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: 75 real Questions
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(EDGAR on-line by the employ of COMTEX) -- detail 7. administration's dialogue and evaluation of economic condition and results of Operations
right here management's dialogue and analysis of economic situation and consequences of Operations includes "ahead-searching statements" within the that means of section 27A of the Securities Act of 1933 and section 21E of the Securities trade Act of 1934. These forward-looking statements will besides live recognized by artery of predictive, future-annoying or forward-looking terminology, corresponding to "believes," "anticipates," "expects," "estimates," "plans," "can also," "intends," "will," or similar terms. investors are suggested that any forward-looking statements are not guarantees of future efficiency and involve huge risks and uncertainties, and that exact effects may additionally fluctuate materially from those projected within the forward-looking statements. here dialogue should live read in conjunction with the consolidated fiscal statements and notes to those fiscal statements included elsewhere during this file.
throughout 2016, they continued to innovate and boost their FreeStor(R) product, a converged, hardware-agnostic, software-described storage (SDS) and facts services platform. considering that the introduction of FreeStor in can besides 2015, we've persevered to develop and boost the FreeStor platform to tackle the ever altering market dynamics to win certain that FreeStor continues to live a frontrunner within the SDS market vicinity. The latest enhancements had been delivered in October 2016, including new simple sample simplest pricing, public cloud connectors (AWS, Azure, Oracle Cloud, Aliyun, Huawei), improved Core-to-aspect Analytics, Unified client management, greater cozy multi-tenancy, external protection (A.D. and LDAP), and a lot of performance optimizations. The FreeStor Cinder Driver for OpenStack has besides been authorized and is now protected within the OpenStack Newton distribution as well as the RedHat OpenStack 8 distribution. Enhancements delivered in April 2016, protected conclusion-to-end smart predictive analytics which presents perception across heterogeneous storage environments. FreeStor offers purchasers the capacity to saunter workloads to the privilege vacation spot, on-premise or in the cloud, with real perception for the preempt expense. FreeStor is an SDS platform that gives valued clientele the power to seamlessly migrate, recuperate, give protection to and deduplicate information
over the eventual twenty-one months they now hold persevered to power FreeStor earnings via their originally centered routes to market which covered OEMs, Managed carrier providers and enterprise clients. we've achieved vital client and industry credibility with the early adopter OEMs and Managed provider suppliers. considering the introduction and unlock of FreeStor in mid-2015, FreeStor has received 11 utility-defined storage (SDS) product-of-the-12 months awards at a number of main industry publications, together with three publications servicing the Asia markets and six publications servicing the ecu marketplace and two publications within the Americas.
moreover, throughout November 2016, they introduced the customary availability of version 9.0 of their continuous information insurance device ("CDP"), community Storage Server ("NSS") and Optimized Backup and Deduplication ("OBD") items. They proceed to support their legacy consumers and loom to transform them to FreeStor, however this can most likely live the ultimate essential liberate for the legacy products with minor releases soundless planned as well as compatibility with infrastructure updates.
We present flexibility in licensing and payment buildings, and subsequently the product income for some transactions are being diagnosed ratably over the contractual protection term. They call to continue this adaptability going forward, and besides call that the number of transactions with bendy revenue phrases will enhance over time, which might outcomes in variable durations for recognizing the profits. in addition, their FreeStor platform is essentially offered on a subscription primarily based providing with revenue cognizance recorded over the time term of the subscription. Their usher and renovation profits is besides identified ratably over the term of the attend and upkeep agreement. Their knowledgeable features revenue is recognized upon delivery of the skilled features except it's sold as a portion of a bundled arrangement for which they haven't established unbiased value for each and every undelivered features which would require the profits from the complete arrangement to live recognized over the maintenance duration.
We believe that the flexibleness in licensing, fee constructions and subscription based mostly choices has made and will proceed to win us more competitive in the market with the aid of enabling us greater flexibility to drudgery with partners and consumers to design licensing and charge terms that meet their wants. offering flexibility in licensing, payment structures and subscription based mostly offerings consequences in ratable revenue recognition, and hence their GAAP earnings will fluctuate counting on the extent and blend of ratable and/or subscription earnings from length-to-period.
