Financial Performance - Revenue for the year ended December 31, 2021, was $115.9 million, up from $79.9 million in 2020 and $45.7 million in 2019, indicating significant growth[85]. - The company incurred net losses of $51.7 million, $40.4 million, and $32.1 million in 2021, 2020, and 2019, respectively, with an accumulated deficit of $181.9 million as of December 31, 2021[99]. - The company expects its revenue growth rate to decline over time, which may hinder its ability to achieve and sustain profitability[100]. - Revenue from Weave Payments is dependent on customer usage, and failure to increase this usage could adversely affect financial performance[164]. - The revenue from Weave Payments varies based on payment volume and economic conditions, making it difficult to predict future revenue accurately[165]. Customer Acquisition and Retention - Customer locations under subscription increased to 23,831 as of December 31, 2021, compared to 18,539 in 2020 and 13,084 in 2019[85]. - The company experienced a slowdown in new customer acquisition beginning in the first half of 2020 due to the COVID-19 pandemic, particularly affecting small and medium-sized businesses (SMBs)[80]. - A majority of customers pay subscriptions on a monthly basis, with an increasing percentage opting for annual payments, but there is no contractual obligation for renewals[90]. - The company aims to increase adoption of additional products by existing customers, which is critical for revenue growth[92]. - Customer service and support are critical for onboarding and retaining customers, and any failure in this area could harm business relationships[131][133]. Market Expansion and Competition - The company has expanded operations internationally, launching sales operations in Canada in 2020 and establishing engineering and administrative operations in India in 2021[85]. - The company is targeting medium-sized businesses for sales of subscriptions, which may incur higher costs and longer sales cycles[98]. - The company aims to expand into new vertical markets, such as home services, which requires additional investments in marketing and product development[112][113]. - The market is highly competitive with low barriers to entry, and the company faces competition from existing point solutions and larger competitors with greater resources[121][126]. - Key competitive factors include platform breadth, ease of use, industry-specific capabilities, and pricing, which are critical for maintaining market position[123]. Operational Challenges - The company faces challenges in managing rapid growth, including high employee turnover, particularly in customer service and sales[85]. - The company anticipates increased marketing expenditures as it seeks to attract new customers, which may not result in immediate revenue recognition[118]. - The company has transitioned to a new installation model relying on third-party independent contractors, which may impact customer satisfaction and sales if not managed properly[167]. - The company faces intense competition for skilled employees, which may impact its ability to manage business effectively and develop its platform[182]. Regulatory and Compliance Risks - The company is subject to various regulatory requirements, including compliance with FCC regulations, which may increase costs and affect business operations[195]. - The company must comply with the STIR/SHAKEN caller ID authentication framework by June 30, 2022, to avoid regulatory enforcement actions[199]. - The company is subject to various data protection laws, including HIPAA, which mandates strict privacy and security standards for handling protected health information (PHI)[216]. - Non-compliance with HIPAA could result in civil penalties and substantial compliance costs for the company[217]. - The company faces potential liabilities due to unauthorized use of its platform for illegal activities, which could damage its reputation and lead to litigation[205]. Financial and Capital Structure - As of December 31, 2021, the company had $10.0 million outstanding under its loan and security agreement with Silicon Valley Bank[194]. - The loan agreement requires the company to maintain a consolidated minimum liquidity of $20 million if total unrestricted cash falls below $100 million[194]. - The company may require additional capital for growth, which might not be available on favorable terms, potentially affecting its ability to respond to business opportunities[275]. - The company has never declared or paid cash dividends and does not intend to do so in the foreseeable future, focusing instead on retaining earnings for business development[274]. Internal Controls and Governance - The company identified material weaknesses in internal control over financial reporting, which could lead to material misstatements in financial statements[244]. - Remediation efforts for identified material weaknesses include hiring additional finance personnel and engaging external consultants for complex accounting matters[247]. - The effectiveness of internal controls will be assessed as of December 31, 2022, with ongoing evaluations required thereafter[251]. - The company has limited experience managing a public company, which may divert attention from day-to-day operations[190]. Technology and Cybersecurity - Cybersecurity threats are increasing, and breaches could compromise business operations and customer trust, necessitating ongoing investments in security[140][141]. - The company relies on third-party hardware and software, making it vulnerable to supply chain constraints and potential disruptions[138]. - Integration with third-party applications is crucial, and any disruption in interoperability could negatively impact the company's platform and services[136]. - The company heavily relies on Google Cloud Platform (GCP) for its operations, and any disruption could materially affect business and financial results[154].

