as well as indemnification agreements with
certain officers and employees under which we may be required to indemnify such persons for liabilities arising out of
their duties to us. The terms of such obligations vary. Generally, the maximum obligation is the amount permitted by law.
Historically, costs related to these warranties have not been significant. However, we cannot guarantee that a
warranty reserve will not become necessary in the future.
Indemnification
We have also agreed to indemnify our directors and executive officers for costs associated with any fees, expenses,
judgments, fines and settlement amounts incurred by any of these persons in any action or proceeding to which any of
those persons is, or is threatened to be, made a party by reason of the person’s service as a director or officer, including
any action by us, arising out of that person’s services as our director or officer or that person’s services provided to any
other company or enterprise at our request.
Transfer pricing
We have received transfer-pricing assessments from tax authorities with regard to transfer pricing issues for certain
fiscal years, which we have appealed with the appropriate authority. We review the status of each significant matter and
assess its potential financial exposure. We believe that such assessments are without merit and would not have a significant
impact on our consolidated financial statements.
8. LITIGATION
In the ordinary course of business, we are involved in various legal proceedings and claims related to alleged
infringement of third-party patents and other intellectual property rights, commercial, corporate and securities, labor and
employment, wage and hour, and other claims. We have been, and may in the future be, put on notice and/or sued by third
parties for alleged infringement of their proprietary rights, including patent infringement.
We evaluate all claims and lawsuits with respect to their potential merits, our potential defenses and counterclaims,
settlement or litigation potential and the expected effect on us. Our technologies may be subject to injunction if they are
found to infringe the rights of a third party. In addition, our agreements require us to indemnify our customers for third-
party intellectual property infringement claims, which could increase the cost to us of an adverse ruling on such a claim.
9. FAIR VALUE MEASUREMENT
ASC 820, Fair Value Measurement and Disclosures, defines fair value, establishes a framework for measuring fair
value of assets and liabilities, and expands disclosures about fair value measurements. Fair value is defined as the exchange
price that would be received for an asset or paid to transfer a liability in the principal or most advantageous market for the
assets or liabilities in an orderly transaction between market participants on the measurement date. Subsequent changes in
fair value of these financial assets and liabilities are recognized in earnings or other comprehensive income when they
occur. ASC 820 applies whenever other statements require or permit assets or liabilities to be measured at fair value.
ASC 820 includes a fair value hierarchy, of which the first two are considered observable and the last unobservable,
that is intended to increase the consistency and comparability in fair value measurements and related disclosures. Valuation
techniques used to measure fair value must maximize the use of observable inputs and minimize the use of unobservable
inputs. Observable inputs reflect assumptions market participants would use in pricing an asset or liability based on market
data obtained from independent sources while unobservable inputs reflect a reporting entity’s pricing based upon their own
market assumptions.
80
The fair value hierarchy consists of the following three levels:
Level 1 – instrument valuations are obtained from real-time quotes for transactions in active exchange markets involving
identical assets.
Level 2 – instrument valuations are obtained from readily-available pricing sources for comparable instruments.
Level 3 – instrument valuations are obtained without observable market value and require a high level of judgment to
determine the fair value.
The following table summarizes the fair value hierarchy of our financial assets and liabilities measured (in
thousands):
Fair Value Measurement at
June 30, 2015
Fair Value Measurement at
June 30, 2014
Level 1
Total Balance Level 1
Total Balance
Assets
Cash equivalents:
Money market funds . . . . . . . . . . . . $
Total assets . . . . . . . . . . . . . . . . . . . . . . . . $
— $
— $
— $ 1,622 $
— $ 1,622 $
1,622
1,622
The Company uses quoted prices in active markets for identical assets or liabilities to determine fair value of Level
1 investments.
As of June 30, 2015 and 2014, we did not have any material Level 2 or 3 assets or liabilities.
10. SHARE REPURCHASE PROGRAM
On September 14, 2009, we announced that our board of directors approved a repurchase program under which we
may purchase up to 1,000,000 shares of our common stock. The duration of the repurchase program is open-ended. Under
the program, we purchase shares of common stock from time to time through the open market and privately negotiated
transactions at prices deemed appropriate by management. The repurchase is funded by cash on hand. There were no shares
repurchased during fiscal years 2015, 2014 and 2013.
