©2014 Sonic Foundry, Inc. All rights reserved. Sonic Foundry and the Sonic Foundry logo are registered trademarks of Sonic Foundry, Inc. Mediasite and
the Mediasite logo are registered trademarks of Sonic Foundry, Inc. All other trademarks are the property of their respective owners.
Dear Fellow Shareholders:
The fundamental value we have been building for the last three years was
recognized by the market in fiscal 2013. Sonic Foundry was added to the
Russell Micro Cap index, and we outperformed that index by 20 percentage
points. Further, the company’s stock price rose 60% since January of 2013,
and our trading volume has more than doubled during the same time period.
We met our guidance for billings growth of 13 percent in 2013. Because
of the recent acquisitions we made, we will exceed our earlier revenue
objective of $40 million and approach $50 million in 2015. Our 15% pre-tax net income objective will
be challenging but we are still committed to reaching it.
All of this not only shows us that investors are gaining confidence in the strategic investments we’ve
made in the company’s products and market reach, but that we are delivering on our promise to you.
We had numerous accomplishments in 2013. Here are the highlights:
» In November we significantly expanded our global presence by acquiring two international
companies: Mediasite K.K. in Japan and Media Mission B.V. in the Netherlands. In 2013 we
achieved 25% growth in international billings overall and 43% growth in billings in Japan. The
acquisitions formally establish our company in these regions, allow us to build on existing growth
rates, and better support our customers. Both of these investments were accretive.
» 2013 was the most robust period of innovation in the history of Sonic Foundry. We positioned
our products for the future based on our analysis of evolving market requirements and what our
customers are telling us they’re looking for. Mediasite 6.1 was enhanced throughout the year with
new features and performance improvements, and it is widely accepted by our customers. The
vast majority of them have migrated from previous releases.
We recently launched Mediasite 7.0 which provides an industry-leading user interface to
Mediasite content, building on our core competencies of metadata creation and search.
» In 2013, we completed a transformation of our sales organization to bring our Mediasite Events
and Enterprise teams together under a single focused leadership. Additionally, sales resources
were optimized to focus on leveraging relationships with large enterprise customers in key
verticals. These changes have better positioned us to develop and manage the many large
opportunities we have across all geographies.
» Our Mediasite Events team ended the year with the strongest-performing quarter in our history.
The team has worked to build stronger strategic partnerships and more direct relationships with
customers. This approach, combined with a competitive product offering, will lead to even greater
success in 2014.
» We sponsored the first in-depth, national survey on faculty perspectives of flipped classrooms
in partnership with the Center for Digital Education. Results of this survey revealed video will
continue to play a strong role in education, and validated our investments in My Mediasite as a
tool to enable flipped classroom content creation.
» Sonic Foundry received recognition from respected industry analysts for leading the lecture
capture and enterprise video revolution:
− Magic Quadrant for Enterprise Video Content Management; Gartner, Inc.
− The Forrester Wave™: Video Platforms for the Enterprise; Forrester
− Emerging Market Innovation Award for Lecture Capture and Knowledge Management;
Frost & Sullivan
− Global Product Leadership Award for Enterprise video Webcasting Solutions; Frost & Sullivan
The market for enterprise video in corporate, health, government and higher education is poised for
growth. We’ve never been in a better position to capitalize on these global trends.
Video will continue to be a strategic tool and driving force for change in education, and traditional
brick and mortar schools have shown they are committed to integrating video into both their on-
campus and online programs. With the launch of My Mediasite in 2013, we now offer an integrated
platform which enables both the capture of lectures in the classroom and composition of lecture
materials outside the classroom. Thus, our customers can choose which teaching paradigms they
wish to use and be confident that Mediasite will capture, manage, and deliver their message with the
best technology and best viewing experience in the industry.
In the year ahead we plan to:
» Use the acquisitions of Media Mission B.V. and Mediasite K.K. as a foothold that will allow us to
leverage global growth trends in enterprise video, expand the markets we’re already in, and work
toward entering new geographies such as China and Latin America.
» Launch Mediasite MultiView, with the ability to capture and stream as many as four simultaneous
high-definition content sources. Mediasite MultiView will create an immersive online experience for
advanced presentation spaces, medical simulation environments, multi-camera events and more.
» Continue to expand on the capabilities of Mediasite Enterprise Video Platform with the most
control and flexibility to capture, upload, edit and publish rich video from any environment or
device. Search will be one of the most powerful assets in a video content management strategy,
and our customers are already searching not only metadata and text, but also the spoken word.
Information stored in vast video libraries will be just a click away from anyone who needs it.
As we enter the 11th year since introducing Mediasite into the enterprise—the most powerful year
of innovations in the history of Sonic Foundry—we maintain the belief that video, both live and on-
demand, will continue to be the single most transformative asset for any organization going forward.
In a quickly evolving market with increasing competition and an ever demanding customer base,
we are rising to the challenge to out-innovate and outpace the competition. We have made it our
mission to ensure our leadership position is not only maintained, but strengthened each year.
Our task is clear as we head into fiscal 2014. We are committed to delivering value to our
customers, the vast majority of whom reinvest in their Mediasite deployments each year. And we
remain committed to realizing the guidance we’ve set for you, our shareholders. We are on the road
to success in that regard, and we thank you for coming along with us.
Respectfully,
Gary Weis, CEO of Sonic Foundry
SONIC FOUNDRY, INC.
222 West Washington Avenue
Madison, Wisconsin 53703
NOTICE OF ANNUAL MEETING OF STOCKHOLDERS
To Be Held March 6, 2014
The Annual Meeting of Stockholders of SONIC FOUNDRY, INC., a Maryland corporation (“Sonic”) will be held at
the Monona Terrace Community and Convention Center, One John Nolen Drive, Madison, Wisconsin 53703 on March
6, 2013 at 9:00 a.m. local time, for the following purposes:
1.
2.
3.
4.
5.
6.
To elect two directors to hold office for a term of five years, and until their successors are duly elected and
qualified.
To approve, by a non-binding advisory vote, of the compensation paid by the Company to its Named
Executive Officers;
To vote on a Proposal to amend the 2008 Sonic Foundry Employee Stock Purchase Plan to increase the number
of shares of common stock subject to the plan from 100,000 to 150,000.
To vote on a Proposal to amend the 2009 Stock Incentive Plan to increase the number of shares of common
stock subject to the plan from 1,000,000 to 1,800,000.
To ratify the appointment of Grant Thornton LLP as our independent auditors for the fiscal year ending
September 30, 2014.
To vote on a proposal to approve an amendment to the Company’s Amended and Restated Articles of
Incorporation that would provide for lowering the number of director classes from five (5) to three (3) and for
shortening the term of directors to three (3) years.
7.
To transact such other business as may properly come before the meeting or any adjournments thereof.
All the above matters are more fully described in the accompanying Proxy Statement.
Only holders of record of Common Stock at the close of business on January 10, 2014 are entitled to notice of, and to
vote at, this meeting or any adjournment or adjournments thereof.
Please complete and return the enclosed proxy in the envelope provided or follow the instructions on the proxy card to
authorize a proxy by telephone or over the Internet, whether or not you intend to be present at the meeting in person.
By Order of the Board of Directors,
Madison, Wisconsin
January 31, 2014
Kenneth A. Minor
Secretary
─────────────────────────────────────
If you cannot personally attend the meeting, it is earnestly requested that you promptly indicate your vote on
the issues included on the enclosed proxy and date, sign and mail it in the enclosed self-addressed envelope,
which requires no postage if mailed in the United States or, follow the instructions on the proxy card to
authorize a proxy by telephone or over the Internet. Doing so will save us the expense of further mailings. If
you sign and return your proxy card without marking choices, your shares will be voted in accordance with the
recommendations of the Board of Directors.
─────────────────────────────────────
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SONIC FOUNDRY, INC.
222 W. Washington Avenue
Madison, Wisconsin 53703
PROXY STATEMENT
January 31, 2014
The Board of Directors of Sonic Foundry, Inc., a Maryland corporation (“Sonic”), hereby solicits the enclosed
proxy. Unless instructed to the contrary on the proxy, it is the intention of the persons named in the proxy to vote
the proxies:
FOR the election of David C. Kleinman and Paul S. Peercy as Directors for a term expiring in 2019;
FOR approval, by a non-binding advisory vote, of the compensation paid by the Company to its Named Executive
Officers;
FOR approval of a proposal to amend the 2008 Sonic Foundry Employee Stock Purchase Plan to increase the
number of shares of common stock subject to the plan from 100,000 to 150,000.
FOR approval of a proposal to amend the 2009 Stock Incentive Plan to increase the number of shares of common
stock subject to the plan from 1,000,000 to 1,800,000.
FOR the ratification of the appointment of Grant Thornton LLP as independent auditors of Sonic for the fiscal
year ending September 30, 2014.
FOR approval of a proposal to approve an amendment to the Company’s Amended and Restated Articles of
Incorporation that would provide for lowering the number of director classes from five (5) to three (3) and for
shortening the term of directors to three (3) years.
In the event that the nominees for director become unavailable to serve, which management does not anticipate, the
persons named in the proxy reserve full discretion to vote for any other persons who may be nominated. Proxies
may also be authorized by telephone or over the Internet by following the instructions on the proxy card. Any
stockholder giving a proxy may revoke the same at any time prior to the voting of such proxy. This Proxy
Statement and the accompanying proxy are being mailed on or about February 5, 2014.
Each stockholder will be entitled to one vote for each share of Common Stock standing in his or her name on our
books at the close of business on January 10, 2014 (the “Record Date”). Only holders of issued and outstanding
shares of Sonic's common stock as of the close of business on the Record Date are entitled to notice of and to vote at
the Annual Meeting, including any adjournment or postponement thereof. On that date, we had outstanding and
entitled to vote 4,229,543 shares of Common Stock, held by approximately 5,200 stockholders, of which
approximately 5,000 were held in street name.
QUORUM; VOTES REQUIRED
Votes cast by proxy or in person at the Annual Meeting will be tabulated by the inspector of elections appointed for
the Annual Meeting and will determine whether or not a quorum is present. Where, as to any matter submitted to
the stockholders for a vote, proxies are marked as abstentions (or stockholders appear in person but abstain from
voting), such abstentions will be treated as shares that are present and entitled to vote for purposes of determining
the presence of a quorum, but will not be treated as present and entitled to vote for any other purpose. If a broker
indicates on the proxy that it does not have discretionary authority as to certain shares to vote on a particular matter
and has not received instructions from the beneficial owner, which is known as a broker non-vote, such shares will
also be considered present for purposes of a quorum, provided that the broker exercises discretionary authority on
any other matter in the Proxy. A majority of the shares of Common Stock issued, outstanding and entitled to vote at
the Annual Meeting, present in person or represented by proxy, shall constitute a quorum at the Annual Meeting.
The election of the Directors requires a plurality of the votes present and entitled to vote. Therefore, the directors
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who receive the two highest vote totals will be elected. Neither an abstention nor a withheld vote will affect the
outcome of the election. The non-binding advisory vote of the compensation paid by the Company to its Named
Executive Officers and the ratification of the appointment of Grant Thornton LLP requires the affirmative vote of
the holders of a majority of the votes cast at the Annual Meeting. If you abstain or withhold your vote on these
proposals, it will have no effect on the outcome of such proposals. The vote to amend the 2009 Stock Incentive Plan
and the vote to amend the 2008 Employee Stock Purchase Plan requires an affirmative vote of a majority of the
outstanding shares present and entitled to vote thereon. If you are present and entitled to vote but abstain from
voting or withhold your vote on these proposals, it will have the effect of being voted against the proposals. The
vote to approve an amendment to the Company’s Amended and Restated Articles of Incorporation requires a two-
thirds vote of the shares entitled to vote thereon. If you abstain from voting or withhold your vote on this proposal,
it will have the effect of being voted against the proposal.
The New York Stock Exchange ("NYSE") has rules that govern brokers who have record ownership of listed
company stock held in brokerage accounts for their clients who beneficially own the shares. Under these rules,
brokers who do not receive voting instructions from their clients have the discretion to vote uninstructed shares on
certain discretionary matters but do not have discretion to vote uninstructed shares as to certain other non-
discretionary matters. A broker may return a proxy card on behalf of a beneficial owner from whom the broker has
not received instructions that casts a vote with regard to discretionary matters but expressly states that the broker is
not voting as to non-discretionary matters. The broker's inability to vote with respect to the non-discretionary
matters with respect to which the broker has not received instructions from the beneficial owner is referred to as a
"broker non-vote". Under current NYSE interpretations, the proposal to ratify the appointment of Grant Thornton,
LLP as our independent auditor is considered a discretionary matter, while the non-binding advisory vote of the
compensation paid by the Company to its named executive officers, the proposal to amend the 2008 Stock Purchase
Plan, the proposal to amend the 2009 Stock Incentive Plan, and the proposal to amend the Amended and Restated
Articles of Incorporation are considered non-discretionary matters.
DATE, TIME AND PLACE OF ANNUAL MEETING
The Annual Meeting will be held on March 6, 2014 at 9:00 a.m. (Central time) at the Monona Terrace Community
and Convention Center, One John Nolen Drive, Madison, Wisconsin 53703.
PROPOSAL ONE: ELECTION OF DIRECTORS
Our Amended and Restated Articles of Incorporation and Bylaws provide that the Board of Directors shall be divided
into five classes, with each class having a five-year term. Directors are assigned to each class in accordance with a
resolution or resolutions adopted by the Board of Directors. Vacancies on the Board of Directors resulting from death,
resignation, disqualification, removal or other causes may be filled by either the affirmative vote of the holders of a
majority of the then-outstanding shares or by the affirmative vote of a majority of the remaining directors then in office,
even if less than a quorum of the Board of the Directors. Newly created directorships resulting from any increase in the
number of directors may, unless the Board of Directors determines otherwise, be filled only by a majority vote of the
entire Board of Directors. A director elected by the Board of Directors to fill a vacancy (including a vacancy created
by an increase in the number of directors) shall serve until the next annual meeting of stockholders or until such
director’s successor is elected and qualified.
Our Amended and Restated Articles of Incorporation provide that the number of directors, which shall constitute the
whole Board of Directors, shall be not be less than three or more than twelve. Our currently authorized number of
directors is seven. The seats on the Board of Directors currently held by David C. Kleinman and Paul S. Peercy are
designated as Class I Board seats, with terms expiring as of the Annual Meeting. The Board of Directors has
nominated David C. Kleinman and Paul S. Peercy as Class I Directors for election at the Annual Meeting.
If elected at the Annual Meeting, Mssrs. Kleinman and Peercy would serve until the 2019 Annual Meeting and until
their successors are elected and qualified or until their earlier death, resignation or removal.
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Nominees for Director for a Five-Year term expiring on the 2019 Annual Meeting
David C. Kleinman
Mr. Kleinman, age 78, has been a Director of Sonic since December 1997 and has taught at the Chicago Booth School
of Business at the University of Chicago since 1971, where he is now Adjunct Professor of Strategic Management.
Mr. Kleinman was a Director (trustee) of the Columbia Acorn Trust, and its predecessors from 1972 to December 2010
(where he was a member of the Committee on Investment Performance and past chair, a member and past chair of the
Audit Committee and a member of the Compliance Committee); a Director (trustee) of the Wanger Advisors Trust
from 2005 to December 2010; a Director and non-executive chair of the Board since 1984 of North Lime Holdings and
its wholly owned subsidiary, Irex Corporation, a contractor and distributor of insulation materials; and a Director since
1993 of Plymouth Tube Company, a manufacturer of metal tubing and metal extrusions (where he serves on the Audit
Committee). From 1999 to 2006, he was a member of the Advisory Board of DSC Logistics, a logistics management
and warehousing firm. From May 1997 to February 2004, Mr. Kleinman served as a Director of AT&T Latin America
and predecessor companies, a facilities-based provider of telecom services in Brazil, Argentina, Chile, Peru and
Columbia (where he was chair of the Audit Committee and a member of the Compensation Committee). From 1994 to
2005, he was a director of Wisconsin Paper and Products Company, a jobber of paper and paper products. From 1964
to 1971, Mr. Kleinman was a member of the finance staff of the Ford Motor Company. Mr. Kleinman received a MS
degree in Mathematics and a PHD in Business from the University of Chicago.
Paul S. Peercy
Mr. Peercy, age 73, has been a Director of Sonic since February 2004. Mr. Peercy served as dean of the University
of Wisconsin-Madison College of Engineering from September 1999 until April 2013. Since 2001 Mr. Peercy has
been a member of the National Academy of Engineering. In 2000, then-Wisconsin Governor Tommy Thompson
named Mr. Peercy to the Wisconsin Technology and Entrepreneurship Council. From August 1995 to September
1999, Mr. Peercy served as president of SEMI/SEMATECH, an Austin, Texas-based non-profit consortium of more
than 160 of the nation’s suppliers to the semiconductor industry. Prior to that position he was director of
Microelectronics and Photonics at Sandia National Laboratories in Albuquerque, New Mexico. He is the author or
co-author of more than 175 technical papers and the recipient of two patents. Mr. Peercy is a Director and member
of the audit committee of Bemis Company, Inc, a manufacturer of flexible packaging and pressure sensitive
materials. Mr. Peercy received a BA degree in Physics from Berea College and MS and PhD degrees in Physics
from the University of Wisconsin - Madison.
The members of the Board of Directors unanimously recommend a vote FOR the election of Mssrs. Kleinman
and Peercy as Class I Directors.
DIRECTORS CONTINUING IN OFFICE
Mark D. Burish
Term Expires in 2015
Mr. Burish, age 60, is a founder and shareholder of the law firm of Hurley, Burish & Stanton, Madison, WI, which
he helped start in 1983. He is the founder and CEO of Our House Senior Living, LLC, Milestone Senior Living,
LLC and Milestone Management Services, LLC which he started in 1997. Mr. Burish received his BA degree in
communications from Marquette University in 1975 and his JD degree from the University of Wisconsin in 1978.
Frederick H. Kopko, Jr.
Term Expires in 2016
Frederick H. Kopko, age 58, served as Sonic Foundry’s Secretary from April 1997 to February 2001 and has been a
Director since December 1995. Mr. Kopko is a partner of the law firm of McBreen & Kopko, Chicago, Illinois, and
has been a partner of that firm since January 1990. Mr. Kopko practices in the area of corporate law. He is the
Managing Director, Neltjeberg Bay Enterprises LLC, a merchant banking and business consulting firm and has been
3
a Director of Mercury Air Group, Inc. since 1992. Mr. Kopko received a B.A. degree in Economics from the
University of Connecticut, a J.D. degree from the University of Notre Dame Law School and an M.B.A. degree
from the University of Chicago.
Michael H. Janowiak
Term Expires in 2017
Mr. Janowiak, age 50, has been a director of Sonic since April 2011 and is a Principal at Pinnacle Investments, a
boutique private equity and financial consulting group. He has over twenty years of experience in the information
industry, with focus on education, training, research publications and trade conferences for professionals in the
communications and semiconductor sectors. Mr. Janowiak was President of the International Engineering Consortium
(IEC)’s online learning and publishing group, co-founder and Principal of Professional Education International (PEI),
where in concert with academia and companies such as Microsoft he led product development of online training and
education. He has served on the Board of Directors of Mercury Air Group from September 2002 until September 2005,
the Advisory Board of the Midtown Foundation since January 2001, as Industry Advisor to the Illinois Institute of
Technology since January 1999, as the Subsidiary Director of CIB Marine Bancshares since November 2001, as
member of Liquio Corporation since August 2002, and as member of the Advisory Board of Idynta Systems since
December 2001. Janowiak was the co-founder and president of HRDRive, Inc., which is the North American
subsidiary of SMR technologies, a publicly-traded, human resources software company based in Kuala Lampur,
Malaysia and Chennai, India. Mr. Janowiak attended the University of Arizona’s Business School and the Stanford
University Executive Program.
Gary R. Weis
Term Expires in 2018
Mr. Weis, age 66, has been Chief Executive Officer since March 2011, Chief Technology Officer since September
2011 and a Director of Sonic since February 2004. Prior to joining Sonic, he served as President, Chief Executive
Officer and a Director of Cometa Networks, a wireless broadband Internet access company from March 2003 to
April 2004. From May 1999 to February 2003 he was Senior Vice President of Global Services at AT&T where he
was responsible for one of the world's largest data and IP networks, serving more than 30,000 businesses and
providing Internet access to more than one million individuals worldwide. While at AT&T, Mr. Weis also was CEO
of Concert, a joint venture between AT&T and British Telecom. Previously, from January 1995 to May 1999 he was
General Manager of IBM Global Services, Network Services. Mr. Weis served as a Director from March 2001 to
February 2003 of AT&T Latin America, a facilities-based provider of telecom services in Brazil, Argentina, Chile,
Peru and Columbia. Mr. Weis earned BS and MS degrees in Applied Mathematics and Computer Science at the
University of Illinois, Chicago.
Brian T. Wiegand
Term Expires in 2018
Mr. Wiegand, age, 45, has been a director of the Company since July 2012, and is a serial entrepreneur who
successfully founded and sold several internet-based companies. He is currently the founder and CEO of Hopster, a
company that links digital marketing efforts with real-world shopping behavior by rewarding consumer purchase
loyalty, engagement and advocacy. Mr. Wiegand co-founded and served as executive chair of the board of
Alice.com, an online retail platform that connects manufacturers and consumers in the consumer packaged goods
market. Prior to Alice.com. Alice.com filed for receivership in August 2013. Mr. Wiegand also co-founded
Jellyfish.com, a shopping search engine, in June of 2006. He served as CEO until October 2007 when the company
was sold to Microsoft. Mr. Wiegand continued with Microsoft as the General Manager of Social Commerce until
May 2008. He also co-founded NameProtect, a trademark research and digital brand protection services company in
August 1997 which was sold to Corporation Services Company in March 2007. In addition, Mr. Wiegand founded
BizFilings in 1996, the Internet’s leading incorporation Services Company. He served as the president and CEO
until 2002 when the company was acquired by Wolters Kluwer. Mr. Wiegand attended the University of Wisconsin
– Madison.
When considering whether the Board of Directors and nominees thereto have the experience, qualifications,
attributes and skills, taken as a whole, to enable the Board of Directors to satisfy its oversight responsibilities
effectively in light of our business and structure, the Board of Directors focused primarily on the information
4
discussed in each of the Board members' biographical information set forth above. Each of the Company's directors
possess high ethical standards, act with integrity and exercise careful, mature judgment. Each is committed to
employing his skills and abilities to aid the long-term interests of the stakeholders of the Company. In addition,
each of our directors has exhibited judgment and skill, and has either been actively involved with the Company for a
considerable period of time or has experience with other organizations of comparable or greater size. In particular,
Mr. Kopko has had extensive experience with companies comparable in size to Sonic Foundry, including serving as
a director of Mercury Air Group, Inc. and fills a valuable need with experience in securities and other business law.
Mr. Weis has had experience in both developing and established companies, having served as a CEO and Director of
Cometa Networks and in several positions at AT&T and IBM, including Senior Vice President of Global Services.
While at AT&T, Weis also was CEO of Concert, a joint venture between AT&T and British Telecom. Mr. Weis has
served as CEO of the Company since March 2011. Mr. Kleinman has significant experience serving on boards of
directors of various companies and has significant experience in finance and strategic management through his
employment with the Chicago Booth School of Business at the University of Chicago where he also obtained
valuable market insight to the Company’s largest customer base. Mr. Peercy shares that same market expertise
through his service at the University of Wisconsin in his role as Dean of the engineering school and also has
significant business and technical experience obtained at positions including his role as director of Microelectronics
and Photonics at Sandia National Laboratories and through his role as president of SEMI/SEMATECH. Mr. Burish
brings additional valuable legal experience to the Board as well as experience obtained through founding multiple
companies. Mr. Janowiak brings valuable experience with his deep connections to the on-line education industry,
and with his previous involvement on the boards of public companies. Mr. Wiegand has significant experience in
founding and operating technology companies and building brand awareness with both businesses and consumers.
Director Independence
CORPORATE GOVERNANCE
Through its listing requirements for companies with securities listed on the NASDAQ Capital Market, the
NASDAQ Stock Market (“NASDAQ”) requires that a majority of the members of our Board be independent, as
defined under NASDAQ’s rules. The NASDAQ rules have both objective tests and a subjective test for determining
who is an “independent director.” The objective tests state, for example, that a director is not considered
independent if he or she is an employee of the Company or has engaged in various types of business dealings with
the Company. The subjective test states that an independent director must be a person who lacks a relationship that
in the opinion of the Board would interfere with the exercise of independent judgment in carrying out the
responsibilities of a director. The Board has made a subjective determination as to each independent director that no
relationship exists that, in the opinion of the Board, would interfere with the exercise of independent judgment in
carrying out the responsibilities of a director. In making these determinations, the Board reviews information
provided by the directors in an annual questionnaire with regard to each director’s business and personal activities as
they relate to the Company. Based on this review and consistent with NASDAQ’s independence criteria, the Board
has affirmatively determined that Mark D. Burish, Michael H. Janowiak, David C. Kleinman, Paul S. Peercy and
Brian T. Wiegand are independent.
Related Person Transaction
The Board has adopted a Related Person Transaction Policy (the “Policy”), which is a written policy governing the
review and approval or ratification of Related Person Transactions, as defined in SEC rules.
Under the Policy, each of our directors and executive officers must notify the Chairman of the Audit Committee in
writing of any new potential Related Person Transaction involving such person or an immediate family member.
The Audit Committee will review the relevant facts and circumstances and will approve or ratify the transaction
only if it determines that the transaction is not inconsistent with, the best interests of the Company. The Related
Party Transaction must then be approved by the independent directors. In determining whether to approve or ratify
a Related Person Transaction, the Audit Committee and the independent directors may consider, among other things,
5
the benefits to the Company; the impact on the director’s independence (if the Related Person is a director or an
immediate family member); the availability of other sources for comparable products or services; the terms of the
transaction; and the terms available to unrelated third parties or to employees generally. There were no new Related
Person Transactions in the fiscal year ended September 30, 2013 (“Fiscal 2013”).
Board Leadership Structure and Role in Risk Oversight
In fiscal 2011 the Company separated the positions of Chairman of the Board and Chief Executive Officer. Mark D.
Burish serves as Non-Executive Chairman of the Board and Gary R. Weis serves as our Chief Executive Officer and
Chief Technical Officer. The Company believes that separating the positions provides an appropriate leadership
structure.
Our business and affairs are managed under the direction of our board, which is the Company’s ultimate decision-
making body, except with respect to those matters reserved to our stockholders. Our Board’s key mission is to
maximize long-term stockholder value. Our Board establishes our overall corporate policies, selects and evaluates
our executive management team (which is charged with the conduct of our business), and acts as an advisor and
counselor to executive management. Our board also oversees our business strategy and planning, as well as the
performance of management in executing its business strategy and assessing and managing risks.
What is the Board’s role in risk oversight?
The board takes an active role in monitoring and assessing the Company’s risks, which include risks associated with
operations, credit, financing and capital investments. Management is responsible for the Company’s day-to-day risk
management activities and our board’s role is to engage in informed risk oversight. Management, through its
disclosure committee, compiles an annual ranking of risks to which the Company could be subjected and reviews
the results of this risk assessment with the audit committee. Any significant risks are then reviewed by the board and
assigned for oversight. In fulfilling this oversight role, our board focuses on understanding the nature of our
enterprise risks, including our operations and strategic direction, as well as the adequacy of our risk management
process and overall risk management system. There are a number of ways our board performs this function,
including the following:
• at its regularly scheduled meetings, the board receives management updates on our business operations,
financial results and strategy and discusses risks related to the business;
•
•
the audit committee assists the board in its oversight of risk management by discussing with management,
particularly, the Chief Financial Officer, our guidelines and policies regarding financial and enterprise risk
management and risk appetite, including major risk exposures, and the steps management has taken to monitor
and control such exposures; and
through management updates and committee reports, the board monitors our risk management activities,
including the annual risk assessment process, risks relating to our compensation programs, and financial and
operational risks being managed by the Company.
The board of directors also has oversight responsibility for risks and exposures related to employee compensation
programs and management succession planning, and assesses whether the organization’s compensation practices
encourage risk taking that would have a material adverse effect on the Company. The compensation committee
periodically reviews the structure and elements of our compensation programs and its policies and practices that
manage or mitigate such risk, including the balance of short-term and long-term incentives, use of multiple
performance measures, and a multi-year vesting schedule for long-term incentives. Based on these reviews, the
committee believes our compensation programs do not encourage excessive risk taking.
6
Board Structure and Meetings
The Board met five times during Fiscal 2013. The Board also acted by written consent from time to time. All
directors attended at least 75% of the total number of Board meetings and committee meetings on which they serve
(during the period in which each director served). In addition, NASDAQ marketplace rules contemplate that the
independent members of our Board will meet during the year in separate closed meetings referred to as “executive
sessions” without any employee director or executive officer present. Executive sessions were usually held after
regularly scheduled Board meetings during Fiscal 2013.
The Board of Directors has five standing committees, the Audit Committee, the Executive Compensation Committee,
the New Markets Committee, the Governance Committee and the Nominations Committee.
Sonic has a standing audit committee established in accordance with Section 3(a)(58)(A) of the Securities Exchange
Act of 1934, as amended (the “Exchange Act”). Members of the Audit Committee are Messrs. Kleinman (chair),
Burish and Janowiak. Sonic’s Board of Directors has determined that all members of Sonic’s Audit Committee are
“independent” as that term is used in Item 7(d)(3)(iv) of Schedule 14A under the Exchange Act and as defined under
Nasdaq listing standards. The Audit Committee provides assistance to the Board in fulfilling its oversight
responsibility including: (i) internal and external financial reporting, (ii) risks and controls related to financial reporting,
and (iii) the internal and external audit process. The Audit Committee is also responsible for recommending to the
Board the selection of our independent public accountants and for reviewing all related party transactions. The Audit
Committee met five times in Fiscal 2013. A copy of the charter of the Audit Committee is available on Sonic’s
website.
Sonic's Board of Directors has determined that, due to his affiliation with the Chicago Booth School of Business at the
University of Chicago, and due to his current and past service as a director on numerous company boards, and
membership on numerous audit committees, including past or present chair, along with his other academic and business
credentials, Mr. Kleinman has the requisite experience and applicable background to meet Nasdaq standards requiring
financial sophistication of at least one member of the audit committee. Sonic's Board of Directors has also determined
that neither Mr. Kleinman nor any other member of the Audit Committee is an audit committee financial expert as
defined by applicable SEC regulations
The Compensation Committee consists of Messrs. Kleinman (chair), Burish and Janowiak. The Board of Directors has
determined that all of the members of the Compensation Committee are “independent” as defined under Nasdaq listing
standards. The Compensation Committee makes recommendations to the Board with respect to salaries of employees,
the amount and allocation of any incentive bonuses among the employees, and the amount and terms of stock options
to be granted to executive officers. The Compensation Committee met once in Fiscal 2013. A copy of the charter of
the Compensation Committee is available on Sonic’s website.
The New Markets Committee consists of Messrs. Peercy (chair) and Kleinman. The New Markets Committee was
established on January 24, 2013 to assist management in developing new market entry plans, providing access to
contacts that may facilitate entry, assessing risk and monitoring outcomes.
The Governance Committee consists of Messrs. Burish (chair), Kopko and Peercy. The Governance Committee was
established on January 24, 2013 to consider board terms and other governance issues related to enhancing shareholder
value.
The Nominations Committee consists of Messrs. Peercy (chair), Burish, Janowiak and Kleinman. The Board of
Directors has determined that all of the members of the Nominations Committee are “independent” as defined under
Nasdaq listing standards. The purpose of the Nominations Committee is to evaluate and recommend candidates for
election as directors, make recommendations concerning the size and composition of the Board of Directors, develop
specific criteria for director independence, and assess the effectiveness of the Board of Directors. Our Board of
Directors has adopted a charter for the Nominations Committee, which is available on Sonic’s website. The
Nominations Committee will review all candidates in the same manner regardless of the source of the recommendation.
7
In recommending candidates for election to the Board of Directors, the Nominations Committee reviews each
candidate’s qualifications, including whether a candidate possesses any of the specific qualities and skills desirable in
certain members of the Board of Directors. Evaluations of candidates generally involve a review of background
materials, internal discussions and interviews with selected candidates as appropriate. Generally the Nominations
Committee will consider various criteria in considering whether to make a recommendation. These criteria include
expectations that directors have substantial accomplishments in their professional backgrounds and are able to make
independent, analytical inquiries and exhibit practical wisdom and mature judgment. Director candidates should
possess the highest personal and professional ethics, integrity and values, be committee to promoting the long-term
interest of our stockholders and be able and willing to devote the necessary time to carrying out their duties and
responsibilities as members of the Board. While the Board of Directors has not adopted a policy regarding diversity,
we also believe our directors should come from diverse backgrounds and experience bases in order to promote the
representation of diverse views on the Board of Directors. Stockholder recommendations of candidates for Board
membership will be considered when submitted to Corporate Secretary, Sonic Foundry, Inc., 222 W. Washington Ave.,
Madison, WI 53703. When submitting candidates for nomination to be elected at Sonic's annual meeting of
stockholders, stockholders must also follow the notice procedures and provide the information required by Sonic's
bylaws.
In particular, for a stockholder to nominate a candidate for election at the 2015 Annual Meeting of Stockholders, the
nomination must be delivered or mailed to and received by Sonic's Secretary between November 6, 2014 and
December 6, 2014 (or, if the 2015 annual meeting is advanced by more than 30 days or delayed by more than 60 days
from March 6, 2015, not earlier than the close of business on the 120th day prior to such annual meeting and not later
than the close of business on the later of the 90th day prior to such annual meeting or the tenth calendar day following
the date on which public announcement of the date of the annual meeting is first made). The nomination must include
the same information as is specified in Sonic's bylaws for stockholder nominees to be considered at an annual meeting,
including the following:
• The stockholder's name and address and the beneficial owner, if any, on whose behalf the nomination is
proposed;
• The stockholder's reason for making the nomination at the annual meeting, and the signed consent of the
nominee to serve if elected;
• The number of shares owned by, and any material interest of, the record owner and the beneficial owner,
if any, on whose behalf the record owner is proposing the nominee;
• A description of any arrangements or understandings between the stockholder, the nominee and any other
•
person regarding the nomination; and
Information regarding the nominee that would be required to be included in Sonic's proxy statement by
the rules of the Securities and Exchange Commission, including the nominee's age, business experience
for the past five years and any other directorships held by the nominee.
DIRECTORS COMPENSATION
Our directors who are not also our full-time employees, receive an annual retainer of $20,000 in addition to a fee of
$1,500 for attendance at each meeting of the Board of Directors and $1,000 per committee meeting attended. In
addition, Mr. Kleinman receives an Audit Committee annual retainer of $8,000 and a Compensation Committee annual
retainer of $3,000 for his services as chairman of each committee and Mr. Burish receives an annual retainer of $35,000
as compensation for his services as Chairman of the Board of Directors. Mr. Peercy receives an annual retainer of
$10,000 for his services as chariman of the New Markets Committee and Mr. Kleinman receives an annual retainer of
$3,000 for his services as a member of the New Markets Committee. The cash compensation paid to the five non-
employee directors combined in Fiscal 2013 was $249,000. When traveling from out-of-town, the members of the
Board of Directors are also eligible for reimbursement for their travel expenses incurred in connection with attendance
at Board meetings and Board Committee meetings. Directors who are also employees do not receive any compensation
for their participation in Board or Board Committee meetings.
8
Pursuant to the 2008 Sonic Foundry Non-Employee Amended Directors Stock Option Plan (the “Directors Plan”) we
grant to each non-employee director who is reelected or who continues as a member of the Board of Directors at each
annual stockholders meeting a stock option to purchase 2,000 shares of Common Stock. Further, the chair of our Audit
Committee receives an additional stock option grant to purchase 500 shares of Common Stock per year pursuant to
Sonic’s Non-Employee Amended Directors Stock Option Plan.
