000150515512/312021Q2falsehttp://fasb.org/us-gaap/2021-01-31#AccountingStandardsUpdate201613Member0.5P1Y00015051552021-01-012021-06-30xbrli:shares00015051552021-07-30iso4217:USD00015051552021-06-3000015051552020-12-31iso4217:USDxbrli:shares0001505155upld:SubscriptionAndSupportMember2021-04-012021-06-300001505155upld:SubscriptionAndSupportMember2020-04-012020-06-300001505155upld:SubscriptionAndSupportMember2021-01-012021-06-300001505155upld:SubscriptionAndSupportMember2020-01-012020-06-300001505155upld:PerpetualLicenseMember2021-04-012021-06-300001505155upld:PerpetualLicenseMember2020-04-012020-06-300001505155upld:PerpetualLicenseMember2021-01-012021-06-300001505155upld:PerpetualLicenseMember2020-01-012020-06-300001505155us-gaap:ProductMember2021-04-012021-06-300001505155us-gaap:ProductMember2020-04-012020-06-300001505155us-gaap:ProductMember2021-01-012021-06-300001505155us-gaap:ProductMember2020-01-012020-06-300001505155upld:ProfessionalServicesMember2021-04-012021-06-300001505155upld:ProfessionalServicesMember2020-04-012020-06-300001505155upld:ProfessionalServicesMember2021-01-012021-06-300001505155upld:ProfessionalServicesMember2020-01-012020-06-3000015051552021-04-012021-06-3000015051552020-04-012020-06-3000015051552020-01-012020-06-300001505155us-gaap:CommonStockMember2021-03-310001505155us-gaap:AdditionalPaidInCapitalMember2021-03-310001505155us-gaap:AccumulatedOtherComprehensiveIncomeMember2021-03-310001505155us-gaap:RetainedEarningsMember2021-03-3100015051552021-03-310001505155us-gaap:CommonStockMember2021-04-012021-06-300001505155us-gaap:AdditionalPaidInCapitalMember2021-04-012021-06-300001505155us-gaap:AccumulatedOtherComprehensiveIncomeMember2021-04-012021-06-300001505155us-gaap:RetainedEarningsMember2021-04-012021-06-300001505155us-gaap:CommonStockMember2021-06-300001505155us-gaap:AdditionalPaidInCapitalMember2021-06-300001505155us-gaap:AccumulatedOtherComprehensiveIncomeMember2021-06-300001505155us-gaap:RetainedEarningsMember2021-06-300001505155us-gaap:CommonStockMember2020-03-310001505155us-gaap:AdditionalPaidInCapitalMember2020-03-310001505155us-gaap:AccumulatedOtherComprehensiveIncomeMember2020-03-310001505155us-gaap:RetainedEarningsMember2020-03-3100015051552020-03-310001505155us-gaap:CommonStockMember2020-04-012020-06-300001505155us-gaap:AdditionalPaidInCapitalMember2020-04-012020-06-300001505155us-gaap:AccumulatedOtherComprehensiveIncomeMember2020-04-012020-06-300001505155us-gaap:RetainedEarningsMember2020-04-012020-06-300001505155us-gaap:CommonStockMember2020-06-300001505155us-gaap:AdditionalPaidInCapitalMember2020-06-300001505155us-gaap:AccumulatedOtherComprehensiveIncomeMember2020-06-300001505155us-gaap:RetainedEarningsMember2020-06-3000015051552020-06-300001505155us-gaap:CommonStockMember2020-12-310001505155us-gaap:AdditionalPaidInCapitalMember2020-12-310001505155us-gaap:AccumulatedOtherComprehensiveIncomeMember2020-12-310001505155us-gaap:RetainedEarningsMember2020-12-310001505155us-gaap:CommonStockMember2021-01-012021-06-300001505155us-gaap:AdditionalPaidInCapitalMember2021-01-012021-06-300001505155us-gaap:AccumulatedOtherComprehensiveIncomeMember2021-01-012021-06-300001505155us-gaap:RetainedEarningsMember2021-01-012021-06-300001505155us-gaap:CommonStockMember2019-12-310001505155us-gaap:AdditionalPaidInCapitalMember2019-12-310001505155us-gaap:AccumulatedOtherComprehensiveIncomeMember2019-12-310001505155us-gaap:RetainedEarningsMember2019-12-3100015051552019-12-310001505155us-gaap:CommonStockMember2020-01-012020-06-300001505155us-gaap:AdditionalPaidInCapitalMember2020-01-012020-06-3000015051552019-01-012019-12-310001505155us-gaap:RetainedEarningsMembersrt:CumulativeEffectPeriodOfAdoptionAdjustmentMember2019-12-310001505155srt:CumulativeEffectPeriodOfAdoptionAdjustmentMember2019-12-310001505155us-gaap:AccumulatedOtherComprehensiveIncomeMember2020-01-012020-06-300001505155us-gaap:RetainedEarningsMember2020-01-012020-06-300001505155upld:CreditFacilityMemberus-gaap:SecuredDebtMember2021-06-30xbrli:pure0001505155upld:CreditFacilityMemberus-gaap:SecuredDebtMember2021-01-012021-06-300001505155us-gaap:InterestRateSwapMember2021-06-300001505155us-gaap:InterestRateSwapMember2020-12-310001505155upld:PanvivaMember2021-06-242021-06-300001505155upld:BlueVennMember2021-02-282021-06-300001505155upld:BlueVennMember2021-04-012021-06-300001505155upld:SecondStreetMember2021-01-192021-06-300001505155upld:SecondStreetMember2021-04-012021-06-300001505155upld:PanvivaMember2021-06-242021-06-240001505155upld:BlueVennMember2021-02-282021-02-280001505155upld:SecondStreetMember2021-01-192021-01-190001505155upld:LocalyticsMember2020-02-062020-02-060001505155upld:PanvivaMember2021-06-240001505155upld:BlueVennMember2021-02-280001505155upld:SecondStreetMember2021-01-190001505155upld:LocalyticsMember2020-02-060001505155upld:LocalyticsMember2020-01-012020-12-310001505155upld:LocalyticsMember2020-12-310001505155upld:PanvivaMemberus-gaap:CustomerRelationshipsMember2021-06-240001505155upld:BlueVennMemberus-gaap:CustomerRelationshipsMember2021-02-280001505155upld:SecondStreetMemberus-gaap:CustomerRelationshipsMember2021-01-190001505155upld:LocalyticsMemberus-gaap:CustomerRelationshipsMember2020-02-060001505155us-gaap:TradeNamesMemberupld:PanvivaMember2021-06-240001505155us-gaap:TradeNamesMemberupld:BlueVennMember2021-02-280001505155upld:SecondStreetMemberus-gaap:TradeNamesMember2021-01-190001505155us-gaap:TradeNamesMemberupld:LocalyticsMember2020-02-060001505155us-gaap:TechnologyBasedIntangibleAssetsMemberupld:PanvivaMember2021-06-240001505155us-gaap:TechnologyBasedIntangibleAssetsMemberupld:BlueVennMember2021-02-280001505155upld:SecondStreetMemberus-gaap:TechnologyBasedIntangibleAssetsMember2021-01-190001505155upld:LocalyticsMemberus-gaap:TechnologyBasedIntangibleAssetsMember2020-02-060001505155us-gaap:CustomerRelationshipsMember2021-01-012021-06-300001505155us-gaap:CustomerRelationshipsMember2020-01-012020-12-310001505155us-gaap:TradeNamesMember2021-01-012021-06-300001505155us-gaap:TradeNamesMember2020-01-012020-12-310001505155us-gaap:DevelopedTechnologyRightsMember2021-01-012021-06-300001505155us-gaap:DevelopedTechnologyRightsMember2020-01-012020-12-3100015051552020-01-012020-12-310001505155upld:AllAcquisitionsDuringPeriodMember2021-06-300001505155upld:AllAcquisitionsDuringPeriodMember2020-12-310001505155us-gaap:FairValueInputsLevel1Memberus-gaap:FairValueMeasurementsRecurringMember2021-06-300001505155us-gaap:FairValueInputsLevel2Memberus-gaap:FairValueMeasurementsRecurringMember2021-06-300001505155us-gaap:FairValueInputsLevel3Memberus-gaap:FairValueMeasurementsRecurringMember2021-06-300001505155us-gaap:FairValueMeasurementsRecurringMember2021-06-300001505155us-gaap:FairValueInputsLevel1Memberus-gaap:FairValueMeasurementsRecurringMemberus-gaap:InterestRateSwapMember2021-06-300001505155us-gaap:FairValueInputsLevel2Memberus-gaap:FairValueMeasurementsRecurringMemberus-gaap:InterestRateSwapMember2021-06-300001505155us-gaap:FairValueInputsLevel3Memberus-gaap:FairValueMeasurementsRecurringMemberus-gaap:InterestRateSwapMember2021-06-300001505155us-gaap:InterestRateSwapMemberus-gaap:FairValueMeasurementsRecurringMember2021-06-300001505155us-gaap:FairValueInputsLevel1Memberus-gaap:FairValueMeasurementsRecurringMemberus-gaap:InterestRateSwapMember2020-12-310001505155us-gaap:FairValueInputsLevel2Memberus-gaap:FairValueMeasurementsRecurringMemberus-gaap:InterestRateSwapMember2020-12-310001505155us-gaap:FairValueInputsLevel3Memberus-gaap:FairValueMeasurementsRecurringMemberus-gaap:InterestRateSwapMember2020-12-310001505155us-gaap:InterestRateSwapMemberus-gaap:FairValueMeasurementsRecurringMember2020-12-310001505155upld:EarnoutConsiderationMemberus-gaap:FairValueMeasurementsRecurringMember2020-12-310001505155upld:EarnoutConsiderationMemberus-gaap:FairValueMeasurementsRecurringMember2021-01-012021-06-300001505155upld:EarnoutConsiderationMemberus-gaap:FairValueMeasurementsRecurringMember2021-06-300001505155us-gaap:FairValueInputsLevel3Member2021-06-300001505155us-gaap:FairValueMeasurementsRecurringMemberus-gaap:FairValueInputsLevel2Member2021-06-300001505155us-gaap:FairValueMeasurementsRecurringMemberus-gaap:FairValueInputsLevel2Member2020-12-310001505155srt:MinimumMemberus-gaap:CustomerRelationshipsMember2021-01-012021-06-300001505155srt:MaximumMemberus-gaap:CustomerRelationshipsMember2021-01-012021-06-300001505155us-gaap:CustomerRelationshipsMember2021-06-300001505155us-gaap:TradeNamesMembersrt:MinimumMember2021-01-012021-06-300001505155us-gaap:TradeNamesMembersrt:MaximumMember2021-01-012021-06-300001505155us-gaap:TradeNamesMember2021-06-300001505155us-gaap:DevelopedTechnologyRightsMembersrt:MinimumMember2021-01-012021-06-300001505155us-gaap:DevelopedTechnologyRightsMembersrt:MaximumMember2021-01-012021-06-300001505155us-gaap:DevelopedTechnologyRightsMember2021-06-300001505155us-gaap:NoncompeteAgreementsMember2021-01-012021-06-300001505155us-gaap:NoncompeteAgreementsMember2021-06-300001505155srt:MinimumMemberus-gaap:CustomerRelationshipsMember2020-01-012020-12-310001505155srt:MaximumMemberus-gaap:CustomerRelationshipsMember2020-01-012020-12-310001505155us-gaap:CustomerRelationshipsMember2020-12-310001505155us-gaap:TradeNamesMembersrt:MinimumMember2020-01-012020-12-310001505155us-gaap:TradeNamesMembersrt:MaximumMember2020-01-012020-12-310001505155us-gaap:TradeNamesMember2020-12-310001505155us-gaap:DevelopedTechnologyRightsMembersrt:MinimumMember2020-01-012020-12-310001505155us-gaap:DevelopedTechnologyRightsMembersrt:MaximumMember2020-01-012020-12-310001505155us-gaap:DevelopedTechnologyRightsMember2020-12-310001505155us-gaap:NoncompeteAgreementsMember2020-01-012020-12-310001505155us-gaap:NoncompeteAgreementsMember2020-12-310001505155upld:SeniorSecuredNotesMember2021-06-300001505155upld:SeniorSecuredNotesMember2020-12-310001505155upld:CreditFacilityMemberus-gaap:SecuredDebtMember2019-08-060001505155upld:CreditFacilityMemberus-gaap:SecuredDebtMember2019-08-062019-08-060001505155upld:CreditFacilityMemberus-gaap:RevolvingCreditFacilityMember2019-08-060001505155upld:CreditFacilityMemberus-gaap:RevolvingCreditFacilityMember2019-08-062019-08-060001505155upld:CreditFacilityMemberus-gaap:SecuredDebtMember2019-11-260001505155us-gaap:BaseRateMemberupld:CreditFacilityMemberus-gaap:SecuredDebtMember2019-08-062019-08-060001505155upld:CreditFacilityMembersrt:MinimumMemberus-gaap:SecuredDebtMemberupld:EurodollarDepositsRateMember2019-08-062019-08-060001505155upld:CreditFacilityMemberus-gaap:SecuredDebtMemberupld:EurodollarDepositsRateMember2019-08-062019-08-060001505155us-gaap:FederalFundsEffectiveSwapRateMemberupld:CreditFacilityMembersrt:MinimumMemberus-gaap:SecuredDebtMember2019-08-062019-08-060001505155us-gaap:EurodollarMemberupld:CreditFacilityMemberus-gaap:SecuredDebtMember2019-08-062019-08-060001505155us-gaap:InterestRateSwapMember2021-04-012021-06-300001505155us-gaap:InterestRateSwapMember2020-04-012020-06-300001505155us-gaap:InterestRateSwapMember2021-01-012021-06-300001505155us-gaap:InterestRateSwapMember2020-01-012020-06-300001505155upld:CreditFacilityMemberus-gaap:LetterOfCreditMember2019-08-060001505155upld:CreditFacilityMember2019-08-060001505155upld:CreditFacilityMember2019-08-062019-08-060001505155us-gaap:FederalFundsEffectiveSwapRateMemberupld:CreditFacilityMemberus-gaap:SecuredDebtMember2019-08-062019-08-060001505155us-gaap:EmployeeStockOptionMember2021-01-012021-06