Pursuant to Section 13 or 15(d) of
the Securities Exchange Act of 1934
February 8, 2022
Date of Report (Date of earliest event reported)
(Exact name of Registrant as Specified in Its Charter)
Delaware 001-35840 77-0528806
(State or Other Jurisdiction
of Incorporation)
File Number)
 (IRS Employer Identification No.)

777 Mariners Island Boulevard, Suite 300
San Mateo, California 94404
 (Address of Principal Executive Offices) (Zip Code)
Registrant’s Telephone Number, Including Area Code: (650) 610-4600
Not Applicable
(Former Name or Former Address, if Changed Since Last Report)
Check the appropriate box below if the Form 8-K filing is intended to simultaneously satisfy the filing obligation of the registrant under any of the following provisions:
Written communications pursuant to Rule 425 under the Securities Act (17 CFR 230.425)
Soliciting material pursuant to Rule 14a-12 under the Exchange Act (17 CFR 240.14a-12)
Pre-commencement communications pursuant to Rule 14d-2(b) under the Exchange Act (17 CFR 240.14d-2(b))
Pre-commencement communications pursuant to Rule 13e-4(c) under the Exchange Act (17 CFR 240.13e-4(c))
Securities registered pursuant to Section 12(b) of the Act:
Title of each classTrading SymbolName of each exchange on which registered
Common Stock, par value $0.00015 per shareMODNNew York Stock Exchange
Indicate by check mark whether the registrant is an emerging growth company as defined in Rule 405 of the Securities Act of 1933 (§230.405 of this chapter) or Rule 12b-2 of the Securities Exchange Act of 1934 (§240.12b-2 of this chapter).
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. 

Item 2.02.    Results of Operations and Financial Condition.

On February 8, 2022, the Company issued a press release announcing its financial results for the first quarter fiscal year 2022, which ended December 31, 2021. A copy of the press release is attached as Exhibit 99.1 to this current report on Form 8-K.

The information contained in this Item 2.02 of this current report on Form 8-K and the exhibits attached hereto shall not be deemed “filed” for purposes of Section 18 of the Securities Exchange Act of 1934, as amended (the “Exchange Act”), or otherwise subject to the liabilities of that section, nor shall it be deemed incorporated by reference in any filing under the Securities Act of 1933, as amended, or the Exchange Act, except as shall be expressly set forth by specific reference in such a filing.

Item 9.01.    Financial Statements and Exhibits.

(d)    Exhibits

The following exhibits are furnished herewith:
Exhibit NumberDescription
Cover Page Interactive Data File (embedded within the Inline XBRL document).



Pursuant to the requirements of the Securities and Exchange Act of 1934, the Registrant has duly caused this report to be signed on its behalf by the undersigned thereunto duly authorized.
By:/s/ John Ederer
 John Ederer
 Chief Financial Officer
Date: February 8, 2022

EX-99.1 2 modnq122ex991.htm EX-99.1 Document

Exhibit 99.1


Total Revenue Grew 21% Year-over-Year
Subscription Revenue Grew 21% Year-over-Year

SAN MATEO, Calif. – February 8, 2022 - Model N, Inc. (NYSE: MODN), the leader in cloud revenue management solutions, today announced financial results for the first quarter fiscal year 2022 ended December 31, 2021.

“We kicked off fiscal year 2022 with very solid financial results that exceeded all of our guidance metrics. During the first quarter, we signed new logos, closed four SaaS transitions, expanded within numerous existing customers, and enjoyed strong renewals,” said Jason Blessing, president and chief executive officer of Model N. “We are executing right on plan and I’m optimistic about the opportunity ahead for Model N as we move through fiscal 2022 with positive momentum.”

Recent Highlights

Strong Performance in Life Sciences Vertical – Model N continued to bolster its stronghold in the Life Sciences vertical, adding new customers, expanding with existing customers, and securing additional commitments for SaaS transitions. During the quarter, the Company signed a new agreement with a Japanese pharmaceutical and biotechnology company, one of the 40th largest in the world. Model N expanded relationships with Akorn Pharmaceuticals and one of the world's largest pharmaceutical companies based in Germany. Also in the quarter, four long-time Model N customers committed to SaaS transitions, including Abbott Diagnostics Division, AstraZeneca plc, ConMed Corporation and Stryker Orthopaedics.