The exercise price of each stock option granted was equal to the market price of Common Stock on the date the stock
option was granted. Stock options issued under the Directors Plan vest fully on the first anniversary of the date of grant
and expire after ten years from date of grant. An aggregate of 100,000 shares are reserved for issuance under the
Directors Plan.
If any change is made in the stock subject to the Directors Plan, or subject to any option granted thereunder, the
Directors Plan and options outstanding thereunder will be appropriately adjusted as to the type(s), number of securities
and price per share of stock subject to such outstanding options.
The options and warrants set forth above have an exercise price equal to the fair market value of the underlying
common stock on the date of grant. The term of all such options is ten years.
The following table summarizes cash and equity compensation provided our non-employee directors during the
fiscal year ended September 30, 2013.
Fees Earned
Or Paid In
Cash
($)(1)
(b)
Stock
Awards
($)
(c)
Option
Awards
($)(2)
(d)
Non-Equity
Incentive
Plan Compen-
sation
($)
(e)
Name
(a)
Mark D. Burish
Michael H. Janowiak
David C. Kleinman
Frederick H. Kopko
Paul S. Peercy
Brian T. Wiegand
70,500
34,500
48,500
28,500
39,500
27,500
—
—
—
—
—
—
3,060
3,060
3,825
3,060
3,060
3,060
—
—
—
—
—
—
Change in
Pension
Value and
Non-qualified
Deferred
Compen-
sation
Earnings
($)
(f)
—
—
—
—
—
—
All Other
Compensation
($)
(g)
—
—
—
—
—
—
Total
($)
(h)
73,560
37,560
52,325
31,560
42,560
30,560
(1)
(2)
The amount reported in column (b) is the total of retainer fees and meeting attendance fees.
The amount reported in column (d) is the aggregate grant date fair value of options granted during the fiscal
year ended September 30, 2013 in accordance with FASB ASC Topic 718. Each director, received an option
award of 2,000 shares on March 7, 2013 at an exercise price of $6.92 with a grant date fair value of $3,060. In
addition, Mr. Kleinman received a grant of 500 shares on March 7, 2013 at an exercise price of $6.92 with a
grant date fair value of $765 in connection with his position as chair of the Audit Committee.
9
EXECUTIVE OFFICERS OF SONIC
Our executive officers, who are appointed by the Board of Directors, hold office for one-year terms or until their
respective successors have been duly elected and have qualified. There are no family relationships between any of the
executive officers of Sonic.
Gary R. Weis serves as both our Chief Executive and Chief Technology Officer. (See " Directors Continuing in Office
".)
Kenneth A. Minor, age 51, has been our Chief Financial Officer since June 1997, Assistant Secretary from December
1997 to February 2001 and Secretary since February 2001. From September 1993 to April 1997, Mr. Minor was
employed as Vice President and Treasurer for Fruehauf Trailer Corporation, a manufacturer and global distributor of
truck trailers and related aftermarket parts and service where he was responsible for financial, treasury and investor
relations functions. Prior to 1993, Mr. Minor served in various senior accounting and financial positions for public and
private corporations as well as the international accounting firm of Deloitte Haskins and Sells. Mr. Minor is a certified
public accountant and has a B.B.A. degree in accounting from Western Michigan University.
Robert M. Lipps, age 42, has been Executive Vice President of Sales since April 2008, joining Sonic Foundry in April
2006 as Vice President of International Sales and assuming expanded responsibility for U.S. central sales in 2007. Mr.
Lipps leads the company’s global sales organization including oversight of domestic, international and channel sales.
He holds 15 years of sales leadership, business development and emerging market entry expertise in the technology and
manufacturing sectors, including sales and channel management. From January 2004 to March 2006 he served as
General Manager of Natural Log Homes LLC, a New Zealand based manufacturer of log homes. From July 1999 to
Dec 2002 he served as Latin America Regional Manager of Adaytum, a software publisher of planning and
performance management solutions, (acquired by Cognos Software, an IBM Company, in January 2003) and from May
1996 to July 1999 he served as International Sales Manager for Persoft, a software publisher of host access and
mainframe connectivity solutions (acquired by Esker software in 1998). Mr. Lipps has a B.S. degree in Marketing from
the University of Wisconsin at La Crosse.
SECURITY OWNERSHIP OF CERTAIN BENEFICIAL OWNERS AND MANAGEMENT
The following table shows information known to us about the beneficial ownership of our Common Stock as of
January 10, 2014, by each stockholder known by us to own beneficially more than 5% of our Common Stock, each of
our executive officers named in the Summary Compensation Table (“Named Executive Officers”), each of our
directors, and all of our directors and executive officers as a group. Unless otherwise noted, the mailing address for
these stockholders is 222 West Washington Avenue, Madison, Wisconsin 53703.
Beneficial ownership is determined in accordance with the rules of the SEC, and includes voting or investment power
with respect to shares. Shares of common stock issuable upon the exercise of stock options or warrants exercisable
within 60 days after January 10, 2014, which we refer to as Presently Exercisable Options, are deemed outstanding for
computing the percentage ownership of the person holding the options but are not deemed outstanding for computing
the percentage ownership of any other person. Unless otherwise indicated below, to our knowledge, all persons named
in the table have sole voting and investment power with respect to their shares of common stock, except to the extent
authority is shared by spouses under applicable law. The inclusion of any shares in this table does not constitute an
admission of beneficial ownership for the person named below.
10
Name of Beneficial Owner(1)
Common Stock
Wealth Trust Axiom LLC (3)
4 Radnor Corp Center, suite 520
Radnor PA 19087
Number of Shares of
Class
Beneficially Owned
Percent
of Class(2)
354,456
8.4%
Mark D. Burish(4)
33 East Main St.
Madison, WI 53703
Andrew D. Burish(5)
8020 Excelsior Drive
Madison, WI, 53717
Gary R. Weis(6)
Kenneth A. Minor(7)
Robert M. Lipps(8)
Frederick H. Kopko, Jr.(9)
29 South LaSalle Street
Chicago, IL 60603
David C. Kleinman(10)
1101 East 58th Street
Chicago, IL 60637
Paul S. Peercy(11)
1415 Engineering Dr
Madison, WI 53706
Brian T. Wiegand (12)
8215 Greenway Blvd., Suite 340
Middleton, WI 53562
Michael H. Janowiak(13)
6688 Joliet Road
Countryside, IL 60525
All current Executive Officers and Directors as a Group (9
persons)(14)
270,795
250,000
140,166
95,935
77,111
44,627
35,000
22,040
16,000
6,000
707,674
6.4
5.9
3.3
2.2
1.8
1.1
*
*
*
*
15.6%
less than 1%
*
(1) Sonic believes that the persons named in the table above, based upon information furnished by such persons,
except as set forth in notes (3) and (5) where such information is based on a Schedule 13G, have sole voting and
dispositive power with respect to the number of shares indicated as beneficially owned by them.
(2) Applicable percentages are based on 4,229,543 shares outstanding, adjusted as required by rules promulgated by
the Securities and Exchange Commission.
11
(3)
Information is based on Schedule 13G filed on February 1, 2013 by Albert C. Matt, President of Wealth Trust
Axiom LLC. Based on such information, Wealth Trust Axiom LLC has sole dispositive power but not sole voting
power with respect to such shares.
Includes 8,000 shares subject to Presently Exercisable Options.
(4)
Information is based on Schedule 13G filed on February 6, 2013
(5)
(6)
Includes 80,666 shares subject to Presently Exercisable Options.
(7) Consists of 68,786 shares subject to Presently Exercisable Options.
(8)
Includes 75,036 shares subject to Presently Exercisable Options.
Includes 16,000 shares subject to Presently Exercisable Options.
(9)
(10) Includes 25,000 shares subject to Presently Exercisable Options.
(11) Includes 22,000 shares subject to Presently Exercisable Options.
(12) Includes 4,000 shares subject to Presently Exercisable Options.
(13) Includes 6,000 shares subject to Presently Exercisable Options.
(14) Includes an aggregate of 305,488 Presently Exercisable Options.
Introduction
Compensation Discussion and Analysis
This Compensation Discussion and Analysis describes our compensation strategy, policies, programs and practices
for the executive officers identified in the Summary Compensation Table. Throughout this proxy statement, we refer
to these individuals, who serve as our Chief Executive Officer, Chief Financial Officer and Executive Vice President
of Sales as the “executive officers.”
The Executive Compensation Committee (“Committee”) establishes and oversees our compensation and employee
benefits programs and approves the elements of total compensation for the executive officers. The day-to-day design
and administration of our retirement and employee benefit programs available to our employees are handled by our
Human Resources and Finance Department employees. The Committee is responsible for reviewing these programs
with management and approving fundamental changes to them.
Overview and Objectives of our Executive Compensation Program
The compensation program for our executive officers is designed to attract, motivate, reward and retain highly
qualified individuals who can contribute to Sonic’s growth with the ultimate objective of increasing stockholder
value. Our compensation program consists of several forms of compensation: base salary, annual bonus, long-term
incentives and limited perquisites and benefits.
Base salary and annual bonus are cash-based while long-term incentives consist of stock option awards. The
Committee does not have a specific allocation goal between cash and equity-based compensation or between annual
and long-term incentive compensation. Instead, the Committee relies on the process described in this discussion and
analysis in its determination of compensation levels and allocations for each executive officer.
The Committee established performance metrics for each of its Named Executive Officers in fiscal 2013 designed to
match Company performance to the amount of incentive compensation paid to such officers following completion of
the fiscal year.
The recommendations of the Chief Executive Officer play a significant role in the compensation-setting process.
The Chief Executive Officer provides the Committee with an annual overall assessment of Sonic’s achievements
and performance, his evaluation of individual performance and his recommendations for annual compensation
and long-term incentive awards. The Committee has discretion to accept, reject or modify the Chief Executive
Officer’s recommendations.
The Committee determines the compensation for each executive officer in an executive session.
12
Market Competitiveness
The Committee’s target is for total cash compensation to average between the 50th and 75th percentile of published
compensation data derived from two sources: (i) a peer group of companies that are in our industry, competitors for
key talent, or with similar financial characteristics; and (ii) published market survey data for companies within our
revenue range. The peer group data was obtained from the most recently filed proxy statement of 13 publicly-traded
technology companies with annual revenues ranging from approximately $10 million to just under $100 million;
market capitalization of $25 million to approximately $300 million and approximately 250 employees or fewer. The
following companies comprised the peer group for the study: Majesco Entertainment, Bsquare Corporation,
Simulations Plus, Adept Technology, Cinedigm Digital Cinema, Procera Networks, GlobalSCAPE, Broadvision,
Evolving Systems, Chyron Hego Corporation, FAB Universal, TigerLogic Corporation and GSE Systems. Given
competitive recruiting pressures, the Committee retains its discretion to deviate from this target under appropriate
circumstances. The Committee periodically receives updates of the published compensation data.
Pay for Performance
The Committee believes that both long and short term compensation of executive officers should correlate to
Sonic’s overall financial performance. Incentive payouts will be larger with strong performance and smaller if
Sonic’s financial results decline. From time to time, extraordinary Board-approved initiatives in a fiscal year, such
as a restructuring, acquisition, or divestiture, are considered by the Committee in its overall evaluation of Sonic’s
performance.
Competitive Benchmarking/Peer Group Analysis
The Committee reviewed market data from Towers Watson Data Services dated April 1, 2010 in various size and
industry stratifications similar to that of Sonic.
The second source of compensation data came from a peer group of thirteen public companies that we consider
similar to our market for sales, or for key talent, or with similar financial or other characteristics such as number of
employees. The companies in the peer group are described above.
Components of Executive Compensation
Base Salary
The Committee seeks to pay the executive officers a competitive base salary in recognition of their job
responsibilities for a publicly held company. As noted above, the target compensation range for an executive’s total
cash compensation (salary and bonus) is between the 50th and 75th percentile of the market data reviewed by the
Committee.
As part of determining annual increases, the Committee also considers the Chief Executive Officer’s
recommendation regarding individual performance as well as internal equitable considerations.
In evaluating individual performance, the Committee considers initiative, leadership, tenure, experience, skill set for
the particular position, knowledge of industry and business, and execution of strategy in placing the individual
within the range outlined.
The Committee considered base wage changes for Mssrs. Weis, Minor and Lipps at a meeting of the Committee
held on October 28, 2013. Accordingly, base compensation for Mr. Weis was increased from $397,320 to
$457,320, base pay for Mr. Minor was increased from $268,428 to $281,910 and base compensation for Mr. Lipps
was increased from $206,080 to $226,669. After its review of all sources of market data as described above, the
13
Committee believes that the base salaries and the bonuses described are within its targeted range for total cash
compensation.
Annual Performance-Based Variable Compensation
The performance-based variable compensation reported for each executive officer represents compensation that was
earned based on fiscal 2013 performance. The following describes the methodologies used by the Compensation
Committee to determine the final annual performance-based variable compensation earned by each executive
officer:
Selection of Performance Metrics. For fiscal 2013, the Compensation Committee designed a short-term incentive
program (“STIP”) driven by four performance measures that it determined were appropriate to drive desired
business behavior for the Company and would correlate positively with total shareholder return. These measures
were the Company’s results with respect to (1) customer billings, (2) net income, (3) customer satisfaction, and (4)
the officer’s achievement of certain individual goals. Messrs. Weis, Minor, Lipps and two Non-Executive officers
were included in the plan. Mr. Lipps’ short term incentive plan included a separate component based solely on the
level of customer billings achieved.
Establishment of Incentive Goals and Payout Approach. The Compensation Committee designed the relationship
between pay and performance to ensure that desired performance would be rewarded with material payouts.
Similarly, performance that did not meet the goals would reduce the performance-based variable compensation
payout to as low as zero. In setting the performance levels, the Compensation Committee strived to establish
challenging but achievable goals. The factors considered by the Compensation Committee in assessing the challenge
inherent in the goals included:
Management’s internal operating plan; and
Customer satisfaction.
Payout Based on Performance Against Goals. For fiscal 2013 the Company’s performance, as evaluated by the
Compensation Committee, lead to the determination that 40% of the STIP performance metrics were achieved and
therefore 40% of the target bonus payouts were made under the STIP compensation plan. The STIP earned by
Messrs. Weis, Minor and Lipps were $79,451, $37,588 and $24,727, respectively. Total billings – based incentives
paid to Mr. Lipps during fiscal 2013 was $77,774 for total incentive payments of $102,501.
Stock Options
The Committee has a long-standing practice of providing long-term incentive compensation grants to the executive
officers. The Committee believes that such grants, in the form of stock options, help align our executive officers’
interests with those of Sonic’s stockholders. All stock options have been granted under our 1995 Stock Option Plan,
the 1999 Non-Qualified Plan or the 2009 Stock Incentive Plan (“Employee Plans”). All but the 2009 Stock
Incentive Plan are now terminated.
The Committee reviews option grant recommendations by the Chief Executive Officer for each executive officer,
but retains full discretion to accept, reject or revise each recommendation. The Committee’s policy is to grant
options on the date it approves them or such other future date as the Committee may agree at the time of approval.
The exercise price is determined in accordance with the terms of the Employee Plan and cannot be less than the Fair
Market Value, as defined in the Plan, of Sonic’s common stock. The Committee typically grants options once a year,
but may grant options to newly hired executives at other times.
In making its determinations, the Committee considers the number of options or shares owned by the executive
officers.
14
On October 28, 2013 the Committee awarded Mssrs. Weis, Minor and Lipps option grants to purchase 61,500,
33,825 and 33,825 shares of common stock, respectively, effective October 28, 2013 with the strike price equal to
the closing price of Sonic’s stock on that date, which was $9.45. Each grant will vest one third each on the first,
second and third anniversaries of the grant.
Health and Welfare Benefits
Our officers are covered under the same health and welfare plans, including our 401(k) plan, as salaried employees.
Employment Agreements
We entered into employment agreements with Kenneth A. Minor in October 2007 and Robert M. Lipps in August
2008. The salaries of each of Messrs. Minor and Lipps are subject to increase each year at the discretion of the Board
of Directors. Messrs. Minor and Lipps are also entitled to incidental benefits of employment under the agreements.
Each of the employment agreements provides that a cash severance payment be made upon termination, other than for
cause. In the case of Mr. Minor, such cash severance is equal to the highest cash compensation paid in any of the last
three fiscal years immediately prior to termination and with respect to Mr. Lipps, such cash severance payment is equal
to the cash compensation paid in the previous fiscal year immediately prior to termination. In addition, Mssrs. Minor
and Lipps will receive immediate vesting of all previously unvested common stock and stock options and have the right
to voluntarily terminate their employment, and receive the same severance arrangement detailed above following (i)
any “person” becoming a “ beneficial” owner of stock of Sonic Foundry representing 50% or more of the total voting
power of Sonic Foundry’s then outstanding stock; or, (ii) Sonic Foundry is acquired by another entity through the
purchase of substantially all of its assets or securities and following such acquisition, Gary Weis does not remain as
Chief Executive Officer of the Board of Directors of Sonic Foundry or the acquisition is without the written consent of
the Board of Directors of Sonic Foundry; or (iii) Sonic Foundry is merged with another entity, consolidated with
another entity or reorganized in a manner in which any “person” is or becomes a “beneficial” owner of stock of the
surviving entity representing 50% or more of the total voting power of the surviving entity’s then outstanding stock;
and Messrs. Minor or Lipps is demoted without cause or his duties are substantially altered. Pursuant to the
employment agreements, each of Messrs. Minor and Lipps has agreed not to disclose our confidential information and
not to compete against us during the term of his employment agreement and for a period of one year thereafter. Such
non-compete clauses may not be enforceable, or may only be partially enforceable, in state courts of relevant
jurisdictions.
Effective September 30, 2011, the Company entered into an amended and restated employment agreement with Mr.
Weis. Pursuant to the terms of the amended and restated employment agreement, Mr. Weis will receive an annual
base salary subject to increase at the discretion of the Board. Mr. Weis may also receive a performance bonus at the
discretion of the Board. Mr. Weis in addition will assume duties as are customarily performed by a Chief
Technology Officer.
The amended and restated employment agreement will continue in effect until terminated as set forth therein. In the
event Mr. Weis’s employment is terminated without cause, as defined in the amended and restated employment
agreement, or in the event his employment is constructively terminated, Mr. Weis shall be entitled to receive, in
equal bi-weekly installments over a one-year period, compensation equal to one and five hundredths
(1.05) multiplied by the highest cash compensation paid to Mr. Weis in any of the last three years immediately prior
to his termination. In the event of a Change of Control, as defined in the amended and restated employment
agreement, Mr. Weis is entitled to terminate the agreement within one year following such Change of Control, in
which event he shall be entitled to receive, in a lump sum payable within thirty days of such termination,
compensation equal to two and one-tenth (2.1) multiplied by the highest cash compensation paid to Mr. Weis in any
of the last three fiscal years immediately prior to his termination. In any of the above events, (i) all of Mr. Weis’s
unvested stock options and stock grants shall vest immediately upon termination, and (ii) Mr. Weis shall receive
health insurance continuation as required by COBRA, salary accrued to the date of termination, and any accrued
vacation pay. Mr. Weis has further agreed not to disclose the Company’s proprietary information, and, until one year
15
following the termination of his employment agreement, not to compete with the Company or solicit the Company’s
employees. Such non-compete clause may not be enforceable, or may be only partially enforceable, in state courts
of relevant jurisdiction.
For illustrative purposes, if Sonic terminated the employment of Mr. Weis (not for cause) on September 30,
2013, Sonic would be obligated to pay $495,122, representing 1.05 times the cash compensation paid Mr. Weis during
fiscal 2013 and $990,244 if Mr. Weis elected to terminate his employment on September 30, 2013, following a change
of control as defined in the employment agreement. If Sonic terminated Messrs. Minor and Lipps on September 30,
2013, (not for cause), or if Messrs. Minor and Lipps elected to terminate their employment following a demotion or
alteration of duties on September 30, 2013, and a change of control as defined in the employment agreements had
occurred, Sonic would be obligated to pay $318,286 and $307,809, respectively. In addition, any non-vested rights of
Messrs. Weis, Minor and Lipps under the Employee Plans, would vest as of the date of employment termination. The
value of accelerated vesting of the options under these circumstances would be $138,000 for Mr. Weis and $98,000 for
both Mssrs. Minor and Lipps.
Personal Benefits
Our executives receive a limited number of personal benefits certain of which are considered taxable income to them
and which are described in the footnotes to the section of this Proxy Statement entitled “Summary Compensation
Table ”.
Internal Revenue Code Section 162(m)
Internal Revenue Code Section 162(m) limits the ability of a public company to deduct compensation in excess of
$1 million paid annually to each of the Chief Executive Officer and each of the other executive officers named in the
Summary Compensation Table. There are exemptions from this limit, including compensation that is based on the
attainment of performance goals that are established by the Committee and approved by the Company stockholders.
No executive officer was affected by this limitation in fiscal 2013.
COMPENSATION COMMITTEE REPORT
The Compensation Committee of Sonic has reviewed and discussed the Compensation Discussion and Analysis
required by Item 402(b) of Regulation S-K with management and, based on such review and discussions, the
Compensation Committee recommended to the Board that the Compensation Discussion and Analysis be included
in the Proxy Statement.
COMPENSATION COMMITTEE
David C. Kleinman, Chair
Mark D. Burish
Michael H. Janowiak
16
The following table sets forth the compensation of our principal executive officer, our principal financial officer and
our other two executive officers for the fiscal year ended September 30, 2013.
Summary Compensation
Salary
($)
(c)
Bonus
($)
(d)
Stock
Awards
($)
(e)
Option
Awards
($)(1)
(f)
Non-Equity
Incentive Plan
Compensation
($)(2)
(g)
Change in
Pension
Value and
Non-qualified
Deferred
Compensation
Earnings
($)
(h)
395,865
378,400
170,000
267,502
255,123
247,092
205,308
195,811
189,696
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
198,560
—
191,880
79,461
75,680
74,923
108,800
103,400
98,416
108,800
103,400
98,416
37,588
50,784
49,144
102,501
109,911
101,248
—
—
—
—
—
—
—
—
—
All Other
Compen-
sation
($)(3)
(i)
Total
($)
(j)
13,214
6,986
—
687,100
461,066
436,803
16,718
16,809
14,041
430,608
426,116
408,693
9,900
8,787
9,072
426,509
417,909
398,432
Name and Principal
Position
(a)
Gary R. Weis
Chief Executive and
Chief Technology
Officer
Kenneth A. Minor
Chief Financial Officer
and Secretary
Robert M. Lipps
Executive Vice
President - Sales
Year
(b)
2013
2012
2011
2013
2012
2011
2013
2012
2011
(1) The option awards in column (f) represent the aggregate grant date fair value computed in accordance with FASB
ASC Topic 718 for stock options granted during the fiscal year. The assumptions and methodology used in
calculating the compensation expense of the option awards are provided in Sonic’s Form 10-K. See Note 1,
“Stock Based Compensation” in the Notes to the Consolidated Financial Statements in Sonic’s Form 10-K. The
amounts in this column represent value attributed to the awards at the date of grant and not necessarily the actual
value that will be realized by the executive. There can be no assurance that the options will ever be exercised (in
which case no value will be realized by the executive) or that the value on exercise will equal the ASC Topic 718
value.
(2) The amounts in column (g) represent cash bonuses which were awarded for performance during the prior fiscal
year based on a pre-established formula.
(3) The amount shown under column (i) for the fiscal year 2013 includes Sonic’s matching contribution under our
401(k) plan of $13,214, $10,393 and $9,900 for Messrs Weis, Minor and Lipps. Mr. Minor receives $650 per
month as a car allowance of which the taxable personal portions were $6,325. Mr. Lipps receives a car allowance
of $700 per month of which there was no taxable personal portion. Mr. Weis received car and housing allowances
totaling $2,500 per month, of which there was no taxable personal portion.
17
The Following table shows the plan-based awards granted to the Named Executive Officers during fiscal 2013.
Grants of Plan-Based Awards
Name
(a)
Grant
Date
(b)
Estimated Future Payouts
Under Non-Equity Incentive
Plan Awards
Target
($)
(d)
Maximum
($)
(e)
Threshold
($)
(c)
Estimated Future Payouts
Under Equity
Incentive
Plan Awards
Target
($)
(g)
Maximum
($)
(h)
Threshold
($)
(f)
All other
stock
awards:
Number of
Shares of
stock or
units
(#)
(i)
All other
option
awards:
Number of
Securities
Underlying
Options
(#)
(j)
Exercise or
base price
of option
awards
($/Sh)
(1)
(k)
Grant
Date fair
Value of
Stock and
option
awards
($)
(2)
(l)
Gary R. Weis
Kenneth A. Minor
Robert M. Lipps
10/17/12 —
10/17/12 —
10/17/12 —
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
73,000
40,000
40,000
7.80
7.80
7.80
198,560
108,800
108,800
(1) Sonic grants employee stock options with exercise prices equal to the closing stock price on the date of grant.
(2) The amount reported in column (l) represents the grant date fair value of the award following the required FASB
ASC Topic 718 compensation methodology. Grant date fair value is calculated using the Lattice method. See
Note 1, “Stock Based Compensation” in the Notes to the Consolidated Financial Statements in Sonic’s Form 10-K
for the fiscal year ended September 30, 2013 for an explanation of the methodology and assumptions used in
FASB ASC Topic 718 valuation. With respect to the option grants, there can be no assurance that the options will
ever be exercised (in which case no value will be realized by the executive) or that the value on exercise will equal
the FASB ASC Topic 718 value.
Sonic grants options to its executive officers under our employee stock option plans. As of September 30, 2013, options
to purchase a total of 997,045 shares were outstanding under the plans, and options to purchase 384,129 shares
remained available for grant thereunder.
18
Outstanding Equity Awards at Fiscal Year-End
The following table shows information concerning outstanding equity awards as of September 30, 2013 held by the
Named Executive Officers.
Option Awards
Stock Awards
Name
(a)
Gary R. Weis
Kenneth A. Minor
Robert M. Lipps
Number
of
Securities
Underlying
Unexercised
Options
(#)
Exercisable
(1)(2)
(b)
2,000
2,000
2,000
2,000
2,000
2,000
5,000
2,000
2,000
2,000
16,667
0
5,000
12,000
6,000
9,414
9,167
0
2,500
750
1,500
2,500
10,000
6,000
6,000
9,414
9,167
0
Number
of
Securities
Underlying
Unexercised
Options
(#)
Unexercisable
(1)(2)
(c)
0
0
0
0
0
0
0
0
0
0
33,333
73,000
0
0
0
4,979
18,333
40,000
0
0
0
0
0
0
0
4,979
18,333
40,000
Equity
Incentive
Plan
Awards:
Number
of
Securities
Underlying
Unexercised
Unearned
Options
(#)
(d)
None
None
None
Option
Exercise
Price
($)
(1)(2)
(e)
19.40
13.40
12.30
17.40
37.60
8.00
5.00
5.50
6.90
14.83
8.68
7.80
14.50
15.50
5.26
15.21
9.46
7.80
22.60
37.10
15.50
7.50
7.80
5.30
5.26
15.21
9.46
7.80
Equity
Incentive
Plan
Awards:
Market or
Payout
Value of
Unearned
Shares,
Units or
Other
Rights
That Have
Not
Vested
($)
(j)
Equity
Incentive
Plan
Awards:
Number
of
Unearned
Shares,
Units or
Other Rights
That Have
Not
Vested
(#)
(i)
Market
Value of
Shares or
Units of
Stock
That
Have
Not
Vested
($)
(h)
Number
of Shares
or Units
of Stock
That Have
Not
Vested
(#)
(g)
Option
Expiration Date
(1)
(f)
2/9/2014
5/24/2014
5/15/2015
3/15/2016
3/15/2017
3/6/2018
11/3/2018
3/5/2019
3/4/2020
3/3/2021
9/30/2021
10/17/2022
11/26/2014
12/04/2017
12/2/2019
11/24/2020
10/24/2021
10/17/2022
04/10/2016
12/07/2016
12/04/2017
03/10/2018
04/16/2018
11/10/2018
12/2/2019
11/24/2020
10/24/2021
10/17/2022
(1) All options were granted under either our stockholder approved Employee Stock Option Plans or the Non-
Qualified Stock Option Plan. All unexercisable options listed in the table become exercisable over a three-year
period in equal annual installments beginning one year from the date of grant.
(2) All options have been adjusted for the one-for-ten reverse stock split of the Company’s shares completed on
November 16, 2009.
19
The following table shows information concerning option exercises in fiscal 2013 by the Named Executive Officers.
Option Exercises and Stock Vested
Option Awards
Stock Awards
Number of Shares
Acquired on
Exercise
(#)
Value Realized
on Exercise
($)
Number of
Shares Acquired
on Vesting
(#)
Value Realized
on Vesting
($)
None
Equity Compensation Plan Information
Plan category
Number of securities to be
issued upon exercise of
outstanding options, warrants
and rights
Weighted average exercise
price of outstanding options,
warrants and rights
Number of securities
remaining available for
future issuance
Equity compensation plans approved
by security holders (1)
Equity compensation plans not
approved by security holders (2)
(a)
(b)
(c)
920,987
$ 10.31
384,129
76,058
12.24
-
Total
997,045
$ 10.54
384,129
(1) Consists of the 2009 Stock Incentive Plan, Employee Incentive Stock Option Plan and the Amended Directors
Stock Option Plans. For further information regarding these plans, reference is made to Note 5 of the financial
statements.
(2) Consists of the Non-Qualified Stock Option Plan. For further information regarding this plan, reference is
made to Note 5 of the financial statements.
Compensation Committee Interlocks and Insider Participation
The members of the Executive Compensation Committee of Sonic's Board of Directors for fiscal 2013 were those named
in the Executive Compensation Committee Report. No member of the Committee was at any time during Fiscal 2013 or
at any other time an officer or employee of Sonic Foundry, Inc.
No executive officer of Sonic Foundry, Inc. has served on the board of directors or compensation committee of any other
entity that has or has had one or more executive officers serving as a member of the Board of Directors of Sonic
Foundry.
20
PROPOSAL TWO: ADVISORY VOTE ON COMPENSATION OF NAMED EXECUTIVE OFFICERS
Introduction
The core of Sonic’s executive compensation policies and practices continues to be to pay for performance. Our
executive officers are compensated in a manner consistent with our strategy, competitive practice, sound corporate
governance principles, and stockholder interests and concerns. We believe our compensation program is strongly
aligned with the long-term interests of our stockholders. We urge you to read the Compensation Discussion and
Analysis section of this proxy statement for additional details on our executive compensation, including our
compensation philosophy and objectives and the 2013 compensation of our Named Executive Officers.
The U.S. Congress has enacted requirements commonly referred to as the “Say on Pay” rules. As required by those
rules, we are asking you to vote on the adoption of the following resolution:
BE IT RESOLVED by the stockholders of Sonic Foundry, Inc., that the stockholders approve the
compensation of Sonic’s Named Executive Officers as disclosed in the proxy statement pursuant to the SEC’s
compensation disclosure rules.
As an advisory vote, this Proposal is non-binding. Although the vote is non-binding, the Board of Directors and the
Compensation Committee value the opinions of our stockholders, and will consider the outcome of the vote when
making future compensation decisions for our Named Executive Officers.
Vote Required
The affirmative vote of a majority of the shares of Sonic common stock cast at the Annual Meeting is required for
approval of this Proposal.
Recommendation of the Board of Directors
The Board of Directors recommends that the stockholders vote FOR Proposal Two.
PROPOSAL THREE: PROPOSAL TO AMEND THE 2008 EMPLOYEE STOCK PURCHASE PLAN
The Board of Directors believe that it is in the best interest of Sonic and its stockholders to amend the 2008 Employee
Stock Purchase Plan to increase the number of shares of common stock subject to the plan from 100,000 to 150,000.
The 2008 Employee Stock Purchase Plan was approved at the annual stockholders meeting held March 6, 2008 and in
the opinion of the Company, enhanced the interest of employees in the continued success of Sonic and served to align
the interests of the employees and stockholders. In addition, the Board of Directors is of the opinion that employee
stock purchase plans provide an aid in recruiting highly qualified and talented employees. At January 10, 2014 there
are 10,600 shares available for issuance under the plan.
For these reasons, the Board of Directors authorized the amendment of the 2008 Employee Stock Purchase Plan (the
"Purchase Plan") to increase the number of shares of common stock subject to the plan from 100,000 to 150,000,
subject to the approval of stockholders at the Annual Meeting.
The following is a summary of the material provisions of the Purchase Plan. This summary is qualified in its entirety by
reference to the specific provisions of the Purchase Plan, the full text of which is attached to this Proxy Statement as
Annex A.
21
Summary of the Purchase Plan
Common Stock Subject To Plan
Subject to adjustment as provided below, 150,000 shares of Common Stock will be available for issuance under the
Purchase Plan. Shares of Common Stock delivered under the Purchase Plan may be authorized and unissued shares or
reacquired shares. As of January 10, 2014, the fair market value of one share of Common Stock was $10.17.
Participation
Any employee who has completed 90 days of employment with Sonic or any Designated Subsidiary of Sonic on the
first day of each offering period will be eligible to participate in the Purchase Plan. A Designated Subsidiary of Sonic
is any majority-owned subsidiary of Sonic that has been designated by the Board of Directors as eligible to participate
in the Purchase Plan with respect to its Employees. An employee of Sonic or a Designated Subsidiary of Sonic who,
after the grant of an option to purchase, would hold common stock and/or hold outstanding options to purchase stock
possessing 5% or more of the total combined voting power or value of Sonic will not be eligible to participate. As of
January 10, 2014, approximately 120 employees of Sonic would be eligible to participate in the Purchase Plan.
Purchases Under The Purchase Plan
Sonic will continue to make bi-annual offerings to eligible employees of options to purchase shares of Common Stock
under the Purchase Plan on the first trading day of January and July, commencing July 1, 2014. Each offering period
will be for a period of six months from the date of offering, and each eligible employee as of the date of offering will be
entitled to purchase shares of Common Stock at a purchase price equal to the lower of 85% of the fair market value of
Common Stock on the first trading day of the offering period or 85% of the fair market value of Common Stock on the
last trading day of the offering period.
Payment for shares of Common Stock purchased under the Purchase Plan will be made by authorized payroll
deductions from an employee's Total Wages. Subject to the terms of the Purchase Plan, eligible employees who desire
to participate in the Purchase Plan will designate a stated whole percentage of their total wages, up to a maximum of
10%, to be deducted from their total wages and held by Sonic until the date of purchase. No participant in the Purchase
Plan will be permitted to purchase Common Stock under the Purchase Plan if such option would permit his or her
rights to purchase stock under the Purchase Plan to accrue at a rate that exceeds $25,000 of the fair market value of
such shares (determined as of the date of grant of such right), or that exceeds 1,000 shares, for each calendar year
during which any option granted to such individual under any such plan is outstanding at any time.
A participant will have none of the rights or privileges of a stockholder of Sonic (including the right to receive
dividends) until the shares purchased under the Purchase Plan are fully paid for and issued.
Withdrawal
An employee may withdraw from the plan if such request is made at least 30 days prior to the end of a contribution
period. Such withdrawal request and the refund of all cash contributions, without interest, will be made as soon as
administratively feasible and all options will be cancelled. Once terminated, an employee will be eligible for
reenrollment in the plan beginning with the contribution period beginning immediately following the next contribution
period.
Termination Of Participation
An employee's participation in the Purchase Plan will be terminated when he or she: (1) voluntarily elects to withdraw
his or her entire account; (2) resigns or is discharged from Sonic and all Designated Subsidiaries of Sonic; or (3) dies.
22
Administration
The Purchase Plan will continue to be administered by the Compensation Committee of the Board or such other
committee established by the Board of Directors of Sonic (“the Committee”).
Modification and Termination
The Committee may terminate the Purchase Plan at any time or make any amendment or modification it deems
advisable.
