QUMU Qumu Corporation

Conference Call Wednesday, August 1, 2018 at 10:00 a.m. ET

Qumu Corporation (NASDAQ: QUMU) today reported financial results for the second quarter ending June 30, 2018. The Company reported strong growth in both license revenue and sales pipeline, increasing gross margins, paydown of its long-term debt, and reiteration of its 2018 full year revenue guidance.

Second quarter 2018 revenue was $7.6 million, compared to $6.7 million in the second quarter 2017, and net loss for the second quarter 2018 was $(1.5) million, or $(0.16) per diluted share, compared to a net loss of $(2.6) million, or $(0.28) per diluted share, in the second quarter 2017. Second quarter adjusted EBITDA, a non-GAAP measure, was $71,000 for the second quarter 2018, compared to $(1.0) million for the second quarter 2017.

"During the second quarter of 2018 we not only brought revenue into line, but also created a strong balance sheet by monetizing our investment in BriefCam,” said Vern Hanzlik, Qumu’s President and CEO. “Now we are focused on carrying that momentum through the second half of 2018, as our software-as-a-service video solutions gain traction within the enterprise."

For the six months ended June 30, 2018, revenue was $12.5 million, compared to $13.4 million last year, and net loss was $(6.1) million, or a loss of $(0.64) per diluted share, compared to $(6.2) million, or a loss of $(0.66) per diluted share, last year. For the six months ended June 30, 2018, adjusted EBITDA was negative $(2.8) million, compared to negative adjusted EBITDA of $(3.0) million last year.

The year-over-year revenue comparisons were negatively impacted by approximately $240,000 and $424,000 for the three and six months ended June 30, 2018, respectively, due to the adoption of the new revenue recognition standard (ASC Topic 606). Additionally, the loss of a large customer, which was previously announced as lost in the fourth quarter 2017, negatively impacted the year-over-year revenue comparisons by approximately $800,000 and $1.6 million in the three and six months ended June 30, 2018, respectively. The Company incurred severance expense relating to cost reduction initiatives of $6,000 and $16,000 in the three months ended June 30, 2018 and 2017, respectively, and $168,000 and $123,000 for the six months ended June 30, 2018 and 2017, respectively.

Other Financial Highlights

• Software license and appliance revenue was $2.9 million and $0.9 million for the three months ended June 30, 2018 and 2017, respectively, and $3.3 million and $2.1 million for the six months ended June 30, 2018 and 2017, respectively, with the increases attributable to both new license sales and expansion of existing customers.
• Subscription, maintenance and support revenue was $4.1 million and $5.1 million for the three months ended June 30, 2018 and 2017, respectively, and $8.2 million and $9.9 million for the six months ended June 30, 2018 and 2017, respectively. The year-over-year revenue comparisons were negatively impacted by approximately $246,000 and $443,000 for the three and six months ended June 30, 2018, respectively, due to the adoption of the new revenue recognition standard (ASC Topic 606). Additionally, the loss of a large customer which was previously announced as lost in the fourth quarter 2017, negatively impacted the year-over-year revenue comparisons by approximately $800,000 and $1.6 million in the three and six months ended June 30, 2018, respectively.
• Offsetting for the negative impacts noted above is growth in our core business and subscription growth. Contributing to subscription, maintenance and support revenue in the current period was the arrangement with iStudy Co. Ltd., Qumu’s sales partner in Japan. iStudy has agreed to pay Qumu $1 million in non-refundable Qumu Cloud license fees to expand the strategic relationship between the companies.
• Gross margin for the second quarter 2018 was 68.5%, compared to 65.6% for the second quarter 2017. Gross margin for the six months ended June 30, 2018 was 63.7%, compared to 63.6% for the six months ended June 30, 2017. The change in gross margin compared to the prior year periods was favorably impacted by increased perpetual license revenue in the quarter.
• Cash and cash equivalents totaled $5.2 million as of June 30, 2018, compared to $7.7 million as of December 31, 2017, reflecting the 2018 first half operating loss offset by changes in working capital.
• Subsequent to June 30, 2018, the Company received net cash proceeds of $9.6 million on July 6, 2018 from the sale of its investment in BriefCam Ltd., which was recently acquired by Canon Inc.
• From the BriefCam net proceeds, the Company paid on July 19, 2018 $6.0 million of principal and $463,000 of accrued interest on its outstanding term loan with ESW Holdings, Inc. As of July 20, 2018, after the receipt of BriefCam proceeds and prepayment on its outstanding term loan, the Company had cash on hand of $7.3 million.

