Good afternoon, and welcome to Brightcove’s Third Quarter 2023 Earnings Presentation. Today, we’ll discuss the results announced in our press release issued after the market closed.

During today’s presentation, we will make statements related to our business that may be considered forward-looking and are made pursuant to the Safe Harbor provisions of the Private Securities Litigation Reform Act of 1995, including statements concerning our financial guidance for the fourth fiscal quarter of 2023 and the full year 2023, expected profitability and free cash flow, our position to execute on our go-to-market and growth strategy, our ability to expand our leadership position, our ability to maintain and upsell existing customers, as well as our ability to acquire new customers.

Forward-looking statements may often be identified with words such as we expect, we anticipate, upcoming or similar indications of future expectations. These statements reflect our views only as of today and should not be reflected upon as representing our views of any subsequent date.

These statements are subject to a variety of risks and uncertainties that could cause actual results to differ materially from expectations, including the effect of macroeconomic conditions currently affecting the global economy.

For a discussion of material risks and other important factors that could affect our actual results, please refer to those contained in our most recently filed annual report on Form 10-K and as updated by our other SEC filings. Also during the course of today’s presentation, we will refer to certain non-GAAP financial measures.

There is a reconciliation schedule showing GAAP versus non-GAAP results currently available in our press release issued after market closed today, which can be found on our website at www.brightcove.com..

enterprise and media. We have built a strong and resilient enterprise business with a highly differentiated value proposition that gives us the true right to win with these customers. Our two primary enterprise use cases, marketing and communications, are areas of global business being fundamentally changed by streaming.

With Brightcove, enterprises using us for marketing can increase awareness, attract new customers, improve customer engagement and ultimately increase conversions and revenue. Those using us for communications can more deeply engage with employees, partners and other constituents for numerous reasons.

Ultimately, streaming is at the core of these functions now.

Given today’s hybrid remote and execute and deliver from anywhere world, our solutions are getting the awareness and credit they deserve now as we were named the winner of the Best Overall Marketing Campaign Management Solution in the Sixth Annual MarTech Breakthrough Awards program this quarter.

Also built an enviable enterprise customer base of more than 1,500 logos. One of the most exciting parts of our enterprise opportunity is that much of our success to date has been in the Americas, where enterprise customers have been early to adopt streaming use cases.

Highly focused on developing our global enterprise business further to help us make it substantially larger than it is today. A great example of the global opportunity in Enterprise was a new customer win this quarter with HDFC, one of India’s largest banks and a top global financial institution signing up.

In media, Brightcove is the clear market leader, especially for leading regional media companies around the globe and streamers that require an outsourced solution versus being large enough to want to rely on a pure do-it-themselves solution.

The breadth and quality of our platform and the long-term cost advantages that can provide make Brightcove’s value proposition incredibly compelling for any media or content provider that wants to leverage streaming but does not have the scale or desire to build and operate it themselves.

A great example of this in the quarter is In The Black Network, a new OTT company focused on streaming content that showcases Black storytellers and culture, which we signed in Q3 and has already successfully launched this new streaming service powered by Brightcove’s industry-leading technology.

In addition, ITBN will be using Brightcove’s Ad Monetization service to help maximize its ad revenue opportunities as well. At the same time, the ongoing focus on profitability and rationalizing costs for larger streaming providers and our excellence throughout the streaming stack is opening up exciting opportunities for us to win upmarket.

I’m thrilled to announce that both Yahoo and the NHL are now live on the Brightcove platform. We are in a number of active dialogues with other large streaming providers who are looking to outsource more and more of their streaming technology stack.

And there is a virtuous cycle here that we expect to see as we sign more large deals, which will increase our capabilities and cost advantage as we gain greater scale, which in turn will increase the total cost of ownership benefits we can pass along to those large customers.

I’d now like to spend a moment highlighting some of our other new customer wins and renewals in the quarter. In media, we were pleased to sign a number of new mid-market customers in addition to In The Black Network, including DogTV and Carnegie Hall.