Adjustments
Appropriate and proportionate adjustments will be made in the number and class of shares available under the Purchase
Plan, and to the rights granted under the Purchase Plan and the prices applicable to such rights, to reflect changes in the
outstanding stock that occur because of stock dividends, stock splits, recapitalizations, reorganizations, liquidations, or
other similar events.
Transferability
A participant's rights under the Purchase Plan are exercisable only by such participant and may not be transferred in
any manner.
Federal Income Tax Consequences
Sonic has been advised that under current law the federal income tax consequences to participants and Sonic of options
granted under the Purchase Plan would generally be as set forth in the following summary. This summary is not a
complete analysis of all potential tax consequences relevant to participants and Sonic and does not describe tax
consequences based on particular circumstances. For these reasons, participants should consult with a tax advisor as to
any specific questions regarding the tax consequences of participation in the Purchase Plan.
It is intended that the option to purchase shares of Common Stock granted under the Purchase Plan will constitute an
option issued pursuant to an "employee stock purchase plan" within the meaning of Section 423 of the Internal
Revenue Code of 1986, as amended. If shares are purchased under the Purchase Plan, and no disposition of these
shares is made within two years of the date of grant of the option, or within one year after the purchase of the shares,
then no income will be realized by the employee at the time of the transfer of the shares to such employee. When an
employee sells or otherwise disposes of the shares, or in the event of his death (whenever occurring) while owning such
shares, there will be included in his or her gross income, as compensation, an amount equal to the lesser of: (i) the
amount by which the fair market value of the shares on the first trading day of the offering period exceeds the purchase
price for the shares, or (ii) the amount by which the fair market value at the time of disposition or death exceeds the
purchase price per share. Any further gain will be treated for tax purposes as long-term capital gain, provided that the
employee holds the shares for the applicable long-term capital gain holding period after the last day of the offering
period applicable to such shares.
No deduction will be allowed to Sonic for federal income tax purposes in connection with the grant or exercise of the
option to purchase shares under the Purchase Plan, provided there is no disposition of shares by a participant within
either the two-year or the one-year periods referred to above. If an employee disposes of the shares within either the
two-year or the one-year periods referred to above, he or she will realize ordinary income in the year of disposition in
an amount equal to the difference between the purchase price and the fair market value of the shares at the time of
exercise of the option, and Sonic will be entitled to a deduction in the same amount. Any difference between the
amount received upon such a disposition and the fair market value of the shares at the time of exercise of the option
will be capital gain or loss, as the case may be.
23
Plan Benefits
Participation in the Purchase Plan is voluntary and each eligible employee will make his or her own election whether
and to what extent to participate in the plan. It is therefore not possible to determine the benefits or amounts that will
be received in the future by individual employees or groups of employees under the Purchase Plan.
Provision to Purchase Additional Shares of Common Stock by Employees and Directors
Apart from the Plan provisions set forth above, the Committee has the power and authority to allow any Employee
or director to receive Shares in lieu of cash compensation or cash fees. In such event, in order to account for the
non-transferability of any Shares acquired thereunder, the Committee may discount the value of such Shares by up
to 15% of the then Fair Market Value of unvested Shares of Common Stock. This portion of the Plan will allow
Employees and directors the opportunity to acquire Shares in accordance with such special terms and conditions as
the Committee may establish from time to time, which terms and conditions may modify the terms and conditions of
the Plan set forth elsewhere in the Plan. Without limiting the authority of the Committee, the special terms and
conditions which may be established with respect to such Employees and directors who elect to participate in this
portion of the Plan, and which need not be the same for all such Employees and directors, include but are not limited
to the right to participate, procedures for elections to participate, the purchase price of any Shares to be acquired,
and the maximum amount of Shares which may be purchased by any participating Employee or director. Any
purchases made pursuant to the provisions of this portion of the Plan shall not be subject to the requirements of
Section 423 of the Code and the federal income tax consequences set forth above shall not apply thereto.
Vote Required
The amendment of the Purchase Plan requires the approval of a majority of the outstanding shares present and entitled
to vote at the meeting.
The Board of Directors unanimously recommends a vote FOR Proposal 3 to amend the Employee Stock
Purchase Plan.
PROPOSAL FOUR: PROPOSAL TO AMEND THE
2009 STOCK INCENTIVE PLAN
We are asking our stockholders to approve an amendment to the 2009 Stock Incentive Plan to increase the number
of shares of common stock subject to the plan by 800,000 at the Annual Meeting (in this proposal, the “Amended
2009 Plan”). On January 17, 2014, the Board approved the Amended 2009 Plan, subject to stockholder approval.
The purpose of the Amended 2009 Plan is to promote the interests of the Company and its stockholders by
strengthening the Company’s ability to attract and retain experienced and knowledgeable employees and to furnish
additional incentives to those employees upon whose judgment, initiative and efforts the Company largely depends.
The 2009 Plan provided for the grant of up to 1,000,000 stock options. As of September 30, 2013, the Company had
granted options for 746,851 shares and had forfeitures totaling 101,456, leaving a balance of 354,605. During the
quarter ended December 31, 2013, the Company granted options for 246,900 shares under the 2009 Plan and
cancelled 3,800 options, leaving a balance at December 31, 2013 of 111,505. We recommend approval of the
Amended 2009 Plan to provide for an aggregate number of shares that may be subject to awards under the Amended
2009 Plan of 1,800,000.
We presently anticipate that the number of Available Shares under the Amended 2009 Plan will be sufficient for
issuance of awards under our equity compensation for three years. Except with respect to the number of shares of
common stock subject to equity awards, there are no material differences between the prior 2009 Stock Incentive
Plan and the Amended 2009 Plan.
24
Why You Should Vote for the Amended 2009 Plan
There are a Limited Number of Options Remaining to be Granted Under the 2009 Plan
Equity awards are currently made to officers and employees exclusively from our 2009 Stock Incentive Plan. As of
December 31, 2013, we had a balance of 111,505 options remaining to be granted under our 2009 Stock Incentive
Plan. We currently grant approximately 300,000 options per year. If we do not adopt the Amended 2009 Plan we
will be unable to issue a significant number of equity awards unless our stockholders approve a new stock plan. We
anticipate that we will have difficulty attracting, retaining, and motivating officers and employees if we were unable
to make equity awards to them. In addition, we believe that equity awards are an effective compensation vehicle
because they offer significant potential value with a smaller impact on current income and cash flow. Therefore, we
are asking our stockholders to approve the Amended 2009 Plan.
Equity Incentives are an Important Part of our Compensation Philosophy
Approval of the Amended 2009 Plan is critical to our ongoing effort to create stockholder value. As discussed in the
Compensation Discussion and Analysis earlier in this Proxy Statement, equity-based incentives are an integral part
of our compensation program. We grant stock options to substantially all of our employees. We believe we must
continue to offer a competitive equity compensation plan in order to attract, retain and motivate the talent necessary
to successfully grow the Company.
The Amended 2009 Plan Combines Compensation and Governance Best Practices
Some of the key features of the Plans that are designed to protect our stockholders’ interest and to reflect corporate
governance best practices are as follows:
Continued broad-based eligibility for equity awards. We grant equity awards to substantially all
of our employees. By doing so, we link employee interests with stockholder interests throughout the
organization and motivate our employees to act as owners of the Company.
Reasonable share counting provisions. In general, when awards granted under the Plans expire or are
cancelled, the shares reserved for those awards will be returned to the share reserve and be available for
future issuance under the Plans. However, shares of common stock received from the exercise of stock
options or withheld for taxes will not be returned to the share reserve.
Option exercise price. Under the Amended 2009 Plan, the exercise price per share of stock
options may not be less than 100% of the fair market value on the date of grant.
Repricing is not allowed. Under the Amended 2009 Plan, repricing of stock options (including
reduction in the exercise price of stock options or replacement of an award with cash or another award
type) is prohibited without prior stockholder approval.
Limitations on Amendments. The Amended 2009 Plan requires stockholder approval for material
amendments to the Plan, including (i) a material increase in the benefits accrued to participants under the
Plan, (ii) a material increase in the number of securities that may be issued under the Plan, (iii) a material
expansion of the class of individuals eligible to participate in the Plan, or (iv) an extension to the term of
the Plan.
25
Description of the Amended 2009 Plan
A description of the principal features of the Amended 2009 Plan is set forth below. The summary is qualified in its
entirety by the detailed provisions of the Amended 2009 Plan, a copy of which is attached to this Proxy Statement as
Annex B.
Purpose. The Amended 2009 Plan is intended to provide incentives to the Company’s officers, directors, and
employees by providing them with opportunities to acquire a direct proprietary interest in the operations and future
success of the Company.
Effective Date. The Amended 2009 Plan will become effective on the date on which it is approved by the
stockholders (the “Effective Date”).
Types of Awards. The Amended 2009 Plan provides for the following types of awards: (i) incentive stock options,
(ii) non-qualified stock options, (iii) restricted stock awards, (iv) restricted stock units, (v) performance stock
awards, (vi) and other stock-based awards (collectively, “Awards”).
Administration. Our Board, or a committee of the Board consisting of at least two members of the Board, will
administer the Amended 2009 Plan. The Board may delegate responsibility for administration of the Plan to
different committees, subject to any limitations the Board deems appropriate. The Board, or any two member
committee of the Board (hereinafter, the “Committee”), has full authority to administer the Plan, including authority
to interpret and construe any relevant provisions of the Plan, to adopt rules and regulations that it deems necessary,
to determine which individuals are eligible to participate and/or receive Awards under the Plan, to determine the
amount and/or number of shares subject to the Award, and to determine the terms of the Award (which need not be
identical). The Committee may delegate its authority to grant Awards under the Amended 2009 Plan to one or more
of the Company’s executive officers to the extent permitted by applicable law, provided the grantees are not
executive officers or directors of the Company.
The Committee has the power to approve the form of Award agreements, and to amend or adopt sub-plans to permit
employees who reside outside the United States to participate in the Amended 2009 Plan. The Committee does not
have authority under the Amended 2009 Plan to reduce the exercise or purchase price of any outstanding Award or
to cancel and re-grant an outstanding Award if such action would reduce the exercise or purchase price of the
Award, in either case, absent prior approval of the stockholders for such an action.
The Board has delegated administration of the 2009 Stock Incentive Plan, and any amendments thereto, including
the Amended 2009 Plan to the Executive Compensation Committee.
Stock Subject to the Amended 2009 Plan. The common stock issued or to be issued under the Amended 2009 Plan
consists of authorized but unissued shares or issued shares that have been reacquired by the Company in any
manner. Subject to adjustment made in connection with a recapitalization, change in control and certain other events
set forth in the Amended 2009 Plan, the maximum number of shares subject to Awards which may be issued
pursuant to the Amended 2009 Plan will be 1,800,000 shares of common stock. In addition, if any Award granted
under the Amended 2009 Plan is not exercised or is forfeited, lapses or expires, or otherwise terminates without
delivery of any common stock subject thereto, the shares subject to such Award will again be available for future
grants of Awards under the Plan. The number of shares of common stock available for issuance under the Amended
2009 Plan will not be increased by any shares tendered or Awards surrendered in connection with the purchase of
shares of common stock upon exercise of an option or any shares of common stock deducted or forfeited from an
Award in connection with our withholding obligations.
Eligibility and Limitations on Grants. Awards under the Amended 2009 Plan may be made to employees, officers,
directors and consultants of the Company or any present or future parent or subsidiary of the Company or other
business venture in which the Company has a substantial interest (“Related Entities”). Awards made to non-
employee directors under the Amended 2009 Plan may only be granted and administered by a committee meeting
the independence requirements of the exchange on which the Company’s common stock is listed.
26
Terms of Options. The Amended 2009 Plan permits grants of stock options intended to qualify as incentive stock
options (“ISOs”) under Section 422 of the Internal Revenue Code (the “Code”) and stock options that do not qualify
as ISOs (“non-qualified” options). Options granted under the Amended 2009 Plan will be non-qualified options if
they fail to qualify as ISOs or exceed the annual limit on ISOs. Only employees of the Company may receive ISOs.
Non-qualified options may be granted to any persons eligible to receive ISOs and to directors and consultants of the
Company. The exercise price of a stock option may not be less than 100% of the fair market value of the stock
subject to the option on the date of grant (for an incentive stock option, 110% if the optionee is a 10% holder of our
common stock). The term of option will not be longer than ten years (or, in the case of a 10% owner of our common
stock, five years if the option is an ISO) and may be subject to restrictions on transfer.
Options may be exercised in whole or in part with written or electronic notice to the Company’s delegate for receipt
of such notice, accompanied by full payment of the exercise price for the number of shares being purchased. Subject
to the discretion of the Committee, the exercise price may be paid in cash, by check, pursuant to a broker-assisted
cashless exercise, by delivery of other shares of common stock, by a “net exercise arrangement”, or any other form
of legal consideration deemed acceptable by the Committee.
Options generally terminate ninety days after termination of an optionee’s service or as set forth in the option
agreement. The optionee may have longer to exercise when termination is due to disability or death. No option may
be exercised beyond the expiration of its term. The ability to exercise options may be accelerated by the Committee,
subject to compliance with the provisions of the Amended 2009 Plan.
Terms of Restricted Stock. The Amended 2009 Plan permits grants of restricted stock entitling recipients to acquire
shares of the Company’s common stock, subject to the right of the Company to require forfeiture of such shares in
the event that conditions specified by the Committee in the applicable award agreement are not satisfied. Subject to
the provisions of the Amended 2009 Plan, the Committee will determine the terms and conditions of any restricted
stock award, including the grant date and vesting schedule for the award.
Terms of Restricted Stock Units. The Amended 2009 Plan permits awards of restricted stock units entitling recipients
to acquire shares of the Company’s common stock (or the cash equivalent) in the future. Subject to the provisions of
the Amended 2009 Plan, the Committee will determine the terms and conditions of any restricted stock unit award,
including the grant date and vesting schedule for the award.
Other Stock-Based Awards. The Amended 2009 Plan permits awards of shares of the Company’s common stock,
and other awards that are valued by reference to, or are otherwise based on, shares of the Company’s common stock
or property, including awards entitling recipients to receive shares of the Company’s common stock in the future.
Such awards may also be available as a form of payment in the settlement of other awards granted under the
Amended 2009 Plan or as payment in lieu of compensation to which a participant is otherwise entitled. Subject to
the discretion of the Committee, the awards may be paid in shares of common stock or cash. Subject to the
provisions of the Amended 2009 Plan, the Committee will determine the terms and conditions of such other stock-
based awards, including any purchase price that may be applicable to the award.
Performance Awards. Under the Amended 2009 Plan, certain restricted stock awards, restricted stock unit awards
and other stock-based awards may be subject to the achievement of performance goals. For performance awards that
are intended to qualify as performance-based compensation under Section 162(m) of the Code, the vesting and/or
delivery of shares for such awards will occur upon achievement of one or more of the following objective
performance measures, as determined by the Committee in its discretion: earnings per share, return on average
equity or average assets in relation to a peer group of companies designated by the Committee, earnings, earnings
growth, earnings before interest, taxes and amortization (EBITA), operating income, gross or product margins,
revenues, expenses, stock price, market share, reductions in non-performing assets, return on sales, assets, equity or
investment, regulatory compliance, satisfactory internal or external audits, improvement of financial ratings,
achievement of balance sheet or income statement objectives, net cash provided from continuing operations, stock
price appreciation, total shareholder return, cost control, strategic initiatives, net operating profit after tax, pre-tax or
after-tax income, cash flow, or a combination of one or more of these measures, which may be absolute in their
terms or measured against or in relationship to other companies comparably, similarly or otherwise situated. These
performance measures may be adjusted to exclude the effect of various events that may occur during the
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performance period, including: extraordinary items and any other unusual or non-recurring items; discontinued
operations; gains or losses on the dispositions of discontinued operations; the cumulative effects of changes in
accounting principles; the writedown of any asset; and charges for restructuring and rationalization programs. In
addition, such performance measures:
may vary by participant and may be different for different performance awards;
may be particular to a participant or the department, branch, line of business, subsidiary or other unit in
which the participant works and may cover such period as may be specified by the Committee; and
shall be set by the Committee within the time period prescribed by, and shall otherwise comply with the
requirements of Section 162(m) of the Code.
Notwithstanding any other provision of the Plan, the Committee may adjust downwards, but not upwards, the cash
or number of shares payable pursuant to performance awards intended to qualify as performance-based
compensation under 162(m) of the Code, and the Committee may not waive the achievement of the applicable
performance measures except in the case of the death or disability of the participant or a change in control of the
Company.
Awards that are not intended to qualify as performance-based compensation under 162(m) of the Code may be based
on these or such other performance measures as the Committee may determine.
Adjustments and Recapitalization. In the event that any change is made to the shares of common stock issuable
under the Amended 2009 Plan, whether through merger, consolidation, stock split, stock dividend, extraordinary
cash dividend, recapitalization, combination of shares, exchange of shares, or other similar event, then appropriate
adjustments will be made to (i) the maximum number and/or class of securities issuable under the Plan, (ii) the
number and/or class of securities and, if applicable, price per share in effect under each outstanding Award under the
Plan, and (iii) the maximum number of shares issuable to one individual in a calendar year under the Plan.
Change in Control Provisions. In the event of a change in control of the Company, outstanding Awards may be
assumed, continued or substituted by the successor corporation. If the successor corporation does not assume,
continue or substitute such Awards, then all Awards held by a participant, immediately prior to the effectiveness of
the change in control, will become fully vested and exercisable.
Notwithstanding the foregoing, in the event of a change in control, all outstanding Awards held by the participant
will, immediately prior to the effectiveness of the change in control, become vested and exercisable as to an
additional number of shares equal to the number of shares that would have become vested and exercisable on the
date twelve months after the effectiveness of the change in control. If the participant has been employed by the
Company for less than twelve months immediately prior to the change in control, the number of vested and
exercisable shares will be increased by the number of shares that would have become vested and exercisable on the
date six months after the consummation of the change in control. In addition, if, within six months following the
change in control, the successor corporation terminates the employment of a participant without cause, all Awards
held by the participant will become fully vested and exercisable.
Under the Amended 2009 Plan, a “change in control” generally means any of the following events: (i) a person (as
defined by Sections 13(d) and 14(d) of the Exchange Act, as amended) becomes the beneficial owner of securities
representing 35% or more of the combined voting power of the Company’s then outstanding securities; (ii) the
Company’s incumbent directors cease to constitute a majority of the Board; (iii) a consummated merger or
consolidation of the Company with any other corporation; or (iv) the stockholders approve a plan of liquidation or
dissolution or an agreement for the sale of all or substantially all of the Company’s assets.
Term and Amendment of the Plan. The Amended 2009 Plan is scheduled to expire ten years from the Effective Date
of the 2009 Stock Incentive Plan. The Board may amend or modify the Amended 2009 Plan in any respect to the
extent the amendment or modification does not adversely affect a holder’s rights under any outstanding Award
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without the holder’s consent; however, stockholder approval is required for any amendment that (i) materially
increases the benefits accrued to participants under the Plan, (ii) materially increases the number of securities which
may be issued under the Plan, (iii) materially expands the class of individuals eligible to participate in the Plan, or
(iv) extends the term of the Plan. In addition, certain amendments may, as determined by the Board in its discretion,
require stockholder approval pursuant to applicable laws, rules or regulations, including any applicable exchange on
which our common stock is listed.
Tax Withholding. Participants in the Amended 2009 Plan are responsible for the payment of any foreign, federal or
state tax that we are required by law to withhold upon any exercise or vesting of an Award. Subject to the discretion
of the Committee, participants may satisfy such tax obligations by delivery of shares of common stock, including
shares retained from the Award creating the tax obligations, valued at their fair market value. The Company may, to
the extent permitted by law, deduct such tax obligations from any payment of any kind otherwise due to the
participant.
Federal Income Tax Consequences
The following is a summary of the principal U.S. federal income tax consequences to participants and the Company
with respect to participation in the Amended 2009 Plan. It does not describe all federal tax consequences under the
Amended 2009 Plan, nor does it discuss state, local or foreign tax consequences.
Incentive Stock Options. An optionee who is granted an incentive stock option does not recognize taxable income at
the time the option is granted or upon its exercise, although the exercise is an adjustment item for alternative
minimum tax purposes and may subject the optionee to the alternative minimum tax. Upon a disposition of the
shares more than two years after grant of the option and more than one year after the exercise of the option, any gain
or loss is treated as long-term capital gain or loss. If these holding periods are not satisfied, the optionee recognizes
ordinary income at the time of disposition equal to the difference between the exercise price and the lower of (a) the
fair market value of the shares at the date of the option exercise or (b) the sale price of the shares. Any gain or loss
recognized on such a premature disposition of the shares in excess of the amount treated as ordinary income is
treated as long-term or short-term capital gain or loss, depending on the holding period. Unless limited by
Section 162(m) of the Code, we are generally entitled to a deduction in the same amount as the ordinary income
recognized by the optionee.
Nonstatutory Stock Options. No taxable income is recognized by an optionee upon the grant of a nonstatutory stock
option. Upon exercise, the optionee will recognize ordinary income equal to the excess of the fair market value of
the purchased shares on the exercise date over the exercise price paid for those shares. Assuming we comply with
Section 162(m) of the Code, we will be entitled to an income tax deduction in the tax year in which the optionee
recognizes the ordinary income. When the optionee disposes of shares granted as a nonstatutory stock option, any
difference between the sale price and the optionee’s exercise price, to the extent not recognized as taxable income as
provided above, is treated as long-term or short-term capital gain or loss, depending on the holding period.
Restricted Stock. A grantee who is awarded restricted stock will not recognize any taxable income for federal
income tax purposes in the year of the award, provided that the shares of common stock are subject to restrictions
(that is, the restricted stock is nontransferable and subject to a substantial risk of forfeiture). However, the grantee
may elect under Section 83(b) of the Code to recognize compensation in the year of the award in an amount equal to
the fair market value of the common stock on the date of the award (less the purchase price, if any), determined
without regard to the restrictions. If the grantee does not make such a Section 83(b) election, the fair market value of
the common stock on the date the restrictions lapse (less the purchase price, if any) will be treated as compensation
income to the grantee and will be taxable in the year the restrictions lapse and dividends paid while common stock is
subject to restrictions will be subject to withholding taxes. If we comply with the restrictions of Section 162(m) of
the Code, we will be entitled to a tax deduction in the same amount and generally at the same time as the grantee
recognizes ordinary income.
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Restricted Stock Units. There are no immediate tax consequences of receiving an award of restricted stock units
under the Amended 2009 Plan. A grantee who is awarded restricted stock units will be required to recognize
ordinary income in an amount equal to the fair market value of shares issued to such grantee at the end of the
restriction period or, if later, the payment date. If we comply with the restrictions of Section 162(m) of the Code, we
will be entitled to a tax deduction in the same amount and generally at the same time as the grantee recognizes
ordinary income.
Performance Awards. The award of a performance award will have no federal income tax consequences for us or the
grantee. The payment of the award is taxable to a grantee as ordinary income. If we comply with the restrictions of
Section 162(m) of the Code, we will be entitled to a tax deduction in the same amount and generally at the same
time as the grantee recognizes ordinary income.
Section 280(G). To the extent payments that are contingent on a change in control are determined to exceed certain
Code limitations, they may be subject to a 20% nondeductible excise tax and our deduction with respect to the
associated compensation expense may be disallowed in whole or in part.
Section 409A. The Company intends for awards granted under the Amended 2009 Plan to comply with
Section 409A of the Code.
New Plan Benefits
Because the Amended 2009 Plan will not be effective unless and until it is approved by the stockholders, no Awards
will be granted under the 2009 Plan in excess of the current share limit until approved. The participants and types of
Awards under the Amended 2009 Plan are subject to the discretion of the Committee and, as a result, the benefits or
amounts that will be received by any participant or groups of participants if the Amended 2009 Plan is approved are
currently not determinable. As of January 10, 2014 there were three executive officers, six non-employee directors,
and approximately 120 employees who are eligible to participate in the Amended 2009 Plan. As of the Record Date,
the closing price per share of our common stock was $10.17.
General
The amendment of the 2009 Stock Incentive Plan requires the approval of a majority of the outstanding shares
entitled to vote at the Annual Meeting.
Recommendation of the Board of Directors
The Board of Directors unanimously recommends a vote FOR proposal 4, to amend the 2009 Stock Incentive Plan.
PROPOSAL FIVE: RATIFICATION OF APPOINTMENT OF INDEPENDENT AUDITORS
The Board of Directors, upon the recommendation of the Audit Committee, has appointed the firm of Grant Thornton
LLP (“GT”) as independent auditors to audit our financial statements for the year ending September 30, 2014, and has
further directed that management submit the selection of independent public accountants for certification by the
stockholders at the annual meeting. Representatives of GT are expected to be present at the annual meeting to respond
to stockholders' questions and to have the opportunity to make any statements they consider appropriate.
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Stockholder ratification of the selection of GT as our independent auditors is not required by our Bylaws or otherwise.
However, the Board is submitting the selection of GT to the stockholders for ratification as a matter of good corporate
practice. If the stockholders fail to ratify the selection, the Board and the Audit Committee will reconsider whether or
not to retain that firm. Even if the selection is ratified, the Board and the Audit Committee in their discretion may
direct the appointment of a different independent accounting firm at any time during the year if they determine that
such a change would be in the best interests of Sonic and its stockholders.
The ratification of the appointment of GT as independent public accountants requires the approval of a majority of the
votes cast at the Annual Meeting.
Recommendation of Board of Directors
The Board of Directors unanimously recommends a vote FOR proposal 5 ratifying the appointment of GT as
independent auditors for Sonic Foundry.
Relations with Independent Auditors
GT has served as our independent public accountants since its appointment in July 2004. As stated in Proposal 5, the
Board has selected GT to serve as our independent auditors for the fiscal year ending September 30, 2014.
Audit services performed by GT for Fiscal 2013 and 2012 consisted of the examination of our financial statements,
review of fiscal quarter results, and services related to filings with the Securities and Exchange Commission (SEC).
We also retained GT to perform certain audit related services associated with the audit of our benefit plan, and tax
preparation and consultative services associated with the preparation of Federal and State tax returns. All fees paid to
GT were reviewed, considered for independence and upon determination that such payments were compatible with
maintaining such auditors’ independence, approved by Sonic’s audit committee prior to performance.
Fiscal Years 2013 and 2012 Audit Firm Fee Summary
During fiscal years 2013 and 2012, we retained GT to provide services in the following categories and amounts:
Audit Fees
Audit Related
Tax Fees
Years Ended September 30,
2012
2013
$177,780
11,950
26,940
$168,200
12,250
27,378
All of the services described above were approved by Sonic’s audit committee prior to performance. The Audit
Committee may, in its discretion, delegate to one or more of its members the authority to pre-approve any audit or non-
audit services to be performed by the independent auditors, provided that any such approvals are presented to the Audit
Committee at its next scheduled meeting. The audit committee has determined that the payments made to its
independent accountants for these services are compatible with maintaining such auditors’ independence.
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REPORT OF THE AUDIT COMMITTEE 1
The Audit Committee's role includes the oversight of our financial, accounting and reporting processes, our system of
internal accounting and financial controls and our compliance with related legal and regulatory requirements, the
appointment, engagement, termination and oversight of our independent auditors, including conducting a review of
their independence, reviewing and approving the planned scope of our annual audit, overseeing the independent
auditors' audit work, reviewing and pre-approving any audit and non-audit services that may be performed by them,
reviewing with management and our independent auditors the adequacy of our internal financial controls, and
reviewing our critical accounting policies and the application of accounting principles. The Audit Committee held five
meetings during fiscal 2013.
Mssrs. Kleinman, Burish and Janowiak meet the rules of the SEC for audit committee membership and are
"independent" as that term is used in Item 7(d)(3)(iv) of Schedule 14A under the Exchange Act and under Nasdaq
listing standards. A copy of the Audit Committee Charter is available on Sonic’s website.
As set forth in the Audit Committee Charter, management of Sonic is responsible for the preparation, presentation and
integrity of Sonic’s financial statements and for the effectiveness of internal control over financial reporting.
Management and the accounting department are responsible for maintaining Sonic’s accounting and financial reporting
principles and internal controls and procedures designed to assure compliance with accounting standards and applicable
laws and regulations. The independent auditors are responsible for auditing Sonic’s financial statements and
expressing an opinion as to their conformity with generally accepted accounting principles.
We have reviewed and discussed with our independent auditors, GT, matters required to be discussed pursuant to
Statement on Auditing Standards No. 61 (Communications with Audit Committees). We have received from the
auditors a formal written statement describing the relationships between the auditor and Sonic that might bear on the
auditor's independence consistent with applicable requirements of the Public Company Accounting Oversight Board.
We have discussed with GT matters relating to its independence, including a review of both audit and non-audit fees,
and considered the compatibility of non-audit services with the auditors' independence.
The members of the Audit Committee are not full-time employees of Sonic and are not performing the functions of
auditors or accountants. As such, it is not the duty or responsibility of the Audit Committee or its members to conduct
“field work” or other types of auditing or accounting reviews or procedures or to set auditor independence standards.
Members of the Committee necessarily rely on the information provided to them by management and the independent
accountants. Accordingly, the Audit Committee’s considerations and discussions referred to above do not assure that
the audit of Sonic’s financial statements has been carried out in accordance with generally accepted auditing standards,
that the financial statements are presented in accordance with generally accepted accounting principles or that Sonic’s
auditors are in fact “independent”.
We have reviewed and discussed with management and GT the audited financial statements. We discussed with GT the
overall scope and plans of their audit. We met with GT, with and without management present, to discuss results of
their examination and the overall quality of Sonic’s financial reporting.
1 The material in this report is not “soliciting material”, is not deemed filed with the SEC, and is not to be
incorporated by reference in any of our filings under the Securities Act of 1933, as amended, or the Securities
Exchange Act of 1934, as amended, whether made before or after the date hereof and irrespective of any general
incorporation language in such filing.
32
Based on the reviews and discussions referred to above and our review of Sonic’s audited financial statements for fiscal
2013, we recommended to the Board that the audited financial statements be included in the Annual Report on
Form 10-K for the fiscal year ended September 30, 2013, for filing with the SEC.
Respectfully submitted,
AUDIT COMMITTEE
David C. Kleinman, Chair
Mark D. Burish
Michael H. Janowiak
PROPOSAL SIX: AMENDMENT OF AMENDED AND RESTATED ARTICLES OF INCORPORATION
TO DECREASE THE NUMBER OF DIRECTOR CLASSES FROM FIVE TO THREE AND TO
SHORTEN THE TERM OF DIRECTORS TO THREE YEARS
The Board of Directors recommends an amendment to the Company’s Amended and Restated Articles of
Incorporation that would provide for decreasing the number of director classes from five to three and for shortening
the term of directors from five to three years.
Our Board of Directors is currently divided into five classes, with members of each class holding office for
staggered five-year terms. The amendment, if adopted, would result in all directors elected at the 2015 Annual
Meeting and thereafter being elected to a maximum term of three years, but would not shorten the term of any
existing director. Accordingly, directors elected at the 2014 Annual Meeting will be elected to five-year terms,
expiring at the 2019 Annual Meeting.
The amendment is the product of the Board’s ongoing review of corporate governance matters. In making its
recommendation, the Board considered the advantages of both a five-year and a three-year term. A longer term can
promote continuity and enhance the stability of the board, encourage a longer-term perspective of company
management and reduce a company’s vulnerability to coercive takeover tactics. The Board recognized these
advantages but concluded that the advantage of allowing the stockholders the ability to evaluate directors more
frequently outweighed them. Consequently, the Board of Directors concluded that the proposed amendment to the
Company’s Amended and Restated Articles of Incorporation is in the best interest of the Company and its
stockholders. If the proposed amendment is not approved, the Board of Directors will continue to have five classes
and terms of office of five years.
Approval of the amendment will cause Article FIFTH of the Company’s Amended and Restated Articles of
Incorporation to be amended in its entirety to read as follows:
Text of Amendment:
FIFTH: NUMBER, QUALIFICATION AND TENURE. The number of directors shall
be seven and the number of classes shall be three. The number of directors may be increased or
decreased in accordance with the Bylaws of the Corporation. The Board of Directors shall never
be less than the minimum number required by Maryland law or more than fifteen (15).
The directors who are to be elected or re-elected, as the case may be, at the 2015 Annual
Meeting of Stockholders, shall serve for three-year terms, and shall be classified as Class A
directors. The directors who are to be elected or re-elected, as the case may be, at the 2016 Annual
Meeting of Stockholders, and continuing each third year thereafter, shall serve for three-year
terms, or until their earlier resignation or removal, and shall be classified as Class B directors. The
directors who are to be elected or re-elected, as the case may be, at the 2017 Annual Meeting of
Stockholders, and continuing each third year thereafter, shall serve for three-year terms, or until
their earlier resignation or removal, and shall be classified as Class C directors. Prior to the 2018
Annual Meeting of Stockholders, the Board of Directors shall classify the directors who are to be
elected at the 2018 Annual Meeting of Stockholders into two classes, with one director to be
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elected in each class. Such directors, if elected, shall be designated as Class A and Class C
directors, respectively, to serve until the Annual Meeting of Stockholders to be held in 2021 and
2020, respectively, or until their earlier resignation or removal. Beginning with directors elected or
re-elected, as the case may be, at the 2019 Annual Meeting of Stockholders, directors shall serve
until the Annual Meeting of Stockholders held on the third year following their election or re-
election, as the case may be, or until their earlier resignation or removal.
Any vacancy on the Board of Directors that results from an increase in the number of
directors may be filled by a majority of the Board of Directors then in office, provided that a
quorum is present, and any other vacancy occurring in the Board of Directors may be filled by the
Board of Directors acting by a majority of the directors then in office, although less than a
quorum, and any directors so chosen shall hold office until the next election of the class for which
such directors have been chosen and until their successors have been elected and qualified. No
decrease in the number of directors shall shorten the term of any incumbent director.
Notwithstanding the foregoing, whenever the holders of any one or more classes or series
of preferred or preference stock issued by the Corporation shall have the right, voting separately
by class or series, to elect directors at an annual or especial meeting of stockholders, the election,
term of office, filing of vacancies and any other business of directors shall be governed by the
terms of these Amended and Restated Articles of Incorporation applicable thereto.
General
The amendment to the Company’s Amended and Restated Articles of Incorporation requires a two-thirds
vote of the shares entitled to vote thereon at the Annual Meeting.
Recommendation of the Board of Directors
The Board of Directors unanimously recommends a vote FOR proposal 6, to amend the Amended and
Restated Articles of Incorporation.
CERTAIN TRANSACTIONS
Frederick H. Kopko, Jr., a director and stockholder of Sonic Foundry, is a partner in McBreen & Kopko. Pursuant to
the 1997 Directors' Stock Option Plan, Mr. Kopko has been granted options to purchase 4,000 shares of Common
Stock at exercise prices ranging from $17.40 to $37.60 and was granted options to purchase 12,000 shares of
Common Stock at exercise prices ranging from $5.50 to $14.83 pursuant to the 2008 Non-Employee Directors Plan.
During fiscal 2013, we paid the Chicago law firm of McBreen & Kopko certain compensation for legal services
rendered subject to standard billing rates.
Section 16(a) Beneficial Ownership Reporting Compliance
Section 16(a) of the Securities Exchange Act of 1934 requires Sonic's officers and directors, and persons who own
more than ten percent of the Common Stock, to file reports of ownership and changes in ownership with the
Securities and Exchange Commission. Based solely upon a review of Forms 3 and Forms 4 furnished to us pursuant
to Rule 16a-3 under the Exchange Act during our most recent fiscal year, to Sonic Foundry's knowledge, all
reporting persons complied with all applicable filing requirements of Section 16(a) of the Securities Exchange Act
of 1934, as amended.
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Code of Ethics
Sonic has adopted a Code of Ethics (as defined in Item 406 of Regulation S-K) that applies to its principal executive,
financial and accounting officers. Sonic Foundry will provide a copy of its code of ethics, without charge, to any
investor who requests it. Requests should be addressed in writing to Mr. Kenneth Minor, Corporate Secretary, 222
West Washington Ave, Madison, WI 53703.