81
11. QUARTERLY FINANCIAL DATA (Unaudited)
Following is a summary of quarterly operating results and share data for the years ended June 30, 2015 and 2014,
respectively:
1st Quarter 2nd Quarter 3rd Quarter 4th Quarter Fiscal Year
(in thousands, except per share data)
Fiscal 2015
Revenues . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 20,704 $ 18,903 $ 19,232 $ 17,074 $ 75,913
Gross profit . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 13,717 $ 10,662 $ 11,682 $ 10,711 $ 46,772
(1,990) $ (11,286)
Loss from operations . . . . . . . . . . . . . . . . . . . . . . . . . . . $ (1,471) $ (5,670) $ (2,155) $
(2,933) $ (12,429)
Net loss . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ (1,636) $ (5,461) $ (2,399) $
(0.47)
(0.09) $
Basic and diluted net loss per share . . . . . . . . . . . . . . . $ (0.06) $
(0.20) $
(0.11) $
Fiscal 2014
Revenues . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 15,682 $ 17,665 $ 18,026 $ 18,889 $ 70,262
Gross profit . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 10,149 $ 11,829 $ 12,044 $ 12,778 $ 46,800
(705) $ (4,059)
Loss from operations . . . . . . . . . . . . . . . . . . . . . . . . . . . $ (1,558) $ (1,108) $
(688) $
(1,018) $ (5,246)
Net loss . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ (2,004) $ (1,217) $ (1,007) $
(0.21)
(0.04) $
Basic and diluted net loss per share . . . . . . . . . . . . . . . $ (0.08) $
(0.04) $
(0.05) $
12. SUBSEQUENT EVENTS
On September 2, 2015, the Company entered into Amendment Number One (the “Amendment”) to that certain
Credit Agreement, dated as of November 21, 2014 (as further amended, restated, supplemented or otherwise modified
from time to time, the “Credit Agreement”), among the Company, the lenders party thereto (“Lenders”), and Wells Fargo
Bank, as administrative agent. Pursuant to the Amendment, the Company increased the total maximum revolving loan
commitments thereunder from $10.0 million to $15.0 million and increased the quarterly amortization payments of the
term loan under the Credit Agreement to $187,500 for the quarters ending September 30, 2015 through December 31, 2015
and $250,000 in each quarter ending thereafter. In connection with the Amendment, certain fees were also modified such
that prior to the first anniversary of the Amendment, voluntary repayments of the Term Loan, voluntary permanent
reductions of the commitment related to the Revolving Loans and certain mandatory prepayments will be subject a
prepayment premium of 1.0% of the amount prepaid or reduced. The financial covenants concerning minimum EBITDA
and liquidity levels contained in the Credit Agreement were modified in the Amendment as follows:
1.
the Company is required to achieve minimum EBITDA of not more negative than $1.68 million for the three
(3) month period ending September 30, 2015 and not more negative than $2.228 million for the six (6) month period
ending December 31, 2015. Thereafter, minimum EBITDA levels will be based on amounts agreed to by the
Company and the requisite lenders based upon annual projections delivered to the agent, and the failure to reach an
agreement on reset minimum EBITDA levels acceptable to the agent in its sole discretion shall constitute an event
of default under the Credit Agreement; and
2.
the Company is required to achieve minimum liquidity of at least $5.5 million for the month ending September
30, 2015; $6.5 million for the month ending October 31, 2015, $7.5 million for the month ending November 30,
2015 and $10.0 million for the month ending December 31, 2015 and at all times thereafter.
82
ITEM 9.
CHANGES IN AND DISAGREEMENTS WITH ACCOUNTANTS ON ACCOUNTING AND
FINANCIAL DISCLOSURE
None.