High Tech Vertical Gains Momentum with New and Existing Customers – In the first quarter, Model N demonstrated growing traction in the High Tech vertical with the addition of Solidigm Technology, a global provider of NAND flash technology that was recently spun out of Intel. We also expanded our relationships with Advanced Micro Devices, Diodes Incorporated, Marvell Technology, Inc. and Western Digital, among several others.

New Product Introduction – In February 2022, Model N launched State Price Transparency Management, a new SaaS solution for pharmaceutical and biotech companies, designed to meet the fast-growing demands for state price transparency mandates.

Continued Platform Innovation – During Q1, Model N introduced its Fall 2021 product releases which continue to drive continuous innovation and new operational efficiencies on behalf of the company’s customers. The company’s semi-annual update to its flagship product, Revenue Cloud, incorporates several upgrades and new features for life sciences companies and for high-tech manufacturers, including enhanced compliance, a new mobile experience, and upgraded analytics.
First Quarter 2022 Financial Highlights
Revenues: Total revenues were $51.5 million, an increase of 21% from the first quarter of fiscal year 2021. Subscription revenues were $38.1 million, an increase of 21% from the first quarter of fiscal year 2021. Business Services, acquired from Deloitte, contributed $5.8 million in total revenues for the first quarter of fiscal year 2022.

Gross Profit: Gross profit was $28.9 million, an increase of 13% from the first quarter of fiscal year 2021. Gross margin was 56% compared to 60% for the first quarter of fiscal year 2021. Non-GAAP gross profit was $31.1 million, an increase of 15% from the first quarter of fiscal year 2021. Non-GAAP gross margin was 60% compared to 63% for the first quarter of fiscal year 2021. Subscription gross margin was 63% compared to 71% for the first quarter of fiscal year 2021. Non-GAAP subscription gross margin was 68% compared to 74% for the first quarter of fiscal year 2021. Both GAAP and Non-GAAP gross margins for the first quarter of fiscal year 2022 were impacted by the revenue mix coming from the acquisition of Business Services.

GAAP Income (Loss) and Non-GAAP Income from Operations: GAAP loss from operations was $(2.0) million compared to income from operations of $(1.3) million for the first quarter of fiscal year 2021. Non-GAAP income from operations was $7.0 million, a decrease of (5)% from the first quarter of fiscal year 2021.


GAAP Net Loss: GAAP net loss was $(6.3) million compared to a net loss of $(5.2) million for the first quarter of fiscal year 2021. GAAP basic and diluted net loss per share attributable to common stockholders was $(0.17) based upon weighted average shares outstanding of 36.2 million compared to net loss per share of $(0.15) for the first quarter of fiscal year 2021 based upon weighted average shares outstanding of 34.9 million.

Non-GAAP Net Income: Non-GAAP net income was $5.4 million, an decrease of (8)% from the first quarter of fiscal year 2021. Non-GAAP net income per diluted share was $0.15 based upon diluted weighted average shares outstanding of 36.6 million compared to non-GAAP net income per diluted share of $0.16 for the first quarter of fiscal year 2021 based upon diluted weighted average shares outstanding of 36.0 million.

Adjusted EBITDA: Adjusted EBITDA was $7.2 million, a decrease of (4)% from the first quarter of fiscal year 2021.

A reconciliation of GAAP to non-GAAP financial measures has been provided in the financial tables included in this press release.


As of February 8, 2022, we are providing guidance for the second quarter fiscal year 2022 and issuing guidance for the full fiscal year ending September 30, 2022.