COMMUNICATIONS WITH THE BOARD OF DIRECTORS
Any stockholder who desires to contact our Board or specific members of our Board may do so electronically by
sending an email to the following address: directors@sonicfoundry.com. Alternatively, a stockholder can contact
our Board or specific members of our Board by writing to: Secretary, Sonic Foundry Incorporated, 222 West
Washington Avenue, Madison, WI 53703.
Each communication received by the Secretary will be promptly forwarded to the specified party following normal
business procedures. The communication will not be opened but rather will be delivered unopened to the intended
recipient. In the case of communications to the Board or any group or committee of Directors, the Secretary will
open the communication and will make sufficient copies of the contents to send to each Director who is a member of
the group or committee to which the envelope is addressed.
STOCKHOLDER PROPOSALS FOR 2014 ANNUAL MEETING OF STOCKHOLDERS
Requirements for Stockholder Proposals to be Considered for Inclusion in Sonic's Proxy Materials. Stockholders of
Sonic may submit proposals on matters appropriate for stockholder action at meetings of Sonic's stockholders in
accordance with Rule 14a-8 promulgated under the Securities Exchange Act of 1934. For such proposals to be
included in Sonic's proxy materials relating to its 2015 Annual Meeting of Stockholders, all applicable requirements
of Rule 14a-8 must be satisfied and such proposals must be received by Sonic no later than the anniversary date of
120 days prior to the date of this proxy statement (September 29, 2014). Such proposals should be delivered to
Corporate Secretary, Sonic Foundry, Inc., 222 West Washington Avenue, Madison, Wisconsin 53703.
Requirements for Stockholders Proposals to be Brought Before the Annual Meeting.
Sonic's bylaws provide that, except in the case of proposals made in accordance with Rule 14a-8, for stockholder
nominations to the Board of Directors or other proposals to be considered at an annual meeting of stockholders, the
stockholder must have given timely notice thereof in writing to the Secretary not less than ninety nor more than one
hundred twenty calendar days prior to the anniversary of the date on which Sonic held its immediately preceding
annual meeting of stockholders. To be timely for the 2015 Annual Meeting of Stockholders, a stockholder's notice
must be delivered or mailed to and received by Sonic's Secretary at the principal executive offices of Sonic between
November 6, 2014 and December 6, 2014. However, in the event that the annual meeting is advanced by more than
30 days or delayed by more than 60 days from March 6, 2014, to be timely, notice by the stockholders must be so
received not earlier than the close of business on the 120th day prior to such annual meeting and not later than the
close of business on the later of the 90th day prior to such annual meeting or the tenth calendar day following the
date on which public announcement of the date of the annual meeting is first made. In no event will the public
announcement of an adjournment of an annual meeting of stockholders commence a new time period for the giving
of a stockholder's notice as provided above. A stockholder's notice to Sonic's Secretary must set forth the
information required by Sonic's bylaws with respect to each matter the stockholder proposes to bring before the
annual meeting.
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In addition, the proxy solicited by the Board of Directors for the 2015 Annual Meeting of Stockholders will confer
discretionary authority to vote on (i) any proposal presented by a stockholder at that meeting for which Sonic has not
been provided with notice on or prior to the anniversary date of 45 days prior to the date of this proxy statement
(December 13, 2014) and (ii) any other proposal, if the 2015 proxy statement briefly describes the matter and how
management's proxy holders intend to vote on it, and if the stockholder does not comply with the requirements of
Rule 14a-4(c)(2) under the Securities Exchange Act of 1934. Notwithstanding the above, all stockholder proposals
must comply with the provisions of Sonic’s bylaws.
OTHER MATTERS
The Board of Directors has at this time no knowledge of any matters to be brought before this year's Annual Meeting
other than those referred to above. However, if any other matters properly come before this year's Annual Meeting, it
is the intention of the persons named in the proxy to vote such proxy in accordance with their judgment on such
matters.
GENERAL
A copy of our Annual Report to Stockholders for the fiscal year ended September 30, 2013 is being mailed, together
with this Proxy Statement, to each stockholder. Additional copies of such Annual Report and of the Notice of Annual
Meeting, this Proxy Statement and the accompanying proxy may be obtained from us. We will, upon request,
reimburse brokers, banks and other nominees, for costs incurred by them in forwarding proxy material and the Annual
Report to beneficial owners of Common Stock. In addition, directors, officers and regular employees of Sonic and its
subsidiaries, at no additional compensation, may solicit proxies by telephone, telegram or in person. All expenses in
connection with soliciting management proxies for this year's Annual Meeting, including the cost of preparing,
assembling and mailing the Notice of Annual Meeting, this Proxy Statement and the accompanying proxy are to be
paid by Sonic.
Sonic will provide without charge (except for exhibits) to any record or beneficial owner of its securities, on
written request, a copy of Sonic's Annual Report on Form 10-K filed with the Securities and Exchange
Commission for the fiscal year ended September 30, 2013, including the financial statements and schedules
thereto. Exhibits to said report, and exhibits to this proxy statement, will be provided upon payment of fees
limited to Sonic's reasonable expenses in furnishing such exhibits. Written requests should be directed to
Investor Relations, 222 West Washington Avenue, Madison, Wisconsin 53703. We also make available, free of
charge, at the “Investor Information” section of our website, our annual report on Form 10-K, our quarterly
reports on Form 10-Q, our current reports on Form 8-K, our proxy statement, amendments and exhibits to
such reports as soon as practicable after the filing of such reports, exhibits and proxy statements with the
Securities and Exchange Commission.
In order to assure the presence of the necessary quorum at this year's Annual Meeting, and to save Sonic the expense of
further mailings, please date, sign and mail the enclosed proxy promptly in the envelope provided. No postage is
required if mailed within the United States. The signing of a proxy will not prevent a stockholder of record from voting
in person at the meeting.
By Order of the Board of Directors,
January 31, 2014
Kenneth A. Minor, Secretary
36
UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
WASHINGTON, D.C. 20549
(Mark One)
FORM 10-K
ANNUAL REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE
ACT OF 1934
For the fiscal period ended September 30, 2013
OR
TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES
EXCHANGE ACT OF 1934
Commission File Number
000-30407
SONIC FOUNDRY, INC.
(Exact name of registrant as specified in its charter)
MARYLAND
(State or other jurisdiction of incorporation or
organization)
39-1783372
(I.R.S. Employer Identification No.)
222 W. Washington Ave, Madison, WI 53703
(Address of principal executive offices)
(608) 443-1600
(Issuer's telephone number)
Securities registered pursuant to Section 12(b) of the Act:
None
Securities registered pursuant to Section 12(g) of the Act:
Common stock par value $0.01 per share
Indicate by check mark if the registrant is a well-known seasoned issuer as defined in Rule 405 of the Securities Act.
Yes
No
Indicate by check mark if the registrant is not required to file reports pursuant to Section 13 or 15(d) of the Act.
Yes
No
Indicate by check mark whether the registrant (1) has filed all reports required to be filed by Section 13 or 15(d) of
the Securities Exchange Act of 1934 during the preceding 12 months (or for such shorter period that the registrant
was required to file such reports), and (2) has been subject to such filing requirements for the past 90 days.
Yes
No
Indicate by check mark if disclosure of delinquent filers pursuant to Item 405 of Regulation S-K is not contained
herein, and will not be contained, to the best of registrant's knowledge, in definitive proxy or information statements
incorporated by reference in Part III of this Form 10-K or any amendment to this Form 10-K.
Yes
No
Indicate by check mark whether the registrant has submitted electronically and posted on its corporate Web site, if
any, every Interactive Data File required to be submitted and posted pursuant to Rule 405 of Regulation S-T (§
232.405 of this chapter) during the preceding 12 months (or for such shorter period that the registrant was required
to submit and post such files).
Yes
No
Indicate by check mark whether the registrant is a large accelerated filer, an accelerated filer, or a non-accelerated
filer. See definition of “accelerated filer and large accelerated filer” in Rule 12b-2 of the Exchange Act.
Large accelerated filer
Accelerated filer
Non-accelerated filer
Smaller reporting company
Indicate by check mark whether the registrant is a shell company (as defined in Rule 12b-2 of the Act).
Yes
No
The aggregate market value of the registrant’s common stock held by non-affiliates computed by reference to the
price at which the common equity was last sold, or the average bid and asked price of such common equity, as of the
last business day of the Registrant’s most recently completed second fiscal quarter was approximately $22,406,000.
The number of shares outstanding of the registrant's common equity was 4,027,784 as of December 16, 2013.
DOCUMENTS INCORPORATED BY REFERENCE
Portions of the Proxy Statement for the 2013 Annual Meeting of Stockholders are incorporated by reference into
Part III. A definitive Proxy Statement pursuant to Regulation 14A will be filed with the Commission no later than
January 28, 2014.
TABLE OF CONTENTS
PAGE NO.
PART I
Item 1.
Item 1A.
Item 1B.
Item 2.
Item 3.
Item 4.
Business .................................................................................................................................
Risk Factors ...........................................................................................................................
Unresolved Staff Comments ..................................................................................................
Properties ...............................................................................................................................
Legal Proceedings ..................................................................................................................
Mine Safety Disclosures ........................................................................................................
PART II
Item 5.
Item 6.
Item 7.
Item 7A.
Item 8.
Item 9.
Item 9A.
Item 9B.
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:
Report of Grant Thornton LLP, Independent Registered Public Accounting Firm ...............
Consolidated Balance Sheets .................................................................................................
Consolidated Statements of Operations .................................................................................
Consolidated Statements of Comprehensive Loss .................................................................
Consolidated Statements of Stockholders' Equity ..................................................................
Consolidated Statements of Cash Flows ................................................................................
Notes to Consolidated Financial Statements ..........................................................................
Changes in and Disagreements with Accountants on Accounting and Financial
Disclosure ..............................................................................................................................
Controls and Procedures ........................................................................................................
Other Information ..................................................................................................................
PART III
Item 10.
Item 11.
Item 12.
Item 13.
Item 14.
Directors, Executive Officers and Corporate Governance .....................................................
Executive Compensation .......................................................................................................
Security Ownership of Certain Beneficial Owners and Management and Related
Stockholder Matters ...............................................................................................................
Certain Relationships and Related Transactions, and Director Independence .......................
Principal Accounting Fees and Services ................................................................................
4
15
28
28
28
28
29
32
33
42
43
42
44
45
46
47
48
49
66
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68
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
When used in this Report, the words “anticipate”, “expect”, “plan”, “believe”, “seek”, “estimate” and similar
expressions are intended to identify forward-looking statements. These are statements that relate to future
periods and include, but are not limited to, statements about the features, benefits and performance of our Rich
Media products, our ability to introduce new product offerings and increase revenue from existing products,
expected expenses including those related to selling and marketing, product development and general and
administrative, our beliefs regarding the health and growth of the market for our products, anticipated increase
in our customer base, expansion of our products functionalities, expected revenue levels and sources of revenue,
expected impact, if any, of legal proceedings, the adequacy of liquidity and capital resources, and expected
growth in business. Forward-looking statements are subject to risks and uncertainties that could cause actual
results to differ materially from those projected. These risks and uncertainties include, but are not limited to,
market acceptance for our products, our ability to attract and retain customers and distribution partners for
existing and new products, our ability to control our expenses, our ability to recruit and retain employees, the
ability of distribution partners to successfully sell our products, legislation and government regulation, shifts in
technology, global and local business conditions, our ability to effectively maintain and update our products and
service portfolio, the strength of competitive offerings, the prices being charged by those competitors, and the
risks discussed elsewhere herein. These forward-looking statements speak only as of the date hereof. We
expressly disclaim any obligation or undertaking to release publicly any updates or revisions to any forward-
looking statements contained herein to reflect any change in our expectations with regard thereto or any change
in events, conditions or circumstances on which any such statement is based.
ITEM 1.
BUSINESS
PART I
Who We Are
Sonic Foundry (NASDAQ: SOFO) is the trusted market leader for enterprise webcasting solutions, providing video
content management and distribution for education, business and government. Powered by the patented Mediasite
Enterprise Video Platform and webcast services of Mediasite Events, Sonic Foundry empowers people to advance
how they share knowledge online, using video webcasts to bridge time and distance, enhance learning outcomes and
improve performance.
Today, over 2,700 customers use Mediasite to capture, stream and manage a vast number of video hours with
millions of viewers around the world.
Sonic Foundry, Inc. was founded in 1991, incorporated in Wisconsin in March 1994 and merged into a Maryland
corporation of the same name in October 1996. Our executive offices are located at 222 West Washington Ave.,
Madison, Wisconsin 53703 and our
is
www.sonicfoundry.com. In the “Investors” section of our website we make available, free of charge, our annual
report on Form 10-K, quarterly reports on Form 10-Q, current reports on Form 8-K and amendments to reports
required to be filed pursuant to Sections 13(a) and 15(d) of the Securities Exchange Act of 1934, as soon as
reasonably practicable after the filing of such reports with the Securities and Exchange Commission.
is (608) 443-1600. Our corporate website
telephone number
Challenges We Address
Every organization faces a fundamental need to share information and communicate efficiently. Universities and
colleges connect instructors with students to educate and prepare the next generation. Corporations strive for
successful communication and collaboration among colleagues to provide value to customers. Government agencies
must keep partners, stakeholders and constituents informed to operate effectively. And yet, communication and e-
learning challenges remain, including:
• Ensuring learners’ academic and professional success
• Connecting with a geographically-dispersed audience
•
• Reducing logistical and financial impacts
• Avoiding cumbersome and restrictive technologies
Improving productivity and overall organizational knowledge
4
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
Sonic Foundry Solutions
Sonic Foundry is changing the way organizations share and use information with these solutions:
Mediasite Enterprise Video Platform
Mediasite Enterprise Video Platform is the trusted cornerstone to enterprise and campus video content management
strategies. It’s a powerful and flexible system to deliver rich interactive video – live and on-demand – to any user on
any screen. Video content can be created anywhere – training rooms, classrooms, videoconferences, desktops,
studios and live events. Regardless of the source, Mediasite Enterprise Video Platform ensures all content has a
secure, central home. We understand the incredible value and power of quickly publishing, easily retrieving and
ultimately measuring the impact of video content.
• Publish: Distribute and archive content where and when users most need it
• Organize: Archive and index content in video collections or catalogs so busy learners can quickly find what
they need
• Search: Pinpoint important information in just seconds with advanced indexing and automated metadata
creation
• Analyze: Monitor who is watching what and when in order to measure learning outcomes or program
effectiveness
• Edit: Put the finishing touches on recorded content and easily repurpose video
• Secure: Guarantee only authorized users access content with directory integration
Mediasite Cloud
Mediasite Cloud provides a reliable, worry-free option for video streaming and content management projects of any
size. Customers can conveniently host and manage all of their content with Mediasite Cloud or use as needed for
important and large events to divert heavy viewing traffic from their on-premises Mediasite Platform. Either way,
our co-located data center and expert team will assist in providing a successful experience. Hundreds of clients trust
Mediasite Cloud and Sonic Foundry to provide a secure, fault-tolerant environment for their valuable content. Built
for high availability, Mediasite Cloud offers peace of mind.
Mediasite Capture Solutions
Valuable knowledge and expertise is shared every minute, but what’s the best way to capture that knowledge before
it evaporates into thin air? Mediasite provides flexible options to record and upload any content from anywhere –
training rooms, classrooms, videoconferences, laptops, mobile devices, studios and live events.
• Mediasite RL Recorders: In lecture halls, training rooms, board rooms and auditoriums, Mediasite RL
Recorder’s automated and schedule-based content capture speeds user adoption, cuts publishing delays and
minimizes support requirements for high volume live and on-demand streaming.
• My Mediasite: My Mediasite empowers faculty, trainers, staff and students to create and share video, training
modules, lectures or assignments wherever they are. It’s a friendly launch pad for users to record, upload,
manage and publish their own video content from their laptop, computer, iPad or iPhone.
• Mediasite ML Recorders: Designed for on-the-go webcasting, hybrid events, guest speakers and conferences,
Mediasite ML’s lightweight, portable design moves easily from location to location and can be set up and ready
to record in only a few minutes.
5
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
Mediasite Events
Mediasite Events empowers customers to produce successful, high quality online experiences that score rave
audience reviews and exceed event goals. Powered by the Mediasite webcasting and video management platform,
we deliver turnkey, worry-free video streaming for thousands of hybrid and live events of all sizes every year. Our
expert team provides complete video streaming services or works with customers’ own event teams as needed. With
Mediasite Events, customers:
• Expand their events’ audience by reaching those that cannot attend in person
• Generate additional revenue streams to maximize event ROI
•
• Bolster training and communication effectiveness with interactive video
• Build stronger teams and deepen morale
• Save travel time and money, while reducing carbon emissions
•
Impress remote audiences and differentiate themselves from competing events
Improve retention and learning outcomes
Mediasite Services
Organizations maximize their return on video with these additional Mediasite Services:
• Advanced Integration Services: The value of Mediasite Enterprise Video Platform is further enhanced when
customers’ video assets and streaming workflows seamlessly integrate with the systems that drive their online
learning, training or communication strategies. Mediasite Advanced Integration Services provides the resources
and expertise to incorporate Mediasite video creation, management and delivery processes into existing or
planned application platforms, infrastructures and workflows. Leveraging Mediasite’s open architecture,
flexible Enterprise Video Platform and application programming interfaces (APIs), expert Sonic Foundry
developers collaborate with customers to scope, design and implement a Mediasite solution tailored to their
unique requirements.
Installation Services: Sonic Foundry provides on-site consulting and installation services to help customers
optimize deployments and efficiently integrate Mediasite within existing AV and IT infrastructures, processes
and workflows.
•
• Training Services: To maximize customers’ return on investments, skilled trainers provide the necessary
knowledge transfer so organizations feel confident in using, managing and leveraging Mediasite’s capabilities.
On-site training is customized to specific requirements and skill levels, while online training provides
convenient anytime access to a web-based catalog of training modules.
Mediasite Customer Assurance
Sonic Foundry’s annually renewable maintenance and support plans provide customers access to technical expertise
and Mediasite software updates. With a Mediasite Customer Assurance contract, customers are entitled to:
• Software upgrades and updates for Mediasite Enterprise Video Platform and Mediasite Capture Solutions
• Unlimited technical support assistance
• Extension of their recorder hardware warranty
• Advanced recorder hardware replacement
• Authorized access to the Mediasite Customer Assurance Portal where they can access software downloads,
documentation, knowledge base articles, tutorials, online training and technical resources at any time.
Nearly all of our customers purchase a Customer Assurance plan when they purchase Mediasite Enterprise Video
Platform or Mediasite Capture Solutions.
What Sets Mediasite Apart?
For enterprises to maximize their return on video, it takes more than capturing, storing and streaming content. The
true impact and power of video is realized when content is transformed with highly interactive learning experiences,
rich searchable metadata and detailed viewing statistics to make solid business decisions. The Mediasite advantage
comes from:
•
Interactive playback on any device – Mediasite provides an interactive experience that engages the viewer via
different modalities – auditory, visual and kinesthetic – to increase content comprehension and retention.
Unconstrained by viewing device or traditional webcast layouts, watching a live or archived Mediasite
6
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
presentation is like being in the room with the presenter, but with greater playback control and time-saving
conveniences. Mediasite revolutionizes the viewer experience with polls, bookmarking/sharing, ask-a-question,
resource links, branding, player customization and more. Plus, the same interactive Mediasite experience is
available across all devices.
• Auto-indexing and powerful video search – We understand the need to bring order to growing video libraries
so content can be found, used and re-purposed. Mediasite’s unique auto-scan and index capabilities for speech,
slides, tags and audio transcripts, make all video discoverable – saving users immeasurable time with
Mediasite’s TotalSearch engine.
• Analytics – Measuring the impact and value of video initiatives is critical to their ongoing success. With
Mediasite, powerful analytics tools show exactly who is watching what content when and provide the deep
insight needed to:
• Analyze patterns in viewing frequency and behavior
• Correlate these trends to learning outcomes, individual performance and overall program effectiveness
• Measure return on investment
• Make informed decisions about elearning programs
• Plan effectively for future needs and system expansion
In addition to these unique transformation capabilities, Mediasite sets itself apart as an all-in-one platform that
addresses all phases of the video lifecycle – from content creation to delivery to retention and management. Few
other platforms offer this breadth of capability, typically focusing on one or two elements in the video value chain.
Similarly, Mediasite provides a variety of video capture solutions to suit the needs of different content creators and
content origination venues and a selection of deployment options for on-premises, cloud-based or turnkey events.
Sonic Foundry and the growing Mediasite Community provide a reliable, collaborative support network for all
Mediasite customers. Our breadth of field-based system engineers and responsive customer care ensure that
customers have readily available resources committed to their success. Plus, with over 1500 active customer
members, the Mediasite Community is one of the most vibrant and growing user communities for video, webcasting,
lecture capture and e-learning. Members share ideas and get feedback year-round from community experts through a
private online portal, live quarterly webcasts and unrivaled networking and learning opportunities at Unleash, the
annual Mediasite User Conference.
Sonic Foundry Solutions in Higher Education:
Among post-secondary institutions, Mediasite is used for all academic and campus environments, including:
• Online lectures
• Flipped classroom instruction: students view lectures from home and use classroom time for discussion
• Distance learning
• Continuing education
• Special events: commencement, guest speakers, sporting events
• Faculty training and development
• Recruitment and orientation
• University business: leadership meetings, alumni relations, outreach
Through interviews, many higher education institutions report that Mediasite:
•
• Enables their institution to remain competitive by supporting higher enrollment and/or tuition without new
Improves student learning outcomes
classrooms
• Empowers faculty with technology supporting new teaching pedagogies both in the classroom and online
• Boosts campus outreach, recruitment efforts and awareness of campus events
7
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
Recent trends in video drive more departments to adopt online education. Some examples include blended or hybrid
courses, fully online distance learning programs, dual enrollment programs and flipped classrooms. Historically,
graduate programs and STEM (science, technology, engineering and math)-oriented degree programs in schools of
medicine, nursing, engineering or business have comprised the majority of our academic customer base. We are now
experiencing heightened market demand for academic video within undergraduate and community college programs
as well.
According to the Center for Digital Education report, The Up Side of Upside Down: Faculty Perspectives on the
Flipped Classroom, 2013, there’s a growing faculty and student demand for this technology-driven pedagogy. In
fact, more than two-thirds of faculty – 70 percent – are already using or are planning to employ the model by 2014.
The top factors driving U.S. colleges to embrace flipped classrooms include: the ability to provide a better learning
experience for students, greater availability of technologies that support the model, and positive results from initial
trials. As the first comprehensive national faculty survey on this technology-driven approach, the Sonic Foundry
study also reveals that among those employing it already, 57 percent of faculty agree that their flipped classroom is
“extremely successful” or “successful”, citing key student benefits of “improved mastery of information” and
“improved retention of information”, at 81 percent and 80 percent of responses respectively.
According to the Babson Survey Research Group and Sloan Consortium report, Changing Course: Ten Years of
Tracking Online Education in the United States, 2013, the proportion of chief academic leaders that say online
learning is critical to their long-term strategy is now at 69.1%, the highest it’s been for a 10-year period. Likewise,
the proportion of institutions reporting online education is not critical to their long term strategy has dropped to a
new low of 11.2%. Further, the number of students taking at least one online course increased by over 570,000 to a
new total of 6.7 million; and the proportion of all students taking at least one online course is at an all-time high of
32%.
Community colleges, specifically, have significantly increased their number of blended or hybrid and web-enhanced
courses. The Instructional Technology Council’s “2012 Distance Education Survey Results: Trends in eLearning:
Tracking the Impact of eLearning at Community Colleges (April 2013)” reported a 6.52 percent increase in distance
education enrollments. The increase surpassed the overall 2.64 percent decline in student enrollment that the entire
student population (including those enrolled in face-to-face classes) at colleges experienced.
Analysts predict the lecture capture market will more than triple over the next six years. Frost & Sullivan analysts
estimate lecture capture revenues will reach over $175.8 million by 2016, exhibiting a nearly 20.7 percent
compound annual growth rate (CAGR) for the six-year period (Global Enterprise Video Webcasting and Lecture
Capture Solutions Markets report, 2013).
Wainhouse Research reports that higher education is experiencing very rapid growth and acceptance of online
learning, lecture capture and streaming. In the U.S., over 6.1 million students took at least one online course during
the Fall 2010 term, up from 3.9 million students in the Fall 2007 term and a 10% increase over 2009. Over 31%
of all U.S. higher education students took at least one online course in the Fall of 2010. And 65% of surveyed Chief
Academic Officers have stated that online learning is a critical part of their long-term strategy (Market Sizing &
Forecast 2011 – 2016: Lecture Capture & Streaming for Education and Training, 2012).
All of these findings point to growth of academic video on college and university campuses. A recent whitepaper by
University Business, Academic Video at a Tipping Point: Preparing Your Campus for the Future, spells out how
advances in technology, the rise of course capture platforms and expectations among faculty and students, have all
pushed
at
academic video
www.sonicfoundry.com/UBwhitepaper.
tipping point. The whitepaper
can be downloaded
reach
to
a
To remain relevant, colleges and universities are striving to differentiate themselves through technical leadership as
a means to attract these tech-savvy students, while balancing their campus technology improvements with systems
that faculty will embrace and adopt. As a result, the education market is beginning to restructure and increase
investments around online learning. We believe the visible integration of multimedia learning content into core
university applications and the success of bundled online learning technology solutions are two healthy indicators
for the widespread adoption of campus video.
8
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
To date, Sonic Foundry has installed Mediasite in large lecture halls, auditoriums and classrooms of campuses
nationwide, and the desktops and mobile devices of faculty and students. We now see more and broader expansions
and integrations of Mediasite at the campus-wide level. Course and learning management systems like
Blackboard®, Moodle, Canvas by Instructure, Desire2Learn®, Angel, or Sakai are ubiquitous in the education
enterprise. As the foundation for e-learning, these systems are rapidly moving beyond simply aggregating related
course documents (handouts, assignments, course syllabi) to becoming students’ single-source portal for all course-
related materials including recorded multimedia content like online lectures. Mediasite’s packaged integrations for
Blackboard, Moodle and Canvas, and its support for the Basic Learning Tools Interoperability (LTI) standard,
address the need to make learning content accessible to students when and where they need it. Similarly, video
content management platforms are starting to emerge as repositories for campus’ media-centric content. These
platforms provide additional opportunities through which to make Mediasite content accessible to faculty, staff and
students.
Sonic Foundry Solutions in the Enterprise:
Within medium to large corporate, healthcare and government enterprises, Mediasite has numerous applications.
In corporate enterprises it is used for:
• Executive communications: state of the enterprise speeches, town hall meetings
• Workforce development: training, HR briefings, policy documentation
• Sales, marketing and customer support
•
• Conferences and events: user group, sales and annual meetings
Investor relations: earnings calls, analyst briefings, annual reports
In health-related enterprises it is used for:
• Education and conferences: continuing medical education, grand rounds, seminars
• On-demand medical information
• Caregiver training
• Emergency response coordination and public health announcements
• Research and collaboration
In government agencies it is used for:
• Program management: relief work, military coordination, emergency preparedness
• Community outreach: committee meetings, public safety announcements
• Training, workshops and events
• Executive and legislative communications: constituent relations, public speeches, debates
Through interviews across these verticals, enterprise customers report that Mediasite:
• Expands training and communications opportunities
• Cuts travel and meeting expenses
• Boosts efficiency by allowing participants to watch when it’s convenient to avoid interruptions and increase
retention
• Helps build stronger teams through direct management/employee communications
Executives, event planners and people in training, sales, marketing, human resources and research and development
are pushing for video as part of their e-learning initiatives. They need to be seen and heard by their colleagues, and
the return on investment (ROI) for multimedia online learning is real and measurable.
In its 2013 report, Global Enterprise Video Webcasting and Lecture Capture Solutions Markets, industry analyst
Frost & Sullivan cites rapid growth of the worldwide enterprise video webcasting market, anticipating the market to
grow at a compound annual growth rate of 27.2 percent from 2011-2016.
Gartner’s first Magic Quadrant for Enterprise Video Content Management by Whit Andrews, 26 September 2013, in
which Sonic Foundry was positioned as a vendor, states that inquiries related to enterprise video content
9
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
management continue to rise, and vendor revenue growth in this category is significant in some cases, according to
credible data provided by vendors under nondisclosure as part of the Magic Quadrant information gathering process.
Gartner projects that by 2016, large companies will stream more than 16 hours of video per worker per month, up
from 7.2 hours in 2010.
The Gartner Report(s) described herein, (the "Gartner Report(s)") represent(s) data, research opinion or
viewpoints published, as part of a syndicated subscription service, by Gartner, Inc. ("Gartner"), and are not
representations of fact. Each Gartner Report speaks as of its original publication date (and not as of the date
of this Prospectus) and the opinions expressed in the Gartner Report(s) are subject to change without
notice.
Future Directions
Video, webcasting and lecture capture are becoming an everyday part of the way people work and learn. We strive
to shorten the time it takes to not only capture and distribute information but to also transform video into more
interactive, discoverable content with rich management, search and analytics capabilities. As a company, we are
helping create and manage the video libraries of tomorrow. Supporting this vision, our ongoing innovations center
on:
• Advancing enterprise video content management to accommodate organizations’ existing digital video assets,
content generated from third-party video sources and the corresponding metadata associated with those video
assets.
Introducing new applications to easily publish, search and retrieve videos from a video library as well as
expanding and automating Mediasite’s powerful multi-modal search capabilities.
•
• Offering the industry’s widest assortment of content capture solutions capable of scaling more economically
across entire organizations and allowing anyone to record and share their knowledge or expertise from any
device.
• Delivering content capture solutions that test the limits of recording, synchronizing and playing back multiple
high definition video sources.
• Supporting ubiquitous and interactive content playback on all popular mobile devices.
• Deepening integration with core enterprise platforms including learning and course management systems
(LMS/CMS), content management repositories, online learning portals and student information systems (SIS).
Introducing market-driven innovations to our Mediasite Cloud offering.
•
Segment Information
We have determined that in accordance with the Financial Accounting Standards Board (“FASB”) Accounting
Standards Codification (“ASC”) 280-10, Segment Reporting, we operate in only one segment as we do not
disaggregate profit and loss information on a segment basis for internal management reporting purposes to our chief
operating decision maker. Therefore, such information is not presented.
We have included the cash effect of billings not recorded as revenue, which are deferred in accordance with
accounting principles generally accepted in the United States (“US GAAP”), in arriving at non-GAAP net income or
loss. Our services are typically billed and collected in advance of providing the service which requires minimal cost
to perform in the future. Billings, which are a non-GAAP measure, are a better indicator of customer activity and
cash flow than revenue is, in management’s opinion, and is therefore used by management as a key operational
indicator. Billings is computed by combining revenue with the change in unearned revenue. Total billings for
Mediasite product and support outside the United States totaled 29 percent and 27 percent in fiscal 2013 and 2012,
respectively.
10
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
Our largest individual customers are typically value added resellers (“VARs”) and distributors since the majority of
our end users require additional complementary products and services which we do not provide. Accordingly, in
fiscal 2013 and 2012 one master distributor, Synnex Corporation (“Synnex”), contributed 20 percent and 18 percent,
respectively, of total world-wide billings. A second master distributor, Starin Marketing, Inc. (“Starin”), contributed
22 percent and 25 percent of total world-wide billings in fiscal 2013 and 2012, respectively. As master distributors,
Synnex and Starin fulfill transactions to VARs, end users and other distributors. No other customer represented over
10 percent of billings in 2013 or 2012.
Sales
We sell and market our offerings through a sales force that manages a channel of value-added resellers, system
integrators, consultants and distributors. These third party representatives specialize in understanding both
audio/video systems and IT networking. In fiscal 2013, we utilized two master distributors in the U.S. and
approximately 150 resellers, and sold our products to over 1,200 total end users. Our focus has been primarily in the
United States and primarily to customers we have identified as having the greatest potential for high use; that is,
organizations with presenters, trainers, lecturers, marketers, event planners and leaders who have a routine need to
communicate to many people in higher education, government, health and certain corporate markets. Despite our
primary attention on the United States market, reseller and customer interest outside the United States has grown
and accordingly, we allocate five sales professionals to address international demand. To date, we have sold our
products to customers in over 50 countries outside the United States. Total non-GAAP billings for Mediasite product
and support outside the United States totaled 29 percent and 27 percent in fiscal 2013 and 2012, respectively.
Vertical market expansion: Over half our revenue is realized from the education market. Recent trends such as the
slowing economy are driving more students, particularly adult learners, to seek online education options. Similarly,
demand for lecture capture within undergraduate, community college and blended learning programs is
demonstrating growth. This development represents an emerging trend beyond the traditional academic customer
base for the company, which has primarily consisted of graduate, distance learning and technical degree programs.
For our higher education as well as corporate, government and association clients, we anticipate weak economic
conditions will expand market demand for more outsourced services versus licensed sales. Over the last two years,
the company has made extensive capital and technology investments to advance its services model with turnkey
event webcasting, comprehensive hosting/Software as a Service (SaaS), and e-commerce capabilities that position us
well to deliver more diversified business services.
With our Mediasite Events group, we continue to see growing demand for conference webcasting and hybrid events
(conferences which combine both face-to-face meeting and viewing over the web). These event-based
communication, education and training applications, combined with outsourced webcasting services, are expected to
drive the company’s corporate sales activities going forward.
Repeat orders: Many customers initially purchase a small number of Mediasite Recorders to test or pilot in a
department, school or business unit. A successful pilot project and the associated increase in webcasting demand
from other departments or schools leads to follow up, multiple Recorder orders as well as increased Mediasite
Server capacity. In fiscal 2013 and fiscal 2012, 81 percent of billings were to preexisting customers.
Renewals: As is typical in the industry, we offer annual support and maintenance service contract extensions for a
fee to our customer base. Nearly all customers purchase a Customer Assurance plan with their initial Mediasite
Recorders and Servers, and the majority renew their contracts annually.
Marketing
Marketing efforts span the spectrum of thought leadership and best practices webinars, tradeshows, product
demonstrations, websites, public relations, social media, direct mail, e-mail campaigns, newsletters, print and online
advertising, sponsorships, Mediasite User Group community building, annual user conference, brochures, white
papers and analyst relations. We often publish press release quotes and written or multimedia testimonials from
satisfied, high-profile reference customers, particularly those that demonstrate innovative and valuable uses of the
Mediasite platform and Mediasite Events. We have a large, growing database of potential customers in the
11
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
education, corporate and government marketplaces and regularly execute demand generation activities to target
specific verticals that have a direct and demonstrated need for our offerings.
Operations
We contract with a third party to build the hardware for our Mediasite Recorders and purchase quantities sufficient
to fill specific customer orders, including purchases of inventory by resellers. Quantities are maintained in inventory
by the third party provider and shipped directly to the end customer or reseller. The hardware manufacturer provides
a limited one-year warranty on the hardware, which we pass on to our customers who purchase a Mediasite
Customer Assurance support and maintenance plan. We believe there are alternative sources of manufacturing for
our recorders and believe there are numerous additional sources and alternatives to the existing production process.
We have experienced delays in production of our products and component parts used in our products in the past and
expect to maintain greater quantities of inventory in the future to mitigate the risk of such delays. To date, we have
not experienced any material returns due to product defects.
OTHER INFORMATION
Competition
Various vendors provide lecture capture, enterprise webcasting or video content management capabilities, but few offer
an end-to-end solution that addresses all phases of the video content lifecycle (capture, delivery, transformation and
management) in a single platform like Mediasite.
Lecture capture solutions designed specifically for higher education differ in their technology approach.
• Appliance- or room-based lecture capture provides a fully integrated system with complete recording
automation for live or on-demand content. The automated, pre-scheduled workflow results in the greatest
faculty and staff adoption and largest volumes of recorded content in the shortest amount of time.