Financial Data and Key Metrics Changes - For the full year 2021, total revenue reached $115.9 million, up 45% year-over-year, driven by the addition of 5,292 net new customer locations, totaling 23,831 locations [10][28] - In Q4 2021, total revenue was $31.8 million, representing a 34% year-over-year increase [11][32] - The dollar-based net revenue retention rate was 130%, slightly up from 2020, indicating strong expansion within existing customer accounts [28] - Gross margin in Q4 declined to 57.4% from 58.4% year-over-year due to increased support organization costs [34] - Total operating expenses for Q4 were $28.9 million, a 35% increase year-over-year, aligned with higher revenue levels [35] Business Line Data and Key Metrics Changes - The company continues to focus on small and medium-sized businesses, particularly in the healthcare sector, which has shown resilience during the pandemic [9] - The Weave payment solution processed over $1 billion in payment volume since its launch in early 2020, indicating strong adoption [13] - The company expanded its offerings in the home services vertical, which is a new market opportunity [12][19] Market Data and Key Metrics Changes - The healthcare sector, particularly dental, optometry, and veterinary markets, remains a core focus, with significant growth opportunities identified [17][19] - The company is under 10% penetrated in each of its core markets, suggesting substantial room for growth [66] Company Strategy and Development Direction - The company aims to enhance its sales and marketing processes under the leadership of a newly appointed Chief Revenue Officer and Chief Marketing Officer [16][22] - A focus on maximizing opportunities within core verticals is emphasized, with plans to improve platform functionality and customer experience [18][19] - The company is adapting its go-to-market strategy to optimize lead generation and reduce customer acquisition costs [21][22] Management's Comments on Operating Environment and Future Outlook - Management acknowledged ongoing macroeconomic uncertainties, including the impact of the Omicron variant and inflationary pressures, which have affected sales and onboarding efforts [30][38] - The company anticipates that revenue growth will lag behind strategic initiatives in the first half of 2022, with expectations for renewed momentum in the latter half of the year [26][38] - Management remains optimistic about the company's competitive position and market share growth potential in core verticals [26][39] Other Important Information - The company completed its IPO in November 2021, raising $111.6 million, which enhances its financial flexibility [29][37] - Adjusted EBITDA for Q4 was negative $9.7 million, compared to negative $7 million in the prior year [36] Q&A Session Summary Question: Can you provide insights on the payments business and its performance? - Management expressed excitement about the payments solution, highlighting the recent hiring of a new payment sales leader to drive adoption and processing volume [44][45] Question: Is there a particular vertical that is more conservative in the guidance? - Management indicated that the cautious outlook is broadly applicable across all verticals, with no specific vertical being more impacted than others [46] Question: What are the customer behavior trends observed recently? - Management noted that the Omicron variant affected onboarding and sales, as customers faced staffing challenges, impacting the ability to coordinate installations [50][51] Question: What specific changes are being made to the go-to-market strategy? - The company has simplified its sales motion and reduced reliance on sales development representatives, transitioning to a full-cycle account executive model [54][55] Question: How is the company addressing sales force turnover? - Management acknowledged higher-than-anticipated turnover, attributing it to competition for talent and changes in the sales model, but remains optimistic about recruitment efforts [106][107]

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 September 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: 001-40998 Weave Communications, Inc. Delaware 26-3302902 (State or other jurisdiction of (I.R.S. Empl ...