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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, 2023
OR
 ☐
TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934
For the transition period from ________ to ________

STEM, INC.
(Exact name of registrant as specified in its charter)
Delaware001-3945585-1972187
(State or Other Jurisdiction
of Incorporation)
(Commission File Number)(IRS Employer
Identification No.)
100 California St., 14th Fl., San Francisco, California 94111
(Address of principal executive offices, including zip code)
1-877-374-7836
(Registrant’s telephone number, including area code)

Not Applicable
(Former name, former address and former fiscal year, if changed since last report)

Securities registered pursuant to Section 12(b) of the Act:
Title of each class
Trading Symbol(s)
Name of each exchange on which registered
Common Stock, par value $0.0001
STEM
New York Stock Exchange

Indicate by check mark whether the registrant (1) has filed all reports required to be filed by Section 13 or 15(d) of the Securities Exchange Act of 1934 during the preceding 12 months (or for such shorter period that the registrant was required to file such reports), and (2) has been subject to such filing requirements for the past 90 days. Yes ☒ No ☐

Indicate by check mark whether the registrant has submitted electronically every Interactive Data File required to be submitted pursuant to Rule 405 of Regulation S-T (§ 232.405 of this chapter) during the preceding 12 months (or for such shorter period that the registrant was required to submit such files). Yes ☒ No ☐

Indicate by check mark whether the registrant is a large accelerated filer, an accelerated filer, a non-accelerated filer, a smaller reporting company, or an emerging growth company. See the definitions of “large accelerated filer,” “accelerated filer,” “smaller reporting company,” and “emerging growth company” in Rule 12b-2 of the Exchange Act.
Large accelerated filer☒Accelerated filer☐
Non-accelerated filer ☐Smaller reporting company☐
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. ☐
Indicate by check mark whether the registrant is a shell company (as defined in Rule 12b-2 of the Exchange Act). Yes ☐ No ☒
Class
Outstanding as of October 25, 2023
Common Stock, $0.0001 par value per share
155,895,641



STEM, INC.
Quarterly Report on Form 10-Q
For the Period Ended September 30, 2023

TABLE OF CONTENTS


Page




















Part I - Financial Information
Item 1. FINANCIAL STATEMENTS (UNAUDITED)
STEM, INC.
CONDENSED CONSOLIDATED BALANCE SHEETS
(UNAUDITED)
(in thousands, except share and per share amounts)
September 30, 2023December 31, 2022
ASSETS
Current assets:
Cash and cash equivalents$97,064 $87,903 
Short-term investments28,301 162,074 
Accounts receivable, net of allowances of $5,328 and $3,879 as of September 30, 2023 and December 31, 2022, respectively
288,674 223,219 
Inventory, net65,656 8,374 
Deferred costs with suppliers20,298 43,159 
Other current assets (includes $53 and $74 due from related parties as of September 30, 2023 and December 31, 2022, respectively)
10,520 8,026 
Total current assets510,513 532,755 
Energy storage systems, net80,709 90,757 
Contract origination costs, net11,930 11,697 
Goodwill547,164 546,649 
Intangible assets, net158,321 162,265 
Operating lease right-of-use assets13,023 12,431 
Other noncurrent assets77,132 65,339 
Total assets$1,398,792 $1,421,893 
LIABILITIES AND STOCKHOLDERS’ EQUITY
Current liabilities:
Accounts payable$85,444 $83,831 
Accrued liabilities60,615 85,258 
Accrued payroll10,439 12,466 
Financing obligation, current portion17,381 15,720 
Deferred revenue, current portion82,676 64,311 
Other current liabilities (includes $40 and $687 due to related parties as of September 30, 2023 and December 31, 2022, respectively)
12,689 5,412 
Total current liabilities269,244 266,998 
Deferred revenue, noncurrent83,028 73,763 
Asset retirement obligation4,085 4,262 
Notes payable, noncurrent— 1,603 
Convertible notes, noncurrent523,068 447,909 
Financing obligation, noncurrent54,314 63,867 
Lease liabilities, noncurrent11,145 10,962 
Other liabilities565 362 
Total liabilities945,449 869,726 
Commitments and contingencies (Note 15)
Stockholders’ equity:
Preferred stock, $0.0001 par value; 1,000,000 shares authorized as of September 30, 2023 and December 31, 2022; zero shares issued and outstanding as of September 30, 2023 and December 31, 2022
— — 
Common stock, $0.0001 par value; 500,000,000 shares authorized as of September 30, 2023 and December 31, 2022; 155,883,088 and 154,540,197 issued and outstanding as of September 30, 2023 and December 31, 2022, respectively
16 15 
Additional paid-in capital1,187,628 1,185,364 
Accumulated other comprehensive income (loss)23 (1,672)
Accumulated deficit(734,809)(632,081)
Total Stem’s stockholders’ equity452,858 551,626 
Non-controlling interests485 541 
Total stockholders’ equity453,343 552,167 
Total liabilities and stockholders’ equity$1,398,792 $1,421,893 
The accompanying notes are an integral part of these condensed consolidated financial statements.
3

