ExactTarget Announces Fourth Quarter and Full Year 2012 Results

ExactTarget Announces Fourth Quarter and Full Year 2012 Results

Fourth Quarter Adjusted Revenue Increased 44% Year-Over-Year to $85.8 Million, Full-Year Adjusted Revenue Increased 42% to $293.8 Million

INDIANAPOLIS--(BUSINESS WIRE)-- ExactTarget (NYS: ET) , a leading global provider of cross-channel digital marketing software-as-a-service solutions, announced results today for its fourth quarter and full year ended December 31, 2012.

"ExactTarget's record fourth quarter and full-year revenue reinforce our position as the largest pure play marketing SaaS provider in the world," said Scott Dorsey, ExactTarget chairman, chief executive officer and co-founder. "With strong customer response to our new innovations and recent acquisitions, we have become the digital marketing platform of choice and positioned ourselves for another strong year of growth."

Fourth Quarter 2012 Financial Highlights:

Three Months Ended December 31, 2012:

• Revenue: $84.2 million, a 42 percent increase compared to the fourth quarter of 2011. Non-U.S. revenue was $15.6 million, a 47 percent increase compared to the fourth quarter of 2011.

• Adjusted Revenue: $85.8 million, a 44 percent increase compared to the fourth quarter of 2011, before the $1.5 million impact of adjusting deferred revenue to fair value under purchase accounting.

• Recurring Subscription Revenue: $66.7 million (excludes $2.1 million of revenue related to utilization above the contracted level), a 46 percent increase compared to the fourth quarter of 2011. Adjusted recurring subscription revenue was $68.2 million, a 49 percent increase compared to the fourth quarter of 2011, before the $1.5 million impact of adjusting deferred revenue to fair value under purchase accounting.

• Net (Loss) / Income: $(13.0) million compared to $(6.1) million in the fourth quarter of 2011. Net (Loss) / Income attributable to common stockholders in the fourth quarter of 2012 was $(0.19) per share on a basic and diluted basis, compared to $(0.68) per share on a basic and diluted basis in the fourth quarter of 2011.

• Adjusted Net (Loss) / Income: $(6.8) million, or $(0.10) per share on a basic and diluted basis, compared to $(3.8) million, or $(0.42) per share on a basic and diluted basis, in the fourth quarter of 2011.

• Operating Cash Flow: $8.0 million compared to $(4.6) million in the fourth quarter of 2011.

• Adjusted EBITDA: $(0.5) million compared to $0.8 million in the fourth quarter of 2011.

Twelve Months Ended December 31, 2012:

• Revenue: $292.3 million, a 41 percent increase compared to 2011. Non-U.S. revenue was $53.1 million, an 84 percent increase compared to 2011.

• Adjusted Revenue: $293.8 million, a 42 percent increase compared to 2011, before the $1.5 million impact of adjusting deferred revenue to fair value under purchase accounting.

• Recurring Subscription Revenue: $228.7 million (excludes $5.5 million of revenue related to utilization above the contracted level), a 42 percent increase compared to 2011. Adjusted recurring subscription revenue was $230.2 million, a 43 percent increase compared to 2011, before the $1.5 million impact of adjusting deferred revenue to fair value under purchase accounting.

• Net (Loss) / Income: $(21.0) million compared to $(35.4) million in 2011. Net (Loss) / Income attributable to common stockholders in 2012 was $(0.39) per share on a basic and diluted basis, compared to $(4.05) per share on a basic and diluted basis in 2011.

• Adjusted Net (Loss) / Income: $(6.2) million, or $(0.11) per share on a basic and diluted basis, compared to $(27.3) million, or $(3.12) per share on a basic and diluted basis, in 2011.

• Operating Cash Flow: $22.7 million compared to $(2.8) million in 2011.

• Adjusted EBITDA: $15.7 million compared to $(0.1) million in 2011.

