Kaltura(US:KLTR)2021-11-06 15:29Financial Data and Key Metrics Changes - The company reported revenue of $43 million for Q3 2021, representing a 40% year-over-year increase and exceeding the high end of guidance [7][37] - Subscription revenue reached $37.7 million, also up 40% year-over-year, accounting for approximately 88% of total revenue [8][37] - Annualized Recurring Revenue (ARR) grew to $151.7 million, a 41% increase year-over-year, with a net dollar retention rate of 117%, up from 111% a year ago [8][38] - Gross margin improved to 65%, up from 59% in Q3 2020 [8][40] - Adjusted EBITDA was negative $2.3 million, which was better than the high end of guidance [8][44] Business Line Data and Key Metrics Changes - In the EE&T segment, total revenue was $30.4 million, up 45% year-over-year, with subscription revenue at $28 million, a 14.1% increase [38] - The M&T segment reported total revenue of $12.6 million, a 13.1% year-over-year increase, with subscription revenue at $9.7 million, up 37% [39] Market Data and Key Metrics Changes - The company saw increased new bookings from EMEA and APAC regions, although North America remains the largest market [15] - The percentage of new business from channels continued to grow, with EE&T segment exceeding 10% [82] Company Strategy and Development Direction - The company plans to expand its sales force and increase marketing spend to fuel future growth [14][35] - Kaltura aims to move down market to serve smaller organizations with low-touch and self-serve products [14][35] - The company is focusing on enhancing its product offerings, including a second-generation virtual events platform and self-serve media services [30][32] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism about the demand across all four customer markets, particularly in the enterprise subsector within EE&T [50] - The company anticipates a strong Q4 and is focused on re-accelerating growth through increased sales capacity and new product launches [63][64] - Management acknowledged a slowdown in ARR growth but emphasized that this was anticipated and part of a strategic plan to add more sales personnel [62][63] Other Important Information - The company ended the quarter with $179.7 million in cash and short-term investments, reflecting proceeds from a public offering [45] - The company expects Q4 revenue to be between $41.2 million and $43.2 million, with a negative adjusted EBITDA of $7.5 million to $9.5 million [46] Q&A Session Summary Question: What growth factor in the EE&T segment is most exciting for 2022? - Management highlighted that all three areas within EE&T are strong, with enterprise being the most explosive in terms of market size opportunity [50] Question: Can you quantify the current sales capacity and hiring plan? - Management noted a significant growth in sales personnel, with a 50% increase in EE&T and a 20% increase in M&T compared to Q1 [52] Question: What is the outlook for bookings and execution in the quarter? - Management indicated that while there was a lower net new ARR added, the overall bookings environment remains strong, with a diversified customer base [56][58] Question: How is the company addressing the self-serve buying model? - Management is working on self-serve solutions expected to launch in the first half of next year, targeting SMEs and developers [65][67] Question: What is the impact of non-recurring revenue on the model? - Management clarified that the non-recurring revenue primarily comes from professional services, which is expected to decline as the company moves towards more automated solutions [90] Question: How competitive is the hiring environment currently? - Management acknowledged that the hiring environment is more competitive but emphasized the appeal of Kaltura's mission and culture in attracting talent [88]