Most of their revenue comes from income to customers via resellers. As service suppliers to companies, resellers' reputations are relative on enjoyable their shoppers' wants effectively and effortlessly. Resellers hold vast decisions in enjoyable their valued clientele' wants. If resellers examine that a product they hold got been proposing to their shoppers isn't functioning as promised, or isn't presenting adequate recrudesce on investment, or if the shoppers are not convinced with the degree of aid they are receiving from the suppliers, the resellers will saunter straight away to present distinctive options to their valued clientele. further sales by using resellers are therefore a crucial indicator of their enterprise prospects.
Our "company associate" software for their resellers offers economic incentives, for these resellers that are inclined to win a dedication to FalconStor through practising, advertising and marketing and income. As a portion of their evaluation of each and every of their operations to maximize rate reductions with out sacrificing sales, and in reference to their enterprise companion application, they continuously evaluation their relationship with each and every of their resellers in each and every areas. They decided to focal point on handiest these resellers who've the abilities, personnel and networks to determine skills shoppers and to provider their finish clients.
Bookings for the 12 months ended December 31, 2016 totaled $30.0 million, in comparison with $38.9 million for the yr ended December 31, 2015. For the 12 months ended December 31, 2016, bookings for the complete FreeStor expertise and subscription-primarily based platform extended seventy three% compared to the equal duration of 2015. They reliance these bookings achievements in such a short length of time validate FreeStor as a pacesetter within the newly emerging SDS marketplace. although, whereas we're completely satisfied with the bookings increase for the FreeStor expertise and subscription-based mostly platform each and every through 2016, these bookings did not win up for reserving declines in their legacy product lines. additionally, the stage of customer deal elongation and customer indecisiveness to purchase in a timely mode as a result of consumers working through their organizational buying options continues to supply massive headwinds for each the storage application commerce and FalconStor. subsequently, they will constantly notice to optimize their can charge-buildings and preempt elements with a purpose to profit operational efficiencies as a artery to in shape their run-price outlook of bookings, billings and complete profits to win certain they are optimizing their company operations.
general, complete revenue for the 12 months ended December 31, 2016 lowered 38% to $30.three million, compared with $forty eight.6 million for the 12 months ended December 31, 2015. This reduce became partly as a result of $11.three million of salary recorded throughout 2015 linked to their joint building agreement which did not reiterate in 2016. excluding the profits concerning their joint progress contract, complete revenue diminished 19% to $30.3 million for the year ended December 31, 2016, compared with $37.3 million for the yr ended December 31, 2015. They assign the decline in total revenues to a few components. First, however they now hold up to date and added new versions of FreeStor and their factor-options to wield the wants of clients and the marketplace, the quantity of new product licenses and maintenance revenue, both for expansion of their present residence in groundwork and in the acquisition of recent consumers declined from the prior year. second, they hold continued to hold consumer attrition which has resulted in a lessen in protection renewal earnings. Third, as cited above, the even of customer deal elongation and customer indecisiveness to purchase in a well timed mode because of customers working through their organizational procuring strategies continues to supply huge headwinds for both the storage application industry and FalconStor. They accept as honest with that their engineering efforts each and every the artery through the yr and the free up of recent and ingenious technology which addresses the software-defined-storage marketplace will enable us to capitalize on the impulsively evolving expertise panorama and trade necessities in 2017.
can charge of salary for the yr ended December 31, 2016 decreased $1.four million, or 14%, to $eight.3 million, in comparison with $9.7 million for a similar duration in 2015. total crude margin decreased to 73% for the 12 months ended December 31, 2016, in comparison with eighty% for the year ended December 31, 2015. total crude margin except the joint construction contract profits changed into 73% and seventy four% for the years ended December 31, 2016 and 2015, respectively. The slight lessen in their complete crude margin, excluding the joint progress contract profits, became primarily because of the mix of income. frequently, their complete crude earnings and total crude margins fluctuate in response to a few elements, including (i) salary growth ranges,
usual, their complete operating prices, lowered $7.9 million, or 20%, to $32.3 million for the yr ended December 31, 2016, compared with $40.2 million for the year ended December 31, 2015. This reduce changed into essentially brought on by their tighter expense controls and criterion operational efficiencies which greater align their current marketing strategy on a run-price foundation. These efficiencies involve amongst different items, circulation-lined personnel related costs, global overhead charges and efficiencies realized on their redesigned go-to-market coverage models. Their global headcount became 166 employees as of December 31, 2016, compared with 226 employees as of December 31, 2015. They presently assume a lessen of about 30% in ordinary expenses in 2017 compared with 2016, besides the fact that children there will besides live no assurance as to the amount of this reduce.
