UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
Washington, D.C. 20549
FORM 10-K
(Mark One)
xx ANNUAL REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934
For the fiscal year ended January 31, 2016
OR
¨¨ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934
For the transition period from to
Commission File Number: 001-37493
Ooma, Inc.
(Exact Name of Registrant as Specified in its Charter)
Delaware
(State or other jurisdiction
of incorporation or organization)
06-1713274
(I.R.S. Employer
Identification No.)
1880 Embarcadero Road, Palo Alto, California 94303
(Address of principal executive offices)
(650) 566-6600
(Registrant’s telephone number, including area code)
Securities registered pursuant to Section 12(b) of the Act: Common Stock, par value $0.0001 per share; Common stock traded on the New York Stock Exchange LLC
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 o
NO x
Indicate by check mark if the Registrant is not required to file reports pursuant to Section 13 or 15(d) of the Act. YES ¨
NO x
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 x
NO ¨
Indicate by check mark whether the Registrant has submitted electronically and posted on its corporate Web site, if any, every Interactive Data File required to be submitted and posted pursuant
to Rule 405 of Regulation S-T (§232.405 of this chapter) during the preceding 12 months (or for such shorter period that the Registrant was required to submit and post such files). YES x
NO ¨
Indicate by check mark if disclosure of delinquent filers pursuant to Item 405 of Regulation S-K (§229.405) 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. x
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 definition of “large accelerated
filer”, “accelerated filer”, and “smaller reporting company” in Rule 12b-2 of the Exchange Act. (Check one):
Large accelerated filer
o
Accelerated filer
o
Non-accelerated filer
Indicate by check mark whether the Registrant is a shell company (as defined in Rule 12b-2 of the Exchange Act). YES o
NO x
The aggregate market value of the voting and non-voting common equity held by non-affiliates of the Registrant as of July 31, 2015, the last business day of the Registrant’s most recently
completed second fiscal quarter, was approximately $88,377,243 (based on the closing price of $10.25 per share on July 31, 2015 on the New York Stock Exchange). Shares of the Registrant’s
common stock held by each executive officer, director and holder of 10% or more of the outstanding common stock have been excluded because such persons may be deemed affiliates. This
calculation does not reflect a determination that certain persons are affiliates of the Registrant for any other purpose .
x (Do not check if a small reporting company)
Small reporting company
o
The number of shares of the Registrant's common stock outstanding as of March 31, 2016, was 17,174,133.
DOCUMENTS INCORPORATED BY REFERENCE
Information required by Part III of this Form 10-K is incorporated by reference to the Registrant's Definitive Proxy Statement for its 2016 Annual Meeting of Stockholders, which proxy
statement will be filed with the Securities and Exchange Commission within 120 days after the end of the fiscal year covered by this Form 10-K.
Table of Contents
Business
Risk Factors
Unresolved Staff Comments
Properties
Legal Proceedings
Mine Safety Disclosures
Market for Registrant’s Common Equity, Related Stockholder Matters and Issuer Purchases of Equity Securities
Selected Consolidated Financial Data
Management’s Discussion and Analysis of Financial Condition and Results of Operations
Quantitative and Qualitative Disclosures About Market Risk
Consolidated Financial Statements and Supplementary Data
Changes in and Disagreements With Accountants on Accounting and Financial Disclosure
Controls and Procedures
Other Information
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 Accounting Fees and Services
Exhibits, Financial Statement Schedules
PART I
Item 1.
Item 1A.
Item 1B.
Item 2.
Item 3.
Item 4.
PART II
Item 5.
Item 6.
Item 7.
Item 7A.
Item 8.
Item 9.
Item 9A.
Item 9B.
PART III
Item 10.
Item 11.
Item 12.
Item 13.
Item 14.
PART IV
Item 15.
Signatures
Exhibits
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16
45
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SPECIAL NOTE REGARDING FORWARD-LOOKING STATEMENTS
This Annual Report on Form 10-K for the year ended January 31, 2016, including the sections entitled “Business,” “Risk Factors,” and “Management's
Discussion and Analysis of Financial Condition and Results of Operations,” contains forward-looking statements within the meaning of Section 27A of the
Securities Act of 1933, as amended, and Section 21E of the Securities Exchange Act of 1934, as amended. The words “believe,” “will,” “may,” “estimate,”
“continue,” “anticipate,” “intend,” “should,” “plan,” “expect,” “predict,” “could,” “potentially” and similar expressions that convey uncertainty of future events or
outcomes are intended to identify forward-looking statements.
These forward-looking statements include, but are not limited to, statements concerning the following:
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our future financial performance, including trends in revenue, cost of revenue, operating expenses and income taxes;
our estimates of the size of our market opportunity and forecasts of market growth;
changes to our business resulting from increased competition or changes in market trends;
our ability to develop, launch or acquire new products and services, improve our existing products and services and increase the value of our
products and services;
our ability to increase our revenue and our revenue growth rate;
our ability to anticipate demand for our products;
our ability to effectively manage our future growth;
our ability to successfully maintain our relationships with our resellers;
our ability to attract and retain customers, including our ability to maintain adequate customer care and manage increases in our churn rate;
our ability to improve local number portability provisioning and obtain direct inward dialing numbers;
our ability to maintain, protect and enhance our brand and intellectual property;
government regulation, including compliance with regulatory requirements and changes in market rules, rates and tariffs;
our ability to comply with the FCC’s regulations regarding E-911 services;
increasing regulation of our services and the imposition of federal, state and municipal sales and use taxes, fees or surcharges on our services;
the effects of industry trends on our results of operations;
server or system failures that could affect the quality or disrupt the services we provide and our ability to maintain data security;
our ability to borrow additional funds and access capital markets, as well as our ability to comply with the terms of our indebtedness and the
possibility that we may incur additional indebtedness in the future;
the differences between our services, including our emergency calling service, compared to traditional phone services;
the sufficiency of our cash and cash equivalents and cash generated from operations to meet our working capital and capital expenditure
requirements;
our ability to successfully enter new markets and manage our international expansion;
our ability to successfully identify, evaluate and consummate acquisitions;
the future trading prices of our common stock; and
other risk factors included under the section titled “Risk Factors”
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You should no t rely upon forward-looking statements as predictions of future events. We have based the forward-looking statements contained in this
Annual Report on Form 10-K primarily on our current expectations and projections about future events and trends that we b elieve may affect our business,
financial condition, results of operations and prospects. The outcome of the events described in these forward-looking statements is subject to risks, uncertainties
and other factors described principally in the sections ent itled “Risk Factors” and “Management’s Discussion and Analysis of Financial Condition and Results of
Operations.” Moreover, we operate in a very competitive and rapidly changing environment. New risks and uncertainties emerge from time to time and it is no t
possible for us to predict all risks and uncertainties that could have an impact on the forward-looking statements contained in this Annual Report on Form 10-K. As
a result, we cannot assure you that the results, events and circumstances reflected in the forward-looking statements will be achieved or occur, and actual results,
events or circumstances could differ materially from those described in the forward-looking statements contained in this Annual Report on Form 10-K.
The forward-looking statements made in this Annual Report on Form 10-K relate only to events as of the date on which the statements are made. We
undertake no obligation to update any forward-looking statements made in this Annual Report on Form 10-K to reflect events or circumstances after the date of this
Annual Report on Form 10-K or to reflect new information or the occurrence of unanticipated events, except as required by law. If we update one or more forward-
looking statements, no inference should be drawn that we will make additional updates with respect to those or other forward-looking statements. Readers are also
urged to carefully review and consider all of the information in this Annual Report on Form 10-K, as well as the other documents we make available through the
Securities and Exchange Commission’s website at www.sec.gov. We may not actually achieve the plans, intentions or expectations disclosed in our forward-
looking statements. Our forward-looking statements do not reflect the potential impact of any future acquisitions, mergers, dispositions, joint ventures or
investments we may make.
Corporate Information
We were incorporated in 2003 as a Delaware corporation. Our headquarters are located at 1880 Embarcadero Road, Palo Alto, CA 94303, and our
telephone number is (650) 566-6600. Our corporate website address is www.ooma.com. The information contained on our website is not incorporated by reference
into this Annual Report on Form 10-K, and you should not consider any information contained on, or that can be accessed through, our website as part of this
Annual Report on Form 10-K or in deciding whether to purchase our common stock. We have included our website address only as an inactive textual reference
and do not intend it to be an active link to our website.
When we use the terms “Ooma,” the “Company,” “we,” “us” or “our” in this report, we are referring to Ooma, Inc. and its consolidated subsidiary unless the
context requires otherwise. Ooma, PureVoice and the Ooma logo are trademarks of Ooma, Inc. All other company and product names may be trademarks of the
respective companies with which they are associated.
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ITEM 1. BUSINESS
Overview
PART I
Ooma is a leading provider of innovative communications solutions and other connected services to small business, home, and mobile users. Our unique
hybrid SaaS platform, consisting of our proprietary cloud, on-premise appliances, mobile applications, and end-point devices, provides the connectivity and
functionality that power our solutions. Our communications solutions deliver our proprietary PureVoice HD voice quality, advanced features, and integration with
mobile devices, at extremely competitive pricing and value. Our platform helps create smart workplaces and homes by providing value-added communications and
other connected services and by integrating end-point devices to enable the Internet of Things. Our platform and solutions have the power to provide
communications, productivity, automation, monitoring, safety, security, and networking infrastructure applications to our users.
We drive the adoption of our platform by providing communications solutions to the large and growing markets for small business, home, and mobile users
and then accelerate growth by offering new and innovative connected services to our user base. Our small business and home customers adopt our platform by
making a one-time purchase of one of our on-premise appliances, connecting the appliance to the internet, and activating subscription services, for which they
primarily pay on a monthly basis. Our communications solutions are distinguished by the combination of our proprietary PureVoice HD voice quality, exceptional
value, an advanced feature set enhanced by a number of end-point devices, and integration with mobile devices. We believe we have achieved high levels of
customer retention and loyalty by delivering exceptional quality and customer satisfaction.
Our services run on our unique platform consisting of four proprietary elements: our multi-tenant cloud service, custom on-premise appliance, mobile
applications, and end-point devices. Ooma’s cloud provides a high-quality, secure, managed, and reliable connection integrating every element of our platform. Our
on-premise appliances incorporate both a custom-designed, Linux-based computer and a high speed network router, with several key features, including wireless
connectivity to end-point devices and custom firmware and software applications that are remotely upgradable and extensible to new services. Our mobile
applications enable customers to access our product features from anywhere, and our end-point devices enable additional functionality and services. Our platform
powers all aspects of our business, not only providing the infrastructure for the communications portion of our business, but also enabling a number of other current
and future valuable productivity, automation, monitoring, safety, security, and networking infrastructure applications.
We currently offer our solutions in the U.S. and Canadian markets. We believe that our differentiated platform and our long-term customer relationships
uniquely position us to add new connected services and exploit adjacent markets, all without significant capital investment or high customer acquisition costs to
drive their adoption. We offer and/or are developing connected services for the following applications:
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Productivity. We offer a small business productivity service, called “Business Promoter”, which provides lead generation services to small
businesses using proprietary techniques that leverage local, mobile and social media technologies and platforms to enable small businesses to be
found, to engage with new prospects, and to receive telephone calls from qualified customer leads. In the future, we expect to launch additional
connected services to enhance productivity for small businesses.
Automation, monitoring, safety, and security. Our platform enables an ecosystem for connected services by integrating with other automation
solutions. For example, we have integrated Ooma Telo with products from Nest Labs, Inc., a Google company, including the Nest Learning
Thermostat and Nest Protect smoke and carbon monoxide detector, the Amazon Echo and Amazon Alexa voice service, and a variety of products
integrated through the If This Then That (“IFTTT”) platform. By combining Ooma’s communications intelligence with these products’ functions, we
enable innovative and valuable features. For example, if the Nest Protect device detects smoke or carbon monoxide when the user is away from
home, we provide the ability for the user, through the user’s mobile device, to connect with emergency services from the user’s home phone number
and address. This allows users to immediately speak with the correct emergency services personnel, saving valuable time. We are currently
developing additional connected services for small businesses and homes to enable the Internet of Things, including a home monitoring solution
using proprietary sensors.
Networking infrastructure. Our on-premise appliances include a high-speed router that has the capacity to provide networking infrastructure
solutions. In the future, we expect to launch connected services with applications for networking infrastructure for small businesses and homes.
We believe that our platform is particularly well-suited to enable the delivery of connected services because it is always on, monitored and interactive. We
expect the adoption of our connected services to support the continued growth of our recurring revenue stream.
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We have experienced significant revenue and user growth in recent periods, growing our “core users” from approximately 481,000 as of January 31, 2014 to
approximately 800,000 as of January 31, 2016, representing a compound annual growth rate of approximately 29%. We define core users as the number of home
user accounts, office user extensions, and standalone Business Promoter accounts. We believe that we have one of th e lowest customer churn rates in the industry,
with an average monthly core user churn rate of 0.53% for the 12-month period ending on January 31, 2016. Additionally, we had approximately 1.6 million and
1.5 million Talkatone monthly active users as of Jan uary 31, 2016 and 2015, respectively. We have a predictable revenue model with growth in recurring revenue,
with total revenue of $88.8 million, $72.2 million and $53.7 million in fiscal 2016, fiscal 2015 and fiscal 2014, respectively. Subscription and ser vices revenue,
which represents the recurring portion of our total revenue, has increased as a percentage of our total revenue over the last three years, from approximately 66% in
fiscal 2014 to 82% in fiscal 2016. We have continued to make significant inv estments in research and development, brand marketing, and channel development,
incurring net losses of $(14.1) million, $(6.4) million and $(2.0) million in fiscal 2016, fiscal 2015 and fiscal 2014, respectively. Our Adjusted EBITDA was
$(6.5) million, $( 3.5) million, $(0.4) million in fiscal 2016, fiscal 2015 and fiscal 2014, respectively. See “Item 7. Management’s Discussion and Analysis of
Financial Condition and Result of Operation” for a description of how we define Adjusted EBITDA and why we believe that it is useful to investors, and a
reconciliation to our net loss, which is our most directly comparable financial measure calculated and presented in accordance with generally accepted accounting
principles, or GAAP.
Our Products and Services
Ooma for Small Business
Ooma Office for Small Businesses
Ooma Office is a fully-featured multi-user communications system for small businesses, providing everything needed to manage communications in and out
of the office with a suite of powerful features at an affordable price.
Unlike pure cloud-based phone services that only work with IP phones, our unique hybrid SaaS platform allows for the use of standard analog phones and
fax machines as well as select IP phones and internet fax. Ooma Office analog desktop extensions work wirelessly with no wiring infrastructure. This makes setup
intuitive and easy enough for the user to install and manage without assistance from an IT professional.
Ooma Office consists of an on-premise appliance an Ooma Linx end-point device, which wirelessly connects regular desktop telephones to the user’s high-
speed internet connection. The user can configure the system online, using the Ooma Office Manager web portal. Ooma Office provides features not typically
available to small businesses, including a virtual receptionist, music-on-hold, ring groups, a conference bridge, internet and analog fax capability, and mobility
features, such as voicemail forwarding to a designated e-mail address.
The Ooma Office Mobile HD app allows users to remotely access their business communications system to make, receive and transfer phone calls and
utilize many of the other features, as if they were in the office. The app is compatible with any iOS or Android mobile device and transmits calls over a Wi-Fi or
cellular data connection.
Ooma Office
Mobile HD app
Ooma Office
and Linx
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Ooma Office customers can subscribe to the following calling plans to enhance their business:
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Local numbers. Ooma allows businesses to select up to 20 local phone numbers to establish points of presence within a geographic area or for direct
inward dialing to users of the system. Ooma offers phone numbers in all states except the Northwest Territories of Canada.
Toll free numbers. Ooma toll-free numbers come with 500 minutes of inbound calling included each month. For businesses that expect a large
number of toll-free calls, Ooma offers toll-free calling plans that include an additional 1,000 or 2,500 additional minutes each month at a low cost.
Prepaid. Ooma Office customers can save on international calling with everyday low rates from Ooma. International calls are charged against a
prepaid account, which is automatically refilled as the balance runs low.
Business Promoter
Business Promoter is a service that helps businesses generate new customer leads. Business Promoter optimizes a business’s online presence, enabling
potential customers to discover the business and engage with it without requiring time or expertise from the business. Business Promoter utilizes location, mobile
and social technologies and platforms to generate customer leads by delivering phone calls from potential customers to a business. Ooma Office users can either
sign-up for the Business Promoter service on a pay-per-lead basis, or subscribe to unlimited leads through a monthly plan. Under the pay-per-lead model, users
generally pay a price per lead that originates from a qualified phone call to the business.
Business Promoter also operates on a white-label basis for digital marketing agencies representing tens of thousands of business locations.
Ooma for Residence
Ooma Telo for Home
Ooma Telo is a complete home communications solution designed to serve as the primary phone line in the home, delivering high-quality voice
communications and unique and valuable features.
Users buy an Ooma Telo and plug it into a high-speed internet connection and standard home phone devices. Users have the option to transfer their existing
phone number from their current provider for a one-time fee or to select a new number at no cost. We provide local phone numbers throughout the U.S. and Canada
except in the Northwest Territories of Canada. Once set up, users have access to free nationwide calling, international calling with low rates, and standard features
such as voicemail, call waiting, caller ID, network address book, and 911 calling, with text alerts when 911 is dialed from the home. The base service is free, but
users are required to pay applicable taxes and fees typically ranging from approximately $3.77 to $9.00 per month, depending on the jurisdiction. Based on a typical
monthly phone bill of $40 for standard landline service, we estimate that users can save approximately $1,000 in three years by using an Ooma Telo.
The Ooma Mobile HD app allows Ooma Telo users to make and receive phone calls and access Ooma features and settings with any iOS or Android device
over a Wi-Fi or cellular data connection. The Ooma Mobile HD app is free for Ooma Telo users and includes unlimited outbound calls within the U.S. (subject to
normal residential usage limitations). Another advantage of the Ooma Mobile HD app is it enables users to make international calls on their mobile devices using
Ooma’s attractive international calling plan.
Ooma
Mobile HD app
Ooma Telo
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Ooma End-Point Devices
The Ooma Telo and the Ooma Office support a line of end-point devices to expand the capabilities of the system to serve the needs of an entire household.
HD2 Handset
Linx
Safety Phone
Wireless + Bluetooth Adapter
Headset
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The Ooma HD2 Handset is a sophisticated wireless handset with a color display that supports many enhanced Ooma features, including online
contact list syncing, picture caller-ID, instant second line, voicemail screening, and musical ringtones.
The Ooma Linx is a remote phone jack that can be plugged into any electrical socket to allow the user to connect a phone, fax machine, alarm panel,
or anything that requires a phone line to the Ooma phone service, all completely wirelessly.
The Ooma Safety Phone is a wireless, small form-factor, hands-free speakerphone that can be worn as a pendant. Two speed dial buttons can each be
preset with up to three different numbers, including 911. The preset buttons can also be configured to trigger e-mails or SMS notification alerts when
assistance is requested. The Safety Phone supports two-way voice communication and can also be used to answer phone calls.
Ooma Wireless + Bluetooth Adapter adds Wi-Fi and Bluetooth capability to Ooma Telo. With this adapter, users can install the Ooma Telo device
anywhere in the home within range of their wireless network instead of hardwiring the device to a modem or router. Bluetooth is used to pair
Bluetooth-enabled mobile phones to the Ooma Telo so that incoming calls on the user’s mobile phone can ring on the user’s home phones.
The Ooma Headset is a lightweight, noise-canceling headset which leverages DECT technology to deliver excellent call quality and long battery life.
The headset comes with a magnetic charging cradle, has a range of up to 500 feet outdoors, and can be worn in a variety of styles to support all day
comfort. The Ooma Headset works with Ooma Telo and Ooma Office.
Ooma Premier Service for Telo
The Ooma Premier Service is a suite of over 25 advanced calling features that maximize the utility of the Ooma Telo on a monthly or annual subscription
basis. The Ooma Premier Service helps our users enhance their privacy, stay connected on the go, better manage and access their voicemail, and expand calling
options.
The most popular features of the Ooma Premier Service include:
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Blacklists that block over eight hundred and fifty thousand telemarketers, robocallers, and spammers, as well as a user-configurable list of unwanted
callers.
Instant Second Line that enables two household members to make calls simultaneously over the same phone number.
Nest Product Integration that provides integration of our communications solution with the Nest Protect: Smoke + Carbon Monoxide alarm and Nest
Learning Thermostat, enabling a variety of features and services, including remote emergency calling from a user’s home number, event scheduling
and alerts, and call forwarding based on occupancy sensors.
Multi-Ring that enables calls to ring simultaneously on the home phone, cell phone, and Ooma Mobile application.
Voicemail Monitoring that allows users to listen to and intercept calls as a voicemail message is being recorded.
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Voicemail Forwarding that provides users the option to listen to voicemail messages from their e-mail inbox or smartphone.
Unlimited Free Mobile App Calling that allows users to make and receive unlimited phone calls within the U.S. from their mobile devices as if they
were calling from their home number. The availability of unlimited phone calls within the U.S. is subject to normal residential usage limitations.
Other Premium Services
We offer other premium subscription services to our customers, independent of the Ooma Premier Service, including the following services.
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International calling plan. We offer an international calling plan that allows users to make unlimited calls to 61 countries around the world for a
monthly or annual fee, or on a pre-paid basis. Calls can be made from the Ooma Telo, or from the Ooma Mobile HD app.
Voicemail transcription service. Users can have their voicemail messages converted into text and have it sent to the user via e-mail so they can read
the content of the voicemail.
Talkatone App
Our Talkatone mobile app is available to anyone with an iOS or Android mobile device. Users download the app from the Apple App Store or Google Play
for free. Users select a phone number that they can use to make 60 minutes of free U.S. calls per month and unlimited texts using a Wi-Fi or cellular data
connection. Advertising is displayed within the Talkatone mobile app and users can purchase premium services such as ad-free usage, additional calling minutes
and international calling plans.
Talkatone App Calling
Talkatone App Texting
Segment Information
We operate in one industry segment generating product and services revenue from the sale of on-premise appliances and end-point devices to our end-
customers through our website and from sales through distributors, retailers and resellers.
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Backlog
We generally sign monthly and annual contracts for our subscriptions and generally invoice our customers on a monthly basis for the services purchased.
Products are shipped and billed shortly after receipt of an order. We do not believe that our product backlog at any particular time is meaningful because it is not
necessarily indicative of future revenue in any given period as such orders may be rescheduled or cancelled by our partners, or end-user customers, without penalty
prior to shipment. Additionally, the majority of our product revenue comes from orders that are received and shipped in the same quarter. Until such time as these
amounts are invoiced, we do not recognize them as revenues. Accordingly, we believe that fluctuations in backlog are not a reliable indicator of future revenues and
we do not utilize backlog as a key management metric internally.
Sales and Marketing
Our sales and marketing objective is to grow and retain our customer base, and sell them additional premium services using an integrated and multi-channel
marketing approach. We continually test and refine our marketing and sales tactics to drive sales at a low customer acquisition cost.
We use television and radio advertising to build awareness and interest for our products and services, which benefits both the Ooma Office and Ooma Telo
solutions. We believe that television advertising provides an opportunity to build the Ooma brand cost-effectively, educate prospects on Ooma’s unique
combination of quality and value, and capture prospects’ attention. Small businesses and consumers who see our television advertising are directed to our web site
and to key retail partners. Radio is used in a highly targeted manner primarily to reach small business owners and decision makers as they commute to and from
their workplace.
We use online marketing including search engine marketing, search engine optimization, display advertising, and social media to attract customers as they
do online research for the products and services we offer. For those prospects who do not purchase immediately, we entice them to provide their e-mail address
and/or phone number by offering helpful information, relevant case studies and demonstrative webinars to assist in making their purchase decision. We continue to
reach out to our prospect leads over time using e-mail and telemarketing until they purchase or the lead is retired.
We actively mobilize our customers to spread word-of-mouth marketing by sharing Ooma news and information through social media and e-mail. We also
encourage our customers to write product reviews on Amazon.com and other online retailer websites. We sell additional services to our existing customer base by
offering free trials and promotional offers, as well as sending e-mail communications and leaving messages on their Ooma voicemail service.
Our small business and home products are sold through both direct channels and retail, with the direct channel as our primary distribution channel for small
business and the retail channel as our primary distribution channel for home customers. Our direct sales force is focused on small business sales and includes highly
trained sales representatives located in the U.S. responding to inbound telephone calls and sales leads generated through marketing activity and our website. We
consider our retail presence a competitive advantage and we are continuing to add retailers who share our growth objectives. Our retail distribution includes
national and regional consumer electronics, big box retailers, and leading online retailers, including Amazon.com, Best Buy, Costco.com and others. Additionally,
we have certain reseller partnerships with third parties who resell our home communications solution under their brand name. Our Ooma Business Promoter service
is sold directly to Ooma Office customers and through digital marketing agencies to businesses seeking to generate leads.
Customer Support
Our primary customer support objective is to delight our customers and educate them on the features and benefits of our products to optimize the overall
user experience. In addition to providing support to our customers, we employ an active customer management strategy in which we drive incremental revenue
through cross-selling of products and services. Our customer support teams also manage the porting process for our customers and our customer billing and
payment activities.
We maintain two customer contact centers, one operated by us in Newark, California, which primarily houses our small business support for our Ooma
Office customers, and one operated by our partner Telus in Manila, Philippines, which provides our customer support primarily for our Ooma Telo customers. In
order to maximize customer convenience and ease of use, we utilize a variety of communication media to serve the needs of our customers including telephone,
online chat, online tutorials, and e-mail.
Our Platform
Our unique hybrid SaaS platform consists of our proprietary cloud, on-premise appliances, mobile applications, and end-point devices. They work in concert
to support our advanced features, high-quality, and the ability to offer customized connected services, which are vital to driving our high level of customer
satisfaction and low customer churn.
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We take an integrated approach to the development of our technology. Our extensive engineering resources span both hardware and software and our
business scope encompasses the entire platform, giving us the ability to drive new integrated solutions for our customers. We believe our integrated engineering and
business strategy is a significant competitive advantage and makes it feasible for us to leverage our platform to deliver a broad range of productivity, automation
and infrastructure connected services.
The integrated approach to our technology allows us to operate at a reduced cost and provides competitive advantages:
Because we designed our on-premise appliances and network elements to work in harmony, we are free to make optimizations that streamline and
simplify the elements of the network.
Our platform enables us to automatically select, on a call-by-call basis, between over a dozen call termination providers based on call cost and
quality. Likewise, our platform allows us to shift our customer base among a several origination vendors. This, combined with our rapid growth
creates a favorable environment to demand low costs from our vendors without sacrificing quality.
The tight integration between our engineering and operations teams, combined with the functional nature of our on-premise appliances, facilitates our
highly automated network operations, enabling us to efficiently scale our operations.
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Cloud
Our multi-tenant cloud infrastructure provides a high-quality, secure, managed, and reliable suite of services integrating all elements of the platform. We
have built a proprietary cloud in order to optimize quality of service, reliability and security, which are essential elements of our communications solutions. Our
cloud simplifies the task of offering new services, and provides consistent performance and economies of scale for all of our connected services. Ooma’s key cloud
capabilities include: telecommunications, custom hosted services, interconnections to third party services (cloud-to-cloud), on-premise appliance management,
remote diagnostics support, and billing.
We have engineered our cloud infrastructure to enable:
·
·
·
Quality of Service through transcoding of data to/from our on-premise appliances, routing control, direct connection to internet transit providers, and
strategic location of our data centers;
Security through AES128-encrypted media and provisioning information and layered defenses against malicious cyber-threats; and
Reliability through redundant data centers in San Jose, California and Sunnyvale, California.
On-Premise Appliances
Our purpose-built on-premise appliances are both a custom-designed, Linux-based computer and a high speed network router, with several key features,
including wireless connectivity to end-point devices and custom firmware and software applications that are remotely upgradable and extensible to new services.
9
We harness the power of our on-premise appliances, operating in conjunction with our cloud, to deliver three core technology advantages:
·
PureVoice HD technology for improved call quality. A common cause of customer churn for internet communications solutions is poor voice
quality, which is primarily caused by packet loss or jitter from internet bottlenecks. Our PureVoice HD technology addresses these issues with the
following elements:
— High-speed routing with hardware-based quality of service: Ooma’s on-premise appliances include network ports for both the local area
network, or LAN, and the wide area network, or WAN, with a dedicated routing engine connecting the two. The routing engine is capable of
routing 100Mbits per second and prioritizes voice traffic over other traffic in the business or home.
— Advanced voice compression technology: The high processing power of our on-premise appliances makes it possible to employ an advanced
voice compression technology that reduces the bandwidth required for carrying voice traffic over the customer’s internet connection by over
70%, while providing greater error concealment than more commonly used voice compression technologies.
— Adaptive redundancy: Our cloud dynamically detects when packets are being lost or delayed and signals our on-premise appliances to send
redundant data in succeeding packets. Our cloud then reassembles the packets it receives into the proper data stream in real time. The level of
redundancy is dynamically determined based upon the quality of the customer’s internet connection, which optimizes the balance of latency
and quality. Ooma business, home and mobile users can maintain three times packet redundancy while consuming virtually the same
bandwidth as competing systems that use less advanced voice compression technology.
— HD Voice: Our on-premise appliances double the sampling rate and sampling precision compared to a traditional voice call to capture a truer
picture of the actual sound and provide a HD audio experience to the listener.
— Encrypted data transfer: Signaling between our on-premise appliance and our cloud is embedded in an encrypted virtual private network, or
VPN, making it very difficult to illicitly monitor. Likewise, we employ secure real-time protocol, or SRTP, to encrypt the media associated
with voice conversations to and from our on-premise appliances.
·
·
Extensibility to new services. Our on-premise appliance incorporates extra processing power, networking capability and memory capacity to
accommodate future services. We have also incorporated a USB port in the appliance for directly connecting other devices.
Hub for the Internet of Things. Our on-premise appliance supports a wireless networking protocol to facilitate connectivity to other end-point
devices and enable the Internet of Things.
Mobile Applications
We have made significant investments in developing mobile applications for the iOS and Android operating systems. As a result, nearly every connected
service and feature we deploy enhances or can be enhanced through integration with our customer’s mobile device. We are in the process of integrating our
PureVoice HD technology into our Ooma Mobile HD app. We plan to continue enhancing our mobile apps to incorporate features related to our partners’ services
(such as Nest Labs, Inc.) and other connected services.
End-Point Devices
Ooma has developed a range of end-point devices that together create a full communications solution for our customers. We also enable several proprietary
features through our end-point devices, such as picture caller ID and address book sync/dial by name using the Ooma HD2 Handset and pre-programmed sequential
dialing by the Ooma Safety Phone.
Operations and Manufacturing
We deliver our services through two separate data centers located in San Jose and Sunnyvale, California, both hosted in facilities leased from Equinix, Inc.
While our service operations are partially redundant, account provisioning and billing are operated out of the San Jose facility.
Our network operations and carrier operations teams are responsible for designing our core routing and switching infrastructure, managing growth and
maintenance (including the introduction of new services) and orchestrating vendor relationships for hosted services, IP transit and carrier services and daily
operation of our cloud and other services. The design of these services, and the tools for monitoring and managing them, are developed in combination with our
engineering team.
10
We contract with manufacturers in Taiwan that have a manufacturing facility in China to produce our on-premise appliance and end-point devices. We
configure and ship to our chann el partners and end users through our internal manufacturing and logistics team based in Newark, California. Our internal logistics
team also manages reverse logistics for channel and warranty returns and works closely with our engineering team to develop tooling and processes that bring new
products into production.
Engineering, Research, and Development
We have invested significant time and resources into developing our engineering, research, and development team, resulting in a group with diverse skills,
ranging from hardware and radio frequency design to embedded software, network software, telecommunications, database architecture, operations support
systems, billing, security, web design and mobile app development. The team develops all aspects of our platform, including our hosted services, on-premise
appliance, mobile applications, end-point devices, interconnections to third party services and tools and utilities that facilitate customer provisioning, debugging,
billing and reporting. Because our engineering, research, and development team manages all aspects of our solutions, we are able to offer an integrated solution that
works seamlessly between software and hardware and to respond to customer feedback to add in additional features and services that works across the entire
platform.
The engineering, research and development team consists of a core set of engineers located primarily in Palo Alto, California, augmented by contract
development teams in Canada, India, Ukraine, Russia and New Zealand.
Competition
The market for communications solutions and other connected services for small business, home, and mobile users is complex, fragmented, and defined by
constant shifts in technology and customer demands. We expect competition to continue increasing in the future. We believe that the defining factors driving
competition in our market include:
·
·
·
·
·
·
·
·
Quality and consistency of communications services;
Lifetime value of initial investment and ongoing cost of services;
Breadth of features and capabilities;
System reliability, availability and performance;
Speed and ease of activation, setup, and configuration;
Ownership and control of the proprietary technology;
Integration with multiple end-point devices and mobile solutions; and
Customer satisfaction and brand loyalty.
We believe that we compete favorably on the basis of the factors listed above.
We face competition from a broad range of providers of communications solutions and other connected services for small business, home, and mobile users.
Some of these competitors include:
·
·
·
·
·
·
established communications providers, such as AT&T Inc., Comcast Corporation and Verizon Communications Inc. in the U.S., and Rogers
Communications Inc. and others in Canada, that resell on-premise hardware, software and hosted solutions;
other communications companies such as 8x8 Inc., magicJack VocalTec Ltd., RingCentral, Inc. and Vonage Holdings Corp.
companies such as Broadsoft, Inc. and Microsoft Corporation;
traditional on-premise, hardware business communications providers such as Avaya Inc., Cisco Systems, Inc. and ShoreTel, Inc., any of which may
now or in the future also host their solutions through the cloud, and their resellers;
mobile communications app companies providing “over-the-top” solutions, such as Grasshopper (Citrix, Inc.), LINE Corporation, Pinger, Inc., Viber
(Rakuten, Inc.) and WhatsApp, Inc.; and
other large internet companies, such as Google Inc., any of which might launch its own cloud-based business communications services or acquire
other cloud-based business communications companies in the future.
11
Competition with Established Telephone and Cable Companies
Established telephone companies such as AT&T, Verizon and CenturyLink, and national cable companies such as Comcast and Cox Communications and
Time Warner Cable represent a significant portion of our competition in the telecommunications market. These competitors are many times larger and better
capitalized than Ooma, continue to make substantial investments in competitive products, features and services, and take significant advantage of their existing
business relationships with their very large customer bases. For example, these cable and phone companies often bundle home phone service with Internet access
and/or cable television access, and the pricing of these various “bundles” may imply a zero or very low price to the customer for home phone service. While we
believe that we compete favorably based upon our service features, quality and pricing, such aggressive pricing tactics make it more difficult for us to attract the
existing customers of our large competitors.
Competition with Non-traditional Communications Providers
Non-traditional communication providers such as Facebook, Google Voice, WhatsApp and Pinger offer telephony services at little or no cost as an added
benefit to their existing customers, and/or to attract additional users. Some of these providers arguably are not in compliance with certain regulatory requirements,
for example, to collect certain federal, state and local regulatory taxes and fees, or to provide 911 service, which means their costs to provide telephony services
may be substantially less than ours.
Intellectual Property
Our success depends, in part, on our ability to protect our proprietary technology and other intellectual property rights. We rely on a combination of patents,
trade secrets, copyrights and trademarks, as well as contractual protections to establish and protect our intellectual property rights. We require our employees,
consultants and other third parties to enter into confidentiality and proprietary rights agreements, we control access to our software, documentation and other
proprietary information, and our software is protected by U.S. and international copyright laws. For example, we require our employees and independent
contractors involved in the development of intellectual property on our behalf to enter into agreements acknowledging that all works or other intellectual property
generated or conceived by them on our behalf belong to us, and assigning to us any rights, including intellectual property rights, that they may claim or otherwise
have in those works or property, to the extent allowable under applicable law.
As of January 31, 2016, we had five issued patents, fourteen patent applications pending for examination in the U.S., and four patent applications pending
for examination in foreign jurisdictions, both of which are related to U.S. applications. Our issued patents will expire between 2028 and 2033. We cannot assure
you whether any of our patent applications will result in the issuance of a patent or whether the examination process will require us to narrow our claims. Any
issued patents may be contested, circumvented, found unenforceable or invalidated, and we may not be able to prevent third parties from infringing them. We are
also a party to various license agreements with third parties who typically grant us the right to use certain third-party technology in conjunction with our products
and services, or to integrate software into our products, including open source software and other software available on commercially reasonable terms.
Although we rely on laws respecting intellectual property rights, including patent, trade secret, copyright and trademark laws, as well as contractual
protections to establish and protect our intellectual property rights, we believe the technological and creative skills of our personnel, the development of new
features and functionality and frequent enhancements to our products and services are the primary methods of establishing and maintaining our technology
leadership position.
Despite our efforts to protect our proprietary technology and our intellectual property rights, unauthorized parties may attempt to misappropriate our rights
or to copy or obtain and use our proprietary technology to develop products and services with the same functionality as ours. Policing unauthorized use of our
technology and intellectual property rights is difficult, and enforcing our intellectual property rights is expensive and uncertain.
Employees and Contractors
As of January 31, 2016, we had 139 full-time employees, all of whom were located in the U.S., including 53 in engineering and 28 in sales and marketing.
None of our employees are either represented by a labor union or subject to a collective bargaining agreement. We have not experienced any work stoppages and
we believe that our employee relations are good.
We also contract with third-party contractors whose employees or subcontractors’ employees perform services for us. As of January 31, 2016, we had 292 of
these third-party contractors, including 91 in engineering, 22 in sales and marketing, and 176 in customer support and service. As of such date, 93 are located in the
U.S. and 199 internationally.
12
Facilities
Our corporate headquarters are located in Palo Alto, California and consist of approximately 18,000 square feet of office space pursuant to a lease agreement
that expires November 30, 2017. We lease additional office space in Palo Alto consisting of approximately 2,379 square feet pursuant to a lease agreement that
expires April 30, 2017 and a multi-use industrial space consisting of 13,800 square feet pursuant to a lease agreement that expires February 28, 2018. Outside of
Palo Alto, we lease warehouse and office space totaling 16,200 square feet in Newark, California, and pursuant to co-location agreements, we lease space from
third-party datacenter hosting facilities in San Jose and Sunnyvale, California and Ashburn, Virginia that support our cloud infrastructure. We believe that we will
be able to obtain additional space at other locations at commercially reasonable terms to support our continuing expansion.
Regulatory Matters
Overview of Regulatory Environment
Traditional telephone service historically has been subject to extensive federal and state regulation, while Internet services generally have been subject to
less regulation. Because some elements of VoIP resemble the services provided by traditional telephone companies and others resemble the services provided by
internet service providers, the VoIP industry has not fit easily within the existing framework of telecommunications law and until recently has developed in an
environment largely free from regulation.
The Federal Communications Commission, or FCC, the U.S. Congress and various regulatory bodies in the states and in foreign countries have begun to
assert regulatory authority over VoIP providers and are continuing to evaluate how VoIP will be regulated in the future.
Federal Regulation
As a provider of internet communications services, we are subject to regulation in the U.S. by the FCC. Some of these regulatory obligations include
contributing to the Federal Universal Service Fund, the Telecommunications Relay Service Fund and federal programs related to number administration; providing
access to E-911 services; protecting customer information; and porting phone numbers upon a valid customer request.
Our services are also subject to a number of other FCC regulations. Among others, we must comply (in whole or in part) with:
·
·
·
·
·
·
·
·
·
the Communications Assistance for Law Enforcement Act, or CALEA, which requires covered entities to assist law enforcement in undertaking
electronic surveillance;
requirements to provide E-911 to our customers;
contributions to the USF, which requires that we pay a percentage of our interstate end-user telecommunications revenue to support certain federal
programs;
payment of annual FCC regulatory fees based on our interstate and international revenue;
payment of Local Number Portability and North American Numbering Plan Administration fees;
rules pertaining to access to our services by people with disabilities and contributions to the Telecommunications Relay Services fund;
rules requiring reporting to the FCC of certain service outages;
rules requiring notice to the FCC before discontinuing service; and
FCC rules regarding CPNI and other proprietary information, which require, among other things, that we not use CPNI for marketing without
customer approval, subject to certain exceptions, that we file annual reports regarding CPNI protections, and that we disclose breaches to law
enforcement.
If we do not comply with any current or future rules or regulations that apply to our business, we could be subject to substantial fines and penalties, may
have to restructure our service offerings, exit certain markets or raise the price of our services, any of which could ultimately harm our business and results of
operations.
13
Regulatory Classification of VoIP Services
To date, the FCC has regulated certain VoIP services without concluding that these services are telecommunications services subject to the traditional
common carrier regulation. In various proceedings the FCC has nonetheless imposed certain regulation obligations on interconnected VoIP and certain non-
interconnected VoIP services. The FCC may continue to impose additional regulations on these services without resolving their regulatory classification. The FCC
could also at any time determine that interconnected VoIP or non-interconnected VoIP services are telecommunications services and thus subject to traditional
common carrier regulation. Additional regulation would impose compliance costs and could increase our risk of enforcement or other liability.
VoIP E-911 Matters
The FCC requires internet voice communications providers, such as our company, to provide E-911 service in all geographic areas covered by the traditional
wire line E-911 network. Under the FCC’s rules, Internet voice communications providers must transmit the caller’s phone number and registered location
information to the appropriate Public Safety Answering Point, or PSAP, for the caller’s registered location.