ITEM 9A. CONTROLS AND PROCEDURES
Evaluation of Disclosure Controls and Procedures. We maintain “disclosure controls and procedures,” as such
term is defined in Rule 13a-15(e) under the Securities Exchange Act of 1934, the Exchange Act, that are designed to ensure
that information required to be disclosed by us in reports that we file or submit under the Exchange Act is recorded,
processed, summarized, and reported within the time periods specified in Securities and Exchange Commission rules and
forms, and that such information is accumulated and communicated to our management, including our Chief Executive
Officer and Chief Financial Officer, as appropriate, to allow timely decisions regarding required disclosure. In designing
and evaluating our disclosure controls and procedures, management recognized that disclosure controls and procedures,
no matter how well conceived and operated, can provide only reasonable, not absolute, assurance that the objectives of the
disclosure controls and procedures are met. Our disclosure controls and procedures have been designed to meet reasonable
assurance standards. Additionally, in designing disclosure controls and procedures, our management necessarily was
required to apply its judgment in evaluating the cost-benefit relationship of possible disclosure controls and procedures.
The design of any disclosure controls and procedures also is based in part upon certain assumptions about the likelihood
of future events, and there can be no assurance that any design will succeed in achieving its stated goals under all potential
future conditions.
Based on their evaluation as of the end of the period covered by this Annual Report on Form 10-K, our Chief
Executive Officer and Chief Financial Officer have concluded that, as of June 30, 2015, our disclosure controls and
procedures were effective at the reasonable assurance level.
Changes in Internal Controls. There was no change in our internal control over financial reporting (as defined in
Rule 13a-15(f) under the Exchange Act) that occurred during our last fiscal quarter that has materially affected, or is
reasonably likely to materially affect, our internal control over financial reporting.
Management’s Annual Report on Internal Control Over Financial Reporting. Our management is responsible
for establishing and maintaining adequate internal control over financial reporting, as such term is defined in Exchange
Act Rules 13a-15(f). Because of its inherent limitations, internal control over financial reporting may not prevent or detect
misstatements. Projections of any evaluation of the effectiveness to future periods are subject to the risk that controls may
become inadequate because of changes in conditions, or that the degree of compliance with the policies or procedures may
deteriorate. Our management, with the participation of our Chief Executive Officer and Chief Financial Officer, conducted
an evaluation of the effectiveness of our internal control over financial reporting based on the framework in Internal
Control—Integrated Framework (2013 Framework) issued by the Committee of Sponsoring Organizations of the
Treadway Commission. Based on our evaluation under the framework in Internal Control—Integrated Framework (2013
Framework), our management concluded that our internal control over financial reporting was effective as of June 30,
2015.
Our independent registered public accounting firm, Burr Pilger Mayer, Inc., which audited our consolidated
financial statements in this Annual Report on Form 10-K, independently assessed the effectiveness of the Company’s
internal control over financial reporting. Burr Pilger Mayer, Inc. has issued an attestation report, which appears as part of
this Annual Report on Form 10-K.
ITEM 9B. OTHER INFORMATION
None.
83
REPORT OF INDEPENDENT REGISTERED PUBLIC ACCOUNTING FIRM
Board of Directors and Stockholders
eGain Corporation
Sunnyvale, California
We have audited the internal control over financial reporting of eGain Corporation and its subsidiaries (the
“Company”) as of June 30, 2015, based on criteria established in Internal Control—Integrated Framework (2013
Framework) issued by the Committee of Sponsoring Organizations of the Treadway Commission (“COSO”). The
Company’s management is responsible for maintaining effective internal control over financial reporting and for its
assessment of the effectiveness of internal control over financial reporting included in the accompanying Management’s
Annual Report on Internal Control over Financial Reporting. Our responsibility is to express an opinion on the Company’s
internal control over financial reporting based on our audit.
We conducted our audit in accordance with the standards of the Public Company Accounting Oversight Board
(United States). Those standards require that we plan and perform the audit to obtain reasonable assurance about whether
effective internal control over financial reporting was maintained in all material respects. Our audit included obtaining an
understanding of internal control over financial reporting, assessing the risk that a material weakness exists, testing and
evaluating the design and operating effectiveness of internal control based on the assessed risk, and performing such other
procedures as we considered necessary in the circumstances. We believe that our audit provides a reasonable basis for our
opinion.