-300001505155us-gaap:EmployeeStockOptionMember2020-01-012020-06-300001505155us-gaap:RestrictedStockMember2021-01-012021-06-300001505155us-gaap:RestrictedStockMember2020-01-012020-06-300001505155us-gaap:RestrictedStockUnitsRSUMember2021-01-012021-06-300001505155us-gaap:RestrictedStockUnitsRSUMember2020-01-012020-06-300001505155us-gaap:PerformanceSharesMember2021-01-012021-06-300001505155us-gaap:PerformanceSharesMember2020-01-012020-06-300001505155us-gaap:InvestorMember2021-04-012021-06-300001505155us-gaap:InvestorMember2020-04-012020-06-300001505155us-gaap:InvestorMember2021-01-012021-06-300001505155us-gaap:InvestorMember2020-01-012020-06-300001505155us-gaap:InvestorMember2021-06-300001505155us-gaap:AccumulatedTranslationAdjustmentMember2021-06-300001505155us-gaap:AccumulatedTranslationAdjustmentMember2020-12-310001505155upld:AccumulatedForeignCurrencyAdjustmentAttributableToParentForeignCurrencyDenominatedIntercompanyLoansMember2021-06-300001505155upld:AccumulatedForeignCurrencyAdjustmentAttributableToParentForeignCurrencyDenominatedIntercompanyLoansMember2020-12-310001505155us-gaap:AccumulatedGainLossNetCashFlowHedgeParentMember2021-06-300001505155us-gaap:AccumulatedGainLossNetCashFlowHedgeParentMember2020-12-310001505155upld:AccumulatedForeignCurrencyAdjustmentAttributableToParentForeignCurrencyDenominatedIntercompanyLoansTaxMember2021-06-300001505155upld:AccumulatedForeignCurrencyAdjustmentAttributableToParentForeignCurrencyDenominatedIntercompanyLoansTaxMember2021-04-012021-06-300001505155upld:AccumulatedForeignCurrencyAdjustmentAttributableToParentForeignCurrencyDenominatedIntercompanyLoansTaxMember2021-01-012021-06-300001505155upld:CostofSubscriptionandSupportRevenueMember2021-04-012021-06-300001505155upld:CostofSubscriptionandSupportRevenueMember2020-04-012020-06-300001505155upld:CostofSubscriptionandSupportRevenueMember2021-01-012021-06-300001505155upld:CostofSubscriptionandSupportRevenueMember2020-01-012020-06-300001505155us-gaap:ResearchAndDevelopmentExpenseMember2021-04-012021-06-300001505155us-gaap:ResearchAndDevelopmentExpenseMember2020-04-012020-06-300001505155us-gaap:ResearchAndDevelopmentExpenseMember2021-01-012021-06-300001505155us-gaap:ResearchAndDevelopmentExpenseMember2020-01-012020-06-300001505155us-gaap:SellingAndMarketingExpenseMember2021-04-012021-06-300001505155us-gaap:SellingAndMarketingExpenseMember2020-04-012020-06-300001505155us-gaap:SellingAndMarketingExpenseMember2021-01-012021-06-300001505155us-gaap:SellingAndMarketingExpenseMember2020-01-012020-06-300001505155us-gaap:GeneralAndAdministrativeExpenseMember2021-04-012021-06-300001505155us-gaap:GeneralAndAdministrativeExpenseMember2020-04-012020-06-300001505155us-gaap:GeneralAndAdministrativeExpenseMember2021-01-012021-06-300001505155us-gaap:GeneralAndAdministrativeExpenseMember2020-01-012020-06-300001505155us-gaap:RestrictedStockUnitsRSUMember2020-12-310001505155us-gaap:RestrictedStockUnitsRSUMember2021-01-012021-06-300001505155us-gaap:RestrictedStockUnitsRSUMember2021-06-300001505155us-gaap:PerformanceSharesMembersrt:ChiefExecutiveOfficerMember2020-01-012020-12-310001505155us-gaap:PerformanceSharesMembersrt:ChiefExecutiveOfficerMember2021-01-012021-06-300001505155us-gaap:PerformanceSharesMembersrt:MinimumMember2021-01-012021-06-300001505155us-gaap:PerformanceSharesMembersrt:MaximumMember2021-01-012021-06-300001505155us-gaap:PerformanceSharesMember2021-01-012021-06-300001505155us-gaap:PerformanceSharesMember2020-12-310001505155us-gaap:PerformanceSharesMember2021-06-300001505155us-gaap:PerformanceSharesMember2020-01-012020-12-310001505155us-gaap:RestrictedStockMember2020-12-310001505155us-gaap:RestrictedStockMember2021-01-012021-06-300001505155us-gaap:RestrictedStockMember2021-06-300001505155upld:SubscriptionContractsMember2021-06-3000015051552021-07-012021-06-300001505155upld:SubscriptionAndSupportMembercountry:US2021-04-012021-06-300001505155upld:SubscriptionAndSupportMembercountry:US2020-04-012020-06-300001505155upld:SubscriptionAndSupportMembercountry:US2021-01-012021-06-300001505155upld:SubscriptionAndSupportMembercountry:US2020-01-012020-06-300001505155upld:SubscriptionAndSupportMembercountry:GB2021-04-012021-06-300001505155upld:SubscriptionAndSupportMembercountry:GB2020-04-012020-06-300001505155upld:SubscriptionAndSupportMembercountry:GB2021-01-012021-06-300001505155upld:SubscriptionAndSupportMembercountry:GB2020-01-012020-06-300001505155upld:SubscriptionAndSupportMembercountry:CA2021-04-012021-06-300001505155upld:SubscriptionAndSupportMembercountry:CA2020-04-012020-06-300001505155upld:SubscriptionAndSupportMembercountry:CA2021-01-012021-06-300001505155upld:SubscriptionAndSupportMembercountry:CA2020-01-012020-06-300001505155upld:SubscriptionAndSupportMemberupld:OtherInternationalMember2021-04-012021-06-300001505155upld:SubscriptionAndSupportMemberupld:OtherInternationalMember2020-04-012020-06-300001505155upld:SubscriptionAndSupportMemberupld:OtherInternationalMember2021-01-012021-06-300001505155upld:SubscriptionAndSupportMemberupld:OtherInternationalMember2020-01-012020-06-300001505155upld:PerpetualLicenseMembercountry:US2021-04-012021-06-300001505155upld:PerpetualLicenseMembercountry:US2020-04-012020-06-300001505155upld:PerpetualLicenseMembercountry:US2021-01-012021-06-300001505155upld:PerpetualLicenseMembercountry:US2020-01-012020-06-300001505155upld:PerpetualLicenseMembercountry:GB2021-04-012021-06-300001505155upld:PerpetualLicenseMembercountry:GB2020-04-012020-06-300001505155upld:PerpetualLicenseMembercountry:GB2021-01-012021-06-300001505155upld:PerpetualLicenseMembercountry:GB2020-01-012020-06-300001505155upld:PerpetualLicenseMembercountry:CA2021-04-012021-06-300001505155upld:PerpetualLicenseMembercountry:CA2020-04-012020-06-300001505155upld:PerpetualLicenseMembercountry:CA2021-01-012021-06-300001505155upld:PerpetualLicenseMembercountry:CA2020-01-012020-06-300001505155upld:PerpetualLicenseMemberupld:OtherInternationalMember2021-04-012021-06-300001505155upld:PerpetualLicenseMemberupld:OtherInternationalMember2020-04-012020-06-300001505155upld:PerpetualLicenseMemberupld:OtherInternationalMember2021-01-012021-06-300001505155upld:PerpetualLicenseMemberupld:OtherInternationalMember2020-01-012020-06-300001505155upld:ProfessionalServicesMembercountry:US2021-04-012021-06-300001505155upld:ProfessionalServicesMembercountry:US2020-04-012020-06-300001505155upld:ProfessionalServicesMembercountry:US2021-01-012021-06-300001505155upld:ProfessionalServicesMembercountry:US2020-01-012020-06-300001505155upld:ProfessionalServicesMembercountry:GB2021-04-012021-06-300001505155upld:ProfessionalServicesMembercountry:GB2020-04-012020-06-300001505155upld:ProfessionalServicesMembercountry:GB2021-01-012021-06-300001505155upld:ProfessionalServicesMembercountry:GB2020-01-012020-06-300001505155upld:ProfessionalServicesMembercountry:CA2021-04-012021-06-300001505155upld:ProfessionalServicesMembercountry:CA2020-04-012020-06-300001505155upld:ProfessionalServicesMembercountry:CA2021-01-012021-06-300001505155upld:ProfessionalServicesMembercountry:CA2020-01-012020-06-300001505155upld:ProfessionalServicesMemberupld:OtherInternationalMember2021-04-012021-06-300001505155upld:ProfessionalServicesMemberupld:OtherInternationalMember2020-04-012020-06-300001505155upld:ProfessionalServicesMemberupld:OtherInternationalMember2021-01-012021-06-300001505155upld:ProfessionalServicesMemberupld:OtherInternationalMember2020-01-012020-06-30upld:agreement0001505155us-gaap:InvestorMemberupld:SoftwareDevelopmentServicesMember2017-03-282017-03-280001505155us-gaap:InvestorMembersrt:MinimumMemberupld:UplandSoftwareIncMember2021-06-300001505155us-gaap:InvestorMemberus-gaap:SubsequentEventMemberupld:UplandSoftwareIncMember2021-07-090001505155us-gaap:InvestorMemberupld:SoftwareDevelopmentServicesMember2021-06-300001505155us-gaap:InvestorMember2020-12-310001505155upld:ServicesMemberus-gaap:InvestorMember2021-04-012021-06-300001505155upld:ServicesMemberus-gaap:InvestorMember2020-04-012020-06-300001505155upld:ServicesMemberus-gaap:InvestorMember2021-01-012021-06-300001505155upld:ServicesMemberus-gaap:InvestorMember2020-01-012020-06-300001505155upld:ServicesMemberus-gaap:InvestorMember2021-06-300001505155upld:ServicesMemberus-gaap:InvestorMember2020-12-310001505155upld:VisionaelCorporationMemberupld:ChiefExecutiveOfficerAndBoardOfDirectorsChairmanMember2021-06-300001505155upld:FormerSubsidiaryMemberupld:ManagementHRPayrollandAdministrativeServicesMember2021-04-012021-06-300001505155upld:FormerSubsidiaryMemberupld:ManagementHRPayrollandAdministrativeServicesMember2020-04-012020-06-300001505155upld:FormerSubsidiaryMemberupld:ManagementHRPayrollandAdministrativeServicesMember2021-01-012021-06-300001505155upld:FormerSubsidiaryMemberupld:ManagementHRPayrollandAdministrativeServicesMember2020-01-012020-06-300001505155upld:FormerSubsidiaryMemberupld:ManagementHRPayrollandAdministrativeServicesMemberupld:VisionaelCorporationMember2021-06-300001505155upld:FormerSubsidiaryMemberupld:ManagementHRPayrollandAdministrativeServicesMemberupld:VisionaelCorporationMember2020-12-31
UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
WASHINGTON, D.C. 20549
FORM 10-Q
    QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934
For the quarterly period ended June 30, 2021
OR
    TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934
For the transition period from              to             
Commission file number 001-36720
UPLD-20210630_G1.JPG
UPLAND SOFTWARE, INC.
(Exact name of registrant as specified in its charter)
Delaware 27-2992077
(State or other jurisdiction of
incorporation or organization)
(I.R.S. Employer
Identification No.)
401 Congress Ave., Suite 1850
Austin, Texas 78701
(Address, including zip code, of registrant’s principal executive offices)
(512) 960-1010
(Registrant’s telephone number, including area code)
Securities registered pursuant to Section 12(b) of the Act:
Title of each class Trading Symbol Name of each exchange on which registered
Common Stock, par value $0.0001 per share UPLD The Nasdaq Global Market
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  x   No  ¨
Indicate by check mark whether the registrant has submitted electronically 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  x   No  ¨
Indicate by check mark whether the registrant is a large accelerated filer, an accelerated filer, a non-accelerated filer, a smaller reporting company, or an emerging growth company. See the definitions of “large accelerated filer,” “accelerated filer”, “smaller reporting company”, and "emerging growth company" in Rule 12b-2 of the Exchange Act.
Large accelerated filer x Accelerated filer ¨
Non-accelerated filer ¨ (Do not check if a smaller reporting company) Smaller reporting company
Emerging growth company
If an emerging growth company, indicate by check mark if the registrant has elected not to use the extended transition period for complying with any new or revised financial accounting standards provided pursuant to Section 13(a) of the Exchange Act. ¨
Indicate by check mark whether the registrant is a shell company (as defined in Rule 12b-2 of the Exchange Act).    Yes  ☐    No  x
Indicate the number of shares outstanding of each of the issuer's classes of common stock, as of the latest practicable date.
As of July 30, 2021, 30,413,246 shares of the registrant’s Common Stock were outstanding. 