• Software-based lecture capture that resides on a podium or computer in the classroom also captures and
publishes rich media content, but relies on campus- or user-supplied hardware.
• Desktop capture tools reside on individual users’ laptops or computers allowing them to record user-generated
content.
Few lecture capture vendors, like Sonic Foundry and Echo360, offer a mix of all lecture capture approaches to best suit
customers’ needs. Most vendors, including Crestron, Panopto and Tegrity, support only one approach to lecture capture.
Likewise, a very small number of vendors provide an integrated platform like Mediasite to archive and manage video
and rich media recorded with their solution. Most rely on a third-party platform, typically the institution’s learning or
course management system, to publish and secure content.
Enterprise video management solutions (e.g. Kaltura, Qumu) serve as centralized media repositories that facilitate the
delivery, publishing and management of on-demand video. Unlike Mediasite, most platforms do not include a video
capture, webcasting or live streaming component, but instead ingest or import video-based content captured by other
third-party devices or solutions. Also, most other platforms focus on ingesting video-only content rather than rich video
which combines multiple synchronous video and/or slide streams into an interactive media experience.
Some current and potential customers develop their own home-grown lecture capture, webcasting or video content
solutions which may also compete with Mediasite. However, we often find many of these organizations are now looking
for a commercial solution that offers comprehensive management capabilities, requires fewer resources and internal
maintenance and delivers a less cumbersome workflow.
Solutions that are designed primarily to address other online communication needs sometimes compete with Mediasite.
Often these solutions are complementary to and integrated with the Mediasite solution:
• Web and video conferencing (e.g. Adobe, Cisco TANDBERG, Cisco WebEx, Citrix, and Polycom). These
solutions are designed primarily for one-to-few communications or group collaboration versus one-to-many
communications like Mediasite. Many organizations acknowledge that they need both conferencing and webcasting
12
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
technologies to appropriately address their different communication requirements. In a growing number of
instances, customers are ingesting their recorded conference content into Mediasite Enterprise Video Management
for centralized management and the added benefits of interactive playback, searchability, analytics and security.
• Authoring tools (e.g. TechSmith). Unlike webcasting, web conferencing or video conferencing, which capture and
stream content as it occurs in real-time, these tools are used to produce and edit on-demand multimedia content.
Content authors integrate audio, video, images, branding and other visual elements into a presentation which can
then be published for distribution. The authoring process can require a significant amount of production effort and
user expertise. Mediasite is capable of ingesting content produced by popular authoring tools like TechSmith’s
Camtasia Relay – allowing the content to be delivered, managed and secured alongside all other Mediasite content.
• Virtual meeting platforms (e.g. INXPO, ON24, InterCal). These companies offer cloud-based virtual event
solutions for online conferences, tradeshows and meetings. The platforms often include the ability to embed or link
to streaming video or webcasts within the interactive environment. However they do not provide the streaming
video directly. In some instances, Mediasite content is integrated into these virtual meeting environments and
streamed live or on-demand.
Intellectual Property
The status of United States patent protection in the Internet industry is not well defined and will evolve as the U.S.
Patent and Trademark Office grants additional patents. Currently four U.S patents have been issued to us and we
may seek additional patents in the future. We do not know if any future patent application will result in any patents
being issued with the scope of the claims we seek, if such patents are issued at all. We do not know whether our
patents which have been issued or any patents we may receive in the future will be challenged, invalidated or be of
any value. It is difficult to monitor unauthorized use of technology, particularly in foreign countries where the laws
may not protect our proprietary rights as fully as in the United States, and our competitors may independently
develop technology similar to ours. We will continue to seek patent and other intellectual property protections,
when appropriate, for those aspects of our technology that we believe constitute innovations providing significant
competitive advantages. Any future, patent applications may not result in the issuance of valid patents.
Our success depends in part upon our rights to proprietary technology. We rely on a combination of copyright, trade
secret, trademark and contractual protection to establish and protect our proprietary rights. We have registered four
U.S. and four foreign country trademarks. We require our employees to enter into confidentiality and nondisclosure
agreements upon commencement of employment. Before we will disclose any confidential aspects of our services,
technology or business plans to customers, potential business distribution partners and other non-employees, we
routinely require such persons to enter into confidentiality and nondisclosure agreements. In addition, we require all
employees, and those consultants involved in the deployment of our services, to agree to assign to us any proprietary
information, inventions or other intellectual property they generate, or come to possess, while employed by us.
Despite our efforts to protect our proprietary rights, unauthorized parties may attempt to copy or otherwise obtain
and use our services or technology. These precautions may not prevent misappropriation or infringement of our
intellectual property.
Third parties may infringe or misappropriate our copyrights, trademarks and similar proprietary rights. In addition,
we may be subject to claims of alleged infringement of patents and other intellectual property rights of third parties
or may be required to defend against alleged infringement claims filed against our customers due to indemnification
agreements. We may be unaware of filed patent applications which have not yet been made public and which relate
to our services.
Intellectual property claims may be asserted against us in the future. Intellectual property litigation is expensive and
time-consuming and could divert management’s attention away from running our business. Intellectual property
litigation could also require us to develop non-infringing technology or enter into royalty or license agreements.
These royalty or license agreements, if required, may not be available on acceptable terms, if at all. Our failure or
inability to develop non-infringing technology or license the proprietary rights on a timely basis would harm our
business.
13
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
Research and Development
We believe that our future success will depend in part on our ability to continue to develop new business, and to
enhance our existing business. Accordingly, we invest a significant amount of our resources in research and
development activities. During each of the fiscal years ended September 30, 2013 and 2012, we spent $4.3 million
and $4.1 million, respectively, on internal research and development activities in our business. These amounts
represent 15% and 16%, respectively, of total revenue in each of those years. The increase reflects our decision to
accelerate development on identified new products as well as enhancements to existing products.
Global Expansion
We recently announced that we have entered into non-binding term sheets to purchase the remaining shares of stock
that we do not already own in Mediasite KK and MediaMission, the market leading enterprise video providers in
Japan and the Netherlands. We completed the acquisition of MediaMission on December 16, 2013. With these
agreements, we expect to significantly expand our global market reach in the Asia-Pacific Region and Europe, and
accelerate our commitment to enterprise video communication world-wide.
Employees
At September 30, 2013 and 2012, we had 116 and 109 full-time employees, respectively. Our employees are not
represented by a labor union, nor are they subject to a collective bargaining agreement. We have never experienced
a work stoppage and believe that our employee relations are satisfactory.
14
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
ITEM 1A. RISK FACTORS
YOU SHOULD CAREFULLY CONSIDER THE RISKS DESCRIBED BELOW BEFORE MAKING AN
INVESTMENT DECISION. THE RISKS DESCRIBED BELOW ARE NOT THE ONLY ONES WE FACE.
ADDITIONAL RISKS THAT WE ARE NOT PRESENTLY AWARE OF OR THAT WE CURRENTLY BELIEVE ARE
IMMATERIAL MAY ALSO IMPAIR OUR BUSINESS OPERATIONS. OUR BUSINESS COULD BE HARMED BY
ANY OR ALL OF THESE RISKS. THE TRADING PRICE OF OUR COMMON STOCK COULD DECLINE
SIGNIFICANTLY DUE TO ANY OF THESE RISKS, AND YOU MAY LOSE ALL OR PART OF YOUR
INVESTMENT. IN ASSESSING THESE RISKS, YOU SHOULD ALSO REFER TO THE OTHER INFORMATION
CONTAINED OR INCORPORATED BY REFERENCE IN THIS ANNUAL REPORT ON FORM 10-K, INCLUDING
OUR CONSOLIDATED FINANCIAL STATEMENTS AND RELATED NOTES.
Economic conditions could materially adversely affect the Company.
With the continued global economic pressure experienced in fiscal 2013, there is a continuing risk of further
weakening in conditions, particularly with those customers that rely on local, state or Federal government funding.
Any continuing unfavorable economic conditions could continue to negatively affect, our business, operating results
or financial condition, which could in turn affect our stock price. Weak economic conditions and the resulting
impact on the availability of public funds along with the possibility of state and local budget cuts and reduced
university enrollment could lead to a reduction in demand for our products and services. In addition, a prolonged
economic downturn could cause insolvency of key suppliers resulting in product delays, inability of customers to
obtain credit to finance purchases of the Company’s products and inability or delay of our channel partners and
other customers to pay accounts receivable owed to us.
Economic conditions may have a disproportionate effect on the sale of our products.
Many of our customers will look at the total A/V equipment and labor cost to outfit a typical conference room or
lecture hall as one amount for budgetary purposes. Consequently, although our products represent only a portion of
the total cost, the cost of the entire project of outfitting a room or conference hall may be considered excessive and
may not survive budgetary constraints. Alternatively, our resellers may modify their quotes to end customers by
eliminating our products or substituting less expensive products supplied by our competitors in order to win
opportunities within budget constraints. Event service partners may similarly suggest that customers eliminate
recording and webcasting as a means of reducing event cost. Consequently, declines in spending by government,
educational or corporate institutions due to budgetary constraints may have a disproportionate impact on the
Company and result in a material adverse impact on our financial condition.
Multiple unit deals are needed for continued success.
We need to sell multiple units to educational, corporate and government institutions in order to sell most efficiently and
remain profitable. In fiscal 2013 and fiscal 2012, 81% of revenue was generated by sales to existing customers. In
particular, sales of multiple units to corporate customers have lagged behind results achieved in the higher education
market; consequently, we have allocated more resources to the higher education market. While we have addressed a
strategy to leverage existing customers and close multiple unit transactions, a customer may choose not to make expected
purchases of our products. The failure of our customers to make expected purchases will harm our business.
Manufacturing disruption or capacity constraints would harm our business.
We subcontract the manufacture of our recorders to one third-party contract manufacturer. Although we believe
there are multiple sources of supply from other contract manufacturers as well as multiple suppliers of component
parts required by our contract manufacturer, a disruption of supply of component parts or completed products, even
if short term, would have a material negative impact on our revenues. Many component parts currently have long
delivery lead times or cease production of certain components with limited notice in which to evaluate or obtain
alternate supply, requiring careful estimation of production requirements. Lengthening lead times, product design
changes and other third party manufacturing disruptions have caused delays in delivery. In order to compensate for
15
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
supply delays, we have sourced components from off-shore sources, used cross component parts, paid significantly
higher prices or extra fees to expedite delivery for short supply components, and currently hold substantially larger
quantities of inventory than in the past. Many of these strategies have increased our costs and may not be sufficient
to ensure against production delays. We depend on our subcontract manufacturer to produce our products efficiently
while maintaining high levels of quality. Any manufacturing defects, delay in production or changes in product
features will likely cause customer dissatisfaction and may harm our reputation. Moreover, any incapacitation of the
manufacturing site due to destruction, natural disaster or similar events could result in a loss of product inventory.
As a result of any of the foregoing, we may not be able to meet demand for our products, which could negatively
affect revenues in the quarter of the disruption or longer depending upon the magnitude of the event, and could harm
our reputation.
We may need to raise additional capital.
At September 30, 2013 we had cash of $3.5 million and availability under our line of credit facility with Silicon Valley
Bank of $2.2 million. The Company has historically financed its operations primarily through cash from sales of equity
securities, and to a limited extent, cash from operations and through bank credit facilities. The Company has a history of
operating losses and historically used cash in operations prior to fiscal 2010. The Company improved both metrics with
a combination of increased revenue and expense reductions over the last several fiscal years and while we expect to
continue to increase revenue in fiscal 2014 and manage our expense growth to a level less than anticipated growth in
revenues, we cannot ensure that revenue will grow as anticipated and, if revenue is determined to be growing at a rate
less than anticipated, it may be too late to reduce expenses for fiscal 2014. The Company’s planned international
expansion may require additional capital resources. The Company believes its cash position and available credit is
adequate to accomplish its business plan through at least the next twelve months.
We may evaluate further operating or capital lease opportunities or incur additional term debt to finance equipment
purchases in the future and may utilize the Company’s revolving line of credit to support working capital needs.
While the Company anticipates that it will be in compliance with all provisions of our debt facilities, there can be no
assurance that the existing debt facilities will be available to the Company or that additional financing will be
available or on terms acceptable to the Company.
If we borrow money, we may incur significant interest charges, which could harm our profitability. Holders of debt
would also have rights, preferences or privileges senior to those of existing holders of our common stock. If we raise
additional equity, the terms of such financing may dilute the ownership interests of current investors and cause our stock
price to fall significantly. We may not be able to secure financing upon acceptable terms, if at all. If we cannot raise
funds on acceptable terms, we may not be able to develop or enhance our products, take advantage of future
opportunities or respond to competitive pressures or unanticipated requirements, which could seriously harm our
business, operating results, and financial condition
We have a history of losses.
While we generated cash from operations since fiscal 2010, our investments in growing revenues have generated losses
in most of those years. Despite our plans to grow revenue to a greater extent than expenses in fiscal 2014 and beyond,
we may not realize sufficient revenues to reach or sustain profitability on a quarterly or annual basis. For the year ended
September 30, 2013, we had a gross margin of $20.1 million on revenue of $27.8 million with which to cover selling,
marketing, product development and general and administrative costs. Our selling, marketing, product development and
general and administrative costs have historically been a significant percentage of our revenue, due partly to the expense
of developing leads and the relatively long period required to convert leads into sales associated with selling products
that are not yet considered "mainstream" technology investments. Fluctuations in profitability or failure to maintain
profitability will likely impact the price of our stock.
16
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
We could lose revenues if there are changes in the spending policies or budget priorities for government funding
of colleges, universities, schools and other education providers.
Most of our customers and potential customers are public colleges, universities, schools and other education providers
who depend substantially on government funding. Accordingly, any general decrease, delay or change in federal, state or
local funding for colleges, universities, schools and other education providers could cause our current and potential
customers to reduce their purchases of our products and services, or to decide not to renew service contracts, either of
which could cause us to lose revenues. In addition, a specific reduction in governmental funding support for products
such as ours would also cause us to lose revenues. The severe economic downturn experienced in the U.S. and
globally has caused many of our clients to experience severe budgetary pressures, which has and will likely continue
to have a negative impact on sales of our products. Continuing unfavorable economic conditions may result in
further budget cuts and lead to lower overall spending, including information technology spending, by our current
and potential clients, which may cause our revenues to decrease.
If a sufficient number of customers do not accept our products, our business may not succeed.
We cannot predict how the market for our products will develop, and part of our strategic challenge will be to convince
enterprise customers of the productivity, improved communications, cost savings, suitability and other benefits of our
products. Our future revenue and revenue growth rates will depend in large part on our success in delivering these
products effectively, creating market acceptance for these products and meeting customer’s needs for new or enhanced
products. If we fail to do so, our products will not achieve widespread market acceptance, and we may not generate
sufficient revenue to offset our product development and selling and marketing costs, which will hurt our business.
We may not be able to innovate to meet the needs of our target market.
Our future success will continue to depend upon our ability to develop new products, product enhancements or service
offerings that address future needs of our target markets and to respond to these changing standards and practices. The
success of new products, product enhancements or service offerings depend on several factors, including the timely
completion, quality and market acceptance of the product, enhancement or service. Our revenue could be reduced if we
do not capitalize on our current market leadership by timely development of innovative new products, product
enhancements or service offerings that will increase the likelihood that our products and services will be accepted in
preference to the products and services of our current and future competitors.
If our marketing and lead generation efforts are not successful, our business will be harmed.
We believe that continued marketing efforts will be critical to achieve widespread acceptance of our products. Our
marketing campaigns may not be successful given the expense required. For example, failure to adequately generate
and develop sales leads could cause our future revenue growth to decrease. In addition, our inability to generate and
cultivate sales leads into large organizations, where there is the potential for significant use of our products, could
have a material effect on our business. We may not be able to identify and secure the number of strategic sales leads
necessary to help generate marketplace acceptance of our products. If our marketing or lead-generation efforts are
not successful, our business and operating results will be harmed.
The length of our sales and deployment cycles are uncertain, which may cause our revenue and operating results to
vary significantly from quarter to quarter and year to year.
During our sales cycle, we spend considerable time and expense providing information to prospective customers about
the use and benefits of our products without generating corresponding revenue. Our expense levels are relatively fixed in
the short-term and based in part on our expectations of future revenue. Therefore, any delay in our sales cycle could
cause significant variations in our operating results, particularly because a relatively small number of customer orders
represent a large portion of our revenue.
17
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
Our largest potential sources of revenue are educational institutions, large corporations and government entities that often
require long testing and approval processes before making a decision to purchase our products, particularly when
evaluating our products for inclusion in new buildings under construction or high dollar transactions. In general, the
process of selling our products to a potential customer may involve lengthy negotiations, collaborations with consultants,
designers and architects, time consuming installation processes and changes in network infrastructure in excess of what
we or our VARs are able to provide. In addition, educational institutions that started with small pilots are committing to
more complex installations. Further, our educational market is expanding to include undergraduate classrooms, which,
due to the increased size of these types of transactions, typically require a longer sales cycle. Also, our enterprise
accounts are less motivated by seasonal sales and promotions, and therefore are frequently difficult to finalize. As a
result of these factors, our sales and deployment cycles are unpredictable. Our sales and deployment cycles are also
subject to delays as a result of customer-specific factors over which we have little or no control, including budgetary
constraints and internal approval procedures, particularly with customers or potential customers that rely on government
funding.
Our products are aimed toward a broadened user base within our key markets and these products are relatively early in
their product life cycles. We cannot predict how the market for our products will develop, and part of our strategic
challenge will be to convince targeted users of the productivity, improved communications, cost savings and other
benefits. Accordingly, it is likely that delays in our sales cycles with these products will occur and this could cause
significant variations in our operating results.
Sales of some of our products have experienced seasonal fluctuations which have affected sequential growth rates
for these products, particularly in our first fiscal quarter. For example, there is generally a slowdown for sales of our
products in the higher education and corporate markets in the first fiscal quarter of each year. Seasonal fluctuations
could negatively affect our business, which could cause our operating results to fall short of anticipated results for
such quarters. As such, we believe that quarter-to-quarter comparisons of our revenues, operating results and cash
flows may not be meaningful and should not be relied upon as an indication of future performance.
Our operating results are hard to predict as a significant amount of our sales typically occur at the end of a quarter
and the mix of product and service orders may vary significantly.
Revenue for any particular quarter is extremely difficult to predict with any degree of certainty. We typically ship
products within a short time after we receive an order and therefore, we do not have an order backlog with which to
estimate future revenue. In addition, orders from our channel partners are based on the level of demand from end-
user customers. Any decline or uncertainty in end-user demand could negatively impact end-user orders, which
could in turn significantly negatively affect orders from our channel partners in any given quarter. Accordingly, our
expectations for both short and long-term future revenue is based almost exclusively on our own estimate of future
demand based on the pipeline of sales opportunities we manage, rather than on firm channel partner orders. Our
expense levels are based largely on these estimates. In addition, our event business is particularly unpredictable and
subject to variation due to the short time-frame between when we learn of an opportunity and when the event occurs.
Further, the majority of our product orders are received in the last month of a quarter; thus, the unpredictability of
the receipt of these orders could negatively impact our future results. We historically have received all or nearly all
our channel partner orders in the last month of a quarter and often in the last few days of the quarter. Accordingly,
any significant shortfall in demand for our products or services in relation to our expectations, even if the result was
a short term delay in orders, would have an adverse impact on our operating results.
We have experienced growing demand for our hosting and event services as well as a growing preference from our
corporate customers in purchasing our software as a service (SaaS). As a result, we expect that service billings as a
percentage of total billings will continue to grow which we believe will ultimately lead to more recurring revenue.
We subcontract for some services required by our events customers, such as closed captioning, and charge for such
services at a lower margin than other services. The percentage of billings represented by services, provided either
directly or indirectly, is also likely to fluctuate from quarter to quarter due to seasonality of event services and other
factors. Since hosting and support services are typically billed in advance of providing the service, revenue is
initially deferred, leading to reduced current period revenue with a corresponding negative impact to profits or losses
in periods of significant increase in the percentage of our billings for deferred services.
18
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
We are subject to risks associated with our channel partners’ product inventories and product sell-through.
We sell a significant amount of our products to distributors such as Synnex Corporation and Starin Marketing, Inc.,
as well as other channel partners who maintain their own inventory of our products for sale to dealers and end-users.
If these channel partners are unable to sell an adequate amount of their inventory of our products in a given quarter
to dealers and end-users or if channel partners decide to decrease their inventories for any reason, such as a long-
term continuation or increase, in global economic uncertainty and downturn in technology spending, the volume of
our sales to these channel partners and our revenue would be negatively affected. In addition, if channel partners
decide to purchase more inventory, due to product availability or other reasons, than is required to satisfy end-user
demand or if end-user demand does not keep pace with the additional inventory purchases, channel inventory could
grow in any particular quarter, which could adversely affect product revenue in the subsequent quarter. In addition,
we also face the risk that some of our channel partners have inventory levels in excess of future anticipated sales. If
such sales do not occur in the time frame anticipated by these channel partners for any reason, these channel partners
may substantially decrease the amount of product they order from us in subsequent periods, which would harm our
business.
If stock balancing returns or price adjustments exceed our reserves, our operating results could be adversely
affected.
We provide two of our distributors with stock balancing return rights, which generally permit our distributors to
return products, subject to ordering an equal dollar amount of alternate products. We also provide price protection
rights to these two distributors. Price protection rights require that we grant retroactive price adjustments for
inventories of our products held by distributors if we lower our prices for those products within a specified time
period. To cover our exposure to these product returns and price adjustments, we establish reserves based on our
evaluation of historical product trends and current marketing plans. However, we cannot be assured that our
reserves will be sufficient to cover our future product returns and price adjustments. If we inadequately forecast
reserves, we would not be able to recognize revenue until these two distributors sell the inventory to the final end
user which would have a material adverse effect on revenues in the period covered by that change.
We depend in part on the success of our relationships with third-party resellers and integrators.
Our success depends on various third-party relationships, particularly in our non-higher education business and with
our international and events services operations. The relationships include third party resellers as well as system
integrators that assist with implementations of our products and sourcing of our products and services. Identifying
partners, negotiating and documenting relationships with them and maintaining their relationships require significant
time and resources from us. In addition, our agreements with our resellers and integrators are typically non-
exclusive and do not prohibit them from working with our competitors or from offering competing products or
services. We have limited control, if any, as to whether these strategic partners devote adequate resources to
promoting, selling and implementing our products as compared to our competitor’s products. Our competitors may
be effective in providing incentives to third parties to favor their products or services. If we are unsuccessful in
establishing or maintaining our relationships with these third parties, our ability to compete in the marketplace or to
maintain or grow our revenue could be impaired and our operating results would suffer.
Our cash flow could fluctuate due to the potential difficulty of collecting our receivables.
A significant portion of our sales are fulfilled by VARs, regional distributors or master distributors. As an example,
42% of our billings in 2013 were to Synnex Corporation and Starin Marketing Inc., two master distributors who
fulfill demand from other distributors, VARs or end-users. While our distributors and VARs typically maintain
payment terms consistent with other end-users, a delay in payment may occur as a result of a number of factors
including changes in demand, general economic factors, financial performance, inventory levels or disputes over
payments. Any delay from Synnex, Starin, or other large distributors or VARs, could have a material impact on the
collections of our receivables during a particular quarter.
19
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
We offer credit terms to some of our international customers; however, payments tend to go beyond terms in certain
countries and advances allowable on accounts receivable from international customers under our revolving line of
credit are calculated using a lower advance rate than domestic receivables and are limited to $500 thousand.
Therefore, as Europe, Asia and other international regions grow, accounts receivable balances will likely increase as
compared to previous years and our ability to finance the increase will be limited.
Accounting regulations and related interpretations and policies, particularly those related to revenue recognition,
cause us to defer revenue recognition into future periods for portions of our products and services.
Revenue recognition for our products and services is complex and subject to multiple sources of authoritative
guidance, some of which are new, as well as varied interpretations and implementation practices for such rules.
These rules require us to apply judgment in determining revenue recognition in certain situations. Factors that are
considered in revenue recognition include those such as vendor specific objective evidence (VSOE), best estimate of
selling price and the inclusion of other services and contingencies to payment terms. We expect that we will
continue to defer portions of our service billings because of these factors, and to the extent that management’s
judgment is incorrect it could result in an increase in the amount of revenue deferred in any one period. The amounts
deferred may also be significant and may vary from quarter to quarter depending on the mix of products sold or
contractual terms.
Additional changes in authoritative guidance or changes in practice in applying such rules could also cause us to
defer the recognition of revenue to future periods or recognize lower revenue.
Because most of our service contracts are renewable on an annual basis, a reduction in our service renewal rate
could significantly reduce our revenues.
Our clients have no obligation to renew their content hosting agreements, customer support contracts or other annual
service contracts after the expiration of the initial period, which is typically one year, and some clients have elected
not to do so. A decline in renewal rates could cause our revenues to decline. We have limited historical data with
respect to rates of renewals, so we cannot accurately predict future renewal rates. Our renewal rates may decline or
fluctuate as a result of a number of factors, including client dissatisfaction with our products and services, our failure
to update our products to maintain their attractiveness in the market, deteriorating economic conditions or budgetary
constraints or changes in budget priorities faced by our clients.
Because we generally recognize revenues ratably over the term of our service contracts, downturns or upturns in
service transactions will not be fully reflected in our operating results until future periods.
We recognize most of our revenues from service contracts monthly over the terms of their agreements, which are
typically 12 months, although terms have ranged from less than one month to 48 months. As a result, much of the
service revenue we report in each quarter is attributable to agreements entered into during previous quarters.
Consequently, a decline in sales, client renewals or market acceptance of our products in any one quarter will not
necessarily be fully reflected in the revenues in that quarter and will negatively affect our revenues and profitability
in future quarters. This ratable revenue recognition also makes it difficult for us to rapidly increase our revenues
through additional sales in any period, as revenues from new clients must be recognized over the applicable
agreement term.
There is a great deal of competition in the market for our products, which could lower the demand for our products
and have a negative impact on our operations.
The market for our products and services is intensely competitive, dynamic and subject to rapid technological change.
The intensity of the competition and the pace of change are expected to increase in the future. Increased competition is
likely to result in price reductions, reduced gross margins and loss of market share, any one of which could seriously
harm our business. Competitors vary in size and in the scope and breadth of the products and services offered, many of
which have greater financial resources, greater name recognition, more employees and greater financial, technical,
marketing, public relations and distribution resources than we have. In addition, new competitors with greater financial
20
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
resources may arise through partnerships, distribution agreements, mergers, acquisitions or other types of transactions at
any time. In particular, large companies have begun to make investments in and/or partner with smaller companies to
enter the lecture capture and video management markets. We encounter competition with respect to different aspects of
our business from a variety of sources including:
• Lecture capture solutions (e.g. Echo360, Panopto and Tegrity). There are several solutions available designed
specifically for higher education lecture capture, but they differ in their technology approach.
o Appliance- or room-based lecture capture provides a fully integrated system with complete recording
automation for live or on-demand content. The automated, pre-scheduled workflow results in the greatest
faculty and staff adoption and largest volumes of recorded content in the shortest amount of time.
o Software-based lecture capture that resides on a podium or computer in the classroom also captures and
publishes rich media content, but relies on campus- or user-supplied hardware.
o Desktop capture tools reside on individual users’ laptops or computers allowing them to record user-
generated content.
Few vendors offer a mix of all lecture capture approaches to best suit customers’ needs. Most support only one
approach to lecture capture. Likewise, a very small number of vendors provide an integrated platform like Mediasite
to archive and manage video and rich media recorded with their solution. Most rely on a third-party platform,
typically the institution’s learning or course management system, to publish and secure content.
• Enterprise video management solutions (e.g. Kaltura, Qumu) serve as centralized media repositories that facilitate
the delivery, publishing and management of on-demand video. Unlike Mediasite, most platforms do not include a
video capture, webcasting or live streaming component, but instead ingest or import video-based content captured
by other third-party devices or solutions. Also, most other platforms focus on ingesting video-only content rather
than rich video which combines multiple synchronous video and/or slide streams into an interactive media
experience.
Some current and potential customers develop their own home-grown lecture capture, webcasting or video content
solutions which may also compete with Mediasite. However, we often find many of these organizations are now looking
for a commercial solution that offers comprehensive management capabilities, requires fewer resources and internal
maintenance and delivers a less cumbersome workflow.
Solutions that are designed primarily to address other online communication needs sometimes compete with Mediasite.
Often these solutions are complementary to and integrated with the Mediasite solution:
• Web and video conferencing (e.g. Adobe, Cisco TANDBERG, Cisco WebEx, Citrix, and Polycom). These
solutions are designed primarily for one-to-few communications or group collaboration versus one-to-many
communications like Mediasite. Many organizations acknowledge that they need both conferencing and webcasting
technologies to appropriately address their different communication requirements. In a growing number of
instances, customers are ingesting their recorded conference content into Mediasite Enterprise Video Management
for centralized management and the added benefits of interactive playback, searchability, analytics and security.
• Authoring tools (e.g. TechSmith). Unlike webcasting, web conferencing or video conferencing, which capture and
stream content as it occurs in real-time, these tools are used to produce and edit on-demand multimedia content.
Content authors integrate audio, video, images, branding and other visual elements into a presentation which can
then be published for distribution. The authoring process can require a significant amount of production effort and
user expertise. Mediasite is capable of ingesting content produced by popular authoring tools like TechSmith’s
Camtasia Relay – allowing the content to be delivered, managed and secured alongside all other Mediasite content.
• Virtual meeting platforms (e.g. INXPO, ON24, InterCall). These companies offer cloud-based virtual event
solutions for online conferences, tradeshows and meetings. The platforms often include the ability to embed or link
to streaming video or webcasts within the interactive environment. However they do not provide the streaming
video directly. In some instances, Mediasite content is integrated into these virtual meeting environments and
streamed live or on-demand.
The competitive environment may require us to make changes in our products, pricing, licensing, services, or marketing
to maintain and extend our current technology. Price concessions or the emergence of other pricing, licensing, and
distribution strategies or technology solutions of competitors may reduce our revenue, margins or market share. Other
changes we have to make in response to competition could cause us to expend significant financial and other resources,
21
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
disrupt our operations, strain relationships with partners, release products and enhancements before they are thoroughly
tested or result in customer dissatisfaction, any of which could harm our operating results and stock price.
If potential customers or competitors use open source software to develop products that are competitive with our
products and services, we may face decreased demand and pressure to reduce the prices for our products.
The growing acceptance and prevalence of open source software may make it easier for competitors or potential
competitors to develop software applications that compete with our products, or for customers and potential
customers to internally develop software applications that they would otherwise have licensed from us. One of the
aspects of open source software is that it can be modified or used to develop new software that competes with
proprietary software applications, such as ours. Such competition can develop without the degree of overhead and
lead time required by traditional proprietary software companies. As open source offerings become more prevalent,
customers may defer or forego purchases of our products, which could reduce our sales and lengthen the sales cycle
for our products or result in the loss of current customers to open source solutions. If we are unable to differentiate
our products from competitive products based on open source software, demand for our products and services may
decline, and we may face pressure to reduce the prices of our products, which would hurt our profitability. If our use
of open-source is challenged and construes unfavorably, our operating results could be adversely impacted.
We use open source software in our application suite. Although we monitor our use of open source software closely,
the terms of many open source licenses have not been interpreted by United States courts, and there is risk that such
licenses could be construed in a manner that imposes unanticipated conditions or restrictions on our ability to
commercialize our products. In such event, we could be required to re-engineer our technology or to discontinue
offering all or a portion of our products in the event re-engineering cannot be accomplished on a timely basis, any of
which could adversely affect our business, operating results and financial condition.
Our customers may use our products to share confidential and sensitive information, and if our system security is
breached, our reputation could be harmed and we may lose customers.
Our customers may use our products and services to share confidential and sensitive information, the security of
which is critical to their business. Third parties may attempt to breach our security for customer hosted content or
the networks of our customers. Customers may take inadequate security precautions with their sensitive information
and may inadvertently make that information public. We may be liable to our customers for any breach in security,
and any breach could harm our reputation and cause us to lose customers. In addition, customers are vulnerable to
computer viruses, physical or electronic break-ins and similar disruptions, which could lead to interruptions, delays
or loss of data. We may be required to expend significant capital and other resources to further protect against
security breaches or to resolve problems caused by any breach, including litigation-related expenses if we are sued.
Operational failures in our network infrastructure could disrupt our remote hosting services, cause us to lose
clients and sales to potential clients and result in increased expenses and reduced revenues.
Unanticipated problems affecting our network systems could cause interruptions or delays in the delivery of the
hosting services we provide to some of our clients. We are not equipped to provide full disaster recovery to all of
our hosted clients. If there are operational failures in our network infrastructure that cause interruptions, slower
response times, loss of data or extended loss of service for our remotely hosted clients, we may be required to issue
credits or pay penalties, current clients may terminate their contracts or elect not to renew them and we may lose
sales to potential clients. We have recently acquired additional hardware and systems and outsourced most aspects
of our network infrastructure to two providers. As a result, we are reliant on third parties for network availability so
outages may be outside our control and we may need to acquire additional hardware in order to provide an
appropriate level of redundancy required by our customers.
22
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
We license technology from third parties. If we are unable to maintain these licenses, our operations and
financial condition may be negatively impacted.
We license technology from third parties. The loss of, our inability to maintain, or changes in material terms of these
licenses could result in increased cost or delayed sales of our software and services, or may cause us to remove
features from our products or services. We anticipate that we will continue to license technology from third parties
in the future. This technology may not continue to be available on commercially reasonable terms, if at all. Although
we do not believe that we are substantially dependent on any individual licensed technology, some of the component
technologies that we license from third parties could be difficult for us to replace. The impairment of these third-
party relationships, especially if this impairment were to occur in unison, could result in delays in the delivery of our
software and services until equivalent technology, if available, is identified, licensed and integrated. This delay
could adversely affect our operating results and financial condition.
The technology underlying our products and services is complex and may contain unknown defects that could
harm our reputation, result in product liability or decrease market acceptance of our products.
The technology underlying our products is complex and includes software that is internally developed, software
licensed from third parties and hardware purchased from third parties. These products have, and will in the future,
contain errors or defects, particularly when first introduced or when new versions or enhancements are released. We
may not discover defects that affect our current or new applications or enhancements until after they are sold and our
insurance coverage may not be sufficient to cover our complete liability exposure. Any defects in our products and
services could:
Damage our reputation
Cause our customers to initiate product liability suits against us
Cause customers to cancel orders or potential customers to purchase competitive products or services
Delay release or market acceptance of our products, or otherwise adversely impact our relationships with
Increase our product development resources
our customers
Cause us to allocate valuable engineering resources to fix our existing products, which may cause us to
allocate fewer resources toward developing new products, or toward adding features to our existing
products
If we are viewed only as a commodity supplier, our margins and valuations will shrink.
We need to provide value-added services in order to avoid being viewed as a commodity supplier. This entails building
long-term customer relationships and developing features that will distinguish our products. Our technology is complex
and is often confused with other products and technologies in the market place, including video conferencing, streaming
and collaboration.
We have developed a lower cost desktop software product to better address that market segment. Our desktop software
product has more limited features compared to our existing products. While we believe we can preserve the market for
our full-featured products, release of our desktop software product could reduce demand for products sold at higher
prices.
If we fail to build long-term customer relationships and develop features that distinguish our products in the market
place, our margins will shrink and our stock may become less valuable to investors.
Our success depends upon the proprietary aspects of our technology.
Our success and ability to compete depend to a significant degree upon the protection of our proprietary technology.
We currently have four U.S. patents that have been issued to us. We may seek additional patents in the future.