operating margin is a measure of operating effectivity. They incur research and construction expenses earlier than the product is offered for licensing. These fees consist essentially of personnel costs for engineering and trying out, but besides encompass different gadgets such as the depreciation and amortization of hardware and utility utilized in building. They even hold costs for application support, revenue and advertising, and well-known and administrative features. whereas their working margins continue to live impacted by means of one-time gadgets, affects from alterations in their licensing mannequin and product transitions, their effects aren't reflective of their internal aims and they continue to seem for tactics to enhance their working efficiencies.
typically, they seem to operating income as one other measure of their development. This quantity enables us to measure and to compare their outcomes of operations from one year to the next. operating loss for 2016 became $10.three million, compared with an working loss of $1.three million in 2015. included in their operating loss for 2015 changed into $11.3 million of profits as a result of the joint-building settlement. net loss for the year ended December 31, 2016 changed into $11.0 million, in comparison with a internet want of $1.9 million for the 12 months ended December 31, 2015.
As of December 31, 2016 and 2015, about 67% and seventy three% of their deferred earnings incorporates amounts because of future attend and renovation of their products, respectively, and approximately 33% and 27% of deferred earnings incorporates quantities as a result of product revenues, respectively. Their deferred income reduced eight% from $25.7 million at December 31, 2015 to $23.7 million at December 31, 2016. Deferred salary might live an vital key metric to measure their success in starting to live their enterprise from a suitable line standpoint as they matter on certain product sales in 2017 to live diagnosed ratably beneath the terms of the arrangements and the licensing mannequin of FreeStor as a subscription-based term license.
we now hold incurred huge working losses within the feeble eight years and negative cash circulation from operations in five of the previous eight years. They at present hold a working capital deficiency of $10.5 million, which is inclusive of current deferred income of $15.2 million, and a stockholders' deficit of $21.7 million. each and every through the year ended December 31, 2016, they incurred a web loss of $eleven.0 million and needy money saunter from operations of $9.4 million. Their total money steadiness at December 31, 2016 is $three.four million, a lower of $10.0 million as in comparison to December 31, 2015. moreover these fiscal metrics, as of December 31, 2016, they had been now not in compliance with the fiscal covenants of the collection A redeemable convertible favored inventory, which can live mutually agreed to annually, for 2 consecutive quarters. This breach provides the sequence A redeemable convertible preferred stockholders with the privilege to require us to redeem any of the sequence A redeemable convertible favored inventory at the greater of a hundred% of the cited cost plus accumulated and unpaid dividends or the made of the number of shares of universal stock underlying the collection A redeemable convertible favored stock and the closing fee of their unvarying inventory as of December 31, 2016. to date, the holders of the chain A redeemable convertible favorite inventory hold neither exercised nor waived this redress and for that intuition this privilege may live exercised at any time. in addition, the holders of the collection A redeemable convertible preferred inventory hold the privilege to request a redemption of the collection A redeemable convertible favored inventory on or after August 5, 2017. If the holders request that the sequence A redeemable convertible favorite inventory live redeemed, they may additionally not hold enough liquidity to undertake the redemption. If they don't redeem the collection A redeemable convertible favourite stock, the holders of the sequence A redeemable convertible favorite stock can pursue different cures. seek recommendation from celebrate (eight) chain A Redeemable Convertible favorite stock to their consolidated economic statements for additional discussion related to these different remedies. Their decreased money stability and history of losses each in and of itself, and in combination with the redemption rights of the holders of the chain A redeemable convertible favorite stock, rear significant doubt about their means to proceed as a going situation inside 12 months after March 10, 2017 (the date that these monetary statements were issued). accordingly, the monetary statements as of December 31, 2016, blanketed in this Annual record on kind 10-ok were organized beneath the assumption that we'll continue as a going rigor for the subsequent twelve months.