Carnegie Hall is a great example of our strength with art spaces and organizations, including other leading groups like the Metropolitan Opera, who renewed this quarter, the Melbourne Symphony, the Seattle Symphony and the Lincoln Center Chamber Music Association.

We also signed meaningful wins with larger regional media companies to solve their streaming needs, like SBT, 1 of the largest broadcast media companies in Brazil, and JCOM, Japan’s largest cable provider.

These ones are also notable because they are more traditional content aggregators and reflect the opportunity we have outside of the typical streaming content supplier. In enterprise, we’re seeing growing traction in the technology vertical, notably Acquia were added during the quarter.

Acquia, the digital experience leader with Drupal at its core, selected us to power its video marketing strategy, enabling them to better reach current and prospective customers with market and technology trends that will increase engagement and ultimately, conversion.

Other new business wins included Agustin Institute, a faith-based streamer; Build-A-Bear; D League, a Japanese professional dance league; CNC Technologies, an aviation technology company; HARMAN, a connected device company and also a subsidiary of Samsung; and Tyson Foods.

On the renewal front, we had an incredible list of customers that renewed or expanded their business with Brightcove in Q3.

This included leading media entities like the CBS Television Network, Funny or Die, Raycom Sports, the Academy of Motion Picture Arts & Sciences and Coupang, which is one of our largest customers and renewed at 100% in the quarter. It’s also included tech companies like ServiceNow, Palo Alto Networks, Autodesk, VMware and DocuSign.

It included large financial and corporate services entities, like Bain & Company, Blackstone and Navy Federal Credit Union. And it included consumer and retail companies like Chick-Fil-A, Estee Lauder and AMC Theaters, which increased their entitlement package to support the trailer for Taylor Swift’s Eras Tour release.

As mentioned earlier, an important focus and trend in both our new business and renewal signings is the success we’re having signing multiyear deals. This is helping drive better engagement with customers and increasing the visibility we have in the business.

As Rob will highlight, our multiyear backlog is growing this year, and that means the percent of our revenue that is committed for 2024 will be greater compared to the start of 2023. This should give us a strong and stable quarter for our business to build off of going forward and reduce revenue at risk for downgrades and churn.

Let me close by reiterating that we are pleased with the progress we’ve made during the quarter, particularly returning growth in revenue, excluding overages, and delivering growing adjusted EBITDA at double-digit margins.

We believe these changes and investments we are making in our go-to-market efforts and product development initiatives will position us to further improve our performance and eventually enable us to deliver on our long-term targets of double-digit revenue growth and 20%-plus adjusted EBITDA margins.

We operate in somewhat volatile and challenging macroeconomic times. We believe the continued evolution of the streaming market is strengthening our competitive positioning and will provide an increasing number of growth opportunities in the long term.

We are focused and working aggressively to ensure we fully capitalize on this as soon as possible and increase the value we deliver to our customers and shareholders. We have more work to do to get the business where it needs to be. And we are committed to executing on our strategic priorities in doing so thoughtfully and as quickly as possible.

With that, I’m going to turn the call over to Rob for a deeper dive on Q3 and the numbers, and I’ll be back for Q&A..

Thank you, Marc, and good afternoon, everyone. I will begin with a detailed review of our third quarter, and then I will finish with our outlook for the fourth quarter and the full year 2023. Total revenue in the third quarter was $51 million, which is at the high end of our guidance range.

Breaking revenue down further if we exclude overages of $1.4 million in the quarter, revenue was $49.6 million, up 1% year-over-year. Subscription and support revenue, which includes overages, was $48.6 million. And professional services revenue was $2.4 million, down 6% and up 13% year-over-year, respectively.

12-month backlog, which we define as the aggregate amount of committed subscription revenue related to future performance obligations in the next 12 months was $121.1 million. This represents a 6% year-over-year increase. Total backlog was $174.2 million, up 21% year-over-year.

As Marc mentioned, we are seeing good success increasing the mix of our new business and renewals towards multiyear contracts. This is positively impacting our total backlog and improving the predictability of the business. On a geographic basis, we generated 60% of our revenue in North America during the quarter and 40% internationally.