Recent Business Highlights:

• Completed the acquisition of privately-held business-to-business marketing automation provider Pardot, expanding ExactTarget's product suite with Pardot's solution to create, deploy and manage online lead nurturing campaigns through integrations with salesforce.com, Microsoft Dynamics CRM, NetSuite and SugarCRM.

• Completed the acquisition of privately-held Web personalization provider iGoDigital, expanding ExactTarget's product suite with iGoDigital's advanced product recommendations solutions and predictive analytics to power cross-channel personalization and optimization.

• Expanded the company's mobile marketing suite with the launch of MobilePush, an enterprise application to power data-driven push notifications to apps on smartphones and tablets.

• Expanded its global multi-lingual enterprise digital marking platform with the addition of a French-Canadian user interface, making its email, mobile, social media and data management applications now available in English, Brazilian Portuguese, German, French and French-Canadian.

• Expanded the company's global footprint with new offices in Paris and Stockholm, bringing the number of non-U.S. offices to eight (Australia (two), Brazil, Canada, France, Germany, United Kingdom and Sweden).

• Hosted three client conferences in the fourth quarter with more than 4,000 attendees at Connections 2012, and strong attendance at Connections UK and Pardot's Elevate Conference.

Business Outlook:

As of February 21, 2013, ExactTarget is issuing guidance for its first quarter of 2013 and full-year 2013.

• First Quarter 2013:

  • Adjusted Revenue: expected to be $87.0 million to $88.0 million, excluding the impact of adjusting deferred revenue to fair value under purchase accounting.

  • Adjusted Net (Loss) / Income: expected to be $(6.0) million to $(7.0) million. Adjusted Net (Loss) / Income excludes the effects of stock-based compensation expense, amortization of intangibles, and the impact of adjusting deferred revenue to fair value under purchase accounting.

  • Adjusted Net (Loss) / Income per Share: expected to be $(0.09) per share to $(0.10) per share on a basic and diluted basis assuming weighted average shares outstanding of approximately 69 million shares.

• Full Year 2013:

  • Adjusted Revenue: expected to be $370.0 million to $374.0 million, excluding the impact of adjusting deferred revenue to fair value under purchase accounting.

  • Adjusted Net (Loss) / Income: expected to be $(20.0) million to $(22.0) million. Adjusted Net (Loss) / Income excludes the effects of stock-based compensation expense, amortization of intangibles, and the impact of adjusting deferred revenue to fair value under purchase accounting.

  • Adjusted Net (Loss) / Income per Share: expected to be $(0.29) per share to $(0.31) per share on a basic and diluted basis. This assumes weighted average shares outstanding of approximately 70 million shares.

About ExactTarget

ExactTarget is a leading global provider of cross-channel digital marketing software-as-a-service solutions that empower organizations of all sizes to communicate with their customers through email, mobile, social media, Web and marketing automation. ExactTarget's suite of integrated applications enable marketers to plan, automate, deliver and optimize data-driven digital marketing and real-time communications to drive customer engagement, increase sales and improve return on marketing investment. Headquartered in Indianapolis, Indiana with offices in North America, Europe, South America and Australia, ExactTarget trades on the New York Stock Exchange under the ticker symbol "ET." For more information, visitwww.ExactTarget.com.

