Pivotree Announces Second Quarter 2024 Results

Seventh consecutive quarter of positive Adjusted EBITDA with continued investment in frictionless products

TORONTO: Pivotree Inc. (TSXV:PVT) (“Pivotree” or the “Company”), a leader in frictionless commerce solutions, today reported financial results for the three and six month period ended June 30, 2024. All amounts are expressed in Canadian dollars unless otherwise stated.

Pivotree also announced today that it has released a letter to shareholders from Bill Di Nardo, CEO. The letter can be accessed from the Company’s website at investor.pivotree.com and filed on SEDAR at www.sedar.com.

Second Quarter 2024 Financial Highlights
(All figures are in Canadian dollars and all comparisons are relative to the three-month period ended June 30, 2023 unless otherwise stated):

• Total Revenue of $20.3 million, a decrease of 10.7% or a decrease of 12.0% in constant currency.
  • Total Managed & IP Solutions + Legacy Managed Services (MIPS + LMS) of $9.2 million, a decrease of 13.6%, or 15.3% in constant currency. The year-over-year decline was primarily the result of the reduction of Oracle customers as service ramps down, partially offset by upsell on existing customers and addition of new customers.
    • Managed & IP Solutions (MIPS) Revenue grew 31.1% to $4.0M in Q2 2024, from $3.1M in Q2 2023
    • Legacy Managed Services (LMS) Revenue declined 31.8% to $5.2M in Q2 2024, from $7.6M in Q2 2023
  • Professional Services Revenue of $11.1 million, a decrease of 8.0% or 9.0% in constant currency. The year-over-year decline was primarily due to ramp down of completion of professional services projects and there continue to be customers contributing to the MIPS revenue growth. This was partially offset by the addition of new customer projects.
• Gross profit of $9.0 million, a decrease of 13.2% and representing 44.2% of total revenue compared to $10.3 million or 45.5% of revenue for the prior year period.
• Net loss of $4.4 million compared to net loss of $2.6 million for the prior year period primarily due to increased depreciation expense, restructure costs, foreign exchange impact, and decline in gross profits.
• Adjusted EBITDA1 of $0.3 million compared to an adjusted EBITDA1 of $0.04 million for the prior year period.

Second Quarter 2024 Business Highlights

• Commerce saw Professional Service and Managed & IP Solutions bookings across SAP hybris, Vtex, Spryker, and Shopify. Notably, Commerce won a new logo contract with a global oil and natural gas company on Shopify. Additionally, Commerce continued to benefit from renewals of Oracle ATG contracts in the Legacy Managed Service category.
• Data continued to see bookings for Data Readiness Assessments and SKU Build which included a new logo SKU Build deal representing over $1 million in TCV with a global manufacturer of networking, security, and connectivity products. Data won two additional new logos in the Professional Services category on Stibo and Syndigo as well as a number of renewals/extensions of application support in the Managed & IP Solutions category.
• Supply Chain won two new logos in the OMS Professional Services category on Körber and Fluent Commerce. Supply Chain also saw renewals/extensions across support services on Sterling WMS and Fluent Commerce OMS.

Second Quarter 2024 Results

Selected Financial Measures

Results of Operations

The following table outlines our consolidated statements of loss and comprehensive loss for the three and six months ended June 30, 2024 and 2023.

Cash Flows

Conference Call

Management will host a live Zoom Video Webinar on Tuesday, August 13, 2024 at 8:30 am ET to discuss these second quarter 2024 results. The webinar can be accessed through the following registration link: https://pivotree.zoom.us/webinar/register/WN_QxMCdvHBR4a2DkhfPXwnpw.

A replay will be available approximately two hours after the conclusion of the live event and posted on https://investor.pivotree.com/.

Non-IFRS Measures and Reconciliation of Non-IFRS Measures

This press release makes reference to certain non-IFRS measures including key performance indicators used by management and typically used by our competitors in the technology industry. These measures are not recognized measures under IFRS and do not have a standardized meaning prescribed by IFRS and are therefore not necessarily comparable to similar measures presented by other companies. Rather, these measures are provided as additional information to complement those IFRS measures by providing further understanding of our results of operations from management's perspective. Accordingly, these measures should not be considered in isolation nor as a substitute for analysis of our financial information reported under IFRS. These non-IFRS measures and technology metrics are used to provide investors with supplemental measures of our operating performance and liquidity and thus highlight trends in our business that may not otherwise be apparent when relying solely on IFRS measures. We also believe that securities analysts, investors and other interested parties frequently use non-IFRS measures, including technology industry metrics, in the evaluation of companies in the technology industry. Management also uses non-IFRS measures and technology industry metrics in order to facilitate operating performance comparisons from period to period, the preparation of annual operating budgets and forecasts and to determine components of executive compensation. The non-IFRS measures and technology industry metrics referred to in this press release include, “Total Contract Value (TCV) Booking”, “Managed & IP Solutions (MIPS) Revenue”, “Legacy Managed Services (LMS) Revenue”, "Adjusted EBITDA".

Key Performance Indicators

Due to our operating model, we recognize revenue within Total MIPS & LMS and professional services. Total MIPS & LMS, while largely based on minimum monthly recurring fees, also includes transactional and overage charges that may be variable from month to month.

Management uses a number of metrics, including the ones identified below, to measure the Company's performance and customer trends, which are used to prepare financial plans and shape future strategy. Our key performance indicators may be calculated in a manner different than similar key performance indicators used by other companies.

• Total Contract Value (TCV) Booking: This is defined as the total value of the contract executed with customers by the Company in the quarter. This is a new KPI to provide improved visibility to total bookings. It is important to note that while this is an indicator of revenue and future potential revenue, it cannot be reconciled to actual revenue recognized or industry book to bill metrics due to variances to time and material estimates, transactional or overage revenue that may not appear in bookings. The TCV Booking will be reported for the professional and Managed and IP Solutions (MIPS) & Legacy Managed Services (LMS) revenue segments. For this quarter we have provided the trailing twelve months which will serve as the comparative as we begin to report the Company’s 2024 quarterly results.

• Managed & IP Solutions (MIPS) Revenue: This supplementary information will provide visibility into the revenue growth of managed services and licenses when the legacy managed services business is excluded.

• Legacy Managed Services (LMS) Revenue: This supplementary information will provide visibility into the revenues associated with supporting certain technology platforms in which the Company is not actively investing to grow. This metric should provide the readers with an overview of the underlying growth of the Company when these services are excluded from the results. This is a one-time segmentation for specific contracts of which the company intends to continue to report on until the revenues become less material to the overall Company’s results.

• Total MIPS & LMS Revenue: This was referred to as managed services in prior reporting and will now be referenced using the new term. This segment combines both the MIPS and LMS supplementary segmentations introduced within.

Total Contract Value (TCV) Booking

TCV bookings for the three months ended June 30, 2024 were $2.6 million higher or 15.4% higher than the three months ended June 30, 2023. This increase is primarily related to LMS bookings growth resulting from Oracle ATG customer renewals and converting data center customers to the cloud. The LMS bookings are mostly contract for a 1 year term but also include contracts up to 3 years. Professional services decline is attributed to timing of booking on existing project engagements which are expected to continue and sign early Q3.

Total MIPS and LMS Revenue Segmentation