Given the performance to date and sales pipeline, the Company is confident in the achievement of its previously issued revenue guidance for the full year 2018. Core bookings growth is expected to be 25% in 2018, emphasizing growth in sales of the Qx platform. Revenue for 2018 is expected to be approximately $25 million, which includes an approximately $1.1 million unfavorable revenue impact due to the adoption of the new revenue recognition standard (ASC Topic 606) in 2018, as well as the loss of a large customer in the fourth quarter 2017, representing revenue of approximately $3.2 million annually. Gross margin percentage is expected to be in the mid to high 60s. Adjusted EBITDA for 2018 is expected to be approximately $(3.5) million, which is unchanged from previously issued guidance. The Company expects to achieve positive adjusted EBITDA, a non-GAAP measure, in the fourth quarter 2018. Adjusted EBITDA for 2018 excludes the net gain of approximately $5.2 million on the sale of BriefCam Ltd. and subsequent paydown of term debt, stock-based compensation expense of approximately $1.0 million, amortization of acquired intangible assets of approximately $2.1 million, depreciation expense of approximately $0.5 million, income tax benefit of approximately $0.2 million, and interest expense of approximately $1.8 million. Net loss for 2018 is expected to be approximately $(3.5) million, which includes the gain on the sale of its investment in BriefCam Ltd. in the third quarter 2018 and results for the six months ended June 30, 2018.

Conference CallThe Company has scheduled a conference call and webcast to review its second quarter 2018 results tomorrow, August 1, 2018 at 10:00 a.m. Eastern Time. The dial-in number for the conference call is 877-456-6914 for domestic participants and 929-387-3794 for international participants. Investors can also access a webcast of the live conference call by linking through the investor relations section of the Qumu website, www.qumu.com. Webcasts will be archived on Qumu’s website.

Non-GAAP InformationTo supplement the Company's condensed consolidated financial statements presented on a GAAP basis, the Company uses adjusted EBITDA, a non-GAAP measure, which excludes certain items from net income (loss), a GAAP measure. Adjusted EBITDA excludes items related to interest income and expense, the impact of income-based taxes, depreciation and amortization, stock-based compensation, change in fair value of warrant liabilities, foreign currency gains and losses, the gain on the sale of BriefCam and other non-operating income and expenses.

The Company uses both GAAP and non-GAAP measures when planning, monitoring, and evaluating the Company’s performance. The Company believes that adjusted EBITDA is useful to investors because it provides supplemental information that allows investors to review the Company's results of operations from the same perspective as management and the Company's board of directors. Non-GAAP results are presented for supplemental informational purposes only for understanding our operating results. The non-GAAP results should not be considered a substitute for financial information presented in accordance with generally accepted accounting principles, and may be different from non-GAAP measures used by other companies.

See the attached Supplemental Financial Information for a reconciliation of net loss, a GAAP measure, to adjusted EBITDA, a non-GAAP measure, for the three and six months ended June 30, 2018 and 2017.

Forward-Looking StatementsThis press release contains forward-looking statements that are made pursuant to the safe harbor provisions of the Private Securities Litigation Reform Act of 1995. Any statements contained in this press release that are not statements of historical fact may be deemed to be forward-looking statements. Without limiting the foregoing, words such as “may,” “will,” “expect,” “believe,” “anticipate,” or “estimate” or comparable terminology are intended to identify forward-looking statements. Such forward-looking statements include, for example, statements about: the Company’s future revenue and operating performance, cash balances, future product mix or the timing of recognition of revenue, the demand for the Company’s products or software, and the expected tax effects of the Company’s disposition of its investment in BriefCam. The statements made by the Company are based upon management’s current expectations and are subject to certain risks and uncertainties that could cause the actual results to differ materially from those described in the forward-looking statements. These risks and uncertainties include the risk factors described in the Company’s Annual Report on Form 10-K for the year ended December 31, 2017 and other factors set forth in the Company’s filings with the Securities and Exchange Commission.