STEM, INC.
CONDENSED CONSOLIDATED STATEMENTS OF OPERATIONS
(UNAUDITED)
(in thousands, except share and per share amounts)
Three Months Ended
September 30,		Nine Months Ended
September 30,
2023202220232022
Revenue
Services and other revenue$16,597$13,692$47,630$36,178
Hardware revenue117,14385,809246,461171,358
Total revenue133,74099,501294,091207,536
Cost of Revenue
Cost of services and other revenue13,684 11,445 36,944 30,219 
Cost of hardware revenue140,347 78,929 264,573 156,758 
Total cost of revenue154,031 90,374 301,517 186,977 
Gross (loss) profit(20,291)9,127 (7,426)20,559 
Operating expenses:
Sales and marketing11,605 13,187 37,691 35,284 
Research and development14,420 10,526 42,020 28,432 
General and administrative21,955 18,013 58,656 54,218 
Total operating expenses47,980 41,726 138,367 117,934 
Loss from operations(68,271)(32,599)(145,793)(97,375)
Other (expense) income, net:
Interest expense, net(4,405)(2,520)(10,085)(8,429)
Gain on extinguishment of debt, net— — 59,121 — 
Change in fair value of derivative liability(5,155)— (7,731)— 
Other income, net713 863 2,114 1,822 
Total other (expense) income, net(8,847)(1,657)43,419 (6,607)
Loss before benefit from (provision for) income taxes(77,118)(34,256)(102,374)(103,982)
Benefit from (provision for) income taxes46 (19)(354)15,201 
Net loss(77,072)(34,275)(102,728)(88,781)
Net income attributed to non-controlling interests— 4 — — 
Net loss attributable to Stem$(77,072)$(34,279)$(102,728)$(88,781)
Net loss per share attributable to common stockholders, basic and diluted$(0.49)$(0.22)$(0.66)$(0.58)
Weighted-average shares used in computing net loss per share to common stockholders, basic and diluted155,829,348 154,392,573 155,474,725 153,043,010 

The accompanying notes are an integral part of these condensed consolidated financial statements.
4

STEM, INC.
CONDENSED CONSOLIDATED STATEMENTS OF COMPREHENSIVE LOSS
(UNAUDITED)
(in thousands)
Three Months Ended September 30,Nine Months Ended September 30,
2023202220232022
Net loss$(77,072)$(34,275)$(102,728)$(88,781)
Other comprehensive loss:
Unrealized gain (loss) on available-for-sale securities60 (845)1,650 (1,855)
Foreign currency translation adjustment51 (141)45 (287)
Total other comprehensive loss(76,961)(35,261)(101,033)(90,923)
Less: Comprehensive income attributable to non-controlling interests— 4 — — 
Total comprehensive loss attributable to Stem$(76,961)$(35,265)$(101,033)$(90,923)
The accompanying notes are an integral part of these condensed consolidated financial statements.
5