(in $ millions, except per share)Second Quarter Fiscal 2022Full Year Fiscal 2022
Total revenues51.0 – 51.5212.0 – 214.5
Subscription revenues37.0 – 37.5153.0 – 155.5
Non-GAAP income from operations3.8 – 4.323.0 – 25.0
Non-GAAP net income per share0.06 – 0.080.46 – 0.52
Adjusted EBITDA4.0 – 4.524.0 – 26.0

Quarterly Results Conference Call

Model N will host a conference call today at 2:00 PM Pacific Time (5:00 PM Eastern Time) to review the company’s financial results for the first quarter fiscal year 2022 ended December 31, 2021. The conference call can be accessed by dialing 877-407-4018 from the United States or +1-201-689-8471 internationally with reference to the company name and conference title, and a live webcast and replay of the conference call can be accessed from the investor relations page of Model N’s website at investor.modeln.com. Following the completion of the call through 11:59 p.m. ET on February 22, 2022, a telephone replay will be available by dialing 844-512-2921 from the United States or +1-412-317-6671, internationally, with recording access code 13725724.

About Model N

Model N enables life sciences and high tech companies to drive growth and market share, minimizing revenue leakage throughout the revenue lifecycle. With deep industry expertise and solutions purpose-built for these industries, Model N delivers comprehensive visibility, insight and control over the complexities of commercial operations and compliance. Its integrated cloud solution is proven to automate pricing, incentive and contract decisions to scale business profitably and grow revenue. Model N is trusted across more than 120 countries by the world’s leading pharmaceutical, medical technology, semiconductor, and high tech companies, including Johnson & Johnson, AstraZeneca, Stryker, Seagate Technology, Broadcom and Microchip Technology. For more information, visit www.modeln.com.

Forward-Looking Statements

This press release contains forward-looking statements including, among other things, statements regarding Model N’s first quarter and full year fiscal 2022 financial results, Model N’s profitability, future planned enhancements to our products and benefits from our products, and expected benefits from our acquisition. The words “believe,” “may,” “will,” “estimate,” “continue,” “anticipate,” “intend,” “expect,” and similar expressions are intended to identify forward-looking statements. These forward-looking statements are subject to risks, uncertainties, and assumptions. If the risks materialize or assumptions prove incorrect, actual results could differ materially from the results implied by these forward-looking statements. Risks include, but are not limited to: (i) delays in closing customer contracts; (ii) our ability to improve and sustain our sales execution; (iii) the timing of new orders and the associated revenue recognition; (iv) adverse changes in general economic or market conditions; (v) delays or reductions in information technology spending and resulting variability in customer orders from quarter to quarter; (vi) competitive factors, including but not limited to pricing pressures, industry consolidation, entry of new competitors and new applications and marketing initiatives by our competitors; (vii) our ability to manage our growth effectively; (viii) acceptance of our applications and services by customers; (ix) success of new products; (x) the risk that the strategic initiatives that we may pursue will not result in significant future revenues; (xi) changes in health care regulation and policy and tax in the United States and worldwide; (xii) our ability to retain customers; (xiii) adverse impacts on our business and financial condition due to COVID-19; and (xiv) the possibility that the expected benefits related to our acquisition may not materialize as expected and our ability to successfully integrate Deloitte’s life sciences pricing and contracting solutions business and underlying technology. Further information on risks that could affect Model N’s results is included in our filings with the Securities and Exchange Commission (“SEC”), including our most recent quarterly report on Form 10-Q and our annual report on Form 10-K for the fiscal year ended September 30, 2020, and any current reports on Form 8-K that we may file from time to time. Should any of these risks or uncertainties materialize, actual results could differ materially from expectations. Model N assumes no obligation to, and does not currently intend to, update any such forward-looking statements after the date of this release.

Non-GAAP Financial Measures


We have provided in this release financial information that has not been prepared in accordance with accounting standards generally accepted in the United States of America (“GAAP”). We use these non-GAAP financial measures internally in analyzing our financial results and believe they are useful to investors, as a supplement to GAAP measures, in evaluating our ongoing operational performance. We believe that the use of these non-GAAP financial measures provides an additional tool for investors to use in evaluating ongoing operating results and trends, and in comparing our financial results with other companies in our industry, many of which present similar non-GAAP financial measures to investors.

Non-GAAP financial measures should not be considered in isolation from, or as a substitute for, financial information prepared in accordance with GAAP. Investors are encouraged to review the reconciliation of these non-GAAP financial measures to their most directly comparable GAAP financial measures below. A reconciliation of our non-GAAP financial measures to their most directly comparable GAAP measures has been provided in the financial statement tables included below in this press release.