Upland Software, Inc.
Table of Contents 
Page
Condensed Consolidated Balance Sheets as of June 30, 2021 and December 31, 2020
1
Condensed Consolidated Statements of Operations for the Three and Six months ended June 30, 2021 and June 30, 2020
2
Condensed Consolidated Statements of Comprehensive Loss for the Three and Six months ended June 30, 2021 and June 30, 2020
3
Condensed Consolidated Statements of Stockholders' Equity for the Three and Six months ended June 30, 2021 and June 30, 2020
4
Condensed Consolidated Statements of Cash Flows for the Six Months Ended June 30, 2021 and June 30, 2020
6
7
9
 





Item 1. Financial Statements
Upland Software, Inc.
Condensed Consolidated Balance Sheets
(in thousands, except for share and per share information)
June 30, 2021 December 31, 2020
Assets (unaudited)
Current assets:
Cash and cash equivalents $ 176,539  $ 250,029 
Accounts receivable (net of allowance of $1,188 and $1,465 at June 30, 2021 and December 31, 2020, respectively)
38,936  44,472 
Deferred commissions, current 7,878  5,784 
Unbilled receivables 5,652  4,561 
Prepaid and other 13,579  12,694 
Total current assets 242,584  317,540 
Tax credits receivable 2,729  2,427 
Property and equipment, net 3,161  2,778 
Operating lease right-of-use asset 6,740  10,124 
Intangible assets, net 304,752  279,975 
Goodwill 470,182  383,598 
Deferred commissions, noncurrent 14,444  12,962 
Other assets 1,807  1,816 
Total assets $ 1,046,399  $ 1,011,220 
Liabilities and stockholders’ equity
Current liabilities:
Accounts payable $ 15,608  $ 5,395 
Accrued compensation 15,142  8,138 
Accrued expenses and other current liabilities 13,361  13,438 
Deferred revenue 95,245  87,552 
Due to sellers 11,143  416 
Operating lease liabilities, current 3,621  3,315 
Current maturities of notes payable (includes unamortized discount of $2,247 and $2,234 at June 30, 2021 and December 31, 2020, respectively)
3,153  3,166 
Total current liabilities 157,273  121,420 
Notes payable, less current maturities (includes unamortized discount of $8,399 and $9,414 at June 30, 2021 and December 31, 2020, respectively)
516,751  518,437 
Deferred revenue, noncurrent 1,667  1,587 
Operating lease liabilities, noncurrent 8,537  8,387 
Noncurrent deferred tax liability, net 31,774  24,092 
Interest rate swap liabilities 17,754  30,032 
Other long-term liabilities 1,206  650 
Total liabilities 734,962  704,605 
Stockholders’ equity:
Common stock, $0.0001 par value; 50,000,000 shares authorized: 30,413,246 and 29,987,114 shares issued and outstanding as of June 30, 2021 and December 31, 2020, respectively)
Additional paid-in capital 546,771  515,219 
Accumulated other comprehensive loss (13,238) (26,234)
Accumulated deficit (222,099) (182,373)
Total stockholders’ equity 311,437  306,615 
Total liabilities and stockholders’ equity $ 1,046,399  $ 1,011,220 
The accompanying notes are an integral part of these unaudited condensed consolidated financial statements.
1

Upland Software, Inc.
Condensed Consolidated Statements of Operations
(unaudited)
(in thousands, except for share and per share information)
  Three Months Ended June 30, Six Months Ended June 30,
  2021 2020 2021 2020
Revenue:
Subscription and support $ 72,405  $ 67,699  $ 143,058  $ 131,590 
Perpetual license 415  491  767  852 
Total product revenue 72,820  68,190  143,825  132,442 
Professional services 3,444  3,125  6,408  6,905 
Total revenue 76,264  71,315  150,233  139,347 
Cost of revenue:
Subscription and support 23,161  21,200  45,843  41,139 
Professional services and other 1,851  2,472  3,596  4,734 
Total cost of revenue 25,012  23,672  49,439  45,873 
Gross profit 51,252  47,643  100,794  93,474 
Operating expenses:
Sales and marketing 14,298  11,820  26,730  22,751 
Research and development 11,113  10,294  22,053  19,412 
General and administrative 19,192  17,655  43,561  34,331 
Depreciation and amortization 10,278  9,037  20,021  18,308 
Acquisition-related expenses 5,534  5,781  15,120  20,939 
Total operating expenses 60,415  54,587  127,485  115,741 
Loss from operations (9,163) (6,944) (26,691) (22,267)
Other expense:
Interest expense, net (7,942) (7,873) (15,729) (15,516)
Other expense, net (399) (15) (162) (1,417)
Total other expense (8,341) (7,888) (15,891) (16,933)
Loss before benefit from (provision for) income taxes (17,504) (14,832) (42,582) (39,200)
Benefit from (provision for) income taxes (1,538) 673  2,856  4,960 
Net loss $ (19,042) $ (14,159) $ (39,726) $ (34,240)
Net loss per common share:
Net loss per common share, basic and diluted $ (0.63) $ (0.57) $ (1.32) $ (1.37)
Weighted-average common shares outstanding, basic and diluted 30,097,749  25,032,996  30,034,252  25,057,715 










The accompanying notes are an integral part of these unaudited condensed consolidated financial statements.
2

Upland Software, Inc.
Condensed Consolidated Statements of Comprehensive Loss
(unaudited)
(in thousands)
  Three Months Ended June 30, Six Months Ended June 30,
  2021 2020 2021 2020
Net loss $ (19,042) $ (14,159) $ (39,726) $ (34,240)
Foreign currency translation adjustment 1,324  1,219  (1,063) (2,240)
Unrealized translation gain (loss) on foreign currency denominated intercompany loans 940  132  1,780  (7,181)
Unrealized gain (loss) on interest rate swaps (3,172) (3,655) 12,279  (35,056)
Comprehensive loss $ (19,950) $ (16,463) $ (26,730) $ (78,717)












































The accompanying notes are an integral part of these unaudited condensed consolidated financial statements.
3

Upland Software, Inc.
Consolidated Statement of Stockholders’ Equity
(unaudited)
(in thousands, except share amounts)


Three Months Ended June 30, 2021
Common Stock Additional
Paid-In
Capital
Accumulated
Other
Comprehensive
Loss
Accumulated
Deficit
Total
Stockholders’
Equity
  Shares Amount
Balance at March 31, 2021 30,091,665  $ $ 533,044  $ (12,330) $ (203,057) $ 317,660 
Issuance of stock under Company plans, net of shares withheld for tax 321,581  —  177  —  —  177 
Stock-based compensation —  —  13,550  —  —  13,550 
Foreign currency translation adjustment —  —  —  1,324  —  1,324 
Unrealized translation gain on intercompany loans with foreign subsidiaries —  —  —  940  —  940 
Unrealized loss on interest rate swaps —  —  —  (3,172) —  (3,172)
Net loss —  —  —  —  (19,042) (19,042)
Balance at June 30, 2021 30,413,246  $ $ 546,771  $ (13,238) $ (222,099) $ 311,437 






Three Months Ended June 30, 2020
Common Stock Additional
Paid-In
Capital
Accumulated
Other
Comprehensive
Loss
Accumulated
Deficit
Total
Stockholders’
Equity
  Shares Amount
Balance at March 31, 2020 25,305,427  $ $ 353,720  $ (43,396) $ (151,235) $ 159,092 
Issuance of stock under Company plans, net of shares withheld for tax 60,308  —  (1,372) —  —  (1,372)
Stock-based compensation —  —  10,980  —  —  10,980 
Foreign currency translation adjustment —  —  —  1,219  —  1,219 
Unrealized translation loss on intercompany loans with foreign subsidiaries —  —  —  132  —  132 
Unrealized loss on interest rate swaps —  —  —  (3,655) —  (3,655)
Net loss —  —  —  —  (14,159) (14,159)
Balance at June 30, 2020 25,365,735  $ $ 363,328  $ (45,700) $ (165,394) $ 152,237 







The accompanying notes are an integral part of these unaudited condensed consolidated financial statements.


4




Six Months Ended June 30, 2021
Common Stock Additional
Paid-In
Capital
Accumulated
Other
Comprehensive
Loss
Accumulated
Deficit
Total
Stockholders’
Equity
  Shares Amount
Balance at December 31, 2020 29,987,114  $ $ 515,219  $ (26,234) $ (182,373) $ 306,615 
Issuance of stock under Company plans, net of shares withheld for tax 426,132  —  178  —  —  178 
Stock-based compensation —  —  31,374  —  —  31,374 
Foreign currency translation adjustment —  —  —  (1,063) —  (1,063)
Unrealized translation gain on intercompany loans with foreign subsidiaries —  —  —  1,780  —  1,780 
Unrealized gain on interest rate swaps —  —  —  12,279  —  12,279 
Net loss —  —  —  —  (39,726) (39,726)
Balance at June 30, 2021 30,413,246  $ $ 546,771  $ (13,238) $ (222,099) $ 311,437 



Six Months Ended June 30, 2020
Common Stock Additional
Paid-In
Capital
Accumulated
Other
Comprehensive
Loss
Accumulated
Deficit
Total
Stockholders’
Equity
  Shares Amount
Balance at December 31, 2019 25,250,120  $ $ 345,127  $ (1,223) $ (131,046) $ 212,861 
Issuance of stock under Company plans, net of shares withheld for tax 115,615  —  (2,086) —  —  (2,086)
Issuance of stock, net of issuance costs —  —  (13) —  —  (13)
Stock-based compensation —  —  20,300  —  —  20,300 
Cumulative adjustment related to adoption of accounting standard —  —  —  —  (108) (108)
Foreign currency translation adjustment —  —  —  (2,240) —  (2,240)
Unrealized translation loss on intercompany loans with foreign subsidiaries —  —  —  (7,181) —  (7,181)
Unrealized loss on interest rate swaps —  —  —  (35,056) —  (35,056)
Net loss —  —  —  —  (34,240) (34,240)
Balance at June 30, 2020 25,365,735  $ $ 363,328  $ (45,700) $ (165,394) $ 152,237 








The accompanying notes are an integral part of these unaudited condensed consolidated financial statements.

5

Upland Software, Inc.
Condensed Consolidated Statements of Cash Flows
(unaudited)
(in thousands)
  Six Months Ended June 30,
  2021 2020
Operating activities
Net loss $ (39,726) $ (34,240)
Adjustments to reconcile net loss to net cash provided by operating activities:
Depreciation and amortization 25,669  23,395 
Change in fair value of liabilities to sellers of businesses (2,729) 155 
Deferred income taxes (3,389) (4,985)
Amortization of deferred costs 3,848  1,920 
Foreign currency re-measurement loss 10  497 
Non-cash interest and other expense 1,115  1,108 
Non-cash stock compensation expense 31,374  20,300 
Changes in operating assets and liabilities, net of purchase business combinations:
Accounts receivable 10,174  5,188 
Prepaids and other (3,631) (6,743)
Accounts payable 5,915  (6,258)
Accrued expenses and other liabilities (2,424) (7,256)
Deferred revenue (2,898) 2,415 
Net cash provided by (used in) operating activities 23,308  (4,504)
Investing activities
Purchase of property and equipment (507) (696)
Purchase of customer relationships —  (201)
Purchase business combinations, net of cash acquired (92,417) (67,651)
Net cash used in investing activities (92,924) (68,548)
Financing activities
Payments on finance leases (4) (83)
Proceeds from notes payable, net of issuance costs (113) (142)
Payments on notes payable (2,700) (2,700)
Taxes paid related to net share settlement of equity awards —  (2,140)
Issuance of common stock, net of issuance costs 178  41 
Additional consideration paid to sellers of businesses (742) (9,580)
Net cash used in financing activities (3,381) (14,604)
Effect of exchange rate fluctuations on cash (493) 542 
Change in cash and cash equivalents (73,490) (87,114)
Cash and cash equivalents, beginning of period 250,029  175,024 
Cash and cash equivalents, end of period $ 176,539  $ 87,910 
Supplemental disclosures of cash flow information:
Cash paid for interest, net of interest rate swaps $ 14,623  $ 14,861 
Cash paid for taxes $ 1,741  $ 1,260 
Non-cash investing and financing activities:
Business combination consideration including holdbacks and earnouts $ 13,852  $ 345 



The accompanying notes are an integral part of these unaudited condensed consolidated financial statements.
6


Upland Software, Inc.
Notes to Unaudited Condensed Consolidated Financial Statements
(unaudited)
1. Summary of Significant Accounting Policies
Basis of Presentation
These condensed consolidated financial statements have been prepared in conformity with accounting principles generally accepted in the United States (“GAAP”). The condensed consolidated financial statements include the accounts of Upland Software, Inc. and its wholly owned subsidiaries (collectively referred to as “Upland”, the “Company”, “we” or “us”). All intercompany accounts and transactions have been eliminated in consolidation. Certain prior period amounts have been reclassified to conform to the current period presentation.
The accompanying unaudited interim condensed consolidated financial statements have been prepared pursuant to the rules and regulations of the Securities and Exchange Commission (“SEC”) for interim financial reporting. In the opinion of management of the Company, the unaudited interim condensed consolidated financial statements have been prepared on the same basis as the audited consolidated financial statements, in all material respects, and include all adjustments of a normal recurring nature necessary for a fair presentation. The results of operations for the three and six months ended June 30, 2021 are not necessarily indicative of the results to be expected for the year ending December 31, 2021 or for any other period.
The financial statements should be read in conjunction with the consolidated financial statements and notes thereto included in the Company’s 2020 Annual Report on Form 10-K filed with the SEC on February 25, 2021.
Use of Estimates
The preparation of the accompanying condensed consolidated financial statements in conformity with GAAP requires management to make estimates and assumptions that affect the reported amounts of assets and liabilities, disclosure of contingent assets and liabilities at the date of the condensed consolidated financial statements, and the reported amounts of revenues and expenses. Significant items subject to such estimates include those related to revenue recognition, deferred commissions, allowance for credit losses, stock-based compensation, contingent consideration, acquired intangible assets, the useful lives of intangible assets and property and equipment, the fair value of the Company’s interest rate swaps and income taxes. In accordance with GAAP, management bases its estimates on historical experience and on various other assumptions that management believes are reasonable under the circumstances. Management regularly evaluates its estimates and assumptions using historical experience and other factors; however, actual results could differ from those estimates.
Due to the COVID-19 pandemic, there has been uncertainty and disruption in the global economy and financial markets. Upland is not aware of any specific event or circumstance that would require an update to its estimates or judgments or a revision of the carrying value of its assets or liabilities as of August 4, 2021, the date of issuance of this Quarterly Report on Form 10-Q. These estimates may change as new events occur and additional information is obtained. Actual results could differ materially from these estimates under different assumptions or conditions.
Concentrations of Credit Risk and Significant Customers
Financial instruments that potentially subject the Company to credit risk consist of cash and cash equivalents, accounts receivable and the Company’s interest rate swap hedges. The Company’s cash and cash equivalents are placed with high-quality financial institutions, which, at times, may exceed federally insured limits. The Company has not experienced any losses in these accounts, and the Company does not believe it is exposed to any significant credit risk related to cash and cash equivalents. The Company provides credit, in the normal course of business, to a number of its customers. To manage accounts receivable credit risk, the Company performs periodic credit evaluations of its customers and maintains current expected credit losses which considers such factors as historical loss information, geographic location of customers, current market conditions, and reasonable and supportable forecasts.
No individual customer represented more than 10% of total revenues for the three or six months ended June 30, 2021, or more than 10% of accounts receivable as of June 30, 2021 or December 31, 2020.
7


Derivatives
In connection with borrowing funds under the Company’s credit facility the Company has entered into a floating-to-fixed interest rate swap agreements to limit exposure to interest rate risk related to our debt. These interest rate swaps effectively converted the entire balance of the Company's $540 million term loans from variable interest payments to fixed interest rate payments, based on an annualized fixed rate of 5.4%, for a 7 year term of debt. ASC 815 requires entities to recognize derivative instruments as either assets or liabilities in the statement of financial position at fair value. The accounting for changes in the fair value (i.e., gains or losses) of a derivative instrument depends on whether it has been designated and qualifies as part of a hedging relationship and, further, on the type of hedging relationship. The Company assessed the effectiveness of the hedging relationship under the hypothetical derivative method and noted that all of the critical terms of the hypothetical derivative and hedging instrument were the same. The hedging relationship continues to limit the Company’s exposure to the variability in interest rates under the Company’s term loans and related cash outflows. As such, the Company has deemed this hedging relationship as highly effective in offsetting cash flows attributable to hedged risk (variability in forecasted monthly interest payments) for the term of the term loans and interest rate swap agreements. All derivative financial instruments are recorded at fair value as a net asset or liability in the accompanying condensed consolidated balance sheets. As of June 30, 2021 and December 31, 2020 the fair value of the interest rate swaps included in Interest rate swap liabilities in the Company's condensed consolidated balance sheets was $17.8 million and $30.0 million, respectively.