In Canada, the CRTC, has imposed similar requirements for fixed/non-native internet voice communications related to the provision of E-911 services in all
areas of Canada where the wireline incumbent carrier offers such 911 services. In the case of nomadic internet voice communications, service providers are
required to ensure that 911 calls are routed to a call center which routes these calls to the appropriate PSAP based on information provided by the caller or, if the
caller is unable to provide location information, based on the last registered address of the caller. The CRTC also mandates certain customer notification
requirements pursuant to which new customers are required to be notified of 911 service limitations and to consent to the same before their service with us
commences and we are required to provide annual update notifications to our customers of the 911 limitations of our service.
We provide E-911 service in compliance with the CRTC and the FCC’s rules, as applicable, to substantially all of our customers’ interconnected VoIP lines.
Our mobile platform also allows users to make emergency 911 calls from their mobile devices using their home phone number and address. In some circumstances,
911 calls may be routed to a national emergency call center that routes the call to the appropriate PSAP.
On August 8, 2014, the FCC adopted an Order setting text-to-911 requirements. The Order requires all CMRS providers and all interconnected text
messaging application providers to be able to deliver text messages to PSAPs, by December 31, 2014, and to begin sending text messages to a given PSAP within
six months of a valid request. Compliance with this mandate and any additional 911 mandates placed on text messaging providers will impose costs on our
business. If we fail to comply with these obligations, we may face significant enforcement liability or other liability risks.
In connection with the regulatory requirements that we provide E-911 to all of our interconnected VoIP customers, we must obtain from each customer,
prior to the initiation of or changes to service, the physical locations at which the service will first be used for each VoIP line. For services that can be utilized from
more than one physical location, we must provide customers one or more methods of updating their physical location and in Canada, these customers must be able
to update their location online. Because we do not validate the physical address at each location where the services may be used by our customers, and because
customers may use the services in locations that differ from the registered location without providing us with the updated information, it is possible that E-911 calls
may be routed to the wrong public safety answering point, or PSAP. We are also aware that certain customer registered addresses are incorrect, or may not have
been updated. If E-911 calls are not routed to the correct PSAP, and if the delay results in serious injury or death, we could be sued and the damages substantial.
We could be subject to enforcement action by the FCC or the CRTC for our customer lines that do not have E-911 service. This enforcement action could
result in significant monetary penalties and restrictions on our ability to offer services.
Customers may in the future attempt to hold us responsible for any loss, damage, personal injury, or death suffered as a result of delayed, misrouted or
uncompleted emergency service calls. The New and Emerging Technologies 911 Improvement Act of 2008 provides that internet voice communications providers
have the same protections from liability for the operation of 911 services as traditional wire-line and wireless providers. Limitations on liability for the provision of
911 services are normally governed by state law, and these limitations typically are not absolute. It is also unclear under the FCC’s rules whether the limitations on
liability would apply to those customer lines for which we do not provide E-911 service. In Canada, provincial consumer protection laws may constrain our ability
to limit liability to our non-business customers for any liability caused due to the 911 shortfalls inherent in internet voice communications services.
14
State Regulation
The FCC has preempted much regulation of internet voice communications services. However, a number of states have ruled that non-nomadic internet
voice communications services may or do fall within the definition of “telecommunications services” or are otherwise within state telecommunications regulatory
jurisdiction and therefore those states assert that they have authority to regulate the service. No states currently require certification for nomadic internet voice
communications service providers. Nevertheless, a number of states have imposed certain traditional telecommunications requirements on such services, including
assessing state USF or other surcharge requirements, E-911 support and fees and other surcharges on nomadic VoIP providers. A number of states require us to
contribute to state USF and E-911, and pay other surcharges, while others are actively considering extending their public policy programs to include the services we
provide. We pass USF, E-911 fees and other surcharges through to our customers, which may result in our services becoming more expensive or require that we
absorb these costs. We expect that state public utility commissions will continue their attempts to apply state telecommunications regulations to internet voice
communications services like ours. If the FCC determines that VoIP services are telecommunications services, the risk of state regulation will increase
significantly.
International Regulation
As we expand internationally, we will be subject to laws and regulations in the countries in which we offer our services. Regulatory treatment of internet
communications services outside the U.S. varies from country to country, is often unclear, and may be more onerous than imposed on our services in the U.S. In
Canada, our service is regulated by the CRTC, which, among other things, imposes requirements similar to the U.S. related to the provision of E-911 services in all
areas of Canada where the traditional telephone carrier offers such 911 services. Our regulatory obligations in foreign jurisdictions could have a material adverse
effect on our ability to expand internationally, and on the use of our services in international locations. See the section entitled “Risk Factors” for more information.
15
ITEM 1A. RISK FACTORS
Our
current
and
prospective
investors
should
carefully
consider
the
risks
and
uncertainties
described
below,
together
with
all
of
the
other
information
in
this
Annual
Report
on
Form
10-K,
including
our
consolidated
financial
statements
and
the
related
notes,
“Management’s
Discussion
and
Analysis
of
Financial
Condition
and
Results
of
Operations”
and
the
“Cautionary
Note
Regarding
Forward-Looking
Statements,”
before
making
investment
decisions
regarding
our
common
stock.
The
risks
and
uncertainties
described
below
may
not
be
the
only
ones
we
face,
but
include
the
most
significant
factors
currently
known
by
us.
Additional
risks
and
uncertainties
that
we
are
unaware
of,
or
that
we
currently
believe
are
not
material,
also
may
become
important
factors
that
affect
us.
If
any
of
the
following
risks
materialize,
our
business,
financial
condition,
results
of
operations
could
be
materially
and
adversely
affected.
In
that
event,
the
trading
price
of
our
common
stock
could
decline,
and
you
could
lose
part
or
all
of
your
investment.
Risks Related to Our Business and Our Industry
If we are unable to attract new users of our services on a cost-effective basis, our business will be materially and adversely affected.
In order to grow our business, we must continue to attract new users on a cost-effective basis. We use and periodically adjust the mix of advertising and
marketing programs to promote our services. Significant increases in the pricing of one or more of our advertising channels could increase our advertising costs or
may cause us to choose less expensive and perhaps less effective channels to promote our services. As we add to or change the mix of our advertising and
marketing strategies, we may need to expand into channels with significantly higher costs than our current programs, which could materially and adversely affect
our results of operations. We will incur advertising and marketing expenses in advance of when we anticipate recognizing any revenue generated by such expenses,
and we may fail to experience an increase in revenue or brand awareness as a result of such expenditures. We have made in the past, and may make in the future,
significant expenditures and investments in new advertising campaigns, and we cannot assure you that any such investments will lead to the cost-effective
acquisition of additional customers. New users are drawn to our products and services by rankings circulated by organizations such as Amazon.com, Apple and
Google app stores and highly regarded publications such as PC
Magazine
. If we are unable to maintain effective advertising programs and garner favorable
rankings, our ability to attract new customers could be materially and adversely affected, our advertising and marketing expenses could increase substantially, and
our results of operations may suffer.
We market our products and services principally to small businesses and households. Many of these consumers tend to be less technically knowledgeable
and may be resistant to new technologies such as our cloud-based communications solutions and our connected services. Because our potential customers need to
connect additional hardware at their location and take other technical steps not required for the use of traditional communications services such as telephone, fax
and e-mail, these consumers may be reluctant to use our service. These customers may also lack sufficient resources, financial or otherwise, to invest in learning
about our services, and therefore may be unwilling to adopt them. If these consumers choose not to adopt our services, our ability to grow our business will be
limited.
Our customers may terminate their subscriptions for our service at any time without penalty, and increased customer turnover, or costs we incur to retain
our customers and encourage them to add users and, in the future, to purchase additional functionalities and premium service editions, could materially
and adversely affect our financial performance.
Our customers generally do not have long-term contracts with us, and they may terminate their subscription for our service at any time without penalty or
early termination charges. We cannot accurately predict the rate of customer terminations or average monthly service cancellations or failures to renew, which we
refer to as churn. Our Ooma Office customers may choose to reduce the number of lines or remove some of the solutions to which they subscribe. Additionally, our
Ooma Telo customers subscribing to Premium Services have no obligation to renew their subscriptions for such services and may elect to terminate their
subscription for any number of reasons, including changes in financial or employment status, perceived reduction in quality or value, and other unique and personal
reasons.
16
We may not be able to predict the renewal rates for our customers. In addition, small business customers generally pay more for their subscriptions than
home or mobile customers, so any increased churn in small business customers could materially and adversely affect our financial performance and user churn,
resulting in a significant impact on our results of operations, and an increase in the cost we incur in our efforts to retain our customers and encourage them to
upgrade their services and increase their number of users. Our core user churn rate could increase in the fut ure if customers are not satisfied with our service, the
value proposition of our services or our ability to otherwise meet their needs and expectations. Churn and reductions in the number of users for whom a small
business customer subscribes may also inc rease due to factors beyond our control. Because of churn and reductions in the number of users for whom a customer
subscribes, we have to acquire new customers, or acquire new users within our existing customer base, on an ongoing basis simply to maintain our existing level of
customers and revenue. If a significant number of customers terminate, reduce or fail to renew their subscriptions, we may need to incur significantly higher
marketing expenditures than we currently anticipate in order to increase th e number of new customers or to sell existing customers additional services, and such
additional marketing expenditures could harm our business and results of operations. Different factors may affect the churn of business, home, and mobile
customers, and T alkatone customers differently. As a result, our business is susceptible to a broad array of market forces, and any of our efforts to mitigate risk of
customer churn due to one factor may divert management’s time and focus away from efforts to mitigate ris k of customer churn due to other factors. This broad-
based susceptibility to churn could materially and adversely affect our financial performance.
Our future success also depends in part on our ability to sell additional subscriptions and additional functionalities to our current customers. This may
require increasingly sophisticated and costlier sales efforts and a longer sales cycle. Any increase in the costs necessary to upgrade, expand and retain existing
customers could materially and adversely affect our financial performance. If our efforts to convince customers to add users and, in the future, to purchase
additional functionalities are not successful, our business may suffer. In addition, such increased costs could cause us to increase our subscription rates, which could
increase our turnover rate.
We face competition in our markets by our competitors and may lack sufficient financial or other resources to compete successfully.
The cloud-based communications and connected services industries are highly competitive. We face continued competition from (i) established
communications providers, such as AT&T Inc., Comcast Corporation and Verizon Communications Inc. in the U.S., and Rogers Communications Inc. and others in
Canada; (ii) other communications companies such as 8x8, Inc., magicJack VocalTec Ltd., RingCentral, Inc. and Vonage Holdings Corp.; (iii) companies such as
Broadsoft, Inc. and Microsoft Corporation (that generally license their software) and their resellers; (iv) traditional on-premise, hardware communications
providers, such as Avaya Inc., Cisco Systems, Inc., ShoreTel, Inc. and their resellers; (v) mobile communications app companies providing “over-the-top”
solutions, such as LINE Corporation, Pinger, Inc., Viber (Rakuten, Inc.) and WhatsApp Inc.; and (vi) other large internet companies, such as Google Inc. All of
these companies currently or may in the future host their solutions through the cloud. In addition, as we expand our connected services, we face competition from
lead-generation and internet search engine optimization companies and home automation companies.
Aggressive business tactics by our competitors may reduce our revenue.
Increased competition may result in aggressive business tactics by our competitors, including:
·
·
·
·
offering products similar to our platform and solutions on a bundled basis at no charge;
announcing competing products combined with extensive marketing efforts;
providing financial incentives to consumers; and
asserting intellectual property rights irrespective of the validity of the claims.
Our retail partners may offer the products and services of competing companies, which would adversely affect our business. Competition from other
companies may also adversely affect our negotiations with service providers and suppliers, including, in some cases, requiring us to lower our prices. We may not
be able to compete successfully with the offerings and sales tactics of other companies, which could result in the loss of customers and, as a result, our revenue and
profitability could be adversely affected.
17
Mergers or other strategic transactions involving our competitors could weaken our competitive position, which could adversely affect our ability to compete
effectively and harm our results of operations; additio nally, mergers or other strategic transactions we engage in may not be successful.
We believe that some of our existing competitors may consolidate or be acquired. In addition, some of our competitors may enter into new alliances with
each other or may establish or strengthen cooperative relationships with systems integrators, third-party consulting firms or other parties. Any such consolidation,
acquisition, alliance or cooperative relationship could adversely affect our ability to compete effectively and lead to pricing pressure and our loss of market share,
and could result in a competitor with greater financial, technical, marketing, service and other resources, all of which could harm our business, results of operations
and financial condition.
In the past we have decided, and in the future may decide, to enter into mergers or other strategic transactions in which we acquire other companies. We
cannot guarantee we will be able to successfully integrate the teams, assets, or business of these target companies into our business, that we will be able to fully
recover the costs of such transactions or that we will be successful in leveraging such strategic transactions into increased business for our products.
We rely significantly on retailers and reseller partnerships to sell our products; our failure to effectively develop, manage, and maintain our retail sales and
reseller partnership channels could materially and adversely affect our revenue.
We currently sell our Ooma Telo and Ooma Office products through a combination of direct sales, leading retailers such as Amazon.com, Costco.com, Best
Buy, Fry’s Electronics and Walmart, and our reseller partnerships and a significant portion of our product sales are made through our retail and reseller partnership
channels. Similarly, to date, the vast majority of our Business Promoter accounts are obtained through a limited number of reseller partnerships. In addition, our
Talkatone application relies significantly on the Apple and Google app stores for distribution. Our future success depends on our continued ability to establish and
maintain a network of productive retailers, to maintain and expand our reseller partnership arrangements, and to maintain the ability of Talkatone to be distributed
through the app stores and increase Talkatone’s visibility therein. We expect that we will need to maintain and expand our retail channel and reseller partnership
sales and Talkatone’s distribution and visibility in the app stores as we seek to expand our customer base. We generally do not have long-term contracts with our
retailers, distributors and reseller partners, and we have in the past and may in the future experience a loss of or reduction in sales through any of these third parties,
which could materially reduce our revenue. For example, our reseller partnership with Vivint has not produced significant sales to end users and we recently
learned that Vivint will no longer resell our home communications solution. In addition, if Apple or Google determine that Talkatone is non-compliant with their
app store vendor policies, they may revoke our rights to sell Talkatone through their app store at any time. Our competitors may in some cases be effective in
causing our current and potential retailers, and reseller partners to favor their services or prevent or reduce sales of our services. If we fail to maintain relationships
with current retailers and reseller partners, fail to develop relationships with new retailers and reseller partners in new markets or expand the number of retailers and
reseller partners in existing markets, fail to manage, train, or provide appropriate incentives to our existing retailers and reseller partners, or if they are not
successful in their sales efforts, sales of our products and services may decrease and our results of operations would suffer.
We depend on four vendors to manufacture the on-premise appliances and end-point devices we sell, and any delay or interruption in manufacturing,
configuring and delivering by these third parties would result in delayed or reduced shipments to our customers and may harm our business.
We primarily rely on Mitac Computing Technology Corporation and Kentec Technology (SUZHOU) Co., Ltd. for production of our on-premise appliances
and primarily on Hualin Precision Technology Co., Ltd and VTech Telecommunication Ltd. for production of our end‑point devices we sell to our customers. We
currently do not have long-term contracts with these vendors. As a result, these third parties are not obligated to provide products to or perform services for us for
any specific period, in any specific quantities or at any specific price, except as may be provided in a particular purchase order. If these third parties are unable to
deliver on‑premise appliances or end-point devices of acceptable quality or in a timely manner, our ability to bring services to market, the reliability of our services
and our reputation could suffer. We expect that it could take several months to effectively transition to new third-party manufacturers or fulfillment agents.
Additionally, several components used in our on-premise appliances and end point devices are “single sourced” and any interruption in the suppliers of such
components could cause our business to suffer as we identify alternative sources of components. In the past, labor strikes in West Coast ports have delayed
shipments of our products from our manufacturers. Future repetition of such delays could negatively affect our ability to deliver product to our customers in a
timely manner and may harm our business and hinder our growth.
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To deliver our services, we rely on third parties for our network connectivity and co ‑‑location facilities for certain features in our services and for certain
elements of providing our services.
We currently use the infrastructure of third-party service providers for hosting, internet access and other services that are vital to our service offering.
Equinix, Inc. provides data center facilities; Internap, Zao, Comcast and NTT Inc. provide backbone internet access; and Bandwidth.com, Onvoy, Level 3,
Broadvox and EarthLink provide origination services. We also rely on third-party services for our SMS and speech-to-text services which are sole-sourced. Intrado
is our sole provider of 911 services. We expect that we will continue to rely heavily on third-party network service providers to provide these services for the
foreseeable future. If any of these network service providers stop providing us with access to their infrastructure, fail to provide these services to us on a cost-
effective basis, cease operations, or otherwise terminate these services, the delay caused by qualifying and switching to another third-party network service
provider, if one is available, could have a material adverse effect on our business and results of operations.
We may be required to transfer our servers to new data center facilities if we are unable to renew our leases on acceptable terms, if at all, or the owners of
the facilities decide to close their facilities, and we may incur significant costs and possible service interruption in connection with doing so. In addition, any
financial difficulties, such as bankruptcy or foreclosure, faced by our third-party data center operators or any of the service providers with which we or they
contract, may have negative effects on our business, the nature and extent of which are difficult to predict. Additionally, if our data centers are unable to keep up
with our increasing needs for capacity, our ability to grow our business could be materially and adversely impacted.
If problems occur with any of these third-party network or service providers, it may cause errors or reduced quality in our services, and we could encounter
difficulty identifying the source of the problem. The occurrence of errors or reduced quality in our service, whether caused by our systems or a third-party network
or service provider, may result in the loss of our existing customers, delay or loss of market acceptance of our services, termination of our relationships and
agreements with our resellers or liability for failure to meet service level agreements, and may seriously harm our business and results of operations.
We rely on purchased or leased hardware and software licensed from third parties in order to offer our service. In some cases, we integrate third-party
licensed software components into our platform. This hardware and software may not continue to be available at reasonable prices or on commercially reasonable
terms, or at all. Any loss of the right to use any of this hardware or software could significantly increase our expenses and otherwise result in delays in the
provisioning of our service until equivalent technology is either developed by us, or, if available, is identified, obtained and integrated. Any errors or defects in
third-party hardware or software could result in errors or a failure of our service which could harm our business.
We also contract with third parties to provide enhanced 911, or E-911, services, including assistance in routing emergency calls and terminating E-911 calls.
Our providers operate a national call center that is available 24 hours a day, seven days a week, to receive certain emergency calls and maintain public service
answering point, or PSAP, databases for the purpose of deploying and operating E-911 services. On mobile devices, we generally rely on the underlying cellular or
wireless carrier to provide E-911 services. Any failure to perform, including interruptions in service, by our vendors, could cause failures in our customers’ access
to E-911 services and expose us to significant liability and damage our reputation.
Interruptions in our services could harm our reputation, result in significant costs to us and impair our ability to sell our services.
Because our technology platform is complex, incorporates a variety of new computer hardware, and the platform continues to evolve, our services may have
errors or defects that are identified after customers begin using such services, which could result in unanticipated service interruptions. Although we test our
services to detect and correct errors and defects before their initial release and before we make updates or other changes to such services, we have occasionally
experienced significant service interruptions as a result of undetected errors or defects and may experience future interruptions of service if we fail to detect and
correct errors and defects. For example, in April and May 2015 while working to upgrade our network, we encountered unexpected problems with the
communications between our data centers, as well as certain server capacity issues, which led to multiple intermittent service outages, some of which lasted for up
to approximately eight hours for some of our customers. While we have identified root causes of these service outages, and in each case were able to restore service
to all of the affected customers, we continue to take corrective actions to address these root causes. We were able to correct such root causes without incurring
material expenses, and we do not expect the outages in April and May to materially affect our results of operations. However, the costs incurred in correcting root
causes for future service outages may be substantial and these and other related consequences could negatively impact our results of operations.
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We currently serve our customers from two data center hosting facilities located in Northern California, where we lease space from Equinix, Inc. The second
data center in Northern California was added in early 2015, and while we beli eve that such second data center and certain new procedures we have adopted will
enable us to restore services quickly in the event of a service outage, these new procedures and our second data center, by themselves, will not prevent future
outages. Any da mage to, or failure of, these facilities, the communications network providers with whom we or they contract or with the systems by which our
communications providers allocate capacity among their customers, including us, could result in interruptions in o ur service. Additionally, in connection with the
expansion or consolidation of our existing data center facilities, we may move or transfer our data and our customers’ data to other data centers. Despite precautions
we take during this process, any unsucce ssful data transfers may impair or cause disruptions in the delivery of our service.
Despite precautions taken at our hosting facilities, the occurrence of a natural disaster or an act of terrorism or other unanticipated problems at these
facilities could result in lengthy interruptions in our service. Even with the disaster recovery arrangements that we have in place, our service could be interrupted.
Any defects in, or unavailability of, the components of our platform that cause interruptions of our services could, among other things:
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cause a reduction in revenue or a delay in market acceptance of our services;
require us to issue refunds to our customers or expose us to claims for damages;
cause us to lose existing customers and make it more difficult to attract new customers;
divert our development resources or require us to make extensive changes to our software, which would increase our expenses and slow innovation;
increase our technical support costs; and
harm our reputation and brand.
We rely on third parties for some of our software development, quality assurance and operations.
We currently depend on various third parties for some of our software development efforts, quality assurance and operations. Specifically, we outsource
some of our software development and design, quality assurance and operations activities to third-party contractors that have employees and consultants located in
Canada, China, India, New Zealand, Russia and Ukraine. Our dependence on third-party contractors creates a number of risks, in particular, the risk that we may
not maintain control or effective management with respect to these business operations.
Our agreements with these third-party contractors are either not terminable by them (other than at the end of the term or upon an uncured breach by us) or
require at least 30 days’ prior written notice of termination. If we experience problems with our third-party contractors, the costs charged by our third-party
contractors increase or our agreements with our third-party contractors are terminated, we may not be able to develop new solutions, enhance or operate existing
solutions or provide customer support in an alternate manner that is equally or more efficient and cost-effective.
We anticipate we will continue to depend on these and other third-party relationships in order to grow our business for the foreseeable future. If we are
unsuccessful in maintaining existing and, if needed, establishing new relationships with third parties, our ability to efficiently operate existing services or develop
new services and provide adequate customer support could be impaired, and as a result, our competitive position or our results of operations could suffer.
We rely on third parties to provide the majority of our customer service and support representatives. If these third parties do not provide our customers with
reliable, high‑‑quality service, our reputation will be harmed, and we may lose customers.
We offer customer support through both our online account management website and our toll-free customer support number. Our customer support is
currently provided via a third-party provider located in the Philippines, as well as our employees in the U.S. We currently offer support almost exclusively in
English. Our third-party providers generally provide customer service and support to our customers without identifying themselves as independent parties. The
ability to support our customers may be disrupted by natural disasters, inclement weather conditions, civil unrest, strikes, acts of terrorism and other adverse events
in the Philippines. Furthermore, as we expand our operations internationally, we may need to make significant expenditures and investments in our customer
service and support to adequately address the complex needs of international customers, such as support in multiple foreign languages.
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If any of these third parties do not provide reliable, high-quality service, our reputation and our business will be harmed and we may be exposed to
significant liability. In addition, a significant service outage may cause a high volume of customer support inquiries, and our third ‑party customer service call
center might be unable to respond to a significant spike in customer support inquiries in a timely manner. In addition, industry co nsolidation among providers of
services to us may impact our ability to obtain these services or increase our costs for these services.
Our limited operating history makes it difficult to evaluate our current business and future prospects, which may increase the risk of investing in our stock.
Although we were incorporated in 2003, we did not formally introduce Ooma Telo until 2009 or Ooma Office until 2013. In addition, we acquired our
Business Promoter business in 2012 and our Talkatone business in 2014. Our limited operating history limits our ability to plan for and model future growth. We
have encountered and expect to continue encountering risks and uncertainties frequently experienced by growing companies in rapidly changing markets. If our
assumptions regarding these uncertainties are incorrect or change in reaction to changes in our markets, or if we do not manage or address these risks successfully,
our results of operations could differ materially from our expectations, and our business could suffer. Any success we may experience in the future will depend, in
large part, on our ability to, among other things:
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retain and expand our customer base;
increase revenue from existing customers as they add users and, in the future, purchase additional functionalities and premium service subscriptions;
successfully acquire customers on a cost-effective basis;
improve the performance and capabilities of our services, applications, and hardware through research and development;
successfully expand our business domestically and internationally;
successfully compete in our markets;
continue to innovate and expand our service offerings;
continue our relationships with strategic partners like Amazon, Nest Labs, Inc. and our reseller partners;
continue our relationships with our current retail partners and develop relationships with additional retail partners;
continue our relationships with our digital marketing agency partners, advertising agencies and digital advertising networks;
continue our relationships with third-party vendors that enable our solutions;
successfully protect our intellectual property and defend against intellectual property infringement claims;
generate leads and convert potential customers into paying customers;
maintain and enhance our third-party data center hosting facilities to minimize interruptions in the use of our services;
determine appropriate prices for the marketplace; and
hire, integrate and retain professional and technical talent.
We have incurred significant losses and negative cash flows in the past and anticipate continuing to incur losses and negative cash flows for the foreseeable
future, and we may therefore not be able to achieve or sustain profitability in the future.
We have incurred substantial net losses since our inception, including net losses of approximately $14.1 million, $6.4 million and $2.0 million for the fiscal
year ended January 31, 2016, 2015 and 2014, respectively. We had an accumulated deficit of $64.8 million and $50.8 million as of January 31, 2016 and 2015,
respectively. We have spent considerable amounts of time and money since inception to develop new communications solutions and connected services.
Additionally, we have incurred substantial losses and expended significant resources to market, promote, develop and sell our products and solutions. We also
expect to continue investing for future growth, including for advertising, customer acquisition, technology infrastructure, storage capacity, services development
and international expansion. In addition, as a public company, we will incur significant additional accounting, legal and other expenses.
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As a result of our increased expenditures, we will have negative operating cash flows for the foreseeable future and will have to generate and sustain inc
reased revenue to achieve future profitability. Achieving profitability will require us to increase revenue, manage our cost structure and avoid significant liabilities.
Revenue growth may slow, revenue may decline or we may incur significant losses in the future for a number of possible reasons, including general
macroeconomic conditions, increasing competition (including competitive pricing pressures), a decrease in the growth of the markets in which we compete or
failure for any reason to continue capita lizing on growth opportunities. Additionally, we may encounter unforeseen operating expenses, difficulties, complications,
delays, service delivery and quality problems and other unknown factors that may result in losses in future periods. If these losses exceed our expectations or our
revenue growth expectations are not met in future periods, our financial performance will be harmed and our stock price could be volatile or decline.
Our business could suffer if we cannot obtain or retain direct inward dialing numbers, or DIDs, are prohibited from obtaining local or toll-free numbers, or
are limited to distributing local or toll-free numbers to only certain customers.
Our future success depends on our ability to procure large quantities of local and toll-free DIDs in the U.S. and foreign countries in desirable locations at a
reasonable cost and without restrictions. Our ability to procure and distribute DIDs depends on factors outside of our control, such as applicable regulations, the
practices of the communications carriers that provide DIDs, the cost of these DIDs, and the level of demand for new DIDs. Due to their limited availability, there
are certain popular area code prefixes we generally cannot obtain. Our inability to acquire DIDs for our operations would make our services less attractive to
potential customers in the affected local geographic areas. In addition, future growth in our customer base, together with growth in the customer bases of other
providers of internet-based business communications, has increased, which increases our dependence on needing sufficiently large quantities of DIDs.
If we are unable to effectively process local number and toll-free number portability provisioning in a timely manner, our growth may be negatively
affected.
We support local number and toll-free number portability, which allows our customers to transfer to us and thereby retain their existing phone numbers
when subscribing to our small business, home, and mobile services. Transferring numbers can be a manual process that can take up to 15 business days or longer to
complete. A new customer of our services must maintain both our service and the customer’s existing phone service during the number transferring process. Any
delay we experience in transferring these numbers typically results from the fact that we depend on third-party carriers to transfer these numbers, a process we do
not control, and these third-party carriers may refuse or substantially delay the transfer of these numbers to us. Local number portability is considered an important
feature by many potential customers, and if we fail to reduce any related delays, we may experience increased difficulty in acquiring new customers. Moreover, the
FCC requires us to comply with specified number porting timeframes when customers leave our service for the services of another provider. In Canada, the
Canadian Radio-television and Telecommunications Commission, or CRTC, has imposed a similar number portability requirement on service providers like us. If
we, or our third-party carriers, are unable to process number portability requests within the requisite timeframes, we could be subject to fines and penalties.
Additionally, in the U.S., both customers and carriers may seek relief from the relevant state public utility commission, the FCC, or in state or federal court for
violation of local number portability requirements.
If small businesses opt to perform advertising tasks on their own, demand for our lead‑‑generation services would decrease, thereby negatively affecting our
revenue.
Large internet marketing providers such as Google, Yahoo! and Microsoft offer online advertising products to small businesses through self-service
platforms. As small businesses become more familiar with such platforms, they may increasingly choose to actively manage their own internet presence and their
demand for the lead-generation services may decrease. We cannot predict the evolving experiences and preferences of small businesses and cannot assure you that
we can develop our lead generation business, or develop similar new services, in a manner that will suit their needs and expectations faster or more effectively than
our competitors, or at all. If we are not able to do so, our results of operations would suffer.
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Our access to th e majority of our lead-generation customers is currently through a limited number of digital agencies, which creates a significant risk that
we could lose a majority of our lead generation service customers due to factors beyond our control.
We currently contract with several digital agencies to provide our lead-generation services as a component of their service to third parties who we include as
our core users. If our relationship with these digital agencies degrades, they could elect not to use our lead-generation service, which would lead to the loss of a
portion of our lead generation business revenue as well as a number of our core users. Also, for reasons beyond our control, the digital agencies we work with may
lose their business relationships with third parties who purchase lead generation services for their customers, causing the digital agency to terminate its business
relationship with us and the loss of such lead generation business revenue. Prior to February 2015, we contracted with three digital agencies to provide our lead
generation service to third parties. In February 2015, one of them unexpectedly lost a key business relationship, which led that digital agency to terminate its
business relationship with us, which in turn caused us to lose a few thousand of our core users. This concentration of our access to lead generation customers
creates volatility in our revenue and in the churn of our core users, which risk will remain unless and until we significantly grow the number of digital agencies we
contract with, and/or increase the number of small businesses that obtain lead generation services directly from us.
If we fail to continue developing our brand or our reputation is harmed, our business may suffer.
We believe that continuing to strengthen our current brand will be critical to achieving widespread acceptance of our services and will require continued
focus on active marketing efforts. The demand for and cost of online and traditional advertising have been increasing and may continue to increase. Accordingly,
we may need to increase our investment in, and devote greater resources to, advertising, marketing, and other efforts to create and maintain brand loyalty among
users. Brand promotion activities may not yield increased revenue, and even if they do, any increased revenue may not offset the expenses incurred in building our
brands. If we fail to promote and maintain our brand, or if we incur substantial expense in an unsuccessful attempt to promote and maintain our brands, our business
could be materially and adversely affected.
Our services, as well as those of our competitors, are regularly reviewed and commented upon by online and social media sources, as well as computer and
other business publications. Negative reviews, or reviews in which our competitors’ products and services are rated more highly than our solutions, could
negatively affect our brand and reputation. From time to time, our customers have expressed dissatisfaction with our services, including dissatisfaction with our
customer support, our billing policies and the way our services operate. If we do not handle customer complaints effectively, our brand and reputation may suffer,
we may lose our customers’ confidence, and they may choose to terminate, reduce or not to renew their subscriptions. In addition, many of our customers
participate in social media and online blogs about internet-based services, including our services, and our success depends in part on our ability to minimize
negative and generate positive customer feedback through such online channels where existing and potential customers seek and share information. If actions we
take or changes we make to our services upset these customers, their blogging could negatively affect our brand and reputation. Complaints or negative publicity
about our services or customer service could materially and adversely impact our ability to attract and retain customers and our business, financial condition and
results of operations.
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A security breach could delay or interrupt service to our customers, compromise the integrity of our systems or data that we collect, result in the loss of our
intellectual property or confidential information, harm our reputation, or subject us to significant liability.
Our operations depend on our ability to protect our network from interruption or damage resulting from unauthorized access or entry, computer viruses or
malware or other events beyond our control. In the past, we may have been subject to undetected distributed denial-of-service, or DDOS, cyberattacks by hackers
intent on bringing down our services, and we may be subject to DDOS and other forms of cyberattacks in the future. We cannot assure you that our backup systems,
regular data backups, physical, technological and organizational security protocols and measures and other procedures that are currently in place, or that may be in
place in the future, will be adequate to prevent unauthorized access to our systems, significant damage, system interruption, degradation or failure, or data loss or to
respond to a cyberattack once launched. Additionally, hackers may attempt to directly gain access to a customer’s on-premise appliance, which may delay or
interrupt services, or may subject our customers to further security risks, including in relation to any connected household devices a customer might have now or in
the future, such as Nest devices or other household sensors, or to our network more generally. Also, our services are web-based, and the amount of data we store for
our users on our servers has been increasing as our business has grown. Despite the implementation of security measures, our infrastructure may be vulnerable to
hackers, computer viruses, worms, other malicious software programs or similar disruptive problems caused by our customers, employees, consultants or other
internet users who attempt to invade public and private data networks. In some cases we do not have in place disaster recovery facilities for certain ancillary
services, such as email delivery of messages. Currently, nearly all of our customers authorize us to bill their credit or debit card accounts directly for all transaction
fees that we charge. We rely on encryption and authentication technology to ensure secure transmission of confidential information, including customer credit and
debit card numbers. Despite our efforts to encrypt and secure customer payment card information, hackers with sufficiently sophisticated technology or methods
may still be able to infiltrate our systems to gain unauthorized access to payment card information. Further, advances in computer capabilities, new discoveries in
the field of cryptography or other developments may result in a compromise or breach of the technology we use to protect transaction data.
Additionally, third parties may attempt to fraudulently induce domestic and international employees, consultants or customers into disclosing sensitive
information, such as user names, passwords or customer proprietary network information, or CPNI, or other information in order to gain access to our customers’
data or to our data. CPNI includes information such as the phone numbers called by a customer, the frequency, duration, and timing of such calls, and any services
purchased by the customer, such as call waiting, call forwarding and caller ID, in addition to other information that may appear on a customer’s bill. Third parties
may also attempt to fraudulently induce employees, consultants or customers into disclosing sensitive information regarding our intellectual property and other
confidential business information, or our information technology systems. In addition, 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. Any system failure or security breach that causes interruptions or data loss in our operations or in the computer systems of our
customers or leads to the misappropriation of our or our customers’ confidential or personal information, or CPNI, could result in significant liability to us. Such
failure or breach could cause our service to be perceived as not being secure, subject us to regulatory requirements such as FCC notification, result in significant
monetary costs, such as fines, legal fees and expenditures to improve and enhance our security measures, cause considerable harm to us and our reputation
(including requiring notification to customers, regulators or the media) and deter current and potential customers from using our services. Additionally, we could
incur significant costs, both monetary and with respect to management’s time and attention, to investigate and remediate a data security breach. Because our
onboarding and billing functions are conducted through a single data center, any security breach in that data center may cause an interruption in our business
operations. Any of these events could have a material adverse effect on our business, results of operations and financial condition.
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Failures in internet infrastructure or interference with broadband access could cause current or potential customers to believe that our systems are
unreliable, leading our current customers to switch to ou r competitors or potential customers to avoid using our services.
Many of our services depend on our customers’ broadband access to the internet, usually provided through a cable or digital subscriber line, or DSL,
connection. In addition, users who access our services and applications through mobile devices, such as smartphones and tablets, must have a high-speed
connection, such as Wi-Fi, 3G, 4G or LTE, to use our services and applications. Currently, this access is provided by companies that have significant and increasing
market power in the broadband and internet access marketplace, including incumbent phone companies, cable companies and wireless companies. Increasing
numbers of users and increasing bandwidth requirements may degrade the performance of internet and mobile infrastructure, resulting in outages or deteriorations
in connectivity and negatively impacting the quality with which we can deliver our solutions. As our customer base grows and their usage of communications
capacity increases, we will be required to make additional investments in network capacity to maintain adequate data transmission speeds, the availability of which
may be limited, or the cost of which may be on terms unacceptable to us. If adequate capacity is not available to us as our customers’ usage increases, our network
may be unable to achieve or maintain sufficiently high data transmission capacity, reliability or performance. Furthermore, as the rate of adopting new technologies
increases, the networks on which our services and applications rely may not be able to sufficiently adapt to the increased demand for these services, including ours.
In the past, we have experienced disruptions to our service. For example, in August 2011, we experienced an outage for approximately three hours, and in April and
May 2015, we experienced multiple intermittent service outages that lasted for up to eight hours for some of our customers. Frequent or persistent interruptions
could cause current or potential users to believe that our systems or services are unreliable, leading them to switch to our competitors or to avoid our services, and
could permanently harm our reputation and brands. Because some of our services rely on integration between features that use both wired and wireless
infrastructures, any of the aforementioned problems with either wired or wireless infrastructure may result in the inability of customers to take advantage of our
integrated services and therefore may decrease the attractiveness of our collective services to current and potential customers.
The success of our business relies on customers’ continued and unimpeded access to broadband service. Providers of broadband services may be able to
block our services or charge their customers more for using our services, which could adversely affect our revenue and growth.
Some of the providers of broadband internet access and high-speed mobile access, such as AT&T and Verizon, offer products and services that directly
compete with our own offerings, which can potentially give such providers a competitive advantage. For example, these providers may market and sell a bundle of
services to our current and potential customers that includes services directly competitive to ours, and our current and potential customers may prefer these bundled
offerings. Some providers of broadband access, including providers outside of the U.S., may take measures that affect their customers’ ability to use our service,
such as degrading the quality of the data packets we transmit over their lines, giving those packets low priority, giving other packets higher priority than ours,
blocking our packets entirely or attempting to charge their customers more for also using our services. While actions like these by U.S. providers would violate the
net neutrality rules recently adopted by the FCC and described below, most foreign countries have not adopted formal net neutrality or open internet rules, and there
continues to be some uncertainty regarding whether the net neutrality rules will be upheld by courts or modified by legislative action.
On March 12, 2015 the FCC released new network neutrality and open internet rules that it had adopted on February 26, 2015. In that order, the FCC
reclassified broadband Internet access services as a telecommunications service subject to some elements of common carrier regulation, including the obligation to
provide service on just and reasonable terms, requirements related to customer privacy and requirements for accessibility for people with disabilities. The order also
prohibits blocking or discriminating against lawful services and applications and prohibits “paid prioritization,” or providing faster speeds or other benefits in return
for compensation. The order went into effect on June 12, 2015 and is the subject of pending appeals by several parties. The net neutrality rules could affect the
market for broadband internet access service in a way that impacts our business, for example by increasing the cost of broadband internet service and thereby
depressing demand for our services or by increasing the costs of services we purchase.
Our quarterly and annual results of operations have fluctuated in the past and may continue to do so in the future. As a result, we may fail to meet or to
exceed the expectations of research analysts or investors, which could cause our stock price to fluctuate.
Our quarterly and annual results of operations have varied historically from period to period, and we expect that they will continue to fluctuate due to a
variety of factors, many of which are outside of our control, including:
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the actions of our competitors, including pricing changes or the introduction of new solutions;
our ability to effectively manage our growth;
our ability to successfully penetrate the communications and connected services markets for small businesses, home, and mobile;
the number of monthly and annual subscriptions at any given time;
the timing, cost and effectiveness of our advertising and marketing efforts;
the timing, operating cost and capital expenditures related to the operation, maintenance, and expansion of our business;
the timing of our decisions with regard to product resource allocation;
seasonality of consumers’ purchasing patterns and seasonality of advertising patterns;
service outages or security breaches and any related impact on our reputation;
our ability to accurately forecast revenue and appropriately plan our expenses;
costs associated with defending and resolving intellectual property infringement and other claims;
changes in tax laws, regulations, or accounting rules;
the timing and cost of developing or acquiring technologies, services or businesses and our ability to successfully manage any such acquisitions; and
the impact of worldwide economic, industry, and market conditions.
Any one of the factors above, or the cumulative effect of some or all of the factors referred to above, may result in significant fluctuations in our quarterly
and annual results of operations. This variability and unpredictability could result in our failure to meet our internal operating plan or the expectations of securities
analysts or investors for any period, which could cause our stock price to decline. In addition, a significant percentage of our operating expenses is fixed in nature
and is based on forecasted revenue trends. Accordingly, in the event of revenue shortfalls, we may not be able to mitigate the negative impact on net income (loss)
and margins in the short term. If we fail to meet or exceed the expectations of research analysts or investors, the market price of our shares could fall substantially
and we could face costly lawsuits, including securities class-action suits.
We may require additional capital to pursue our business objectives and to respond to business opportunities, challenges or unforeseen circumstances. If
capital is not available to us or only under unfavorable terms, our business, results of operations and financial condition may be adversely affected.
We intend to continue making expenditures and investments to support the growth of our business and may require additional capital to pursue our business
objectives and respond to business opportunities, challenges or unforeseen circumstances, including the need to develop new solutions or enhance our existing
solutions, enhance our operating infrastructure, and acquire complementary businesses and technologies. Accordingly, we may need to engage in equity or debt
financings to secure additional funds. However, additional funds may not be available when we need them on terms acceptable to us, or at all. Our credit
agreements include restrictive covenants and any debt financing we secure in the future could involve further restrictive covenants, which may make it more
difficult for us to obtain additional capital and to pursue business opportunities.