STEM, INC.
CONDENSED CONSOLIDATED STATEMENTS OF STOCKHOLDERS’ EQUITY
(UNAUDITED)
(in thousands, except share amounts)
Common StockAdditional Paid-In CapitalAccumulated Other Comprehensive (Loss) IncomeAccumulated DeficitNon-controlling InterestsTotal Stockholders’ Equity
Shares Amount
Balance as of January 1, 2023154,540,197 $15 $1,185,364 $(1,672)$(632,081)$541 $552,167 
Stock option exercises, net of statutory tax withholdings65,045 — 149 — — — 149 
Issuance of common stock upon release of restricted stock units903,061 1 — — — — 1 
Stock-based compensation— — 8,108 — — — 8,108 
Unrealized gain on available-for-sale securities— — — 1,543 — — 1,543 
Foreign currency translation adjustments— — — 127 — — 127 
Redemption of non-controlling interests, net— — — — — (72)(72)
Net loss— — — — (44,778)— (44,778)
Balance as of March 31, 2023155,508,303 16 1,193,621 (2)(676,859)469 517,245 
Stock option exercises, net of statutory tax withholdings39,528 — 80 — — — 80 
Issuance of common stock upon release of restricted stock units248,580 — — — — — — 
Stock-based compensation— — 10,817 — — — 10,817 
Purchase of capped call options (Note 10)— — (27,840)— — — (27,840)
Unrealized loss on available-for-sale securities— — — 47 — — 47 
Foreign currency translation adjustments— — — (133)— — (133)
Contributions from non-controlling interests— — — — — 6 6 
Net income— — — — 19,122 — 19,122 
Balance as of June 30, 2023155,796,411 16 1,176,678 (88)(657,737)475 519,344 
Stock option exercises, net of statutory tax withholdings12,144 — 28 — — — 28 
Issuance of common stock upon release of restricted stock units74,533 — — — — — — 
Stock-based compensation— — 10,922 — — — 10,922 
Unrealized gain on available-for-sale securities— — — 60 — — 60 
Foreign currency translation adjustments— — — 51 — — 51 
Contributions from non-controlling interests— — — — — 10 10 
Net loss— — — — (77,072)— (77,072)
Balance as of September 30, 2023155,883,088 $16 $1,187,628 $23 $(734,809)$485 $453,343 


The accompanying notes are an integral part of these condensed consolidated financial statements.
6

Common StockAdditional Paid-In CapitalAccumulated Other Comprehensive Income (Loss)Accumulated DeficitNon-controlling InterestsTotal Stockholders’ Equity
Shares Amount
Balance as of January 1, 2022144,671,624 $14 $1,176,845 $20 $(509,052)$— $667,827 
Cumulative-effect adjustment upon adoption of ASU 2020-06 (Note 10)— — (130,979)— 1,598 — (129,381)
Cumulative-effect adjustment upon adoption of ASU 2016-13— — — — (573)— (573)
Common stock issued upon business combination (Note 6)8,621,006 1 108,882 — — — 108,883 
Stock option exercises, net of statutory tax withholdings425,167 — (426)— — — (426)
Stock-based compensation— — 6,787 — — — 6,787 
Unrealized loss on available-for-sale securities— — — (611)— — (611)
Foreign currency translation adjustments— — — (28)— — (28)
Contributions from non-controlling interests— — — — — 141 141 
Net loss— — — — (22,483)— (22,483)
Balance as of March 31, 2022153,717,797 15 1,161,109 (619)(530,510)141 630,136 
Stock option exercises, net of statutory tax withholdings355,712 — (1,415)— — — (1,415)
Issuance of common stock upon release of restricted stock units131,665 — — — — — — 
Shares issued for exercise of warrants21,101 — 150 — — — 150 
Stock-based compensation— — 7,021 — — — 7,021 
Unrealized loss on available-for-sale securities— — — (399)— — (399)
Foreign currency translation adjustments— — — (118)— — (118)
Contributions from non-controlling interests— — — — — 75 75 
Net loss— — — — (32,019)(4)(32,023)
Balance as of June 30, 2022154,226,275 15 1,166,865 (1,136)(562,529)212 603,427 
Stock option exercises, net of statutory tax withholdings201,496 — 584 — — — 584 
Issuance of common stock upon release of restricted stock units60,007 — — — — — — 
Stock-based compensation— — 8,284 — — — 8,284 
Unrealized loss on available-for-sale securities— — — (845)— — (845)
Foreign currency translation adjustments— — — (141)— — (141)
Contributions from non-controlling interests— — — — — 191 191 
Net (loss) income— — — — (34,279)4 (34,275)
Balance as of September 30, 2022154,487,778 $15 $1,175,733 $(2,122)$(596,808)$407 $577,225 

The accompanying notes are an integral part of these condensed consolidated financial statements.
7