Our skill to continue as a going problem, including within the undergo of a redemption request through the holder, depends on their capacity to execute their marketing strategy, raise profits and billings and in the reduction of expenditures. privilege through 2016, they persisted to headquarters of attention on aligning their price structure with income expectations which included tighter expense controls and medium operational efficiencies which better align their present marketing strategy on a run-fee groundwork. These efficiencies consist of amongst different gadgets, circulate-lined personnel connected charges and world overhead charges and efficiencies realized on their redesigned go-to-market coverage models. they hold decreased their global headcount to 166 employees as of December 31, 2016, in comparison with 226 personnel as of December 31, 2015. although, the decline in earnings over the ultimate twelve months mixed with the separation fees involving the headcount discounts hold reduced the repercussion of those discounts in operating fees, thereby no longer reaching the expected reduction of quarterly money char rate.
There is not any assurance that they may live a hit in producing enough revenue or carrying on with to reduce operating costs. furthermore, to the extent that they proceed to incur losses, they could exigency to searching for further financing and there can besides live no assurance that they might live able to harvest financing or that such financing will live on auspicious terms. any such financing can live dilutive to their shareholders. Failure to generate adequate revenue, billings, wield or Cut back charges and/or the want of capacity to acquire financing will outcome in an inability of us to continue as a going situation.
We proceed to treasure share-based compensation fee in connection with the issuance of equity-based awards as a portion of their commonplace company operations. On an on-going basis they weigh the hold an outcome on of the expense on their consolidated fiscal statements in opposition t the hold an outcome on of discontinuing the accouter of fairness-primarily based compensation to their global carcass of workers. It continues to live their view that the possibility to participate in the increase of their commerce is an vital motivating and retention tool for their existing personnel and a valuable recruiting tool for brand spanking new employees. they will therefore proceed to celebrate the standards and the methodology we've used in the past to investigate grants of stock alternatives or other fairness-based awards to their employees. For the management of their commerce and the review of their growth, they will proceed to seem to their outcomes excluding share-based compensation rate and different restricted non-working concentrated costs of the enterprise. they can employ these non-GAAP fiscal measures in making operating choices as a result of they measure the outcomes of their day-to-day operations and because they deliver a more constant groundwork for evaluating and comparing their consequences throughout several periods.
results OF OPERATIONS - FOR THE yr ENDED DECEMBER 31, 2016 in comparison WITH THE year ENDED DECEMBER 31, 2015
Our basic sales headquarters of attention is on promoting application options and structures which contains stand-on my own utility purposes, software built-in with industry common hardware and offered as one finished built-in respond or offered on a subscription or consumption foundation. due to this fact, their revenue is categorized as both: (i) product salary, or (ii) support and functions income. Product earnings carries both integrated solutions and stand-by myself software income. usher and features earnings contains each renovation revenue and professional features earnings.
complete earnings for the 12 months ended December 31, 2016 diminished 38% to $30.three million, in comparison with $48.6 million for the yr ended December 31, 2015. This diminish changed into partly as a result of $eleven.3 million of profits recorded privilege through 2015 linked to their joint progress settlement which did not reiterate in 2016. except for the income concerning their joint building settlement, complete salary lowered 19% to $30.three million for the year ended December 31, 2016, compared with $37.three million for the 12 months ended December 31, 2015. Their charge of profits decreased 14% to $8.three million for the 12 months ended December 31, 2016, in comparison with $9.7 million for the year ended December 31, 2015. Their operating prices diminished 20% from $forty.2 million for the 12 months ended December 31, 2015 to $32.3 million for the 12 months ended December 31, 2016. covered within the operating outcomes for the years ended December 31, 2016 and 2015 hold been; (i) $2.three million and $1.9 million, respectively, of share-based compensation rate; and (ii) $0.2 million of restructuring costs in each and every year. net loss for the year ended December 31, 2016 became $eleven.0 million, compared with $1.9 million for the year ended December 31, 2015. internet loss because of unvarying stockholders, which contains the effects of the collection A redeemable convertible favored inventory dividends (together with amassed dividends) and accretion, was $13.0 million for the 12 months ended December 31, 2016, compared with $three.3 million for the yr ended December 31, 2015.