In addition, volatility in the credit markets may have an adverse effect on our ability to obtain debt financing. If we raise additional funds through further
issuances of equity or convertible debt securities, our existing stockholders could suffer significant dilution, and any new equity securities we issue could have
rights, preferences, and privileges superior to those of holders of our common stock. If we are unable to obtain adequate financing or financing on terms satisfactory
to us, our ability to continue pursuing our business objectives and to respond to business opportunities, challenges or unforeseen circumstances could be
significantly limited, and our business, results of operations, financial condition and prospects could be materially and adversely affected.
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Growth may place significant demands on our management and our infrastructure.
We have recently experienced substantial growth in our business, including an increase in the number of customers we consider to be our core users. This
growth has placed and may continue to place significant demands on our management and our operational and financial infrastructure. As our operations grow in
size, scope and complexity, we will need to increase our sales and marketing efforts and add additional sales and marketing personnel worldwide and to improve
and upgrade our systems and infrastructure to attract, service, and retain an increasing number of users. For example, we expect the volume of simultaneous calls to
increase significantly as our user base grows. Our network hardware and software may not be able to accommodate this additional simultaneous call volume. The
expansion of our systems and infrastructure will require us to commit substantial financial, operational and technical resources in advance of an increase in the
volume of business, with no assurance that the volume of business will increase. Any such additional capital investments will increase our cost base. Continued
growth could also strain our ability to maintain reliable service levels for our users, develop and improve our operational, financial and management controls,
enhance our reporting systems and procedures and recruit, train, and retain highly skilled personnel. If we fail to achieve the necessary level of efficiency in our
organization as we grow, our business, results of operations, and financial condition could be materially and adversely affected.
Shifts in trends or the emergence of new technologies may render our solutions obsolete or require us to expend significant resources to develop, license, or
acquire new services or applications on a timely and cost-effective basis in order to remain competitive.
The cloud-based communications and connected services industries are emerging markets characterized by rapid changes in customer requirements,
frequent introductions of new and enhanced services, and continuing and rapid technological advancement. We cannot predict the effect of technological changes
on our business. To compete successfully in these emerging markets, we must anticipate and adapt to technological changes and evolving industry standards and
continue to design, develop, manufacture and sell new and enhanced services that provide increasingly higher levels of performance and reliability at lower cost.
We derived approximately 77% of our revenue from Ooma Telo for the fiscal year ended January 31, 2016. We expect Ooma Telo will continue to account for a
majority of our revenue for the foreseeable future. However, our future success will also depend on our ability to introduce and sell new services, features and
functionality that enhance or are beyond the voice, fax, text and connected services we currently offer, as well as to improve usability and support and increase
customer satisfaction. Our failure to develop solutions that satisfy customer preferences in a timely and cost-effective manner may harm our ability to renew our
subscriptions with existing customers and to create or increase demand for our services and may materially and adversely impact our results of operations.
The introduction of new services by competitors or the development of entirely new technologies to replace existing offerings could make our solutions
obsolete or adversely affect our business and results of operations. Announcements of future releases and new services and technologies by our competitors or by
us could cause customers to defer purchases of our existing services, which also could have a material adverse effect on our business, financial condition or results
of operations. We may experience difficulties with software development, operations, design or marketing that could delay or prevent our development,
introduction or implementation of new or enhanced services and applications. We have in the past experienced delays in the planned release dates of new features
and upgrades, and have discovered defects in new services and applications after their introduction. We cannot assure you that new features or upgrades will be
released according to schedule, or that, when released, they will not contain defects. Either of these situations could result in adverse publicity, loss of revenue,
delay in market acceptance or claims by customers brought against us, all of which could harm our reputation, business, results of operations, and financial
condition. Moreover, the development of new or enhanced services or applications may require substantial investment, and we must continue to invest a significant
amount of resources in our research and development efforts to develop these services and applications to remain competitive. We do not know whether these
investments will be successful. If customers do not widely adopt any new or enhanced services and applications, we may not be able to realize a return on our
investment. If we are unable to develop, license or acquire new or enhanced services and applications on a timely and cost‑effective basis, or if such new or
enhanced services and applications do not achieve market acceptance, our business, financial condition and results of operations may be materially and adversely
affected.
Our success depends on the public acceptance of our connected services and applications.
Our future growth depends on our ability to significantly increase revenue generated from our communications solutions and other connected services that
integrate voice communications technology with other functions, such as business promotion, automation, security and others. The markets for cloud-based
communications and connected services are evolving rapidly and are characterized by an increasing number of market entrants. As is typical of a rapidly evolving
industry, the demand for, and market acceptance of, these applications is uncertain. If the markets for cloud-based communications solutions or for other connected
services fail to develop, develop more slowly than we anticipate or develop in a manner different than we expect, our services could fail to achieve market
acceptance, which in turn could materially and adversely affect our business.
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Our future growth in the small business market depends on the continued use of v oice communications by businesses, as compared to e-mail and other data-
based methods. A decline in the overall rate of voice communications by businesses would harm our business. Furthermore, our continued growth depends on
future demand for and adoption of internet voice communications systems and services and on future demand for connected communications services. Although the
number of broadband subscribers worldwide has grown significantly in recent years, only a small percentage of businesses have ado pted internet voice
communications services to date. For demand and adoption of internet voice communications services by businesses to increase, internet voice communications
networks must improve the quality of their service for real-time communications by managing the effects of and reducing packet loss, packet delay, and packet
jitter, as well as unreliable bandwidth, so that high-quality service can be consistently provided. Additionally, the cost and feature benefits of internet voice
communications m ust be sufficient to cause customers to switch from traditional phone service providers. We must devote substantial resources to educate
potential customers about the benefits of internet voice communications solutions, in general, and of our services in p articular. If any or all of these factors fail to
occur, our business may be materially and adversely affected.
Our Ooma Telo product and services are being sold to individuals and families. With the growth in cellular and other mobile technologies, many consumers
have chosen to eliminate altogether their home telephone service. Our ability to continue growing our user base depends on our ability to convince our customers
and potential customers that our service is sufficiently useful and cost-effective, such that it makes sense to maintain or reestablish home telephone services with us.
Our growth could slow and our financial condition could be adversely affected if the trend of eliminating home telephone service continues or accelerates.
Our mobile platform, available to any consumer with a Wi-Fi or cellular data connected mobile device, operates in a market that is fragmented and difficult
to get noticed by consumers. Many of our competitors in this market have been able to establish a significant user base and reputation in the market, which may
make it more difficult for our products to be adopted. Furthermore, as new mobile devices are released, we may encounter difficulties supporting these devices and
services, and we may need to devote significant resources to the creation, support, and maintenance of our mobile applications. Additionally, our competitors may
allocate additional resources to marketing and promotion of their products, making it even more difficult to be noticed. It is also unclear how the adoption of “over-
the-top” based communications will continue to grow. If the number of consumers using “over-the-top” based communications stagnates or declines, such
movement may result in an intensified competition for consumers in this space.
Accusations of infringement of third-party intellectual property rights could materially and adversely affect our business.
There has been substantial litigation in the areas in which we operate regarding intellectual property rights. In the past, we have been sued by third parties
claiming infringement of their intellectual property rights and we may be sued for infringement from time to time in the future. In the past, we have settled
infringement litigation brought against us; however, we cannot assure you that we will be able to settle any future claims or, if we are able to settle any such claims,
that the settlement will be on terms favorable to us. Our broad range of technology may increase the likelihood that third parties will claim that we infringe their
intellectual property rights.
We have in the past received, and may in the future receive, notices of claims of infringement, misappropriation or misuse of other parties’ proprietary
rights. For example, on April 17, 2015, plaintiff UrgenSync, LLC filed a complaint in the U.S. District Court for the Eastern District of Texas against us and other
companies in the business of providing internet‑based communications services, alleging infringement of U.S. Patent No. 8,295,802. The complaint sought
unspecified monetary damages, costs, attorneys’ fees and other appropriate relief. Based upon our preliminary investigation, we believe the UrgenSync complaint
was entirely without merit and that our products and services do not infringe any valid or enforceable claim of the aforementioned patent. On June 17, 2015, all of
UrgenSync’s claims against us were dismissed with prejudice, effectively ending the litigation without us incurring significant legal or other expenses.
Notwithstanding their merits, accusations and lawsuits like these often require significant time and expense to defend, may negatively affect customer relationships,
may divert management’s attention away from other aspects of our operations and, upon resolution, may have a material adverse effect on our business, results of
operations, financial condition and cash flows.
Certain technology necessary for us to provide our services may, in fact, be patented by other parties either now or in the future. If such technology were
validly patented by another person, we would have to negotiate a license for the use of that technology. We may not be able to negotiate such a license at a price
that is acceptable to us or at all. The existence of such a patent, or our inability to negotiate a license for any such technology on acceptable terms, could force us to
cease using the technology and cease offering products and services incorporating the technology, which could materially and adversely affect our business and
results of operations.
If we were found to be infringing on the intellectual property rights of any third party, we could be subject to liability for such infringement, which could be
material. We could also be prohibited from using or selling certain products or services, prohibited from using certain processes, or required to redesign certain
products or services, each of which could have a material adverse effect on our business and results of operations.
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These and other outcomes may:
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result in the loss of a substantial number of existing customers or prohibit the acquisition of new customers;
cause us to pay license fees for intellectual property we are deemed to have infringed;
cause us to incur costs and devote valuable technical resources to redesigning our services;
cause our cost of goods sold to increase;
cause us to accelerate expenditures to preserve existing revenue;
cause existing or new vendors to require prepayments or letters of credit;
materially and adversely affect our brand in the marketplace and cause a substantial loss of goodwill;
cause us to change our business methods or services;
require us to cease certain business operations or offering certain products, services or features; and
lead to our bankruptcy or liquidation.
Our limited ability to protect our intellectual property rights could materially and adversely affect our business.
We rely, in part, on patent, trademark, copyright and trade secret law to protect our intellectual property in the U.S. and abroad. We cannot assure you that
the particular forms of intellectual property protection we seek, including business decisions about when to file patents and when to maintain trade secrets, will be
adequate to protect our business. We seek to protect our technology, software, documentation and other information under trade secret and copyright law, which
afford only limited protection. For example, we typically enter into confidentiality agreements with our employees, consultants, third-party contractors, customers
and vendors in an effort to control access to use and distribution of our technology, software, documentation and other information. These agreements may not
effectively prevent unauthorized use or disclosure of confidential information and may not provide an adequate remedy in the event of such unauthorized use or
disclosure, and it may be possible for a third party to legally reverse engineer, copy or otherwise obtain and use our technology without authorization. In addition,
improper disclosure of trade secret information by our current or former employees, consultants, third-party contractors, customers or vendors to the public or
others who could make use of the trade secret information would likely preclude that information from being protected as a trade secret.
We also rely, in part, on patent law to protect our intellectual property in the U.S. and internationally. Our intellectual property portfolio includes five issued
U.S. patents, which we expect to expire between 2028 and 2033. We also have 14 patent applications pending for examination in the U.S. and four patent
applications pending for examination in foreign jurisdictions, all of which are related to U.S. applications. We cannot predict whether such pending patent
applications will result in issued patents or whether any issued patents will effectively protect our intellectual property. Even if a pending patent application results
in an issued patent, the patent may be circumvented or its validity may be challenged in various proceedings in U.S. District Court, before the U.S. Patent and
Trademark Office or before their foreign equivalents, such as reexamination, which may require legal representation and involve substantial costs and diversion of
management time and resources. In addition, we cannot assure you that every significant feature of our solutions is protected by our patents, or that we will mark
our products with any or all patents they embody. As a result, we may be prevented from seeking damages in whole or in part for infringement of our patents.
The unlicensed use of our brand, including domain names, by third parties could harm our reputation, cause confusion among our customers and impair our
ability to market our products and services. To that end, we have registered numerous trademarks and service marks, have applied for registration of additional
trademarks and service marks and have acquired a number of domain names in and outside the U.S. to establish and protect our brand names as part of our
intellectual property strategy. If our applications receive objections or are successfully opposed by third parties, it will be difficult for us to prevent third parties
from using our brand without our permission. Moreover, successful opposition to our applications might encourage third parties to make additional oppositions or
commence trademark infringement proceedings against us, which could be costly and time consuming to defend against. There have been in the past, and may be in
the future, instances where third parties have used our trade names, or have adopted confusingly similar trade names to ours. We have been successful in asserting
our rights in our trade names and causing such third parties to cease such use, but we may not be successful in the future. If we are not successful in protecting our
trademarks, our trademark rights may be diluted and subject to challenge or invalidation, which could materially and adversely affect our brand.
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Despite our efforts to implement our intellectual property strategy, we may not be able to protect or enforce our proprietary rights in the U.S. or interna
tionally (where effective intellectual property protection may be unavailable or limited). For example, we have entered into agreements containing confidentiality
and invention assignment provisions in connection with the outsourcing of certain software de velopment, quality assurance and development activities to third-
party contractors located in Canada, India, New Zealand, Russia and Ukraine. We have also entered into an agreement containing a confidentiality provision with a
third-party contractor locate d in the Philippines, where we have outsourced a significant portion of our customer support function. We cannot assure you that
agreements with these third-party contractors or their agreements with their employees and contractors will adequately protect our proprietary rights in the
applicable jurisdictions and foreign countries, as their respective laws may not protect proprietary rights to the same extent as the laws of the U.S. In addition, our
competitors may independently develop technologies similar or superior to our technology, duplicate our technology in a manner that does not infringe our
intellectual property rights or design around any of our patents. Furthermore, detecting and policing unauthorized use of our intellectual property is difficult and
resource-intensive. Moreover, litigation may be necessary in the future to enforce our intellectual property rights, to determine the validity and scope of the
proprietary rights of others, or to defend against claims of infringement or invalidity. Su ch litigation, whether successful or not, could result in substantial costs and
diversion of management time and resources and could have a material adverse effect on our business, financial condition and results of operations.
We license technology from third parties we do not control and cannot be assured of retaining such licenses.
We rely upon certain technology, including hardware and software, licensed from third parties. There can be no assurance that the technology licensed by us
will continue to provide competitive features and functionality or that the licenses for technology currently utilized by us or other technology which we may seek to
license in the future, will be available to us on commercially reasonable terms or at all. The loss of, or inability to maintain, existing licenses could result in
shipment delays or reductions until equivalent technology or suitable alternative products are developed, identified, licensed and integrated, and could harm our
business. These licenses are typically offered on standard commercial terms made generally available by the companies providing the licenses. The cost and terms
of these licenses individually are not material to our business.
If we experience excessive fraudulent activity or cannot meet evolving credit card association merchant standards, we could incur substantial costs and lose
the right to accept credit cards for payment, which could cause our customer base to decline significantly.
Nearly all of our customers authorize us to bill their credit card accounts directly for service fees that we charge. If people pay for our services with stolen
credit cards, we could incur substantial third-party vendor costs for which we may not be reimbursed. Further, our customers provide us with credit card billing
information online or over the phone, and we do not review the physical credit cards used in these transactions, which increases our risk of exposure to fraudulent
activity. We also incur charges, which we refer to as chargebacks, from the credit card companies’ claims that the customer did not authorize the credit card
transaction to purchase our service, something we have experienced in the past. If the number of unauthorized credit card transactions becomes excessive, we could
be assessed substantial fines for excess chargebacks and we could lose the right to accept credit cards for payment. We have also been affected by the credit card
breaches at various retail stores, which have caused millions of consumers to cancel credit cards as a result of the breach. We have found that some consumers do
not renew their services after a card cancellation, which can have a material negative impact on our revenue. In addition, credit card issuers may change merchant
standards, including data protection and documentation standards, required to utilize their services from time to time. We are not currently in compliance with all of
the applicable technical requirements of the Payment Card Industry Data Security Standard, or PCI, but we are working diligently to become fully compliant as
soon as is practicable. If we fail to become compliant or maintain compliance with current merchant standards, such as PCI, or fail to meet new standards, the credit
card associations may fine us or, while unusual, may impose certain restrictions on our ability to accept credit cards or terminate our agreements with them,
rendering us unable to accept credit cards as payment for our services. Our services may also be subject to fraudulent usage, including but not limited to revenue
share fraud, domestic traffic pumping, subscription fraud, premium text message scams, and other fraudulent schemes. Although our customers are required to set
passwords and Personal Identification Numbers, or PINs, to protect their accounts and may configure in which destinations international calling is enabled from
their extensions, third parties may be able to access and use their accounts through fraudulent means. In addition, third parties may have attempted in the past, and
may attempt in the future, to fraudulently induce domestic and international employees or consultants into disclosing customer credentials and other account
information. Communications fraud can result in unauthorized access to customer accounts and customer data, unauthorized use of customers’ services, and
charges to customers for fraudulent usage and expenses we must pay to carriers. We may be required to pay for these charges and expenses with no reimbursement
from the customer, and our reputation may be harmed if our services are subject to fraudulent usage. Although we implement multiple fraud prevention and
detection controls, we cannot assure you that these controls will be adequate to protect against fraud. Substantial losses due to fraud or our inability to accept credit
card payments, which could cause our paid customer base to significantly decrease, could have a material adverse effect on our results of operations, financial
condition and ability to grow our business.
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Potential problems with our information systems could i nterfere with our business and operations.
We rely on our information systems and those of third parties for processing customer orders, distribution of our services, billing our customers, processing
credit card transactions, customer relationship management, supporting financial planning and analysis, accounting functions and financial statement preparation
and otherwise running our business. Information systems may experience interruptions, including interruptions of related services from third-party providers, which
may be beyond our control. Such business interruptions could cause us to fail to meet customer requirements. All information systems, both internal and external,
are potentially vulnerable to damage or interruption from a variety of sources, including without limitation, computer viruses, security breaches, energy blackouts,
natural disasters, terrorism, war, telecommunication failures and employee or other theft, as well as third-party provider failures. Any disruption in our information
systems and those of the third parties upon which we rely could have a significant impact on our business.
We may implement enhanced information systems in the future to meet the demands resulting from our growth and to provide additional capabilities and
functionality. The implementation of new systems and enhancements is frequently disruptive to the underlying business of an enterprise, and can be time-
consuming and expensive, increase management responsibilities and divert management attention. Any disruptions relating to our systems enhancements or any
problems with the implementation, particularly any disruptions impacting our operations or our ability to accurately report our financial performance on a timely
basis during the implementation period, could materially and adversely affect our business. Even if we do not encounter these material and adverse effects, the
implementation of these enhancements may be much costlier than we anticipated. If we are unable to successfully implement the information systems
enhancements as planned, our financial position, results of operations and cash flows could be negatively impacted.
Our use of open source technology could impose limitations on our ability to commercialize our services.
We use open source software in our platform on which our services operate. There is a risk that the owners of the copyrights in such software may claim that
such licenses impose unanticipated conditions or restrictions on our ability to market or provide our services. If such owners prevail in such claim, we could be
required to make the source code for our proprietary software (which contains our valuable trade secrets) generally available to third parties, including competitors,
at no cost, to seek licenses from third parties in order to continue offering our services, to re-engineer our technology, or to discontinue offering our services in the
event re-engineering cannot be accomplished on a timely basis or at all, any of which could cause us to discontinue our services, harm our reputation, result in
customer losses or claims, increase our costs or otherwise materially and adversely affect our business and results of operations. If a copyright holder of such open
source software were to allege we had not complied with the conditions of one or more of these licenses, we could be required to incur significant legal expenses
defending against such allegations and could be subject to significant damages, enjoined from the sale of our solutions that contained the open source software and
required to comply with the foregoing conditions, which could disrupt the distribution and sale of some of our solutions.
We depend largely on the continued services of our senior management and other key employees, the loss of any of whom could adversely affect our
business, results of operations and financial condition.
Our future performance depends on the continued services and contributions of our senior management and other key employees to execute on our business
plan, and to identify and pursue opportunities and services innovations. The loss of services of senior management or other key employees could significantly delay
or prevent the achievement of our development and strategic objectives. In particular, we depend to a considerable degree on the vision, skills, experience and effort
of our Chief Executive Officer, Eric B. Stang. All of our executive officers and senior management may terminate employment with us at any time with no advance
notice. The replacement of any of these senior management personnel would likely involve significant time and costs, and such loss could significantly delay or
prevent the achievement of our business objectives. Many members of our senior management have been our employees for many years and therefore have
significant experience and understanding of our business that would be difficult to replace. Our inability to attract and retain the necessary personnel could
adversely affect our business, financial condition or results of business. We do not maintain key person insurance for any of our personnel.
If we are unable to hire, retain and motivate qualified personnel, our business will suffer.
Our future success depends, in part, on our continued ability to attract and retain highly skilled personnel. We believe there is, and will continue to be,
intense competition for highly skilled technical and other personnel with experience in our industry in the San Francisco Bay Area, where our headquarters is
located, and in other locations where we may maintain offices in the future. We must provide competitive compensation packages and a high-quality work
environment to hire, retain and motivate employees. If we are unable to retain and motivate our existing employees or attract qualified personnel to fill key
positions, we may be unable to manage our business effectively, including the development, marketing and sale of existing and new services, which could have a
material adverse effect on our business, financial condition, and results of operations. To the extent we hire personnel from competitors, we may be subject to
allegations such personnel have been improperly solicited or divulged proprietary or other confidential information.
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We may expand through acquisitions of, or investments in, other companies, each of which may divert our management’s attention, result in additional
dilution to our stockholders, increase expenses, disrupt our operations and harm our results of operations.
Our business strategy may, from time to time, include acquiring or investing in complementary services, technologies or businesses. We cannot assure you
we will successfully identify suitable acquisition candidates, integrate or manage disparate technologies, lines of business, personnel and corporate cultures, realize
our business strategy or the expected return on our investment, or manage a geographically dispersed company. Any such acquisition or investment could
materially and adversely affect our results of operations. Acquisitions and other strategic investments involve significant risks and uncertainties, including:
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the potential failure to achieve the expected benefits of the combination or acquisition;
unanticipated costs and liabilities;
difficulties in integrating new products and services, software, businesses, operations and technology infrastructure in an efficient and effective
manner;
difficulties in maintaining customer relations;
the potential loss of key employees of the acquired businesses;
the diversion of the attention of our senior management from the operation of our daily business;
the potential adverse effect on our cash position to the extent that we use cash for the purchase price;
the potential significant increase of our interest expense, leverage, and debt service requirements if we incur additional debt to pay for an acquisition;
the potential issuance of securities that would dilute our stockholders’ percentage ownership;
the potential to incur large and immediate write-offs and restructuring and other related expenses; and
the inability to maintain uniform standards, controls, policies and procedures.
Any acquisition or investment could expose us to unknown liabilities. Moreover, we cannot assure you that we will realize the anticipated benefits of any
acquisition or investment. In addition, our inability to successfully operate and integrate newly acquired businesses appropriately, effectively, and in a timely
manner could impair our ability to take advantage of future growth opportunities and other advances in technology, as well as on our revenue, gross margins and
expenses.
We may expand our international operations, which may expose us to significant risks.
To date, we have not generated significant revenue from outside of the U.S. and Canada, but we expect to grow our international revenue in the future. The
future success of our business will depend, in part, on our ability to expand our operations and customer base worldwide. Operating in international markets
requires significant resources and management attention and will subject us to regulatory, economic and political risks different from those in the U.S. Because of
our limited experience with international operations and developing and managing sales and distribution channels in international markets, our international
expansion efforts may not be successful. In addition, we will face risks in doing business internationally that could materially and adversely affect our business,
including:
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our ability to comply with differing technical and environmental standards, data privacy and telecommunications regulations, and certification
requirements outside the U.S.;
difficulties and costs associated with staffing and managing foreign operations;
potentially greater difficulty collecting accounts receivable and longer payment cycles;
the need to adapt and localize our services for specific countries;
the need to offer customer care in various native languages;
reliance on third parties over which we have limited control, including international resellers, for marketing and reselling our services;
availability of reliable broadband connectivity and wide area networks in targeted areas for expansion;
lower levels of adoption of credit or debit card usage for internet related purchases by foreign customers and compliance with various foreign
regulations related to credit or debit card processing and data privacy requirements;
difficulties in understanding and complying with local laws, regulations, and customs in foreign jurisdictions;
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export controls and trade and economic sanctions administered by the D epartment of Commerce Bureau of Industry and Security and the Treasury
Department’s Office of Foreign Assets Control;
tariffs and other non-tariff barriers, such as quotas and local content rules;
compliance with various anti-bribery and anti-corruption laws such as the U.S. Foreign Corrupt Practices Act of 1977, as amended, or the FCPA;
limited protection for intellectual property rights in some countries;
adverse tax consequences;
fluctuations in currency exchange rates, which could increase the price of our services outside of the U.S., increase the expenses of our international
operations, including expenses related to foreign contractors, and expose us to foreign currency exchange rate risk;
exchange control regulations, which might restrict or prohibit our conversion of other currencies into U.S. Dollars;
restrictions on the transfer of funds;
deterioration of political relations between the U.S. and other countries; and
political or social unrest or economic instability in a specific country or region, which could have an adverse impact on our third-party software
development and quality assurance operations there.
Our failure to manage any of these risks successfully could harm our future international operations and our overall business.
We may not be able to manage our inventory levels effectively, which may lead to excess inventory or inventory obsolescence that would force us to incur
inventory write-downs.
Our vendor-supplied on-premise appliances and end-point devices have lead times of up to 32 weeks for delivery and are built to satisfy our demand
forecasts that are necessarily imprecise. It is likely that from time to time we will have either excess or insufficient product inventory. In addition, because we rely
on third-party vendors for the supply of our devices, our inventory levels are subject to the conditions regarding the timing of purchase orders and delivery dates not
within our control. Excess inventory levels would subject us to the risk of inventory obsolescence, while insufficient levels of inventory may negatively affect
relations with customers. For instance, our customers rely upon our ability to meet committed delivery dates, and any disruption in the supply of our services could
result in loss of customers or harm to our ability to attract new customers. Retailers may elect to return any unsold inventory without any penalty, which could
result in a write down for excess inventory. Any of these factors could have a material adverse effect on our business, financial condition or results of operations.
Our corporate headquarters, both of our data centers and co-location facilities and our third-party customer service and support facility are located near
known earthquake fault zones, and the occurrence of an earthquake, tsunami or other catastrophic disaster could damage our facilities or the facilities of
our contractors, which could cause us to curtail our operations. Increased energy costs, power outages and limited availability of electrical resources may
adversely affect our operating results.
Our corporate headquarters, both of our data centers and our customer service call center for Ooma office are located in northern California, our other
customer service call center operated by our contractor is located in the Philippines, and our contract manufacturer facilities are located near the coast in China. All
of these locations are on the Pacific Rim near known earthquake fault zones and, therefore, are vulnerable to damage from earthquakes and tsunamis. Additionally,
our China facility and our sole third-party customer service and support facility in the Philippines are located in areas subject to typhoons. We and our contractors
are also vulnerable to other types of disasters, such as power loss, fire, floods, pandemics, cyber-attack, war, political unrest and terrorist attacks and similar events
that are beyond our control. If any disasters were to occur, our ability to operate our business could be seriously impaired, and we may endure system interruptions,
reputational harm, loss of intellectual property, delays in our services development, lengthy interruptions in our services, breaches of data security and loss of
critical data, all of which could harm our future results of operations. In addition, we do not carry earthquake insurance and we may not have adequate insurance to
cover our losses resulting from other disasters or other similar significant business interruptions. Any significant losses not recoverable under our insurance policies
could seriously impair our business and financial condition.
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Changes in effective tax rates, or adverse outcomes resulting from examination of our income or other tax returns, could adversely affect our results of
operations and financial condition.
Our future effective tax rates could be subject to volatility or adversely affected by a number of factors, including:
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changes in the valuation of our deferred tax assets and liabilities;
expiration of, or lapses in, the research and development tax credit laws;
expiration or non-utilization of net operating loss carryforwards;
tax effects of share-based compensation;
certain non-deductible expenses as a result of acquisitions;
expansion into new jurisdictions;
potential challenges to and costs related to implementation and ongoing operation of our intercompany arrangements; and
changes in tax laws and regulations and accounting principles, or interpretations or applications thereof.
Any changes in our effective tax rate could adversely affect our results of operations.
We may be unable to use some or all of our net operating loss carryforwards, which could materially and adversely affect our reported financial condition
and results of operations.
As of January 31, 2016, we had federal and state net operating loss carryforwards, or NOLs, of $64.2 million and $55.0 million, respectively, available to
offset future taxable income. If not utilized, both the federal and California NOLs will begin to expire in 2030. We also have federal and California research and
development tax credit carryforwards that will begin to expire in 2030. Realization of these net operating loss and research tax credit carryforwards depends on
future income, and there is a risk that our existing carryforwards could expire unused and be unavailable to offset future income tax liabilities, which could
materially and adversely affect our results of operations.
Under Section 382 of the Internal Revenue Code of 1986, as amended, or the Code, our ability to utilize net operating loss carryforwards or other tax
attributes, such as research tax credits, in any taxable year may be limited if we experience an “ownership change.” A Section 382 “ownership change” generally
occurs if one or more stockholders or groups of stockholders, who own at least 5% of our stock, increase their ownership by more than 50 percentage points over
their lowest ownership percentage within a rolling three-year period. Similar rules may apply under state tax laws. We completed a Section 382 analysis through
January 31, 2016 and determined that an ownership change, as defined under Section 382 of the Internal Revenue Code, occurred in prior years. Based on the
analysis, we determined that we had undergone three ownership changes. The first and second ownership changes occurred in April 2005 and the third change
occurred in February 2009. NOLs presented account for any limited and potential lost attributes due to the ownership changes and their respective expiration dates.
No deferred tax assets have been recognized on our balance sheet related to these NOLs, as they are fully reserved by a valuation allowance. If we have
previously had, or have in the future, one or more Section 382 “ownership changes, or if we do not generate sufficient taxable income, we may not be able to utilize
a material portion of our NOLs, even if we achieve profitability. If we are limited in our ability to use our NOLs in future years in which we have taxable income,
we will pay more taxes than if we were able to fully utilize our NOLs. This could materially and adversely affect our results of operations.
The estimates of market opportunity and forecasts of market growth included in this report may prove to be inaccurate, and even if the market in which we
compete achieves the forecasted growth, our business could fail to grow at similar rates, if at all.
Market opportunity estimates and growth forecasts are subject to significant uncertainty and are based on assumptions and estimates that may not prove to
be accurate. The estimates and forecasts in this report relating to the size and expected growth of our market, including our estimated annual recurring revenue
based on various assumptions, may prove to be inaccurate. Even if the market in which we compete meets the size estimates and growth forecasted in this report,
our business could fail to grow at similar rates, if at all.
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Risks Related to Federal, State and International Regulation
Our services are subject to regulation and future legislative or regulatory actions could adversely affect our business and expose us to liability.
Federal
Regulation
Our business is regulated by the Federal Communications Commission, or FCC. As a communications services provider, we are subject to FCC regulations
relating to privacy, disability access, porting of numbers, Federal Universal Service Fund, or USF, contributions, E‑911, and other matters. If we do not comply
with FCC rules and regulations, we could be subject to FCC enforcement actions, fines, loss of licenses, and possibly restrictions on our ability to operate or offer
certain of our services. Any enforcement action by the FCC, which may include a public process, would hurt our reputation in the industry, possibly impair our
ability to sell our services to customers and could have a materially adverse impact on our revenue.
If the FCC classifies interconnected VoIP service as a telecommunications service subject to common carrier regulation, we could be subject to additional
regulation under federal and state telecommunications laws. Compliance with such laws could increase our cost of doing business.
State
Regulation
We are also subject to state consumer protection laws, as well as U.S. state, municipal and local sales, use, excise, utility user and ad valorem taxes, fees or
surcharges. The imposition of such regulatory obligations or the imposition of additional taxes on our services could increase our cost of doing business and limit
our growth.
International
Regulation
As we expand internationally, we may be subject to telecommunications, consumer protection, data privacy and other laws and regulations in the foreign
countries where we offer our services. For example, we are a provider of internet voice telecommunications services in Canada. As a provider of internet voice
communications services, we are subject to regulation in Canada by the CRTC. We are also subject to Canadian federal privacy laws and provincial consumer
protection legislation.
In addition, our international operations are potentially subject to country-specific governmental regulation and related actions that may increase our cost or
impact our product and service offerings or prevent us from offering or providing our products and services in certain countries. Certain of our services may be
used by customers located in countries where VoIP and other forms of IP communications may be illegal or require special licensing. In countries where local laws
and regulations prohibit (or come to prohibit) the use of our products, users may continue to use our products and services, which could subject us to costly
penalties or governmental action adverse to our business and damaging to our brand and reputation, our international expansion efforts, or our business and
operating results.
The FCC continues to consider additional 911 requirements, including requiring us to deploy an E-911 service that automatically determines the location of
our customers. The adoption of such requirements could increase our costs that could make our service more expensive, decrease our profit margins, or
both.
The FCC is actively considering additional 911 requirements for interconnected VoIP providers, non-interconnected VoIP providers and texting providers.
The outcome of the FCC’s proceedings cannot be determined at this time and we may or may not be able to comply with any such obligations that may be adopted.
At present, we have no means to automatically identify the physical location of our customers on the internet. Changes to the FCC’s VoIP E‑911 rules may
adversely affect our ability to deliver our service to new and existing customers in all geographic regions or to nomadic customers who move to a location where
emergency calling services compliant with the FCC’s mandates are unavailable. Our compliance with the FCC’s VoIP E-911 order and related costs puts us at a
competitive disadvantage to VoIP service providers who are either not subject to the requirements or have chosen not to comply with the FCC’s mandates. We
cannot guarantee emergency calling service consistent with the VoIP E‑911 order will be available to all of our customers, especially those accessing our services
on a mobile device or from outside of the U.S. The FCC’s current VoIP E-911 order or follow-on orders or clarifications, the impact on our customers due to
service price increases or other factors could have a material adverse effect on our business, financial condition or operating results.
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The FCC order reforming the system of payments between regulated carriers we partner with to interface with the public switched telephone network, or
PSTN, could increase our costs of providing ser vice, which could result in increased rates for service, making our offerings less competitive than others in
the marketplace, or reduce our profitability.
In 2011, the FCC reformed the system under which regulated providers of telecommunications services compensate each other for various types of traffic,
including VoIP traffic that terminates on the PSTN and applied new call signaling requirements to VoIP and other service providers. The FCC’s rules concerning
charges for transmission of VoIP traffic could result in an increased cost to terminate the traffic, could reduce the availability of services or increase the price of
services from our underlying providers, or could otherwise impact the wholesale telecommunications market in a way that adversely impacts our business. To the
extent that we transmit traffic not subject to a specific intercarrier compensation arrangement and another provider were to assert that the traffic we exchange with
them is subject to higher levels of compensation than what we, or the third parties terminating our traffic to the PSTN, pay today (if any), our termination costs
could increase.
If we cannot comply with the FCC’s rules imposing call signaling requirements on VoIP providers like us, we may be subject to fines, cease and desist
orders, or other penalties.
The FCC order reforming the system of compensation for various types of traffic also included rules to address calls for which identifying information is
missing or masked in ways that impede billing for such traffic. The FCC’s rules require, among other things, interconnected VoIP providers like us, who originate
interstate or intrastate traffic destined for the PSTN, to transmit the telephone number associated with the calling party to the next provider in the call path.
Intermediate providers must pass unaltered calling party number or charge number signaling information they receive from other providers to subsequent providers
in the call path. To the extent that we pass traffic that does not have appropriate calling party number or charge number information, we could be subject to fines,
cease and desist orders, or other penalties.
We may not be able to comply with FCC rules governing completion of calls to rural areas and related reporting requirements.
On November 8, 2013, the FCC issued a Report and Order and Further Notice of Proposed Rulemaking adopting rules to address problems with rural call
completion and proposing additional requirements. The new rules apply to interconnected VoIP providers like us. The Commission imposed recording, retention,
and reporting requirements to increase its ability to monitor and redress rural call completion problems. These new rules also support the Commission’s efforts to
enforce restrictions on blocking, choking, reducing, or restricting calls. Under the rules, a covered provider must record and retain, for at least six months,
information about calls attempts to rural areas and must report that data to the FCC on a quarterly basis. If we cannot comply with these rules, we could be subject
to investigation and enforcement action and could be exposed to substantial liability. In addition, complying with these rules may increase our cost of doing
business and may also increase the cost of services we purchase from our underlying telecommunications providers. The FCC also has increased enforcement
activity related to completion of calls to rural customers, and we could be subject to substantial fines and to conduct requirements that could increase our costs if we
are the subject of an enforcement proceeding and cannot demonstrate calls from our customers to rural customers are completed at a satisfactory rate.
The FCC has continued to increase regulation of interconnected VoIP services and may at any time determine certain VoIP services are
telecommunications services subject to traditional common carrier regulation.
The FCC is considering, in various proceedings, issues arising from the transition from traditional copper networks to IP networks. It has, among other
things, launched a series of trials and experiments designed to gather data about this transition, and to support the FCC’s effort to ensure public safety, enable
universal access, and protect consumers and competition. The FCC is also considering whether interconnected VoIP services should be treated as
telecommunications services, which could subject interconnected VoIP services to additional common carrier regulation. The FCC’s efforts may result in additional
regulation of IP network and service providers, which may negatively affect our business.
The FCC adopted rules concerning disabilities access requirements that may expand disabilities access requirements to additional services we offer.
In October 2010, the Twenty-First Century Communications and Video Accessibility Act, or the CVAA, was signed into law. The CVAA and the FCC’s
implementing rules imposes disability access, recordkeeping, certification, and other compliance obligations on interconnected VoIP providers and on providers of
other Advanced Communications services, including non-interconnected VoIP and electronic messaging services. In addition, the CVAA and the FCC’s
implementing rules include complaint filing procedures to address accessibility complaints. These new obligations could increase our expenses, which would have
an adverse effect on our operating results. Failure to comply with these obligations could expose us to FCC enforcement actions and liability.
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Reform of federal and state Universal Service Fund programs could increase the cost of our servi ce to our customers, diminishing or eliminating our
pricing advantage.
The FCC and a number of states are considering reform or other modifications to Universal Service Fund programs. The way we calculate our contribution
may change if the FCC or certain states engage in reform or adopt other modifications. In April 2012, the FCC released a Further Notice of Proposed Rulemaking
to consider reforms to the manner in which companies, like us, contribute to the federal Universal Service Fund program, and in August 2014, the FCC ordered the
Federal-State Joint Board on Universal Service to make a recommendation on how to reform the universal service contribution rules by April 7, 2015, although the
recommendation has not been released as of the date hereof. In addition, the FCC is considering whether non-interconnected VoIP providers, texting providers, and
broadband providers, among others, should contribute to the USF. We cannot predict the outcome of this proceeding nor its impact on our business at this time.
Should the FCC or certain states adopt new contribution mechanisms or otherwise modify contribution obligations that increase our contribution burden, we
will either need to raise the amount we currently collect from our customers to cover this obligation or absorb the costs, which would reduce our profit margins.
Furthermore, the FCC has ruled that states can require us to contribute to state Universal Service Fund programs. A number of states already require us to
contribute, while others are actively considering extending their programs to include the services we provide. We currently pass through Universal Service Fund
contributions to our customers which may result in our services becoming less competitive as compared to those provided by others.
Our products must comply with industry standards, FCC regulations, state, local, country‑‑specific and international regulations, and changes may require
us to modify existing products and/or services.
In addition to reliability and quality standards, the market acceptance of telephony over broadband IP networks is dependent upon the adoption of industry
standards so that products from multiple manufacturers are able to communicate with each other. Our unique hybrid SaaS connectivity platform relies on
communication standards such as SIP, SRTP and network standards such as TCP/IP and UDP to interoperate with other vendors’ equipment. There is currently a
lack of agreement among industry leaders about which standard should be used for a particular application and about the definition of the standards themselves.
These standards, as well as audio and video compression standards, continue to evolve. We also must comply with certain rules and regulations of the FCC
regarding electromagnetic radiation and safety standards established by Underwriters Laboratories, as well as similar regulations and standards applicable in other
countries. Standards are frequently modified or replaced. As standards evolve, we may be required to modify our existing products or develop and support new
versions of our products. We must comply with certain federal, state and local requirements regarding how we interact with our customers, including marketing
practices, consumer protection, privacy, and billing issues, the provision of 9-1-1 emergency service and the quality of service we provide to our customers. The
failure of our products and services to comply, or delays in compliance, with various existing and evolving standards could delay or interrupt volume production of
our VoIP telephony products, subject us to fines or other imposed penalties, or harm the perception and adoption rates of our service, any of which would have a
material adverse effect on our business, financial condition or operating results.
Failure to comply with communications and telemarketing laws could result in significant fines or place significant restrictions on our business.
We rely on a variety of marketing techniques, including telemarketing and email marketing campaigns. We also record certain telephone calls between our
customers or potential customers and our sales and service representatives for training and quality assurance purposes. These activities are subject to a variety of
state and federal laws such as the Telephone Consumer Protection Act of 1991 (also known as the Federal Do-Not-Call law, or the TCPA), the Telemarketing Sales
Rule, the Controlling the Assault of Non-Solicited Pornography and Marketing Act of 2003 (also known as the CAN-SPAM Act) and various U.S. state laws
regarding telemarketing and telephone call recording. These laws are subject to varying interpretations by courts and governmental authorities and often require
subjective interpretation, making it difficult to predict their application and therefore making our compliance efforts more challenging. We cannot be certain our
efforts to comply with these laws, rules and regulations will be successful, or, if they are successful, that the cost of such compliance will not be material to our
business. Changes to these or similar laws, or to their application or interpretation, or new laws, rules and regulations governing our communication and marketing
activities could adversely affect our business. In the event that any of these laws, rules or regulations significantly restricts our business, we may not be able to
develop adequate alternative communication and marketing strategies. Further, non-compliance with these laws, rules and regulations carries significant financial
penalties and the risk of class action litigation such as the TCPA Litigation described in Item 3. “Legal Proceedings,”, which would adversely affect our financial
performance and significantly harm our reputation and our business.