Breaking down international revenue a little more, Europe generated 16% of our revenue, and Japan and Asia Pacific generated 24% of revenue during the quarter. Let me now turn to the supplemental metrics we share on a quarterly basis.

Net revenue retention in the quarter was 93%, which compares to 95% in the second quarter of 2023 and 93% in the third quarter of 2022. This is largely in line with recent quarters and continues to reflect the impact from the lower add-on sales performance in the year.

We expect that as we continue to expand our add-on sales capabilities, make improvements in our renewals business and increase our focus on multiyear deals, this metric will improve over time. Recurring gallery retention rate in the third quarter was 85%.

As we continue our strategic focus on multiyear deals, this metric becomes less meaningful, as it only captures renewals in the quarter and upsells at the time of renewal and does not factor in the impact of multiyear deals. Our customer count at the end of the third quarter was 2,618, of which 2,077 were classified as premium customers.

Looking at our ARPU within our premium customer base, our annualized revenue per premium customer was $95,900 and excludes our entry-level pricing for starter customers, which averaged $3,800 in annualized revenue. This compares to $95,900 in the third quarter of 2022.

As a reminder, this metric includes overages, which are down $3.3 million year-over-year. Looking at our results on a GAAP basis, our gross profit was $31.7 million, operating loss was $2.3 million and net loss per share was $0.06 for the quarter. Turning to our non-GAAP results.

Our non-GAAP gross profit in the third quarter was $32.5 million, compared to $34.5 million in the year ago period and represented a gross margin of 64%, which was consistent with the third quarter of 2022. Non-GAAP operating income was $2.3 million in the third quarter compared to $2.8 million in the third quarter of 2022.

Adjusted EBITDA was $5.5 million, representing an adjusted EBITDA margin of 11% and an increase of 12% compared to positive $4.9 million in the year ago period and above our guidance range.

The strong margin performance in the quarter is a reflection of the cost initiatives we undertook in the second quarter and our ongoing commitment to expense discipline. Non-GAAP diluted net income per share was $0.05, based on 43.4 million weighted average shares outstanding.

This compares to net income per share of $0.05 on 42.1 million weighted average shares outstanding in the year ago period. Turning to the balance sheet and cash flow. We ended the quarter with cash and cash equivalents of $16.4 million.

We generated $2.1 million in cash flow from operations, and free cash flow was negative $2.2 million after taking into account $4.3 million of capital expenditures and capitalized internal use software. Cash flow performance reflected two key factors.

First, we have seen customers seeking to move to monthly or quarterly billing terms versus annual in advance, which has altered and effectively slows our collections. We are generally willing to work with customers and be flexible on payment terms in order to maintain customer value and commitments.

And second, we have seen our large vendors get more aggressive in their collections efforts, lowering our expected AP balance. I would like to finish by providing our guidance for the fourth quarter and the full year 2023.

For the fourth quarter, we are targeting revenue of $49 million to $51 million, including approximately $900,000 of overages and approximately $2.6 million of professional services revenue. From a profitability perspective, we expect non-GAAP operating income to be $300,000 to $2.3 million and adjusted EBITDA to be between $4 million and $6 million.

Non-GAAP net income per share is expected to be a range of breakeven to $0.05, based on 43.7 million weighted average shares outstanding. For the full year, we are now targeting revenue of $200 million to $202 million, including $4.8 million of overages and approximately $8.9 million of professional services revenue.

From a profitability perspective, we expect non-GAAP operating loss of $2.5 million to $500,000 and adjusted EBITDA to be between $10.4 million and $12.4 million. Non-GAAP net loss per share is expected to be in a range of $0.09 to $0.04, based on 43 million weighted average shares outstanding.

We are now targeting positive free cash flow in the fourth quarter and free cash flow of approximately negative $11 million for the full year due to the factors I mentioned previously. It’s important to note that from the second quarter to the fourth quarter this year, we will have generated approximately $6 million in free cash flow.

And that on a go-forward basis, we would expect trailing 12 months free cash flow to be consistently positive once we anniversary the first quarter of 2023, where the timing of collections was severely impacted by the SVB failure and our banking shift.