However, it is possible that:
23
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
Any patents acquired by or issued to us may not be broad enough to protect us
Any issued patent could be successfully challenged by one or more third parties, which could result in our
loss of the right to prevent others from exploiting the inventions claimed in those patents
Current and future competitors may independently develop similar technology, duplicate our services or
design around any of our patents
Effective patent protection, including effective legal-enforcement mechanisms against those who violate
our patent-related assets, may not be available in every country in which we do or plan to do business
We may not have the resources to enforce our patents or may determine the potential benefits are not worth
the cost and risk of ultimately being unsuccessful
We also rely upon trademark, copyright and trade secret laws, which may not be sufficient to protect our
intellectual property.
We also rely on a combination of laws, such as copyright, trademark and trade secret laws, and contractual
restrictions, such as confidentiality agreements and licenses, to establish and protect our technology. We have
registered four U.S. and four foreign country trademarks. These forms of intellectual property protection are
critically important to our ability to establish and maintain our competitive position. However, it is possible that:
Third parties may infringe or misappropriate our copyrights, trademarks and similar proprietary rights
Laws and contractual restrictions may not be sufficient to prevent misappropriation of our technology or to
deter others from developing similar technologies
Effective trademark, copyright and trade secret protection, including effective legal-enforcement
mechanisms against those who violate our trademark, copyright or trade secret assets, may be unavailable
or limited in foreign countries
Contractual agreements may not provide meaningful protection for our trade secrets, know-how or other
proprietary information in the event of any unauthorized use, misappropriation or disclosure of such trade
secrets, know-how or other proprietary information
Other companies may claim common law trademark rights based upon state or foreign laws that precede
the federal registration of our marks
Policing unauthorized use of our services and trademarks is difficult, expensive and time-consuming, and
we may be unable to determine the extent of any unauthorized use
Reverse engineering, unauthorized copying or other misappropriation of our proprietary technology could enable third
parties to benefit from our technology without paying us for it, which would significantly harm our business.
If other parties bring infringement or other claims against us, we may incur significant costs or lose customers.
Other companies may obtain patents or other proprietary rights that would limit our ability to conduct our business and
could assert that our technologies infringe their proprietary rights. We have incurred substantial costs to defend against
such claims in the past and could incur legal costs in the future, even if without merit, and intellectual property litigation
could force us to cease using key technology, obtain a license or redesign our products. In the course of our business,
we may sell certain systems to our customers, and in connection with such sale, we may agree to indemnify these
customers from claims made against them by third parties for patent infringement related to these systems, which
could harm our business.
We are currently in a legal proceeding related to a complaint filed by Astute Technology, LLC against Learners
Digest International, LLC, one of our customers. The complaint alleges patent infringement. Because Learner Digest
is a customer, we have agreed to indemnify them from costs and damages in connection with the litigation. We
believe the compliant is without merit and are in the process of defending the lawsuit.
24
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
If we lose key personnel or fail to integrate replacement personnel successfully, our ability to manage our
business could be impaired.
Our future success depends upon the continued service of our key management, technical, sales and other critical
personnel, particularly our Chief Executive Officer. Most of our officers and other key personnel are employees-at-
will, and we cannot assure that we will be able to retain them. Key personnel have left our company in the past,
sometimes to accept employment with companies that sell similar products or services to existing or potential
customers of ours. There will likely be additional departures of key personnel from time to time in the future and
such departures could result in additional competition, loss of customers or confusion in the marketplace. As we
seek to replace such departures, or expand our business, the hiring of qualified sales, technical and support personnel
has been difficult due to the limited number of qualified professionals. The loss of any key employee could result in
significant disruptions to our operations, including adversely affecting the timeliness of product releases, the
successful implementation and completion of company initiatives and the results of our operations. In addition, we
do not have life insurance policies on any of our key employees. If we lose the services of any of our key
employees, the integration of replacement personnel could be time consuming, may cause disruptions to our
operations and may be unsuccessful.
Because our business is susceptible to risks associated with international operations, we may not be able to
maintain or increase international sales of our products.
International product and service billings ranged from 27% to 29% of our total billings in each of the past two years
and are expected to continue to account for a significant portion of our business in the future. However, in the future
we may be unable to maintain or increase international sales of our products and services. International sales are
subject to a variety of risks, including:
difficulties in establishing and managing international distribution channels or operations;
difficulties in selling, servicing and supporting overseas products, translating products into foreign
languages and compliance with local hardware requirements;
the uncertainty of laws and enforcement in certain countries relating to the protection of intellectual
property or requirements for product certification or other restrictions;
multiple and possibly overlapping tax structures;
currency and exchange rate fluctuations;
difficulties in collecting accounts receivable in foreign countries, including complexities in documenting
letters of credit; and
economic or political changes in international markets.
difficulty in complying with international employment related requirements
Our operating results may fluctuate due to our investment in Mediasite KK.
We currently own approximately 26% of the common stock of Mediasite KK, our Japanese affiliate. Because our
ownership interest exceeds 20%, our investment is accounted for under the equity method of accounting. This
method requires us to record 26% of Mediasite KK's income or loss each quarter. However, due to our less-than-
majority interest, we do not exercise control over Mediasite KK's operations. Therefore, until such time as we
complete the purchase of 100% of the common stock of Mediasite KK, a substantial portion of our overall profits
and losses have been and will continue to be subject to events over which we have little control. If equity income
had not been recorded, we would have incurred a loss of $1 million, rather than a loss of $792 thousand. If we do
not complete the purchase of 100% of the common stock of Mediasite KK, we will not have control over Mediasite
KK’s operations.
We face risks associated with government regulation of the internet and related legal uncertainties.
Currently, few existing laws or regulations specifically apply to the Internet, other than laws generally applicable to
businesses. Many Internet-related laws and regulations, however, are pending and may be adopted in the United
States, in individual states and local jurisdictions and in other countries. These laws may relate to many areas that
25
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
impact our business, including encryption, network and information security, and the convergence of traditional
communication services, such as telephone services, with Internet communications, taxes and wireless networks.
These types of regulations could differ between countries and other political and geographic divisions both inside
and outside the United States. Non-U.S. countries and political organizations may impose, or favor, more and
different regulation than that which has been proposed in the United States, thus furthering the complexity of
regulation. In addition, state and local governments within the United States may impose regulations in addition to,
inconsistent with, or stricter than federal regulations. The adoption of such laws or regulations, and uncertainties
associated with their validity, interpretation, applicability and enforcement, may affect the available distribution
channels for, and the costs associated with, our products and services. The adoption of such laws and regulations
may harm our business.
Exercise of outstanding options and warrants will result in further dilution.
The issuance of shares of common stock upon the exercise of our outstanding options and warrants will result in dilution
to the interests of our stockholders, and may reduce the trading price of our common stock.
At September 30, 2013, we had no outstanding warrants and 997 thousand of outstanding stock options granted
under our stock option plans, 567 thousand of which are immediately exercisable.
To the extent that these stock options or warrants are exercised, dilution to the interests of our stockholders will likely
occur. Additional options and warrants may be issued in the future at prices not less than 85% of the fair market value of
the underlying security on the date of grant. Exercises of these options or warrants, or even the potential of their exercise
may have an adverse effect on the trading price of our common stock. The holders of our options or our warrants are
likely to exercise them at times when the market price of the common stock exceeds the exercise price of the securities.
Accordingly, the issuance of shares of common stock upon exercise of the options and warrants will likely result in
dilution of the equity represented by the then outstanding shares of common stock held by other stockholders. Holders
of our options and warrants can be expected to exercise or convert them at a time when we would, in all likelihood, be
able to obtain any needed capital on terms, which are more favorable to us than the exercise terms provided, by these
options and warrants.
We may need to make acquisitions or form strategic alliances or partnerships in order to remain competitive in our
market, and potential future acquisitions, strategic alliances or partnerships, including the acquisition of Mediasite
KK and MediaMission, could be difficult to integrate, disrupt our business and dilute stockholder value.
We recently announced that we have entered into non-binding term sheets to purchase the remaining shares of stock
that we do not already own in Mediasite KK and MediaMission. In the future, we may acquire or form strategic
alliances or partnerships with other businesses in order to remain competitive or to acquire new technologies. As a result
of these acquisitions, strategic alliances or partnerships, including Mediasite KK and MediaMission, we may need to
integrate products, technologies, widely dispersed or overseas operations and distinct corporate cultures. In particular,
after we close the acquisitions of Mediasite KK in Japan and MediaMission in the Netherlands, we will have to integrate
the distinct corporate culture in those locations. In other acquisitions, the products, services or technologies of future
acquired companies may need to be altered or redesigned in order to be made compatible with our software products and
services, or the software architecture of our customers. These integration efforts, including the acquisitions of Mediasite
KK and MediaMission, may not succeed or may distract our management from operating our existing business. The
acquisitions of Mediasite KK and MediaMission, and other future acquisitions could expose us to unexpected liabilities,
regulations or costs, including tax or other regulatory items impacting repatriation of profits. Our failure to successfully
manage the acquisitions of Mediasite KK and MediaMission, and other future acquisitions, strategic alliances or
partnerships could seriously harm our operating results. In addition, our stockholders would be diluted if we finance the
future acquisitions, strategic alliances or partnerships by incurring convertible debt or issuing equity securities.
26
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
We Face Risks Associated With Our International Expansion
As a result of expansion internationally, the Company will be faced with additional risks such as employee
regulations and practices that are unfamiliar to management and differ from those in the U.S., technological
challenges related to information systems, and corporate governance issues. Conducting business abroad also
involves the risk of changes in regulatory requirements, and changes or uncertainties in the economic, social and
political conditions in the Company’s geographic areas, which may affect us and our customers. There is no
assurance that the Company can entirely avoid these risks in connection with its global expansion, and as a
consequence, our results could be adversely affected.
Our ability to utilize our net operating loss carryforwards may be limited.
The use of our net operating loss carryforwards may have limitations resulting from certain future ownership
changes, time limitations or other factors under the Internal Revenue Code and other taxing authorities.
If our net operating loss carryforwards are limited, and we have taxable income which exceeds the available net
operating loss carryforwards for that period, we would incur an income tax liability even though net operating loss
carryforwards may be available in future years prior to their expiration. Any such income tax liability may adversely
affect our future cash flow, financial position and financial results.
Our business is subject to changing regulations regarding corporate governance and public disclosure that will
increase both our costs and the risk of noncompliance.
As a publicly traded company we are subject to significant regulations, including the Sarbanes-Oxley Act of 2002.
While we have developed and instituted a corporate compliance program based on what we believe are the current
best practices and continue to update the program in response to newly implemented regulatory requirements and
guidance, we cannot assure that we are or will be in compliance with all potentially applicable regulations.
Although our non-affiliate market capitalization was less than $75 million at March 31, 2013 and we were therefore
not required to have an auditor attestation on our internal controls over financial reporting for fiscal 2013, SEC rules
may in the future require us to have such an attestation if our non-affiliate market capitalization exceeds a certain
threshold. We have found a material weakness in our internal control over financial reporting in the past and cannot
assure that in the future our management or our auditors, will not find a material weakness in connection with our
internal control over financial reporting pursuant to Section 404 of the Sarbanes-Oxley Act. We also cannot assure
that we could correct any such weakness to allow our management to attest that we have maintained effective
internal controls over financial reporting as of the end of our fiscal year in time to enable our independent registered
public accounting firm to attest that such assessment will have been fairly stated in our Annual Report on Form 10-
K to be filed with the Securities and Exchange Commission or attest that we have maintained effective internal
control over financial reporting as of the end of our fiscal year. If we fail to comply with any of these regulations,
we could be subject to a range of regulatory actions, fines, or other sanctions or litigation. In addition, the disclosure
of any material weakness in our internal control over financial reporting could have a negative impact on our stock
price.
Provisions of our charter documents and Maryland law could also discourage an acquisition of our company that
would benefit our stockholders.
Provisions of our articles of incorporation and by-laws may make it more difficult for a third party to acquire control of
our company, even if a change in control would benefit our stockholders. Our articles of incorporation authorize our
board of directors, without stockholder approval, to issue one or more series of preferred stock, which could have voting
and conversion rights that adversely affect or dilute the voting power of the holders of common stock. Furthermore, our
articles of incorporation provide for a classified board of directors, which means that our stockholders may vote upon the
retention of only one or two of our seven directors each year. Moreover, Maryland corporate law restricts certain
business combination transactions with “interested stockholders” and limits voting rights upon certain acquisitions of
“control shares.”
27
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
ITEM 1B.
UNRESOLVED STAFF COMMENTS
None
ITEM 2.
PROPERTIES
Our principal office is located in Madison, Wisconsin in a leased facility of approximately 26,000 square feet. The
building serves as our corporate headquarters, accommodating our general and administrative, product development
and selling and marketing departments. We believe this facility is adequate and suitable for our needs. The current
lease term for this office expires on December 31, 2018.
ITEM 3.
LEGAL PROCEEDINGS
On October 26, 2012, a complaint was filed by Astute Technology, LLC (“Astute”) against Learners Digest
International, LLC (“Learners Digest”), one of our customers, in the United States District Court for the Eastern
District of Texas (Case No. 2:012-cv-689). The complaint alleges patent infringement. Because Learners Digest is a
customer, we have agreed to indemnify them from costs and damages in connection with the litigation. We believe
the complaint is without merit and intend to defend the lawsuit vigorously.
On February 5, 2013, we filed a complaint against Astute in the Western District of Wisconsin (Case No. 13-cv-87).
The complaint is for declaratory judgment of non-infringement and invalidity of three United States patents held by
Astute. On November 22, 2013 the court ordered the case be dismissed for lack of personal jurisdiction.
On December 3, 2013, we filed a complaint against Astute in the Eastern District of Virginia (Civil Action No. 2:13-
cv-681). The complaint is for declaratory judgment of non-infringement and invalidity of three United States
Patents held by Astute.
ITEM 4. MINE SAFETY DISCLOSURES
Not applicable
28
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
PART II
ITEM 5. MARKET FOR REGISTRANT'S COMMON EQUITY, RELATED STOCKHOLDER
MATTERS, AND ISSUER PURCHASES OF EQUITY SECURITIES
Our common stock was initially traded on the American Stock Exchange under the symbol "SFO," beginning with
our initial public offering in April of 1998. On April 24, 2000, our common stock began trading on the NASDAQ
Global Market under the symbol "SOFO." Effective September 16, 2009, we transferred the listing of our common
stock to the NASDAQ Capital Market. The following table sets forth, for the periods indicated, the high and low
sale prices per share of our common stock as reported on the NASDAQ Global or Capital Markets.
Year Ended September 30, 2014:
First Quarter (through December 16, 2013)
Year Ended September 30, 2013:
First Quarter
Second Quarter
Third Quarter
Fourth Quarter
Year Ended September 30, 2012:
First Quarter
Second Quarter
Third Quarter
Fourth Quarter
High
Low
$ 11.00
$ 8.50
8.18
7.02
11.43
10.80
10.46
8.98
9.09
8.50
5.67
5.80
6.24
8.05
7.00
7.05
6.70
6.85
The Company has not paid any cash dividends and does not intend to pay any cash dividends in the foreseeable
future. The Company is prohibited from paying any cash dividends pursuant to the terms of the loan and security
agreement with Silicon Valley Bank.
At December 16, 2013 there were 362 common stockholders of record and approximately 5,300 total shareholders.
Many shares are held by brokers and other institutions on behalf of shareholders.
29
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
Equity Compensation Plan Information
Plan category
Equity compensation plans approved
by security holders (1)
Equity compensation plans not
approved by security holders (2)
Number of securities
to be issued upon
exercise of
outstanding options,
warrants and rights
Weighted average
exercise price of
outstanding
options, warrants
and rights
Number of
securities
remaining
available for
future issuance
(a)
(b)
(c)
920,987
$ 10.31
384,129
76,058
12.24
-
Total
997,045
$ 10.54
384,129
(1) Consists of the 2009 Stock Incentive Plan, Employee Incentive Stock Option Plan and the Directors Stock
Option Plans. For further information regarding these plans, reference is made to Note 5 of the financial
statements.
(2) Consists of the Non-Qualified Stock Option Plan. For further information regarding this plan, reference is
made to Note 5 of the financial statements.
The graph below compares the cumulative total stockholder return on our common stock from September 30, 2008
through and including September 30, 2013 with the cumulative total return on The NASDAQ Stock Market (US only)
and the RDG Technology Composite. The graph assumes that $100 was invested in our common stock on September
30, 2008 for each of the indexes and that all dividends were reinvested. Unless otherwise specified, all dates refer to the
last day of each month presented. The comparisons in the graph below are based on historical data, with our common
stock prices based on the closing price on the dates indicated, and are not intended to forecast the possible future
performance of our common stock.
30
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
COMPARISON OF 5 YEAR CUMULATIVE TOTAL RETURN*
Among Sonic Foundry, Inc., the NASDAQ Composite Index, and the RDG Technology
Composite Index
$250
$200
$150
$100
$50
$0
9/08
9/09
9/10
9/11
9/12
9/13
Sonic Foundry, Inc.
NASDAQ Composite
RDG Technology Composite
*$100 invested on 9/30/08 in stock or index, including reinvestment of dividends.
Fiscal year ending September 30.
(A) RECENT SALES OF UNREGISTERED SECURITIES
None
(B) USE OF PROCEEDS FROM REGISTERED SECURITIES
None
(C) ISSUER PURCHASES OF EQUITY SECURITIES
None
31
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
ITEM 6.
SELECTED CONSOLIDATED FINANCIAL DATA
The selected financial and operating data were derived from our consolidated financial statements. The selected
financial data set forth below is qualified in its entirety by, and should be read in conjunction with, "Management's
Discussion and Analysis of Financial Condition and Results of Operations" and our financial statements and notes
thereto appearing elsewhere in this annual report on Form 10-K (in thousands except per share data). All share and
per share data have been adjusted for the one-for-ten reverse stock split which was effective on November 16, 2009.
Years Ended September 30,
2013
2012
2011
2010
2009
$ 27,756
7,696
20,060
20,698
(638)
209
$ 26,090
7,246
18,844
18,735
109
420
$ 25,222
7,311
17,911
17,633
278
-
$ 20,476
5,065
15,411
15,138
273
-
$ 18,577
4,331
14,246
16,724
(2,478)
-
(123)
(240)
$ (792)
(132)
(240)
$ 157
(310)
(211)
$ (243)
(170)
(225)
$ (122)
(25)
(142)
$ (2,645)
$ (0.20)
$ 0.04
$ (0.06)
$ (0.03)
$ (0.74)
Statement of Operations Data:
Revenue
Cost of revenue
Gross margin
Operating expenses
Income (loss) from operations
Equity in earnings from
investment in Mediasite KK
Other expense, net
Provision for income taxes
Net income (loss)
Basic net income (loss) per
common share
Diluted net income (loss) per
common share
$ (0.20)
$ 0.04
$ (0.06)
$ (0.03)
$ (0.74)
Weighted average common
shares: - Basic
- Diluted
Balance Sheet Data at
September 30:
Cash and cash equivalents
Working capital
Total assets
Long-term liabilities
Stockholders' equity
3,932,692
3,932,692
3,857,161
3,907,888
3,748,840
3,748,840
3,617,423
3,617,423
3,598,040
3,598,040
2013
2012
2011
2010
2009
$ 3,482
2,575
24,333
3,585
10,704
$ 4,478
3,332
22,821
3,748
10,539
$ 5,515
3,083
21,840
3,072
9,261
$ 3,358
1,442
18,267
3,202
7,137
$ 2,598
(344)
16,173
1,977
6,601
32
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
ITEM 7. MANAGEMENT'S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND
RESULTS OF OPERATIONS
The financial and business analysis below provides information that Sonic Foundry, Inc. (the Company) believes is
relevant to an assessment and understanding of the Company's consolidated financial position and results of
operations. This financial and business analysis should be read in conjunction with the consolidated financial
statements and related notes.
When used in this Report, the words “anticipate”, “expect”, “plan”, “believe”, “seek”, “estimate” and similar
expressions are intended to identify forward-looking statements. These are statements that relate to future periods
and include, but are not limited to, statements about the features, benefits and performance of our products, our
ability to introduce new product offerings and increase revenue from existing products, expected expenses including
those related to selling and marketing, product development and general and administrative, our beliefs regarding
the health and growth of the market for products, anticipated increase in our customer base, expansion of our
products functionalities, expected revenue levels and sources of revenue, expected impact, if any, of legal
proceedings, the adequacy of liquidity and capital resources, and expected growth in business. Forward-looking
statements are subject to risks and uncertainties that could cause actual results to differ materially from those
projected. These risks and uncertainties include, but are not limited to, market acceptance for our products, our
ability to attract and retain customers and distribution partners for existing and new products, our ability to control
our expenses, our ability to recruit and retain employees, the ability of distribution partners to successfully sell our
products, legislation and government regulation, shifts in technology, global and local business conditions, our
ability to effectively maintain and update our products and service portfolio, the strength of competitive offerings,
the prices being charged by those competitors, and the risks discussed elsewhere herein. These forward-looking
statements speak only as of the date hereof. We expressly disclaim any obligation or undertaking to release publicly
any updates or revisions to any forward-looking statements contained herein to reflect any change in our
expectations with regard thereto or any change in events, conditions or circumstances on which any such statement
is based.
Overview
Sonic Foundry, Inc. is a technology leader in the emerging web communications marketplace, providing video
content management and distribution for education, business and government. Using the Mediasite webcasting
platform and webcast services of the Company’s events team, the Company empowers our customers to advance
how they share knowledge online, using video webcasts to bridge time and distance, enhance learning outcomes and
improve performance.
Critical Accounting Policies
We have identified the following as critical accounting policies to our Company and have discussed the development,
selection of estimates and the disclosure regarding them with the audit committee of the board of directors:
Impairment of long-lived assets;
• Revenue recognition, allowance for doubtful accounts and reserves;
•
• Valuation allowance for net deferred tax assets;
• Accounting for stock-based compensation; and
• Capitalized software development costs.
33
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
Revenue Recognition, Allowance for Doubtful Accounts and Reserves
General
Revenue is recognized when persuasive evidence of an arrangement exists, delivery occurs or services are rendered,
the sales price is fixed or determinable and collectability is reasonably assured. Revenue is deferred when
undelivered products or services are essential to the functionality of delivered products, customer acceptance is
uncertain, significant obligations remain, or the fair value of undelivered elements is unknown. The Company does
not offer customers the right to return product, other than for exchange or repair pursuant to a warranty or stock
rotation. The Company’s policy is to reduce revenue if it incurs an obligation for price rebates or other such
programs during the period the obligation is reasonably estimated to occur. The following policies apply to the
Company’s major categories of revenue transactions.
Products
Products are considered delivered, and revenue is recognized, when title and risk of loss have been transferred to the
customer. Under the terms and conditions of the sale, this occurs at the time of shipment to the customer. Product
revenue currently represents sales of our Mediasite recorders and Mediasite related products such as our server
software and other software licenses. If a license is time-based, the revenue is recognized over the term of the
license agreement.
Services
The Company sells support and content hosting contracts to its customers, typically one year in length, and records
the related revenue ratably over the contractual period. Our support contracts cover phone and electronic technical
support availability over and above the level provided by our distribution partners, software upgrades on a when and
if available basis, advance hardware replacement and an extension of the standard hardware warranty from 90 days
to one year. The manufacturers we contract with to build the units provide a limited one-year warranty on the
hardware. We also sell installation, training, event webcasting, and customer content hosting services. Revenue for
those services is recognized when performed in the case of installation, training and event webcasting services.
Service amounts invoiced to customers in excess of revenue recognized are recorded as deferred revenue until the
revenue recognition criteria are met.
Revenue Arrangements that Include Multiple Elements
Sales of software, with or without installation, training, and post customer support fall within the scope of the
software revenue recognition rules. Under the software revenue recognition rules, the fee from a multiple-
deliverable arrangement is allocated to each of the undelivered elements based upon vendor-specific objective
evidence (VSOE), which is limited to the price charged when the same deliverable is sold separately, with the
residual value from the arrangement allocated to the delivered element. The portion of the fee that is allocated to
each deliverable is then recognized as revenue when the criteria for revenue recognition are met with respect to that
deliverable. If VSOE does not exist for all of the undelivered elements, then all revenue from the arrangement is
typically deferred until all elements have been delivered to the customer. All revenue arrangements, with the
exception of hosting contracts, entered into prior to October 1, 2010 and the sale of all software-only products and
associated services have been accounted for under this guidance.
In the case of the Company’s hardware products with embedded software, the Company has determined that the
hardware and software components function together to deliver the product’s essential functionality, and therefore,
the revenue from the sale of these products is accounted for under the revenue recognition rules for tangible
products whereby the fee from a multiple-deliverable arrangement is allocated to each of the deliverables based
upon their relative selling prices as determined by a selling-price hierarchy. A deliverable in an arrangement
qualifies as a separate unit of accounting if the delivered item has value to the customer on a stand-alone basis. A
delivered item that does not qualify as a separate unit of accounting is combined with the other undelivered items in
the arrangement and revenue is recognized for those combined deliverables as a single unit of accounting. The
selling price used for each deliverable is based upon VSOE if available, third-party evidence (TPE) if VSOE is not
34
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
available, and best estimate of selling price (ESP) if neither VSOE nor TPE are available. TPE is the price of the
Company’s or any competitor’s largely interchangeable products or services in stand-alone sales to similarly
situated customers. ESP is the price at which the Company would sell the deliverable if it were sold regularly on a
stand-alone basis, considering market conditions and entity-specific factors. All revenue arrangements negotiated
after September 30, 2010, excluding the sale of all software-only products and associated services, have been
accounted for under this guidance.
The selling prices used in the relative selling price allocation method are as follows: (1) the Company’s products and
services are based upon VSOE and (2) hardware products with embedded software, for which VSOE does not exist,
are based upon ESP. The Company does not believe TPE exists for any of these products and services because they
are differentiated from competing products and services in terms of functionality and performance and there are no
competing products or services that are largely interchangeable. Management establishes ESP for hardware products
with embedded software using a cost plus margin approach with consideration for market conditions, such as the
impact of competition and geographic considerations, and entity-specific factors, such as the cost of the product and
the Company’s profit objectives. Management believes that ESP is reflective of reasonable pricing of that
deliverable as if priced on a stand-alone basis. When a sales transaction includes deliverables that are divided
between ASC Topic 605 and ASC Subtopic 985-605, the Company allocates the selling price using the relative
selling price method whereas value is allocated using an ESP for software developed using a percent of list price
approach. The other deliverables are valued using ESP or VSOE as previously discussed.
While the pricing model, currently in use, captures all critical variables, unforeseen changes due to external market
forces may result in a revision of the inputs. These modifications may result in the consideration allocation differing
from the one presently in use. Absent a significant change in the pricing inputs or the way in which the industry
structures its deals, future changes in the pricing model are not expected to materially affect our allocation of
arrangement consideration.
Management has established VSOE for hosting services. Billings for hosting are spread ratably over the term of the
hosting agreement, with the typical hosting agreement having a term of 12 months, with renewal on an annual basis.
The Company sells most hosting contracts without the inclusion of products. When the hosting arrangement is sold
in conjunction with product, the product revenue is recognized immediately while the remaining hosting revenue is
spread ratably over the term of the hosting agreement. The selling price is allocated between these elements using
the relative selling price method. The Company uses ESP for development of the selling price for hardware products
with embedded software.
The Company also offers hosting services bundled with events services. The Company uses VSOE to establish
relative selling prices for its events services. The Company recognizes events revenue when the event takes place
and recognizes the hosting revenue over the term of the hosting agreement. The total amount of the arrangement is
allocated to each element based on the relative selling price method.
Reserves
We record reserves for stock rotations, price adjustments, rebates, and sales incentives to reduce revenue and
accounts receivable for these and other credits we may grant to customers. Such reserves are recorded at the time of
sale and are calculated based on historical information (such as rates of product stock rotations) and the specific
terms of sales programs, taking into account any other known information about likely customer behavior. If actual
customer behavior differs from our expectations, additional reserves may be required. Also, if we determine that we
can no longer accurately estimate amounts for stock rotations and sales incentives, we would not be able to
recognize revenue until the resellers sell the inventory to the final end user.
Credit Evaluation and Allowance for Doubtful Accounts
We assess the realization of our receivables by performing ongoing credit evaluations of our customers’ financial
condition. Through these evaluations, we may become aware of a situation where a customer may not be able to
meet its financial obligations due to deterioration of its financial viability, credit ratings or bankruptcy. Our reserve
requirements are based on the best facts available to us and are reevaluated and adjusted as additional information is
35
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
received. Our reserves are also based on amounts determined by using percentages applied to certain aged
receivable categories. These percentages are determined by a variety of factors including, but not limited to, current
economic trends, historical payment and bad debt write-off experience. Allowance for doubtful accounts for
accounts receivable was $90,000 at September 30, 2013 and $85,000 at September 30, 2012.
Impairment of long-lived assets
We assess the impairment of goodwill on an annual basis or whenever events or changes in circumstances indicate that
the fair value of these assets is less than the carrying value. In fiscal 2012 with the adoption of ASU 2011-08, “Testing
Goodwill for Impairment”, we first assessed qualitative factors related to goodwill to determine whether it is more
likely than not that the fair value of the reporting unit is less than its carrying amount as a basis for determining
whether it is necessary to perform the two-step goodwill test. The more-likely-than-not threshold is defined as
having a likelihood of more than 50 percent. Using the qualitative assessment, we determined that the fair value of
goodwill is more likely than not greater than its carrying amount thus step two was not deemed necessary to
perform. In fiscal 2013, we performed the two-step goodwill test and determined that the fair value of goodwill is
more than the carrying value. The Company has recognized no impairment charges as of September 30, 2013.
If we had determined that the fair value of goodwill is less than its carrying value, based upon the annual test or the
existence of one or more indicators of impairment, we would have then measured impairment based on a comparison of
the implied fair value of goodwill with the carrying amount of goodwill. To the extent the carrying amount of goodwill is
greater than the implied fair value of goodwill, we would have recorded an impairment charge for the difference.
Long-lived assets and intangible assets other than goodwill are evaluated for impairment whenever events or changes in
circumstances indicate that the carrying value of an asset may not be recoverable based on expected undiscounted cash
flows attributable to that asset.
Valuation allowance for net deferred tax assets
Deferred income taxes are provided for temporary differences between financial reporting and income tax basis of assets
and liabilities, and are measured using currently enacted tax rates and laws. Deferred income taxes also arise from the
future benefits of net operating loss carryforwards. A valuation allowance equal to 100% of the net deferred tax assets
has been recognized due to uncertainty regarding future realization.
Accounting for stock-based compensation
The Company uses a lattice valuation model to account for all stock options granted. The lattice valuation model
provides a flexible analysis to value options because of its ability to incorporate inputs that change over time, such
as actual exercise behavior of option holders. The Company uses historical data to estimate the option exercise and
employee departure behavior in the lattice valuation model. Expected volatility is based on historical volatility of the
Company’s stock. The Company considers all employees to have similar exercise behavior and therefore has not
identified separate homogenous groups for valuation. The expected term of options granted is derived from the
output of the option pricing model and represents the period of time that options granted are expected to be
outstanding. The risk-free rate for periods the options are expected to be outstanding is based on the U.S. Treasury
yields in effect at the time of grant. Forfeitures are based on actual behavior patterns.
Capitalized Software Development Costs
Software development costs incurred in conjunction with product development are charged to research and
development expense until technological feasibility is established. Thereafter, until the product is released for sale,
software development costs are capitalized and reported at the net realizable value of the related product. Typically
the period between achieving technological feasibility of the Company’s products and the general availability of the
products has been short. Consequently, software development costs qualifying for capitalization are typically
immaterial and are generally expensed to research and development costs. During 2013, the Company’s My
Mediasite product release required software capitalization since there was a longer period between technological
36
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
feasibility and the general availability of the product and the development costs were material. Upon product
release, the amortization of software development costs is determined annually as the greater of the amount
computed using the ratio of current gross revenues for the products to their total of current and anticipated future
gross revenues or the straight-line method over the estimated economic life of the products, expected to be three
years. Amortization expense of software development costs of $75 thousand at September 30, 2013 is included in
Cost of Revenue – Product. The amount of capitalized external and internal development costs is $533 thousand for
the year ended September 30, 2013. There were no development costs capitalized in period ended September 30,
2012.
Recent Accounting Pronouncements
In July 2013, the FASB issued ASU 2013-11, "Income Taxes (Topic 740)—Presentation of an Unrecognized Tax
Benefit When a Net Operating Loss Carryforward, a Similar Tax Loss, or a Tax Credit Carryforward Exists." The
amendments in this ASU provide guidance for the financial statement presentation of an unrecognized tax benefit
when a net operating loss carryforward, a similar tax loss, or a tax credit carryforward exists. The amendments in
this ASU are expected to reduce diversity in practice by providing guidance on the presentation of unrecognized tax
benefits and will better reflect the manner in which an entity would settle at the reporting date any additional income
taxes that would result from the disallowance of a tax position when net operating loss carryforwards, similar tax
losses, or tax credit carryforwards exist. This update is effective for fiscal years, and interim periods within those
years, beginning after December 15, 2013. The adoption of this guidance is not expected to have an impact on the
Company.
Accounting standards that have been issued but are not yet effective by the FASB or other standards-setting bodies
that do not require adoption until a future date are not expected to have a material impact on the Company's
consolidated financial statements upon adoption.
RESULTS OF OPERATIONS
You should read the following discussion of our results of operations and financial condition in conjunction with our
consolidated financial statements and related notes thereto included in Item 8 of this Annual Report on Form 10-K.
Revenue
Revenue from our business includes the sale of Mediasite recorders and server software products and related
services contracts, such as customer support, installation, training, content hosting and event services. We market
our products to educational institutions, corporations and government agencies that need to deploy, manage, index
and distribute video content on Internet-based networks. We reach both our domestic and international markets
through reseller networks, a direct sales effort and partnerships with system integrators.
Revenue in fiscal 2013 totaled $27.8 million, compared to $26.1 million in fiscal 2012, an increase of 6%. Revenue
consisted of the following:
• Product revenue from the sale of Mediasite recorder units and server software increased from $12.4 million
in fiscal 2012 to $13.6 million in fiscal 2013. The product revenue growth is primarily related to an
increase in discounted upgrade recorders sold to customers whose product had reached the end of hardware
warranty eligibility (“refresh units”).
Units sold
Rack to mobile ratio
Average sales price, excluding support (000’s)
Refresh Units
2013
1,458
2.0 to 1
$9.2
573
2012
1,280
2.4 to 1
$9.4
434
Services revenue represents the portion of fees charged for Mediasite customer support contracts amortized
over the length of the contract, typically 12 months, as well as training, installation, event and content
37
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
hosting services. Services revenue increased from $13.4 million in fiscal 2012 to $13.9 million in fiscal
2013 due primarily to an increase in hosting contracts and support contracts on Mediasite recorder units. At
September 30, 2013 $7.1 million of revenue was deferred, of which we expect to recognize $6.5 million in
the next twelve months, including approximately $2.5 million in the quarter ending December 31, 2013. At
September 30, 2012, $5.6 million of revenue was deferred.
Other revenue relates to freight charges billed separately to our customers.
Gross Margin
Total gross margin in fiscal 2013 was $20.1 million or 72% compared to $18.8 million or 72% in fiscal 2012. Gross
margin was positively affected by operational efficiencies in recorder and services costs and a decrease in direct and
outsourced event labor costs with lower markups for services which the Company does not provide, such as closed
captioning. These improvements were partially offset by a greater volume of discounted upgrade units for customers
whose product had reached end of hardware warranty eligibility and by an increase in high definition material cost
due to customer demand. The significant components of cost of revenue include:
Material and freight costs for the Mediasite recorders. Costs for fiscal 2013 Mediasite recorder hardware
and other costs totaled $5.0 million compared to $4.7 million in fiscal 2012. Freight costs were $336
thousand and labor and allocated costs were $939 thousand in fiscal 2013 compared to $369 thousand and
$863 thousand, respectively, in fiscal 2012.
Services costs. Staff wages and other costs allocated to cost of service revenues were $1.5 million in fiscal
2013 compared to $1.4 million fiscal 2012, resulting in gross margin on services of 89% in fiscal 2013 and
90% in fiscal 2012.