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We process, store, and use personal information and other data, which subjects us and our cu stomers to a variety of evolving governmental regulation,
industry standards and self ‑‑regulatory schemes, contractual obligations, and other legal obligations related to privacy, which may increase our costs,
decrease adoption and use of our products and s ervices, and expose us to liability.
There are a number of U.S. federal, state and local, and foreign laws and regulations, as well as contractual obligations and industry standards, that provide
for certain obligations and restrictions with respect to data privacy and security, and the collection, storage, retention, protection, use, processing, transmission,
sharing, disclosure, and protection of personal information and other customer data. The scope of these obligations and restrictions is changing, subject to differing
interpretations, and may be inconsistent among countries or conflict with other rules, and their status remains uncertain. Within the European Union, or EU, strict
laws already apply in connection with the collection, storage, retention, protection, use, processing, transmission, sharing, disclosure, and protection of personal
information and other customer data. The EU model has been replicated in many jurisdictions outside the U.S., including Asia‑Pacific Economic Cooperation
countries. Regulators have the power to impose significant fines on non-compliant organizations. As internet commerce, communication technologies and the
Internet of Things continue to evolve, increasing online service providers’ and network users’ capacity to collect, store, retain, protect, use, process and transmit
large volumes of personal information, increasingly restrictive regulation by federal, state or foreign agencies becomes more likely. For example, a variety of
regulations that would increase restrictions on online service providers in the area of data privacy are currently being proposed, both in the U.S. and in other
jurisdictions, and we believe that the adoption of increasingly restrictive regulation in the field of data privacy and security is likely. In Canada, new anti-spam
legislation prescribing certain rules regarding the use of electronic messages for commercial purposes took effect on July 1, 2014. This new law also contains
provisions that took effect in January 2015, which impose certain restrictions on a service provider’s ability to electronically automatically update or change
software used in a customer’s service without the customer’s consent. Penalties for non-compliance with the new Canadian anti-spam legislation are considerable,
including administrative monetary penalties of up to $10 million and a private right of action. Obligations and restrictions imposed by current and future applicable
laws, regulations, contracts and industry standards may affect our ability to provide all the current features of our small business, home and mobile products and
services and our customers’ ability to use our products and services, and could require us to modify the features and functionality of our products and services. Such
obligations and restrictions may limit our ability to collect, store, process, use, transmit and share data, and to allow our customers to collect, store, retain, protect,
use, process, transmit, share and disclose data with others through our products and services. Compliance with such obligations and restrictions could increase the
cost of our operations. Failure to comply with obligations and restrictions related to data privacy and security could subject us to lawsuits, fines, criminal penalties,
statutory damages, consent decrees, injunctions, adverse publicity and other losses that could harm our business.
Our customers can use our services to store contact and other personal or identifying information, and to process, transmit, receive, store and retrieve a
variety of communications and messages, including, for our Ooma Office customers, information about their own customers and other contacts. In addition,
customers may use our services to transmit and store protected health information, or PHI, that is protected under the Health Insurance Portability and
Accountability Act, or HIPAA. Noncompliance with laws and regulations relating to privacy such as HIPAA, as amended, and the HIPAA regulations, may lead to
significant fines, penalties or liabilities. Our actual compliance, our customers’ perception of our compliance, costs of compliance with such regulations and
customer concerns regarding their own compliance obligations (whether factual or in error) may limit the use and adoption of our service and reduce overall
demand. Furthermore, privacy concerns, including the inability or impracticality of providing advance notice to customers of privacy issues related to the use of our
services, may cause our customers’ customers to resist providing the personal data necessary to allow our customers to use our services effectively. Even the
perception of privacy concerns, whether or not valid, may inhibit market adoption of our service in certain industries.
In addition to government activity, privacy advocacy groups and industry groups have adopted and are considering the adoption of various self-regulatory
standards and codes of conduct that may place additional burdens on us and our customers, which may further reduce demand for our services and harm our
business.
While we try to comply with all applicable data protection laws, regulations, standards, and codes of conduct, as well as our own posted privacy policies and
contractual commitments to the extent possible, any failure by us to protect our users’ privacy and data, including as a result of our systems being compromised by
hacking or other malicious or surreptitious activity, could result in a loss of user confidence in our services and ultimately in a loss of users, which could materially
and adversely affect our business. Our customers may also accidentally disclose their passwords, store them on a mobile device that is lost or stolen, or otherwise
fall prey to attacks outside our system, creating the perception that our systems are not secure against third-party access. Additionally, our third-party contractors in
Canada, China, India, Philippines, New Zealand, Russia and Ukraine may have access to customer data. If these or other third-party vendors violate applicable laws
or our policies, such violations may also put our customers’ information at risk and could in turn have a material and adverse effect on our business.
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Use or delivery of our services may become subject to new or increased regulatory requirements, taxes or fees.
The increasing growth and popularity of internet voice communications heighten the risk that governments will regulate or impose new or increased fees or
taxes on internet voice communications services. To the extent the use of our services continues to grow, regulators may be more likely to seek to regulate or
impose new or additional taxes, surcharges or fees on our services. Similarly, advances in technology, such as improvements in locating the geographic origin of
internet voice communications, could cause our services to become subject to additional regulations, fees or taxes, or could require us to invest in or develop new
technologies, which may be costly. In addition, as we continue to expand our user base and offer more services, we may become subject to new regulations, taxes,
surcharges or fees. Increased regulatory requirements, taxes, surcharges or fees on internet voice communications services, which could be assessed by
governments retroactively or prospectively, would substantially increase our costs, and, as a result, our business would suffer. In addition, the tax status of our
services could subject us to conflicting taxation requirements and complexity with regard to the collection and remittance of applicable taxes. Any such additional
taxes could harm our results of operations.
We are subject to anti-corruption and anti-money laundering laws with respect to our operations and non-compliance with such laws can subject us to
criminal and/or civil liability and harm our business.
We are subject to the FCPA, the U.S. domestic bribery statute contained in 18 U.S.C. § 201, the U.S. Travel Act, the USA PATRIOT Act, and possibly
other anti-bribery and anti‑money laundering laws in countries in which we conduct activities. Anti-corruption laws are interpreted broadly and prohibit companies
and their employees and third-party intermediaries from authorizing, offering, or providing, directly or indirectly, improper payments or benefits to recipients in the
public or private sector. We use third-party representatives for product testing, customs, export, and import matters outside of the U.S. In addition, as we increase
our international sales and business, we may engage with business partners and third party intermediaries to sell our products and services abroad and to obtain
necessary permits, licenses, and other regulatory approvals. We or our third-party intermediaries may have direct or indirect interactions with officials and
employees of government agencies or state-owned or affiliated entities. We can be held liable for the corrupt or other illegal activities of these third-party
intermediaries, our employees, representatives, contractors, partners, and agents, even if we do not explicitly authorize such activities.
Noncompliance with anti-corruption and anti-money laundering laws could subject us to whistleblower complaints, investigations, sanctions, settlements,
prosecution, other enforcement actions, disgorgement of profits, significant fines, damages, other civil and criminal penalties or injunctions, suspension and/or
debarment from contracting with certain persons, the loss of export privileges, reputational harm, adverse media coverage, and other collateral consequences. If any
subpoenas or investigations are launched, or governmental or other sanctions are imposed, or if we do not prevail in any possible civil or criminal litigation, our
business, results of operations and financial condition could be materially harmed. In addition, responding to any action will likely result in a materially significant
diversion of management’s attention and resources, significant defense costs and other professional fees. Enforcement actions and sanctions could further harm our
business, results of operations, and financial condition.
We are subject to governmental export and import controls, economic embargoes and trade sanctions that could impair our ability to expand our business
to, and compete in, international markets and could subject us to liability if we are not in compliance with applicable laws.
Our products and services are subject to export and import laws and regulations, including the U.S. Export Administration Regulations, U.S. Customs
regulations and various economic and trade sanctions regulations administered by the U.S. Treasury Department’s Office of Foreign Assets Controls. Exports of
our products and services must be made in compliance with these laws and regulations. Obtaining the necessary authorizations, including any required license, for a
particular sale may be time-consuming, is not guaranteed and may result in the delay or loss of sales opportunities. If we fail to comply with these laws and
regulations, we and certain of our employees could be subject to substantial civil or criminal penalties, including the possible loss of export or import privileges,
fines which may be imposed on us and responsible employees or managers, and, in extreme cases, the incarceration of responsible employees or managers.
Moreover, U.S. export control laws and economic sanctions programs generally prohibit the export of certain products and services to countries,
governments and persons subject to U.S. economic embargoes and trade sanctions unless a license, approval, or other authorization is obtained from the
U.S. Government. Obtaining such licenses and authorizations may be time‑consuming and is not guaranteed. Any violations of such economic embargoes and trade
sanctions regulations could have negative consequences, including government investigations, penalties and reputational harm.
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In addition, any changes in our products or services, or changes in applicable export, import, embargo and trade sanctions regulations, may create delays in
the introduction and sale of our products and services in international markets or, in some cases, prevent the export or import of our products and services to certain
countries, governments, or persons altogether. Any change in export, import, embargo, or trade sanctions regulations, shift in the enforcement or scope of existing
regulations, or change in the countries, governments, persons or technologies ta rgeted by such regulations, could also result in decreased use of our products and
services, or in our decreased ability to export or sell our products and services to existing or potential customers with international operations. Any decreased use of
our products and services or limitation on our ability to export or sell our products and services would likely adversely affect our business.
We may be subject to liabilities on past services for taxes, surcharges and fees.
We collect and remit state or municipal sales, use, excise, utility user and ad valorem taxes, fees, or surcharges on the charges to our customers for our
services or goods in only those jurisdictions where we believe we have a legal obligation to do so or for business reasons to reduce risk. In addition, we have
historically substantially complied with the collection of certain California sales/use taxes and financial contributions to the California 9-1-1 system (the Emergency
Telephone Users Surcharge) and federal USF. With limited exception, we believe we are generally not subject to taxes, fees, or surcharges imposed by other state
and municipal jurisdictions or that such taxes, fees, or surcharges do not apply to our service. There is uncertainty as to what constitutes sufficient “in state
presence” for a state to levy taxes, fees and surcharges for sales made over the internet. Therefore, taxing authorities may challenge our position and may decide to
audit our business and operations with respect to sales, use, telecommunications and other taxes, which could result in increased tax liabilities for us or our
customers, which could materially and adversely affect our results of operations and our relationships with our customers. Complaints were recently filed by the
County of Berks, Pennsylvania and the State of Alabama against us alleging that we are subject to their taxes, fees and surcharges and have failed to remit the
required 911 charges.
Finally, the application of other indirect taxes (such as sales and use tax, value added tax, or VAT, goods and services tax, business tax, and gross receipt
tax) to e-commerce businesses, such as ours, is a complex and evolving area. In November 2007, the U.S. federal government enacted legislation extending the
moratorium on states and other local authorities imposing access or discriminatory taxes on the internet through November 2014. This moratorium does not prohibit
federal, state, or local authorities from collecting taxes on our income or from collecting taxes due under existing tax rules. The application of existing, new, or
future laws, whether in the U.S. or internationally, could have adverse effects on our business, prospects, and results of operations. There have been, and will
continue to be, substantial ongoing costs associated with complying with the various indirect tax requirements in the numerous markets in which we conduct or will
conduct business.
Risks Related to Being a Public Company
If we fail to develop and maintain an effective system of internal control over financial reporting, we may not be able to accurately report our financial
results in a timely manner, which may adversely affect investor confidence in our company and, as a result, the value of our common stock.
We will be required, pursuant to Section 404 of the Sarbanes-Oxley Act, to furnish a report by management on, among other things, the effectiveness of our
internal control over financial reporting as of January 31, 2017. This assessment will need to include disclosure of any material weaknesses identified by our
management in our internal control over financial reporting. A “material weakness” is a deficiency, or a combination of deficiencies, in internal control over
financial reporting such that there is a reasonable possibility that a material misstatement of our annual or interim financial statements will not be prevented or
detected on a timely basis. If we identify one or more material weaknesses in our internal control over financial reporting, we will be unable to assert that our
internal controls are effective.
For example, in connection with our financial statement close process for fiscal 2015 and fiscal 2014, we identified a material weakness in the design and
operating effectiveness of our internal control over financial reporting. The material weakness we identified resulted from a lack of sufficient number of qualified
personnel within our accounting function who possessed an appropriate level of expertise to effectively identify, select and apply GAAP sufficiently and assess risk
and design appropriate control activities over information technology systems and financial reporting processes. While we believe that this material weakness was
remediated during the year ended January 31, 2016, it is possible that we may discover significant deficiencies or material weaknesses in our internal control over
financial reporting in the future. If we are unable to conclude that our internal control over financial reporting is effective, or if we are required to restate our
financial statements as a result of ineffective internal control over financial reporting, we could lose investor confidence in the accuracy and completeness of our
financial reports, which would cause the price of our common stock to decline.
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We are required to disclose material changes made in our internal control and procedures on a quarterly basis. To comply with the requirements of being a
public company, we have undertaken various actions, such as implementing new internal controls and pro cedures and hiring of an internal audit firm. Our
independent registered public accounting firm is not required to formally attest to the effectiveness of our internal control over financial reporting pursuant to
Section 404 of the Sarbanes-Oxley Act until the later of the year following our first annual report required to be filed with SEC, or the date we are no longer an
“emerging growth company,” as defined by the Jumpstart Our Business Startups Act (“JOBS Act”). At such time, our independent registered public accounting
firm may issue a report that is adverse in the event it is not satisfied with the level at which our controls are documented, designed or operating. Our remediation
efforts may not enable us to avoid a material weakness in the future.
Our actual operating results may differ significantly from our guidance.
From time to time, we plan to release guidance in our quarterly earnings conference calls, quarterly earnings releases, or otherwise, regarding our future
performance that represents our management’s estimates as of the date of release. This guidance, which will include forward‑looking statements, will be based on
projections prepared by our management. These projections will not be prepared with a view toward compliance with published guidelines of the American
Institute of Certified Public Accountants, and neither our registered public accountants nor any other independent expert or outside party compiles or examines the
projections. Accordingly, no such person will express any opinion or any other form of assurance with respect to the projections.
Projections are based upon a number of assumptions and estimates that, while presented with numerical specificity, are inherently subject to significant
business, economic and competitive uncertainties and contingencies, many of which are beyond our control and are based upon specific assumptions with respect to
future business decisions, some of which will change. We intend to state possible outcomes as high and low ranges which are intended to provide a sensitivity
analysis as variables are changed but are not intended to imply that actual results could not fall outside of the suggested ranges. The principal reason that we release
guidance is to provide a basis for our management to discuss our business outlook with analysts and investors. We do not accept any responsibility for any
projections or reports published by any such third parties.
Guidance is necessarily speculative in nature, and it can be expected that some or all of the assumptions underlying the guidance furnished by us will not
materialize or will vary significantly from actual results. Accordingly, our guidance is only an estimate of what management believes is realizable as of the date of
release. Actual results may vary from our guidance and the variations may be material. In light of the foregoing, investors are urged not to rely upon our guidance
in making an investment decision regarding our common stock.
Any failure to successfully implement our operating strategy or the occurrence of any of the events or circumstances set forth in this “Risk Factors” section
in this report could result in the actual operating results being different from our guidance, and the differences may be adverse and material.
The requirements of being a public company may strain our resources and divert management’s attention.
As a public company, we are subject to the reporting requirements of the Securities Exchange Act of 1934, as amended, or the Exchange Act, the Sarbanes-
Oxley Act, the Dodd‑Frank Wall Street Reform and Consumer Protection Act, or the Dodd-Frank Act, the listing requirements of the New York Stock Exchange
and other applicable securities rules and regulations. Compliance with these rules and regulations has increased and will continue to increase our legal and financial
compliance costs, and has made and will continue to make some activities more difficult, time-consuming or costly, and increase demand on our systems and
resources, particularly after we are no longer an “emerging growth company.” The Exchange Act requires, among other things, that we file annual, quarterly, and
current reports with respect to our business and results of operations. The Sarbanes-Oxley Act requires, among other things, that we maintain effective disclosure
controls and procedures and internal control over financial reporting. In order to maintain and, if required, improve our disclosure controls and procedures and
internal control over financial reporting to meet this standard, significant resources and management oversight may be required. As a result, management’s attention
may be diverted from other business concerns, which could harm our business and results of operations. Although we have already hired additional employees to
comply with these requirements, we may need to hire more employees in the future or engage outside consultants, which will increase our costs and expenses.
41
The expenses incurred by public companies for reporting and corporate governance purposes have increased dramatically over t he past several years. We
expect these rules and regulations to increase our legal and financial compliance costs substantially and to make some activities more time consuming and costly.
However, for as long as we remain an “emerging growth company” as de fined in the JOBS Act, we will take advantage of certain exemptions from various
reporting requirements applicable to other public companies that are not “emerging growth companies,” including, but not limited to, exemption from the
requirement to comply w ith the auditor attestation requirements of Section 404 of the Sarbanes-Oxley Act, reduced disclosure obligations regarding executive
compensation in our periodic reports and proxy statements, and exemptions from the requirements of holding a nonbinding ad visory vote on executive
compensation and stockholder approval of any golden parachute payments not previously approved. We will take advantage of these reporting exemptions until we
are no longer an “emerging growth company.”
We will cease to be an “emerging growth company” upon the earliest of (i) January 31, 2021, (ii) the last day of the first fiscal year in which our annual
gross revenue exceeds $1.0 billion, (iii) the date on which we have, during the previous three-year period, issued more than $1.0 billion in non-convertible debt
securities or (iv) as of the end of any fiscal year in which the market value of our common stock held by non-affiliates exceeded $700 million as of the end of the
second quarter of that fiscal year.
As a result of filings required of a public company, our business and financial condition has become more visible, which we believe may result in more
litigation, including by competitors and other third parties. If such claims are successful, our business and results of operations could be materially and adversely
affected, even if the claims do not result in litigation or are resolved in our favor. These claims, and the time and resources necessary to resolve them, could divert
the resources of our management and materially and adversely affect our business and results of operations.
We are an “emerging growth company,” and we cannot be certain if the reduced disclosure requirements applicable to emerging growth companies will
make our common stock less attractive to investors.
We are an “emerging growth company,” as defined in the JOBS Act, and are taking advantage of certain exemptions from various reporting requirements
that are applicable to public companies that are not “emerging growth companies,” including, but not limited to, not being required to comply with the auditor
attestation requirements of Section 404 of the Sarbanes-Oxley Act, reduced disclosure obligations regarding executive compensation in our periodic reports and
proxy statements and exemptions from the requirements of holding a nonbinding advisory vote on executive compensation and stockholder approval of any golden
parachute payments not previously approved. We cannot predict if investors will find our common stock less attractive because we may rely on these exemptions. If
some investors find our common stock less attractive as a result, there may be a less active trading market for our common stock, and our stock price may be more
volatile and may decline.
Risks Related to Owning Our Common Stock
Sales of a substantial number of shares of our common stock in the public market, or the perception these sales might occur, could cause our stock price to
decline.
Sales of a substantial number of shares of our common stock in the public market, or the perception these sales might occur, could cause the market price of
our common stock to decline and could impair our ability to raise capital through the sale of additional equity securities. At January 31, 2016, we had 16,916,250
shares of common stock outstanding of which 8,948,729 shares were freely tradable.
The holders of an aggregate of 6,760,790 shares of our common stock as of January 31, 2016, have rights, subject to certain conditions, to require us to file
registration statements covering their shares or to include their shares in registration statements we may file for ourselves or our stockholders. We have registered
shares of common stock which we may issue under our 2015 Stock Plan and 2015 Employee Stock Purchase Plan and they may be sold freely in the public market
upon issuance.
We may issue our shares of common stock or securities convertible into our common stock from time to time in connection with a financing, acquisition,
and investments or otherwise. Any such issuance could result in substantial dilution to our existing stockholders and cause the trading price of our common stock to
decline.
42
Worldview Technology Partners and its affiliates own a significant portion of our stock and may limit your ability to influence corporate matters.
As of January 31, 2016, Worldview Technology Partners beneficially owned approximately 39% of our outstanding voting securities. This significant
concentration of share ownership may adversely affect the trading price for our common stock because investors often perceive disadvantages in owning stock in
companies with controlling stockholders. Also, Worldview Technology Partners will be able to control our management and affairs and matters requiring
stockholder approval, including the election of directors and the approval of significant corporate transactions, such as mergers, consolidations or the sale of
substantially all of our assets. Consequently, this concentration of ownership may have the effect of delaying or preventing a change of control, including a merger,
consolidation or other business combination involving us, or discouraging a potential acquirer from making a tender offer or otherwise attempting to obtain control,
even if that change of control would benefit our other stockholders.
If securities analysts do not publish or cease publishing research or reports about our business or if they publish negative evaluations of our stock, the price
of our stock could decline.
We expect that the trading price for our common stock will be affected by any research or reports that industry or financial analysts publish about us or our
business. If one or more of the analysts who elect to cover us downgrade their evaluations of our stock or provide more favorable relative recommendations about
our competitors, the price of our stock could decline. If one or more of these analysts cease coverage of our company, our stock may lose visibility in the market,
which in turn could cause its price to decline.
We have never paid cash dividends and do not anticipate paying any cash dividends on our common stock.
We do not anticipate paying any cash dividends on our common stock in the foreseeable future. If we do not pay cash dividends, you would receive a return
on your investment in our common stock only if the market price of our common stock increases before you sell your shares. Furthermore, we are party to credit
agreements which contain negative covenants that limit our ability to pay dividends.
Our charter documents and Delaware law could prevent a takeover that stockholders consider favorable and could also reduce the market price of our
stock.
Our Amended and Restated Certificate of Incorporation and our Amended and Restated Bylaws contain provisions that could delay or prevent a change in
control of our company. These provisions could also make it more difficult for stockholders to elect directors and take other corporate actions. These provisions
include:
·
·
·
·
·
·
·
providing for a classified board of directors with staggered, three year terms;
authorizing the issuance of “blank check” preferred stock that our board of directors could issue to increase the number of outstanding shares to
discourage a takeover attempt;
prohibiting cumulative voting in the election of directors;
providing that vacancies on our board of directors may be filled only by a majority of directors then in office, even though less than a quorum;
prohibiting stockholder action by written consent;
limiting the persons who may call special meetings of stockholders; and
requiring advance notification of stockholder nominations and proposals.
These provisions may frustrate or prevent any attempts by our stockholders to replace or remove our current management by making it more difficult for
stockholders to replace members of our board of directors, which is responsible for appointing the members of our management. In addition, the provisions of
Section 203 of the Delaware General Corporate Law govern us. These provisions may prohibit large stockholders, in particular those owning 15% or more of our
outstanding voting stock, from merging or combining with us for a certain period of time without the consent of our board of directors.
These and other provisions in our amended and restated certificate of incorporation and our bylaws and under Delaware law could discourage potential
takeover attempts, reduce the price investors might be willing to pay in the future for shares of our common stock and result in the market price of our common
stock being lower than it would be without these provisions.
43
Our amended and resta ted certificate of incorporation provides that the Court of Chancery of the State of Delaware will be the exclusive forum for
substantially all disputes between us and our stockholders, which could limit our stockholders’ ability to obtain a favorable judi cial forum for disputes with
us or our directors, officers or other employees.
Our amended and restated certificate of incorporation provides that the Court of Chancery of the State of Delaware is the sole and exclusive forum for any
derivative action or proceeding brought on our behalf, any action asserting a breach of fiduciary duty owed by any of our directors, officers or other employees to
us or our stockholders, any action asserting a claim against us arising pursuant to any provisions of the General Corporation Law of the State of Delaware, our
amended and restated certificate of incorporation or our amended and restated bylaws, or any action asserting a claim against us that is governed by the internal
affairs doctrine. The choice of forum provision may limit a stockholder’s ability to bring a claim in a judicial forum that it finds favorable for disputes with us or
our directors, officers or other employees, which may discourage such lawsuits against us and our directors, officers and other employees. If a court were to find the
choice of forum provision contained in our amended and restated certificate of incorporation to be inapplicable or unenforceable in an action, we may incur
additional costs associated with resolving such action in other jurisdictions.
The market price of our common stock is likely to be volatile and could fluctuate or decline, resulting in a substantial loss of your investment.
The market price of our common stock could be subject to wide fluctuations in response to, among other things, the factors described in this “Risk Factors”
section or otherwise, and other factors beyond our control, such as fluctuations in the valuations of companies perceived by investors to be comparable to us.
Furthermore, the stock markets have experienced price and volume fluctuations that have affected and continue to affect the market prices of equity
securities of many companies. These fluctuations often have been unrelated or disproportionate to the operating performance of those companies. These broad
market fluctuations, as well as general economic, systemic, political and market conditions, such as recessions, interest rate changes or international currency
fluctuations, may negatively affect the market price of our common stock.
Factors that could cause the market price of our common stock to fluctuate significantly include:
·
·
·
·
·
·
·
·
·
·
·
·
·
·
our operating and financial performance and prospects and the performance of other similar companies;
our quarterly or annual earnings or those of other companies in our industry;
conditions that impact demand for our services;
the public’s reaction to our press releases, financial guidance, and other public announcements, and filings with the Securities and Exchange
Commission, or SEC;
changes in earnings estimates or our failure to meet earnings estimates or the expectations of investors,
failure of securities analysts to cover or track our common stock;
market and industry perception of our success, or lack thereof, in pursuing our growth strategy;
strategic actions by us or our competitors, such as acquisitions or restructurings;
changes in government and other regulations;
changes in accounting standards, policies, guidance, interpretations or principles;
arrival and departure of key personnel;
the number of shares to be publicly traded after the lock-up agreements expire;
sales of common stock by us, our investors or members of our management team; and
changes in general market, economic, and political conditions in the U.S. and global economies or financial markets, including those resulting from
natural disasters, telecommunications failure, cyber-attack, civil unrest in various parts of the world, acts of war, terrorist attacks, or other
catastrophic events.
In the past, many companies that have experienced volatility in the market price of their stock have become subject to securities class action litigation. We
may be the target of this type of litigation in the future. Securities litigation against us could result in substantial costs and divert our management’s attention from
other business concerns, which could harm our business.
44
We are currently subject to securities class action litigation in connection with our initial public offering and may be subject to similar litigation in the
future. If the outcome of thi s litigation is unfavorable, it could have a material adverse effect on our financial condition, results of operations and cash
flows.
The Company, its directors, and certain officers have been named as defendants in three related securities class actions (“the Securities Litigations”). See
Item 3 (“Legal Proceedings”) for a detailed description of the Securities Litigations and the allegations currently made therein. The Company is vigorously
defending itself against the allegations in the Securities Litigations. However, as with all litigation, the Company cannot predict the outcome of the proceedings or
estimate the losses that it may incur in connection with the Securities Litigations. The Company will, however, incur certain costs and fees associated with its
defense, including costs related to its obligation to indemnify certain parties named in the action. While the Company carries insurance that may offset some of the
costs associated with the Securities Litigations, the Company may incur substantial costs, expenses and burdens not covered by insurance. In addition, the pendency
of the Securities Litigations may cause burdens and distractions to the Company’s management. Any adverse judgments, settlements, or consequences of the
Securities Litigations could have a material, adverse effect on the Company’s business and financial condition.
In the future, especially following periods of volatility in the market price of our shares, other purported class action or derivative complaints may be filed
against us. The outcome of the pending and potential future litigation is difficult to predict and quantify and the defense of such claims or actions can be costly. In
addition to diverting financial and management resources and general business disruption, we may suffer from adverse publicity that could harm our brand or
reputation, regardless of whether the allegations are valid or whether we are ultimately held liable. A judgment or settlement that is not covered by or is
significantly in excess of our insurance coverage for any claims, or our obligations to indemnify the underwriters and the individual defendants, could materially
and adversely affect our financial condition, results of operations and cash flows.
ITEM 1B. UNRESOLVED STAFF COMMENTS
None
ITEM 2. PROPERTIES
Our corporate headquarters are located in Palo Alto, California and consist of approximately 18,000 square feet of office space pursuant to a lease agreement
that expires November 30, 2017. We lease additional office space in Palo Alto consisting of approximately 2,379 square feet pursuant to a lease agreement that
expires April 30, 2017 and a multi-use industrial space consisting of 13,800 square feet pursuant to a lease agreement that expires February 28, 2018. Outside of
Palo Alto, we lease warehouse and office space totaling 16,200 square feet in Newark, California, and pursuant to co-location agreements, we lease space from
third-party datacenter hosting facilities in San Jose and Sunnyvale, California and Ashburn, Virginia that support our cloud infrastructure. We believe that we will
be able to obtain additional space at other locations at commercially reasonable terms to support our continuing expansion.
ITEM 3. LEGAL PROCEEDINGS
Securities
Litigations
On January 14, 2016, Michael Barnett filed a purported stockholder class action in the San Mateo County Superior Court of the State of California (Case
No. CIV536959) against Ooma, certain of its officers and directors, and certain of the underwriters of our Initial Public Offering on July 17, 2015 (the “IPO”).
Since that time two additional purported class actions making substantially the same allegations against the same defendants were filed, and we expect these
additional complaints to be consolidated with the Barnett complaint. We refer to these three complaints collectively as the “Securities Litigations”. The complaints
purport to be brought on behalf of all persons who purchased shares of common stock in our IPO in reliance upon the Registration Statement and Prospectus we
filed with the Securities and Exchange Commission (the “SEC”). The complaints allege that Ooma and the other defendants violated the Securities Act of 1933, as
amended (the “Securities Act”) by issuing the Registration Statement and Prospectus, which the plaintiffs allege contained material misstatements and omissions in
violation of Sections 11, 12(a)(2) and 15 of the Securities Act. The plaintiffs seek class certification, compensatory damages, attorneys’ fees and costs, rescission or
a rescissory measure of damages, equitable and/or injunctive relief, and such other relief as the court may deem proper. Ooma believes that the plaintiffs’ claims are
without merit and we are vigorously defending against the Securities Litigations and will continue to do so. However, litigation is unpredictable and there can be no
assurances that we will obtain a favorable final outcome or that we will be able to avoid unfavorable preliminary or interim rulings in the course of litigation that
may significantly add to the expense of our defense and could result in substantial costs and diversion of resources. Based on our current knowledge, we have
determined that the amount of any material loss or range of any losses that are reasonably possible to result from the Securities Litigations are not reasonably
estimable.
45
Berks
County
Litigation
On November 12, 2015 the County of Berks, Pennsylvania filed a lawsuit in the Berks County Court of Common Please against the Company (the “Berks
County Litigation”). The lawsuit alleges that the Company has failed to collect from its subscribers and remit certain fees pursuant to the Pennsylvania 911
Emergency Communication Services Act (the “PA 911 Act”). The plaintiff seeks a declaratory judgement that we must comply with the PA 911 Act, compensatory
and punitive damages, attorneys’ fees and costs, equitable and/or injunctive relief and such other relief as the court may deem proper. The Company believes that
the Commerce Clause of the United States Constitution bars the application of the PA 911 Act to the Company, since the Company has no employees, property or
other indicia of a “substantial nexus” with the State of Pennsylvania, and therefore the plaintiff’s claims are without merit. The Company intends to vigorously
defend this lawsuit. However, litigation is unpredictable and there can be no assurances that we will obtain a favorable final outcome or that we will be able to
avoid unfavorable preliminary or interim rulings in the course of litigation that may significantly add to the expense of our defense and could result in substantial
costs and diversion of resources. Based on our current knowledge, we have determined that the amount of any material loss or range of material losses that are
reasonably possible to result from the Berks County Litigation are not reasonably estimable.
Alabama
Litigation
On January 21, 2015 the Alabama Statewide 9-1-1 Board filed a lawsuit in the Circuit Court of Montgomery, Alabama against the Company (the “Alabama
Litigation”). The lawsuit alleges that the Company has failed to collect from its subscribers and remit certain fees pursuant to the Alabama Emergency Telephone
Services Act (the “AETS Act”). The plaintiff seeks a declaratory judgment that we must comply with the AETS Act, compensatory and punitive damages,
attorneys’ fees and costs, equitable and/or injunctive relief and such other relief as the court may deem proper. The Company believes that the Commerce Clause of
the United States Constitution bars the application of the AETS Act to the Company, since the Company has no employees, property or other indicia of a
“substantial nexus” with the State of Alabama, and therefore the plaintiff’s claims are without merit. The Company intends to vigorously defend this lawsuit.
However, litigation is unpredictable and there can be no assurances that we will obtain a favorable final outcome or that we will be able to avoid unfavorable
preliminary or interim rulings in the course of litigation that may significantly add to the expense of our defense and could result in substantial costs and diversion
of resources. Based on our current knowledge, we have determined that the amount of any material loss or range of material losses that are reasonably possible to
result from the Alabama Litigation are not reasonably estimable.
On July 24, 2015, Jeffrey D. Hoffmann, Esq. filed a complaint in the Mercer County Superior Court of New Jersey (the “Hoffmann Litigation”) alleging,
among other things, that Mr. Hoffman’s business suffered lost profits due to the Company’s Ooma Office phone service. The Company responded with a Motion
for Summary Judgment, believing the plaintiff’s claims were completely without merit and asserting that any claims must be settled in California through
mandatory arbitration pursuant to the Company’s standard terms and conditions (“Terms and Conditions”). The Company’s online customer account activation
process requires a customer to affirmatively agree to the Terms and Conditions before activating the Ooma service. On February 1, 2016, the Court dismissed the
Hoffmann Litigation in its entirety with prejudice, finding Mr. Hoffman had affirmatively agreed to the Terms and Conditions, including the mandatory arbitration
provision, and the Terms and Conditions are binding on Mr. Hoffman and govern the customer relationship.
On August 13, 2015, Michelle Hernandez, Ashley Salinas, John Ramirez and Andre Rufus, on behalf of themselves and others similarly situated, filed a
class action lawsuit in the United States District Court for the Northern District of California against the Company and its wholly-owned subsidiary, Talkatone,
LLC (the “TCPA Litigation”). Believing the claims in the complaint were without merit, the Company responded by filing a motion to dismiss the complaint on
October 23, 2015. On October 29, 2015, the four plaintiffs agreed to resolve all claims with prejudice for a total settlement of $1,500 per plaintiff.
In addition to the litigation matters described above, from time to time, we may be involved in a variety of other claims, lawsuits, investigations, and
proceedings relating to contractual disputes, intellectual property rights, employment matters, regulatory compliance matters, and other litigation matters relating to
various claims that arise in the normal course of business. Defending such proceedings is costly and can impose a significant burden on management and
employees, we may receive unfavorable preliminary or interim rulings in the course of litigation, and there can be no assurances that favorable final outcomes will
be obtained.
We determine whether an estimated loss from a contingency should be accrued by assessing whether a loss is deemed probable and can be reasonably
estimated. We assess our potential liability by analyzing specific litigation and regulatory matters using reasonably available information. We develop our views on
estimated losses in consultation with inside and outside counsel, which involves a subjective analysis of potential results and outcomes, assuming various
combinations of appropriate litigation and settlement strategies. Legal fees are expensed in the period in which they are incurred. Other than the Securities
Litigation, the Berks County Litigation and the Alabama Litigation, we currently are not a party to any material litigation or other legal proceedings, and as of
January 31, 2016, we did not have any accrued liabilities recorded for loss contingencies.
46
ITEM 4. MINE SAF ETY DISCLOSURES
None
47
PART II
ITEM 5. MARKET FOR REGISTRANT’S COMMON EQUITY, RELATED STOCKHOLDER MATTERS AND ISSUER PURCHASES OF EQUITY
SECURITIES
Market Information
Our common stock, began trading on the New York Stock Exchange, or the NYSE under the symbol “OOMA” on July 17, 2015 in connection with the
initial public offering of our common stock. Prior to that date, there was no public market for our common stock.
Price Range of Our Common Stock
The following table sets forth for the periods indicated the high and low sales prices per share of our common stock as quoted on the NYSE:
Year Ended January 31, 2016
Second Quarter (from July 17, 2015)
Third Quarter
Fourth Quarter
High
Low
$
$
$
10.95 $
11.24 $
8.17 $
10.10
6.57
5.93
On January 31, 2016, the closing price of our common stock on the NYSE was $6.79 per share.
Holders of Record
As of March 31, 2016, there were approximately 142 holders of record of our common stock. Because many of our shares of common stock are held by
brokers and other institutions on behalf of stockholders, we are unable to estimate the total number of stockholders represented by these record holders.
Dividend Policy
We have never declared or paid, and do not anticipate declaring or paying in the foreseeable future, any cash dividends on our capital stock. Any future
determination to declare cash dividends will be made at the discretion of our board of directors, subject to applicable laws, and will depend on our financial
condition, results of operations, capital requirements, general business conditions and other factors that our board of directors may deem relevant.
48
Stock Price Performance Graph
This
performance
graph
shall
not
be
deemed
“filed”
for
purposes
of
Section
18
of
the
Exchange
Act,
or
incorporated
by
reference
into
any
filing
of
Ooma,
Inc.
under
the
Securities
Act
of
1933,
as
amended,
or
the
Securities
Act,
except
as
shall
be
expressly
set
forth
by
specific
reference
in
such
filing.
The
stock
price
performance
on
this
performance
graph
is
not
necessarily
indicative
of
future
stock
price
performance.
This performance graph compares the cumulative total return on our common stock with that of the NYSE Composite Index and the NASDAQ
Telecommunications Index. The initial public offering price of our common stock was $13.00 per share and the closing price was $10.95 per share on July 17,
2015. This performance graph assumes $100 was invested in the common stock of Ooma Inc. at the closing price of $10.95 per share on July 17, 2015 as required
by SEC rules and $100 was invested in each of the NYSE Composite Index and the NASDAQ Telecommunications Index on July 17, 2015.
Company/Index
Ooma, Inc.
NYSE Composite
NASDAQ
Telecommunications
7/17/15
100.00
100.00
07/31/15
08/31/15
09/30/15
10/31/15
11/30/15
12/31/15
93.61
100.84
80.55
94.55
63.47
91.26
73.61
97.56
70.78
97.33
57.99
95.01
01/31/16
62.01
90.34
100.00
102.94
95.37
92.30
97.55
95.37
94.27
88.09
Recent Sales of Unregistered Securities
During the year ended January 31, 2016, we issued the following equity securities that were not registered under the Securities Act of 1933, or the
“Securities Act”:
In April 2015, we sold 241,469 shares of our Series Beta preferred stock to 16 accredited investors for aggregate gross proceeds of approximately $5.0
million.
In fiscal 2016, under our 2005 Stock Option Plan we granted stock options to purchase an aggregate of 268,748 shares of our common stock with exercise
prices ranging from $9.18 to $14.96 per share and 67,305 restricted stock units to our officers, directors and employees.
In fiscal 2016, we issued an aggregate of 44,915 shares of our common stock upon the exercise of options granted under our 2005 Stock Plan at exercise
prices ranging from $0.02 to $9.18 per share, for an aggregate consideration of approximately $16,000.
49
The sales of the above securities were exempt from registration under the Securities Act in reliance upon one or more of Sections 4(a)(2) or 3(a)(9) of the
Securities Act, and Regulation D, Regulation S or Rule 701 under the Securities Act as transactions by an issuer in a private offering to certain types of investors, in
exempt exchange transactions, in an offshore transaction, or pursuant to benefit plans and contracts relating to compensation, in each case as provided in the
applicable statutes, rules and regulations.
Use of Proceeds from Public Offering of Common Stock
On July 17, 2015, our registration statement on Form S-1 (Registration No. 333-204975) was declared effective by the Securities and Exchange Commission
for our initial public offering pursuant to which we registered an aggregate of 5,000,000 shares of our common stock at an initial public offering price of $13.00 per
share for an aggregate price of $65.0 million. The underwriters of the offering were Credit Suisse Securities (USA) LLC, Merrill Lynch, Pierce, Fenner and Smith
Incorporated, JMP Securities LLC, William Blair & Company, LLC and Wunderlich Securities, Inc. We paid the underwriters of our initial public offering an
underwriting discount and commission totaling $4.5 million, in addition, we incurred $3.6 million in offering costs. Thus, the net offering proceeds, after deducting
underwriting discounts and offering expenses, was approximately $56.9 million. We used approximately $10.3 million of the proceeds to repay outstanding debt
and $0.6 million to cash settle a warrant to purchase 70,287 shares of our convertible preferred stock. The remaining proceeds have been invested in money market
funds and short-term marketable securities as of January 31, 2016 .
ITEM 6. SELECTED CONSOLIDATED FINANCIAL DATA
The selected consolidated statements of operations data for the years ended January 31, 2016, 2015 and 2014 and the consolidated balance sheet data as of
January 31, 2016 and 2015 are derived from our audited consolidated financial statements included elsewhere in this report and should be read together with
“Management’s Discussion and Analysis of Financial Condition and Results of Operations”, and Item 8, “Consolidated financial statements and Supplementary
Data”. We derived selected consolidated statement of operations data for the year ended January 31, 2013 and the consolidated balance sheet data as of January 31,
2014 from audited financials not included in this report. Our historical results are not necessarily indicative of our results in any future period.