Our reported results include certain non-GAAP financial measures, including non-GAAP gross profit, non-GAAP gross margin, non-GAAP subscription gross profit, non-GAAP subscription gross margin, non-GAAP income (loss) from operations, non-GAAP net income (loss), non-GAAP net income (loss) per share, and adjusted EBITDA. Non-GAAP gross profit excludes stock-based compensation expenses, amortization of intangible assets, and deferred revenue adjustments as they are often excluded by other companies to help investors understand the operational performance of their business. Non-GAAP income (loss) from operations excludes stock-based compensation expense, amortization of intangible assets, acquisition-related expense, and deferred revenue adjustments. Non-GAAP net income (loss) excludes stock-based compensation expense, amortization of intangible assets, acquisition-related expense, amortization of debt discount and issuance costs, and deferred revenue adjustments. Additionally, stock-based compensation expense varies from period to period and from company to company due to such things as valuation methodologies and changes in stock price. Adjusted EBITDA is defined as net loss, adjusted for depreciation and amortization, stock-based compensation expense, acquisition-related expense, deferred revenue adjustment, interest (income) expense, net, other (income) expenses, net, and provision for (benefit from) income taxes. Reconciliation tables are provided in this press release.

We have not reconciled guidance for non-GAAP financial measures to their most directly comparable GAAP measures because certain items that impact these measures are uncertain, out of our control and/or cannot be reasonably predicted or estimated, such as the difficulties of estimating certain items such as charges to stock-based compensation expense. Accordingly, a reconciliation of the non-GAAP financial measure guidance to the corresponding GAAP measures is not available without unreasonable effort.
# # #

Investor Relations Contact:

Carolyn Bass
Market Street Partners

Media Contact:

Judith Rich
Model N, Inc.

Model N, Inc.
Condensed Consolidated Balance Sheets
(in thousands)
As of
December 31, 2021
As of
September 30, 2021
Current assets  
Cash and cash equivalents$155,513 $165,467 
Funds held for customers592 316 
Accounts receivable, net49,712 43,185 
Prepaid expenses4,493 4,920 
Other current assets7,287 8,442 
Total current assets217,597 222,330 
Property and equipment, net1,925 1,907 
Operating lease right-of-use assets19,382 20,565 
Goodwill65,665 65,665 
Intangible assets, net43,386 45,394 
Other assets8,533 7,929 
Total assets$356,488 $363,790 
Liabilities and Stockholders’ Equity  
Current liabilities  
Accounts payable$2,565 $4,802 
Customer funds payable592 316 
Accrued employee compensation10,596 24,662 
Accrued liabilities3,640 4,719 
Operating lease liabilities, current portion4,549 4,529 
Deferred revenue, current portion58,032 57,431 
Total current liabilities79,974 96,459 
Long-term liabilities  
Long term debt126,957 124,301 
Operating lease liabilities, less current portion16,116 17,229 
Other long-term liabilities3,452 2,283 
Total long-term liabilities146,525 143,813 
Total liabilities226,499 240,272 
Stockholders’ equity  
Common stock
Preferred stock— — 
Additional paid-in capital393,278 380,528 
Accumulated other comprehensive loss(1,218)(1,205)
Accumulated deficit(262,076)(255,810)
Total stockholders’ equity129,989 123,518 
Total liabilities and stockholders’ equity$356,488 $363,790 


Model N, Inc.
Condensed Consolidated Statements of Operations
(in thousands, except per share amounts)
 Three Months Ended December 31,
Subscription$38,088 $31,435 
Professional services13,454 11,299 
Total revenues51,542 42,734 
Cost of revenues
Subscription13,916 8,992 
Professional services8,735 8,124 
Total cost of revenues22,651 17,116 
Gross profit28,891 25,618 
Operating expenses
Research and development11,427 8,697 
Sales and marketing11,039 9,456 
General and administrative8,439 8,787 
Total operating expenses30,905 26,940 
Income (loss) from operations(2,014)(1,322)
Interest expense, net3,778 3,462 
Other expenses (income), net100 130 
Loss before income taxes(5,892)(4,914)
Provision for (benefit from) income taxes374 239 
Net loss$(6,266)$(5,153)
Net loss per share:
Basic and diluted$(0.17)$(0.15)
Weighted average number of shares used in computing net loss per share:
Basic and diluted36,223 34,936 