The Company expects the gross margin percentage to remain consistent or slightly increase in fiscal 2014 as total
revenue increases and as the Company benefits from further manufacturing efficiencies anticipated in fiscal 2014.
Operating Expenses
Selling and Marketing Expenses
Selling and marketing expenses include wages and commissions for sales, marketing, business development
personnel, print advertising and various promotional expenses for our products. Timing of these costs may vary
greatly depending on introduction of new products and services or entrance into new markets, or participation in
major tradeshows.
Selling and marketing expense increased $1.2 million, or 10%, from $11.8 million in fiscal 2012 to $13.1 million in
fiscal 2013. Increases in the major categories include:
Salaries, incentive compensation, and benefits increased $703 thousand over the prior year due to higher
staff levels in fiscal 2013 compared to fiscal 2012.
Costs also increased by $232 thousand as a result of higher stock compensation expense, bonus and
depreciation expense.
Tradeshow and travel expense increased by $265 thousand due to an increase in the number of tradeshows.
At September 30, 2013 we had 75 employees, excluding interns, in Selling and Marketing, an increase from 70
employees at September 30, 2012. We anticipate minimal growth in Selling and Marketing headcount in fiscal
2014.
General and Administrative Expenses
General and administrative (“G&A”) expenses consist of personnel and related costs associated with the facilities,
finance, legal, human resources and information technology departments, as well as other expenses not fully
allocated to functional areas.
38
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
G&A expenses increased from $2.8 million in fiscal 2012 to $3.3 million in fiscal 2013.
Increase in compensation and benefits of $176 thousand related to an increase in headcount.
Professional services increase of $312 thousand, mainly due to legal costs and consulting fees related to our
investment in Mediasite KK.
At September 30, 2013 we had 7 full-time employees in G&A, an increase from 6 full-time employees at September
30, 2012. We do not anticipate growth in G&A headcount in fiscal 2014.
Product Development Expenses
Product development (“R&D”) expenses include salaries and wages of the software research and development staff
and an allocation of benefits, facility and administrative expenses. Fluctuations in product development expenses
correlate directly to changes in headcount and capitalization of costs associated with new product development.
R&D expenses increased $196 thousand, or 5%, from $4.1 million in fiscal 2012 to $4.3 million in fiscal 2013.
Some significant differences include:
Increase in compensation and benefits of $60 thousand related to an increase in headcount net of $269
thousand of software development labor capitalized during fiscal 2013. In addition to internal labor, $264
of third party design and testing costs were capitalized. No software development costs, including internal
labor or third party design and testing costs, were capitalized in fiscal 2012.
Costs also increased by $133 thousand as a result of higher stock compensation expense, bonus and
depreciation expense.
At September 30, 2013 we had 36 employees, excluding interns, in Product Development compared to 33
employees at September 30, 2012. The increase in fiscal year 2013 headcount will result in an additional increase in
R&D compensation cost in fiscal 2014 as the full year effect of the current level of headcount is realized. We do not
anticipate growth in R&D headcount in fiscal 2014. Fiscal 2013 software development costs of $533 qualified for
capitalization. No fiscal 2012 software development efforts qualified for capitalization.
Other Income (Expense), Net
Under the equity method of accounting, we record our proportional share of earnings in Mediasite KK. We currently
own approximately 26% of their common stock as compared to 23% as of the end of fiscal 2012. We recorded $209
thousand of net equity in earnings during fiscal 2013 and $420 thousand during fiscal 2012. The change is due to
variability in profitability and recording of increased ownership percentage in the investee. Other expense primarily
consists of interest costs related to outstanding debt. Other income is primarily interest income from overnight
investment vehicles. Lower interest rates led to a decrease in interest income from $2 thousand in fiscal 2012 to $1
thousand in fiscal 2013.
Provisions Related to Income Taxes
The Company records a non-cash deferred tax liability related to goodwill acquired in 2001. The related income tax
expense was $240 thousand for both fiscal 2013 and fiscal 2012.
LIQUIDITY AND CAPITAL RESOURCES
We funded our operations primarily with cash generated from operations in fiscal 2013. On September 30, 2013 and
2012, we had cash and cash equivalents of $3.5 million and $4.5 million, respectively.
Cash provided by operating activities totaled $1.0 million in fiscal 2013 and $350 thousand in fiscal 2012, an
increase of $650 thousand. Cash provided in fiscal 2013 was impacted by working capital and other changes
including the positive effects of a $1.5 million increase in unearned revenue, $656 thousand of stock based
39
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
compensation, $1.1 million of depreciation expense, $240 thousand of deferred taxes, and a $176 thousand increase
in accounts payable, accrued liabilities and other long-term liabilities. These were partially offset by the negative
effects of $394 thousand increase in inventory, a $1.3 million increase in accounts receivable, $209 thousand of
equity in earnings from investment in Mediasite KK and $792 thousand net loss. Cash provided in fiscal 2012 was
impacted by working capital and other changes including the positive effects of $226 thousand decrease in accounts
receivable, $742 thousand of stock based compensation, $855 thousand of depreciation expense and $240 thousand
of deferred taxes. These were partially offset by the negative effects of a $517 thousand increase in inventory, a
$385 thousand decrease in unearned revenue, a $601 thousand decrease in accounts payable, accrued liabilities and
other long-term liabilities and $420 thousand of equity in earnings from investment in Mediasite KK.
Cash used in investing activities totaled $1.7 million in fiscal 2013 compared to cash used in investing activities of
$1.5 million in fiscal 2012. In fiscal year 2013, $533 thousand was used in capitalization of software development
costs. The remainder was due to purchases of property and equipment. Investing activities for fiscal 2012 were all
due to purchases of property and equipment.
Cash used in financing activities in fiscal 2013 totaled $314 thousand compared to $69 thousand provided in fiscal
2012. Cash used in fiscal 2013 was due primarily to $839 thousand of cash used for payments on notes payable and
capital leases. This was partially offset by $523 thousand of proceeds from exercise of common stock options and
issuance of common stock. Cash provided in fiscal 2012 was due primarily to proceeds from exercise of common
stock options and issuance of common stock of $379 thousand and $1.2 million of proceeds from notes payable.
This was mostly offset by $1.5 million of cash used for payments on notes payable and capital leases.
The Company believes its cash position is adequate to accomplish its business plan through at least the next twelve
months, including the cash outlays related to the two international acquisitions of Mediasite KK (if it closes) and
MediaMission. We will likely evaluate operating or capital lease opportunities to finance equipment purchases in the
future and anticipate utilizing the Company’s revolving line of credit to support working capital needs. We may also
seek additional equity financing, or issue additional shares previously registered in our available shelf registration,
although we currently have no plans to do so.
On June 27, 2011, the Company and its wholly owned subsidiary, Sonic Foundry Media Systems, Inc. (the
“Companies”) entered into the Second Amended and Restated Loan and Security Agreement with Silicon Valley
Bank (the “Second Amended Agreement”). Under the Second Amended Agreement, the revolving line of credit has
a maximum principal amount of $3,000,000. Interest accrues on the revolving line of credit at the per annum rate of
one percent (1.0%) above the Prime Rate (as defined), provided that Sonic Foundry maintains an Adjusted Quick
Ratio (as defined) of greater than 2.0 to 1.0, or one-and-one half percent (1.5%) above the Prime Rate, if Sonic
Foundry does not maintain an Adjusted Quick Ratio of greater than 2.0 to 1.0. The Second Amended Agreement
does not provide for a minimum interest rate on the revolving loan. The Second Amended Agreement also provides
for an increase in the advance rate on domestic receivables from 75% to 80%, and extends the facility maturity date
to October 1, 2013. Under the Second Amended Agreement, the existing term loan will continue to accrue interest at
a per annum rate equal to the greater of (i) one percentage point (1.0%) above Silicon Valley Bank’s prime rate; or
(ii) eight and three quarters percent (8.75%). In addition, a new term loan can be issued in multiple draws provided
that the total term loan from Silicon Valley Bank shall not exceed $2,000,000 and provided further that total term
debt shall not exceed $2,400,000. Under the Second Amended Agreement, any new draws on the term loan will
accrue interest at a per annum rate equal to the Prime Rate plus three and three quarters percent (3.75%), or three-
and-one quarter percent (3.25%) above the Prime Rate if Sonic Foundry maintains an Adjusted Quick Ratio of
greater than 2.0 to 1.0. The Second Amended Agreement does not provide for a minimum interest rate on the new
term loan. Each draw on the new term loan will be amortized over a 36-month period. The Second Amended
Agreement also requires Sonic Foundry to continue to comply with certain financial covenants, including covenants
to maintain an Adjusted Quick Ratio (as defined) of at least 1.75 to 1.00 and Debt Service Coverage Ratio of at least
1.25 to 1.00, the latter of which will be waived if certain funds are reserved against the availability under the
revolving line of credit.
On May 31, 2013, the Company entered into a First Amendment to the Second Amended and Restated Loan and
Security Agreement (the “First Amendment”) with Silicon Valley Bank. Under the First Amendment: (i) the
Revolving Loan Maturity Date (as defined) was extended from October 1, 2013 to October 1, 2015, (ii) the interest
40
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
rate on the revolving line of credit was decreased so that interest will accrue at the per annum rate of three quarters
of one percent (0.75 %) above the Prime Rate (as defined), provided that Sonic Foundry maintains an Adjusted
Quick Ratio (as defined) of greater than 2.0 to 1.0, or one-and-one quarter percent (1.25%) above the Prime Rate, if
Sonic Foundry does not maintain an Adjusted Quick Ratio of greater than 2.0 to 1.0, (iii) the interest rate on the
Unused Revolving Loan Facility Fee (as defined) was decreased to seventeen and one-half hundredths of one
percent (0.175%), and (iv) the restriction on the ability of Sonic Foundry to repurchase up to $1,000,000 of its
common stock was removed.
On May 31, 2013, the Company’s Board of Directors authorized a $1 million common stock repurchase program.
Under the program, the Company’s common shares may be repurchased in open market transactions or in privately
negotiated transactions. The exact amount and timing of any purchases will depend on a number of factors,
including trading price, trading volume and general market conditions. The repurchase program may be suspended
or discontinued at any time. The Company has not repurchased any shares of its common stock as of September 30,
2013.
At September 30, 2013, a balance of $767 thousand was outstanding on the term loans with Silicon Valley Bank,
with an effective interest rate of six-and-one half percent (6.5%), and no balance was outstanding on the revolving
line of credit. At September 30, 2012, a balance of $1.4 million was outstanding on the term loans with Silicon
Valley Bank and no balance was outstanding on the revolving line of credit. At September 30, 2013, there was $2.2
million available under this credit facility for advances. At September 30, 2013 the Company was in compliance
with all covenants in the First Amendment to the Second Amended Agreement.
The Company enters into unconditional purchase commitments on a regular basis for the supply of Mediasite
product. At September 30, 2013, the Company has an obligation to purchase $1.1 million of Mediasite product,
which is not recorded on the Company's Consolidated Balance Sheet.
Contractual Obligations
The following summarizes our contractual obligations at September 30, 2013 and the effect those obligations are
expected to have on our liquidity and cash flow in future periods (in thousands):
Total
Less than
Years 2-3
Years 4-5
Contractual Obligations:
Product purchase commitments
Operating lease obligations
Capital lease obligations (a)
Notes payable (a)
$ 1,111
3,418
394
767
1 Year
$ 1,111
621
227
634
$ ─
1,280
167
133
$ ─
1,345
─
─
Over 5
years
$ ─
172
─
─
(a) Includes fixed and determinable interest payments
41
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
ITEM 7A. QUANTITATIVE AND QUALITATIVE DISCLOSURES ABOUT MARKET RISK
Derivative Financial Instruments
We are not party to any derivative financial instruments or other financial instruments for which the fair value
disclosure would be required under FASB ASC 815-10. Our cash equivalents consist of overnight investments in
money market funds that are carried at fair value. Accordingly, we believe that the market risk of such investments
is minimal.
Interest Rate Risk
Our cash equivalents, which consist of overnight money market funds, are subject to interest rate fluctuations,
however, we believe this risk is minimal due to the short-term nature of these investments.
At September 30, 2013, all of our $767 thousand of debt outstanding is variable rate. We do not expect that an
increase in the level of interest rates would have a material impact on our Consolidated Financial Statements. We
monitor our positions with, and the credit quality of, the financial institutions that are party to any of our financial
transactions.
Foreign Currency Exchange Rate Risk
All international sales of our products are denominated in US dollars.
42
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
ITEM 8.
CONSOLIDATED FINANCIAL STATEMENTS AND SUPPLEMENTARY DATA
Report of Independent Registered Public Accounting Firm
Board of Directors and Stockholders
Sonic Foundry, Inc.
We have audited the accompanying consolidated balance sheets of Sonic Foundry, Inc. and subsidiary (a
Maryland corporation) (the “Company”) as of September 30, 2013 and 2012, and the related consolidated
statements of operations, comprehensive loss, stockholders’ equity, and cash flows for each of the two years
in the period ended September 30, 2013. These financial statements are the responsibility of the Company’s
management. Our responsibility is to express an opinion on these 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 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 financial statements, assessing the accounting principles used and significant estimates made by
management, as well as evaluating the overall financial statement presentation. We believe that our audits
provide a reasonable basis for our opinion.
In our opinion, the consolidated financial statements referred to above present fairly, in all material respects,
the financial position of Sonic Foundry, Inc. and subsidiary as of September 30, 2013 and 2012, and the
results of their operations and their cash flows for each of the two years in the period ended September 30,
2013 in conformity with accounting principles generally accepted in the United States of America.
/s/ GRANT THORNTON LLP
Milwaukee, Wisconsin
December 26, 2013
43
Sonic Foundry, Inc.
Consolidated Balance Sheets
(in thousands except for share and per share data)
Assets
Current assets:
Cash and cash equivalents
Accounts receivable, net of allowances of $90 and $85
Inventories
Prepaid expenses and other current assets
Total current assets
Property and equipment:
Leasehold improvements
Computer equipment
Furniture and fixtures
Total property and equipment
Less accumulated depreciation and amortization
Net property and equipment
Other assets:
Goodwill
Investment in Mediasite KK
Software development costs, net of amortization of $75
Other intangibles, net of amortization of $135 and $180
Total assets
Liabilities and stockholders' equity
Current liabilities:
Revolving line of credit
Accounts payable
Accrued liabilities
Unearned revenue
Current portion of capital lease obligations
Current portion of notes payable
Total current liabilities
Long-term portion of unearned revenue
Long-term portion of capital lease obligations
Long-term portion of notes payable
Other liabilities
Deferred tax liability
Total liabilities
Commitments and contingencies
Stockholders' equity:
Preferred stock, $.01 par value, authorized 500,000 shares; none issued
5% Preferred stock, Series B, voting, cumulative, convertible, $.01 par value
(liquidation preference at par), authorized 1,000,000 shares, none issued
Common stock, $.01 par value, authorized 10,000,000 shares; 3,999,634 and
3,909,040 shares issued and 3,986,918 and 3,896,324 shares outstanding
Additional paid-in capital
Accumulated deficit
Accumulated other comprehensive loss
Receivable for common stock issued
Treasury stock, at cost, 12,716 shares
Total stockholders' equity
Total liabilities and stockholders' equity
See accompanying notes
44
September 30,
2013
2012
$ 3,482
6,885
1,447
805
12,619
852
5,296
581
6,729
3,449
3,280
7,576
385
458
15
$ 24,333
$ 4,478
5,578
1,053
757
11,866
852
3,851
865
5,568
2,624
2,944
7,576
420
-
15
$ 22,821
$ -
1,513
1,204
6,470
223
634
10,044
$ -
1,604
850
5,284
129
667
8,534
648
149
133
445
2,210
13,629
─
─
349
131
766
532
1,970
12,282
─
─
40
190,653
(179,556)
(238)
(26)
(169)
10,704
$ 24,333
39
189,459
(178,764)
-
(26)
(169)
10,539
$ 22,821
Sonic Foundry, Inc.
Consolidated Statements of Operations
(in thousands except for share and per share data)
Revenue:
Product
Services
Other
Total revenue
Cost of revenue:
Product
Services
Total cost of revenue
Gross margin
Operating expenses:
Selling and marketing
General and administrative
Product development
Total operating expenses
Income (loss) from operations
Equity in earnings from investment in Mediasite KK
Interest expense
Other income (expense), net
Total other income, net
Income (loss) before income taxes
Provision for income taxes
Years Ended September 30,
2013
2012
$ 13,588
13,933
235
27,756
6,215
1,481
7,696
20,060
13,079
3,343
4,276
20,698
(638)
209
(92)
(31)
86
(552)
(240)
$ 12,385
13,409
296
26,090
5,883
1,363
7,246
18,844
11,841
2,815
4,079
18,735
109
420
(152)
20
288
397
(240)
Net income (loss)
$ (792)
$ 157
Income (loss) per common share:
Basic net income (loss) per common share
Diluted net income (loss) per common share
Weighted average common shares – Basic
– Diluted
See accompanying notes
$ (0.20)
$ (0.20)
$ 0.04
$ 0.04
3,932,692
3,932,692
3,857,161
3,907,888
45
Sonic Foundry, Inc.
Consolidated Statements of Comprehensive Loss
For the Year Ended September 30, 2013 and 2012
(in thousands)
Net income (loss)
Other comprehensive income (loss), net of taxes:
Foreign currency translation adjustment
Total other comprehensive income (loss)
Comprehensive loss
See accompanying notes
Years Ended September 30,
2013
2012
$ (792)
$ 157
(238)
(238)
-
-
$ (1,030)
$ 157
46
Sonic Foundry, Inc.
Consolidated Statements of Stockholders’ Equity
For the Year Ended September 30, 2013 and 2012
(in thousands)
Common
stock
Additional
paid-in
capital
Accumulated
deficit
Accumulated
other
comprehensive
loss
Receivable
for
common
stock
issued
Total
Treasury
stock
$ 38
$188,339
$ (178,921)
$ ─
$ (26)
$ (169)
$ 9,261
─
─
1
─
742
134
244
─
─
─
─
157
39
189,459
(178,764)
─
─
1
─
─
─
656
75
447
─
16
─
─
─
─
─
─
(792)
─
─
─
─
─
─
─
─
(238)
─
─
─
─
─
─
─
─
─
─
742
134
245
157
(26)
(169)
10,539
─
─
─
─
─
─
─
─
─
─
─
─
656
75
448
(238)
16
(792)
$ 40
$190,653
$ (179,556)
$ (238)
$ (26)
$ (169)
$ 10,704
Balance,
September 30, 2011
Stock compensation
Issuance of common
stock
Exercise of common
stock warrants and
options
Net income
Balance,
September 30, 2012
Stock compensation
Issuance of common
stock
Exercise of common
stock options
Foreign currency
translation adjustment
Equity method
investment ownership
changes
Net loss
Balance,
September 30, 2013
See accompanying notes
47
Sonic Foundry, Inc.
Consolidated Statements of Cash Flows
(in thousands)
Operating activities
Net income (loss)
Adjustments to reconcile net income (loss) to net cash provided by operating activities:
$ (792)
$ 157
Years Ended September 30,
2013
2012
Equity in earnings from investment in Mediasite KK
Amortization of other intangibles
Amortization of software development costs
Depreciation and amortization of property and equipment
Provision for doubtful accounts
Deferred taxes
Stock-based compensation expense related to stock options
Changes in operating assets and liabilities:
Accounts receivable
Inventories
Prepaid expenses and other assets
Accounts payable, accrued liabilities and other long-term liabilities
Unearned revenue
Net cash provided by operating activities
Investing activities
Capitalization of software development costs
Purchases of property and equipment
Net cash used in investing activities
Financing activities
Proceeds from notes payable
Payments on notes payable
Payments of loan fees
Proceeds from issuance of common stock
Proceeds from exercise of common stock warrants and options
Dividends from investment in Mediasite KK
Payments on capital leases
Net cash (used in) provided by financing activities
Net decrease in cash and cash equivalents
Cash and cash equivalents at beginning of period
Cash and cash equivalents at end of period
Supplemental cash flow information:
Interest paid
Non-cash transactions:
(209)
20
75
1,111
5
240
656
(1,312)
(394)
(48)
176
1,485
1,013
(533)
(1,162)
(1,695)
-
(666)
(20)
75
448
22
(173)
(314)
(420)
75
-
855
(5)
240
742
226
(517)
(17)
(601)
(385)
350
-
(1,456)
(1,456)
1,200
(1,390)
(20)
134
245
-
(100)
69
(996)
4,478
$ 3,482
(1,037)
5,515
$ 4,478
$ 92
$ 120
Property and equipment financed by accounts payable, accrued liabilities or capital lease
Comprehensive loss attributable to equity method investment in MSKK
345
238
752
-
See accompanying notes
48
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
1. Basis of Presentation and Significant Accounting Policies
Business
Sonic Foundry, Inc. (the Company) is in the business of providing enterprise solutions and services for the web
communications market.
Principles of Consolidation
The accompanying consolidated financial statements include the accounts of the Company and its wholly-owned
subsidiary, Sonic Foundry Media Systems, Inc. All significant intercompany transactions and balances have been
eliminated.
Under the equity method of accounting, the Company’s investment in unconsolidated affiliates are initially recorded
as an investment in the stock of an investee at cost and are adjusted on a quarterly basis for the carrying amount of
the investment to recognize the investor’s share of changes in the net assets of the investee after the date of the
initial investment.
Use of Estimates
In preparing financial statements in conformity with accounting principles generally accepted in the United States of
America (US GAAP), management is required to make estimates and assumptions that affect the reported amounts
of assets and liabilities, the disclosure of contingent assets and liabilities at the date of the consolidated financial
statements and the reported amounts of revenue and expense during the period. Actual results could differ from
those estimates.
Revenue Recognition
General
Revenue is recognized when persuasive evidence of an arrangement exists, delivery occurs or services are rendered,
the sales price is fixed or determinable and collectability is reasonably assured. Revenue is deferred when
undelivered products or services are essential to the functionality of delivered products, customer acceptance is
uncertain, significant obligations remain, or the fair value of undelivered elements is unknown. The Company does
not offer customers the right to return product, other than for exchange or repair pursuant to a warranty or stock
rotation. The Company’s policy is to reduce revenue if it incurs an obligation for price rebates or other such
programs during the period the obligation is reasonably estimated to occur. The following policies apply to the
Company’s major categories of revenue transactions.
Products
Products are considered delivered, and revenue is recognized, when title and risk of loss have been transferred to the
customer. Under the terms and conditions of the sale, this occurs at the time of shipment to the customer. Product
revenue currently represents sales of our Mediasite recorder and Mediasite related products such as our server
software and other software licenses. If a license is time-based, the revenue is recognized over the term of the
license agreement.
Services
The Company sells support and content hosting contracts to our customers, typically one year in length, and records
the related revenue ratably over the contractual period. Our support contracts cover phone and electronic technical
support availability over and above the level provided by our distributors, software upgrades on a when and if
available basis, advance hardware replacement and an extension of the standard hardware warranty from 90 days to
49
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
one year. The manufacturers the Company contracts with to build the units provide a limited one-year warranty on
the hardware. The Company also sells installation, training, event webcasting, and customer content hosting
services. Revenue for those services is recognized when performed in the case of installation, training and event
webcasting services. Service amounts invoiced to customers in excess of revenue recognized are recorded as
deferred revenue until the revenue recognition criteria are met.
Revenue Arrangements that Include Multiple Elements
Sales of software, with or without installation, training, and post customer support fall within the scope of the
software revenue recognition rules. Under the software revenue recognition rules, the fee from a multiple-
deliverable arrangement is allocated to each of the undelivered elements based upon vendor-specific objective
evidence (VSOE), which is limited to the price charged when the same deliverable is sold separately, with the
residual value from the arrangement allocated to the delivered element. The portion of the fee that is allocated to
each deliverable is then recognized as revenue when the criteria for revenue recognition are met with respect to that
deliverable. If VSOE does not exist for all of the undelivered elements, then all revenue from the arrangement is
typically deferred until all elements have been delivered to the customer. All revenue arrangements, with the
exception of hosting contracts, entered into prior to October 1, 2010 and the sale of all software-only products and
associated services have been accounted for under this guidance.
In the case of the Company’s hardware products with embedded software, the Company has determined that the
hardware and software components function together to deliver the product’s essential functionality, and therefore,
the revenue from the sale of these products is accounted for under the revenue recognition rules for tangible
products whereby the fee from a multiple-deliverable arrangement is allocated to each of the deliverables based
upon their relative selling prices as determined by a selling-price hierarchy. A deliverable in an arrangement
qualifies as a separate unit of accounting if the delivered item has value to the customer on a stand-alone basis. A
delivered item that does not qualify as a separate unit of accounting is combined with the other undelivered items in
the arrangement and revenue is recognized for those combined deliverables as a single unit of accounting. The
selling price used for each deliverable is based upon VSOE if available, third-party evidence (TPE) if VSOE is not
available, and best estimate of selling price (ESP) if neither VSOE nor TPE are available. TPE is the price of the
Company’s or any competitor’s largely interchangeable products or services in stand-alone sales to similarly
situated customers. ESP is the price at which the Company would sell the deliverable if it were sold regularly on a
stand-alone basis, considering market conditions and entity-specific factors. All revenue arrangements negotiated
after September 30, 2010, excluding the sale of all software-only products and associated services, have been
accounted for under this guidance.
The selling prices used in the relative selling price allocation method are as follows: (1) the Company’s products and
services are based upon VSOE and (2) hardware products with embedded software, for which VSOE does not exist,
are based upon ESP. The Company does not believe TPE exists for any of these products and services because they
are differentiated from competing products and services in terms of functionality and performance and there are no
competing products or services that are largely interchangeable. Management establishes ESP for hardware products
with embedded software using a cost plus margin approach with consideration for market conditions, such as the
impact of competition and geographic considerations, and entity-specific factors, such as the cost of the product and
the Company’s profit objectives. Management believes that ESP is reflective of reasonable pricing of that
deliverable as if priced on a stand-alone basis. When a sales transaction includes deliverables that are divided
between ASC Topic 605 and ASC Subtopic 985-605, the Company allocates the selling price using the relative
selling price method whereas value is allocated using an ESP for software developed using a percent of list price
approach. The other deliverables are valued using ESP or VSOE as previously discussed.
While the pricing model, currently in use, captures all critical variables, unforeseen changes due to external market
forces may result in a revision of the inputs. These modifications may result in the consideration allocation differing
from the one presently in use. Absent a significant change in the pricing inputs or the way in which the industry
structures its transactions, future changes in the pricing model are not expected to materially affect our allocation of
arrangement consideration.
50
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
Management has established VSOE for hosting services. Billings for hosting are spread ratably over the term of the
hosting agreement, with the typical hosting agreement having a term of 12 months, with renewal on an annual basis.
The Company sells most hosting contracts without the inclusion of products. When the hosting arrangement is sold
in conjunction with product, the product revenue is recognized immediately while the remaining hosting revenue is
spread ratably over the term of the hosting agreement. The selling price is allocated between these elements using
the relative selling price method. The Company uses ESP for development of the selling price for hardware products
with embedded software.
The Company also offers hosting services bundled with events services. The Company uses VSOE to establish
relative selling prices for its events services. The Company recognizes events revenue when the event takes place
and recognizes the hosting revenue over the term of the hosting agreement. The total amount of the arrangement is
allocated to each element based on the relative selling price method.
Reserves
The Company reserves for stock rotations, price adjustments, rebates, and sales incentives to reduce revenue and
accounts receivable for these and other credits granted to customers. Such reserves are recorded at the time of sale
and are calculated based on historical information (such as rates of product stock rotations) and the specific terms of
sales programs, taking into account any other known information about likely customer behavior. If actual customer
behavior differs from our expectations, additional reserves may be required. Also, if the Company determines that it
can no longer accurately estimate amounts for stock rotations and sales incentives, the Company would not be able
to recognize revenue until resellers sell the inventory to the final end user.
Shipping and Handling
The Company’s shipping and handling costs billed to customers are included in other revenue. Costs related to
shipping and handling are included in cost of revenue and are recorded at the time of shipment to the customer.
Concentration of Credit Risk and Other Risks and Uncertainties
The Company’s cash and cash equivalents are deposited with two major financial institutions. At times, deposits in
these institutions exceed the amount of insurance provided on such deposits. The Company has not experienced any
losses on such amounts and believes that it is not exposed to any significant credit risk on these balances.
We assess the realization of our receivables by performing ongoing credit evaluations of our customers’ financial
condition. Through these evaluations, we may become aware of a situation where a customer may not be able to
meet its financial obligations due to deterioration of its financial viability, credit ratings or bankruptcy. Our reserve
requirements are based on the best facts available to us and are reevaluated and adjusted as additional information is
received. Our reserves are also based on amounts determined by using percentages applied to certain aged
receivable categories. These percentages are determined by a variety of factors including, but not limited to, current
economic trends, historical payment and bad debt write-off experience. Allowance for doubtful accounts for
accounts receivable was $90,000 at September 30, 2013 and $85,000 at September 30, 2012.
We had billings for Mediasite product and support services as a percentage of total billings to one distributor of
approximately 20% in 2013 and 18% in 2012 and to a second distributor of approximately 22% in 2013 and 25% in
2012. At September 30, 2013 and 2012, these two distributors represented 56% of total accounts receivable.
Currently all of our product inventory purchases are from one third-party contract manufacturer. Although we
believe there are multiple sources of supply from other contract manufacturers as well as multiple suppliers of
component parts required by the contract manufacturers, a disruption of supply of component parts or completed
products, even if short term, would have a material negative impact on our revenues. At September 30, 2013 and
2012, this supplier represented 34% and 60%, respectively, of total accounts payable. We also license technology
51
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
from third parties that is embedded in our software. We believe there are alternative sources of similar licensed
technology from other third parties that we could also embed in our software, although it could create potential
programming related issues that might require engineering resources.
Cash and Cash Equivalents
The Company considers all highly liquid investments purchased with an original maturity of three months or less to
be cash equivalents.
Trade Accounts Receivable
The majority of the Company’s accounts receivable are due from entities in, or distributors or value added resellers
to, the education, corporate and government sectors. Credit is extended based on evaluation of a customer’s
financial condition and, generally, collateral is not required. Accounts receivable are typically due within 30 days
and are stated at amounts due from customers net of an allowance for doubtful accounts. Accounts outstanding
longer than the contractual payment terms are considered to be past due. The Company determines its allowance by
considering a number of factors, including the length of time trade accounts receivable are past due, the Company’s
previous loss history, the customer’s current ability to pay its obligation to the Company, and the condition of the
general economy and the industry as a whole. The Company writes-off accounts receivable when they become
uncollectible, and payments subsequently received on such receivables are credited to the allowance for doubtful
accounts. Interest is not accrued on past due receivables.
Inventory Valuation
Inventory consists of raw materials and supplies used in the assembly of Mediasite recorders and finished units.
Inventory of completed units and spare parts are carried at the lower of cost or market, with cost determined on a
first-in, first-out basis.
Inventory consists of the following (in thousands):
Raw materials and supplies
Finished goods
Capitalized Software Development Costs
September 30,
2013
2012
$ 516
931
$ 1,447
$ 216
837
$ 1,053
Software development costs incurred in conjunction with product development are charged to research and
development expense until technological feasibility is established. Thereafter, until the product is released for sale,
software development costs are capitalized and reported at the net realizable value of the related product. Typically
the period between achieving technological feasibility of the Company’s products and the general availability of the
products has been short. Consequently, software development costs qualifying for capitalization are typically
immaterial and are generally expensed to research and development costs. During 2013, the Company’s My
Mediasite product release required software capitalization since there was a longer period between technological
feasibility and the general availability of the product. Upon product release, the amortization of software
development costs is determined annually as the greater of the amount computed using the ratio of current gross
revenues for the products to their total of current and anticipated future gross revenues or the straight-line method
over the estimated economic life of the products, expected to be three years. Amortization expense of software
development costs of $75 thousand at September 30, 2013 is included in Cost of Revenue – Product. The amount of
capitalized external and internal development costs is $533 thousand for the year ended September 30, 2013. There
were no development costs capitalized in period ended September 30, 2012.
52
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
Equity in earnings from investment in Mediasite KK
The Company’s investment in Mediasite KK is accounted for under the equity method of accounting using a one
quarter timing lag. The Company’s current ownership percentage is approximately 26% of their common stock as
compared to 23% as of the end of fiscal 2012. The Company recorded equity in earnings of $209 thousand and
$420 thousand for the years ended September 30, 2013 and September 30, 2012, respectively. The recorded value
of this investment, net of foreign currency translation adjustment, is $385 thousand as of September 30, 2013 and
$420 thousand as of September 30, 2012. The Company also received a $22 thousand dividend from Mediasite KK
during the year ended September 30, 2013.
Property and Equipment
Property and equipment are recorded at cost and are depreciated using the straight-line method for financial
reporting purposes. The estimated useful lives used to calculate depreciation are as follows:
Leasehold improvements
Computer equipment
Furniture and fixtures
Impairment of Long-Lived Assets
Years
5 to 10 years
3 to 5 years
5 to 7 years
We assess the impairment of goodwill on an annual basis or whenever events or changes in circumstances indicate that
the fair value of these assets is less than the carrying value. In fiscal 2012 with the adoption of ASU 2011-08, “Testing
Goodwill for Impairment”, we first assessed qualitative factors related to goodwill to determine whether it is more
likely than not that the fair value of the reporting unit is less than its carrying amount as a basis for determining
whether it is necessary to perform the two-step goodwill test. The more-likely-than-not threshold is defined as
having a likelihood of more than 50 percent. Using the qualitative assessment, we determined that the fair value of
goodwill is more likely than not greater than its carrying amount thus step two was not deemed necessary to
perform. In fiscal 2013, we performed the two-step goodwill test and determined that the fair value of goodwill is
more than the carrying value.. The Company has recognized no impairment charges as of September 30, 2013 and
September 30, 2012.
If we had determined that the fair value of goodwill is less than its carrying value, based upon the annual test or the
existence of one or more indicators of impairment, we would then measure impairment based on a comparison of the
implied fair value of goodwill with the carrying amount of goodwill. To the extent the carrying amount of goodwill is
greater than the implied fair value of goodwill, we would record an impairment charge for the difference.
Long-lived assets and intangible assets other than goodwill are evaluated for impairment whenever events or changes in
circumstances indicate that the carrying value of an asset may not be recoverable based on expected undiscounted cash
flows attributable to that asset. For the years ended September 30, 2013 and 2012, no events or changes in circumstances
occurred that required this analysis.
Comprehensive Income (Loss)
Comprehensive income (loss) includes disclosure of financial information that historically has not been recognized
in the calculation of net income. Our comprehensive income (loss) encompasses net income (loss) and foreign
currency translation. Assets and liabilities of international operations that have a functional currency that is not in
U.S. dollars are translated into U.S. dollars at year-end exchange rates, and revenue and expense items are translated
using weighted average exchange rates. Any adjustments arising on translation are included in shareholders’ equity
as an element of accumulated other comprehensive income (loss).
53
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
Advertising Expense
Advertising costs included in selling and marketing, are expensed when the advertising first takes place.
Advertising expense was $238 and $261 thousand for years ended September 30, 2013 and 2012, respectively.
Research and Development Costs
Research and development costs are expensed in the period incurred, unless they meet the criteria for
capitalized software development costs.
Income Taxes
Deferred income taxes are provided for temporary differences between financial reporting and income tax basis of
assets and liabilities, and are measured using currently enacted tax rates and laws. Deferred income taxes also arise
from the future benefits of net operating loss carryforwards. A valuation allowance equal to 100% of the net
deferred tax assets has been recognized due to uncertainty regarding the future realization.
The Company also accounts for the uncertainty in income taxes related to the recognition and measurement of a tax
position and measurement of a tax position taken or expected to be taken in an income tax return. The Company
follows the applicable accounting guidance on derecognition, classification, interest and penalties, accounting in
interim periods and disclosure related to the uncertainty in income tax positions.