Consolidated Statements of Operations Data:
Revenue:
Subscription and services
Product and other
Total revenue
Cost of revenue:
Subscription and services
Product and other
Total cost of revenue (1)
Gross profit
Operating expenses:
Sales and marketing (1)
Research and development (1)
General and administrative (1)
Total operating expenses
Operating loss
Other expense:
Interest expense, net
Change in fair value of warrants
Other expense
Loss before income taxes
Income tax benefit
Net loss
Net loss per share of common stock:
Basic and diluted
Weighted-average number of shares used in per share amounts:
Basic and diluted
2016
Year Ended January 31,
2014
2015
2013
(in thousands, except share and per share data)
73,064 $
15,711
88,775
25,715
16,150
41,865
46,910
28,534
18,502
12,561
59,597
(12,687)
(881)
(442)
(42)
(14,052)
—
(14,052) $
53,828 $
18,373
72,201
18,284
18,440
36,724
35,477
22,276
12,290
6,650
41,216
(5,739)
(323)
(795)
(55)
(6,912)
502
(6,410) $
35,377 $
18,288
53,665
15,894
15,573
31,467
22,198
13,192
7,888
2,573
23,653
(1,455)
(269)
(250)
(26)
(2,000)
—
(2,000) $
24,107
15,126
39,233
13,899
11,590
25,489
13,744
7,471
7,023
2,508
17,002
(3,258)
(550)
153
(8)
(3,663)
—
(3,663)
(1.38) $
(2.81) $
(1.18) $
(3.54)
10,173,095
2,284,241
1,688,846
1,035,957
$
$
$
50
(1) Stock-based compensation expense is included in our results of operations as follows (in thousands):
Total cost of revenue
Sales and marketing
Research and development
General and administrative
Total
Consolidated Balance Sheet Data:
Cash and cash equivalents
Short-term investments
Working capital (deficit)
Total assets
Convertible preferred stock warrant liability, current and non-current
Debt and lease obligations, current and non-current
Deferred revenue, current and non-current
Total liabilities
Convertible preferred stock (1)
Total stockholders' equity (deficit)
2016
Year Ended January 31,
2014
2015
2013
$
$
437 $
611
1,683
1,922
4,653 $
36 $
41
169
180
426 $
7 $
6
26
33
72 $
11
1
50
111
173
$
2016
As of January 31,
2015
(in thousands)
2014
27,413 $
27,991
35,891
76,536
—
632
15,072
33,646
—
42,890
9,133 $
—
(5,863)
31,277
1,217
11,960
14,383
42,785
33,637
(45,145)
6,364
—
(6,959)
17,716
361
2,415
10,356
24,034
33,541
(39,859)
(1) All of the outstanding convertible preferred stock was converted to common stock following the close of the Company’s initial public offering in July 2015.
51
ITEM 7. MANAGEMENT’S DISCUSSION AND ANALYSIS O F FINANCIAL CONDITION AND RESULT OF OPERATION
The
following
discussion
and
analysis
of
our
financial
condition
and
results
of
operations
should
be
read
in
conjunction
with
our
consolidated
financial
statements
and
the
related
notes
to
those
statements
included
elsewhere
in
this
Annual
Report
on
Form
10-K.
In
addition
to
historical
financial
information,
the
following
discussion
and
analysis
contains
forward-looking
statements
that
involve
risks,
uncertainties
and
assumptions.
Our
actual
results
could
differ
materially
from
those
anticipated
in
these
forward-looking
statements
as
a
result
of
many
factors,
including
those
discussed
under
“Risk
Factors”
and
elsewhere
in
this
Annual
Report
on
Form
10-K.
The
last
day
of
our
fiscal
year
is
January
31,
and
we
refer
to
our
fiscal
year
ended
January
31,
2014
as
fiscal
2014,
our
fiscal
year
ended
January
31,
2015
as
fiscal
2015,
and
our
fiscal
year
ended
January
31,
2016
as
fiscal
2016.
All
other
references
to
years
are
references
to
calendar
years.
Overview
Ooma is a leading provider of innovative communications solutions and other connected services to small business, home, and mobile users. Our unique
hybrid SaaS platform, consisting of our proprietary cloud, on-premise appliances, mobile applications, and end-point devices, provides the connectivity and
functionality that power our solutions. Our communications solutions deliver our proprietary HD voice quality, advanced features, and integration with mobile
devices, at extremely competitive pricing and value. Our platform helps create smart workplaces and homes by providing value-added communications and other
connected services and by integrating end-point devices to enable the Internet of Things. Our platform and solutions have the power to provide communications,
productivity, automation, monitoring, safety, security, and networking infrastructure applications to our users.
We drive the adoption of our platform by providing communications solutions to the large and growing markets for small business, home, and mobile users
and then accelerate growth by offering new and innovative connected services to our user base. Our small business and home customers adopt our platform by
making a one-time purchase of one of our on-premise appliances, connecting the appliance to the internet and activating services, for which they primarily pay on a
monthly basis. Our communications solutions are distinguished by the combination of our proprietary HD voice quality, exceptional value, an advanced feature set
enhanced by a number of end-point devices and integration with mobile devices. We believe we have achieved high levels of customer retention and loyalty by
delivering exceptional quality and customer satisfaction.
We generate our subscription and services revenue by selling subscriptions and other services for our communications solutions, as well as other connected
services. We have experienced significant revenue and user growth in recent periods, growing our core users from approximately 481,000 as of January 31, 2014 to
approximately 800,000 as of January 31, 2016, representing a compound annual growth rate of approximately 29%. We define core users as the number of home
user accounts, office user extensions and standalone Business Promoter accounts, which means Business Promoter users who do not subscribe to any other services
from us. We derive our subscription and services revenue primarily from recurring monthly and annual payments related to our services, such as Ooma Office
services, Ooma Basic and Premier, international calling plans and other subscriptions. Our subscription and services revenue also includes revenue generated from
payments for qualified lead generation, pre-paid minutes for international calling and directory assistance, and the display of advertisements through our Talkatone
mobile app. We believe that our recurring subscription and services revenue is reliable and predictable, and provides us with visibility into our near-term results.
Our subscription and services revenue has increased as a percentage of our total revenue in recent periods, from 66% for fiscal 2014 to 82% for fiscal 2016. We
expect our subscription and services revenue to continue increasing as a percentage of our total revenue for the foreseeable future as we continue to add new users,
retain a high proportion of our existing user base and introduce subscriptions to new connected services.
We generate our product and other revenue from the sale of our on-premise appliances and our end-point devices, as well as from porting fees to enable
customers to transfer their existing phone numbers to the Ooma service. Our product and other revenue has decreased as a percentage of our total revenue in recent
periods, from 34% for fiscal 2014 to 18% for fiscal 2016. We expect our product and other revenue to continue to decrease as a percentage of our total revenue for
the foreseeable future.
We believe that our integrated multi-channel sales and marketing strategy enables us to effectively grow our sales at a relatively low cost of customer
acquisition. Our sales and marketing strategy utilizes multiple retail and online channels, our direct sales organization, and select reseller partners. We support our
retail, online and direct sales channels through a combination of television, print and online advertising that builds brand awareness amongst small business, home
and mobile customers. We maintain retail channel relationships with online and traditional retailers in the U.S. and Canada, including national retailers such as
Amazon.com, Best Buy, Costco.com, Staples, OfficeMax, and Walmart and various regional retailers.
We have experienced significant growth in recent periods, with total revenues of $88.8 million, $72.2 million and $53.7 million in fiscal years 2016, 2015
and 2014, respectively, generating year-over-year increases of 23% and 35%, respectively. We have made significant investments in research and development,
brand marketing and channel development and incurred net losses of $14.1 million, $6.4 million and $2.0 million, in fiscal years 2016, 2015 and 2014, respectively.
52
Key Factors Affecting Our Performance
Our historical financial performance and key business metrics have been, and we expect that our financial performance and key business metrics in the
future will be, primarily driven by the following factors.
·
·
·
·
Core user growth. Our core user growth is a key indicator of our market penetration, the growth of our business and our anticipated future
subscription and services revenue.
Low core user churn . We believe that maintaining our current low core user churn is an important factor in our ability to continue to improve our
financial performance and is a distinguishing advantage over many of our competitors. We focus on providing high-quality services and support to
our users so they are motivated to remain with us. Our core user churn rate is higher for Ooma Small Business customers than Ooma Residential
customers, which is driven in part by the failure rate of small businesses. Accordingly, if sales of Ooma Small Business products increase relative to
sales of Ooma Residential products, we expect that our overall core user churn rate will increase.
Growth in additional services. We believe that there is a significant opportunity for us to increase the additional subscription services that our
customers purchase from us. Customers who purchase additional subscription services from us generate more value to us over the life of our
customer relationship. In order to drive adoption of additional subscription services, we will need to continually add valuable new features to our
existing solutions and develop new connected services.
Investing in growth. We intend to continue focusing on long-term revenue growth. We believe that our market opportunity is large and we intend to
continue investing in sales and marketing to grow our user base. We also expect to continue investing in research and development to enhance our
platform and develop additional connected services. We also may acquire complementary technologies or additional connected services. To support
our expected growth and our operation as a public company, we intend to invest in other operational and administrative functions.
Key Business Metrics
We regularly review a number of metrics, including the following key business metrics, to evaluate our business, measure our performance, identify trends
affecting our business, formulate financial projections and make strategic decisions.
Core Users
We believe that the number of our core users is an indicator of our market penetration, the growth of our business and our anticipated future subscription and
services revenue. We define our core users as the number of home user accounts, office user extensions and standalone Business Promoter accounts, which means
Business Promoter users who do not subscribe to any other services from us. We believe that the relationship that we establish with our core users positions us to
sell additional premium communications services and other new connected services to them. The increase in our core users was primarily due to the increases in our
Ooma Residential and Small Business customers.
Core Users
Annualized Exit Recurring Revenue
2016
As of January 31,
2015
800,000
645,000
2014
481,000
We believe that our annualized exit recurring revenue, or AERR, for our core users is an indicator of recurring subscription and services revenue for near-
term future periods. We calculate our AERR as of the end of a quarter by dividing our recurring revenue (which is defined as total subscription and service revenue,
excluding Talkatone revenue) for a quarter by the average of the number of core users at the beginning and end of that quarter, and annualize by multiplying by
four. We then multiply that result by the number of core users at the end of the period to calculate AERR. We have generally experienced a year over year increase
in AERR due to an increase in our recurring revenue per user and an increase in the number of core users.
Annualized Exit Recurring Revenue
$
76,938 $
61,907 $
42,308
2016
As of January 31,
2015
(in thousands)
2014
53
Annual Net Dollar Subscription Retention Rate
We believe that our annual net dollar subscription retention rate for our core users, or our annual net dollar retention rate, provides insight into our ability to
retain and grow our subscription and services revenue, and is an indicator of the long-term value of our customer relationships and the stability of our revenue base.
Our annual net dollar retention rate measures the percentage year-over-year change in our recurring revenue (which is defined as total subscription and service
revenue, excluding Talkatone revenue) for the period per core user, which is then adjusted by factoring in the percentage of our core users we have retained during
the same period. Our annual net dollar retention rate is affected by changes in average amounts that our core users pay to us, fluctuations in the number of our core
users, and our core user churn rate.
We calculate our annual net dollar subscription retention rate for our core users by multiplying:
(i)
our year-over-year percentage change in annual recurring revenue per core user, which is calculated by:
·
·
determining the annual recurring revenue per core user by dividing annual recurring revenue for the period ended by the number of core users
at the end of that particular period; and
calculating the year-over-year percentage change in annual recurring revenue per core user by dividing the current period recurring revenue
per core user by the annual recurring revenue per core user for the same period in the prior year.
by:
(ii)
our core user annual retention rate, which is calculated by:
·
·
·
determining our core user churn, by identifying the number of paying core users who terminate service during a month, excluding infant
churn, which we define as office extensions and home users who terminate service prior to the end of the second full calendar month after
their activation date;
calculating our monthly churn rate by dividing our churn in a month by the number of core users at the beginning of that month; and
calculating our annual retention rate as one minus the sum of our monthly churn rates for the preceding 12-month period.
Annual Net Dollar Subscription Retention Rate
2016
94%
As of January 31,
2015
102%
2014
102%
Net Dollar Subscription Retention Rate decreased year-over-year primarily due to lower growth in average revenue per user on a year-over-year basis.
54
Adjusted EBITDA
We use Adjusted EBITDA to manage our business, evaluate our performance and make planning decisions. We consider this measure to be a useful
measure of the operating performance of the company, because it contains adjustments for unusual events or factors that do not directly affect what management
considers to be the core operating performance, and are used by the management for that purpose. We also believe that this measure enables us to better evaluate
our performance by facilitating a meaning comparison of our core operating results in a given period to those in prior and future periods. In addition, investors often
use similar measures to evaluate the operating performance with competitors. Adjusted EBITDA represents net loss before interest expense, net and other expense,
write-off of non-cash deferred debt issuance costs, depreciation and amortization, stock-based compensation, benefit from income tax, change in the fair value of
our warrants and change in fair value of our acquisition-related contingent consideration. The following table provides a reconciliation of net loss to Adjusted
EBITDA as follows (in thousands):
Reconciliation of net loss to Adjusted EBITDA:
Net loss
Reconciling items:
Interest expense, net and other expense
Write-off of non-cash deferred debt issuance costs
Depreciation and amortization
Amortization of intangibles
Stock - based compensation expense
Income tax benefit
Change in fair value of warrant liability
Change in fair value of acquisition-related contingent consideration
Adjusted EBITDA
Components of Results of Operations
Revenue
2016
Year Ended January 31,
2015
2014
$
(14,052)
$
(6,410)
$
(2,000)
591
332
1,410
393
4,653
—
442
(281)
(6,512) $
378
—
896
306
426
(502)
795
656
(3,455) $
295
—
787
151
72
—
250
—
(445)
$
We generate revenue primarily through the sale of subscriptions to our communications solutions and other connected services. We also generate revenue
from the sale of our on-premise appliances and end-point devices that enable our solutions, as well as from porting fees to enable our customers to transfer their
existing phone numbers to the Ooma service.
Subscription and services revenue. Our subscription and services revenue consists primarily of fees we bill to our customers in connection with their
subscriptions to our communications solutions. Our revenue varies based upon the services and features utilized by our core users. We derive subscription and
services revenue primarily from recurring monthly payments related to service plans, such as Ooma Premier, Ooma Office, international calling plans, and other
subscriptions, which we refer to as service subscription plans. Subscription and services revenue also includes revenue generated from payments for qualified lead
generation, prepaid international and directory assistance. We also earn revenue from the display of advertisements through our Talkatone mobile application,
primarily based on advertisement impressions displayed. We expect our subscription and services revenue to generally increase as a percentage of total revenue, as
we continue to grow our user base.
Product and other revenue. Our product and other revenue consists primarily of the sale of our on-premise appliances and end-point devices used in
connection with our services and includes shipping and handling fees. We also generate other revenue from porting fees we charge our customers to enable them to
transfer their existing phone numbers to Ooma Office or Telo. We expect our product and other revenue to decline in absolute dollars and to decrease as a
percentage of total revenue, as we expect to continue to sell our on-premise appliances at an attractive price point to facilitate the adoption of our platform.
Cost of Revenue
Our cost of revenue consists of the cost of our subscription and services revenue and the cost of our product and other revenue.
Cost of subscription and services revenue. Our cost of subscription and services revenue primarily consists of payments we make for third-party network
operations and telecommunications services, credit card processing fees, costs to maintain data centers, including co-location fees for the right to place our servers
in data centers owned by third parties, depreciation of servers and equipment, along with related utilities and maintenance costs, personnel costs associated with
customer care and network operations support, and allocated costs of facilities and information technology.
55
Cost of product and other revenue. Cost of product and other revenue is comprised primarily of the costs ass ociated with the manufacturing of our on-
premise appliances and end-point devices, as well as personnel costs for employees and contractors, costs related to porting our customers’ phone numbers to our
service, shipment of on-premise appliances and end-poi nt devices, and allocated costs of facilities and information technology.
Gross Margin
Our gross margin consists of our subscription and services gross margin and our product and other gross margin.
Subscription and services gross margin. Subscription and services gross margin, which we define as subscription and services revenue minus cost of
subscription and services revenue expressed as a percentage of subscription and services revenue, can fluctuate based on a number of factors, including the costs we
pay to third-party telecommunications providers, the timing of capital expenditures and related depreciation charges and changes in headcount. We expect to
continue investing in our network infrastructure and customer support function to support our growth and maintain quality of service and security. We expect our
subscription and services gross margin to increase over the long term as users adopt additional connected services we introduce in the future, although our
subscription and services gross margin may fluctuate from period to period depending on the interplay of all of these factors.
Product and other gross margin. Product and other gross margin, which we define as product and other revenue minus cost of product and other revenue
expressed as a percentage of product and other revenue, can fluctuate based on a number of factors, including the number of our on-premise appliances and end-
point devices we sell during a period, as compared to the cost to produce those units and the relatively fixed personnel costs for employees and contractors incurred
during the period. We sell our on-premise appliances at an attractive price point to facilitate the adoption of our platform. We therefore expect our product and other
gross margin to be slightly negative for the foreseeable future.
Our subscription and services gross margin is significantly higher than our product and other gross margin. As a result, any significant change in the mix
between subscription and services revenue and product and other revenue will cause our total gross margin to change. For example, in periods where we sell
significantly more on-premise appliances, we would expect our total gross margin to decline.
Operating Expenses
We classify our operating expenses as sales and marketing expenses, research and development expenses, and general and administrative expenses.
Sales and marketing expenses. Our sales and marketing expenses are the largest component of our operating expenses and consist primarily of personnel
costs for employees and contractors directly associated with our sales and marketing activities, internet, television, radio and billboard advertising fees, public
relations expenses, commissions we pay to resellers and other third parties, trade show expenses, travel expenses, marketing and promotional activities and
allocated costs of facilities and information technology. We expect our sales and marketing expenses to continue increasing in absolute dollars as we continue to
actively grow our core users, but going forward we expect sales and marketing expenses to remain consistent as a percentage of total revenue.
In fiscal 2016, we increased our sales and marketing expenditures associated with our Ooma Office appliance and services as a percentage of our total sales
and marketing expenditures. Our average blended sales and marketing expenditures to attract a new customer increased as we focused on acquiring new Ooma
Office customers, which in turn caused an increase in our sales and marketing expenses as a percentage of our total revenue. We expect that this increase in sales
and marketing expenditures will result in growth of our recurring subscription and services revenue attributable to our Ooma Office service.
Research and development expenses. Our research and development efforts are focused on developing new and expanded features for our services and
improvements to our platform and backend architecture. Our research and development expenses consist primarily of personnel costs for employees and contractors
and allocated costs of facilities and information technology, software tools, and product certification. We expense research and development costs as incurred. We
expect our research and development expenses to grow in absolute dollars going forward but remain consistent as a percentage of total revenue.
General and administrative expenses. Our general and administrative expenses consist primarily of personnel costs for employees engaged in
administrative activities to support the day-to-day operations of our business. Other significant components of our general and administrative expenses include
professional service fees, legal fees and allocated costs of facilities and information technology. We expect our general and administrative expenses to grow going
forward but remain consistent as a percentage of total revenue.
56
Consolidated Results of Operations
The following table sets forth selected consolidated statements of operations data and such data as a percentage of total revenue for each of the periods
indicated (in thousands):
Revenue:
Subscription and services
Product and other
Total revenue
Cost of revenue:
Subscription and services
Product and other
Total cost of revenue (1)
Gross profit
Operating expenses:
Sales and marketing (1)
Research and development (1)
General and administrative (1)
Total operating expenses
Loss from operations
Interest expense, net
Change in fair value of warrants
Other expense
Loss before income taxes
Income tax benefit
Net loss
(1)
Includes stock-based compensation expense as follows (in thousands):
Total cost of revenue
Sales and marketing
Research and development
General and administrative
Total
57
2016
Year Ended January 31,
2015
2014
73,064 $
15,711
88,775
25,715
16,150
41,865
46,910
28,534
18,502
12,561
59,597
(12,687)
(881)
(442)
(42)
(14,052)
—
(14,052) $
53,828 $
18,373
72,201
18,284
18,440
36,724
35,477
22,276
12,290
6,650
41,216
(5,739)
(323)
(795)
(55)
(6,912)
502
(6,410) $
2016
Year Ended January 31,
2015
2014
437 $
611
1,683
1,922
4,653 $
36 $
41
169
180
426 $
35,377
18,288
53,665
15,894
15,573
31,467
22,198
13,192
7,888
2,573
23,653
(1,455)
(269)
(250)
(26)
(2,000)
—
(2,000)
7
6
26
33
72
$
$
$
$
The following table sets forth selected consolidated statements of operations, expressed as a percentage of total revenue, for each of the periods indicated:
Revenue:
Subscription and services
Product and other
Total revenue
Cost of revenue:
Subscription and services
Product and other
Total cost of revenues
Gross profit
Operating expenses:
Sales and marketing
Research and development
General and administrative
Total operating expenses
Loss from operations
Interest expense, net
Change in fair value of warrants
Other expense
Loss before income taxes
Income tax benefit
Net loss
2016
Year Ended January 31,
2015
2014
82%
18
100
29
18
47
53
32
21
14
67
(14)
(1)
—
—
(15)
—
(15)%
75%
25
100
25
26
51
49
31
17
9
57
(8)
—
(2)
—
(10)
1
(9)%
66%
34
100
30
29
59
41
25
14
5
44
(3)
(1)
—
—
(4)
—
(4)%
Consolidated Statement of Operations:
Comparison of years ended January 31, 2016 and 2015 (in thousands):
Revenue
Revenue:
Subscription and services
Product and other
Total revenue
Percentage of revenue:
Subscription and services
Product and other
Total
Year Ended January 31,
2016
2015
2016 to 2015
$ Change
% Change
$
$
73,064
15,711
88,775
$
$
53,828
18,373
72,201
$
$
19,236
(2,662)
16,574
36%
(14%)
23%
82%
18%
100%
75%
25%
100%
Our subscription and services revenue increased by $19.2 million, primarily due to a 24% growth in our core users, which increased to approximately
800,000 as of January 31, 2016 from approximately 645,000 core users as of January 31, 2015. In addition to the increase in our core users, our average annual
subscription and services revenue per core user increased year-over-year.
Our product and other revenue decreased by $2.7 million due to a decrease in sales of our on-premise appliances and end-point devices in fiscal 2016 as
compared to fiscal 2015. In fiscal 2015, we experienced a large, non-recurring order by one of our reseller partners, which was not repeated by that partner in fiscal
2016 and was the primary driver for the decrease in product revenue. In addition, the decrease in product and other revenue was also due to lower average selling
prices as we continued to sell our on-premise appliances at an attractive price point to facilitate the adoption of our platform.
58
Cost of Revenue and Gross Margin
Cost of Revenue:
Subscription and services
Product and other
Total cost of revenue
Gross profit:
Subscription and services
Product and other
Total
Gross margin:
Subscription and services
Product and other
Total
Year Ended January 31,
2016
2015
2016 to 2015
$ Change
% Change
$
$
$
$
25,715
16,150
41,865
47,349
(439)
46,910
$
$
$
$
65%
(3%)
53%
18,284
18,440
36,724
$
$
35,544
$
(67)
$
35,477
66%
—
49%
7,431
(2,290)
5,141
11,805
(372)
11,433
41%
(12%)
14%
33%
555%
32%
Total gross margin increased to 53% for fiscal 2016 from 49% for fiscal 2015 primarily due to higher growth of subscription and other services revenue as
compared to product and other revenue, as subscription and services revenue carries higher gross margin.
The total gross profit increased by $11.4 million for fiscal 2016, as compared to fiscal 2015, due to an increase in subscription and services gross profit of
$11.8 million, which was offset in part by a decrease in product and other gross profit of $0.4 million.
The increase in cost of subscription and services revenue of $7.4 million was primarily attributable to an increase in personnel and consultant costs of
$2.6 million as we increased headcount to support our growth, an increase in telecommunication provider fees and hosting and bandwidth fees of $2.1 million, an
increase in information technology and facilities costs allocation of $1.1 million due to additional facilities leased during the year to support growth, an increase in
credit processing fees of $0.7 million and an increase in stock-based compensation of $0.3 million.
The decrease in cost of product and other revenue of $2.3 million was primarily attributable to a $2.1 million decrease in the product costs which was due to
a decrease in the number of units sold and in part also attributable to a decrease in the manufacturing costs of our on-premise appliances with our contract
manufacturers as well as a decrease in freight costs of $0.3 million. The decrease in the product and other costs was offset in part by an increase of $0.3 million in
personnel and consulting related costs.
Operating expenses
Sales and marketing
Research and development
General and administrative
Total operating expenses
Year Ended January 31,
2016 to 2015
2016
2015
$ Change
% Change
$
$
28,534 $
18,502
12,561
59,597 $
22,276 $
12,290
6,650
41,216 $
6,258
6,212
5,911
18,381
28%
51%
89%
45%
The increase in sales and marketing expenses of $6.3 million was attributable due to an increase in advertising and marketing expenses of $2.0 million, as
we expanded customer and partner programs and lead generation activities, an increase in personnel-related costs of $1.7 million as we increased sales and
marketing headcount to support growth and an increase in consulting costs of $1.3 million to supplement our direct sales team. The increase was also attributable to
an increase in facilities-related costs of $0.6 million and an increase in stock-based compensation of $0.6 million.
The increase in research and development expenses of $6.2 million was primarily attributable to an increase in personnel-related costs of $3.1 million due to
an increased headcount, an increase in stock-based compensation of $1.5 million, an increase in consulting costs of $1.0 million and an increase in facilities-related
costs of $0.3 million.
59
The increase in general and administrative expenses of $5.9 million was primarily attributable to an increase in personnel and consultant related costs of
$2.8 million due to an increased headcount, an increase in stock-based compensation of $1.7 million and a n increase in professional services fees of $1.3 million to
support the growth of our business and in preparing to be and subsequently becoming a publicly held company.
Other expense, net
Interest expense, net
Change in fair value of warrants
Other expense
Total other expense, net
* Not meaningful
Year Ended January 31,
2016
2015
2016 to 2015
$ Change
% Change
$
$
(881) $
(442)
(42)
(1,365) $
(323) $
(795)
(55)
(1,173) $
(558)
353
13
(192)
173%
(44%)
NM*
I nterest expense increased by $0.6 million due to the increase in our outstanding debt in the later part of fiscal 2015. Included in interest expense was $0.3
million of non-cash deferred issuance costs that was written-off due to the repayment of all outstanding debt in July 2015.
The change in fair value of the convertible preferred stock warrants of $0.4 million resulted from an expense associated with the change in fair value of
convertible preferred stock warrants, which resulted from a change in the fair value of the warrants period over period. On the closing of our initial public offering,
the warrants to purchase preferred stock were either exercised and converted to common stock or converted to common warrants to purchase common stock or
settled in cash. We reclassified the fair value of the warrants from liabilities to additional paid-in capital and ceased to record any additional fair value adjustments.
Income Tax Benefit
Income tax benefit
* Not meaningful
Year Ended January 31,
2015
2016
2016 to 2015
$ Change
% Change
$
—
$
502
$
(502)
NM*
In fiscal 2015, we acquired Talkatone, Inc., or Talkatone, a privately held provider of telephony and texting services over Wi-Fi networks. We recorded a
tax benefit of $0.5 million arising from the release of deferred tax valuation allowances subsequent to the acquisition of Talkatone. The release of the valuation
allowances was triggered by the recognition of $0.5 million of net deferred tax liabilities that were primarily related to the acquired intangible assets and R&D
credits recorded upon the acquisition of Talkatone.
Comparison of years ended January 31, 2015 and 2014 (in thousands):
Revenue
Revenue:
Subscription and services
Product and other
Total revenue
Percentage of revenue:
Subscription and services
Product and other
Total
Year Ended January 31,
2015
2014
2015 to 2014
$ Change
% Change
$
$
53,828
18,373
72,201
$
$
35,377
18,288
53,665
$
$
18,451
85
18,536
52%
—
35%
75%
25%
100%
66%
34%
100%
60
Our subscription and services revenue increased by $18.5 million, primarily due to growth in our subscriber base, which increased to approximately 645,000
core users as of January 31, 2015 from approximately 481,000 core users as of January 31, 2014. In addition to the increase in our core users, our average annual
subscription and services revenue per core user, excluding revenue from Talkatone, increased year-over-year.
Our product and other revenue increased by $0.1 million due to increased sales of our on-premise appliances, end-point devices and porting fees to enable
customers to transfer their existing phone numbers. During fiscal 2015, we had an increase in the number of units sold due to a non-recurring sale of units to a
reseller partner, excluding the non-recurring sale to the reseller partner we experienced an increase in the total units sold. This increase was offset by a lower
average price per unit sold during the period, as compared to fiscal 2014.
Cost of Revenue and Gross Margin
Cost of Revenue:
Subscription and services
Product and other
Total cost of revenue
Gross profit:
Subscription and services
Product and other
Total
Gross margin:
Subscription and services
Product and other
Total
Year Ended January 31,
2015
2014
2015 to 2014
$ Change
% Change
$
$
$
$
18,284
18,440
36,724
$
$
35,544
(67)
35,477
$
$
66%
—
49%
15,894
15,573
31,467
19,483
2,715
22,198
$
$
$
$
55%
15%
41%
2,390
2,867
5,257
16,061
(2,782)
13,279
15%
18%
17%
82%
(102%)
60%
Total gross margin increased to 49% for fiscal 2015 from 41% for fiscal 2014 primarily due to higher proportionate growth of subscription and other
services revenue as compared to product and other revenue, as subscription and services revenue carries higher gross margin.
The total gross profit increased by $13.3 million for fiscal 2015, as compared to fiscal 2014, due to an increase in subscription and services gross profit of
$16.1 million, which was offset in part by a decrease in product and other gross profit of $2.8 million.
The increase in cost of subscription and services revenue of $2.4 million was primarily due to an increase in personnel and consultant related costs of
$1.3 million as we increased headcount to support our growth, an increase in telecommunication provider fees of $0.6 million and an increase in credit processing
fees of $0.3 million.
The increase of $2.9 million in cost of product and other revenue was primarily due to a $1.4 million increase in the product cost of our on-premise
appliances due to the increase in units sold, an increase in shipping costs of $0.4 million and an increase in personnel and consulting related costs by $0.3 million.
In addition, the increase was due to an increase in scrap of obsolete inventory and internal usage of product by $0.3 million.
Operating expenses
Sales and marketing
Research and development
General and administrative
Total operating expenses
Year Ended January 31,
2015
2014
2015 to 2014
$ Change
% Change
22,276 $
12,290
6,650
41,216 $
13,192 $
7,888
2,573
23,653 $
9,084
4,402
4,077
17,563
69%
56%
158%
74%
$
$
61
The increase in sales and marketing expenses was $9.1 million, primarily due to an increase in advertising and marketing expenses of $6.9 million, as we
expanded customer and pa rtner programs and lead generation activities, an increase in personnel- related costs of $1.5 million as we increased sales headcount to
support growth, and an increase in consulting costs of $0.4 million to supplement our sales and marketing team. The in crease was also attributable to an increase in
facilities and travel related costs of $0.2 million.
The increase in research and development expenses was $4.4 million, primarily due to an increase in personnel-related costs of $1.7 million due to an
increased headcount, an increase in consulting costs by $1.6 million, an increase in facilities-related costs of $0.5 million and an increase in stock-based
compensation of $0.2 million.
The increase in general and administrative expenses increased was $4.1 million, primarily due to an increase in personnel-related costs of $1.9 million, an
increase in professional services fees of $1.4 million to supplement our legal, finance and human resources organizations to support our growth, an increase in
stock-based compensation of $0.2 million and an increase in the amortization of intangibles of $0.2 million due to our acquisition of Talkatone during fiscal 2015.
Other expense, net
Interest expense, net
Change in fair value of warrants
Other expense
Total other expense, net
* Not meaningful
Year Ended January 31,
2015 to 2014
2015
2014
$ Change
% Change
$
$
(323) $
(795)
(55)
(1,173) $
(269) $
(250)
(26)
(545) $
(54)
(545)
(29)
(628)
NM*
NM*
NM*
The increase of $0.1 million from fiscal 2014 to fiscal 2015 was due to additional interest expense incurred during fiscal 2015 as a result of the increase in
our outstanding debt.
The change in fair value of the convertible preferred stock warrants of $0.5 million resulted from an increase in expense associated with the change in fair
value of convertible preferred stock warrants, which resulted from a greater proportional increase in the fair value of the warrants period over period.
Non-GAAP Financial Measures
We report all financial information required in accordance with GAAP but we believe that evaluating our ongoing operating results may be difficult to
understand if limited to reviewing only GAAP financial measures. Many of our investors have requested that we disclose non-GAAP information because it is
useful in understanding our performance as it excludes amounts that many investors feel may obscure our true operating results. Likewise, management uses non-
GAAP measures to manage and assess the profitability of our business going forward and does not consider stock-based compensation expense, amortization of
intangibles, change in fair value of acquisition-related contingent consideration, change in fair value of warrant liability, write-off of non-cash deferred debt
issuance costs and income tax benefit in managing our operations. Specifically, management does not consider these expenses or benefits when developing and
monitoring our budgets and spending. As a result, we use calculations of non-GAAP net loss and non-GAAP net loss per share, which exclude these expenses when
evaluating our ongoing operations and allocating resources within the organization.
However, non-GAAP metrics are not a measure calculated in accordance with United States generally accepted accounting principles, or GAAP, and should
not be considered an alternative to any measures of financial performance calculated and presented in accordance with GAAP. Other companies may calculate
these non-GAAP metrics differently than we do.
62
Reconciliations of our GAAP and non-GAAP financial measures were as follows (in thousands, except per share amounts):
GAAP Net Loss
Stock-based compensation expense
Amortization of intangibles
Change in fair value of acquisition-related contingent consideration
Change in fair value of warrant liability
Write-off of non-cash deferred debt issuance costs
Income tax benefit
Non-GAAP Net Loss
Basic and Diluted Net Loss per share on a GAAP basis
Stock-based compensation expense
Amortization of intangibles
Change in fair value of acquisition-related contingent consideration
Change in fair value of warrant liability
Write-off of non-cash deferred debt issuance costs
Income tax benefit
Basic and Diluted Net Loss per share on a Non-GAAP basis
Quarterly Results of Operations
2016
Year Ended January
2015
2014
$
$
$
$
(14,052) $
4,653
393
(281)
442
332
—
(8,513) $
(1.38) $
0.46
0.04
(0.03)
0.04
0.03
—
(0.84) $
(6,410) $
426
306
656
795
—
(502)
(4,729) $
(2.81) $
0.19
0.13
0.29
0.35
—
(0.22)
(2.07) $
(2,000)
72
151
—
250
—
—
(1,527)
(1.18)
0.04
0.09
—
0.15
—
—
(0.90)
The following table sets forth our unaudited quarterly statements of operations for each of the eight quarters ended January 31, 2016. In our opinion the data
has been prepared on a basis consistent with our audited annual financial statements included in this Annual Report on Form 10-K and include, in our opinion, all
normal recurring adjustments necessary for the fair statement of the financial information contained in those statements. Our historical results are not necessarily
indicative of the results that may be expected in the future for a full year or any other period. The following quarterly financial data should be read in conjunction
with our audited financial statements and the related notes included elsewhere in this Annual Report on Form 10-K.
The following table sets forth our results of operations for the periods presented (in thousands):
Revenues:
Subscription and services
Product and other
Total revenues
Cost of revenues:
Subscription and services
Product and other
Total cost of revenues
Gross profit
Operating expenses:
Sales and marketing
Research and development
General and administrative
Total operating expenses
(Loss) income from operations
Other (expense) income:
Interest income (expense), net
Change in fair value of warrants
Other (expense) income, net
Other income (expense)
(Loss) income before income taxes
Income tax benefit
Net (loss) income
Jan 31,
2016
Oct 31,
2015
July 31,
2015
Three Months Ended
April 30,
2015
Jan 31,
2015
Oct 31,
2014
July 31,
2014
April 30,
2014
$
20,569 $
3,742
24,311
19,470 $
4,006
23,476
17,449 $
3,687
21,136
15,576 $
4,276
19,852
15,924 $
4,990
20,914
14,316 $
3,971
18,287
12,702 $ 10,886
3,999
5,413
16,701 16,299
7,066
4,083
11,149
13,162
8,287
5,173
2,895
16,355
(3,193)
21
—
(11)
10
(3,183)
—
(3,183) $
6,715
4,277
10,992
12,484
7,539
4,948
3,499
15,986
(3,502)
(10)
—
(19)
(29)
(3,531)
—
(3,531) $
63
$
6,310
3,583
9,893
11,243
6,813
4,284
3,206
14,303
(3,060)
(607)
274
(10)
(343)
(3,403)
—
(3,403) $
5,624
4,207
9,831
10,021
5,232
5,830
11,062
9,852
4,830
4,065
8,895
9,392
4,405
3,770
8,175
8,526
5,895
4,097
2,961
12,953
(2,932)
6,758
3,694
2,867
13,319
(3,467)
5,958
3,365
1,565
10,888
(1,496)
5,830
2,930
1,288
10,048
(1,522)
(285)
(716)
(2)
(1,003)
(3,935)
—
(3,935) $
(158)
(429)
(35)
(622)
(4,089)
—
(4,089) $
(61)
(151)
(11)
(223)
(1,719)
—
(1,719) $
(51)
(31)
1
(81)
(1,603)
502
(1,101) $
3,817
4,775
8,592
7,707
3,730
2,301
930
6,961
746
(53)
(184)
(10)
(247)
499
—
499
The following table sets forth our results of operations for the periods presented as a percentage of our total revenue:
Jan 31,
2016
Oct 31,
2015
July 31,
2015
Three Months Ended
Jan 31,
2015
April 30,
2015
Oct 31,
2014
July 31,
2014
April 30,
2014
85%
15
100
83%
17
100
83%
17
100
78%
22
100
76%
24
100
78%
22
100
76%
24
100
67%
33
100
29
17
46
54
34
21
12
67
(13)
—
—
—
—
(13)
—
29
18
47
53
32
21
15
68
(15)
—
—
—
—
(15)
—
30
17
47
53
32
20
15
67
(14)
(3)
1
—
(2)
(16)
—
28
21
49
51
30
21
15
66
(15)
(1)
(4)
—
(5)
(20)
—
25
28
53
47
32
18
14
64
(17)
(1)
(2)
—
(3)
(20)
—
( 13)%
( 15)%
( 16)%
( 20)%
( 20)%
26
22
48
52
33
18
9
60
(8)
—
(1)
—
(1)
(9)
—
( 9)%
26
23
49
51
35
18
8
61
(10)
—
—
—
—
(10)
3
( 7)%
24
29
53
47
23
14
6
43
4
—
(1)
—
(1)
3
—
3%
Revenues:
Subscription and services
Product and other
Total revenues
Cost of revenues:
Subscription and services
Product and other
Total cost of revenues
Gross profit
Operating expenses:
Sales and marketing
Research and development
General and administrative
Total operating expenses
(Loss) income from operations
Other (expense) income:
Interest (expense), net
Change in fair value of warrants
Other (expense) income, net
Other income (expense)
(Loss) income before income taxes
Income tax benefit
Net (loss) income
Quarterly Trends
Revenue
The decrease in subscription and services revenue during the first quarter of fiscal 2016 was due to the loss of a major contract with a digital agency in
February 2015, which resulted in a reduction in revenue of our Business Promoter service during that quarter, offset in part by revenue from additional core users
during the period. Our subscription and service revenue has generally grown quarter-over-quarter primarily due to an increase in core users, which includes
residential user accounts, office user extensions and standalone Business Promoter accounts. Product revenue as a percentage of total revenue decreased for all
quarters, product revenue as a percentage of total revenue has declined as continued growth in our subscriber base has the effect of increasing subscription and
service revenue as a percentage of total revenue. The exception was the fourth quarter of fiscal 2015, as we experienced a large non-recurring order by one of our
reseller partners, which was the primary driver for the increase in product revenue quarter-over-quarter. During the second and third quarters of fiscal 2015, we
experienced a decrease in product revenue quarter-over-quarter as we transitioned to an updated version of residential products and also as the purchases by one of
our reseller partners decreased. During the second and third quarter of fiscal 2016, we experienced a decrease in product revenue because of a decrease in the
average selling price per unit as we offered our on-premise appliances at an attractive price point. We believe that comparisons of our quarterly year-over-year
product revenue are more meaningful than comparisons of our quarterly sequential product revenue due to factors such as seasonality and the timing of product
purchases by our reseller partners.
Gross Profit and Gross Margin
Our gross profit has increased quarter-over-quarter in absolute dollars and our gross margin has ranged from 47% to 54% during the periods presented. The
gross margin for the fourth quarter of fiscal 2015 decreased due to lower product margins associated with sales to one of our reseller partners and to an increase in
period costs due to higher personnel costs and freight charges.
64
Operating Expenses
Operating expenses are primarily driven by headcount and headcount-related expenses, including stock-based compensation expenses, consultant expenses,
and also due to sales and marketing initiatives. Quarterly operating expenses in absolute dollars generally increased sequentially for all the periods presented,
except for the first quarter of fiscal 2016, due to reduced tradeshow costs. The quarterly increase in operating expenses is primarily due to an increase in headcount,
consultants, and marketing and advertising expenses associated with our efforts to increase product sales and our overall subscriber base
Our sales and marketing expenses in absolute dollars continued to increase due to the increase in the advertising and tradeshow related expenses associated
with increasing our brand awareness. We experienced some seasonality in the sales and marketing costs, which is dependent on the timing of the tradeshows and
the holiday season.
Our research and development expenses in absolute dollars increased consistently quarter-over-quarter. The quarterly increases were due to an increase in
headcount and consultant-related expenses to support growth in the business. We also experienced an increase in the expenses starting the second quarter of fiscal
2015 due to our acquisition of Talkatone in May 2014.