A company’s internal control over financial reporting is a process designed to provide reasonable assurance
regarding the reliability of financial reporting and the preparation of financial statements for external purposes in
accordance with generally accepted accounting principles. A company’s internal control over financial reporting includes
those policies and procedures that (1) pertain to the maintenance of records that, in reasonable detail, accurately and fairly
reflect the transactions and dispositions of the assets of the company; (2) provide reasonable assurance that transactions
are recorded as necessary to permit preparation of financial statements in accordance with generally accepted accounting
principles, and that receipts and expenditures of the company are being made only in accordance with authorizations of
management and directors of the company; and (3) provide reasonable assurance regarding prevention or timely detection
of unauthorized acquisition, use, or disposition of the company’s assets that could have a material effect on the financial
statements.
Because of its inherent limitations, internal control over financial reporting may not prevent or detect misstatements.
Also, projections of any evaluation of effectiveness to future periods are subject to the risk that controls may become
inadequate because of changes in conditions, or that the degree of compliance with the policies or procedures may
deteriorate.
In our opinion, eGain Corporation and its subsidiaries maintained, in all material respects, effective internal control
over financial reporting as of June 30, 2015, based on criteria established in Internal Control—Integrated Framework
(2013 Framework) by COSO.
We have also audited, in accordance with the standards of the Public Company Accounting Oversight Board (United
States), the consolidated balance sheets of eGain Corporation and its subsidiaries as of June 30, 2015 and 2014, and the
related consolidated statements of operations, comprehensive income (loss), stockholders’ equity, and cash flows for each
of the three years in the period ended June 30, 2015, and the related financial statement schedule and our report dated
September 11, 2015 expressed an unqualified opinion on those consolidated financial statements and the related financial
statement schedule.
/s/ Burr Pilger Mayer, Inc.
San Jose, California
September 11, 2015
84
PART III
ITEM 10. DIRECTORS, EXECUTIVE OFFICERS AND CORPORATE GOVERNANCE
The information required by this item (with respect to our Directors) is incorporated by reference from the
information under the caption “Election of Directors” contained in eGain’s Proxy Statement to be filed with the Securities
and Exchange Commission in connection with the solicitation of proxies for the Company’s 2015 Annual Meeting of
Stockholders, the Proxy Statement.
Certain information required by this item concerning executive officers is set forth in Part I of this Report under the
caption “Executive Officers of the Registrant” and is incorporated herein by reference.
The information contained under the caption “Section 16(a) Beneficial Ownership Reporting Compliance” in the
definitive Proxy Statement for the Company’s 2015 Annual Meeting of Stockholders is incorporated herein by reference.
ITEM 11. EXECUTIVE COMPENSATION
The information contained under the heading “Executive Compensation” and under the captions “Director
Compensation,” and “Recent Option Grants” in the definitive Proxy Statement for eGain’s 2015 Annual Meeting of
Stockholders is incorporated herein by reference.
ITEM 12. SECURITY OWNERSHIP OF CERTAIN BENEFICIAL OWNERS AND MANAGEMENT AND
RELATED STOCKHOLDER MATTERS
The information contained under the heading “Security Ownership of Certain Beneficial Owners and Management”
in the definitive Proxy Statement for eGain’s 2015 Annual Meeting of Stockholders is incorporated herein by reference.
ITEM 13. CERTAIN RELATIONSHIPS AND RELATED TRANSACTIONS AND DIRECTOR
INDEPENDENCE
The information contained under the caption “Related Party Transactions” in the definitive Proxy Statement for
eGain’s 2015 Annual Meeting of Stockholders is incorporated herein by reference.
ITEM 14. PRINCIPAL ACCOUNTANT FEES AND SERVICES
The information contained under the heading “Principal Accounting Fees and Services” in the definitive Proxy
Statement for eGain’s 2015 Annual Meeting of Stockholders is incorporated herein by reference.
85
PART IV
ITEM 15. EXHIBITS AND FINANCIAL STATEMENT SCHEDULES
(a)
1. Financial Statements
See Index to Financial Statements in Item 8 of this Report.
2. Financial Statement Schedule
Financial statement schedule, which is included at the end of this report:
Schedule II—Valuation and Qualifying Accounts.
All other schedules have been omitted since they are either not required, not applicable or the information has been
included in the consolidated financial statements or notes thereto.
3. Exhibits
See Item 15(b) of this report.
(b) Exhibits
The exhibits listed below are filed or incorporated by reference herein.