Fair Value of Financial Instruments
The Company's financial instruments consist primarily of cash and cash equivalents, accounts receivable, accounts
payable and debt instruments. The book values of cash and cash equivalents, accounts receivable, debt and accounts
payable are considered to be representative of their respective fair values. The carrying value of capital lease
obligations, including the current portion, approximates fair market value as the fixed rate approximates the current
market rate of interest available to the Company.
Stock-Based Compensation
The Company uses a lattice valuation model to account for all employee stock options granted. The lattice valuation
model provides a flexible analysis to value options because of its ability to incorporate inputs that change over time,
such as actual exercise behavior of option holders. The Company uses historical data to estimate the option exercise
and employee departure behavior in the lattice valuation model. Expected volatility is based on historical volatility
of the Company’s stock. The Company considers all employees to have similar exercise behavior and therefore has
not identified separate homogenous groups for valuation. The expected term of options granted is derived from the
output of the option pricing model and represents the period of time that options granted are expected to be
outstanding. The risk-free rate for periods the options are expected to be outstanding is based on the U.S. Treasury
yields in effect at the time of grant. Forfeitures are based on actual behavior patterns.
The fair value of each option grant is estimated using the assumptions in the following table:
Expected life
Risk-free interest rate
Expected volatility
Expected forfeiture rate
Expected exercise factor
Expected dividend yield
Years Ending September 30,
2012
2013
4.7 – 4.8 years
0.35%-0.61%
46.8%-49.3%
11.8%-13.0%
1.36-1.37
0%
4.7 – 4.8 years
0.4%
51.4% - 64.0%
12.0%-13.1%
1.34 – 1.36
0%
54
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
Per Share Computation
Basic earnings per share has been computed using the weighted-average number of shares of common stock
outstanding during the period, less shares that may be repurchased, and excludes any dilutive effects of options and
warrants. In periods where the Company reports net income, diluted net income per share is computed using
common equivalent shares related to outstanding options and warrants to purchase common stock. The numerator
for the calculation of basic and diluted earnings per share is net income (loss). The following table sets forth the
computation of basic and diluted weighted average shares used in the earnings per share calculations:
Denominator for basic earnings per share
- weighted average common shares
Years Ending September 30,
2013
2012
3,932,692
3,857,161
Effect of dilutive options and warrants (treasury method)
─
50,727
Denominator for diluted earnings per share
- adjusted weighted average common shares
3,932,692
3,907,888
Options and warrants outstanding during each year, but not included in the
computation of diluted earnings per share because they are antidilutive
997,045
576,863
Reclassifications
Reclassifications have been made to the September 30, 2012 notes to the financial statements to conform to the
September 30, 2013 presentation.
Recent Accounting Pronouncements
In July 2013, the FASB issued ASU 2013-11, "Income Taxes (Topic 740)—Presentation of an Unrecognized Tax
Benefit When a Net Operating Loss Carryforward, a Similar Tax Loss, or a Tax Credit Carryforward Exists." The
amendments in this ASU provide guidance for the financial statement presentation of an unrecognized tax benefit
when a net operating loss carryforward, a similar tax loss, or a tax credit carryforward exists. The amendments in
this ASU are expected to reduce diversity in practice by providing guidance on the presentation of unrecognized tax
benefits and will better reflect the manner in which an entity would settle at the reporting date any additional income
taxes that would result from the disallowance of a tax position when net operating loss carryforwards, similar tax
losses, or tax credit carryforwards exist. This update is effective for fiscal years, and interim periods within those
years, beginning after December 15, 2013. The adoption of this guidance is not expected to have an impact on the
Company’
Accounting standards that have been issued but are not yet effective by the FASB or other standards-setting bodies
that do not require adoption until a future date are not expected to have a material impact on the Company's financial
statements upon adoption.
55
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
2. Commitments
The Company leases certain equipment under capital lease agreements expiring through June 2016. Such leases are
included in fixed assets with a cost of $660 thousand and accumulated depreciation of $184 thousand at September
30, 2013. Minimum lease payments, including principal and interest, are summarized in the table below.
Fiscal Year (in thousands)
2014
2015
2016
Total payments
Less interest
Total
Capital
$ 227
121
46
394
(22)
$ 372
The Company leases certain facilities and equipment under operating lease agreements expiring at various times
through December 31, 2018. Total rent expense on all operating leases was approximately $581 thousand and $526
thousand for the years ended September 30, 2013 and 2012, respectively.
In November 2011, the Company occupied office space related to a lease agreement entered into on June 28, 2011.
The lease term is from November 2011 through December 2018. The lease includes a tenant improvement
allowance of $613 thousand that was recorded as a leasehold improvement liability and is being amortized as a
credit to rent expense on a straight-line basis over the lease term. At September 30, 2013, the unamortized balance is
$445 thousand.
The following is a schedule by year of future minimum lease payments under operating leases:
Fiscal Year (in thousands)
2014
2015
2016
2017
2018
Thereafter
Total
Operating
$ 621
632
648
664
681
172
$ 3,418
The Company enters into unconditional purchase commitments on a regular basis for the supply of Mediasite
product. The Company has an obligation to purchase $1.1 million at September 30, 2013, which is not recorded on
the Company's Consolidated Balance Sheet.
The Company enters into license agreements that generally provide indemnification against intellectual property
claims for its customers as well as indemnification agreements with certain service providers, landlords and other
parties in the normal course of business. The Company has not incurred any material costs as a result of such
indemnifications and has not accrued any liabilities related to such obligations in the consolidated financial
statements.
3. Credit Arrangements
On June 27, 2011, the Company and its wholly owned subsidiary, Sonic Foundry Media Systems, Inc. (the
“Companies”) entered into the Second Amended and Restated Loan and Security Agreement with Silicon Valley
Bank (the “Second Amended Agreement”). Under the Second Amended Agreement, the revolving line of credit has
a maximum principal amount of $3,000,000. Interest accrues on the revolving line of credit at the per annum rate of
56
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
one percent (1.0%) above the Prime Rate (as defined), provided that Sonic Foundry maintains an Adjusted Quick
Ratio (as defined) of greater than 2.0 to 1.0, or one-and-one half percent (1.5%) above the Prime Rate, if Sonic
Foundry does not maintain an Adjusted Quick Ratio of greater than 2.0 to 1.0. The Second Amended Agreement
does not provide for a minimum interest rate on the revolving loan. The Second Amended Agreement also provides
for an increase in the advance rate on domestic receivables from 75% to 80%, and extends the facility maturity date
to October 1, 2013. Under the Second Amended Agreement, the existing term loan will continue to accrue interest at
a per annum rate equal to the greater of (i) one percentage point (1.0%) above Silicon Valley Bank’s prime rate; or
(ii) eight and three quarters percent (8.75%). In addition, a new term loan can be issued in multiple draws provided
that the total term loan from Silicon Valley Bank shall not exceed $2,000,000 and provided further that total term
debt shall not exceed $2,400,000. Under the Second Amended Agreement, any new draws on the term loan will
accrue interest at a per annum rate equal to the Prime Rate plus three and three quarters percent (3.75%), or three-
and-one quarter percent (3.25%) above the Prime Rate if Sonic Foundry maintains an Adjusted Quick Ratio of
greater than 2.0 to 1.0. The Second Amended Agreement does not provide for a minimum interest rate on the new
term loan. Each draw on the new term loan will be amortized over a 36-month period. The Second Amended
Agreement also requires Sonic Foundry to continue to comply with certain financial covenants, including covenants
to maintain an Adjusted Quick Ratio (as defined) of at least 1.75 to 1.00 and Debt Service Coverage Ratio of at least
1.25 to 1.00, the latter of which will be waived if certain funds are reserved against the availability under the
revolving line of credit.
On May 31, 2013, the Company entered into a First Amendment to the Second Amended and Restated Loan and
Security Agreement (the “First Amendment”) with Silicon Valley Bank. Under the First Amendment: (i) the
Revolving Loan Maturity Date (as defined) was extended from October 1, 2013 to October 1, 2015, (ii) the interest
rate on the revolving line of credit was decreased so that interest will accrue at the per annum rate of three quarters
of one percent (0.75 %) above the Prime Rate (as defined), provided that Sonic Foundry maintains an Adjusted
Quick Ratio (as defined) of greater than 2.0 to 1.0, or one-and-one quarter percent (1.25%) above the Prime Rate, if
Sonic Foundry does not maintain an Adjusted Quick Ratio of greater than 2.0 to 1.0, (iii) the interest rate on the
Unused Revolving Loan Facility Fee (as defined) was decreased to seventeen and one-half hundredths of one
percent (0.175%), and (iv) the restriction on the ability of Sonic Foundry to repurchase up to $1,000,000 of its
common stock was removed.
At September 30, 2013, a balance of $767 thousand was outstanding on the term loans with Silicon Valley Bank,
with an effective interest rate of six-and-one half percent (6.5%), and no balance was outstanding on the revolving
line of credit. At September 30, 2012, a balance of $1.4 million was outstanding on the term loans with Silicon
Valley Bank and no balance was outstanding on the revolving line of credit. At September 30, 2013, there was $2.2
million available under this credit facility for advances. At September 30, 2013 the Company was in compliance
with all covenants in the First Amendment to the Second Amended Agreement.
The Second Amended Agreement contains events of default that include, among others, non-payment of principal or
interest, inaccuracy of any representation or warranty, violation of covenants, bankruptcy and insolvency events,
material judgments, cross defaults to certain other indebtedness, and material adverse changes. The occurrence of an
event of default could result in the acceleration of the Companies’ obligations under the Second Amended
Agreement.
Pursuant to the Second Amended Agreement, the Companies pledged as collateral to Silicon Valley Bank
substantially all non-intellectual property business assets. The Companies also entered into an Intellectual Property
Security Agreement with respect to intellectual property assets.
57
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
The annual principal payments on the term loans were as follows:
Fiscal Year (in thousands)
2014
2015
Total
4. Common Stock Warrants
$ 634
133
$ 767
The Company has issued restricted common stock purchase warrants to various consultants and other third parties.
Each warrant represents the right to purchase one share of common stock. The Company did not grant any warrants
in fiscal 2013 or fiscal 2012. All such warrants are either valued and expensed in full at the date of grant or valued
at the date of grant and deferred over the term of the relevant contract for services. There are no outstanding
warrants at September 30, 2013.
5. Stock Options and Employee Stock Purchase Plan
On March 5, 2009, Stockholders approved adoption of the 2009 Stock Incentive Plan (the “2009 Plan”). The 2009
Plan, beginning October 1, 2009, replaced two former employee stock option plans that terminated coincident with
the effectiveness of the 2009 Plan. On March 7, 2012, Stockholders approved an amendment to increase the number
of shares of common stock subject to this plan by 600,000 and to increase the number of shares for the directors’
stock option plan by 50,000 shares. The Company maintains a directors' stock option plan under which options may
be issued to purchase up to an aggregate of 100,000 shares of common stock. Each non-employee director, who is
re-elected or who continues as a member of the board of directors on each annual meeting date and on each
subsequent meeting of Stockholders, will be granted options to purchase 2,000 shares of common stock under the
directors’ plan, or at other times or amounts at the discretion of the Board of Directors.
Each option entitles the holder to purchase one share of common stock at the specified option price. The exercise
price of each option granted under the plans was set at the fair market value of the Company's common stock at the
respective grant date. Options vest at various intervals and expire at the earlier of termination of employment,
discontinuance of service on the board of directors, ten years from the grant date or at such times as are set by the
Company at the date of grant.
The Company has applied a graded (tranche-by-tranche) attribution method and expenses share-based compensation
on an accelerated basis over the vesting period of the share award, net of estimated forfeitures.
The number of shares available for grant under these plans at September 30 is as follows:
Qualified
Employee
Stock Option
Plans
Director
Stock Option
Plans
Shares available for grant at September 30, 2011
Stockholder approval to increase shares
Options granted
Options forfeited
Shares available for grant at September 30, 2012
Options granted
Options forfeited
Shares available for grant at September 30, 2013
151,883
600,000
(180,350)
30,393
601,926
(297,600)
79,803
384,129
7,000
50,000
(12,500)
–
44,500
(12,500)
4,000
36,000
58
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
The following table summarizes information with respect to outstanding stock options.
Years Ended September 30,
2013
2012
Weighted
Average
Exercise
Price
$ 11.28
7.60
5.93
11.22
$ 10.54
Weighted
Average
Exercise
Price
$ 11.52
9.03
5.75
11.12
$ 11.28
Options
785,547
192,850
(42,499)
(89,618)
846,280
555,135
Options
846,280
310,100
(75,532)
(83,803)
997,045
566,440
Outstanding at beginning of year
Granted
Exercised
Forfeited
Outstanding at end of year
Exercisable at end of year
Weighted average fair value of options granted
during the year
$ 2.57
$ 3.45
The options outstanding at September 30, 2013 have been segregated into four ranges for additional disclosure as
follows:
Options Outstanding
Options Exercisable
Options
Outstanding at
September 30,
2013
678,330
167,892
109,315
41,508
997,045
Weighted
Average
Remaining
Contractual
Life
7.9
4.7
4.6
2.8
Weighted
Average
Exercise
Price
$ 7.73
13.21
15.95
30.18
Options
Exercisable at
September 30,
2013
281,022
144,026
99,884
41,508
566,440
Weighted
Average
Exercise
Price
$ 7.28
13.22
16.02
34.41
Exercise Prices
$ 4.50 to $9.90
10.10 to 14.83
15.00 to 19.40
21.40 to 46.90
At September 30, 2013, there was $297 thousand of total unrecognized compensation cost related to non-vested
stock-based compensation, including $75 thousand of estimated forfeitures. The cost is expected to be recognized
over a weighted-average life of 1.8 years.
A summary of the status of the Company’s non-vested shares at September 30, 2013 and for the year then ended is
presented below:
Non-vested shares at October 1, 2012
Granted
Vested
Forfeited
Non-vested shares at September 30, 2013
Weighted Average
Grant Date
Fair Value
$ 4.40
2.57
3.84
4.17
$ 3.28
Shares
291,145
310,100
(129,668)
(40,972)
430,605
Stock-based compensation recorded in the year ended September 30, 2013 of $656 thousand was allocated $429
thousand to selling and marketing expenses, $40 thousand to general and administrative expenses and $187
thousand to product development expenses. Stock-based compensation recorded in the year ended September 30,
2012 of $742 thousand was allocated $485 thousand to selling and marketing expenses, $43 thousand to general and
59
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
administrative expenses and $214 thousand to product development expenses. Cash received from exercises under
all stock option plans and warrants for the years ended September 30, 2013 and 2012 was $448 thousand and $245
thousand, respectively. There were no tax benefits realized for tax deductions from option exercises for the years
ended September 30, 2013 and 2012. The Company currently expects to satisfy stock-based awards with registered
shares available to be issued.
The Company also has an Employee Stock Purchase Plan (Purchase Plan) under which an aggregate of 100,000
common shares may be issued. The Shareholders approved an amendment to increase the number of shares of
common stock subject to the plan from 50,000 to 100,000 at the Company’s annual meeting in March 2011. All
employees who have completed 90 days of employment with the Company on the first day of each offering period
and customarily work twenty hours per week or more are eligible to participate in the Purchase Plan. An employee
who, after the grant of an option to purchase, would hold common stock and/or hold outstanding options to purchase
stock possessing 5% or more of the total combined voting power or value of the Company will not be eligible to
participate. Eligible employees may make contributions through payroll deductions of up to 10% of their
compensation. No participant in the Purchase Plan is permitted to purchase common stock under the Purchase Plan
if such option would permit his or her rights to purchase stock under the Purchase Plan to accrue at a rate that
exceeds $25,000 of the fair market value of such shares, or that exceeds 1,000 shares, for each calendar year. The
Company makes a bi-annual offering to eligible employees of options to purchase shares of common stock under the
Purchase Plan on the first trading day of January and July. Each offering period is for a period of six months from
the date of the offering, and each eligible employee as of the date of offering is entitled to purchase shares of
common stock at a purchase price equal to the lower of 85% of the fair market value of common stock on the first or
last trading day of the offering period. A total of 14,346 shares are available to be issued under the plan. There were
15,062 and 21,010 shares purchased by employees during fiscal 2013 and 2012, respectively. The Company
recorded stock compensation expense under this plan of $19 and $26 thousand during fiscal 2013 and 2012,
respectively. Cash received from issuance of stock under this plan was $75 and $134 thousand during fiscal 2013
and 2012, respectively.
6.
Income Taxes
The provision for income taxes consists of the following (in thousands):
Current tax benefit
Deferred income tax expense
Provision for income taxes
Years Ended September 30,
2013
2012
$ -
240
$ 240
$ -
240
$ 240
The reconciliation of income tax expense (benefit) computed at the U.S. federal statutory rate to income tax expense
(benefit) is as follows (in thousands):
Income tax expense (benefit) at U.S. statutory rate of 34%
Federal income tax refundable research credit
State income tax expense (benefit)
Permanent differences, net
Adjustment of temporary differences to income tax returns
Change in valuation allowance
Income tax expense
60
Years Ended September 30,
2013
2012
$ (188)
-
(11)
111
(110)
438
$ 240
$ 135
-
105
93
264
(357)
$ 240
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
The significant components of the deferred tax accounts recognized for financial reporting purposes are as follows
(in thousands):
Deferred tax assets:
Net operating loss and other carryforwards
Common stock warrants
Allowance for doubtful accounts
Other
Total deferred tax assets
Deferred tax liabilities:
Fixed assets
Other
Total deferred tax liabilities
Net deferred tax asset
Valuation allowance
Goodwill amortization
Deferred tax liability for goodwill amortization
September 30,
2013
2012
$ 35,001
636
35
47
35,719
(129)
(321)
(450)
$ 34,352
519
33
175
35,079
-
(248)
(248)
35,269
34,831
(35,269)
(2,210)
$ (2,210)
(34,831)
(1,970)
$ (1,970)
At September 30, 2013, the Company had net operating loss carryforwards of approximately $89 million for U.S.
Federal and $51 million for state tax purposes. For Federal tax purposes, the carryforwards expire in varying
amounts between 2019 and 2033. For state tax purposes, the carryforwards expire in varying amounts between
2014 and 2032. Utilization of the Company’s net operating loss may be subject to substantial annual limitation due
to the ownership change limitations provided by the Internal Revenue Code and similar state provisions. Such an
annual limitation could result in the expiration of the net operating loss carryforwards before utilization. In addition,
the Company has research and development tax credit carryforwards of approximately $500 thousand, which expire
in varying amounts between 2017 and 2020.
Deferred income taxes are provided for temporary differences between financial reporting and income tax basis of assets
and liabilities, and are measured using currently enacted tax rates and laws. Deferred income taxes also arise from the
future benefits of net operating loss carryforwards. A valuation allowance equal to 100% of the net deferred tax assets
has been recognized due to uncertainty regarding future realization, as a result of the Company’s past history of losses.
Beginning with an acquisition in fiscal year 2002, the Company has amortized Goodwill for tax purposes over a 15
year life. Goodwill is not amortized for book purposes. Annual impairment tests are performed for book purposes
and the balance of goodwill is to be written down if impairment occurs. The impairment tests have not indicated
any goodwill impairment.
The difference between the book and tax balance of Goodwill creates a Deferred Tax Liability and an annual tax
expense. Because of the long term nature of the goodwill timing difference, tax planning strategies cannot be
applied related to the Deferred Tax Liability. The Company’s tax rate differs from the expected tax rate each
reporting period as a result of the aforementioned items. The balance of the Deferred Tax Liability at September 30,
2013 was $2.21 million and $1.97 million at September 30, 2012.
In accordance with accounting guidance for uncertainty in income taxes, the Company has concluded that a reserve
for income tax contingencies is not necessary. The Company's practice is to recognize interest and/or penalties
related to income tax matters in income tax expense. The Company had no accruals for interest and penalties on the
Company's consolidated balance sheets at September 30, 2013 and 2012, and has not recognized any interest or
penalties in the consolidated statement of operations for the years ended September 30, 2013 or 2012.
61
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
The Company is subject to taxation in the U.S. and various state jurisdictions. All of the Company's tax years are
subject to examination by the U.S. and state tax authorities due to the carryforward of unutilized net operating
losses.
7. Stock Repurchase Program
On May 31, 2013, the Company’s Board of Directors authorized a $1 million common stock repurchase program.
Under the program, the Company’s common shares may be repurchased in open market transactions or in privately
negotiated transactions. The exact amount and timing of any purchases will depend on a number of factors,
including trading price, trading volume and general market conditions. The repurchase program may be suspended
or discontinued at any time. The Company has not repurchased any shares of its common stock as of September 30,
2013.
8. Savings Plan
The Company's defined contribution 401(k) savings plan covers substantially all employees meeting certain
minimum eligibility requirements. Participating employees can elect to defer a portion of their compensation and
contribute it to the plan on a pretax basis. The Company may also match certain amounts and/or provide additional
discretionary contributions, as defined. The Company made matching contributions of $275 and $316 thousand
during the years ended September 30, 2013 and 2012, respectively. The Company made no additional discretionary
contributions during 2013 and 2012.
9. Related-Party Transactions
The Company incurred fees of $171 and $186 thousand during the years ended September 30, 2013 and 2012,
respectively, to a law firm whose partner is a director and stockholder of the Company. The Company had accrued
liabilities for unbilled services to the same law firm of $14 and $30 thousand at September 30, 2013 and 2012,
respectively.
The Company recorded Mediasite product and customer support revenue of $1.3 million and $1.0 million during the
years ended September 30, 2013 and 2012, respectively, to Mediasite KK, a Japanese reseller in which the Company
has an equity interest. Mediasite KK owed the Company $280 and $240 thousand at September 30, 2013 and 2012,
respectively.
As of September 30, 2013 and 2012, the Company had a loan outstanding to an executive totaling $26 thousand.
The loan is collateralized by Company stock.
62
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
10. Equity in earnings from investment in Mediasite KK
The Company’s investment in Mediasite KK is accounted for under the equity method of accounting using a one
quarter timing lag. The Company’s current ownership percentage is approximately 26% of their common stock as
compared to 23% as of the end of fiscal 2012. The Company recorded equity in earnings of $209 thousand and
$420 thousand for the years ended September 30, 2013 and September 30, 2012, respectively. The recorded value
of this investment, net of foreign currency translation adjustment, is $385 thousand as of September 30, 2013 and
$420 thousand as of September 30, 2012. The Company also received a $22 thousand dividend from Mediasite KK
during the year ended September 30, 2013. The results of operations for Mediasite KK for their year ended June 30
are listed in the table below.
Year ended
June 30, 2013
Year ended
June 30, 2012
Revenue
Gross margin
Income from operations
Net income
$ 8,503,000
6,181,000
1,381,000
889,000
$ 9,050,000
6,338,000
2,343,000
1,425,000
11. Goodwill and Other Intangible Assets
Goodwill and intangible assets that have indefinite useful lives are not amortized but, instead, tested at least annually
for impairment. The Company assesses the impairment of goodwill on an annual basis or whenever events or changes
in circumstances indicate that the fair value of these assets is less than the carrying value.
If the Company determines that the fair value of goodwill is less than its carrying value, based upon the annual test or the
existence of impairment, the Company would then measure impairment based on a comparison of the implied fair value
of goodwill with the carrying amount of goodwill. To the extent the carrying amount of goodwill is greater than the
implied fair value of goodwill, an impairment charge for the difference would be recorded. The Company performs
annual goodwill impairment test as of July 1, 2013 and tested goodwill recognized in connection with the
acquisition of Mediasite and determined it was not impaired.
The following tables present details of the Company’s total intangible assets at September 30, 2013 and 2012:
(in thousands)
Amortizable:
Loan origination fees
Life
(years)
Gross
Accumulated
Amortization at
September 30,
2013
Balance at
September 30,
2013
3
$ 150
150
$ 135
135
$ 15
15
7,576
$ 7,591
Non-amortizable goodwill
Total
7,576
$ 7,726
-
$ 135
63
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
Life
(years)
Gross
Accumulated
Amortization at
September 30,
2012
Balance at
September 30,
2012
3
$ 195
195
$ 180
180
7,576
$ 7,771
-
$ 180
$ 15
15
7,576
$ 7,591
(in thousands)
Amortizable:
Loan origination fees
Non-amortizable goodwill
Total
12.
Segment Information
The Company has determined that it operates in only one segment as it does not disaggregate profit and loss
information on a segment basis for internal management reporting purposes to its chief operating decision maker.
The Company’s long-lived assets maintained outside the United States are insignificant.
The following summarizes revenue by geographic region (in thousands):
United States
Europe and Middle East
Asia
Other
Total
13. Customer Concentration
Years Ended September 30,
2013
2012
$ 20,610
3,621
1,772
1,753
$ 27,756
$ 20,014
3,189
1,740
1,147
$ 26,090
In the fiscal year ended September 30, 2013 and 2012, two distributors represented 42% and 43% of total revenue.
At September 30, 2013 and 2012, these two distributors represented 56% of total accounts receivable.
14. Legal Proceedings
From time to time, the Company is subject to legal proceedings or claims arising from its normal course of
operations. The Company accrues for costs related to loss contingencies when such costs are probable and
reasonably estimable. As of September 30, 2013, the Company is not aware of any material pending legal
proceedings or threatened litigation that would have a material adverse effect on the Company's financial condition
or results of operations, although no assurance can be given with respect to the ultimate outcome of pending actions.
On October 26, 2012, a complaint was filed by Astute Technology, LLC (“Astute”) against Learners Digest
International, LLC (“Learners Digest”), one of our customers, in the United States District Court for the Eastern
District of Texas (Case No. 2:012-cv-689). The complaint alleges patent infringement. Because Learners Digest is a
customer, we have agreed to indemnify them from costs and damages in connection with the litigation. We believe
the complaint is without merit and intend to defend the lawsuit vigorously.
On February 5, 2013, we filed a complaint against Astute in the Western District of Wisconsin (Case No. 13-cv-87).
The complaint is for declaratory judgment of non-infringement and invalidity of three United States patents held by
Astute. On November 22, 2013 the court ordered the case be dismissed for lack of personal jurisdiction.
64
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
On December 3, 2013, we filed a complaint against Astute in the Eastern District of Virginia (Civil Action No. 2:13-
cv-681). The complaint is for declaratory judgment of non-infringement and invalidity of three United States
Patents held by Astute.
15. Quarterly Financial Data (unaudited)
The following table sets forth selected quarterly financial information for the years ended September 30, 2013 and
2012. The operating results are not necessarily indicative of results for any future period.
(in thousands except per share
data)
Revenue
Gross margin
Income (loss) from operations
Equity in earnings from
investment in Mediasite KK
Net income (loss)
Basic and diluted net income
Quarterly Financial Data
Q4-’13 Q3-’13
Q2-’13
Q1-’13
Q4-’12 Q3-’12
Q2-’12
Q1-’12
$ 6,761 $ 8,013 $ 6,430 $ 6,552
4,867
(131)
78
4,690
(34)
90
5,611
109
11
4,892
(582)
30
$ 6,219 $ 7,757 $ 5,928 $ 6,185
4,507
(72)
-
4,284
(32)
-
4,497
(186)
170
5,555
399
250
(666)
40
(27)
(139)
(103)
559
(115)
(184)
(loss) per share
$(0.17)
$ 0.01
$ (0.01)
$ (0.04)
$(0.03)
$ 0.14
$ (0.03)
$ (0.05)
16. Subsequent Events
On November 19, 2013, Sonic Foundry entered into a non-binding term sheet to purchase the remaining shares of
stock in Mediasite KK in Japan. Under the terms of the non-binding term sheet, Sonic Foundry will pay
approximately ¥585 million ($5.85 million) for the remaining stock in Mediasite K.K., comprised of equal
components of approximately $1.95 million cash, subordinated note payable in one year (interest rate of 6.5%) and
value in shares of Sonic Foundry. The transaction is subject to execution of a definitive stock purchase agreement
and customary closing conditions.
On December 9, 2013, Sonic Foundry entered into a definitive agreement to acquire MediaMission Holding B.V.
(“MediaMission”) in the Netherlands. The purchase was closed on December 16, 2013. Sonic Foundry paid €1.1
million for all the outstanding stock in MediaMission, comprised of €330,000 ($453,000) cash, €495,000 ($680,000)
subordinated note payable over three years (interest rate of 6.5%) and €275,000 ($373,000) in shares of Sonic
Foundry stock. The stock portion of the purchase price consisted of 37,608 shares of Sonic Foundry common stock,
calculated at a per share price of $9.92, which was based on the average closing share price over the twenty day
trading period before the announcement. Assets acquired include cash, accounts receivable, inventory, fixed assets
and goodwill and liabilities assumed include accounts payable and liabilities owed to the former shareholders. The
purchase price allocation has not been finalized as the Company is in the process of completing its valuation
process.
65
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
ITEM 9.
CHANGES IN AND DISAGREEMENTS WITH ACCOUNTANTS ON ACCOUNTING
AND FINANCIAL DISCLOSURE
Not applicable.
ITEM 9A.
CONTROLS AND PROCEDURES
Disclosure Controls and Procedures
Based on evaluations as of the end of the period covered by this report, our principal executive officer and principal
financial officer, with the participation of our management team, have evaluated the effectiveness of our disclosure
controls and procedures (as defined in Rules 13a-15(e), and 15d-15(e) under the Securities Exchange Act).
Disclosure controls and procedures are designed to ensure that information required to be disclosed by us in reports
that we file or submit under the Securities Exchange Act is recorded, processed, summarized and reported within the
time periods specified in the rules and forms of the SEC, and that material information relating to the Company is
accumulated and communicated to management, including our principal executive officer and our principal financial
officer, as appropriate to allow timely decisions regarding required disclosures. Based on this evaluation, our
principal executive officer and principal financial officer concluded that our disclosure controls and procedures were
not effective as of September 30, 2013 solely because we identified a material weakness in the internal control over
accounting for our equity-method investment in Mediasite KK (“MSKK”) as discussed further in Management’s
Report on Internal Control over Financial Reporting below.
Limitations on the effectiveness of Controls and Permitted Omission from Management’s Assessment
Our internal control over financial reporting is designed to provide reasonable assurance regarding the reliability of
financial reporting and the preparation of financial statements for external purposes in accordance with generally
accepted accounting principles. All internal control systems, no matter how well designed, have inherent
limitations, including the possibility of human error and the circumvention or overriding of controls. Accordingly,
even effective internal controls can only provide reasonable assurance with respect to financial statement
preparation. Also, projections of any evaluation of effectiveness to future periods are subject to the risk that controls
may become inadequate because of changes in conditions, or that the degree of compliance with the policies or
procedures may deteriorate.
Management’s Report on Internal Control Over Financial Reporting
Our management is responsible for establishing and maintaining adequate internal control over financial reporting,
as such term is defined in Exchange Act Rules 13a-15(f).
Under the supervision and with the participation of our management, including our principal executive officer and
principal financial officer, we conducted an evaluation of the effectiveness of our internal control over financial
reporting based on the framework in the 1992 Internal Control-Integrated Framework issued by the Committee of
Sponsoring Organizations of the Treadway Commission.
Based on this evaluation, our principal executive officer and principal financial officer concluded that our internal
controls over financial reporting were not effective as of September 30, 2013 solely because we identified a material
weakness in internal control over accounting for our equity-method investment in MSKK. Our internal controls
related to the capture of MSKK’s historical information, the accounting for our investment in MSKK based on that
information and the review of such accounting did not operate effectively and were not sufficient to ensure that our
accounting was in accordance with U.S. generally accepted accounting principles.
In light of the material weakness described above, additional procedures were performed by our management to
ensure that the condensed consolidated financial statements included in this report were prepared in accordance with
U.S. generally accepted accounting principles.
66
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
We reported two other material weaknesses in our Form 10-Q for the three and six month periods ended March 31,
2013. Those two material weaknesses in internal control over financial reporting related to review controls that did
not operate effectively over general ledger setup of new product in our accounting system and missing review,
policy and amortization controls over accounting treatment for internal software development efforts. We
determined that the possibility exists for general ledger setup of product to be modified in our accounting system
without independent review. We also determined that we were missing controls around the capitalization of internal
software development efforts. Both of these material weaknesses were remediated during the year ending September
30, 2013.
Changes in Internal Control Over Financial Reporting
We have not made any change to our internal control over financial reporting that has materially affected, or is
reasonably likely to materially affect, our internal control over financial reporting.
ITEM 9B.
OTHER INFORMATION
None.
PART III
ITEM 10.
DIRECTORS, EXECUTIVE OFFICERS, AND CORPORATE GOVERNANCE
The information required by Item 10 of Form 10-K with respect to directors and executive officers is incorporated
herein by reference to the information contained in the section entitled “Proposal One: Election of Directors” and
“Executive Officers of Sonic”, respectively, in the Company’s definitive Proxy Statement to be filed with the
Securities and Exchange Commission in connection with the solicitation of proxies for the Company’s 2013 Annual
Meeting of Stockholders, which will be filed no later than January 28, 2013 (the “Proxy Statement”).
Item 405 of Regulation S-K calls for disclosure of any known late filings or failure by an insider to file a report
required by Section 16(a) of the Securities Act. This information is contained in the Section entitled “Section 16(a)
Beneficial Ownership Reporting Compliance” in the Proxy Statement and is incorporated herein by reference.
Item 401 of Regulation S-K calls for disclosure of whether or not the Company has a financial expert serving on the
audit committee of its Board of Directors, and if so who that individual is. This information is contained in the
Section entitled “Meetings and Committees of Directors” in the Proxy Statement and is incorporated herein by
reference.
Item 407 of Regulation S-K calls for disclosure of whether or not the Company has an audit committee and a
financial expert serving on the audit committee of the Board of Directors, and if so, who that individual is. Item 407
also requires disclosure regarding the Company’s nominating committee and the director nomination process. This
information is contained in the section entitled “Meetings and Committees of Directors” in the Proxy Statement and
is incorporated herein by reference.
Sonic Foundry has adopted a code of ethics that applies to all officers and employees, including Sonic Foundry’s
principal executive officer, its principal financial officer, and persons performing similar functions. This code of
ethics is available, without charge, to any investor who requests it. Requests should be addressed in writing to Mr.
Kenneth A. Minor, Corporate Secretary, 222 West Washington Avenue, Madison, Wisconsin 53703.
67
Sonic Foundry, Inc.
Annual Report on Form 10-K
For the Year Ended September 30, 2013
ITEM 11.
EXECUTIVE COMPENSATION
The information required by Item 11 of Form 10-K is incorporated herein by reference to the information contained
in the sections entitled “Directors Compensation”, “Executive Compensation and Related Information” and
“Compensation Committee Interlocks and Insider Participation” in the Proxy Statement.
ITEM 12.
SECURITY OWNERSHIP OF CERTAIN BENEFICIAL OWNERS AND MANAGEMENT
AND RELATED STOCKHOLDER MATTERS
The information required by Item 12 of Form 10-K is incorporated herein by reference to the information contained
in the sections entitled “Security Ownership of Certain Beneficial Owners and Management” in the Proxy
Statement. Information related to equity compensation plans is set forth in Item 5 herein.
ITEM 13.
CERTAIN RELATIONSHIPS AND RELATED TRANSACTIONS , AND DIRECTOR
INDEPENDENCE
The information required by Item 13 of Form 10-K is incorporated herein by reference to the information contained
in the section entitled “Certain Transactions” and “Meetings and Committees of Directors” in the Proxy Statement.
ITEM 14.
PRINCIPAL ACCOUNTING FEES AND SERVICES
The information required by Item 14 of Form 10-K is incorporated herein by reference to the information contained
in the section entitled “Ratification of Appointment of Independent Auditors – Fiscal 2012 and 2013 Audit Fee
Summary” in the Proxy Statement.
68
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the Mediasite logo are registered trademarks of Sonic Foundry, Inc. All other trademarks are the property of their respective owners.