Our general and administrative expenses in absolute dollars have increased primarily due to an increase in headcount and an increase in professional
services associated with our growth and in preparation of our initial public offering and subsequently becoming a public company. During the fourth quarter of
fiscal 2016, we experienced a reduction in the general and administrative expense due to the fair value remeasurement of acquisition related earn-out provisions for
Talkatone.
Liquidity and Capital Resources
As of January 31, 2016 we had $55.4 million of cash and cash equivalents and short-term investments. To date we have funded our operations through sales
to our customers, proceeds from issuance of common stock in the initial public offering, borrowings under the credit facilities and issuance of convertible preferred
stock. In April 2015 , we raised $5.0 million in proceeds from the sale of our Series Beta convertible preferred stock. In July 2015, we completed our IPO in which
we sold five million shares at $13.00 per share which resulted in net proceeds of $56.9 million, after deducting $4.5 million in underwriters’ discounts and
commissions and $3.6 million in offering costs , all of which was paid as of January 31, 2016 . We used approximately $10.3 million of the IPO proceeds to repay
our outstanding debt and $0.6 million to cash settle a warrant to purchase 70,287 shares of our convertible preferred stock.
We believe that our existing cash and cash equivalents, short-term investments and $12.0 million funds available under our existing Revolver Agreement
will be sufficient to meet our cash needs for at least the next 12 months. Our future capital requirements will depend on many factors, including our growth rate,
our needs for increased data center capacity to support our expanding customer base, the timing and extent of our sales and marketing and research and
development expenditures, and the continuing market acceptance of our solutions.
The table below provides selected cash flow information, for the periods indicated (in thousands):
Net cash (used in) provided by operating activities
Net cash used in investing activities
Net cash provided by (used in) financing activities
Net increase in cash and cash equivalents
Net loss
Add back non-cash charges
Net loss before non-cash charges
Decrease (increase) in inventories
Decrease (increase) in deferred inventory costs
Increase in accounts payable and accrued expenses
Increase in accounts receivable
Increase in deferred revenue
Others
Net cash (used in) provided by operating activities
2016
Year Ended January 31,
2015
2014
$
(470)
(30,962)
49,712
18,280 $
$
(4,067)
(1,858)
8,694
2,769 $
2016
Year Ended January 31,
2015
2014
$
(14,052)
7,013
(7,039)
3,070
235
4,392
(1,215)
689
(602)
(470) $
$
(6,410)
2,634
(3,776)
(3,206)
(751)
1,212
(2,095)
4,014
535
(4,067) $
2,222
(898)
(1,264)
60
(2,000)
1,372
(628)
(991)
(156)
2,851
(597)
1,874
(131)
2,222
$
$
$
$
65
For the fiscal year ended January 31, 2016, our net loss of $14.1 million included non-cash charges of $7.0 million primarily related to $4.7 million of stock-
based compensation; $1.8 million of depreciation and amortization e xpense, $0.3 million of write-off of non-cash deferred debt issuance costs due to the
repayment of debt and $0.2 million of expense due to change in fair value of preferred warrant liability and acquisition-related contingent consideration. Operating
asset and liability changes for the fiscal year ended January 31, 2016 included:
·
·
·
·
·
a decrease of $3.1 million in inventory primarily due to usage of raw material and finished goods
a decrease of $0.2 million of deferred inventory costs due to lower inventory levels at channel partners
an increase of $4.4 million of accounts payable and accrued liabilities due to the timing of payments and invoices primarily in advertising expenses
an increase of $1.2 million in accounts receivable primarily due to the timing of billings to our channel partners and also due to increase in
receivables related to services
an increase of $0.7 million in deferred revenue resulting from an increase of $2.1 million increase in deferred revenue from subscription and other
services due to an increase in core users primarily in part driven by the growth in the premium users offset in part by a decrease of $1.4 million in
deferred product revenue associated with lower inventory levels at channel partners.
For the fiscal year ended January 31, 2015, our net loss of $6.4 million included non-cash charges of $2.6 million primarily related to $1.2 million of
depreciation and amortization expense, $1.5 million of expense due to change in fair value of preferred warrant liability and acquisition-related earn out, $0.4
million of stock-based compensation offset by $0.5 million in income tax benefit due to the acquisition of Talkatone, Inc. Operating asset and liability changes for
the fiscal year ended January 31, 2015 included:
·
·
·
·
·
an increase of $3.2 million in our raw material and finished goods inventory to scale our business
an increase of $0.8 million in deferred inventory costs due to increased inventory levels at our channel partners
an increase of $1.2 million of accounts payable and accrued liabilities due to the timing of payments
an increase of $2.1 million in accounts receivable due to the timing of shipments and billings to our channel partners and also due to increase in
receivables related to services
an increase of $4.0 million in deferred revenue primarily due to an increase of $1.9 million of deferred product revenue associated with increased
inventory levels at our channel partners and $2.1 million increase in deferred revenue from subscription and other services due to an increase in our
core users primarily driven by growth in our premium users
For the fiscal year ended January 31, 2014, our net loss of $2.0 million included non-cash charges of $1.4 million primarily related to $0.9 million of
depreciation and amortization expense, $0.3 million of expense due to change in fair value of preferred warrant liability and $0.1 million of stock-based
compensation. Operating asset and liability changes for the fiscal year ended January 31, 2014 included:
·
·
·
·
·
an increase of $1.0 million in our raw material and finished goods inventory to scale our business
an increase of $0.2 million in deferred inventory costs due to increased inventory levels at our channel partners
an increase of $2.9 million of accounts payable and accrued liabilities due to the timing of payments
an increase of $0.6 million in accounts receivable due to the timing of shipments and billings to our channel partners
an increase of $1.9 million in deferred revenue primarily due to an increase of $0.3 million of deferred product revenue associated with increased
inventory levels at our channel partners and $1.6 million increase in deferred revenue from subscription and other services due to an increase in our
core users primarily driven by growth in our premium users
Net Cash Used in Investing Activities
Our investing activities include purchases of short-term investments, business acquisitions and capital expenditures for property and equipment purchases.
Our capital expenditures have primarily been for general business purposes, including leasehold improvements as we have expanded our office space to
accommodate our growth in headcount, computer equipment used internally, and expansion of our network operations centers.
During the fiscal year ended January 31, 2016 we used $28.1 million for purchase of short-term investments and $2.9 million in investing activities for the
purchase of property and equipment.
66
During the fiscal year ended January 31, 2015 we used $1.2 million in investing activities primarily for the purchase of pro perty and equipment and $0.7
million in connection with a business acquisition.
During the fiscal year ended January 31, 2014 we used $0.9 million in investing activities, which included $0.8 million for the purchase of property and
equipment and $0.1 million in connection with purchase of licenses and patents.
Net Cash Provided by Financing Activities
Cash generated from financing activities includes proceeds from borrowings under our credit facilities, proceeds from our issuance of common stock
following employee stock option exercises, issuance of preferred stock and proceeds from the sale of common stock in our IPO in July 2015. Cash used in
financing activities includes repayment of debt, payment of preferred warrant liability and payment of acquisition related earn-out.
During fiscal 2016, financing activities provided $49.7 million of cash. During fiscal 2016 , we generated net cash proceeds of $57.0 million from the
issuance of common stock from our IPO, after adjusting for underwriting discounts and commissions of $4.5 million and offering costs of $3.6 million, all of which
were paid as of January 31, 2016.
Cash provided from financing activities also included $5.0 million from issuance of Series Beta preferred stock and $0.2
million in proceeds from the exercise of options and warrants and issuance of common stock under employee stock purchase offset by repayment of $11.6 million
of outstanding debt, payment of $0.6 million of preferred warrant liability and payment of $0.3 million of acquisition-related earn-out .
During fiscal 2015, we had net proceeds of $8.7 million from financing activities, primarily due to $9.9 million from borrowings under our credit facility
and $0.4 million from our issuance of common stock in connection with employee stock option exercises, offset by $1.5 million in repayment of debt and capital
leases, and payment of $0.1 million in deferred offering costs.
During fiscal 2014, we used approximately $1.3 million of cash in financing activities, primarily due to repayment of our outstanding debt.
Contractual Obligations and Commitments
Set forth below is information concerning our contractual commitments and obligations as of January 31, 2016 (in thousands):
Capital lease obligations
Operating lease obligations
Total
Total
Less Than
1 Year
1-3 Years
3-5 Years
More Than
5 Years
$
$
$
653
3,268
3,921 $
653
$
1,802
$
2,455
—
1,466
1,466
$
$
—
—
—
$
$
—
—
—
The contractual commitment amounts in the table above are associated with enforceable and legally binding agreements. Capital lease obligations represent
our obligation to make payments for equipment that we have leased and operating lease obligations represent our obligations to make payments under the lease
agreements for our facilities. Obligations under contracts that we can cancel without a significant penalty are not included in the table above.
As of January 31, 2016, non-cancelable purchase commitments with our contract manufacturers were $0.7 million.
As of January 31, 2016, we had no tax liabilities related to uncertainty in income tax positions.
Off-Balance Sheet Arrangements
We do not have any relationships with unconsolidated entities or financial partnerships, including entities such as structured finance or special purpose
entities that were established for the purpose of facilitating off-balance sheet arrangements.
67
Critical Accounting Policies and Estimates
Our discussion and analysis of our financial condition and results of operations is based upon our consolidated financial statements, which have been
prepared in accordance with U.S. GAAP which requires us to make estimates and judgments that affect the reported amounts of assets, liabilities, revenue and
expenses, cash flows and related disclosures of contingent assets and liabilities. We base our estimates on historical experience and on various other assumptions
we believe to be reasonable under the circumstances. Actual results may differ from these estimates. Our future consolidated financial statements will be affected to
the extent that our actual results materially differ from these estimates. Our most critical accounting policies are summarized below. See Note 2 to our consolidated
financial statements for a description of our other significant accounting policies.
Revenue Recognition
We derive revenue from two sources: (1) subscription and services revenue, which is generated from the sale of subscription plans and other services; and
(2) product and other revenue. Products and services are sold directly to end-customers via our website and through distributors and retailers.
We recognize revenue when the following criteria are met:
·
·
·
·
persuasive evidence of an arrangement exists;
delivery has occurred;
collection of the fees is reasonably assured and
the fee is fixed or determinable
Subscription
and
Services
Revenue
We generate subscription and services revenue by selling subscriptions for communications solutions, as well as other connected services. Subscription
revenue is derived primarily from recurring monthly and annual payments related to service plans such as Ooma Office, Ooma Basic and Premier, international
calling plans, and other subscriptions. Subscription revenue is recognized on a straight-line basis over the applicable contractual service term. Subscription and
services revenue also includes revenue generated from payments for qualified lead generation, prepaid international calling and directory assistance, which are
recognized based on actual usage. We also earn revenue from the display of advertisements through our Talkatone mobile application, primarily based on
advertisement impressions displayed. We recognize revenue from mobile advertising on a net basis, because we are not the primary obligor to advertisers.
Deferred revenue primarily consists of billings or payments received in advance of meeting revenue recognition criteria. Our telephony services are sold as
monthly or annual subscriptions, payable in advance. We recognize deferred telephony services revenue on a ratable basis over the term of the contract as the
services are provided. For all arrangements, any revenue that has been deferred and is expected to be recognized beyond one year is classified as long-term deferred
revenue in other long-term liabilities in our consolidated balance sheets.
Product
and
Other
Revenue
We generate product revenue from the sale of on-premise appliances and end-point devices, including shipping and handling fees. We generate other
revenue from porting fees to enable customers to transfer their existing phone numbers. Product and other revenue for direct end-customers is billed to our
customer’s credit card at the time an online order is submitted by the customer via our website and is recognized when the product has been shipped to the
customer. We also generate product revenue from sales through distributors, retailers and resellers, or our channel partners, which are based on written purchase
authorizations. Our distribution agreements with our channel partners typically contain clauses for price protection and rights of return, which results in prices for
these transactions not being fixed or determinable, and increases the difficulty of estimating returns from our channel partners. Accordingly, we record shipments to
our channel partners, where the right of return exists, as deferred revenue and we defer recognition of revenue on these sales until the title transfers to the end-
customer. We assess the ability to collect from our channel partners based on a number of factors, including credit worthiness and payment history of the channel
partner. We record revenue net of any sales-related taxes that are billed to our customers.
Substantially all of our arrangements are multiple-element arrangements, which consist of an on-premise appliance and communication services. The
arrangement may also contain a bundled end-point device and a subscription plan for communication services. Monthly communication services and end-point
devices purchased after the original multi-element arrangement are optional purchases that are accounted for as separate arrangements and are not considered a
deliverable in the sale of the on-premise appliance.
68
We have determined that each unit of accounting has stand-alone value and account for each separately. We allocate revenue to each unit of accounti ng
based on an estimated selling price at the inception of the arrangement. The total arrangement consideration is allocated to each separate unit of accounting using
the relative selling price of each unit.
We determine the estimated selling price for each deliverable using vendor-specific objective evidence, or VSOE, of selling price or third-party evidence,
or TPE, of selling price, if it exists. If neither VSOE nor TPE of selling price exists for a deliverable, we use the best estimate of selling price, or BESP, of each
deliverable in its allocation of arrangement consideration. Revenue allocated to each deliverable, limited to the amount not contingent on future performance, is
then recognized when the basic revenue recognition criteria are met for the respective deliverable.
We determine VSOE of selling price for telephony services and end point devices based on historical standalone sales to customers. In determining VSOE
of selling price, we require that a substantial majority of the selling prices for a product or service fall within a reasonably narrow pricing range of the median
selling price. We do not have VSOE or TPE for our on-premise appliances; we estimate BESP by considering company-specific factors such as pricing strategies,
direct product and other costs, and bundling and discounting practices.
We record reductions to revenue for estimated sales returns from end users and customer credits at the time the related revenue is recognized. Sales returns
and customer credits are estimated based on historical experience, current trends and expectations regarding future experience. We monitor the accuracy of our
sales reserve estimates by reviewing actual returns and credits and adjusts them for future expectations to determine the adequacy of current reserve needs. If actual
future returns and credits differ from past experience, additional reserves may be required.
Inventories
Inventories, which consist of raw materials and finished goods, are stated at the lower of cost to purchase or the market value of such inventory. Cost is
determined on a first-in, first-out basis.
We regularly review inventory quantities in consideration of actual loss experiences, projected future demand, and remaining shelf life to record a provision
for excess and obsolete inventory when appropriate. Inventory write downs are recorded for excess and obsolete inventory. We periodically assess the
recoverability of all inventory to determine whether write downs for impairment are required. We evaluate the projected future demand as compared to the
remaining shelf life and other obsolescence and excess criteria in assessing the recoverability of our inventory. In determining the adequacy of reserves, we analyze
the following, among other things:
·
·
·
·
·
·
·
current inventory quantity on hand;
product acceptance in the marketplace;
customer demand;
historical sales;
forecast sales:
product obsolescence and
technological innovations
Any inventory write downs are recorded in cost of goods sold within the consolidated statement of operations during the period in which such write-downs
are determined as necessary by management.
If actual future demand or market conditions are less favorable than those projected by management, additional inventory write-downs may be required. We
recorded inventory write downs of $0.2 million, $0.3 million and $0.1 million for fiscal 2016, 2015 and 2014, respectively.
69
Stock-Based Compensation
We grant stock-based awards which include stock options and restricted stock units (RSU) under the 2015 Equity Incentive Plan, and purchase rights under
the employee stock purchase plan (ESPP). Stock-based compensation expense for all stock-based awards granted to employees is measured at the grant date based
on the fair value of the equity award and is recognized as expense, less expected forfeitures, over the requisite service period, which is generally the vesting period.
The forfeiture rate is based on an analysis of our actual historical forfeitures. The fair value of options granted is estimated on the date of grant using the Black-
Scholes option-pricing model. The fair value of each RSU granted is determined using the fair value of our common stock on the date of grant. The fair value of
each stock purchase right under our ESPP is calculated based on the closing price of our stock on the date of grant and the value of put and call options estimated
using the Black-Scholes option pricing model. The Black-Scholes pricing model requires assumptions including the market value of our common stock, expected
term of the award, expected volatility of the price of our common stock, risk-free interest rates, and expected dividend yield.
Stock-based compensation expense for options granted to non-employees is calculated using the Black-Scholes option-pricing model and is recognized in
the consolidated statements of operations over the service period. Compensation expense for non-employee stock options subject to vesting is remeasured as of
each reporting date until the stock options are vested, and any change in value, is recognized in the consolidated statement of operations during the period the
related services are performed.
We recognize stock-based compensation expense on the straight-line method for our equity awards. Determining the fair value of stock-based awards at the
grant date requires judgment, including estimating the expected volatility, expected term, risk-free interest rate, and expected dividends.
Pre-IPO Common Stock Valuations
Prior to the IPO, the fair value of the common stock underlying stock options was approved by our board of directors, with input from management.
Because we did not have a public market for our common stock, the board of directors determined the fair value of the common stock on the grant-date of the
stock-based award by considering a number of objective and subjective factors, including valuation of comparable companies, the prices, rights, preferences and
privileges of our preferred stock relative to the common stock, our operating and financial performance, our history and the introduction of new products and
services, the likelihood of achieving a liquidity event for the shares of common stock underlying these stock options, such as an initial public offering or sale of the
Company, given prevailing market conditions, any adjustment necessary to recognize a lack of marketability for our common stock, and general U.S. and global
capital market conditions. Subsequent to the completion of our IPO in July 2015, the fair value of the common stock underlying stock-based awards is determined
based on the closing stock price of our shares on the date of grant.
Income Taxes
We account for income taxes in accordance with ASC Topic 740, Income
Taxes
, under which deferred tax assets and liabilities are recognized for the
expected future tax consequences of temporary differences between financial statement carrying amounts and the tax basis of assets and liabilities and net operating
loss and tax credit carryforwards. Valuation allowances are established when necessary to reduce deferred tax assets to the amount expected to be realized. As of
January 31, 2016, we have recorded a full valuation allowance against our deferred tax assets.
We use a recognition threshold and measurement attribute for the financial statement recognition and measurement of a tax position taken or expected to be
taken in a tax return. A tax position is recognized when it is more likely than not that the tax position will be sustained upon examination, including resolution of
any related appeals or litigation processes. A tax position that meets the more-likely-than-not recognition threshold is measured at the largest amount of benefit that
is greater than 50% likely of being realized upon ultimate settlement with a taxing authority. The standard also provides guidance on derecognition of tax benefits,
classification on the balance sheet, interest and penalties, accounting in interim periods, disclosure and transition.
70
ITEM 7A. QUANTITATIVE AND QUALITAT IVE DISCLOSURES ABOUT MARKET RISK
We had cash and cash equivalents and short-term investments of $55.4 million as of January 31, 2016 and $9.1 million in cash and cash equivalents as of
January 31, 2015. We hold our cash and cash equivalents and short-term investments for working capital purposes. Our cash and cash equivalents are held in cash
and short-term money market funds. We have invested a portion of our funds in short-term investments that are focused on preservation of capital and supporting
our liquidity requirements. Our investments are held in U.S. Treasury securities, U.S. agency debt securities and corporate debt securities. Due to the short-term
nature of these instruments, we believe that we do not have any material exposure to changes in the fair value of our investment portfolio as a result of changes in
interest rates. Declines in interest rates, however, would reduce our future interest income. During fiscal 2016 and 2015, the effect of a hypothetical 10% increase or
decrease in overall interest rates would not have had a material impact on our interest income. In July 2015, we repaid the outstanding debt of $10.3 million with
the proceeds we received from the IPO and as of January 31, 2016, we did not have any outstanding debt with variable interest rates.
To date, all of our revenue has been denominated in U.S. and Canadian dollars. As a result some of our revenue is subject to fluctuations due to changes in
the Canadian dollar relative to the US dollar. Additionally, fluctuations in foreign currency exchange rates may cause us to recognize transaction gains and losses in
our statements of operations. To date, foreign currency transaction realized gains and losses have not been material to our consolidated financial statements, and we
have not engaged in any foreign currency hedging transactions. A hypothetical 10% increase or decrease in overall foreign currency rates would not have had a
material impact on our consolidated financial statements. As our international operations grow, we will continue to reassess our approach to managing the risks
relating to fluctuations in currency rates.
71
ITEM 8. CONSOLIDATED FINANCIAL ST ATEMENTS AND SUPPLEMENTARY DATA
INDEX TO CONSOLIDATED FINANCIAL STATEMENTS
Report of Independent Registered Public Accounting Firm
Consolidated Balance Sheets
Consolidated Statements of Operations
Consolidated Statements of Comprehensive Loss
Consolidated Statements of Convertible Preferred Stock and Stockholders’ Equity (Deficit)
Consolidated Statements of Cash Flows
Notes to Consolidated Financial Statements
72
73
74
75
76
77
78
80
REPORT OF INDEPENDENT REGIST ERED PUBLIC ACCOUNTING FIRM
To the Board of Directors
Ooma, Inc.
Palo Alto, California
We have audited the accompanying consolidated balance sheets of Ooma, Inc. and its subsidiary (the “Company”) as of January 31, 2016 and 2015, and the related
consolidated statements of operations, comprehensive loss, convertible preferred stock and stockholders’ equity (deficit), and cash flows for each of the three years
in the period ended January 31, 2016. These consolidated financial statements are the responsibility of the Company’s management. Our responsibility is to express
an opinion on these consolidated financial statements 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 consolidated financial statements are free of material misstatement. The Company is
not required to have, nor were we engaged to perform, an audit of its internal control over financial reporting. Our audits included consideration of internal control
over financial reporting as a basis for designing audit procedures that are appropriate in the circumstances, but not for the purpose of expressing an opinion on the
effectiveness of the Company’s internal control over financial reporting. Accordingly, we express no such opinion .
An audit also includes examining, on a test
basis, evidence supporting the amounts and disclosures in the consolidated financial statements, assessing the accounting principles used and significant estimates
made by management, as well as evaluating the overall consolidated financial statement presentation. We believe that our audits provide a reasonable basis for our
opinion.
In our opinion, such consolidated financial statements present fairly, in all material respects, the financial position of Ooma, Inc. and its subsidiary as of January 31,
2016 and 2015, and the results of their operations and their cash flows for each of the three years in the period ended January 31, 2016, in conformity with
accounting principles generally accepted in the United States of America.
/s/
DELOITTE
&
TOUCHE
LLP
San Jose, California
April 12, 2016
73
OOMA, INC.
CONSOLIDATED BALANCE SHEETS
(Amounts in thousands, except share and per share data)
January 31,
2016
January 31,
2015
$
$
$
Assets
Current assets:
Cash and cash equivalents
Short-term investments
Accounts receivable, net
Inventories
Deferred inventory costs
Prepaid expenses and other current assets
Total current assets
Property and equipment, net
Intangible assets, net
Goodwill
Other assets
Total assets
Liabilities, convertible preferred stock, and stockholders’ equity (deficit)
Current liabilities:
Accounts payable
Accrued expenses
Short-term capital lease and debt
Convertible preferred stock warrant liability
Deferred revenue
Total current liabilities
Long-term debt
Convertible preferred stock warrant liability - noncurrent
Other long-term liabilities
Total liabilities
Commitments and contingencies (Note 14)
Convertible preferred stock $0.0001 par value: no shares authorized, issued or
outstanding on January 31, 2016 and 8,708,333 shares authorized and 8,353,748 shares
issued and outstanding on January 31, 2015
Stockholders’ equity (deficit):
Preferred stock $0.0001 par value: 10,000,000 shares authorized; no shares issued and
outstanding on January 31, 2016; and no shares authorized, issued and outstanding
on January 31, 2015
Common stock $0.0001 par value: 100,000,000 shares authorized; 16,916,250 shares
issued and outstanding on January 31, 2016; and 13,000,000 shares authorized;
2,515,065 share issued and outstanding on January 31, 2015
Additional paid-in capital
Accumulated other comprehensive income
Accumulated deficit
Total stockholders’ equity (deficit)
Total liabilities, convertible preferred stock, and stockholders’ equity (deficit)
$
See notes to consolidated financial statements.
74
27,413 $
27,991
5,609
5,011
2,013
1,318
69,355
4,291
885
1,117
888
76,536 $
4,786 $
13,010
632
—
15,036
33,464
—
—
182
33,646
9,133
—
4,394
8,081
2,248
945
24,801
2,893
1,278
1,117
1,188
31,277
3,967
10,313
1,562
474
14,348
30,664
10,398
743
980
42,785
—
33,637
—
—
2
107,679
17
(64,808)
42,890
76,536 $
—
5,611
—
(50,756)
(45,145)
31,277
OOMA, INC.
CONSOLIDATED STATEMENTS OF OPERATIONS
(Amounts in thousands except per share data)
2016
Year Ended January 31,
2015
2014
$
73,064 $
15,711
88,775
53,828 $
18,373
72,201
25,715
16,150
41,865
46,910
28,534
18,502
12,561
59,597
(12,687)
(881)
(442)
(42)
(14,052)
—
(14,052) $
18,284
18,440
36,724
35,477
22,276
12,290
6,650
41,216
(5,739)
(323)
(795)
(55)
(6,912)
502
(6,410) $
35,377
18,288
53,665
15,894
15,573
31,467
22,198
13,192
7,888
2,573
23,653
(1,455)
(269)
(250)
(26)
(2,000)
—
(2,000)
Revenue:
Subscription and services
Product and other
Total revenue
Cost of revenue:
Subscription and services
Product and other
Total cost of revenue
Gross profit
Operating expenses:
Sales and marketing
Research and development
General and administrative
Total operating expenses
Loss from operations
Other expense:
Interest expense, net
Change in fair value of warrants
Other expense
Loss before income taxes
Income tax benefit
Net loss
Net loss per share of common stock:
Basic and diluted
Weighted-average number of shares used in per share amounts:
Basic and diluted
$
$
(1.38) $
(2.81) $
(1.18)
10,173,095
2,284,241
1,688,846
See notes to consolidated financial statements.
75
OOMA, INC.
CONSOLIDATED STATEMENTS OF COMPREHENSIVE LOSS
(Amounts in thousands)
Net Loss
Other comprehensive income, net of tax
Unrealized gain on short-term investment
Comprehensive loss
2016
Year Ended January 31,
2015
2014
$
(14,052)
$
(6,410)
$
(2,000)
$
17
(14,035) $
—
(6,410) $
—
(2,000)
76
OOMA, INC.
CONSOLIDATED STATEMENTS OF CONVERTIBLE PREFERRED STOCK AND STOCKHOLDERS’ EQUITY (DEFICIT)
(Amounts in thousands, except share data)
BALANCE - January 31, 2013
Issuance of common stock for stock
option exercises
Vesting of early exercised stock options
and restricted stock
Stock-based compensation
Net loss
BALANCE - January 31, 2014
Issuance of common stock for stock
option exercises
Issuance of preferred stock upon warrant
exercise
Issuance of common stock upon warrant
exercise
Issuance of common stock in conjunction
with acquisition
Vesting of early exercised stock options
and restricted stock
Issuance of common stock warrants in
conjunction with debt
Stock-based compensation
Net loss
BALANCE - January 31, 2015
Issuance of Series Beta preferred stock,
net
Conversion of convertible preferred stock
to common stock
upon initial public offering
Issuance of common stock upon initial
public offering, net
of issuance costs
De-recognition of preferred warrant
liability to additional
paid-in capital
Issuance of common stock in conjunction
with acquisition-
related earnout
Vesting of early exercised stock options
and restricted stock
Issuance of common stock related to
employee stock purchase plan
Exercise of common stock warrants to
common stock
Exercise of preferred stock warrants to
common stock
Issuance of common stock for stock
option exercises
Stock-based compensation
Other comprehensive income
Net loss
BALANCE - January 31, 2016
Series Alpha Convertible
Preferred Stock
Series Alpha-1
Convertible Preferred
Stock
Series Beta Convertible
Preferred Stock
Common Stock
Additional
Paid-In
Accumulated
Other
Comprehensive
Income
Accumulated
Deficit
Total
Stockholders'
Equity
(Deficit)
Shares
7,848,198 $
Amount
Shares
Amount
Shares
Shares
Amount
Capital
Amount
—
— $
30,536
485,143 $
3,005
1,482,122 $
— $
4,384 $
— $
(42,346 ) $
(37,962 )
—
—
—
—
—
—
—
7,848,198
—
—
—
30,536
—
—
—
485,143
—
—
—
3,005
—
—
—
—
20,407
96
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
7,868,605
—
—
—
30,632
—
—
—
485,143
—
—
—
3,005
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
54,228
—
6
390,827
—
—
1,927,177
—
—
—
—
25
72
—
4,487
135,564
—
19
—
—
—
2,326
—
11
90,246
—
338
359,752
—
68
—
—
—
2,515,065
—
—
—
—
262
426
—
5,611
—
—
—
—
241,469
5,000
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
6
—
—
(2,000 )
(44,346 )
25
72
(2,000 )
(39,859 )
—
—
—
—
—
19
—
11
338
68
—
—
(6,410 )
(50,756 )
262
426
(6,410 )
(45,145 )
—
—
(7,868,605 )
(30,632 )
(485,143 )
(3,005 )
(241,469 )
(5,000 )
8,878,857
1
38,636
—
—
38,637
—
—
—
—
—
—
5,000,000
1
56,878
—
—
56,879
—
—
—
—
—
—
—
—
1,075
—
—
1,075
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
— $
—
—
—
—
—
—
—
—
—
— $
—
—
—
—
—
—
—
—
—
—
—
—
—
—
— $
—
—
—
—
—
—
—
—
—
—
49,159
—
327,349
—
15,569
—
451
154
111
30,573
—
31
16,521
—
13
83,157
—
—
—
16,916,250 $
66
—
4,653
—
—
—
—
—
2 $ 107,679 $
—
—
—
—
—
—
—
17
—
17 $
—
—
—
—
—
451
154
111
31
13
—
—
—
(14,052 )
(64,808 ) $
66
4,653
17
(14,052 )
42,890
See notes to consolidated financial statements.
77
OOMA, INC.
CONSOLIDATED STATEMENTS OF CASH FLOWS
(Amounts in thousands)
Cash flows from operating activities:
Net loss
Adjustments to reconcile net loss to net cash (used in) provided by operating
activities:
Stock-based compensation expense
Depreciation and amortization
Amortization of intangible assets
Deferred income taxes
Non-cash interest expense
Write-off of non-cash deferred debt issuance costs
Loss on disposal of equipment
Change in fair value of acquisition related contingent consideration
Change in fair value of warrant liability
Changes in operating assets and liabilities:
Accounts receivable, net
Inventories
Deferred inventory costs
Prepaid expenses and other assets
Accounts payable and accrued expenses
Other long term liabilities
Deferred revenue
Net cash (used in) provided by operating activities
Cash flows from investing activities:
Purchases of short-term investments
Purchases of property and equipment
Business acquisition, net of cash assumed
Purchases of software license, patents and intangibles
Net cash used in investing activities
Cash flows from financing activities:
Proceeds from initial public offering, net
Proceeds from Series Beta preferred stock, net
Repayment of debt and capital leases
Proceeds from issuance of debt
Payment of acquisition related earn-out
Proceeds from issuance of common stock related to warrants and employee stock
benefit plans
Payment of preferred warrant liability
Net cash provided by (used in) financing activities
Net increase in cash and cash equivalents
Cash and cash equivalents at beginning of period
Cash and cash equivalents at end of period
2016
Year Ended January 31,
2015
2014
$
(14,052) $
(6,410) $
(2,000)
4,653
1,410
393
—
64
332
—
(281)
442
(1,215)
3,070
235
(470)
4,392
(132)
689
(470)
(28,078)
(2,884)
—
—
(30,962)
57,021
5,000
(11,620)
—
(326)
426
896
306
(502)
57
—
—
656
795
(2,095)
(3,206)
(751)
331
1,212
204
4,014
(4,067)
—
(1,186)
(672)
—
(1,858)
(142)
—
(1,508)
9,921
—
221
(584)
49,712
18,280
9,133
27,413 $
423
—
8,694
2,769
6,364
9,133 $
$
72
787
151
—
65
—
47
—
250
(597)
(991)
(156)
(150)
2,851
19
1,874
2,222
—
(763)
—
(135)
(898)
—
—
(1,365)
—
—
101
—
(1,264)
60
6,304
6,364
See notes to consolidated financial statements.
78
OOMA, INC.
CONSOLIDATED STATEMENTS OF CASH FLOWS
(Amounts in thousands)
Supplemental disclosure of cash flow information
Income taxes paid
Interest paid
Non-cash investing and financing activities:
Conversion of preferred stock to common stock
Unpaid offering costs
De-recognition of warrant liability to additional paid-in capital
Issuance of warrants in connection with long-term debt
Shares issued as consideration in business acquisition and related earn-out
Purchase of equipment acquired on capital lease
Unpaid portion of property and equipment purchases
2016
Year Ended January 31,
2015
2014
$
$
$
$
$
$
$
$
$
2 $
573 $
38,637 $
— $
1,075 $
— $
451 $
— $
78 $
1 $
173 $
— $
351 $
— $
323 $
338 $
1,321 $
162 $
1
205
—
—
—
—
—
—
152
See notes to consolidated financial statements.
79
OOMA, Inc.
Notes to Consolidated Financial Statements
1. DESCRIPTION OF BUSINESS
Description of Business — Ooma, Inc. (the “Company”) is a leading provider of innovative communications solutions and other connected services to small
business, home, and mobile users. The Company’s unique hybrid Software-as-a-Service (“SaaS”) platform, consisting of its proprietary cloud, on-premises
appliances, mobile applications, and end-point devices, provides the connectivity and functionality that enables solutions. The Company was incorporated in
Delaware on November 19, 2003 and is headquartered in Palo Alto, California.
2. SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES
Principles of Consolidation —The consolidated financial statements have been prepared in accordance with generally accepted accounting principles in the United
States (“GAAP”) and includes the accounts of the Company and its wholly owned subsidiary. All intercompany transactions and balances have been eliminated in
consolidation.
Fiscal Year End— The last day of Company’s fiscal year is January 31, fiscal year end January 31, 2016 is referred as fiscal 2016, fiscal year end January 31, 2015
is referred as fiscal 2015 and fiscal year end January 31, 2014 is referred as fiscal 2014.
Use of Estimates —The preparation of consolidated financial statements in conformity with GAAP requires management to make estimates and assumptions that
affect the reported amount of assets and liabilities and disclosure of contingent assets and liabilities at the date of the consolidated financial statements and the
reported amounts of revenue and expenses during the reporting period. Significant estimates include, but are not limited to, those related to revenue recognition, the
allowance for returns, stock-based compensation and warrants, valuation of goodwill and intangible assets, inventory valuation, regulatory fees and indirect tax
accruals, and accounting for income taxes, including valuation allowances and fair value measurements. Estimates are based on historical experience, where
applicable, and other assumptions believed to be reasonable by management. Actual results could differ from those estimates.
Reverse Stock Split — Effective July 6, 2015, the Company completed a one-for-two reverse stock split, as approved by its Board of Directors (the “Board”). All
shares and warrants and per share and warrant amounts set forth herein give effect to this reverse stock split.
Initial Public Offering and Conversion of Preferred Stock
In July 2015, the Company completed its initial public offering (the “IPO”). As a result, the following transactions were recorded in the Company’s consolidated
financial statements as of January 31, 2016:
·
·
·
·
The Company issued 5,000,000 shares of its common stock at the initial public offering price of $13.00 per share. The net proceeds from the sale of
the shares was $56.9 million after deducting the underwriters’ discounts and commissions of $4.5 million and $3.6 million of offering expenses.
8,353,748 shares of Series Alpha convertible preferred stock and Series Alpha-1 convertible preferred stock were collectively converted into
8,353,748 shares of common stock on a 1:1 basis. The public offering price of $13.00 per share triggered an automatic conversion of 241,469 shares
of Series Beta convertible preferred stock, which automatically converted to 525,109 shares of common stock based on an adjusted conversion price
equal to 75% of the $13.00 public offering price, or $9.75, rather than the $21.2028 per share consideration paid, pursuant to the conversion price
adjustment provision applicable to such shares in the Company’s then-current amended and restated certificate of incorporation.
The warrant issued in December 2010 to purchase 70,287 shares of Series Alpha convertible preferred stock was cash settled at the IPO price of
$13.00 per share after deducting the exercise price of $4.70 per share. The Company paid $0.6 million to the warrant holder on settlement.
Of the warrants to purchase 34,397 shares of Series Alpha convertible preferred stock issued in June 2009, warrants to purchase 2,769 shares of
Series Alpha convertible preferred stock were cash exercised at an exercise price of $4.70 per share and resulted in 2,769 shares of common stock;
warrants to purchase 21,529 shares of Series Alpha convertible preferred stock were net exercised using the IPO price of $13.00 per share net of the
exercise price of $4.70 per share resulting in issuance of 13,752 shares of common stock; and warrants to purchase 10,099 shares of common stock
were terminated due to failure to exercise on or before the IPO date per the terms of the warrant agreements.
80
·
·
On the completion of the IPO, the warrants to purchase 21,299 shares of Series Alpha convertible preferred stock issued in May 2009 and warrants to
purchase 66,026 shares of Series Alpha convertible preferred stock issued in conjunction with the Comp any’s debt in April and December 2012 and
October 2014 were converted on a 1:1 basis into warrants to purchase shares of common stock.
Of the warrants to purchase 87,828 shares of common stock outstanding prior to the IPO, 6,542 common warrants were cash exercised and converted
to 6,542 shares of common stock and 4,100 common warrants were exercised net of the respective exercise price per warrant to 2,612 shares of
common stock and 556 common warrants were terminated due to non-exercise on IPO per the terms of the warrant agreement.
Revenue Recognition —The Company derives revenue from two sources: (1) subscription and services revenue, which are generated from the sale of subscription
plans and other services; and (2) product and other revenue. Products and services are sold directly to end-customers via the Company’s website and through
distributors and retailers.
The Company recognizes revenue when the following criteria are met:
·
·
·
·
Persuasive
evidence
of
an
arrangement
exists.
Delivery
has
occurred.
Collection
of
the
fees
is
reasonably
assured
.
The
fee
is
fixed
or
determinable.
Subscription and Services Revenue
The Company generates subscription and services revenue by selling subscriptions for communications solutions, as well as other connected services. Subscription
revenue is derived primarily from recurring monthly and annual payments related to service plans such as Ooma Basic, Ooma Office and Premier, international
calling plans, and other subscriptions. Subscription revenue is recognized on a straight-line basis over the contractual service term. Subscription and services
revenue also includes revenue generated from payments for qualified lead generation, prepaid international calls and directory assistance, which are recognized
based on actual usage. The Company also earns revenue from the display of advertisements through the Talkatone mobile application, primarily based on
advertisement impressions displayed. The Company recognizes revenue from mobile advertising on a net basis, because it is not the primary obligor to advertisers.
Deferred revenue primarily consists of billings or payments received in advance of meeting revenue recognition criteria. The Company’s telephony services are
sold as monthly or annual subscriptions, payable in advance. The Company recognizes deferred telephony services revenue on a ratable basis over the term of the
contract as the services are provided. For all arrangements, any revenue that has been deferred and is expected to be recognized beyond one year is not significant
and is included in long term liabilities in the consolidated balance sheets.
Product and Other Revenue
The Company generates product revenue from the sale of on-premise appliances and end-point devices, including shipping and handling fees. The Company also
generates other revenue from porting fees to enable customers to transfer their existing phone numbers. Product and other revenue for direct end-customers are
billed to the customer’s credit card at the time an on-line order is submitted by the customer via the Company’s website and recognized when the product has been
shipped to the customer. The Company also generates product revenue from sales through distributors, retailers and resellers (collectively the “channel partners”)
which are based on written purchase authorizations. The Company’s distribution agreements with its channel partners typically contain clauses for price protection
and rights of return, which result in prices for these transactions not being fixed or determinable and increases the difficulty of estimating returns from the channel
partners. Accordingly, the Company records shipments to the channel partners, where the right of return exists, as deferred revenue and defers recognition of
revenue on these sales until the title transfers to the end-customer. The Company assesses the ability to collect from its channel partners based on a number of
factors, including credit worthiness and payment history of the distributor or retail partner. The Company records revenue net of any sales-related taxes that are
billed to its customers.
Substantially all of the Company’s arrangements are multiple-element arrangements, which consist of an on-premise appliance and telephony services. The
arrangement may also contain a bundled end-point device and a subscription plan for telephony services. Monthly telephony services and end-point devices
purchased after the original multi-element arrangement are optional purchases that are accounted for as separate arrangements and are not considered a deliverable
in the sale of the on-premise appliance.
81
The Company has determined that each unit of accounting has stand-alone value and accounts for each separately. The Company allocates revenue to each unit of
accounting based on an estimated selling price at the inception of the arrangement. The total arrangement consideration is allocated to each separate unit of
accounting using the relative selling price of each unit.
The Company determines the estimated selling price for each deliverable using vendor-specific objective evidence, or VSOE, of selling price or third-party
evidence, or TPE, of selling price, if it exists. If neither VSOE nor TPE of selling price exists for a deliverable, the Company uses the best estimate of selling price,
or BESP, of each deliverable in its allocation of arrangement consideration. Revenue allocated to each deliverable, limited to the amount not contingent on future
performance, is then recognized when the basic revenue recognition criteria are met for the respective deliverable.
The Company determines VSOE of selling price for telephony services and end point devices based on historical standalone sales to customers. In determining
VSOE of selling price, the Company requires that a substantial majority of the selling prices for a product or service fall within a reasonably narrow pricing range
of the median selling price. The Company does not have VSOE or TPE for its on premise appliance and estimates BESP by considering company-specific factors
such as pricing strategies, direct product and other costs, and bundling and discounting practices.