Exhibit
No.
3(i).1
3(ii).2
3(ii)
4.1
4.2
10.1#
10.2#
10.3#
10.4#
10.5
Amended and Restated Certificate of Incorporation filed as Exhibit 3.1 on eGain’s Quarterly
Report on Form 10-Q for the quarter ended September 30, 2008
Description of Exhibits
Certificate of Amendment of Certificate of Incorporation filed as Exhibit 3(iii) on eGain’s
Quarterly Report on Form 10-Q for the quarter ended September 30, 2012.
Amended and Restated Bylaws filed as Exhibit 3.4 to eGain’s Registration Statement on Form S-1,
File No. 333-83439, originally filed with the Commission on July 22, 1999, as subsequently
amended, and incorporated by reference herein.
Registration Rights Agreement dated as of August 8, 2000, filed as Exhibit 10.2 to eGain’s Current
Report on Form 8-K dated August 15, 2000.
Form of Warrant to Purchase Common Stock, filed as Exhibit 4.1 to eGain’s Current Report on
Form 8-K dated September 24, 2008.
Form of Indemnification Agreement, incorporated by reference to Exhibit 10.1 to the Registrant’s
Form S-,1 File No. 333-83439, originally filed with the Commission on July 22, 1999.
Amended and Restated 1998 Stock Plan and forms of stock option agreements thereunder,
incorporated by reference to Exhibit 10.2 to the Registrant’s Form S-1, File No. 333-83439,
originally filed with the Commission on July 22, 1999.
2005 Stock Incentive Plan, as amended, incorporated by reference to Exhibit 10.3 to the
Registrant’s Current Report on Form 8-K filed on November 12, 2015.
2005 Management Stock Option Plan, as amended, incorporated by reference to Exhibit 10.4 to the
Registrant’s Current Report on Form 8-K filed on November 12, 2015.
Credit Agreement dated as of November 21, 2014 between the Registrant and Wells Fargo Bank,
N.A., incorporated by reference to Exhibit 10.5 to the Registrant’s Current Report on Form 8-K
filed on November 25, 2014.
86
10.6
10.7
10.8
21.1
23.1
31.1
31.2
32.1
32.2
Amendment One to Credit Agreement dated as of September 2, 2015 between the Registrant and
Wells Fargo Bank, N.A., incorporated by reference to Exhibit 10.6 to the Registrant’s Current
Report on Form 8-K filed on September 3, 2015.
Standard Industrial/Commercial Multi-Tenant Lease Modified Net between the Registrant and
DeGuigne Ventures, LLC dated May 31, 2011, incorporated by reference to Exhibit 10.7 to the
Registrant’s Current Report on Form 8-K filed on May 31, 2011.
First Amendment to Standard Industrial/Commercial Multi-Tenant Lease Modified Net between
the Registrant and D.R. Stephens Industrial Partners, LLC (Successor in Interest to DeGuigne
Ventures, LLC) dated May 14, 2014, incorporated by reference to Exhibit 10.8 to the Registrant’s
Current Report on Form 8-K filed on May 19, 2014.
Subsidiaries of eGain Corporation.
Consent of Burr Pilger Mayer, Inc., Independent Registered Public Accounting Firm.
Rule 13a/15(d)-14 Certification of Chief Executive Officer.*
Rule 13a/15(d)-14 Certification of Chief Financial Officer.*
Certification pursuant to 18 U.S.C. Section 1350, as adopted pursuant to Section 906 of the
Sarbanes Oxley Act of 2002 of Ashutosh Roy, Chief Executive Officer.*
Certification pursuant to 18 U.S.C. Section 1350, as adopted pursuant to Section 906 of the
Sarbanes Oxley Act of 2002 of Eric Smit, Chief Financial Officer.*
101.INS
XBRL Instance Document
101.SCH
XBRL Taxonomy Extension Schema Document
101.CAL
XBRL Taxonomy Extension Calculation Linkbase Document
101.DEF
XBRL Taxonomy Extension Definition Linkbase Document
101.LAB
XBRL Taxonomy Extension Label Linkbase Document
101.PRE
XBRL Taxonomy Extension Presentation Linkbase Document
*
The material contained in this exhibit is not deemed “filed” with the Securities and Exchange Commission and is
not to be incorporated by reference into any filing of the company under the Securities Act of 1933 or the Securities
Exchange Act of 1934, whether made before or after date hereof and irrespective of any general incorporation
language contained in such filing.