The change in the fair value of the hedging instruments is recorded in Other comprehensive income. Amounts deferred in Other comprehensive income will be reclassified to Interest expense in the accompanying condensed consolidated statements of operations in the period in which the hedged item affects earnings.
Fair Value of Financial Instruments
The Company recognizes financial instruments in accordance with the authoritative guidance on fair value measurements and disclosures for financial assets and liabilities. This guidance defines fair value, establishes a framework for measuring fair value in accordance with GAAP, and expands disclosures about fair value measurements. The guidance also establishes a three-tier fair value hierarchy, which prioritizes the inputs used in measuring fair value.
These tiers include Level 1, defined as observable inputs, such as quoted prices in active markets; Level 2, defined as inputs other than quoted prices in active markets that are either directly or indirectly observable; and Level 3, defined as unobservable inputs in which little or no market data exists, therefore, requiring an entity to develop its own assumptions.
The Company’s financial instruments consist principally of cash and cash equivalents, accounts receivable, accounts payable and long–term debt. The carrying value of cash and cash equivalents, accounts receivable, and accounts payable approximate fair value, primarily due to short maturities. The carrying values of the Company’s debt instruments approximated their fair value based on rates currently available to the Company.
Recent Accounting Pronouncements
Recently issued accounting pronouncements not yet adopted
In March 2020, the Financial Accounting Standards Board (“FASB”) issued ASU 2020-04, Reference Rate Reform (Topic 848): Facilitation of the Effects of Reference Rate Reform on Financial Reporting, which provides optional guidance for a limited time to ease the potential burden in accounting for reference rate reform. The new guidance provides optional expedients and exceptions for applying GAAP to contracts, hedging relationships and other transactions affected by reference rate reform if certain criteria are met. The amendments apply only to contracts and hedging relationships that reference LIBOR or another reference rate expected to be discontinued due to reference rate reform. These amendments are effective immediately and may be applied prospectively to contract modifications made and hedging relationships entered into or evaluated on or before December 31, 2022. The Company is evaluating the impact of this standard on our consolidated financial statements.
2. Acquisitions
The Company performs quantitative and qualitative analyses to determine the significance of each acquisition to the financial statements the Company. Based on these analyses the below acquisitions were deemed to be insignificant on an individual and cumulative basis.
8


2021 Acquisitions
Acquisitions completed during the six months ended June 30, 2021 include the following:
Panviva - On June 24, 2021, the Company entered into an agreement to purchase the shares comprising the entire issued share capital of Panviva Pty Ltd, an Australian proprietary company (“Panviva”), a cloud-based enterprise knowledge management solution. Revenues recorded since the acquisition date through June 30, 2021 were approximately $0.1 million.
BlueVenn - On February 28, 2021 the Company entered into an agreement to purchase the shares comprising the entire issued share capital of BlueVenn Group Limited, a company limited by shares organized and existing under the laws of England and Wales (“BlueVenn”), a cloud-based customer data platform. Revenues recorded since the acquisition date through June 30, 2021 were approximately $5.4 million. Revenues recorded for BlueVenn for the quarter ended June 30, 2021 were approximately $4.4 million.
Second Street - On January 19, 2021, the Company entered into an agreement to purchase the shares comprising the entire issued share capital of Second Street Media, Inc., a Missouri corporation (“Second Street”), an audience engagement platform. Revenues recorded since the acquisition date through June 30, 2021 were approximately $4.7 million. Revenues recorded for Second Street for the quarter ended June 30, 2021 were approximately $2.7 million.
2020 Acquisition
The acquisition completed during the year ended December 31, 2020 were:
Localytics - On February 6, 2020, the Company entered into an agreement to purchase the shares comprising the entire issued share capital of Char Software, Inc (dba Localytics), a Delaware corporation (“Localytics”), a provider of mobile app personalization and analytics solutions.
Consideration
The following table summarizes the consideration transferred for the acquisitions described above (in thousands):
Panviva BlueVenn Second Street Localytics
Cash $ 19,931  $ 53,535  $ 25,436  $ 67,655 
Holdback (1)
3,517  2,429  5,000  345 
Contingent consideration (2)
—  2,535  1,650  1,000 
Working capital adjustment (3)
—  (537) —  (5,238)
Total consideration $ 23,448  $ 57,962  $ 32,086  $ 63,762 
(1)Represents the cash holdbacks subject to indemnification claims that are payable 12 months following closing for Panviva, Second Street and Localytics and 18 months following closing for BlueVenn. In addition, the holdback payment to Panviva may be reduced by up to $1.6 million based on the future renewal of a specific customer. The fair value of this potential reduction was $0.0 million as of the acquisition date.
(2)Represents the acquisition date fair value of anticipated earn-out payments, which are based on the estimated probability of attainment of the underlying future performance-based conditions at the time of acquisition. The maximum potential payout for the BlueVenn, Second Street and Localytics earn-outs were $22.4 million, $3.0 million, and $1.0 million, respectively. The earn-out for Localytics was paid in full during the year ended December 31, 2020 based on an ending fair value of $1.0 million. Refer to Note 3 for further discussion regarding the calculation of fair value of acquisition related earn-outs.
(3)Working capital and other adjustments includes a $5.2 million settlement in total consideration for Localytics related to a representation and warranty insurance settlement which is included in prepaids and other current assets on the Company’s consolidated balance sheets as of December 31, 2020.
Fair Value of Assets Acquired and Liabilities Assumed
The Company recorded the purchase of the acquisitions described above using the acquisition method of accounting and, accordingly, recognized the assets acquired and liabilities assumed at their fair values as of the date of the acquisition. The purchase accounting for the 2021 acquisitions of Panviva, BlueVenn, and Second Street are preliminary as the Company has not finalized the tax impact of these acquisitions. In addition, the purchase price allocation for Panviva is preliminary as we work to finalize the valuation of intangible assets. Management has recorded the purchase price allocations based upon acquired company information that is currently available. Management expects to complete the purchase accounting for BlueVenn and Second Street no later than the first quarter of 2022 and no later than the second quarter of 2022 for Panviva.
9


The following condensed table presents the preliminary and finalized acquisition-date fair value of the assets acquired and liabilities assumed for the acquisitions during the year ended December 31, 2020 and through the six months ended June 30, 2021, as well as assets and liabilities (in thousands):
Preliminary Final
Panviva BlueVenn Second Street Localytics
Year Acquired 2021 2021 2021 2020
Cash $ 132  $ 1,115  $ —  $ — 
Accounts receivable 2,119  1,289  1,105  3,648 
Other current assets 4,986  2,145  89  6,323 
Operating lease right-of-use asset 197  1,357  489  7,605 
Property and equipment 26  611  156  409 
Customer relationships 8,169  15,670  14,600  30,500 
Trade name 76  238  200  300 
Technology 2,118  4,337  3,400  6,600 
Goodwill 19,912  47,642  17,994  33,543 
Other assets 33  24  13 
Total assets acquired 37,768  74,428  38,046  88,934 
Accounts payable (1,249) (2,809) (230) (2,382)
Accrued expense and other (6,588) (2,196) (429) (6,761)
Deferred tax liabilities (3,083) (3,468) (4,312) (3,382)
Deferred revenue (3,203) (6,636) (500) (4,812)
Operating lease liabilities (197) (1,357) (489) (7,835)
Total liabilities assumed (14,320) (16,466) (5,960) (25,172)
Total consideration $ 23,448  $ 57,962  $ 32,086  $ 63,762 
The Company uses third party valuation consultants to determine the fair values of assets acquired and liabilities assumed. Tangible assets are valued at their respective carrying amounts, which approximates their estimated fair value. The valuation of identifiable intangible assets reflects management’s estimates based on, among other factors, use of established valuation methods. Customer relationships are valued using the multi-period excess earnings method. Developed technology and trade names are valued using the relief-from-royalty method.
The following table summarizes the weighted-average useful lives, by major finite-lived intangible asset class, for intangibles acquired during the six months ended June 30, 2021 and the year ended December 31, 2020 (in years):
Useful Life
June 30, 2021 December 31, 2020
Customer relationships 7.0 8.0
Trade name 2.0 2.0
Developed technology 5.0 5.0
Total weighted-average useful life 6.5 7.4
During the measurement period, which may be up to one year from the acquisition date, the Company records adjustments to the assets acquired and liabilities assumed with the corresponding offset to goodwill based on changes to management's estimates and assumptions.
The goodwill of $119.1 million for the above acquisitions is primarily attributable to the synergies expected to arise after the acquisition and the value of the acquired workforce. Goodwill that is deductible for tax purposes at the time of the acquisitions was $2.0 million.
Total transaction related expenses incurred with respect to acquisition activity during the three months ended June 30, 2021 and June 30, 2020 were $2.0 million and $0.2 million, respectively, and during the six months ended June 30, 2021 and June 30, 2020 were $6.1 million and $3.5 million, respectively. Transaction related expenses, excluding transformation costs, include expenses such as banker fees, legal and professional fees, insurance costs, and deal bonuses. Transaction costs are included in acquisition-related expenses in our condensed consolidated statement of operations.
10


Other Acquisitions and Divestitures
From time to time we may purchase or sell customer relationships that meet certain criteria. During the year ended December 31, 2020, we completed customer relationship acquisitions totaling $0.2 million.
3. Fair Value Measurements
Fair value is defined as the exit price, or the amount that would be received to sell an asset or paid to transfer a liability in an orderly transaction between market participants as of the measurement date. GAAP sets forth a three–tier fair value hierarchy, which prioritizes the inputs used in measuring fair value. The three tiers are Level 1, defined as observable inputs, such as quoted market prices in active markets; Level 2, defined as inputs other than quoted prices in active markets that are either directly or indirectly observable; and Level 3, defined as unobservable inputs in which little or no market data exists, which therefore requires an entity to develop its own assumptions.
As of June 30, 2021, the Company had contingent accrued earnout business acquisition consideration liabilities for which fair values are measured as Level 3 instruments. These contingent consideration liabilities were recorded at fair value on the acquisition date and are remeasured periodically based on the then assessed fair value and adjusted if necessary. The increases or decreases in the fair value of contingent consideration payable can result from changes in anticipated revenue levels, changes in assumed discount periods and rates and changes in foreign exchange rates. As the fair value measure is based on significant inputs that are not observable in the market, they are categorized as Level 3. Any gain (loss) related to subsequent changes in the fair value of contingent consideration is recorded in acquisition-related expense or other income (expense) in the Company's condensed consolidated statement of operations based on management's assessment of the nature of the liability. Earnout consideration liabilities are included in Due to sellers in the Company's condensed consolidated balance sheets.
In connection with entering into, and expanding, the Company's current credit facility, as discussed further in Note 6. Debt, the Company entered into interest rate swaps for the full 7 year term of the Company's term loans, effectively fixing our interest rate at 5.4% for the full value $540 million of the term loans. The fair value of the Company's swaps are measured at the end of each interim reporting period based on the then assessed fair value and adjusted if necessary. As the fair value measure is based on the market approach, they are categorized as Level 2. As of June 30, 2021 and December 31, 2020 the fair value of the interest rate swaps are included in Interest rate swap liabilities on the Company's condensed consolidated balance sheets.
Liabilities measured at fair value on a recurring basis are summarized below (in thousands):
  Fair Value Measurements at June 30, 2021
(unaudited)
  Level 1 Level 2 Level 3 Total
Liabilities:
Earnout consideration liability $ —  $ —  $ 1,454  $ 1,454 
Interest rate swap liabilities $ —  $ 17,754  $ —  $ 17,754 
  Fair Value Measurements at December 31, 2020
  Level 1 Level 2 Level 3 Total
Liabilities:
Interest rate swap liabilities $ —  $ 30,032  $ —  $ 30,032 

11


The following table presents additional information about earnout consideration liabilities measured at fair value on a recurring basis and for which the Company has utilized significant unobservable (Level 3) inputs to determine fair value (in thousands) (unaudited):
June 30, 2021
(unaudited)
Balance at December 31, 2020 $ — 
Acquisitions and settlements:
Acquisitions 4,185 
Remeasurement adjustments:
Gain included in earnings
(2,729)
Foreign currency translation adjustments (2)
Balance at June 30, 2021 $ 1,454 
Quantitative Information about Level 3 Fair Value Measurements
The significant unobservable inputs used in the fair value measurement of the Company's contingent consideration liabilities designated as Level 3 are as follows:
Fair Value at June 30, 2021 Valuation Technique Significant Unobservable Inputs
Contingent acquisition consideration:
(BlueVenn and Second Street)
$ 1,454  Binary option model Expected future annual revenue streams and probability of achievement
Sensitivity to Changes in Significant Unobservable Inputs
As presented in the table above, the significant unobservable inputs used in the fair value measurement of contingent consideration related to business acquisitions are forecasts of expected future annual revenues as developed by the Company's management and the probability of achievement of those revenue forecast. Significant increases (decreases) in these unobservable inputs in isolation would likely result in a significantly (lower) higher fair value measurement.
Debt
The Company believes the carrying value of its long-term debt at June 30, 2021 approximates its fair value based on the variable interest rate feature or based upon interest rates currently available to the Company. The estimated fair value and carrying value of the Company's debt, before debt discount, at June 30, 2021 and December 31, 2020 are $530.6 million and $533.3 million, respectively.
4. Goodwill and Other Intangible Assets
Changes in the Company’s goodwill balance for the six months ended June 30, 2021 are summarized in the table below (in thousands):
Balance at December 31, 2020 $ 383,598 
Acquired in business combinations 85,102 
Adjustment related to finalization of current year business combinations 446 
Foreign currency translation adjustment 1,036 
Balance at June 30, 2021 $ 470,182 
Net intangible assets include the estimated acquisition-date fair values of customer relationships, marketing-related assets, developed technology, and non-compete agreements that the Company recorded as part of its business acquisitions.
12