Website Information

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Non-GAAP Financial Measures

This press release includes information about non-GAAP financial measures, including Adjusted Revenue, Adjusted Recurring Subscription Revenue, Non-GAAP margins, Non-GAAP Operating Expenses, Adjusted EBITDA, Adjusted Net (Loss) / Income and Adjusted Net (Loss) / Income per Share. We believe these measures provide important supplemental information regarding our operating performance and are often used by investors and analysts in their evaluation of companies such as ours. In addition, we use Adjusted EBITDA as a key measurement of our operating performance because it assists us in comparing our operating performance on a consistent basis by removing the impact of certain non-cash and non-operating items. Adjusted Revenue is calculated as GAAP revenue plus the impact of adjusting deferred revenue to fair value under purchase accounting. Adjusted Recurring Subscription Revenue is a key metric we use to evaluate our business. It is defined as the total amount of contractually-committed subscription revenue under each of our client agreements, plus the impact of adjusting deferred revenue to fair value under purchase accounting, less revenue related to utilization above the contracted level. Non-GAAP margins and Non-GAAP Operating Expenses are calculated after adjusting for the impact of certain non-cash items such as stock-based compensation and amortization of intangibles, and in the case of Non-GAAP margins, adding back the impact of adjusting deferred revenue to fair value under purchase accounting. Adjusted EBITDA is calculated as Net (Loss) / Income before (1) other (income) expense, which includes interest income, interest expense and other income and expense, (2) income tax expense (benefit), (3) depreciation and amortization of property and equipment, (4) amortization of intangible assets, (5) stock-based compensation, and (6) the impact of adjusting deferred revenue to fair value under purchase accounting. Adjusted Net (Loss) / Income is calculated as Net (Loss) / Income before (1) amortization of intangible assets, (2) stock-based compensation, and (3) the impact of adjusting deferred revenue to fair value under purchase accounting. Adjusted Net (Loss) / Income per Share is calculated as Adjusted Net (Loss) / Income divided by weighted average shares outstanding on a GAAP basis. These non-GAAP financial measures are used in addition to and in conjunction with results presented in accordance with GAAP and should not be relied upon to the exclusion of GAAP financial measures. Adjusted Revenue, Adjusted Recurring Subscription Revenue, Non-GAAP margins, Non-GAAP Operating Expenses, Adjusted EBITDA, Adjusted Net (Loss) / Income and Adjusted Net (Loss) / Income per Share reflect an additional way of viewing aspects of our operations that we believe, when viewed with our GAAP results and the accompanying reconciliations to corresponding GAAP financial measures set forth on the last page of this press release, provide a more complete understanding of factors and trends affecting our business.

Safe Harbor Statement

This press release contains forward-looking statements about expected financial metrics such as Adjusted Revenue, Adjusted Recurring Subscription Revenue, Non-GAAP margins, Non-GAAP Operating Expenses, Adjusted EBITDA, Adjusted Net (Loss) / Income and Adjusted Net (Loss) / Income per Share. The achievement or success of the matters covered by such forward-looking statements involves risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions prove incorrect, the company's results could differ materially from the results expressed or implied by the forward-looking statements we make. The risks and uncertainties referred to above include - but are not limited to - risks associated with: possible fluctuations in the company's financial and operating performance; attracting and retaining clients; defects or errors in the company's solutions; unexpected decreases in clients' use of email; ability to gain customer acceptance of cross-channel marketing; changes in domestic and international data privacy regulations; compromises of the company's security measures; infrastructure scalability; third-party hardware and software; competition; the company's ability to hire, retain and motivate employees and manage the company's domestic and international growth; successful client deployment and utilization of the company's existing and future solutions; changes in the company's sales cycle; various financial aspects of the company's subscription model; unexpected increases in attrition or decreases in new business; the emerging markets in which the company operates; unique aspects of entering or expanding in international markets; litigation related to intellectual property and other matters, and any related claims, negotiations and settlements; unanticipated changes in the company's effective tax rate; fluctuations in the number of shares we have outstanding and the price of such shares; foreign currency exchange rates; interest rates; and general developments in the economy, financial markets, and credit markets. Further information on these and other factors that could affect the company's financial results is included in our most recent quarterly report on Form 10-Q, as filed with the Securities and Exchange Commission ("SEC"). Additional information will also be set forth in our annual report on Form 10-K for the fiscal year ended Dec. 31, 2012, and other filings that we make with the SEC. These documents are or will be available on the SEC Filings section of the Investor Information section of the company's website atwww.ExactTarget.com/investor.

Although we believe the expectations reflected in such forward-looking statements are based upon reasonable assumptions, we can give no assurance that the expectations will be attained or that any deviation will not be material.ExactTarget, Inc. assumes no obligation and does not intend to update these forward-looking statements.