#
Indicates management contract or compensatory plan or arrangement.
87
Pursuant to the requirements of Section 13 or 15(d) of the Securities Exchange Act of 1934, the registrant has duly
caused this report to be signed on its behalf by the undersigned, thereunto duly authorized.
SIGNATURES
Date: September 11, 2015
eGAIN COMMUNICATIONS CORPORATION
By:
/s/ ASHUTOSH ROY
Chief Executive Officer
KNOW ALL MEN BY THESE PRESENT, that each person whose signature appears below constitutes and appoints
Ashutosh Roy and Eric Smit, and each of them, his true and lawful attorneys-in-fact and agents, each with full power of
substitution and resubstitution, for him and in his name, place, and stead, in any and all capacities, to sign any and all
amendments to this annual report, and to file the same, with exhibits thereto and other documents in connection therewith,
with the Securities and Exchange Commission, granting unto said attorneys-in-fact and agents, and each of them, full
power and authority to do and perform each and every act and thing requisite and necessary to be done, as fully to all
intents and purposes as he might or could do in person, hereby ratifying and confirming all that each of said attorneys-in-
fact and agents or their substitute or substitutes may lawfully do or cause to be done by virtue hereof.
Pursuant to the requirements of the Securities Exchange Act of 1934, as amended, this report has been signed below
by the following persons on behalf of the Registrant and in the capacities and on the dates indicated.
Name
Title
Date
/s/ ASHUTOSH ROY
Ashutosh Roy
Chief Executive Officer and Director
(Principal Executive Officer)
September 11, 2015
Chief Financial Officer
September 11, 2015
(Duly Authorized Officer and Principal Financial
and Accounting Officer)
September 11, 2015
September 11, 2015
September 11, 2015
September 11, 2015
/s/ ERIC N. SMIT
Eric N. Smit
/s/ DAVID SCOTT
David Scott
/s/ GUNJAN SINHA
Gunjan Sinha
Director
Director
/s/ PHIROZ P. DARUKHANAVALA
Phiroz P. Darukhanavala
Director
/s/ BRETT SHOCKLEY
Brett Shockley
Director
88
SCHEDULE II—VALUATION AND QUALIFYING ACCOUNTS
(in thousands)
Written
Balance at Additions
Off,
Beginning of Charged to Net of
Period
Expense
Balance at
Recoveries End of Period
Allowance for Doubtful Accounts:
Year ended June 30, 2015 . . . . . . . . . . . . . .
Year ended June 30, 2014 . . . . . . . . . . . . . .
Year ended June 30, 2013 . . . . . . . . . . . . . .
$
$
$
574 $
392 $
303 $
— $
194 $
258 $
(76) $
272 $ (183) $
768
574
392
89
EXHIBIT INDEX
Amended and Restated Certificate of Incorporation filed as Exhibit 3.1 on eGain’s Quarterly
Report on Form 10-Q for the quarter ended September 30, 2008
Description of Exhibits
Certificate of Amendment of Certificate of Incorporation filed as Exhibit 3(iii) on eGain’s
Quarterly Report on Form 10-Q for the quarter ended September 30, 2012.
Amended and Restated Bylaws filed as Exhibit 3.4 to eGain’s Registration Statement on Form S-1,
File No. 333-83439, originally filed with the Commission on July 22, 1999, as subsequently
amended, and incorporated by reference herein.
Registration Rights Agreement dated as of August 8, 2000, filed as Exhibit 10.2 to eGain’s Current
Report on Form 8-K dated August 15, 2000.
Form of Warrant to Purchase Common Stock, filed as Exhibit 4.1 to eGain’s Current Report on
Form 8-K dated September 24, 2008.
Form of Indemnification Agreement, incorporated by reference to Exhibit 10.1 to the Registrant’s
Form S-1, File No. 333-83439, originally filed with the Commission on July 22, 1999.