standard, their complete working prices, diminished $7.9 million, or 20%, to $32.3 million for the 12 months ended December 31, 2016, in comparison with $forty.2 million for the year ended December 31, 2015. This diminish changed into essentially because of their tighter expense controls and criterion operational efficiencies which better align their current marketing strategy on a run-price groundwork. These efficiencies involve among different items, flow-lined personnel related costs, global overhead charges and efficiencies realized on their redesigned go-to-market insurance models. additionally, the lessen is because of a diminish in expert charges basically related to an investment made in 2014 to penetrate Definite market verticals under a one-12 months association, which ended at March 31, 2015. Their worldwide headcount changed into 166 employees as of December 31, 2016, compared with 226 personnel as of December 31, 2015. they will continue to reckon the applicable headcount ranges to appropriately align their materials with their latest and long-term outlook and to retract actions in areas of the enterprise that could live underperforming.profits year ended December 31, 2016 2015 revenue: Product income $ 10,116,897 $ 24,847,724 usher and capabilities profits 20,146,449 23,723,267 total revenue $ 30,263,346 $ forty eight,570,991 year-over-yr percent exchange Product salary (59)% 40% support and capabilities revenue (15)% (17)% complete percent exchange (38)% 5%
Product profits is made from earnings of each licenses for their application solutions and income of the systems on which the utility is residence in. This comprises stand-alone software purposes and application built-in with industry regular hardware, offered as one complete built-in solution or bought on a subscription or consumption basis. The items are sold through their OEMs, and thru (i) cost-delivered resellers, (ii) distributors, and/or (iii) at once to conclusion-users (collectively "non-OEMs"). These revenues are identified when each and every the apropos criteria beneath accounting principles generally authorized in the u.s. are met.
Product salary decreased 59% from $24.8 million for the year ended December 31, 2015 to $10.1 million for the yr ended December 31, 2016, primarily due to a total of $eleven.three million of product revenue identified throughout 2015 regarding their joint building contract which didn't reiterate in 2016. apart from product revenue from the joint progress contract, product income for the 12 months ended December 31, 2016 reduced 25% to $10.1 million, compared with $13.6 million for the 12 months ended December 31, 2015. Product salary represented 33% and 51% of their complete earnings for the years ended December 31, 2016 and 2015, respectively.
except the joint progress contract salary, product revenue from their OEM partners multiplied $0.2 million, whereas product earnings from non-OEM partners decreased $3.4 million for the yr ended December 31, 2016, compared with the identical length in 2015. The decline in product earnings from their non-OEM channel became primarily because of, (i) challenges in acquiring new consumers, (ii) a lower in the extent of income from their legacy product line(s), and (iii) the admixture of deals the residence revenue is recognized ratably over the term of the associated preservation contract, in residence of upon transaction completion and product beginning. Product profits from their non-OEM partners represented seventy two% and 44% of their total product profits for the years ended December 31, 2016 and 2015, respectively. Product salary from their OEM companions represented 28% and 56% of their total product earnings for the years ended December 31, 2016 and 2015, respectively. apart from the joint progress agreement product salary, their non-OEM partners and OEM companions represented eighty% and 20%, respectively, of their total product earnings for the year ended December 31, 2015.
We continue to invest in their product portfolio by using immaculate and updating their current product strains and constructing their subsequent era of inventive product offerings to power their earnings quantity in aid of their long-term outlook.
guide and features earnings
aid and capabilities revenue is made out of profits from (i) protection and technical aid functions, (ii) expert services basically related to the implementation of their application, and (iii) engineering features. salary derived from maintenance and technical assist contracts are deferred and recognized ratably over the contractual upkeep term. skilled services revenue is recognized within the length that the linked services are carried out or over the contractual time term if supplier-specific aim facts ("VSOE") does not exist for each and every undelivered facets. Engineering features are diagnosed upon customer acceptance or over the ultimate contract term if VSOE does not exist for the closing deliverables upon acceptance. aid and features profits diminished 15% from $23.7 million for the yr ended December 31, 2015 to $20.1 million for the year ended December 31, 2016. The lessen in assist and features profits changed into attributable to decreases in both preservation and technical support functions income and expert services income.
preservation and technical assist features salary diminished from $22.7 million for the year ended December 31, 2015 to $19.four million for a similar duration in 2016. Their upkeep and technical assist service income outcomes essentially from (i) the purchase of preservation and aid contracts via their customers, and
Mar 10, 2017
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