The following is a summary of the Company’s intangible assets, net (in thousands):
Estimated Useful
Life (Years)
Gross
Carrying Amount
Accumulated
Amortization
Net Carrying
Amount
June 30, 2021:
Customer relationships
1-10
$ 358,154  $ 107,792  $ 250,362 
Trade name
1.5-10
9,824  5,265  4,559 
Developed technology
4-9
89,483  39,652  49,831 
Non-compete agreements
3
1,148  1,148  — 
Total intangible assets $ 458,609  $ 153,857  $ 304,752 
Estimated Useful
Life (Years)
Gross
Carrying Amount
Accumulated
Amortization
Net Carrying
Amount
December 31, 2020:
Customer relationships
1-10
$ 318,941  $ 89,131  $ 229,810 
Trade name
1.5-10
9,283  4,763  4,520 
Developed technology
4-9
79,382  33,929  45,453 
Non-compete agreements
3
1,148  956  192 
Total intangible assets $ 408,754  $ 128,779  $ 279,975 
The Company periodically reviews the estimated useful lives of its identifiable intangible assets, taking into consideration any events or circumstances that might result in either a diminished fair value or revised useful life. Management recorded no impairments of intangible assets or goodwill during the three and six months ended June 30, 2021 or the year ended December 31, 2020. Total amortization expense during the three months ended June 30, 2021 and June 30, 2020 was $12.7 million and $11.2 million, respectively, and during the six months ended June 30, 2021 and June 30, 2020 was $24.7 million and $22.4 million, respectively.
As of June 30, 2021, the estimated annual amortization expense for the next five years and thereafter is as follows (in thousands):
  Amortization
Expense
Year ending December 31:
Remainder of 2021 $ 25,876 
2022 49,173 
2023 46,810 
2024 44,428 
2025 41,124 
2026 and thereafter 97,341 
Total $ 304,752 

5. Income Taxes
The Company’s income tax benefit for the three and six months ended June 30, 2021 and June 30, 2020 reflects its estimate of the effective tax rates expected to be applicable for the full years, adjusted for any discrete events that are recorded in the period in which they occur. The estimates are re-evaluated each quarter based on the estimated tax expense for the full year.
The tax provision of $1.5 million and benefit of $2.9 million recorded for the three and six months ended June 30, 2021, respectively, are primarily related to the deferred tax benefit attributable to the release of valuation allowance related to the acquisition of deferred tax liabilities associated with the Company’s business combinations during the three months ended March 31, 2021, as discussed in Note 2. Acquisitions, and foreign income taxes associated with our combined non-U.S. operations. These tax benefits are offset by changes in deferred tax liabilities associated with amortization of United States tax deductible goodwill and state taxes in certain states in which the Company does not file on a consolidated basis or have net operating loss carryforwards and the impact, recorded as discrete, of enacted future changes in UK tax rates on the balance of deferred tax assets and liabilities per tax law enacted during the three months ended June 30, 2021. The release of valuation
13


allowance is attributable to ASC 805-740-30-3 and acquisitions of domestic entities with deferred tax liabilities that, upon acquisition, allowed us to recognize certain deferred tax assets of approximately $4.3 million during the six months ended June 30, 2021 that had previously been offset by a valuation allowance. The benefit for the release of valuation allowance was primarily recorded during the three months ended March 31, 2021.
The tax benefit of $0.7 million and $5.0 million recorded for the three and six months ended June 30, 2020, respectively, are primarily related to the deferred tax benefit attributable to the release of valuation allowance related to the acquisition of deferred tax liabilities associated with the Localytics business combination, as discussed in Note 2. Acquisitions, and foreign income taxes associated with our combined non-U.S. operations. These tax benefits are offset by changes in deferred tax liabilities associated with amortization of United States tax deductible goodwill and state taxes in certain states in which the Company does not file on a consolidated basis or have net operating loss carryforwards.
The Company has historically incurred operating losses in the United States and, given its cumulative losses and limited history of profits, has recorded a valuation allowance against its United States net deferred tax assets, exclusive of tax deductible goodwill, at June 30, 2021 and June 30, 2020, respectively.
The Company has reflected any uncertain tax positions primarily within its long-term taxes payable and a portion within deferred tax assets. The Company and its subsidiaries file tax returns in the U.S. federal jurisdiction and in several state and foreign jurisdictions. The Company is no longer subject to U.S. federal income tax examinations for years ending before December 31, 2017 and is no longer subject to state and local or foreign income tax examinations by tax authorities for years ending before December 31, 2016, other than where cross-border transactions extend the statute of limitations. The Company is not currently under audit for federal, state or any foreign jurisdictions. U.S. operating losses generated in years prior to 2017 remain open to adjustment until the statute of limitations closes for the tax year in which the net operating losses are utilized.
6. Debt
Long-term debt consisted of the following at June 30, 2021 and December 31, 2020 (in thousands):
June 30, 2021 December 31, 2020
Senior secured loans (includes unamortized discount of $10,646 and $11,648 based on an imputed interest rate of 5.8% and 5.8%, at June 30, 2021 and December 31, 2020, respectively)
$ 519,904  $ 521,603 
Less current maturities (3,153) (3,166)
Total long-term debt $ 516,751  $ 518,437 

Credit Facility
On August 6, 2019, the Company entered into a credit agreement (the “Credit Facility”) which provides for (i) a fully-drawn $350 million, 7 year, senior secured term loan B facility (the “Term Loan”) and (ii) a new $60 million, 5 year, revolving credit facility (the “Revolver”) that was fully available as of June 30, 2021. The Credit Facility replaced the Company's previous credit agreement. All outstanding balances under our previous credit facility were paid off using proceeds from our new Credit Facility.
On November 26, 2019 (the “Closing Date”), the Company entered into a First Incremental Assumption Agreement (the “Incremental Assumption Agreement”) which provides for a term loan facility to be established under the Credit Facility in an aggregate principal amount of $190.0 million (the “2019 Incremental Term Loan”) which is in addition to the existing $350.0 million term loans outstanding under the Credit Facility and the $60.0 million revolving credit facility under the Credit Facility.
Payment terms
The Term Loans (including the 2019 Incremental Term Loan) are repayable on a quarterly basis beginning on December 31, 2019 by an amount equal to 0.25% (1.00% per annum) of the aggregate principal amount of such loan. Any amount remaining unpaid is due and payable in full on August 6, 2026 (the “Term Loan Maturity Date”).
At the option of the Company, the Term Loans (including the 2019 Incremental Term Loan) accrue interest at a per annum rate based on (i) the Base Rate plus a margin of 2.75% or (ii) the rate (not less than 0.00%) for Eurodollar deposits quoted on the LIBOR01 or LIBOR02 pages on the Reuters Screen, or as otherwise determined in accordance with the Credit Facility (based on a period equal to 1, 2, 3 or 6 months or, if available and agreed to by all relevant Lenders and the Agent, 12 months or such period of less than 1 month) plus a margin of 3.75%. The Base Rate for any day is a rate per annum equal to the greatest of (i) the prime rate in effect on such day, (ii) the federal funds effective rate (not less than 0.00%) in effect on such day plus ½ of 1.00%, and (ii) the Eurodollar rate for a one month interest period beginning on such day plus 1.00%.
14


Accrued interest on the loans will be paid quarterly or, with respect to loans that are accruing interest based on the Eurodollar rate, at the end of the applicable interest rate period.
Interest rate swaps
On August 6, 2019, the Company entered into an interest rate hedge instrument for the full 7 year term, effectively fixing our interest rate at 5.4% for the Term Loan. In addition, on November 26, 2019, the Company entered into interest rate swap agreements to hedge the interest rate risk associated with the Company’s floating rate obligations under the 2019 Incremental Term Loan. These interest rate swaps fix the Company's interest rate (including the hedge premium) at 5.4% for the term of the Credit Facility. The interest rate associated with our new $60 million, 5 year, Revolver remains floating.
The interest rate swap has been designated as a cash flow hedge and is valued using a market approach, which is a Level 2 valuation technique. At June 30, 2021, the fair value of the interest rate swap was a $17.8 million liability as a result of a decline in short term interest rates since entering into the swap agreements. The decrease in the fair value of the interest rate swap liability during the three months ended June 30, 2021 is the result of an increase in short term interest rates compared to December 31, 2020. In the next twelve months, the Company estimates that $3.6 million will be reclassified from Accumulated other comprehensive income (loss) and recorded as an increase to Interest expense. Increases/decreases in cash paid for interest as a result of the Company’s interest rate swaps are included cash flows from operations.
Three Months Ended June 30, Six Months Ended June 30,
2021 2020 2021 2020
(Loss) gain recognized in Other comprehensive income on derivative financial instruments $ (3,172) $ (3,655) $ 12,279  $ (35,056)
(Loss) gain on interest rate swap (included in Interest expense on our consolidated statement of operations) $ (2,058) $ (1,520) $ (4,068) $ (1,454)
Revolver
Loans under the Revolver are available up to $60 million. The Revolver provides a sub-facility whereby the Company may request letters of credit (the “Letters of Credit”) in an aggregate amount not to exceed, at any one time outstanding, $10.0 million for the Company. The aggregate amount of outstanding Letters of Credit are reserved against the credit availability under the Maximum Revolver Amount. The Company incurs a 0.50% per annum unused line fee on the unborrowed balance of the Revolver which is paid quarterly.
Loans under the Revolver may be borrowed, repaid and reborrowed until August 6, 2024 (the “Maturity Date”), at which time all amounts borrowed under the Revolver must be repaid. As of June 30, 2021, the Company had no borrowings outstanding under the Revolver or related sub-facility.
Covenants
The Credit Facility contains customary affirmative and negative covenants. The negative covenants limit the ability of the Loan Parties to, among other things (in each case subject to customary exceptions for a credit facility of this size and type):
Incur additional indebtedness or guarantee indebtedness of others;
Create liens on their assets;
Make investments, including certain acquisitions;
Enter into mergers or consolidations;
Dispose of assets;
Pay dividends and make other distributions on the Company’s capital stock, and redeem and repurchase the Company’s capital stock;
Enter into transactions with affiliates; and
Prepay indebtedness or make changes to certain agreements.

The Credit Facility has no financial covenants as long as less than 35% of the Revolver is drawn as of the last day of any fiscal quarter. If 35% of the Revolver is drawn as of the last day of a given fiscal quarter the Company will be required to maintain a Total Leverage Ratio (the ratio of funded indebtedness as of such date less the amount of unrestricted cash and cash equivalents of the Company and its guarantors in an amount not to exceed $50.0 million, to adjusted EBITDA (calculated on a pro forma basis including giving effect to any acquisition)), measured on a quarter-end basis for each four consecutive fiscal quarters then ended, of not greater than 6.00 to 1.00.
15


In addition, the Credit Facility contains customary events of default subject to customary cure periods for certain defaults that include, among others, non-payment defaults, inaccuracy of representations and warranties, covenant defaults, cross-defaults to certain other material indebtedness, change in control, bankruptcy and insolvency defaults and material judgment defaults. The occurrence of an event of default could result in the acceleration of Term Loans and Revolver and a right by the agent and lenders to exercise remedies. At the election of the lenders, a default interest rate shall apply on all obligations during an event of default, at a rate per annum equal to 2.00% above the applicable interest rate. The Term Loan and Revolver are secured by substantially all of the Company's assets. As of June 30, 2021 the Company was in compliance with all covenants under the Credit Facility.
Cash interest costs averaged 5.4% and 5.4% for the six months ended June 30, 2021 and for the year ended December 31, 2020, respectively. In addition, as of June 30, 2021 and December 31, 2020 the Company had $10.6 million and $11.6 million, respectively, of unamortized deferred financing costs associated with the Credit Facility. These financing costs will be amortized to non-cash interest expense over the remaining term of the Credit Facility.
7. Net Loss Per Share
The following table sets forth the computations of loss per share (in thousands, except share and per share amounts):
Three Months Ended June 30, Six Months Ended June 30,
2021 2020 2021 2020
Numerator:
Net Loss $ (19,042) $ (14,159) $ (39,726) $ (34,240)
Denominator:
Weighted–average common shares outstanding, basic and diluted 30,097,749  25,032,996  30,034,252  25,057,715 
Net loss per common share, basic and diluted $ (0.63) $ (0.57) $ (1.32) $ (1.37)
Due to the net losses for the three and six months ended June 30, 2021 and June 30, 2020, respectively, basic and diluted loss per share were the same. The following table sets forth the anti–dilutive common share equivalents as of June 30, 2021 and June 30, 2020:
  June 30,
  2021 2020
Stock options 251,360  320,840 
Restricted stock awards 1,000  197,623 
Restricted stock units
2,061,436  1,778,557 
Performance restricted stock units 61,437  66,297 
Total anti–dilutive common share equivalents 2,375,233  2,363,317 

8. Commitments and Contingencies
Purchase Commitments
The Company has purchase commitments related to hosting services, third-party technology used in the Company's solutions and for other services the Company purchases as part of normal operations. In certain cases these arrangements require a minimum annual purchase commitment.
In addition, the Company purchased software development services pursuant to a technology services agreement with DevFactory FZ-LLC for the three months ended June 30, 2021 and June 30, 2020 totaling $2.4 million and $1.8 million, respectively, and for the six months ended June 30, 2021 and June 30, 2020 totaling $4.8 million and $3.7 million, respectively. The remaining purchase obligation after June 30, 2021 through December 31, 2021 is $4.8 million. See Note 11. Related Party Transactions for more information regarding our purchase commitment to this related party.
16