The Company records reductions to revenue for estimated sales returns from end-users and customer credits at the time the related revenue is recognized. Sales
returns and customer credits are estimated based on historical experience, current trends and expectations regarding future experience. The Company monitors the
accuracy of its sales reserve estimates by reviewing actual returns and credits and adjusts them for future expectations to determine the adequacy of current reserve
needs. If actual future returns and credits differ from past experience, additional reserves may be required.
Cash Equivalents and Short-term investments —The Company considers all highly liquid investments with an original maturity of three months or less to be cash
equivalents. Short-term investments are classified as available-for-sale for use in current operations, if required, and are reported at fair value, with unrealized gains
and losses, net of tax, presented as a separate component of stockholders’ equity (deficit) within accumulated other comprehensive income. All realized gains and
losses and unrealized losses resulting from declines in fair value that are other-than-temporary are recorded in other expense, net in the period of occurrence. The
Company uses the specific identification method to determine the realized gains and losses on investments. For all investments in marketable securities, the
Company assesses whether the impairment is other-than-temporary. If the fair value of a security is less than its amortized cost basis, an impairment is considered
other-than-temporary if (i) the Company has the intent to sell the security or it is more likely than not that the Company will be required to sell the security before
recovery of its entire amortized cost basis, or (ii) the Company does not expect to recover the entire amortized cost of the security. If an impairment is considered
other-than-temporary based on condition (i), the entire difference between the amortized cost and the fair value of the security is recognized in earnings. If an
impairment is considered other-than-temporary based on condition (ii), the amount representing credit losses, defined as the difference between the present value of
the cash flows expected to be collected and the amortized cost basis of the security, will be recognized in earnings, and the amount relating to all other factors will
be recognized in other comprehensive income. The Company evaluates both qualitative and quantitative factors such as duration and severity of the unrealized
losses, credit ratings, default and loss rates of the underlying collateral, structure and credit enhancements to determine if a credit loss may exist.
Fair Value of Financial Instruments — The Company records its financial assets and liabilities at fair value. The accounting guidance for fair value provides a
framework for measuring fair value, clarifies the definition of fair value, and expands disclosures regarding fair value measurements. Fair value is defined as the
price that would be received to sell an asset or paid to transfer a liability (an exit price) in an orderly transaction between market participants at the reporting date.
The accounting guidance establishes a three-tiered hierarchy, which prioritizes the inputs used in the valuation methodologies in measuring fair value:
Level 1 – Quoted prices in active markets for identical assets or liabilities.
Level 2 – Inputs other than Level 1 that are observable, either directly or indirectly, such as quoted prices in markets that are not active; or other inputs that are
observable or can be corroborated by observable market data for substantially the full term of the assets or liabilities.
Level 3 – Unobservable inputs that are supported by little or no market activity and that are significant to the fair value of the assets or liabilities.
The Company recognizes transfers among Level 1, Level 2 and Level 3 classifications as of the actual date of the events or change in circumstances that caused the
transfers.
82
The Comp any’s financial instruments, including cash equivalents, accounts receivable, accounts payable and accrued liabilities have carrying amounts which
approximate fair value due to the short-term maturity of these instruments.
Segment Reporting —
The chief operating decision maker for the Company is the Chief Executive Officer. The Chief Executive Officer reviews financial
information presented on a consolidated basis for purposes of allocating resources and evaluating financial performance. Accordingly, management has determined
that the Company operates in one reportable segment.
The Company markets its products and services in the United States and in foreign countries through its direct sales force and indirect distribution channels.
Substantially all of the Company’s revenue, based on the customer’s billing address, was derived from customers in the United States for the years ended
January 31, 2016, 2015 and 2014.
All of the Company’s long-lived assets were attributable to operations in the United States as of January 31, 2016 and 2015.
Comprehensive Income —The purpose of reporting comprehensive income is to report a measure of all changes in equity of an entity that result from recognized
transactions and other economic events of the period resulting from transactions from non-owner sources. During the year ended January 31, 2016 the Company’s
other comprehensive income includes unrealized gains, net of $17,000 from its available-for-sale securities that individually are not considered other-than-
temporarily impaired. In fiscal 2015 and 2014 the Company did not have any components of comprehensive income (loss), as such the net loss for both fiscal 2015
and 2014 reported equaled the comprehensive loss.
Net Loss per Share of Common Stock —Basic net loss per common share is calculated by dividing the net loss by the weighted-average number of common shares
outstanding during the period, without consideration for potentially dilutive securities. Diluted net loss per share is computed by dividing the net loss by the
weighted-average number of common shares and potentially dilutive securities outstanding for the period determined using the treasury-stock and if-converted
methods. Prior to the completion of the Company’s initial public offering, the Company applied the two-class method for calculating and presenting earnings per
share as Series Alpha, Series Alpha -1 and Series Beta convertible preferred stock was considered participating securities due to the rights of cumulative preferred
return. The Company’s participating securities did not have a contractual obligation to share in the Company’s losses. As such, the net loss was attributed entirely
to common stockholders. Because the Company has reported a net loss for all periods presented, diluted net loss per common share is the same as basic net loss per
common share for those periods.
Concentration of Credit Risk —Financial instruments that potentially subject the Company to a concentration of credit risk consist of cash and cash equivalents,
short-term investments and accounts receivables. Substantially all of the Company’s cash and cash equivalents and short-term investments are held by financial
institutions that management believes are of high-credit quality. Such investments and deposits may, at times, exceed federally insured-limits.
The Company performs credit evaluations of its channel partners’ financial condition and generally does not require collateral for sales made on credit. One
customer individually accounted for more than 10% of the Company’s accounts receivable balances at January 31, 2016 and three customers accounted for more
than 10% of the Company’s accounts receivable balance at January 31, 2015. The concentration of accounts receivable was as follows:
Customer A
Customer B
Customer C
*
represents less than 10% during the period
As of January 31,
2016
2015
13%
*
*
11%
23%
10%
Accounts Receivable and Allowance for Returns —The Company’s receivables are recorded when billed. The carrying value of the accounts receivable, net of the
allowance for returns represents their estimated net realizable value. The Company determines allowances for returns based on its historical experience. As of
January 31, 2016 and January 31, 2015 the Company had allowances recorded on the consolidated balance sheets of $0 and $0.2 million, respectively.
Inventories —Inventories, which consist of raw materials and finished goods, are stated at the lower of cost to purchase or the market value of such inventory, and
include the cost to purchase manufactured products, allocated labor and overhead. Inventory is valued using the first-in, first-out method for all inventories. The
Company writes down the inventory value for estimated excess and obsolete inventory based on management’s assessment of future demand and market
conditions, and establishes a new cost basis for the inventory.
83
Deferred Inventory Costs —Deferred inventory cost represents the inventory that has been shipped to a channel partn er for which the retailer or distributor has a
right of return. The cost of the product sold is recognized contemporaneously with the recognition of revenue, when the end customer has purchased the on-premise
appliance or end-point device.
Website Development Costs —The Company capitalizes certain costs to develop its websites when preliminary development efforts are successfully completed,
management has authorized and committed project funding, and it is probable that the project will be completed and the software will be used as intended. Such
costs are amortized on a straight-line basis over the estimated useful life of the related assets, which approximates two years. Costs related to preliminary project
activities and post-implementation activities are expensed as incurred. The Company capitalized approximately $0.5 million for each of the years ended January 31,
2016 and 2015, respectively.
Property and Equipment —Property and equipment are stated at cost, less accumulated depreciation. Depreciation is computed over the estimated useful lives of
the assets, using the straight-line method, generally three to five years. Leasehold improvements are amortized over the shorter of the lease term or estimated useful
lives of the respective assets. Repairs and maintenance costs that do not extend the life or improve the asset are expensed as incurred.
Goodwill and Intangible Assets —The Company records the excess of the acquisition purchase price over the fair value of the tangible and identifiable intangible
assets acquired as goodwill. Goodwill of $1.1 million was recognized following the acquisition of Talkatone in fiscal 2015. The Company performs an impairment
test of its goodwill in the fourth quarter of its fiscal year, or more frequently if indicators of potential impairment arise. The Company has a single reporting unit
and consequently evaluates goodwill for impairment based on an evaluation of the fair value of the Company as a whole. No impairment has been recognized
related to the goodwill balance as of January 31, 2016. The Company records purchased intangible assets at their respective estimated fair values at the date of
acquisition. Purchased intangible assets are being amortized using the straight-line method over their remaining estimated useful lives, which range from one to
seven years.
Impairment of Long-Lived Assets —Long-lived assets, such as property and equipment, capitalized website development costs, and intangible assets are reviewed
for impairment whenever events or changes in circumstances indicate that the carrying amount of an asset may not be recoverable. Recoverability of assets to be
held and used is measured by a comparison of the carrying amount of an asset to estimated undiscounted future cash flows expected to be generated by the asset. If
the carrying amount of an asset exceeds its estimated future cash flows, an impairment charge is recognized by the amount by which the carrying amount of the
asset exceeds the fair value of the asset. The Company did not record any impairment charges in any of the periods presented.
Convertible Preferred Stock —The Company recorded convertible preferred stock at fair value on the dates of issuance, net of issuance costs. The convertible
preferred stock was recorded outside of stockholders’ equity (deficit) because the shares contained liquidation features that were not solely within the Company’s
control. The Company had elected not to adjust the carrying values of the convertible preferred stock to the liquidation preferences of such shares because it was
uncertain whether or when an event would occur that would obligate the Company to pay the liquidation preferences to holders of shares of convertible preferred
stock. On the completion of the IPO all shares of the convertible preferred stock were converted to shares of common stock.
Convertible Preferred Stock Warrant Liability —The Company has recorded freestanding warrants to purchase convertible preferred stock as derivative financial
liabilities as the terms of the warrants are not fixed due to potential adjustments in the exercise price and the number of shares issuable under the warrants. Some of
the warrants issued in connecting with debt financing provided for adjustment of the exercise price and the number of shares upon an equity financing at a lower
price and also provided for a contingent cash settlement, both of which preclude equity classification of the warrants.
The convertible preferred stock warrants were initially recorded at fair value when issued, with gains and losses arising from changes in fair value recognized in
other expense in the consolidated statements of operations at each period end while such instruments were outstanding and classified as liabilities. The fair value of
the convertible preferred stock warrants issued in connection with debt agreements was recorded as a debt discount that was amortized as non-cash interest expense
in the consolidated statement of operations over the expected repayment period of the debt agreement. The Company adjusted the liability for changes in fair value
until the completion of the IPO in July 2015. Upon conversion of the underlying preferred stock to common stock, the related warrant liability was remeasured to
fair value and the remaining liability was reclassified to additional paid-in capital. The warrant that was subject to contingent cash settlement was settled and the
warrant holder was paid $0.6 million.
Shipping and Handling Costs —Shipping and handling costs are expensed as incurred and are included in cost of product and other revenue.
84
Research and Development —Research and development costs, including new product development, are charged to operating expenses as incurred in the
consolidated statements of operations. Such costs included personnel-related costs, including s tock-based compensation, supplies, services, depreciation, and
allocated facilities costs.
Deferred Offering Costs
Deferred offering costs, consisting of legal, accounting and filing fees related to the initial public offering, were capitalized as other assets and offset against initial
public offering proceeds upon the completion of the offering. As of January 31, 2015 the Company had capitalized $0.5 million, respectively, of deferred offering
costs in other assets on the consolidated balance sheets.
Advertising —The Company expenses all advertising costs as incurred, except for the cost of producing television advertising, which is expensed on the first date
of airing. Advertising costs included in sales and marketing expenses were $13.9 million, $14.8 million and $8.9 million for the years ended January 31, 2016, 2015
and 2014, respectively.
Advertising costs incurred by channel partners are recorded as reduction of revenue or expense as incurred. These costs totaled $0.5 million, $0.8 million and
$0.6 million for the years ended January 31, 2016, 2015 and 2014, respectively.
Stock-Based Compensation —Stock-based compensation expense is recognized under ASC 718, Compensation—Stock
Compensation
. ASC 718 requires
companies to recognize the cost of employee services received in exchange for awards of equity instruments based upon the fair value of those awards on the grant
date.
The Company’s stock-based awards include stock options, restricted stock units (RSU) and purchase rights under the employee stock purchase plan (ESPP). Stock-
based compensation expense for all stock-based awards granted to employees is measured at the grant date based on the fair value of the equity award and is
recognized as expense, less expected forfeitures, over the requisite service period, which is generally the vesting period. The forfeiture rate is based on an analysis
of actual historic forfeitures. The fair value of options granted is estimated on the date of grant using the Black-Scholes option-pricing model. The fair value of each
RSU granted is determined using the fair value of the Company’s common stock on the date of grant. The fair value of each stock purchase right under the
Company's ESPP is calculated based on the closing price of the Company's stock on the date of grant and the value of a call and put option estimated using the
Black-Scholes pricing model. The Black-Scholes pricing model requires assumptions including the market value of the Company's common stock, expected term of
the award, expected volatility of the price of the Company's common stock, risk-free interest rates, and expected dividend yield.
Stock-based compensation expense for options granted to non-employees is calculated using the Black-Scholes option-pricing model and is recognized in the
consolidated statements of operations over the service period. Compensation expense for non-employees stock options subject to vesting is remeasured as of each
reporting date until the stock options are vested, and any change in value, if any, is recognized in the consolidated statement of operations during the period the
related services are performed.
The Company recognizes stock-based compensation expense on the straight-line method for its equity awards. Determining the fair value of stock-based awards at
the grant date requires judgment, including estimating the expected volatility, expected term, risk-free interest rate, and expected dividends.
Income Taxes —The Company accounts for income taxes in accordance with ASC 740, Income
Taxes
, under which deferred tax liabilities and assets are
recognized for the expected future tax consequences of temporary differences between financial statement carrying amounts and the tax basis of assets and
liabilities and net operating loss and tax credit carryforwards. Valuation allowances are established when necessary to reduce deferred tax assets to the amount
expected to be realized.
A tax position is recognized when it is more likely than not that the tax position will be sustained upon examination, including resolution of any related appeals or
litigation processes. A tax position that meets the more likely than not recognition threshold is measured at the largest amount of benefit that is greater than 50%
likely of being realized upon ultimate settlement with a taxing authority.
85
Recent Accounting Pronouncements
In March 2016, the Financial Accounting Standard Board (“FASB”) issued accounting standards update (“ASU”) 2016-09, Improvements
to
Employee
Share-
Based
Payment
Accounting
. This ASU affects entities that issue share-based payment awards to their employees. The ASU is designed to simplify several aspects
of accounting for share-based payment award transactions which include – the income tax consequences, classification of awards as either equity or liabilities,
classification on the statement of cash flows and forfeiture rate calculations. ASU 2016-09 will become effective for the Company in the first quarter of fiscal 2018.
Early adoption is permitted in any interim or annual period. The Company is currently evaluating the impact of this guidance on its consolidated financial
statements.
In February 2016, the FASB issued ASU 2016-02, Leases
. This ASU requires assets and liabilities arising from leases, including operating leases, to be
recognized on the balance sheet. ASU 2016-02 will become effective for the Company in the first quarter of fiscal 2020, and requires adoption using a modified
retrospective approach. The Company is currently evaluating the impact of this guidance on its consolidated financial statements.
In November 2015, the FASB issued ASU 2015-17, Balance
Sheet
Classification
of
Deferred
Taxes
, which simplifies the presentation of deferred income taxes.
The ASU requires that deferred tax assets and liabilities be classified as non-current in a statement of financial position, thereby simplifying the current guidance
that requires an entity to separate deferred assets and liabilities into current and noncurrent amounts. The Company early adopted ASU 2015-17 as of January 31,
2016 on a prospective basis. The statement of financial position as of January 31, 2016 reflects the classification of deferred tax assets and liabilities as noncurrent.
No prior periods were retrospectively adjusted because such an adjustment was not material and does not affect comparability.
In July 2015, the FASB issued ASU No. 2015-11 (ASC 330) ,
Simplifying
the
Measurement
of
Inventory
. Update No. 2015-11 requires companies to measure
inventory using the lower of cost and net realizable value. It is effective for annual reporting periods beginning after December 15, 2016 and interim periods within
those fiscal years. The Company is currently evaluating the impact, if any, of this guidance on its consolidated financial statements.
In August 2014, the FASB issued ASU No. 2014-15 (ASC 205) ,
Disclosure
of
Uncertainties
About
an
Entity’s
Ability
to
Continue
as
a
Going
Concern
. The new
standard provides guidance around management’s responsibility to evaluate whether there is substantial doubt about an entity’s ability to continue as a going
concern and to provide related footnote disclosures. The new standard is effective for fiscal years, and interim periods within those fiscal years, beginning after
December 15, 2016. Early adoption is permitted. The adoption of this standard is not expected to have a material impact on its consolidated financial statements.
In May 2014, the FASB issued ASU No. 2014-09, Revenue
from
Contracts
with
Customers
(Topic 606), which affects any entity that either enters into contracts
with customers to transfer goods and services or enters into contracts for the transfer of nonfinancial assets. ASU 2014-09 will replace most existing revenue
recognition guidance in GAAP when it becomes effective. The standard’s core principle is that a company will recognize revenue when it transfers promised goods
or services to customers in an amount that reflects the consideration to which the company expects to be entitled in exchange for those goods or services. In doing
so, companies will need to use more judgment and make more estimates than under the currently effective guidance. These may include identifying performance
obligations in the contract, estimating the amount of variable consideration to include in the transaction price and allocating the transaction price to each separate
performance obligation. In July 2015, the FASB approved a one-year deferral of the effective date of the standard with the issuance of by ASU 2015-14, Revenue
from
Contracts
with
Customers
(ASC
606)
Deferral
of
Effective
Date
. As a result, ASU 2014-09 will become effective for the Company in the first quarter of
fiscal 2019 and can be adopted either retrospectively to each prior reporting period presented or as a cumulative effect adjustment as of the date of adoption. Early
adoption is permitted but not before the original effective date of annual periods beginning after December 15, 2016. The Company is currently evaluating the
impact of this guidance on its consolidated financial statements.
86
3. FAIR VALUE M EASUREMENT
The Company’s financial assets and liabilities that are measured at fair value on a recurring basis by level within the fair value hierarchy are as follows (in
thousands):
Assets:
Cash and cash equivalents:
Money market funds
Commercial paper
Total cash equivalents
Cash
Total Cash and cash equivalents
Short-term investments:
Corporate debt securities
Commercial paper
U.S. agency securities
U.S. government securities
Total short-term investments
Liabilities:
Acquisition-related contingent consideration
Total liabilities
Assets:
Cash and cash equivalents:
Money market funds
Total cash equivalents
Cash
Total Cash and cash equivalents
Liabilities:
Acquisition-related contingent consideration
Convertible preferred stock warrant liability
Total liabilities
Level 1
Level 2
Level 3
Total
As of January 31, 2016
3,462 $
—
3,462 $
— $
3,499
3,499 $
— $
—
—
7,494
7,494 $
7,845 $
4,986
7,666
—
20,497 $
— $
—
— $
$
— $
—
—
—
— $
3,462
3,499
6,961
20,452
27,413
7,845
4,986
7,666
7,494
27,991
— $
— $
— $
— $
288 $
288 $
288
288
Level 1
Balance as of January 31, 2015
Level 3
Level 2
Total
9,018 $
9,018 $
— $
— $
— $
— $
$
— $
—
— $
— $
—
— $
1,695 $
1,217
2,912 $
9,018
9,018
115
9,133
1,695
1,217
2,912
$
$
$
$
$
$
$
$
$
$
There were no transfers into or out of the Level 3 category during the years ended January 31, 2016 and 2015.
Preferred
Stock
Warrant
Liabilities
—The estimated fair values of outstanding preferred stock warrant liabilities were measured using Monte-Carlo simulation and
Black-Scholes valuation models. These valuation models involved using such inputs as the estimated fair value of the underlying stock at the measurement date,
risk-free interest rates, expected dividends on stock and expected volatility of the price of the underlying stock. Due to the nature of these inputs, the valuation of
the warrants was considered a Level 3 measurement.
87
Acquisition-related
Contingent
Consideration
—The Company estimated the fair value of the acquisition-related contingent consideratio n using a probability-
weighted discounted cash flow model. Key assumptions include the level and timing of expected future revenue and expenses of the acquired business, and
discount rates consistent with the level of risk and economy in general. If the in come projections increase or decrease, the fair value of the contingent consideration
would increase or decrease accordingly, in amounts that will vary based on the timing of the projected income; and the discount rate used to calculate the present
value o f the expected income. This fair value measure was based on significant inputs not observed in the market and thus represented a Level 3 instrument. The
change in fair value of acquisition-related contingent consideration is included in general and adminis trative expenses in the consolidated statements of income,
and the contingent consideration is included in accrued liabilities on the consolidated balance sheets. The Company remeasured the contingent consideration for
fiscal 2016 and recorded a $0.3 milli on reduction in the previously recorded expense.
As of January 31, 2016, the Level 3 liabilities consisted of acquisition-related contingent consideration. As of January 31, 2015, the Level 3 liabilities consists of
the Company’s convertible preferred stock warrant liability and acquisition-related contingent consideration.
Balance at January 31, 2015
Payout of consideration
Issuance of shares
Changes in fair value
Payment of preferred warrant liability upon IPO
De-recognition of preferred warrant liability to additional paid-in capital
Balance at January 31, 2016
Convertible
Preferred
Stock Warrant
Liability
Acquisition-Related
Contingent
Consideration
$
$
1,217 $
—
—
442
(584)
(1,075)
— $
1,695
(675)
(451)
(281)
—
—
288
Level 3 instruments consisted of the Company’s preferred stock warrant liability. Prior to the Company’s IPO, outstanding warrants to purchase shares of the
Company’s convertible preferred stock were classified as other liabilities. At every reporting date the warrants were remeasured and the change in the fair value
was recorded as a component of other (expense) income, in the consolidated statement of operations and liabilities on the consolidated balance sheet.
Upon the closing of the Company’s IPO, a warrant to purchase 70,287 shares of Series Alpha convertible preferred stock was remeasured at the initial offering
price of $13.00 per share less the exercise price of $4.70 per share. The total warrant liability of $0.6 million related to this warrant was cash settled. The aggregate
fair value of the other warrants was de-recognized and reclassified from liabilities to additional paid-in capital, a component of stockholders’ equity (deficit), and
the Company ceased recording any further changes.
The carrying value of the Company’s accounts receivable, inventory and other current assets and current liabilities approximates fair value due to short maturities.
4. SHORT-TERM INVESTMENTS
Short-term investments consisted of the following (in thousands):
Corporate debt securities
Commercial paper
U.S. agency securities
U.S. government securities
Total short-term investments
Amortized Cost
$
As of January 31, 2016
Unrealized Losses
Unrealized Gains
Fair Value
(6) $
(6) $
— $
1
5
17
23 $
7,845
4,986
7,666
7,494
27,991
7,851 $
4,985
7,661
7,477
27,974 $
$
The Company did not have any gross realized gains and gross realized losses for the years ended January 31, 2016, 2015 and 2014.
88
The cost basis and fair value of the short-term investments by contractual maturity consist of the following (in thousands):
One year or less
Over one year and less than two years
Total
Prior to fiscal 2016 the company held all its cash in cash and money market funds.
Investments in an unrealized loss position consisted of the following (in thousands):
As of January 31, 2016
Amortized Value
Fair Value
$
$
19,143 $
8,831
27,974 $
19,145
8,846
27,991
Corporate debt securities
As of January 31, 2016
Fair Value
Unrealized Losses
$
7,845 $
(6)
The Company reviews the individual securities in its portfolio to determine whether a decline in a security’s fair value below the amortized cost basis is other-than-
temporary. The Company determined that as of January 31, 2016 and 2015 there were no investments in its portfolio that were other-than-temporarily impaired.
The Company does not intend to sell any of these investments, and it is not more likely than not that the Company would be required to sell these investments
before recovery of their amortized cost basis, which may be at maturity.
5. GOODWILL AND INTANGIBLE ASSETS
The Company recognized $1.5 million in intangibles and $1.1 million in goodwill following the acquisition of Talkatone, Inc. in fiscal 2015. There was no change
to goodwill subsequent to the acquisition.
The carrying values of intangible assets other than goodwill are as follows (in thousands):
As of January 31, 2016
As of January 31, 2015
Developed technology
User relationships
Trade name
Non-compete agreement
Patents and licenses
Total
Estimated
Life
(in years)
5
3.5
5
2
3.8-7
$
Gross
Value
815
458
103
118
714
$
Accumulated
Amortization
(285)
$
(229)
(36)
(104)
(669)
Net
Carrying
Amount
Gross
Value
$
530
229
67
14
45
815
458
103
118
714
$
2,208 $
(1,323) $
885 $
2,208 $
Accumulated
Amortization
(123)
$
$
(98)
(16)
(44)
(649)
(930) $
At January 31, 2016 the estimated amortization expense related to the intangible assets is as follows (in thousands):
Years Ending January 31,
2017
2018
2019
2020
2021 and thereafter
Total
$
$
89
Net
Carrying
Amount
692
360
87
74
65
1,278
349
291
190
52
3
885
6. BALANCE SHEET COMPONENTS
Inventories consist of the following (in thousands):
Finished goods
Raw material
Total inventory
Deferred revenue, consists of the following (in thousands):
Deferred revenue:
Subscription and services
Product and other
Total deferred revenue
Less: current portion of deferred revenue
Deferred revenue, noncurrent portion included in other
long-term liabilities
Property and equipment, net consists of the following (in thousands):
Software and computer equipment
Website development costs
Machinery and equipment
Office furniture and fixtures
Leasehold improvements
Total property and equipment
Less: accumulated depreciation and amortization
Property and equipment, net
$
$
$
As of January 31,
2016
2015
4,633 $
378
5,011 $
5,719
2,362
8,081
As of January 31,
2016
2015
11,954 $
3,118
15,072
15,036
$
36 $
Estimated
Life
(in years)
3-4
2
3
5
shorter of estimated life of asset
or remaining lease term
As of January 31,
2016
2015
$
$
$
$
6,615
1,675
1,207
57
372
9,926 $
(5,635)
4,291 $
9,860
4,523
14,383
14,348
35
4,963
1,216
644
52
251
7,126
(4,233)
2,893
Depreciation and amortization of property and equipment totaled $1.4 million, $0.9 million and $0.8 million for the years ended January 31, 2016, 2015 and 2014,
respectively.
Computer equipment under a capital lease agreement at January 31, 2016 and January 31, 2015 was $1.5 million and $1.5 million, respectively, and the related
accumulated depreciation was $0.5 million and $0.2 million, respectively.
Accrued expenses consist of the following (in thousands):
Accrued regulatory fees and taxes
Accrued payroll and related expenses
Acquisition-related contingent consideration-current portion
Other accrued expenses
Total accrued expenses
As of January 31,
2016
2015
5,216 $
3,559
288
3,947
13,010 $
4,762
2,022
1,027
2,502
10,313
$
$
90
7 . DEBT
In April 2012, (amended in October 2012), the Company entered into a secured debt agreement (“Term Debt”) in the amount of $4.0 million. The debt had a
maturity date in September 2015 and a fixed interest rate of 5.75%. The Company made monthly interest-only payments through September 2012, and monthly
payments of principal and interest thereafter. In July 2015, the Company paid off the remaining balance of $0.3 million using a portion of the IPO proceeds.
In December 2012, the Company entered into an amended secured debt agreement, adding a revolving line of credit in the amount of $6.0 million (“the Revolver”).
The interest rate on the Revolver is 2.75% above the prime rate (3.5% at January 31, 2016). The Revolver includes a financial covenant that the Company is
required to have a certain number of subscribers each quarter. The Revolver was originally due to mature in December 2014. In July 2014, the Company entered
into an amended agreement to extend the maturity date until July 2016. In October 2014, the Company borrowed $5.0 million under the Revolver. The outstanding
debt of $5.0 million was repaid in July 2015 using a portion of the IPO proceeds.
In January 2015, the Company entered into an amended line of credit under a loan and security agreement with its current lender which increased the amount
available under the Revolver to $12.0 million and added a new line of credit of up to $10.0 million. The Company’s credit agreements with its lender contain
customary negative covenants that limit the ability to, among other things, incur additional indebtedness, grant liens, make investments, repurchase stock, pay
dividends, transfer assets and merge or consolidate. In January 2015, the Company drew down $5.0 million of this new line of credit. The interest rate on advances
under the line of credit is 11%, and interest is payable monthly. The original maturity date of the line of credit was January 2018. The Company repaid this
outstanding debt of $5.0 million in July 2015 using a portion of the IPO proceeds. In connection with the agreement, the Company issued warrants to purchase
76,630 shares of the Company’s common stock with an exercise price of $6.04 per share that are exercisable until January 2025. As of January 31, 2016, these
warrants remained outstanding.
The Company has certain non-financial covenants in connection with the borrowings. As of January 31, 2016 the Company was in compliance with all the
covenants under the Revolver agreement.
As of January 31, 2016 the amount available under the Revolver agreement was $12.0 million.
Total interest expense recognized was $0.9 million, $0.3 million and $0.3 million in each year ended January 31, 2016, 2015 and 2014, respectively. Total
amortization of debt issuance costs recognized was $0.1 million for each of the fiscal years ended January 31, 2016, 2015 and 2014, respectively.
Total interest expense during fiscal year ended January 31, 2016 included $0.3 million related to the write-off of non-cash deferred issuance costs due to the
repayment of all of the outstanding debt in July 2015.
As of January 31, 2016, $0.6 million of the outstanding debt on the consolidated balance sheet related to equipment acquired under capital lease.
The aggregate debt outstanding at each balance sheet date was as follows (in thousands):
Debt as of January 31, 2016
Less: unamortized discounts and issuance costs
Net carrying value of debt
Less: short-term debt and capital lease obligations
Long-term debt and capital lease obligations
Debt as of January 31, 2015
Less: unamortized discounts and issuance costs
Net carrying value of debt
Less: short-term debt and capital lease obligations
Long-term debt and capital lease obligations
Term
Debt
Capital
Lease
Obligations
Total
$
$
$
$
— $
—
—
—
— $
11,058 $
(396)
10,662
896
9,766 $
632 $
—
632
632
— $
1,298 $
—
1,298
666
632 $
632
—
632
632
—
12,356
(396)
11,960
1,562
10,398
The outstanding future principal payments for capital leases as of January 31, 2016 are payable within the next 12 months.
91
8 . CONVERTIBLE PREFERRED STOCK WARRANT LIABILITY
At each balance sheet date, the Company had the following warrants to purchase convertible preferred stock outstanding:
December 2010 warrant
April 2012, December 2012 and October 2014 warrants
May and June 2009 warrants
Total
Warrants
outstanding
as of
January
31, 2015
Fair value
of Warrants
Liabilities as of
January 31, 2015
(in thousands)
Warrants
outstanding
as of
January
31, 2016
Fair value
of Warrants
Liabilities as of
January 31, 2016
(in thousands)
70,287 $
66,026
55,696
192,009 $
474
374
369
1,217
— $
—
—
— $
—
—
—
—
In December 2010, the Company issued a warrant to purchase 70,287 shares of Series Alpha convertible preferred stock at an exercise price of $4.70 per share. On
completion of the IPO, the Company remeasured the warrant at the IPO price of $13.00 per share, after deducting the exercise price the fair value of the warrant
was determined to be $0.6 million. The warrant was cash settled and the Company paid $0.6 million to the warrant holder upon the IPO.
The warrant was initially measured at its fair value and recorded as a derivative liability. On each reporting date the change in fair value of the warrant was
determined based on a Monte-Carlo valuation model or IPO pricing on payout. The Company recorded a remeasurement loss of $0.1 million and $0.3 million
during fiscal year ended January 31, 2016 and 2015, respectively.
In April 2012, December 2012 and October 2014, the Company issued warrants to purchase an aggregate of 66,026 shares of Series Alpha convertible preferred
stock with an exercise price of $4.70 per share in connection with a debt agreement with a lender. The warrants had expiration dates ranging from April 2022 to
December 2022. The Company recorded the warrants as a derivative liability and a debt discount on issuance date. The warrants were initially measured at fair
value and remeasured at every reporting period date using Monte-Carlo valuation model. The Company recorded a remeasurement loss of $0.3 million and $0.2
million during fiscal year ended January 31, 2016 and 2015, respectively. Upon completion of the IPO in July 2015, the total aggregate liability of $0.7 million
related to these warrants was derecognized and reclassified to additional paid in capital which then automatically converted into warrants to purchase shares of
common stock on a 1:1 basis. During the fourth quarter of fiscal 2016, the lender net exercised 66,026 warrants at an exercise price of $4.70 per share to 21,421
shares of common stock.
In June 2009, the Company issued warrants to purchase 34,397 shares of Series Alpha convertible preferred stock and in May 2009, the Company issued warrants
to purchase 21,299 shares of convertible preferred stock. The Company recorded the warrants to purchase shares of convertible preferred stock as derivative
liabilities. These warrants were initially measured at fair value and remeasured at every reporting period date using a Black Scholes valuation model and the change
in the fair value was recorded in other expense in the consolidated statement of operations. The Company recorded a remeasurement loss of $0.1 million and $0.3
million during fiscal year ended January 31, 2016 and 2015, respectively.
Upon completion of the IPO on July 22, 2015, of the warrants to purchase 34,397 shares of Series Alpha convertible preferred stock issued in June 2009, warrants
to purchase 2,769 shares of Series Alpha convertible preferred were cash exercised at an exercise price of $4.70 per share to 2,769 shares of common stock;
warrants to purchase 21,529 shares of Series Alpha convertible preferred stock were net exercised using the IPO price of $13.00 per share net of the exercise price
of $4.70 per share to 13,752 shares of common stock; and warrants to purchase 10,099 shares were terminated due to failure to exercise on or before the IPO per the
terms of the warrant agreement. The Company recognized a gain of $0.1 million on the termination of 10,099 warrants. The IPO also triggered the 21,299 warrants
issued in May 2009, to convert to common warrants to purchase 21,299 shares of common stock. The total aggregate liability of $0.4 million related to these
warrants was derecognized and reclassified to additional paid in capital.
The following assumptions were used to calculate the fair value of the warrants:
Assumptions:
Expected volatility
Expected term (in years)
Risk-free interest rate
Dividend yield
For the period ended
July 22, 2015
For the year ended January 31,
2014
2015
66%-70%
0-1.1
0%-0.3%
—%
70%
1.3-1.4
0.3%
—%
70%
0.1-2.4
0.3%-0.5%
—%
92
9. COMMON STOCK AND PREFERRED STOCK
Reverse Stock Split
On July 6, 2015, the Company effected a one-for-two reverse stock split of its outstanding common stock, convertible preferred stock, stock options, warrants to
purchase preferred stock and warrants to purchase common stock as approved by its Board. All information in this Annual Report on Form 10-K relating to the
number of shares, price per share and per share amounts have been adjusted to give effect to the one-for-two reverse stock split.
Convertible Preferred Stock
Upon the closing of the IPO on July 22, 2015, all of the Company's outstanding Series Alpha and Series Alpha-1 convertible preferred stock converted
into 8,353,748 shares of common stock on a 1:1 basis and 241,469 shares of Series Beta preferred stock converted into 525,109 shares of common stock.
Prior to the closing of the Company's IPO on July 22, 2015 and as of January 31, 2015, the Company had the following convertible preferred stock outstanding:
As of July 22, 2015
As of January 31, 2015
Shares
authorized
Shares issued and
outstanding
Aggregate
liquidation
preference
Carrying
value
Shares
authorized
Shares issued and
outstanding
(in thousands)
Aggregate
liquidation
preference
Carrying
value
(in thousands)
8,060,629
7,868,605 $
36,943 $
30,632
8,125,000
7,868,605 $
36,943 $
30,632
485,146
485,143
19,490
3,005
583,333
485,143
19,490
3,005
471,635
241,469
5,120
5,000
—
—
—
—
9,017,410
8,595,217 $
61,553 $
38,637
8,708,333
8,353,748 $
56,433 $
33,637
Convertible preferred
series Alpha
Convertible preferred
series Alpha-1
Convertible preferred
series Beta
Total convertible
preferred stock
The holders of Series Alpha, Series Alpha-1, and Series Beta preferred stock collectively, the preferred stock had the following rights and preferences:
Dividends
—The holders of preferred stock were entitled to receive dividends, out of assets legally available therefor, prior and in preference to any declaration or
payment of any other dividends, at the rates of $0.3756, $3.214 and $1.6962 per share (adjusted to reflect stock splits, stock dividends, reclassifications, and the
like) per annum on each outstanding share of Series Alpha, Series Alpha-1, and Series Beta preferred stock, respectively, when, as and if, declared by the board of
directors. Such dividends were not cumulative and no dividends had been declared to date.
Liquidation
Preference
—In a liquidation, dissolution, or winding-up of the Company, either voluntary or involuntary, the holders of Series Alpha and Series Beta
preferred stock were entitled to receive, prior and in preference to any distribution to the holders of Series Alpha-1 preferred stock or common stock, an amount
equal to $4.70 per share and $21.2028 per share, respectively, adjusted to reflect stock splits, etc., plus any declared or accrued but unpaid dividends. If the assets
and funds were insufficient to permit the full payment to the holders of the Series Alpha and Series Beta preferred stock, then the entire assets and funds legally
available for distribution would have been distributed ratably among the holders of the Series Alpha and Series Beta preferred stock. Holders of the Series Alpha-1
preferred stock would have been entitled to receive, prior and in preference to a distribution to the holders of common stock, an amount equal to $40.1740 per
share, as adjusted for stock splits, etc., plus any declared or accrued but unpaid dividends. If the assets and funds were insufficient to permit the full payment to the
holders of Series Alpha-1 preferred stock, then the entire assets and funds legally available for distribution would have been distributed ratably among the holders
of the Series Alpha-1 preferred stock. Upon completion of the required distributions to the holders of preferred stock, the holders of the common stock would have
received all of the remaining assets of the Company.
A sale or licensing of substantially all of the Company’s property or a merger or consolidation with another corporation was a deemed liquidation of the Company,
unless determined otherwise by the holders of a majority of the preferred stock voting together as a single class assuming the conversion of all preferred stock into
common stock.
93
Conversion
—Each share of preferred stock (except the Series Beta) was convertible, at the option of th e holder, into one share of common stock, subject to
adjustment for stock splits, stock dividends, and recapitalizations. Conversion of each share of preferred stock was automatic upon the earlier of (i) a firm
commitment underwritten public offering that valued the Company at not less than $100 million and that resulted in proceeds to the Company of not less than $50
million or (ii) a date that was specified by a vote of the holders of a majority of the preferred stock. In the event the Company completed a liquidation transaction or
qualified initial public offering in which the conversion price for the Series Beta preferred stock was greater than 75% of the consideration per share or offering
price, the conversion price had to automatically adjust to 75% o f the consideration per share or offering price.
Voting
Rights
—Except as expressly provided in the Company’s certificate of incorporation, as amended or as provided by law, holders of preferred stock had the
same voting rights as holders of common stock, and were entitled to the number of votes equal to the number of shares of common stock into which shares of
preferred stock could be converted. For the election of members of the board of directors, the holders of the Series Alpha preferred stock, voting as a separate class,
were entitled to elect three directors; the holders of the common stock, voting as a separate class, were entitled to elect one director; and the holders of the preferred
stock and the common stock, voting together as a single class on an as-converted basis, were entitled to elect all remaining directors.
In addition, the holders of a majority of the preferred stock, voting together as a single class, would approve certain actions, including liquidation; changing the
rights of the preferred stock; declaring or paying a dividend; redeeming or otherwise acquiring shares of preferred stock or common stock, other than pursuant to
certain rights of repurchase; issuing any debt if the aggregate indebtedness would exceed $100,000; changing the number of directors; amending the certificate of
incorporation or bylaws; increase or decrease (other than by conversion) the total number of common stock or preferred stock; or authorizing any equity security
with preference over or on parity with preferred stock.
Common Stock and Preferred Stock
On July 6, 2015, the Company filed an amended and restated certificate of incorporation to increase the amount of common stock authorized for issuance
to 100,000,000 shares with a par value of $0.0001 per share and 10,000,000 shares with a $0.0001 par value per share of preferred stock.
As of January 31, 2016 the Company had 16,916,250 shares of common stock outstanding which includes the 5,000,000 shares issued in the IPO. The Company did
not have any shares of preferred stock issued and outstanding as of January 31, 2016.
Common Stock Reserved for Future Issuance
The Company had shares of common stock reserved for issuance as follows:
Conversion of Series Alpha preferred stock
Conversion of Series Alpha-1 preferred stock
Total conversion of preferred stock
Warrants to purchase Series Alpha preferred stock
Warrants to purchase common stock
Options to purchase common stock outstanding
Options available for future grant under stock option plan
Shares reserved under Employee Stock Purchase Plan
Restricted stock units outstanding
Total shares reserved for issuance
94
Year ended January 31,
2016
2015
—
—
—
—
97,931
2,087,584
1,254,404
425,596
1,056,905
4,922,420
7,868,605
485,143
8,353,748
192,009
87,828
1,893,239
133,029
—
—
10,659,853
Early Exercise of Common Stock
During the years ended January 31, 2016 and 2015 the Company issued 0 and 131,810 shares, respectively, of common stock following the exercise of common
stock options prior to their vesting dates, or early exercises. The amounts received from all such early exercises is recorded in accrued expenses on the consolidated
balance sheets and reclassified to stockholders’ equity (deficit) as the options vest. The unvested shares are subject to the Company’s repurchase right at the
original purchase price, which lapses over the vesting term of the original option grant. As of January 31, 2016 and 2015, there were 173,404 and 502,359 shares,
respectively, legally outstanding, but not included within common stock outstanding for accounting purposes as a result of the early exercise of common stock
options that were not yet vested. As of January 31, 2016 and 2015, the aggregate price of shares subject to repurchase recorded in accrued expenses totaled
$0.2 million and $0.3 million, respectively.