Model N, Inc.
Condensed Consolidated Statements of Cash Flows  
(in thousands)
 Three Months Ended December 31,
Cash Flows from Operating Activities  
Net loss$(6,266)$(5,153)
Adjustments to reconcile net loss to net cash provided by operating activities:
Depreciation and amortization2,240 1,320 
Stock-based compensation6,986 5,128 
Amortization of debt discount and issuance costs2,655 2,357 
Deferred income taxes158 60 
Amortization of capitalized contract acquisition costs982 651 
Other non-cash charges40 — 
Changes in assets and liabilities, net of acquisition
Accounts receivable(6,499)(233)
Prepaid expenses and other assets1,202 (602)
Accounts payable(2,229)(422)
Accrued employee compensation(8,367)(5,563)
Other current and long-term liabilities(1,542)(878)
Deferred revenue955 3,114 
Net cash provided by operating activities(9,685)(221)
Cash Flows from Investing Activities
Purchases of property and equipment(325)(336)
Acquisition of business— (56,444)
Net cash used in investing activities(325)(56,780)
Cash Flows from Financing Activities
Proceeds from exercise of stock options and issuance of employee stock purchase
72 26 
Net changes in customer funds payable276 — 
Net cash provided by financing activities348 26 
Effect of exchange rate changes on cash and cash equivalents(16)
Net increase (decrease) in cash and cash equivalents(9,678)(56,974)
Cash and cash equivalents
Beginning of period165,783 200,491 
End of period$156,105 $143,517 


Model N, Inc.
Reconciliation of GAAP to Non-GAAP Operating Results
(in thousands, except per share amounts)
 Three Months Ended September 30,
Reconciliation from GAAP net loss to adjusted EBITDA  
GAAP net loss$(6,266)$(5,153)
Reversal of non-GAAP items
Stock-based compensation expense6,986 5,128 
Depreciation and amortization2,240 1,320 
Acquisition-related expense— 2,362 
Interest expense, net3,778 3,462 
Other expenses (income), net100 130 
Provision for (benefit from) income taxes374 239 
Adjusted EBITDA$7,212 $7,488 
 Three Months Ended September 30,
Reconciliation from GAAP gross profit to non-GAAP gross profit  
GAAP gross profit$28,891 $25,618 
Reversal of non-GAAP expenses  
Stock-based compensation (a)1,479 1,177 
Amortization of intangible assets (b)709 282 
Non-GAAP gross profit$31,079 $27,077 
Percentage of revenue60.3 %63.4 %
 Three Months Ended September 30,
Reconciliation from GAAP subscription gross profit to non-GAAP subscription gross profit
GAAP subscription gross profit$24,172 $22,443 
Reversal of non-GAAP expenses
Stock-based compensation (a)858 523 
Amortization of intangible assets (b)709 282 
Non-GAAP subscription gross profit$25,739 $23,248 
Percentage of subscription revenue67.6 %74.0 %


Three Months Ended September 30,
Reconciliation from GAAP professional services gross profit to non-GAAP professional services gross profit
GAAP professional services gross profit$4,719 $3,175 
Reversal of non-GAAP expenses
Stock-based compensation (a)621 654 
Non-GAAP professional services gross profit$5,340 $3,829 
Percentage of professional services revenue39.7 %33.9 %