Litigation
In the normal course of business, the Company may become involved in various lawsuits and legal proceedings. At this time, the Company is not involved in any current or pending legal proceedings, and does not anticipate any legal proceedings, that may have a material adverse effect on the Company's condensed consolidated balances sheets or condensed consolidated statement of operations.
In addition, when we acquire companies, we require that the sellers provide industry standard indemnification for breaches of representations and warranties contained in the acquisition agreement and we will withhold payment of a portion of the purchase price for a period of time in order to satisfy any claims that we may make for indemnification. In certain transactions, we agree with the sellers to purchase a representation and warranty insurance policy that will pay such claims for indemnification. From time to time we may have one or more claims for indemnification pending. Similarly, we may have one or more ongoing negotiations related to the amount of an earnout. Gain contingencies related to indemnification claims are not recognized in our condensed consolidated financial statements until realized.
9. Stockholders' Equity
Registration Statement
On August 10, 2020, we filed a registration statement on Form S-3 (File No. 333-243728) (the “2020 S-3”), which became effective automatically upon its filing and covers an unlimited amount of securities. The 2020 S-3, will remain effective through August 2023.
Accumulated Other Comprehensive Income (Loss)
Comprehensive income (loss) consists of two elements, net income (loss) and other comprehensive income (loss). Other comprehensive income (loss) items are recorded in the stockholders’ equity section of our condensed consolidated balance sheets and excluded from net income (loss). Our other comprehensive income (loss) consists primarily of foreign currency translation adjustments for subsidiaries with functional currencies other than the U.S. dollar, unrealized translation gains (losses) on intercompany loans with foreign subsidiaries, and unrealized gains (losses) on interest rate swaps.
The following table shows the components of accumulated other comprehensive loss, net of income taxes, (“AOCI”) in the stockholders’ equity section of our condensed consolidated balance sheets at the dates indicated (in thousands):
June 30, 2021 December 31, 2020
Foreign currency translation adjustment $ (418) $ 644 
Unrealized translation gain on intercompany loans with foreign subsidiaries 4,934  3,154 
Unrealized loss on interest rate swaps (17,754) (30,032)
Total accumulated other comprehensive loss $ (13,238) $ (26,234)
The unrealized translation gain on intercompany loans with foreign subsidiaries as of June 30, 2021 is net of income tax expense of $2.3 million. The tax expense related to unrealized translation gains on intercompany loans three and six months ended June 30, 2021 was $0.1 million and $0.3 million, respectively. The income tax expense/benefit allocated to each component of other comprehensive income (loss) for all other periods and components is not material. The Company reclassifies taxes from AOCI to earnings as the items to which the tax effects relate are similarly reclassified.
The functional currency of our foreign subsidiaries are primarily the local currencies. Results of operations for foreign subsidiaries are translated into United States dollars using the average exchange rates on a monthly basis during the year. The assets and liabilities of those subsidiaries are translated into United States dollars using the exchange rates in effect at the balance sheet date. The related translation adjustments are recorded in a separate component of stockholders' equity in accumulated other comprehensive loss.
The Company has intercompany loans that were used to fund the acquisitions of foreign subsidiaries. Due to the long-term nature of the loans, the unrealized translation gains (losses) resulting from re-measurement are recognized as a component of accumulated other comprehensive income (loss).
17


Stock-Based Compensation
The Company recognizes stock-based compensation expense from all awards in the following expense categories (in thousands):
Three Months Ended June 30, Six Months Ended June 30,
2021 2020 2021 2020
Cost of revenue $ 563  $ 570  $ 1,005  $ 888 
Research and development 942  1,019  1,656  1,634 
Sales and marketing 1,619  898  2,756  1,447 
General and administrative (1)
10,426  8,493  25,957  16,331 
Total $ 13,550  $ 10,980  $ 31,374  $ 20,300 
(1)In March 2021 our former co-President and Chief Operating Officer (“COO”) resigned from his positions and entered into an advisory agreement with the Company pursuant to which he will serve as a strategic advisor to the Company through December 31, 2022. Stock-based compensation for the six months ended June 30, 2021 includes $6.3 million in incremental stock-based compensation expense related to the deemed modification of the unvested portion of grants held by our former COO at the time of transition, even though these shares continue to vest over their existing vesting schedule through 2022. In accordance with ASC 718, the fair value of these awards were modified and all related expense accelerated on the date of modification as a result of the reduction in required service.
Restricted Stock Units
Beginning in 2019, the Company began granting restricted stock units under its 2014 Stock Incentive Plan, in lieu of restricted stock awards, primarily for stock plan administrative purposes. Restricted stock unit activity during the six months ended June 30, 2021 was as follows:
Number of
Restricted Stock Units Outstanding
Weighted-Average Grant Date Fair Value
Unvested balances at December 31, 2020 1,261,290  $ 39.92 
Units granted 1,106,162  48.93 
Units vested (278,553) 40.24 
Awards forfeited (27,463) 40.48 
Unvested balances at June 30, 2021 2,061,436  $ 44.70 
Performance Based Restricted Stock Units
In 2020 and 2021 fifty percent of the awards made to our Chief Executive Officer were performance based restricted stock units ("PRSUs"). The PRSU agreements provide that the quantity of units subject to vesting may range from 0% to 300% of the units granted per the table below based on the Company's absolute total shareholder return at the end of the eighteen month performance periods. Units granted per the table below are based on a 100% target payout. Compensation expense is recognized over the required service period of the grant and is determined based on the grant date fair value of the award and is not subject to fluctuation due to achievement of the underlying market-based target.
PRSU activity during the six months ended June 30, 2021 was as follows:
Number of
PRSUs Outstanding
Weighted-Average Grant Date Fair Value
Unvested balances at December 31, 2020 66,297  $ 79.72 
Units granted 61,437  86.56 
Incremental PRSUs vested in period 69,048 
Units vested (135,345) 79.72 
Unvested balances at June 30, 2021 61,437  $ 86.56 

18


Significant assumptions used in the Monte Carlo simulation model for the PRSUs granted during the six months ended June 30, 2021 and year ended December 31, 2020 are as follows:
June 30, 2021 December 31, 2020
Expected volatility 53.6% 45.1%
Risk-free interest rate 0.1% 1.3%
Remaining performance period (in years) 1.35 1.35
Dividend yield
Restricted Stock Awards
Restricted share activity during the six months ended June 30, 2021 was as follows:
Number of
Restricted Shares
Outstanding
Weighted-Average Grant Date Fair Value
Unvested balances at December 31, 2020 34,508  $ 30.13 
Awards vested (33,508) 30.11 
Awards forfeited —  — 
Unvested balances at June 30, 2021 1,000  $ 30.61 
Stock Option Activity
Stock option activity during the six months ended June 30, 2021 was as follows:
Number of
Options
Outstanding
Weighted–
Average
Exercise
Price
Outstanding at December 31, 2020 264,002  $ 8.93 
Options exercised (12,234) 14.50 
Options expired (408) 1.56 
Outstanding at June 30, 2021 251,360  $ 8.67 

10. Revenue Recognition
Revenue Recognition Policy
Revenues are recognized when control of the promised goods or services is transferred to the Company's customers, in an amount that reflects the consideration the Company expects to be entitled to in exchange for those goods or services over the term of the agreement, generally when made available to the customers. We enter into contracts that can include various combinations of products and services, which are generally capable of being distinct and accounted for as separate performance obligations. Revenues are recognized net of sales credits and allowances. Revenue is recognized net of any taxes collected from customers, which are subsequently remitted to governmental authorities.
Revenue is recognized based on the following five step model in accordance with ASC 606, Revenue from Contracts with Customers:
Identification of the contract with a customer
Identification of the performance obligations in the contract
Determination of the transaction price
Allocation of the transaction price to the performance obligations in the contract
Recognition of revenue when, or as, the Company satisfies a performance obligation
Performance obligations under our contracts consist of subscription and support, perpetual licenses, and professional services revenues within a single operating segment.
19


Subscription and Support Revenues
The Company's software solutions are available for use as hosted application arrangements under subscription fee agreements without licensing perpetual rights to the software. Subscription fees from these applications are recognized over time on a ratable basis over the customer agreement term beginning on the date the Company's solution is made available to the customer. As our customers have access to use our solutions over the term of the contract agreement we believe this method of revenue recognition provides a faithful depiction of the transfer of services provided. Our subscription contracts are generally 1 to 3 years in length. Amounts that have been invoiced are recorded in accounts receivable and deferred revenues or subscription and support revenues, depending on whether the revenue recognition criteria have been met. Additional fees for monthly usage above the levels included in the standard subscription fee are recognized as subscription and support revenue at the end of each month and is invoiced concurrently. Subscription and support revenue includes revenue related to the Company’s digital engagement application which provides short code connectivity for its two-way short message service (“SMS”) programs and campaigns. As discussed further in the “Principal vs. Agent Considerations” section below, the Company recognizes revenue related to these messaging-related subscription contracts on a gross basis.
Perpetual License Revenues
The Company also records revenue from the sales of proprietary software products under perpetual licenses. Revenue from distinct on-premises licenses is recognized upfront at the point in time when the software is made available to the customer. The Company’s products do not require significant customization.
Professional Services Revenue
Professional services provided with subscription and support licenses and perpetual licenses consist of implementation fees, data extraction, configuration, and training. The Company’s implementation and configuration services do not involve significant customization of the software and are not considered essential to the functionality. Revenues from professional services are recognized over time as such services are performed. Revenues for fixed price services are generally recognized over time applying input methods to estimate progress to completion. Revenues for consumption-based services are generally recognized as the services are performed.
Significant Judgments
Performance Obligations and Standalone Selling Price
A performance obligation is a promise in a contract to transfer a distinct good or service to the customer and is the unit of accounting. Determining whether products and services are considered distinct performance obligations that should be accounted for separately versus together may require significant judgment. The Company has contracts with customers that often include multiple performance obligations, usually including professional services sold with either individual or multiple subscriptions or perpetual licenses. For these contracts, the Company records individual performance obligations separately if they are distinct by allocating the contract's total transaction price to each performance obligation in an amount based on the relative standalone selling price (“SSP”), of each distinct good or service in the contract.
Judgment is required to determine the SSP for each distinct performance obligation. A residual approach is only applied in limited circumstances when a particular performance obligation has highly variable and uncertain SSP and is bundled with other performance obligations that have observable SSP. A contract's transaction price is allocated to each distinct performance obligation and recognized as revenue when, or as, the performance obligation is satisfied. We determine the SSP based on our overall pricing objectives, taking into consideration market conditions and other factors, including the value of our contracts, historical standalone sales, customer demographics, geographic locations, and the number and types of users within our contracts.
Principal vs. Agent Considerations
The Company evaluates whether it is the principal (i.e., report revenues on a gross basis) or agent (i.e., report revenues on a net basis) for vendor reseller agreements and messaging-related subscription agreements. Where the Company is the principal, it first obtains control of the inputs to the specific good or service and directs their use to create the combined output. The Company's control is evidenced by its involvement in the integration of the good or service on its platform before it is transferred to its customers, and is further supported by the Company being primarily responsible to its customers and having a level of discretion in establishing pricing. While none of the factors individually are considered presumptive or determinative, in reaching conclusions on gross versus net revenue recognition, the Company places the most weight on the analysis of whether or not it is the primary obligor in the arrangement.
Generally, the Company reports revenues from vendor reseller agreements on a gross basis, meaning the amounts billed to customers are recorded as revenues, and expenses incurred are recorded as cost of revenues. As the Company is primarily
20


obligated in its messaging-related subscription contracts, has latitude in establishing prices associated with its messaging program management services, is responsible for fulfillment of the transaction, and has credit risk, revenue is recorded on a gross basis with related telecom messaging costs incurred from third parties recorded as cost of revenues. Revenues provided from agreements in which the Company is an agent are immaterial.
Contract Balances
The timing of revenue recognition, billings and cash collections can result in billed accounts receivable, unbilled receivables, and deferred revenues. Billings scheduled to occur after the performance obligation has been satisfied and revenue recognition has occurred result in unbilled receivables, which are expected to be billed during the succeeding twelve-month period and are recorded in Unbilled receivables in our condensed consolidated balance sheets. A contract liability results when we receive prepayments or deposits from customers in advance for implementation, maintenance and other services, as well as subscription fees. Customer prepayments are generally applied against invoices issued to customers when services are performed and billed. We recognize contract liabilities as revenues upon satisfaction of the underlying performance obligations. Contract liabilities that are expected to be recognized as revenues during the succeeding twelve-month period are recorded in Deferred revenue and the remaining portion is recorded in 'Deferred revenue noncurrent' on the accompanying condensed consolidated balance sheets at the end of each reporting period.
Deferred revenues primarily consist of amounts that have been billed to or received from customers in advance of revenue recognition and prepayments received from customers in advance for maintenance and other services, as well as initial subscription fees. We recognize deferred revenues as revenues when the services are performed, and the corresponding revenue recognition criteria are met. Customer prepayments are generally applied against invoices issued to customers when services are performed and billed. Our payment terms vary by the type and location of our customer and the products or services offered. The term between invoicing and when payment is due is not significant. For certain products or services and customer types, we require payment before the products or services are delivered to the customer.
Unbilled Receivables
Unbilled receivables represent amounts for which the Company has recognized revenue, pursuant to its revenue recognition policy, for software licenses already delivered and professional services already performed, but invoiced in arrears and for which the Company believes it has an unconditional right to payment. As of June 30, 2021 and December 31, 2020, unbilled receivables were $5.7 million and $4.6 million, respectively.
Deferred Commissions
Sales commissions earned by our sales force, and related payroll taxes, are considered incremental and recoverable costs of obtaining a contract with a customer. Deferred commissions and other costs for new customer contracts are capitalized upon contract signing and amortized on a systematic basis that is consistent with the transfer of goods and services over the expected life of the customer relationships, which has been determined to be approximately 6 years. The expected life of our customer relationships is based on historical data and management estimates, including estimated renewal terms and the useful life of the associated underlying technology. Commissions paid on renewal contracts are not commensurate with commissions paid on new customer contracts, as such, deferred commissions related to renewals are capitalized and amortized over the estimated contractual renewal term of 18 months. We utilized the 'portfolio approach' practical expedient permitted under ASC 606-10-10-4, which allows entities to apply the guidance to a portfolio of contracts with similar characteristics as the effects on the financial statements of this approach would not differ materially from applying the guidance to individual contracts. The portion of capitalized costs expected to be amortized during the succeeding twelve-month period is recorded in current assets as deferred commissions, current, and the remainder is recorded in long-term assets as deferred commissions, net of current portion. Amortization expense is included in sales and marketing expenses in the accompanying condensed consolidated statements of operations. Deferred commissions are reviewed for impairment whenever events or circumstances
21


indicate their carrying value may not be recoverable consistent with the Company's long-lived assets policy. No indicators of impairment were identified during the six months ended June 30, 2021.
The following table presents the activity impacting deferred commissions for the six months ended June 30, 2021 (in thousands):
Balance at December 31, 2020 $ 18,746 
   Capitalized deferred commissions 7,301 
   Amortization of deferred commissions (3,725)
Balance at June 30, 2021 $ 22,322 
Commissions capitalized in excess of amortization of deferred commissions for the three and six months ended June 30, 2021 were $2.0 million and $3.6 million, respectively.
Deferred Revenue
Deferred revenue represents either customer advance payments or billings for which the aforementioned revenue recognition criteria have not yet been met.
Deferred revenue is mainly unearned revenue related to subscription services and support services. During the six months ended June 30, 2021, we recognized $61.8 million and $1.6 million of subscription services and professional services revenue, respectively, that was included in the deferred revenue balances at the beginning of the period. In addition, during the six months ended June 30, 2021 we recognized $3.2 million in revenue that was included in the acquired deferred revenue balance of our 2021 acquisitions as disclosed in Note 2, Acquisitions.
Remaining Performance Obligations
As of June 30, 2021, approximately $272.8 million of revenue is expected to be recognized from remaining performance obligations. We expect to recognize revenue on approximately 68% of these remaining performance obligations over the next 12 months, with the balance recognized thereafter.
Disaggregated Revenue
The Company disaggregates revenue from contracts with customers by geography and revenue generating activity, as it believes it best depicts how the nature, amount, timing and uncertainty of revenue and cash flows are affected by economic factors.
22