Amended and Restated 1998 Stock Plan and forms of stock option agreements thereunder,
incorporated by reference to Exhibit 10.2 to the Registrant’s Form S-1, File No. 333-83439,
originally filed with the Commission on July 22, 1999,.
2005 Stock Incentive Plan, as amended, incorporated by reference to Exhibit 10.3 to the
Registrant’s Current Report on Form 8-K filed on November 12, 2015.
2005 Management Stock Option Plan, as amended, incorporated by reference to Exhibit 10.4 to the
Registrant’s Current Report on Form 8-K filed on November 12, 2015.
Credit Agreement dated as of November 21, 2014 between the Registrant and Wells Fargo Bank,
N.A., incorporated by reference to Exhibit 10.5 to the Registrant’s Current Report on Form 8-K
filed on November 25, 2014.
Amendment One to Credit Agreement dated as of September 2, 2015 between the Registrant and
Wells Fargo Bank, N.A., incorporated by reference to Exhibit 10.6 to the Registrant’s Current
Report on Form 8-K filed on September 3, 2015.
Standard Industrial/Commercial Multi-Tenant Lease Modified Net between the Registrant and
DeGuigne Ventures, LLC dated May 31, 2011, incorporated by reference to Exhibit 10.7 to the
Registrant’s Current Report on Form 8-K filed on May 31, 2011.
First Amendment to Standard Industrial/Commercial Multi-Tenant Lease Modified Net between
the Registrant and D.R. Stephens Industrial Partners, LLC (Successor in Interest to DeGuigne
Ventures, LLC) dated May 14, 2014, incorporated by reference to Exhibit 10.8 to the Registrant’s
Current Report on Form 8-K filed on May 19, 2014.
Subsidiaries of eGain Corporation.
Consent of Burr Pilger Mayer, Inc., Independent Registered Public Accounting Firm.
Exhibit
No.
3(i).1
3(ii).2
3(ii)
4.1
4.2
10.1#
10.2#
10.3#
10.4#
10.5
10.6
10.7
10.8
21.1
23.1
90
31.1
31.2
32.1
32.2
Rule 13a-15(e)/15(d)-15(e) Certification of Chief Executive Officer.
Rule 13a-15(e) /15(d)-15(e) Certification of Chief Financial Officer.
Certification pursuant to 18 U.S.C. Section 1350, as adopted pursuant to Section 906 of the
Sarbanes Oxley Act of 2002 of Ashutosh Roy, Chief Executive Officer.*
Certification pursuant to 18 U.S.C. Section 1350, as adopted pursuant to Section 906 of the
Sarbanes Oxley Act of 2002 of Eric Smit, Chief Financial Officer.*
101.INS
XBRL Instance Document
101.SCH
XBRL Taxonomy Extension Schema Document
101.CAL
XBRL Taxonomy Extension Calculation Linkbase Document
101.DEF
XBRL Taxonomy Extension Definition Linkbase Document
101.LAB
XBRL Taxonomy Extension Label Linkbase Document
101.PRE
XBRL Taxonomy Extension Presentation Linkbase Document
*
The material contained in this exhibit is not deemed “filed” with the Securities and Exchange Commission and is
not to be incorporated by reference into any filing of the company under the Securities Act of 1933 or the Securities
Exchange Act of 1934, whether made before or after date hereof and irrespective of any general incorporation
language contained in such filing.
#
Indicates management contract or compensatory plan or arrangement.
91
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COMPARISON OF CUMULATIVE TOTAL RETURN
AMONG eGAIN CORPORATION,
NASDAQ MARKET INDEX AND S&P SOFTWARE & SERVICES SELECT INDUSTRY INDEX
eGain Corporation
Nasdaq Composite
S&P Software & Services Select Industry Index
$350
$300
$250
$200
$150
$100
$50
$0
6/30/2011
6/30/2012
6/30/2013
6/30/2014
6/30/2015
24SEP201523340119
eGain Corporation
Nasdaq Composite
6/30/2011 6/30/2012 6/30/2013 6/30/2014 6/30/2015
$100.00
$184.75
$326.10
$229.49
$169.83
$100.00
$106.99
$125.83
$165.05
$188.87
S&P Software & Services Select Industry Index
$100.00
$101.18
$124.54
$155.26
$180.48
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