About QumuQumu is the leading provider of best-in-class tools to create, manage, secure, distribute and measure the success of live and on-demand video for the enterprise. Backed by the most trusted and experienced team in the industry, the Qumu platform enables global organizations to drive employee engagement, increase access to video, and modernize the workplace by providing a more efficient and effective way to share knowledge.

  QUMU CORPORATION Condensed Consolidated Statements of Operations (unaudited - in thousands, except per share data)       Three Months Ended June 30,     Six Months Ended June 30, 2018     2017 2018     2017 Revenues: Software licenses and appliances $ 2,867 $ 929 $ 3,318 $ 2,149 Service   4,759     5,725     9,139     11,216   Total revenues   7,626     6,654     12,457     13,365   Cost of revenues: Software licenses and appliances 804 368 1,139 862 Service   1,602     1,918     3,379     4,008   Total cost of revenues   2,406     2,286     4,518     4,870   Gross profit   5,220     4,368     7,939     8,495   Operating expenses: Research and development 1,639 1,798 3,542 3,907 Sales and marketing 2,412 2,524 4,592 4,975 General and administrative 1,747 2,009 3,928 4,469 Amortization of purchased intangibles   227     226     456     449   Total operating expenses   6,025     6,557     12,518     13,800   Operating loss   (805 )   (2,189 )   (4,579 )   (5,305 ) Other income (expense): Interest expense, net (510 ) (334 ) (1,354 ) (651 ) Decrease (increase) in value of warrant liability (278 ) 11 109 (67 ) Other, net   (16 )   (124 )   (403 )   (179 ) Total other expense, net   (804 )   (447 )   (1,648 )   (897 ) Loss before income taxes (1,609 ) (2,636 ) (6,227 ) (6,202 ) Income tax benefit   (78 )   (25 )   (166 )   (29 ) Net loss $ (1,531 ) $ (2,611 ) $ (6,061 ) $ (6,173 )   Net loss per share – basic: Net loss per share $ (0.16 ) $ (0.28 ) $ (0.64 ) $ (0.66 ) Weighted average shares outstanding

9,484

9,356 9,427 9,301 Net loss per share – diluted: Net loss per share $ (0.16 ) $ (0.28 ) $ (0.64 ) $ (0.66 ) Weighted average shares outstanding

9,484

9,357 9,427 9,301     QUMU CORPORATION Condensed Consolidated Balance Sheets (unaudited - in thousands)   Assets

