Sentiment Analysis of the earnings transcript to help figure out if there are any bullish or bearish sentiments that could be gathered from it. We're doing ML and AI based analysis on the earnings call to get some more insights.
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| I can look at a number of KPIs internally around organic search, around pipeline build, where we are really starting to see significant improvements in performance |
| But I feel good about the progress |
| We've also got an inside sales capability that we stood up last year and again, starting to see from that inside sales force some good early successes in terms of getting some nice size mid-market deals done |
| We'll have the hindsight at that point, which go-to-market investments and motions are yielding the highest return that we'll be able to continue those and adjust spending on less efficient go-to-market motions |
| And of course, in addition to that, on the innovation side, the Center of Excellence in India and our other offshore initiatives give us the ability to really have the right hybrid mix and development capability that can deliver innovation and growth, within a cost envelope that fits margin expansion |
| Again, we've spent a year building and investing and are encouraged by the progress we've seen to date and view this year as our year to turn the business back to positive core organic growth and exit with positive core organic growth |
| So bringing some of that team back together, and I feel very good about where we are as we move into 2024 here |
| But then again, through time, we would see that ramping up, and that will also help to drive margin expansion |
| Of course, the build-out of our Center of Excellence in India, over 130 people there now, and growing and it is enabling us within our cost envelope to innovate across our product portfolio |
| And as we do that, we'll get some operating leverage, which will drive margin expansion |
| And of course, we saw some great recognition of our products in Q4, Upland was recognized for the third year in a row as a gold medalist and leader in the 2023 Enterprise Content Management Data Quadrant report from software reviews |
| We've made significant improvements on the product development and innovation side, and we're starting to see those pay off |
| The headlines, we beat in Q4 our revenue and adjusted EBITDA guidance midpoint |
| In addition to that, Upland RO Innovation has launched a new customer reference activity hub to help sales, marketing, and customer success teams find and engage with their most influential customer references so they can boost brand awareness and generate more business |
| And of course, we've got a number of initiatives underway on the AI front that are very exciting |
| And as I say, this is the year when we make the turn to positive core organic growth with that target of exiting the year at 3% |
| Overall, we continue to make progress on our go-to-market growth plan, and we remain focused on building great software and delivering value for customers |
| We feel encouraged by the progress we've made to date on the growth plan |
| I'm encouraged by the progress we've made to date |
| We've also put in place as a part of this growth plan, a couple of levers that we think will help us drive growth through time while reducing costs |
| Again, we've made real progress there |
| And we know that once we get through 2024 and get the core organic growth motions working that we will turn our sights to some significant margin expansion beginning in 2025 |
| It was good to hear the 3% organic growth expectation exiting this year |
| The 44 Winner Badges from G2 and some of the other analysts awards that we've received, I think, are indications that, that is beginning to bear fruit |
| Jack, I guess, in your kind of new go-to-market strategy, what you guys have been working on starting to roll out, where do you think you are in the process of that? Because you feel pretty confident about exiting this year with core revenue growth of, I believe you said a target of 3% |
| These results and our outlook for 2024 reflect another year of significant incremental sales, marketing, and product investments, as well as the planned runoff of the sunset assets revenue |
| The learnings there are that the most effective motion for us is going to be product centric, and it is of course, further penetration of the existing customer base, frankly, through straightforward expansion and then a new logo motion that has driven 80% by a point product sale and maybe 20% by cross-sell |
| On the product front, very busy in Q4 |
| We are processing out the Sunset assets as planned and clearing the way for core growth |
| Now, as a reminder, our full year 2023 free cash flow was benefited by the liquidation of half of our interest rate swaps in Q3, adding $20.5 million of additional free cash flow in 2023 |
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| Total revenue for the fourth quarter was $72.2 million, representing a decrease of 8% year-over-year |
| Professional services revenue was $2.2 million for the quarter, a 26% year-over-year decline |
| Recurring revenue from subscription support decreased 8% year-over-year to $68.2 million |
| For the fourth quarter ending March 3one, 2024, Upland expects reported total revenue to be between $65 million and $71 million, including subscription and support revenue between $62.5 million and $67.5 million for a decline in total revenue of 12% at the midpoint from the quarter ended March 3one, 2023 |
| For the full year ending December 3one, 2024, Upland expects reported total revenue to be between $259 million and $283 million, including subscription and support revenue between $247 million and $267 million for a decline in total revenue of 9% at the midpoint from the year ended December 3one, 2023 |
| This adjusted EBITDA guide at the midpoint is a decrease of 15% from the year ended December 3one, 2023 |
| Mike, as I look at the guidance here for the year, your product revenue looks like it's going to be down a few million dollars quarter-over-quarter from Q4 into Q1 |
| These revenue declines are consistent with the planned runoff of the sunset assets revenue |
| I guess when we think of the noncore versus the core revenues, I assume some of the items that you're sun setting is what's impacting the Q1 number to be lower than Q4 |
| This adjusted EBITDA decline is generally as expected considering our growth investments and our decision regarding the sunset assets as described earlier |
| Perpetual license revenue decreased to $1.8 million in the fourth quarter, down from one -- down from, or that actually increased up from $1.6 million in the fourth quarter of 2022 |
| So the fact, like Jack just described, we're turning from a core standpoint, we're turning from a little negative, negative 1% core organic growth rate in Q4 to positive here in 2024, at least by the exit and hopefully 3% target core growth by the exit |
| Our fourth quarter 2023 adjusted EBITDA was $14.1 million, or 19% of total revenue, down from $24.3 million, or 31% of total revenue for the fourth quarter of 2022 |
| Well, by definition, the sunset assets are low margin, low free cash flow contributing |
| For the first quarter 2024 adjusted EBITDA is expected to be between $11.3 million and $14.3 million, for an adjusted EBITDA margin of 19% at the midpoint, this adjusted EBITDA guidance at the midpoint is a decrease of 27% from the quarter ended March 3one, 2023 |
| And your guidance suggests that your product revenue is probably flattish at that level for the rest of the year, maybe flat to just modestly down from there |
| Now we do have a little bit lower perpetual license revenue and PSO revenue that's sort of adding to that |
| So again, those will be a bit of a drag, but the main point here is that the core should be turning up here this year |
| So I guess we're kind of like $27 million decline at the midpoint |
| The headline is, it's the sunset asset decline burning off |
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