Revenue by geography is based on the ship-to address of the customer, which is intended to approximate where the customers' users are located. The ship-to country is generally the same as the billing country. The Company has operations primarily in the U.S., United Kingdom and Canada. Information about these operations is presented below (in thousands):
Three Months Ended June 30, Six Months Ended June 30,
2021 2020 2021 2020
Revenues:
Subscription and support:
   United States $ 50,862  $ 50,619  $ 103,817  $ 96,590 
   United Kingdom 12,658  9,350  22,052  19,346 
   Canada 3,624  3,360  6,962  7,942 
   Other International 5,261  4,370  10,227  7,712 
      Total subscription and support revenue 72,405  67,699  143,058  131,590 
Perpetual license:
   United States 338  222  591  504 
   United Kingdom —  —  11  16 
   Canada 10  36  52  57 
   Other International 67  233  113  275 
      Total perpetual license revenue 415  491  767  852 
Professional services:
   United States 2,150  2,197  4,194  4,907 
   United Kingdom 802  375  1,466  1,189 
   Canada 104  96  192  234 
   Other International 388  457  556  575 
      Total professional service revenue 3,444  3,125  6,408  6,905 
Total revenue $ 76,264  $ 71,315  $ 150,233  $ 139,347 

11. Related Party Transactions
We are a party to two agreements with companies controlled by a non-management investor in the Company:
On March 28, 2017, the Company entered into an amendment to the Amended and Restated Technology Services Agreement with DevFactory FZ LLC (“DevFactory”) to extend the initial term end date from December 31, 2017 to December 31, 2021. Additionally, the Company amended the option for either party to renew annually for one additional year. The effective date of the amendment is January 1, 2017. DevFactory is an affiliate of ESW Capital LLC (“ESW”) (a non-management investor), which held more than 5% of the Company's capital stock as of June 30, 2021. As of July 9, 2021 ESWs ownership in Upland was reduced to 4.8%. The Company has an outstanding purchase commitment in 2021 for software development services pursuant to this agreement in the amount of $9.6 million. For years after 2021, the purchase commitment amount for software development services will be equal to the prior year purchase commitment increased (decreased) by the percentage change in total revenue for the prior year as compared to the preceding year. For example, if 2021 total revenues increase by 10% as compared to 2020 total revenues, then the 2022 purchase commitment will increase by approximately $1.0 million from the 2021 purchase commitment amount to approximately $10.6 million. The Company purchased software development services pursuant to this agreement with DevFactory of $2.4 million and $1.8 million during the three months ended June 30, 2021 and June 30, 2020, respectively, and $4.8 million and $3.7 million during the six months ended June 30, 2021 and June 30, 2020, respectively. As of June 30, 2021 and December 31, 2020 amounts included in accounts payable and accrued liabilities owed to this company totaled $2.4 million and $0.0 million, respectively.
The Company purchased services from Crossover, Inc. ("Crossover"), a company controlled by ESW Capital, LLC during the three months ended June 30, 2021 and June 30, 2020 of approximately $0.9 million and $1.4 million, respectively, and $1.9 million and $2.5 million during the six months ended June 30, 2021 and June 30, 2020, respectively. Crossover provides a proprietary technology system to help the Company identify, screen, select, assign, and connect with necessary resources from time to time to perform technology software development and other
23


services throughout the Company, and track productivity of such resources. While there are no purchase commitments with Crossover, the Company continues to use its services in 2021. As of June 30, 2021 and December 31, 2020 amounts included in accounts payable and accrued liabilities owed to this company totaled $0.7 million and $0.6 million, respectively.
The Company has an arrangement with a former subsidiary, Visionael Corporation ("Visionael"), to provide management, human resource, payroll and administrative services. John T. McDonald, the Company's Chief Executive Officer and Chairman of the Board, beneficially holds approximately 26.18% interest in Visionael. Fees earned from this arrangement for the three months ended June 30, 2021 and June 30, 2020 were $0 and $15,000, respectively, and $0 and $30,000 during the six months ended June 30, 2021 and June 30, 2020, respectively. In connection with its arrangement with Visionael, the Company has provided advances to Visionael to help cover short term working capital needs. As of June 30, 2021 and December 31, 2020 advances to Visionael included in Prepaid and other on the Company’s condensed consolidated balance sheets totaled $0.0 million and $0.4 million, respectively, net of allowance for credit losses. During the six months ended June 30, 2021 the Company recognized an allowance for credit loss of $0.4 million against the remaining outstanding balance.

24

Item 2. Management’s Discussion and Analysis of Financial Condition and Results of Operations
Forward Looking Statements
The following discussion and analysis of our financial condition and results of operations should be read in conjunction with the unaudited condensed consolidated financial statements and the notes thereto appearing elsewhere in this Quarterly Report on Form 10-Q and our other filings with the Securities and Exchange Commission (SEC), including our Annual Report on Form 10-K for the year ended December 31, 2020, filed on February 25, 2021. In addition to historical information, this Quarterly Report on Form 10-Q contains “forward-looking statements” within the meaning of Section 27A of the Securities Act, and Section 21E of the Securities Exchange Act of 1934, as amended (the “Exchange Act”). Forward-looking statements generally relate to future events or our future financial or operating performance. Forward-looking statements may be identified by the use of forward-looking words such as “anticipate,” “believe,” “may,” “will,” “continue,” “seek,” “estimate,” “intend,” “hope,” “predict,” “could,” “should,” “would,” “project,” “plan,” “expect” or the negative or plural of these words or similar expressions, although not all forward-looking statements contain these words. These forward-looking statements include, but are not limited to, statements concerning the following:

our financial performance and our ability to achieve or sustain profitability or predict future results;
our plans regarding future acquisitions and our ability to consummate and integrate acquisitions;
our ability to expand our go to market operations, including our marketing and sales organization, and successfully increase sales of our products;
our ability to obtain financing in the future on acceptable terms or at all;
our expectations with respect to revenue, cost of revenue and operating expenses in future periods;
our ability to adapt to the impacts on the global economy associated with the ongoing COVID-19 pandemic;
our ability to attract and retain customers;
our ability to successfully enter new markets and manage our international expansion;
our ability to comply with privacy laws and regulations;
our ability to deliver high-quality customer service;
the growth of demand for enterprise work management applications;
our plans regarding, and our ability to effectively manage, our growth;
maintaining our senior management team and key personnel;
the performance of our resellers;
our ability to adapt to changing market conditions and competition;
our ability to adapt to technological change and continue to innovate;
economic and financial conditions;
our ability to integrate our applications with other software applications;
maintaining and expanding our relationships with third parties;
costs associated with defending intellectual property infringement and other claims;
our ability to maintain, protect and enhance our brand and intellectual property;
our expectations with regard to trends, such as seasonality, which affect our business;
our expectations with regard to revenue from perpetual licenses and professional services;
our plans with respect to foreign currency exchange risk and inflation;
our beliefs regarding how our applications benefit customers and what our competitive strengths are;
the operation, reliability and security of our third-party data centers;
the risk that we did not consider another contingency included in this list;
our expectations as to the payment of dividends; and
other risk factors included under “Risk Factors” in our Annual Report on Form 10-K for the year ended December 31, 2020, filed with the SEC on February 25, 2021, as updated by this Quarterly Report on Form 10-Q and periodically updated as necessary in our future quarterly reports on Form 10-Q and other filings that we make with the SEC.

25

The outcome of the events described in these forward-looking statements is subject to known and unknown risks, uncertainties and other factors that could cause actual results to differ materially from our forward-looking statements, including risks and uncertainties detailed in this and our other reports and filings with the SEC. The forward-looking statements in this Quarterly Report on Form 10-Q represent our views as of the date of this Quarterly Report on Form 10-Q. We anticipate that subsequent events and developments may cause our views to change. However, while we may elect to update these forward-looking statements at some point in the future, we have no current intention of doing so except to the extent required by applicable law. You should, therefore, not rely on these forward-looking statements as representing our views as of any date subsequent to the date of this Quarterly Report on Form 10-Q.
Overview
We provide cloud-based enterprise work management software. We define enterprise work management software as software applications that enable organizations to plan, manage and execute projects and work. Our family of applications enables users to manage their projects, professional workforce and IT investments, automate document-intensive business processes, and effectively engage with their customers, prospects, and community via the web and mobile technologies.
The continued growth of an information-based economy has given rise to a large and growing group of knowledge workers who operate in dynamic work environments as part of geographically dispersed and virtual teams. We believe that manual processes and legacy on- premise enterprise systems are insufficient to address the needs of the modern work environment. In order for knowledge workers to be successful, they need to interact with intuitive enterprise work systems in a collaborative way, including real-time access. Today, legacy processes and systems are being disrupted and replaced by cloud-based enterprise work management software that improves visibility, collaboration and productivity.
In response to these changes, we are providing organizations and their knowledge workers with software applications that better align resources with business objectives and increase visibility, governance, collaboration, quality of customer experience, and responsiveness to changes in the business environment. This results in increased work capacity, higher productivity, better execution, and greater levels of customer engagement. Our applications are easy-to-use, scalable, and offer real-time collaboration for knowledge workers distributed on a local or global scale. Our software applications address diverse enterprise work challenges and our customers currently use our applications in the following functional areas:
Marketing. Digital marketing, e-commerce, and customer service teams use our applications to interact with consumers across multiple channels to acquire new customers, drive product and service utilization, resolve issues, and build brand loyalty. Our applications deliver value to CX-focused organizations across a variety of use cases including mobile messaging, mobile application marketing, VoC, email marketing, knowledge management and call center productivity. Our teams bring deep industry experience in orchestrating campaigns and interactions that consumers want and value.
Sales. Sales teams employ our applications to drive growth through deeper customer engagement, reduced sales cycle times, and overall improved collaboration between sales, marketing, and other customer-facing functions. We offer applications that help organizations optimize their sales opportunity and account management processes, coordinate proposal and reference activities, collaborate on the creation and publication of digital content, and gain increased control over key sales and marketing workflows, activities, and budgets.
Contact Center. Customer service and support environments use our applications to enable agents to resolve issues and engage customers. We offer applications that improve customer experience and reduce call volume and cycle times through customer self-service products and VoC technology that captures customer sentiment in real-time. Upland also offers products that improve call center agent productivity by providing more direct access to knowledge and to customer sentiment thereby improving both inbound call outcomes and proactive outbound success. Additional solutions help call center leadership to manage agent performance and measure real-time performance relative to call resolution and customer sentiment, improve performance through gamification, and gather agent feedback to keep employee engagement high.
Project Management. Business leaders and PMOs use our applications to optimize project portfolios, balance capacity against demand, improve financial-based decision making, align execution of projects to strategy across large organizations, and manage the entire project delivery lifecycle. Our applications deliver value to project management across a variety of use cases including continuous improvement, enterprise IT, new product development, and services departments along with industry depth in higher education, public sector, and healthcare IT.
Information Technology. IT departments use our applications to manage a variety of IT activities and resources across the enterprise. Our applications help information technology departments ensure they are delivering against the objectives of the business by helping them select and prioritize the right investments, gain greater control of resource
26

demand and allocation, and track and report benefit realization. Our applications enable executives to gain better insight into IT spending to help prevent cost overruns and understand the nature of consumption.
Business Operations. Multiple functional departments use our applications to streamline operations and accelerate business performance across their value chains. Upland solutions in this area range from supply chain collaboration and factory management, back office document and vendor management, to applications that improve sales responsiveness.
Human Resources and Legal. HR, legal departments, and law firms use our applications to improve collaboration and operational control and streamline routine processes. We offer applications that automate document management and workflow including, contracts, records, and other documentation that require enhanced security and compliance requirements. Other applications support HR-specific workflows including onboarding, employee management, termination, HR support, and time and expense management.
We sell our software applications primarily through a direct sales organization comprised of inside sales and field sales personnel. In addition to our direct sales organization, we have an indirect sales organization, which sells to distributors and value-added resellers. We employ a land-and-expand go-to-market strategy. After we demonstrate the value of an initial application to a customer, our sales and account management teams work to expand the adoption of that initial application across the customer, as well as cross-sell additional applications to address other enterprise work management needs of the customer. Our customer success organization supports our direct sales efforts by managing the post-sale customer lifecycle.
Our subscription agreements are typically sold either on a per-seat basis or on a minimum contracted volume basis with overage fees billed in arrears, depending on the application being sold. We service customers ranging from large global corporations and government agencies to small- and medium-sized businesses. We have more than 10,000 customers with over 1,000,000 users across a broad range of industries, including financial services, retail, technology, manufacturing, legal, education, consumer goods, media, telecommunications, government, non-profit, food and beverage, healthcare and life sciences.
Through a series of acquisitions and integrations, we have established a diverse family of software applications under the Upland brand and in the product solution categories listed above, each of which addresses a specific enterprise work management need. Our revenue has grown from $98.0 million in 2017 to $291.8 million in 2020, representing a compound annual growth rate of 44%. During the six months ended June 30, 2021 foreign revenue as a percent of total revenue increased to 28% compared to 26% during the year ended December 31, 2020. See Note 10. Revenue Recognition in the notes to our unaudited condensed consolidated financial statements for more information regarding our revenue as it relates to domestic and foreign operations.
To support continued growth, we intend to pursue acquisitions within our core enterprise solution suites of complementary technologies and businesses. This will expand our product families, customer base, and market access resulting in increased benefits of scale. Consistent with our growth strategy, we have made twenty-nine acquisitions from February 2012 through June 30, 2021.
COVID-19 Impact
In March 2020, the World Health Organization declared the outbreak of COVID-19 a pandemic, which has created significant economic uncertainty across the globe and has resulted in authorities implementing numerous measures to contain the virus, including travel bans and restrictions, quarantines, shelter-in-place orders, and business limitations and shutdowns. As the administration of vaccine programs progresses and cases decline, we continue to evaluate our plans to reopen our facilities and resume business travel for our employees. We cannot predict the extent to which the COVID-19 outbreak will continue to impact our business or operating results, which is highly dependent on inherently uncertain future developments, including the severity of COVID-19 and the actions taken by governments and private businesses in relation to COVID-19 containment. As our platform is offered as a subscription-based service, the effect of the outbreak may not be fully reflected in our operating results until future periods, if at all.
While we have limited exposure to the industry verticals that have been hardest hit by the pandemic (including the travel, transportation, entertainment and retail industries) we have seen an impact to new bookings and churn which we attribute to COVID-19. The continued impact to bookings and churn is uncertain. In 2020, the impact to new bookings and churn attributable to Covid-19 was more than offset by strength in our cloud offerings that enable our customers to digitally transform their organizations at a time when they must adapt to remote work and digital engagement even more quickly and strong sales into political campaigns in the US in 2020 due to an increase in US presidential year related campaign activity. Generally, the campaign related increase experienced in 2020 is not repeating in 2021.
During the second, third and fourth quarters of 2020 we paused our acquisition activity in order to gauge the overall economic impact of the pandemic and focus on evaluating our pipeline of opportunities. This resulted in a steady decrease in acquisition
27