Let me close by saying we are pleased that revenue excluding overages returned to growth in the third quarter, and we expect that to continue in the fourth quarter and into next year.

Similarly, we are proud of the significant improvement in adjusted EBITDA we’ve delivered in the third quarter and the structural improvements we have made to our cost profile. Our current expectation is for modest growth in 2024.

We are confident the changes we have made to the business will support faster growth in the long term, but we have limited visibility and the timing of when the steps we are taking to increase add-on sales or deliver on our large deal pipeline will materially impact the business.

Regardless, it is our intention to grow both adjusted EBITDA and free cash flow year-over-year in 2024. We remain committed to running this business in a consistently profitable manner, and are confident we can fund our growth priorities and expand profitably. With that, we will now take your questions. Please give us a moment to shift to Q&A..

Thank you, everyone, for joining us today. We’ll begin our Q&A with Steve Frankel from Rosenblatt Securities.

Steve?.

Good afternoon, and congratulations on the progress that we saw on the bottom line. But let’s talk about the top-line. We’re still stuck in this mode where you do a little better in the quarter. But sequentially, revenue is still going down.

Is it – so where are we in the add-on issue? Will we get through most of that by the end of Q4? Or is that something that’s going to take a little longer to burn through?.

Why don’t I start from a business perspective and Rob can jump in on the numbers. I think we’re still seeing that same add-on concern that we’ve had throughout the year, which is a lowering of the overages that typically drives that add-on conversation with customers, and we’re definitely facing that challenge on a continued basis.

We’ve seen it somewhat improved in certain ways, but we don’t have a pure visibility to when we sort of lapped that comp. We think it comes in the next few quarters, but we certainly don’t have a visibility to commit to it at any certain given time. read news is, new business is up in a big, big way.

And especially revenue excluding overages being up marginally year-over-year, but growing. That’s a return to growth and something we expect to see in the coming quarters as well. But Rob, I don’t know if you’d add specifics..

Yes. Steve, to Marc’s point, as we think about when that add-on business recovers, we really need to lap through that sales cycle where they started coming down. We think that happens in the middle part of next year, second quarter, third quarter of next year..

Okay. And then maybe some color on the 8-K this afternoon about arranging a $30 million line of credit.

What kinds of businesses would you think about acquiring if that’s what the money is for?.

Yes. Steve, the $30 million line of credit was just really an extension of our existing line of credit with SVB. It’s really just an operating safety net as we go forward. That said, we continue to think of M&A as a critical part of our strategy going forward..

Okay. And then I think one last one. How about an update on Ad Monetization, which looked promising a few quarters ago, then you said it would take a little longer.

So what does it look like today? When does that start to generate revenue?.

Yes. I think we have small amounts of revenue today.

What we’ve learned is that as we dive in with a lot of our, what I would call mid-market customers or international customers, we’re being very helpful to them, growing their businesses, but it’s a challenge to drive enough volume through that customer base to really have an impact on our revenue line, Steve.

So where we’re focused is how we can support those larger customers, and we’re having some good dialogue with a few of those now. And then also selling our ad support effectively as a services business, right, how do we go in and sell our capabilities, our talent and our knowledge into those companies more like services.

And we’ve started that pivot sort of as we’ve entered here in the second half. We’ll have more information on that, I would say, by the end of the year and into Q1..

Great. Thank you. I’ll jump back into the queue..

And with that, we’ll take questions from Mike Latimore, Northland Securities..

Thanks. Yes. Thanks very much. So on the – it seems like you’re a little more positive on the enterprise business. Can you just elaborate on kind of what transpired there? I mean, a lot of the focus – sales and new products has been media.

So why would enterprise, you pick it up as media focus or lesser?.

Yes. Look, I think what we did when I joined the company about 18 months ago and repositioned the strategy by the middle of last year was effectively bring the company back to a more 50-50 stance between enterprise and media in terms of our focus on both product development and go-to-market.