10. STOCKHOLDERS’ EQUITY (DEFICIT)
Equity Award Plans
2005 Stock Plan
The Board of Directors adopted, and the stockholders approved, the Company’s 2005 Stock Plan (the “2005 Plan”) , in April 2005. The 2005 Plan provides for the
grant of incentive stock options to its employees (and employees of its subsidiaries), and for the grant of non-statutory stock options and stock purchase rights to its
employees, directors and consultants (and employees and consultants of its subsidiaries). In May 2015, the board of directors increased the maximum number of
shares that can be issued under the 2005 Plan by 250,000 shares to 4,433,102. In June 2015, the 2005 Plan was amended and restated in the form of the 2015 Equity
Incentive Plan described below. The terms of the 2005 Plan as described in the Prospectus will continue to govern the terms and conditions of the outstanding
awards previously granted thereunder.
2015 Equity Incentive Plan
In June 2015, the Company amended and restated its 2005 Plan in the form of 2015 Equity Incentive Plan (the “2015 Plan”) which became effective immediately
upon the effectiveness of the Company’s IPO. T he 2015 Plan provides for the grant of incentive stock options to its employees and any of its subsidiary
corporations’ employees, and for the grant of non-statutory stock options, stock appreciation rights, restricted stock, restricted stock units, performance units and
performance shares to its employees, directors and consultants and its subsidiary corporations’ employees and consultants. The maximum aggregate number of
shares that may be issued under the 2015 Plan is 4,433,102 shares (which is the number of shares previously reserved for issuance under the 2005 Plan) plus
2,205,828 shares which is the number of shares equal to 10% of its outstanding shares of common stock measured at the time of completion of its IPO (as
determined on a fully diluted basis, including the shares reserved under its equity plans). In addition, the number of shares available for issuance under the 2015
Plan will be annually increased on the first day of each of its fiscal years beginning with fiscal 2017, by an amount equal to the lessor of (i) 5% of the outstanding
shares of its common stock as of the last day of its immediately preceding fiscal year; and (ii) such other amount as the Company’s board of directors may
determine.
As of January 31, 2016, the Company had 1,254,404 shares available for future issuance.
Employee Stock Purchase Plan
In conjunction with the completion of its IPO, the Company adopted the 2015 Employee Stock Purchase Plan (“ESPP”). The ESPP has 441,165 shares authorized
for future issuance. The number of authorized shares under the ESPP is subject to increase on an annual basis. The ESPP allows eligible employees to purchase
shares of common stock at a discount through payroll deductions of up to 15% of their eligible compensation subject to plan limitations. The ESPP provides for a
24-month offering period comprised of four purchase periods of approximately six months. Employees are able to purchase shares at 85% of the lower of the fair
market value of the Company’s common stock (i) at the date of commencement of the offering period or (ii) at the last day of the purchase period. The offering
periods are scheduled to start on the first trading day on or after March 15 and September 15 of each year, except for the first offering period, which commenced on
the first trading day upon the completion of the Company’s IPO, or July 17, 2015, and ends on September 15, 2017.
During the year ended January 31, 2016, there
was a purchase of 15,569 shares at a purchase price of $7.12 per share.
On September 15, 2015 the Company started a new offering period at a new offering price based on the closing price of the Company’s common stock on the same
date. The Company concluded that starting a new offering period prior to the completion of the existing offering period resulted in an accounting modification and
accordingly, calculated $0.4 million of incremental expense that will be recognized over the remaining term of the ESPP offering period. During the year ended
January 31, 2016 the Company recorded stock-based compensation expense of $0.4 million related to the ESPP.
95
Stock Options
Options to purchase shares of common stock may be granted to employees, directors, and consultants. These options vest from date of grant to up to five years and
expire 10 years from the date of grant. Options may be exercised anytime during their term in accordance with the vesting/exercise schedule specified in the
recipient’s stock option agreement and in accordance with the plan provisions. Shares issued upon exercise prior to vesting, are subject to a right of repurchase,
which lapses according to the original option vesting schedule.
Summary of the Company’s stock option activity is as follows:
Balance as of January 31, 2015
Options granted
Options exercised
Options canceled
Balance as of January 31, 2016
Vested and exercisable - January 31, 2016
Vested and expected to vest - January 31, 2016
Number of
Options
Outstanding
Weighted Average
Weighted Average
Exercise Price
Per Share
Contractual Term
(in Years)
Aggregate
Intrinsic Value
(in thousands)
1,893,239 $
427,948 $
(83,229) $
(150,374) $
2,087,584 $
706,322 $
2,005,813 $
3.85
12.55
0.79
6.16
5.59
1.90
5.50
8.4 $
10,109
7.9 $
5.7 $
7.8 $
4,843
3,682
4,779
The aggregate intrinsic value of vested options exercised during the years ended January 31, 2016, 2015 and 2014 was $0.8 million, $0.5 million and $0.1 million,
respectively.
The weighted-average grant date fair value of options granted during the years ended January 31, 2016, 2015 and 2014 was $6.92, $5.20 and $0.82 per share,
respectively.
Restricted Stock Units
Restricted Stock Units (RSUs) were granted to employees, non-employee board members and consultants. These RSUs vest ratably over a period of time which
ranges from one to four years, and are subject to the participant’s continuing service to the Company over that period. Until vested, RSUs do not have the voting
and dividend participation rights of common stock and the shares underlying the awards are not considered issued and outstanding.
A summary of the Company’s RSU activity and related information for year ended January 31, 2016 is as follows:
Balance as of January 31, 2015
RSUs granted
RSUs vested
RSUs canceled
Balance as of January 31, 2016
Number of
Shares
WeightedAverage
Grant-Date Fair
Value Per Share
WeightedAverage
Remaining Vesting
Period (Years)
Aggregate
Intrinsic
Value
(in thousands)
— $
1,157,105
—
(100,200)
1,056,905 $
—
9.62
—
9.74
9.60
—
$
—
1.43 $
7,176
No RSU’s were vested for the year ended January 31, 2016. The Company did not grant any RSUs prior to fiscal 2016.
96
Common Stock Warrants
A summary of the Company’s common stock warrants activity is as follows:
Balance as of January 31, 2015
Add: Conversion of Preferred Series Alpha warrants to common warrants on IPO
Less: Common warrants exercised to common stock
Less: Common warrants terminated
Balance as of January 31, 2016
Common Warrants
Outstanding
87,828
87,325
(30,573)
(46,649)
97,931
These warrants have exercise prices ranging from $4.70 to $6.04 per share and have expiration dates through January 2025.
11. STOCK-BASED COMPENSATION
The total stock-based compensation the Company recognized for stock-based awards in the consolidated statements of operations is as follows (in thousands):
Total cost of revenue
Sales and marketing
Research and development
General and administrative
Total stock-based compensation expense
The following table presents stock-based compensation expense by award-type (in thousands):
Stock options
Restricted stock units
Employee stock purchase plan
Total stock-based compensation expense
2016
Year ended January 31,
2015
2014
$
437
611
1,683
1,922
4,653 $
$
36
41
169
180
426 $
2016
Year ended January 31,
2015
2014
2,607 $
1,644
402
4,653 $
426 $
—
—
426 $
7
6
26
33
72
72
—
—
72
$
$
$
$
As of January 31, 2016, there was $5.8 million, $7.7 million and $1.2 million of unrecognized share-based compensation expense, net of estimated forfeitures,
related to non-vested stock option grants, unvested RSUs and ESPP, respectively, which will be recognized on a straight-line basis over the remaining weighted-
average vesting periods of approximately 2.5 years, 2.4 years and 0.9 years, respectively.
Total outstanding non-employee stock options were 70,199 and 67,884 at January 31, 2016 and 2015, respectively. The total outstanding non-employee RSUs were
70,500 and 0 at January 31, 2016 and 2015, respectively. The non-employee stock-based compensation expense for stock options and RSU’s was $0.2 million and
$0.1 million, respectively for the fiscal year ended January 31, 2016. The non-employee stock-based compensation expense for the stock options was not material
for fiscal year ended January 31, 2015.
Prior to the Company’s IPO, the fair value of the shares of common stock underlying stock options was historically established by the Company’s Board of
Directors, and was based in part upon a valuation provided by an independent third-party valuation firm. Subsequent to the completion of the IPO, the Company
uses the closing price of common stock as reported on the New York Stock Exchange on the grant date. The Company has consistently used peer company
volatilities for calculating the expected volatilities for employee stock options and the ESPP. The expected term of options granted to employees is based on the
simplified method as the Company does not have sufficient historical exercise data, and the expected term of the ESPP is based on the contractual term. The risk-
free interest rate for the expected term of the options and the ESPP is based on the U.S. Treasury yield curve in effect at the time of grant. The Company recognizes
its stock-based compensation related to options and RSUs using a straight-line method over the vesting term. The Company recognizes its stock-based
compensation related to ESPP using a straight-line method over the offering period.
97
For the years ended January 31, 2016, 2015 and 2014 the calculated fair value of employee stock options grants was estimated using the Black – Scholes model
with the followin g assumptions:
Stock Options:
Expected volatility
Expected term (in years)
Risk-free interest rate
Dividend yield
The grant date fair value of the ESPP was estimated using the following assumptions:
2016
54%-62%
5.3-6.1
1.6%-1.9%
—%
Year ended January 31,
2015
69%-81%
5.4-6.3
1.5%-2.0%
—%
2014
77% - 79%
5.1-6.3
0.8%-2.2%
—%
ESPP:
Expected volatility
Expected term (in years)
Risk-free interest rate
Dividend yield
The Company did not have a ESPP prior to fiscal 2016.
12. INCOME TAXES
For the year ended
January 31,
2016
35%-44%
0.5-2.2
0.1%-0.8%
—%
Income tax expense differed from the amount computed by applying the federal statutory income tax rate of 34% to pretax loss as a result of the following (in
thousands):
Federal tax at statutory rate
Change in valuation allowance
State taxes
Stock-based compensation
Research and development credit
Permanent tax adjustment
Other
Total
Year ended January 31,
2016
Rate
2015
Rate
2014
Rate
$
$
(4,787)
4,502
(261)
691
(273)
128
—
—
34% $
(32)%
2%
(5)%
2%
(1)%
—
—
$
(2,350)
2,132
(437)
92
(192)
23
230
(502)
34% $
(31)%
6%
(1)%
3%
—
(3)%
8% $
(680)
831
(156)
14
(131)
104
18
—
34%
(42)%
8%
(1)%
7%
(5)%
(1)%
—
Income tax expense differs from the amount computed by applying the statutory federal income tax rate primarily as the result of changes in the valuation
allowance.
98
The tax effects of temporary differences that give rise to significant portions of the Com pany’s deferred tax assets and liabilities related to the following (in
thousands):
Deferred tax assets:
Accruals and reserves
Stock-based compensation
Intangible assets amortization
Deferred revenue
Fixed assets depreciation
Net operating loss carry forwards
Tax credit carryover
Gross deferred tax assets
Valuation allowance
Net deferred tax assets
Deferred tax liabilities:
Acquired intangible assets
Fixed assets depreciation
Gross deferred tax liabilities
Total deferred tax assets
As of January 31,
2016
2015
2,297 $
1,334
110
13
—
24,869
1,558
30,181
(29,868)
313 $
(301) $
(12)
(313) $
— $
2,036
436
243
15
168
22,240
1,241
26,379
(25,785)
594
(594)
—
(594)
—
$
$
$
$
$
Income taxes are recorded using the asset and liability method. Deferred tax assets and liabilities are recognized for the future tax consequences attributable to
differences between the financial statement carrying amounts of existing assets and liabilities and their respective tax bases and operating loss and tax credit
carryforwards. Deferred tax assets and liabilities are measured using enacted tax rates expected to apply to taxable income (or loss) in the years in which those
temporary differences are expected to be recovered or settled. The effect on deferred tax assets and liabilities of a change in tax rates is recognized in income in the
period that includes the enactment date. A valuation allowance is provided for the amount of deferred tax assets that, based on available evidence, is not more likely
than not to be realized.
Management believes that, based on available evidence, both positive and negative, it is more likely than not that the deferred tax assets will not be utilized, such
that a full valuation allowance has been recorded. The valuation allowance for deferred tax assets was $29.9 million, $25.8 million and $23.7 million as of
January 31, 2016, 2015 and 2014, respectively. The net change in the total valuation allowance for the year ended January 31, 2016 was an increase of $4.1 million.
On January 31, 2016, the Company had approximately $64.2 million and $55.0 million of net operating loss (NOL) carryforwards available to offset future taxable
income for both federal and state purposes, respectively. Of these amounts $0.4 million and $0.4 million represent federal and state tax deductions from stock-based
compensation, which will be recorded as an adjustment to additional paid-in capital when they reduce tax payable. If not utilized, these available carryforward
losses will expire in various amounts for federal and state tax purposes beginning in 2030.
In addition, the Company had approximately $1.7 million and $1.3 million of federal and state research and development tax credits, respectively, available to
offset future taxes. If not utilized, the available federal credits will begin to expire in 2030. California state research and development tax credits can be carried
forward indefinitely.
Under Section 382 of the Internal Revenue Code of 1986, as amended, utilization of the NOL carryforwards and credits may be subject to substantial annual
limitation due to the ownership change limitations and similar state provisions. If there should be an additional ownership change, the annual limitation may result
in the expiration of NOLs and credits before utilization.
The Company completed a Section 382 analysis through January 31, 2016 and determined that an ownership change, as defined under Section 382 of the Internal
Revenue Code, occurred in prior years. Based on the analysis, the Company determined that it has undergone three ownership changes. The first and second
ownership changes occurred in April 2005 and the third change occurred in February 2009. NOLs presented account for any limited and potential lost attributes due
to such ownership changes and their respective expiration dates.
99
In fiscal 2015, the Company acquired Talkatone, Inc., or Talkatone, a privately held provider of telephony and texting services over Wifi Networks. The Company
recorded a tax benefit of $0.5 million arising from the release of deferred tax valuation allowances subsequent to the acquisition of Talkatone. The release of the
valuation allowances was triggered by the recognition of $0.5 million of long term net deferred tax liabilities that were primarily related to the acquired intangible
assets and R&D credits recorded upon the acquisition of Talkatone.
The Company had unrecognized tax benefits (“UTBs”) of approximately $1.2 million as of January 31, 2016. All of the deferred tax assets associated with these
UTBs are fully offset by a valuation allowance. The following table summarizes the activity related to UTBs (in thousands):
Balance at January 31, 2014
Increase related to prior year positions
Increase related to current year tax positions
Balance at January 31, 2015
(Decrease) related to prior year positions
Increase related to current year tax positions
Balance at January 31, 2016
$
$
743
59
227
1,029
(16)
204
1,217
All of these UTBs, if recognized, would not affect the effective tax rate before consideration of the valuation allowance.
The Company’s policy is to classify interest and penalties associated with unrecognized tax benefits as income tax expense. The Company had no interest or
penalty accruals associated with uncertain tax benefits in its balance sheets and statements of operations for both fiscal years 2016 and 2015.
The Company does not have any tax positions for which it is reasonably possible the total amount of gross unrecognized benefits will increase or decrease within
12 months of the year ended January 31, 2016.
Because the Company has net operating loss and credit carryforwards, there are open statutes of limitations in which federal, state and foreign taxing authorities
may examine the Company’s tax returns for all years from 2005 through the current period.
13. RETIREMENT PLAN
The Company offers a qualified 401(k) plan to eligible employees. The plan allows for discretionary employer matching and profit-sharing contributions. The plan
covers all full-time employees over the age of 21 and provides employees with tax deferred salary deductions. Employees may contribute up to a maximum of
$18,000 per year, or $24,000 for employees over 50 years of age, and the Company matches 50% of the contribution of the employee up to 6% of the deferred
salary amount. Contributions made by the Company vest 100% upon contribution. The Company expensed $0.3 million, $0.2 million and $0.1 million in the years
ended January 31, 2016, 2015 and 2014, respectively.
14. COMMITMENTS AND CONTINGENCIES
The Company leases office space for its headquarters in Palo Alto, California under an operating lease, which is due to expire in November 2017. Monthly rent
payments on the lease are approximately $40,000.
In January 2015, the Company entered into a capital lease for computer equipment that matures in December 2016 with the right to purchase the equipment at
maturity for one dollar.
100
Minimum rental commitments under all noncancelable leases with an initial term in excess of one year as of January 31, 2016, were as follows (in thousands ):
Year Ending January 31,
2017
2018
2019
Total
Less: Amount representing interest
Present value of lease payments
Less: Current portion
Capital lease—net of current portion
Capital
Leases
Operating
Leases
$
$
$
653 $
—
—
653 $
(21)
632
(632)
—
1,802
1,421
45
3,268
Rent expense was $1.2 million, $0.9 million, and $0.6 million for the years ended January 31, 2016, 2015 and 2014, respectively.
In March 2011, the Company entered into a patent license agreement with AT&T Intellectual Property II, L.P. Under the terms of the agreement, the Company is to
pay a royalty on a per unit of on-premise appliance sold basis in consideration for the license and release. The royalty is not payable until after 250,000 units are
sold. The royalty expense is recorded in cost of revenue, and was not material for any of the periods presented.
Legal Matters —The Company is party to actions and proceedings incident to the Company’s business in the ordinary course of business, including litigation
regarding its intellectual property, challenges to the enforceability or validity of its intellectual property, and claims that the Company’s products or services
infringe on the intellectual property rights of others. The Company accrues a liability for such matters when it is probable that future expenditures will be made and
such expenditures can be reasonably estimated. In management’s opinion, there are no contingent liabilities requiring accrual or disclosure as of January 31, 2016.
Indemnification —The Company enters into standard indemnification arrangements in the ordinary course of business. Pursuant to these arrangements, the
Company indemnifies, holds harmless, and agrees to reimburse the indemnified parties for losses suffered or incurred by the indemnified party, in connection with
any trade secret, copyright, patent or other intellectual property infringement claim by any third party with respect to the Company’s technology. The term of these
indemnification agreements is generally perpetual. The maximum potential amount of future payments the Company could be required to make under these
agreements is not determinable because it involves claims that may be made against the Company in the future, but have not yet been made.
The Company has entered into indemnification agreements with its directors and officers that may require the Company to indemnify its directors and officers
against liabilities that may arise by reason of their status or service as directors or officers, other than liabilities arising from willful misconduct of the individual.
The maximum potential amount of future payments the Company could be required to make under these indemnification agreements is unlimited; however, the
Company has director and officer insurance coverage that reduces the Company’s exposure and enables the Company to recover a portion of any future amounts
paid.
To date the Company has not incurred costs to defend lawsuits or settle claims related to these indemnification agreements. No liability associated with such
indemnifications has been recorded to date.
15. ACQUISITIONS
Talkatone, Inc. —In fiscal 2015, the Company acquired all of the issued and outstanding securities of Talkatone, Inc. (“Talkatone”) a privately held provider of
telephony services over Wi-Fi networks in order to expand its service offerings in the mobile application marketplace. The total consideration for this transaction
was approximately $2.3 million on the acquisition date and consisted of the following (dollars in thousands):
Cash consideration paid at closing
Common stock (90,426 shares)
Contingent consideration
Total consideration
$
$
887
338
1,039
2,264
101
At the time of the Talkatone acquisition, the Company was obligated to pay additional amounts for certain deferred earn-out payments based upon the achievement
of certain performance targets. The Company determined the fair market value of these earn-outs based on probability analysis. The fair market value and gross
amount of these earn-out payments were $1.0 million and $2.2 million, respectively. The fair value measurement is based on significant inputs not observed in the
market and thus represents a Level 3 measurement, which reflects the Company’s own assumptions in measuring fair value.
Transaction costs associated with the acquisition were $12,000 and are included in general and administrative expense in the accompanying consolidated statement
of operations.
The Company accounted for the Talkatone acquisition under the acquisition method of accounting as a business combination. The assets acquired and liabilities
assumed were recorded at fair market value determined by management. The excess of the purchase price over the fair value of the net tangible and identifiable
intangible assets acquired was recorded as goodwill. The goodwill generated from the business combination is primarily related to the employee workforce and the
expected synergies. Goodwill is not subject to any amortization and is not tax deductible.
During the fiscal year ended January 31, 2016, the Company paid $0.7 million in cash and issued 49,159 shares as earn-out consideration.
The purchase price was allocated as follows (in thousands):
Cash
Net liabilities assumed
Intangible assets:
Trade name
Developed technology
Non-compete agreement
User relationships
Non-current deferred tax liabilities
Goodwill
Net assets acquired
$
$
215
(60)
103
815
118
458
(502)
1,117
2,264
The intangible assets acquired are reported, net of accumulated amortization, in the accompanying consolidated balance sheets as of January 31, 2016 and 2015.
Amortization expense related to the acquired intangible assets was $0.4 million and $0.2 million for fiscal 2016 and 2015, respectively, which was included as a
component of operating expenses and cost of revenue in the consolidated statement of operations. The operating results of Talkatone have been included in the
accompanying consolidated financial statements from the date of acquisition.
Pro forma results of operations for the acquisitions completed have not been presented because the effects of the acquisitions, individually and in the aggregate,
were not material to the Company’s financial results.
102
16. NET LOSS PER SHARE
Basic and diluted net loss per share of common stock allocable to common stockholders is calculated by dividing the net loss allocable to common stockholders by
the weighted average number of common shares outstanding during the period. Diluted net loss per share of common stock is the same as basic net loss per share of
common stock, since the effects of potentially dilutive securities are antidilutive. Upon completion of the IPO on July 22, 2015, all outstanding convertible
preferred stock was converted to common stock and are included in the weighted average number of common shares used to compute net loss per share from the
conversion date.
The following table sets forth the computation of the Company’s basic and diluted net loss per share of common stock (in thousands, except share and per share
data):
Numerator
Net loss
Denominator
2016
Year ended January 31,
2015
2014
$
(14,052) $
(6,410) $
(2,000)
Weighted-average common shares for basic and diluted net loss per share
10,173,095
2,284,241
Basic and diluted net loss per share
$
(1.38) $
(2.81) $
1,688,846
(1.18)
The following potentially dilutive securities outstanding have been excluded from the computation of diluted weighted-average shares outstanding because such
securities have an antidilutive impact due to losses reported (in common stock equivalent shares):
Options to purchase common stock
Employee stock purchase plan
Convertible preferred stock
Restricted stock units
Warrants to purchase convertible preferred stock
Warrants to purchase common stock
Common stock subject to repurchase
Potential shares excluded from diluted net loss per share
17. SUBSEQUENT EVENTS
2016
Year ended January 31,
2015
2,087,584
381,066
—
1,056,905
—
97,931
173,404
3,796,890
1,893,239
—
8,353,748
—
192,009
87,828
502,359
11,029,183
2014
899,478
—
8,333,341
—
217,814
34,730
739,798
10,225,161
From February 1, 2016 to April 11, 2016, the Company granted 1,283,050 restricted stock units which vest over four years to officers, employees and non-
employees.
103
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
Our management is responsible for establishing and maintaining adequate internal control over financial reporting. Management, with the participation of
our chief executive officer and our chief financial officer, evaluated the effectiveness of our disclosure controls and procedures as of January 31, 2016. The term
“disclosure controls and procedures,” as defined in Rules 13a-15(e) and 15d-15(e) under the Exchange Act, means controls and other procedures of a company that
are designed to ensure that information required to be disclosed by a company in the reports that it files or submits under the Exchange Act is recorded, processed,
summarized and reported, within the time periods specified in the SEC's rules and forms. Disclosure controls and procedures include, without limitation, controls
and procedures designed to ensure that information required to be disclosed by a company in the reports that it files or submits under the Exchange Act is
accumulated and communicated to the company's management, including its principal executive and principal financial officers, as appropriate to allow timely
decisions regarding required disclosure. Management recognizes that any controls and procedures, no matter how well designed and operated, can provide only
reasonable assurance of achieving their objectives, and management necessarily applies its judgment in evaluating the cost-benefit relationship of possible controls
and procedures. Based on the evaluation of our disclosure controls and procedures as of January 31, 2016, our chief executive officer and chief financial officer
concluded that, as of such date, our disclosure controls and procedures were effective at the reasonable assurance level.
Management's Annual Report on Internal Control Over Financial Reporting
This annual report does not include a report of management's assessment regarding internal control over financial reporting or an attestation report of our
registered public accounting firm due to a transition period established by rules of the SEC for newly public companies.
Remediation of Prior Years Material Weakness
As disclosed in our Prospectus filed with the Securities and Exchange Commission, or SEC, on July 17, 2015, i n connection with our financial statement
close process for fiscal 2015 and fiscal 2014, we identified a material weakness in the design and operating effectiveness of our internal control over financial
reporting resulting from a lack of sufficient number of qualified personnel within our accounting function who possessed an appropriate level of expertise to
effectively perform the following functions:
·
·
identify, select and apply GAAP sufficiently to provide reasonable assurance that transactions were being appropriately recorded; and
assess risk and design appropriate control activities over information technology systems and financial and reporting processes necessary to provide
reasonable assurance regarding the reliability of financial reporting and the preparation of financial statements
Over the past year, with the oversight of our management and our audit committee, we have taken numerous steps which we believe address the underlying causes
of the material weakness described above, primarily through the hiring of additional accounting and finance personnel with technical accounting and financial
reporting experience, development and implementation of policies, and improved processes and documented procedures. The controls we have added have been
operational for a sufficient period of time to allow our management to conclude that these controls are operating effectively and the material weakness is considered
remediated.
Changes in Internal Control over Financial Reporting
Except as noted above, there were no changes in our internal control over financial reporting identified in connection with the evaluation required by
Rule 13a-15(d) and 15d-15(d) of the Exchange Act that occurred during the quarter ended January 31, 2016 that have materially affected, or are reasonably likely to
materially affect, our internal control over financial reporting.
ITEM 9B. OTHER INFORMATION
None
104
PART III
ITEM 10. DIRECTORS, EXECUTIVE OFFICERS AND CORPORATE GOVERNANCE
The information required by this item will be included under the caption “Directors, Executive Officers and Corporate Governance” in our Proxy Statement
for the 2016 Annual Meeting of Stockholders to be filed with the SEC within 120 days of the fiscal year ended January 31, 2016, which we refer to as our 2016
Proxy Statement, and is incorporated herein by reference.
The Company has a “Code of Ethics and Business Conduct for Employees, Officers and Directors” that applies to all of our employees, including our
Principal Executive Officer, Principal Financial Officer, Principal Accounting Officer and our Board of Directors. A copy of this code is available on our website at
http://investors.ooma.com . We intend to satisfy the disclosure requirement under Item 5.05 of Form 8-K regarding amendment to, or waiver from, a provision of
our Code of Ethics and Business Conduct for Employees, Officers and Directors by posting such information on our investor relations website under the heading
“Governance—Governance Documents” at http://investors.ooma.com .
ITEM 11. EXECUTIVE COMPENSATION
The information required by this item will be included under the captions “Executive Compensation” and under the subheadings “Board’s Role in Risk
Oversight, “Outside Director Compensation,” and “Compensation Committee Interlocks and Insider Participation” under the heading “Directors, Executive
Officers and Corporate Governance” in the 2016 Proxy Statement and is incorporated herein by reference.
ITEM 12. SECURITY OWNERSHIP OF CERTAIN BENEFICIAL OWNERS AND MANAGEMENT AND RELATED STOCKHOLDER MATTERS
The information required by this item will be included under the captions “Security Ownership of Certain Beneficial Owners and Management” and under
the subheading “Potential Payments upon Termination or Change in Control” and “Equity Compensation Plan Information” under the heading “Executive
Compensation” in the 2016 Proxy Statement and is incorporated herein by reference.
ITEM 13. CERTAIN RELATIONSHIPS AND RELATED TRANSACTIONS, AND DIRECTOR INDEPENDENCE
The information required by this item will be included under the captions “Certain Relationships and Related Transactions” and “Directors, Executive
Officers and Corporate Governance—Director Independence” in the 2016 Proxy Statement and is incorporated herein by reference.
ITEM 14. PRINCIPAL ACCOUNTING FEES AND SERVICES
The information required by this item will be included under the caption “Proposal Two: Ratification of Selection of Independent Registered Public
Accountants” in the 2016 Proxy Statement and is incorporated herein by reference.
105
ITEM 15. EXHIBITS, FINANCIAL STATEMENT SCHEDULES
Documents filed as part of this report are as follows:
(a)
Consolidated Financial Statements
PART IV
Our Consolidated Financial Statements are listed in the “Index to Consolidated Financial Statements” Under Part II, Item 8 of this Annual Report on Form
10-K
(b)
Consolidated Financial Statement Schedules
All financial statement schedules are omitted because the information called for is not required or is shown either in the consolidated financial statements or
in the notes thereto.
(c)
Exhibits
The exhibits filed or incorporated by reference as part of this Annual Report on Form 10-K are listed in the Exhibit Index immediately preceding the
exhibits. We have identified in the Exhibit Index each management contract and compensation plan filed as an exhibit to this Annual Report on Form 10-K in
response to Item 15(a)(3) of Form 10-K.
The documents listed in the Exhibit Index of this report are incorporated by reference or are filed with this Annual Report on Form 10-K, in each case as
indicated therein (numbered in accordance with Item 601 of Regulation S-K).
106
Pursuant to the requirements of Section 13 or 15(d) of the Securities Exchange Act of 1934, as amended, the Registrant has duly caused this Report to be
signed on its behalf by the undersigned, thereunto duly authorized .
April 12, 2016
Ooma, Inc.
SIGNATUR ES
By : /s/ Eric B. Stang
Eric B. Stang
President and Chief Executive Officer
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:
Signature
/s/ Eric B. Stang
Eric B. Stang
/s/ Ravi Narula
Ravi Narula
/s/ Alison Davis
Alison Davis
/s/ Andrew H. Galligan
Andrew H. Galligan
/s/ Peter J. Goettner
Peter J. Goettner
/s/ Russell Mann
Russell Mann
/s/ Sean N. Parker
Sean N. Parker
/s/ William D. Pearce
William D. Pearce
/s/ James Wei
James Wei
Title
President and Chief Executive Officer and Chairman of
the
Board of Directors
(Principal Executive Officer)
Chief Financial Officer
(Principal Financial Officer and Principal Accounting
Officer)
Director
Director
Director
Director
Director
Director
Director
107
Date
April 12, 2016
April 12, 2016
April 12, 2016
April 12, 2016
April 12, 2016
April 12, 2016
April 12, 2016
April 12, 2016
April 12, 2016
EXHI BITS
Filed / Furnished /
Incorporated by
Reference from Form
Incorporated by Reference
from Exhibit Number
Exhibit Number
Description
3.1
3.2
4.1
4.2
Amended and Restated
Certificate of Incorporation
Amended and Restated Bylaws
Form of common stock certificate.
Fourth Amended
and Restated Investors’ Rights Agreement, by
and among the Registrant and certain of its
stockholders dated as of April 24, 2015.
10.1+
2005 Stock Incentive Plan and
forms of agreements thereunder.
10.2+
2015 Equity Incentive Plan and forms of
agreements thereunder.
10.3+
2015 Employee Stock Purchase Plan and
10.4+
10.5+
form of agreement thereunder.
Executive Incentive Bonus Plan.
Executive Change in Control and Severance
Agreement by and between the Company and
Eric B. Stang, dated June 9, 2015.
10.6+
Form of Executive Change in
Control and Severance Agreement
10.7+
10.8
Offer Letter by and between the Company
and James A. Gustke, dated July 30, 2010.
Form of Indemnification Agreement between
the Registrant and each of its directors and
executive officers.
10.9
Amended and Restated Loan and Security
Agreement, dated December 17, 2012, by and
between the Company and Silicon Valley
Bank.
10.10.1
First Amendment to Amended and Restated
Loan and Security Agreement, dated July 21,
2014, by and between the Company and
Silicon Valley Bank.
10.10.2
Second Amendment to Amended and
Restated Loan and Security Agreement, dated
January 5, 2015, by and between the
Company and Silicon Valley Bank.
10-Q
10-Q
S-1/A
S-1
S-1
S-1/A
S-1/A
S-1
S-1
S-1
S-1
S-1
S-1
S-1
S-1
108
3.1
3.2
4.1
4.2
10.1
10.2
10.3
10.4
10.5
10.6
10.7
10.8
10.9
Date Filed
9/11/2015
9/11/2015
7/6/2015
6/15/2015
6/15/2015
7/6/2015
7/6/2015
6/15/2015
6/15/2015
6/15/2015
6/15/2015
6/15/2015
6/15/2015
10.10.1
6/15/2015
10.10.2
6/15/2015
Date Filed
6/15/2015
6/15/2015
6/15/2015
Exhibit Number
Description
Filed / Furnished /
Incorporated by
Reference from Form
Incorporated by Reference
from Exhibit Number
10.11
10.12
21.1
10.11
10.12
21.1
23.1
31.1
31.2
32.1
32.2
Mezzanine Loan and Security Agreement, dated
January 5, 2015, by and between the Company and
Silicon Valley Bank.
Office Lease, effective December 1, 2012, by and
between DP Ventures, LLC and the Company.
List of subsidiaries of the Registrant.
Consent of Deloitte & Touche LLP, Independent
Registered Public Accounting Firm.
Certification pursuant to Section 302 of the
Sarbanes-Oxley Act of 2002,
Rule 13(a)‑14(a)/15d-14(a), by President and
Chief Executive Officer.
Certification pursuant to Section 302 of the
Sarbanes-Oxley Act of 2002,
Rule 13(a)‑14(a)/15d-14(a), by President and
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, by President and
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, by President and
Chief Executive Officer.
S-1
S-1
S-1
Filed herewith.
Filed herewith.
Filed herewith.
Furnished herewith.
Furnished herewith.
101.INS
XBRL Instance Document
Filed herewith.
101.SCH
XBRL Taxonomy Extension Schema Document
Filed herewith.
101.CAL
101.DEF
101.LAB
101.PRE
XBRL Taxonomy Extension Calculation Linkbase
Document
XBRL Taxonomy Extension Definition Linkbase
Document
XBRL Taxonomy Extension Label Linkbase
Document
XBRL Taxonomy Extension Presentation
Linkbase Document
Filed herewith.
Filed herewith.
Filed herewith.
Filed herewith.
+ Indicates a management contract or compensatory plan.
109
CONSENT OF INDEPENDENT REGISTERED PUBLIC ACCOUNTING FIRM
We consent to the incorporation by reference in Registration Statement No. 333-205719 on Form S-8 of our report dated April 12, 2016, relating to the consolidated
financial statements of Ooma, Inc. and its subsidiary, appearing in this Annual Report on Form 10-K of Ooma, Inc. for the year ended January 31, 2016.
Exhibit 23.1
/s/ DELOITTE & TOUCHE LLP
San Jose, California
April 12, 2016
CERTIFICATION OF CHIEF EXECUTIVE OFFICER
PURSUANT TO
RULES 13a-14(a) AND 15d-14(a) UNDER THE SECURITIES EXCHANGE ACT OF 1934,
AS ADOPTED PURSUANT TO SECTION 302 OF THE SARBANES-OXLEY ACT OF 2002
Exhibit 31.1
I, Eric B. Stang, certify that:
1.
2.
3.
4.
I have reviewed this Annual Report on Form 10-K of Ooma, Inc.;
Based on my knowledge, this report does not contain any untrue statement of a material fact or omit to state a material fact necessary to make the statements
made, in light of the circumstances under which such statements were made, not misleading with respect to the period covered by this report;
Based on my knowledge, the financial statements, and other financial information included in this report, fairly present in all material respects the financial
condition, results of operations and cash flows of the registrant as of, and for, the periods presented in this report;
The registrant's other certifying officer(s) and I are responsible for establishing and maintaining disclosure controls and procedures (as defined in Exchange
Act Rules 13a-15(e) and 15d-15(e)) for the registrant and have:
(a)
(b)
(c)
Designed such disclosure controls and procedures, or caused such disclosure controls and procedures to be designed under our supervision, to ensure
that material information relating to the registrant, including its consolidated subsidiaries, is made known to us by others within those entities,
particularly during the period in which this report is being prepared;
Evaluated the effectiveness of the registrant's disclosure controls and procedures and presented in this report our conclusions about the effectiveness
of the disclosure controls and procedures, as of the end of the period covered by this report based on such evaluation; and
Disclosed in this report any change in the registrant's internal control over financial reporting that occurred during the registrant's most recent fiscal
quarter (the registrant's fourth fiscal quarter in the case of an annual report) that has materially affected, or is reasonably likely to materially affect,
the registrant's internal control over financial reporting; and
5.
The registrant's other certifying officer(s) and I have disclosed, based on our most recent evaluation of internal control over financial reporting, to the
registrant's auditors and the audit committee of the registrant's board of directors (or persons performing the equivalent functions):
(a)
(b)
All significant deficiencies and material weaknesses in the design or operation of internal control over financial reporting which are reasonably likely
to adversely affect the registrant's ability to record, process, summarize and report financial information; and
Any fraud, whether or not material, that involves management or other employees who have a significant role in the registrant's internal control over
financial reporting.
Date: April 12, 2016
By:
/s/ Eric B. Stang
Eric B. Stang
Chief Executive Officer
(Principal Executive Officer)
CERTIFICATION OF CHIEF FINANCIAL OFFICER
PURSUANT TO
RULES 13a-14(a) AND 15d-14(a) UNDER THE SECURITIES EXCHANGE ACT OF 1934,
AS ADOPTED PURSUANT TO SECTION 302 OF THE SARBANES-OXLEY ACT OF 2002
Exhibit 31.2
I, Ravi Narula, certify that:
1.
2.
3.
4.
I have reviewed this Annual Report on Form 10-K of Ooma, Inc.;
Based on my knowledge, this report does not contain any untrue statement of a material fact or omit to state a material fact necessary to make the statements
made, in light of the circumstances under which such statements were made, not misleading with respect to the period covered by this report;
Based on my knowledge, the financial statements, and other financial information included in this report, fairly present in all material respects the financial
condition, results of operations and cash flows of the registrant as of, and for, the periods presented in this report;
The registrant's other certifying officer(s) and I are responsible for establishing and maintaining disclosure controls and procedures (as defined in Exchange
Act Rules 13a-15(e) and 15d-15(e)) for the registrant and have:
(a)
(b)
(c)
Designed such disclosure controls and procedures, or caused such disclosure controls and procedures to be designed under our supervision, to ensure
that material information relating to the registrant, including its consolidated subsidiaries, is made known to us by others within those entities,
particularly during the period in which this report is being prepared;
Evaluated the effectiveness of the registrant's disclosure controls and procedures and presented in this report our conclusions about the effectiveness
of the disclosure controls and procedures, as of the end of the period covered by this report based on such evaluation; and
Disclosed in this report any change in the registrant's internal control over financial reporting that occurred during the registrant's most recent fiscal
quarter (the registrant's fourth fiscal quarter in the case of an annual report) that has materially affected, or is reasonably likely to materially affect,
the registrant's internal control over financial reporting; and
5.
The registrant's other certifying officer(s) and I have disclosed, based on our most recent evaluation of internal control over financial reporting, to the
registrant's auditors and the audit committee of the registrant's board of directors (or persons performing the equivalent functions):
(a)
(b)
All significant deficiencies and material weaknesses in the design or operation of internal control over financial reporting which are reasonably likely
to adversely affect the registrant's ability to record, process, summarize and report financial information; and
Any fraud, whether or not material, that involves management or other employees who have a significant role in the registrant's internal control over
financial reporting.
Date: April 12, 2016
By:
/s/ Ravi Narula
Ravi Narula
Chief Financial Officer and Treasurer
CERTIFICATION OF
CHIEF EXECUTIVE OFFICER
PURSUANT TO
18 U.S.C. SECTION 1350, AS ADOPTED PURSUANT TO
SECTION 906 OF THE SARBANES-OXLEY ACT OF 2002
Exhibit 32.1
I, Eric B. Stang, certify pursuant to Rule 13a-14(b) of the Securities Exchange Act of 1934, as amended, (the “Exchange Act”) and Section 1350 of Chapter
63 of Title 18 of the United States Code (18 U.S.C. §1350), as adopted pursuant to §906 of the Sarbanes-Oxley Act of 2002, that the Annual Report on Form 10-K
of Ooma, Inc. for the fiscal year ended January 31, 2016, fully complies with the requirements of Section 13(a) or 15(d) of the Exchange Act and that the
information contained in such Annual Report on Form 10-K fairly presents, in all material respects, the financial condition and result of operations of Ooma, Inc.
Date: April 12, 2016
By:
/s/ Eric B. Stang
Eric B. Stang
Chief Executive Officer
(Principal Executive Officer)
CERTIFICATION OF
CHIEF FINANCIAL OFFICER
PURSUANT TO
18 U.S.C. SECTION 1350, AS ADOPTED PURSUANT TO
SECTION 906 OF THE SARBANES-OXLEY ACT OF 2002
Exhibit 32.2
I, Ravi Narula, certify pursuant to Rule 13a-14(b) of the Securities Exchange Act of 1934, as amended, (the “Exchange Act”) and Section 1350 of Chapter
63 of Title 18 of the United States Code (18 U.S.C. §1350), as adopted pursuant to § 906 of the Sarbanes-Oxley Act of 2002, that the Annual Report on Form 10-K
of Ooma, Inc. for the fiscal year ended January 31, 2016, fully complies with the requirements of Section 13(a) or 15(d) of the Exchange Act and that the
information contained in such Annual Report on Form 10-K fairly presents, in all material respects, the financial condition and result of operations of Ooma, Inc.
Date: April 12, 2016
By:
/s/ Ravi Narula
Ravi Narula
Chief Financial Officer and Treasurer