related expenses over this period. With acquisition activity picking up again starting in the first quarter of 2021, including the acquisitions of Panviva, BlueVenn and Second Street to date in 2021, acquisition-related expenses picked up again starting in the first quarter of 2021 and these quarterly acquisition related expenses will vary quarter to quarter in proportion to the size, timing and complexity of future acquisitions.
Key Metrics
In addition to the GAAP financial measures described below in “Components of Operating Results,” we regularly review the following key metrics to evaluate and identify trends in our business, measure our performance, prepare financial projections and make strategic decisions.
Adjusted EBITDA
We monitor our Adjusted EBITDA to help us evaluate the effectiveness and efficiency of our operations. Adjusted EBITDA is a non-GAAP financial measure. We define Adjusted EBITDA as net income (loss), calculated in accordance with GAAP, plus depreciation and amortization expense, interest expense, net, other expense (income), net, provision for (benefit from) income taxes, stock-based compensation expense, acquisition-related expenses, and purchase accounting adjustments for deferred revenue.
The following table represents a reconciliation of net loss from continuing operations, the most comparable GAAP measure, to Adjusted EBITDA for each of the periods indicated.
Three Months Ended June 30, Six Months Ended June 30,
2021 2020 2021 2020
(dollars in thousands)
Reconciliation of net loss to Adjusted EBITDA:
Net loss $ (19,042) $ (14,159) $ (39,726) $ (34,240)
Add:
Depreciation and amortization expense 13,201  11,658  25,669  23,395 
Interest expense, net 7,942  7,873  15,729  15,516 
Other expense (income), net 399  15  162  1,417 
Benefit from income taxes 1,538  (673) (2,856) (4,960)
Stock-based compensation expense 13,550  10,980  31,374  20,300 
Acquisition-related expense 5,534  5,781  15,120  20,939 
Purchase accounting deferred revenue discount 606  2,272  1,100  5,973 
Adjusted EBITDA $ 23,728  $ 23,747  $ 46,572  $ 48,340 
We believe that Adjusted EBITDA provides useful information to management, investors and others in understanding and evaluating our operating results for the following reasons:
Adjusted EBITDA is widely used by investors and securities analysts to measure a company’s operating performance without regard to items that can vary substantially from company to company depending upon their financing, capital structures and the method by which assets were acquired;
Our management uses Adjusted EBITDA in conjunction with GAAP financial measures for planning purposes, in the preparation of our annual operating budget, as a measure of our operating performance, to assess the effectiveness of our business strategies and to communicate with our board of directors concerning our financial performance because Adjusted EBITDA eliminates the impact of items that we do not consider indicative of our core operating performance;
Adjusted EBITDA provides more consistency and comparability with our past financial performance, facilitates period-to-period comparisons of our operations and also facilitates comparisons with other companies, many of which use similar non-GAAP financial measures to supplement their GAAP results.
Adjusted EBITDA should not be considered as an alternative to net loss or any other measure of financial performance calculated and presented in accordance with GAAP. The use of Adjusted EBITDA as an analytical tool has limitations such as:
Depreciation and amortization are non-cash charges, and the assets being depreciated or amortized will often have to be replaced in the future and Adjusted EBITDA does not reflect cash requirements for such replacements; however, much of the depreciation and amortization currently reflected relates to amortization of acquired intangible assets as a result of business combination purchase accounting adjustments, which will not need to be replaced in the future;
28

Adjusted EBITDA may not reflect changes in, or cash requirements for, our working capital needs or contractual commitments;
Adjusted EBITDA does not reflect the potentially dilutive impact of stock-based compensation;
Adjusted EBITDA does not reflect interest or tax payments that could reduce cash available for use; and,
Other companies, including companies in our industry, might calculate Adjusted EBITDA or similarly titled measures differently, which reduces their usefulness as comparative measures.
Because of these limitations, you should consider Adjusted EBITDA together with other financial performance measures, including various cash flow metrics, net loss and our other GAAP results.

29

Results of Operations
Consolidated Statements of Operations Data
The following tables set forth our results of operations for the specified periods, as well as our results of operations for the specified periods as a percentage of revenue. The period-to-period comparisons of results of operations are not necessarily indicative of results for future periods.
Three Months Ended June 30, Six Months Ended June 30,
2021 2020 2021 2020
Amount Percent of Revenue Amount Percent of Revenue Amount Percent of Revenue Amount Percent of Revenue
(dollars in thousands, except share and per share data)
Revenue:
Subscription and support $ 72,405  95  % $ 67,699  95  % $ 143,058  95  % $ 131,590  94  %
Perpetual license 415  % 491  % 767  % 852  %
Total product revenue 72,820  96  % 68,190  96  % 143,825  96  % 132,442  95  %
Professional services 3,444  % 3,125  % 6,408  % 6,905  %
Total revenue 76,264  100  % 71,315  100  % 150,233  100  % 139,347  100  %
Cost of revenue:
Subscription and support (1)(3)
23,161  30  % 21,200  30  % 45,843  31  % 41,139  30  %
Professional services and other (1)
1,851  % 2,472  % 3,596  % 4,734  %
Total cost of revenue 25,012  33  % 23,672  33  % 49,439  33  % 45,873  33  %
Gross profit 51,252  67  % 47,643  67  % 100,794  67  % 93,474  67  %
Operating expenses:
Sales and marketing (1)
14,298  19  % 11,820  17  % 26,730  18  % 22,751  16  %
Research and development (1)
11,113  15  % 10,294  14  % 22,053  15  % 19,412  14  %
General and administrative (1)(2)
19,192  25  % 17,655  25  % 43,561  29  % 34,331  25  %
Depreciation and amortization 10,278  13  % 9,037  13  % 20,021  13  % 18,308  13  %
Acquisition-related expenses 5,534  % 5,781  % 15,120  10  % 20,939  15  %
Total operating expenses 60,415  79  % 54,587  77  % 127,485  85  % 115,741  83  %
Loss from operations (9,163) (12) % (6,944) (10) % (26,691) (18) % (22,267) (16) %
Other Expense:
Interest expense, net (7,942) (10) % (7,873) (11) % (15,729) (10) % (15,516) (11) %
Other income (expense), net (399) (1) % (15) —  % (162) (1) % (1,417) (1) %
Total other expense (8,341) (11) % (7,888) (11) % (15,891) (11) % (16,933) (12) %
Loss before provision for income taxes (17,504) (23) % (14,832) (21) % (42,582) (29) % (39,200) (28) %
Benefit from (provision for) income taxes (1,538) (2) % 673  % 2,856  % 4,960  %
Net loss $ (19,042) (25) % $ (14,159) (20) % $ (39,726) (26) % $ (34,240) (25) %
Net loss per common share, basic and diluted $ (0.63) $ (0.57) $ (1.32) $ (1.37)
Weighted-average common shares outstanding, basic and diluted 30,097,749  25,032,996  30,034,252  25,057,715 
(1) Includes stock-based compensation detailed under Share-based Compensation in Note 9 — Stockholders' Equity.
(2) Includes General and administrative stock-based compensation of $10.4 million and $8.5 million for the three months June 30, 2021 and June 30, 2020, respectively, and $26.0 million and $16.3 million for the six months ended June 30, 2021 and June 30, 2020, respectively. General and administrative expense excluding stock-based compensation as a percentage of total revenues was 11% and 13% for the three months ended June 30, 2021 and June 30, 2020, respectively, and 12% and 13% for the six months ended June 30, 2021 and June 30, 2020, respectively.
(3) Includes depreciation and amortization of $2.9 million and $2.6 million for the three months ended June 30, 2021 and June 30, 2020, respectively, and $5.6 million and $5.1 million for the six months ended June 30, 2021 and June 30, 2020, respectively.

30

Comparison of the Three and Six Months Ended June 30, 2021 and 2020
Revenue
Three Months Ended June 30, Six Months Ended June 30,
2021 2020 % Change 2021 2020 % Change
(dollars in thousands)
Revenue:
Subscription and support $ 72,405 $ 67,699 % $ 143,058 $ 131,590 %
Perpetual license 415 491 (15) % 767 852 (10) %
Total product revenue 72,820 68,190 % 143,825 132,442 %
Professional services 3,444 3,125 10  % 6,408 6,905 (7) %
Total revenue $ 76,264 $ 71,315 % $ 150,233 $ 139,347 %
Percentage of revenue:
Subscription and support 95% 95% 95% 94%
Perpetual license 1% 1% 1% 1%
Total product revenue 96% 96% 96% 95%
Professional services 4% 4% 4% 5%
Total revenue 100% 100% 100% 100%
For the Three Months Ended June 30, 2021
Total revenue was $76.3 million in the three months ended June 30, 2021, compared to $71.3 million in the three months ended June 30, 2020, an increase of $5.0 million, or 7%. The acquisitions not fully in the comparative period contributed $7.2 million to the increase after the reduction of $0.6 million purchase accounting deferred revenue discount in the three months ended June 30, 2021. Total revenue related to the divestiture and sunset of certain minor non-strategic customer contracts and related website management and analytics assets (collectively referred to as “Sunset Assets”) declined by $0.4 million as a result of decreased sales and marketing focus on those Sunset Assets. Our organic business (the “Organic Business”) excludes acquisitions closed during or subsequent to the prior year comparable period and business operations related to Sunset Assets. Therefore, total revenue for our Organic Business decreased by $1.8 million. The three months ended June 30, 2020 included $3.6 million of CXM usage revenue from US election-year presidential campaigns which did not repeat in the current period and will not repeat for the remainder of 2021.
Subscription and support revenue was $72.4 million in the three months ended June 30, 2021, compared to $67.7 million in the three months ended June 30, 2020, an increase of $4.7 million, or 7%. The acquisitions not fully in the comparative period contributed $6.3 million to the increase in subscription and support revenue after the reduction of $0.6 million purchase accounting deferred revenue discount in the three months ended June 30, 2021. Subscription and support revenue related to our Sunset Assets decreased $0.4 million as a result of decreased sales and marketing focus on those Sunset Assets. Subscription and support revenue for our Organic Business decreased to $65.7 million from a basis of $66.9 million for the three months ended June 30, 2020. The three months ended June 30, 2020 included $3.6 million of CXM usage revenue from US election-year presidential campaigns which did not repeat in the current period and will not repeat for the remainder of 2021.
Perpetual license revenue was $0.4 million in the three months ended June 30, 2021, compared to $0.5 million in the three months ended June 30, 2020.
Professional services revenue was $3.4 million in the three months ended June 30, 2021, compared to $3.1 million in the three months ended June 30, 2020, an increase of $0.3 million, or 10%. The acquisitions not fully in the comparative period contributed $0.9 million to the increase in professional services revenue in the three months ended June 30, 2021. Professional services revenue for our Organic Business decreased by $0.6 million.
31

For the Six Months Ended June 30, 2021
Total revenue was $150.2 million in the six months ended June 30, 2021, compared to $139.3 million in the six months ended June 30, 2020, an increase of $10.9 million, or 8%. The acquisitions not fully in the comparative period contributed $12.7 million to the increase after the reduction of $1.0 million purchase accounting deferred revenue discount in the six months ended June 30, 2021. Total Revenue related to Sunset Assets decreased by $0.9 million as a result of decreased sales and marketing focus on those Sunset Assets. Therefore, total revenue for the Organic Business decreased by $0.9 million. The six months ended June 30, 2020 included $5.7 million of CXM usage revenue from US election-year presidential campaigns which did not repeat in the current period and will not repeat for the remainder of 2021.
Subscription and support revenue was $143.1 million in the six months ended June 30, 2021, compared to $131.6 million in the six months ended June 30, 2020, an increase of $11.5 million, or 9%. The acquisitions not fully in the comparative period contributed $11.8 million to the increase in subscription and support revenue after the reduction of $1.0 million purchase accounting deferred revenue discount in the six months ended June 30, 2021. Subscription and support revenue related to our Sunset Assets decreased $1.0 million as a result of decreased sales and marketing focus on those Sunset Assets. Subscription and support revenue for our Organic Business increased to $123.6 million from a basis of $122.9 million for the six months ended June 30, 2020. The six months ended June 30, 2020 included $5.7 million of CXM usage revenue from US election-year presidential campaigns which did not repeat in the current period and will not repeat for the remainder of 2021.
Perpetual license revenue was $0.8 million in the six months ended June 30, 2021, compared to $0.9 million in the six months ended June 30, 2020, a decrease of $0.1 million.
Professional services revenue was $6.4 million in the six months ended June 30, 2021, compared to $6.9 million in the six months ended June 30, 2020, a decrease of $0.5 million, or 7%. The acquisitions not fully in the comparative period contributed $1.0 million to the increase in professional services revenue in the six months ended June 30, 2021. Therefore, professional services revenue from our Organic Business decreased by $1.5 million due primarily to COVID-19 related travel impacts.
Cost of Revenue and Gross Profit Percentage
Three Months Ended June 30, Six Months Ended June 30,
2021 2020 % Change 2021 2020 % Change
(dollars in thousands)
Cost of revenue:
Subscription and support (1)
$ 23,161 $ 21,200 % $ 45,843 $ 41,139 11  %
Professional services and other 1,851 2,472 (25) % 3,596 4,734 (24)