   June 30,    2018

  December 31, 2017 Current assets: Cash and cash equivalents $ 5,202 $ 7,690 Receivables, net 4,954 5,529 Contract assets 339 — Income taxes receivable 277 156 Prepaid expenses and other current assets   1,934     1,830   Total current assets 12,706 15,205 Property and equipment, net 533 911 Intangible assets, net 5,202 6,295 Goodwill 7,224 7,390 Deferred income taxes, non-current 69 77 Other assets, non-current   4,200     4,398   Total assets $ 29,934   $ 34,276   Liabilities and Stockholders’ Equity Current liabilities: Accounts payable and other accrued liabilities $ 2,961 $ 3,878 Accrued compensation 1,216 1,824 Deferred revenue 8,514 8,923 Deferred rent 49 181 Financing obligations 226 1,047 Warrant liability   2,886     819   Total current liabilities   15,852     16,672   Long-term liabilities: Deferred revenue, non-current 947 141 Income taxes payable, non-current — 3 Deferred tax liability, non-current 76 153 Deferred rent, non-current 298 507 Term loan and other financing obligations, non-current 7,956 7,608 Other liabilities, non-current   485     —   Total long-term liabilities   9,762     8,412   Total liabilities   25,614     25,084   Stockholders’ equity: Common stock 95 94 Additional paid-in capital 68,435 68,035 Accumulated deficit (61,319 ) (56,197 ) Accumulated other comprehensive loss   (2,891 )   (2,740 ) Total stockholders’ equity   4,320     9,192   Total liabilities and stockholders’ equity $ 29,934   $ 34,276       QUMU CORPORATION Condensed Consolidated Statements of Cash Flows (unaudited - in thousands)       Six Months Ended June 30, 2018     2017 Operating activities: Net loss $ (6,061 ) $ (6,173 ) Adjustments to reconcile net loss to net cash used in operating activities: Depreciation and amortization 1,347 1,548 Stock-based compensation 438 783 Accretion of debt discount and issuance costs 1,035 236 Loss on lease contract termination 177 — Change in value of warrant liability (109 ) 67 Deferred income taxes (72 ) (71 ) Changes in operating assets and liabilities: Receivables 588 2,425 Contract assets 211 — Income taxes receivable / payable (130 ) 135 Prepaid expenses and other assets 197 710 Accounts payable and other accrued liabilities (1,019 ) 315 Accrued compensation (604 ) (522 ) Deferred revenue 938 (368 ) Deferred rent (144 ) (150 ) Other non-current liabilities   436     —   Net cash used in operating activities   (2,772 )   (1,065 ) Investing activities: Purchases of property and equipment   (73 )   (20 ) Net cash used in investing activities   (73 )   (20 ) Financing activities: Proceeds from term loan and warrant issuance 10,000 — Principal payment on term loan (8,000 ) — Payments for term loan issuance costs (1,308 ) (125 ) Principal payments on financing obligations (247 ) (255 ) Common stock repurchases to settle employee withholding liability   (27 )   (11 ) Net cash provided by (used in) financing activities   418     (391 ) Effect of exchange rate changes on cash   (61 )   94   Net decrease in cash and cash equivalents (2,488 ) (1,382 ) Cash and cash equivalents, beginning of period   7,690     10,364   Cash and cash equivalents, end of period $ 5,202   $ 8,982       QUMU CORPORATION Supplemental Financial Information (unaudited - in thousands)  

A summary of revenue is as follows:

        Three Months Ended June 30, Six Months Ended June 30, 2018     2017 2018     2017 Software licenses and appliances $ 2,867 $ 929 $ 3,318 $ 2,149 Service Subscription, maintenance and support 4,122 5,110 8,160 9,948 Professional services and other   637     615     979     1,268   Total service   4,759     5,725     9,139     11,216   Total revenue $ 7,626   $ 6,654   $ 12,457   $ 13,365    

A reconciliation from GAAP results to adjusted EBITDA is as follows:

  Three Months Ended June 30, Six Months Ended June 30, 2018 2017 2018 2017 Net loss $ (1,531 ) $ (2,611 ) $ (6,061 ) $ (6,173 ) Interest expense, net 510 334 1,354 651 Income tax benefit (78 ) (25 ) (166 ) (29 ) Depreciation and amortization expense: Depreciation and amortization in cost of revenues 2 9 5 19 Depreciation and amortization in operating expenses   126     241     295     489   Total depreciation and amortization expense   128     250     300     508   Amortization of intangibles included in cost of revenues 293 298 591 591 Amortization of intangibles included in operating expenses   227     226     456     449   Total amortization of intangibles expense   520     524     1,047     1,040   Total depreciation and amortization expense   648     774     1,347     1,548   EBITDA (451 ) (1,528 ) (3,526 ) (4,003 ) Increase (decrease) in fair value of warrant liability 278 (11 ) (109 ) 67 Other expense, net 16 124 403 179 Stock-based compensation expense: Stock-based compensation included in cost of revenues 8 18 18 32 Stock-based compensation included in operating expenses   220     352     420     751   Total stock-based compensation expense   228     370     438     783   Adjusted EBITDA $ 71   $ (1,045 ) $ (2,794 ) $ (2,974 )  

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Qumu CorporationInvestor Contact:Dave Ristow, 612-638-9045Chief Financial OfficerDave.Ristow@qumu.com