 Three Months Ended September 30,
Reconciliation from GAAP operating income (loss) to non-GAAP operating income  
GAAP operating income (loss)$(2,014)$(1,322)
Reversal of non-GAAP expenses  
Stock-based compensation (a)6,986 5,128 
Amortization of intangible assets (b)2,008 1,172 
Acquisition-related expense (c)— 2,362 
Non-GAAP operating income$6,980 $7,340 
Reconciliation between GAAP net loss and non-GAAP net income  
GAAP net loss$(6,266)$(5,153)
Reversal of non-GAAP expenses  
Stock-based compensation (a)6,986 5,128 
Amortization of intangible assets (b)2,008 1,172 
Acquisition-related expense (c)— 2,362 
Amortization of debt discount and issuance costs (d)2,655 2,357 
Non-GAAP net income
$5,383 $5,866 
Reconciliation between GAAP and non-GAAP net income (loss) per share  
Shares used in computing GAAP net loss per share:
Basic36,223 34,936 
Diluted36,223 34,936 
Shares used in computing non-GAAP net income per share
Basic36,223 34,936 
Diluted36,578 36,010 
GAAP net loss per share
Basic and diluted$(0.17)$(0.15)
Non-GAAP net income per share
Basic$0.15 $0.17 
Diluted$0.15 $0.16 

 Three Months Ended September 30,
Amortization of intangibles assets recorded in the statements of operations  
Cost of revenues  
Subscription$709 $282 
Professional services— — 
Total amortization of intangibles assets in cost of revenue (b)709 282 
Operating expenses  
Research and development— — 
Sales and marketing1,299 890 
General and administrative— — 
Total amortization of intangibles assets in operating expense (b)1,299 890 
Total amortization of intangibles assets (b)$2,008 $1,172 

 Three Months Ended September 30,
Stock-based compensation recorded in the statements of operations  
Cost of revenues  
Subscription $858 $523 
Professional services621 654 
Total stock-based compensation in cost of revenue (a)1,479 1,177 
Operating expenses 
Research and development1,281 1,131 
Sales and marketing1,620 1,553 
General and administrative2,606 1,267 
Total stock-based compensation in operating expense (a)5,507 3,951 
Total stock-based compensation (a)$6,986 $5,128 

Use of Non-GAAP Financial Measures

To supplement our condensed consolidated financial statements presented on a GAAP basis, we use non-GAAP measures of adjusted EBITDA, gross profit, gross margin, income from operations, net income, weighted average shares outstanding and net income per share, which are adjusted to exclude stock-based compensation expense, amortization of intangible assets, acquisition-related expense, and amortization of debt discount and issuance costs and include dilutive shares where applicable. We believe these adjustments are appropriate to enhance an overall understanding of our past financial performance and also our prospects for the future. These adjustments to our current period GAAP results are made with the intent of providing both management and investors a more complete understanding of our underlying operating results and trends and our marketplace performance. The non-GAAP results are an indication of our baseline performance that are considered by management for the purpose of making operational decisions. In addition, these non-GAAP results are the primary indicators management uses as a basis for our planning and forecasting of future periods. The presentation of this additional information is not meant to be considered in isolation or as a substitute for operating income (loss), net loss or basic and diluted net loss per share prepared in accordance with generally accepted accounting principles in the United States. Non-GAAP financial measures are not based on a comprehensive set of accounting rules or principles and are subject to limitations.


While a large component of our expenses incurred in certain periods, we believe investors may want to exclude the effects of these items in order to compare our financial performance with that of other companies and between time periods:

(a)Stock-based compensation is a non-cash expense accounted for in accordance with FASB ASC Topic 718. We believe that the exclusion of stock-based compensation expense provides for a better comparison of our operating results to prior periods and to our peer companies.

(b)Amortization of intangible assets resulted principally from acquisitions. Intangible asset amortization is a non-cash item. As such, we believe exclusion of these expenses provides for a better comparison of our operating results to prior periods and to our peer companies.

(c)Acquisition-related expense. Acquisition-related expense is incurred in connection with the acquisition and is non-recurring. As such, we believe that exclusion of these acquisition-related expense provides for a better comparison of our operation results to prior periods and to our peer companies.

(d)Amortization of debt discount and issuance costs. Amortization of debt discount and issuance costs is a non-cash item. As such, we believe exclusion of these expenses provides for a better comparison of our operating results to prior periods and to our peer companies.


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Entity Address, Address Line One 777 Mariners Island Boulevard
Entity Address, Address Line Two Suite 300
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Local Phone Number 610-4600
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