I think what we’re seeing now early in the year, obviously, with the larger deal in Q1 and a number of other deals. We saw new business in media do very, very well, right? That was driving a lot of that new business growth. But what we’ve seen in the last two quarters, especially here in Q3 is the strength in the enterprise new business delivery.

And that’s great news. That makes us feel like the end market breadth of that new business is deep. It’s broad. It goes through both segments. And so we’re very excited about what that means for our long-term prospects. You’re still going to see, I think, media be chunkier wins for us. Obviously, there’s the potential for larger wins in that space.

But we are feeling that the product suite we’ve come out with Comm Studio [ph] on top of marketing studios, a second use case, and we’re thinking about others is really going to help us hunt for new business in the enterprise as well.

And the last point I’ll make which I made earlier is, it’s really a strength in Americas enterprise, and so we think there’s a real opportunity to scale that outside of the Americas over time, right? We need to transfer that knowledge, how we were able to do those types of things for customers and be able to do those on a broader scale..

And then I see, on new business bookings growth looks very strong again.

I guess in a more balanced environment between new and upsell, like what would be a normal bookings mix for you guys? What would you have to see between new and upsell bookings?.

Not committed – I’d like to see it all very growing in a big way. But what I would say is, historically, our business – and Rob, you could correct me here – has been 70%, 80% add-on business and probably 20% to 30% new business.

This year, we’re seeing that probably a little bit more – it’s not perfectly even, but we’re seeing in quarters, it’d be a little bit more weighted to the new business side. And so especially that first quarter where we had a very large new business transaction.

So, I think what we’re hoping is in the long run, we get back to real growth on the add-on side, which is what’s held us back. And if we can do that on top of the new business growth we’re seeing, I think you’re going to have a tremendous story for the future..

I think the last quarter, you gave a number – like a number of deals over $500,000 in the pipeline or something like that. Or a – just kind of a large deal pipeline.

Any quantification or update on that?.

Yes. We’re not disclosing big quantifications here. What I would say is, we have a meaningful large deal pipeline. We qualified to $750,000 or greater. It is a meaningful portion of our current and future pipeline. We’re excited about what that means. They are longer sales cycles for sure, on those larger deals.

But I think we have line of sight to a number of things that are there that we’re excited about that should be there for us in the future. And we continue to build it, right? It’s been building over the course of the year. I think it’s going to be a great opportunity going into 2024..

All right, great. Thanks very much..

Thanks, Mike. And with that, we’ll take questions from Max Michaelis, Lake Street Capital..

Hey, guys, thanks for taking my question. Just quick on the multiyear contracts. I was just wondering, given the current macro, if you’re facing any pushback from customers about committing to multiyear contracts..

No, not really. We’re actually seeing a good uptick from our customers. I think what they’re liking about it is we tend to lock in price over multiple years.

So they’re able to see some price certainty, as Marc talked about, over that term, and it works for both parties, right? We get the consistency and the predictability of the business, and they get their costs locked in for a number of years..

Okay. And then gross margin for the quarter, down almost 200 basis points.

Can you touch on that? Maybe what was the reason for that?.

Yes. I think the way you really need to look at those two is you need to take a look at those without depreciation and amortization, and you need to strip that out because we’re actually improving.

A big piece of the dip is related to the incremental depreciation and amortization related to some of the new products that we’ve been launching over the course of the first half of this year..

Okay. That’s it for me. Thanks guys. .

Excellent. Thanks Max..

Yes. Thank you, Max. First, we appreciate all of you joining us today. To our investors, we appreciate your support to our customers and partners. We appreciate your business. And to our employees, we really appreciate your incredible smart and hard work. We operate in challenging times, both in the world and in parts of our industry.

We continue to believe deeply in the long-term growth opportunity here at Brightcove. And we are committed to delivering on that opportunity and doing so while growing adjusted EBITDA and free cash flow.

I believe our current valuation, which is a meaningful discount to other streaming technology companies and other SaaS companies with similar financial profiles, provides investors a compelling opportunity.

And we are confident that as we deliver on our strategic goals and improve our financial and operational performance, that will be reflected in our share price. With that, we thank you. We look forward to seeing you next quarter..