STEM, INC.
CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS
(UNAUDITED)
(in thousands)
Nine Months Ended September 30,
20232022
OPERATING ACTIVITIES
Net loss$(102,728)$(88,781)
Adjustments to reconcile net loss to net cash used in operating activities:
Depreciation and amortization expense33,593 32,060 
Non-cash interest expense, including interest expenses associated with debt issuance costs1,969 1,479 
Stock-based compensation28,320 20,410 
Change in fair value of derivative liability7,731 — 
Non-cash lease expense2,162 1,722 
Accretion of asset retirement obligations178 183 
Impairment loss of energy storage systems2,347 1,293 
Impairment loss of project assets158 — 
Net (accretion of discount) amortization of premium on investments(1,672)301 
Income tax benefit from release of valuation allowance(335)(15,100)
Provision for accounts receivable allowance1,754 1,874 
Net loss on investments1,561 — 
Gain on sale of project assets— (592)
Gain on extinguishment of debt, net(59,121)— 
Other(831)(39)
Changes in operating assets and liabilities:
Accounts receivable(67,029)(75,390)
Inventory(57,282)(2,237)
Deferred costs with suppliers30,579 (47,836)
Other assets(17,947)(25,242)
Contract origination costs, net(4,184)(4,842)
Project assets(2,827)— 
Accounts payable1,771 63,207 
Accrued expenses and other liabilities(28,910)38,329 
Deferred revenue27,630 31,620 
Lease liabilities(2,135)(1,053)
Net cash used in operating activities(205,248)(68,634)
INVESTING ACTIVITIES
Acquisitions, net of cash acquired(1,847)(533,009)
Purchase of available-for-sale investments(58,034)(181,541)
Proceeds from maturities of available-for-sale investments119,650 148,064 
Proceeds from sales of available-for-sale investments73,917 10,930 
Purchase of energy storage systems(2,912)(469)
Capital expenditures on internally-developed software(10,123)(12,652)
Net proceeds from sale of project assets— 1,251 
Capital expenditures on project assets — (3,009)
Purchase of property and equipment(395)(1,490)
Net cash provided by (used in) investing activities120,256 (571,925)
FINANCING ACTIVITIES
Proceeds from exercise of stock options and warrants257 1,194 
Payments for taxes related to net share settlement of stock options— (2,302)
Proceeds from financing obligations— 1,519 
Repayment of financing obligations(7,766)(7,637)
Proceeds from issuance of convertible notes, net of issuance costs of $7,601 and $0 for the nine months ended September 30, 2023 and 2022, respectively
232,399 — 
Repayment of convertible notes(99,754)— 
Purchase of capped call options(27,840)— 
(Redemption of) investment from non-controlling interests, net(56)407 
Repayment of notes payable(2,101)— 
The accompanying notes are an integral part of these condensed consolidated financial statements.
8

Net cash provided by (used in) financing activities95,139 (6,819)
Effect of exchange rate changes on cash, cash equivalents and restricted cash114 (304)
Net increase (decrease) in cash, cash equivalents and restricted cash10,261 (647,682)
Cash, cash equivalents and restricted cash, beginning of year87,903 747,780 
Cash, cash equivalents and restricted cash, end of period$98,164 $100,098 
SUPPLEMENTAL DISCLOSURE OF CASH FLOW INFORMATION
Cash paid for interest$4,070 $4,910 
NON-CASH INVESTING AND FINANCING ACTIVITIES
Change in asset retirement costs and asset retirement obligation$354 $56 
Purchases of energy storage systems in accounts payable$78 $— 
Right-of-use asset obtained in exchange for lease liability$2,782 $— 
Stock-based compensation capitalized to internal-use software$3,033 $1,680 
RECONCILIATION OF CASH, CASH EQUIVALENTS, AND RESTRICTED CASH WITHIN THE CONDENSED CONSOLIDATED BALANCE SHEETS TO THE AMOUNTS SHOWN IN THE STATEMENTS OF CASH FLOWS ABOVE:
Cash and cash equivalents$97,064 $100,098 
Restricted cash included in other noncurrent assets1,100 — 
Total cash, cash equivalents, and restricted cash$98,164 $100,098 
The accompanying notes are an integral part of these condensed consolidated financial statements.
9
STEM, INC.
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS
(UNAUDITED)

1.BUSINESS
Description of the Business
Stem, Inc., together with its consolidated subsidiaries (“Stem,” the “Company,” “we,” “us,” or “our”), is a global leader in artificial intelligence (“AI”) -driven clean energy solutions and services. The Company maintains one of the world’s largest digitally connected, intelligent renewable energy networks, providing customers (i) with an energy storage system, sourced from leading, global battery original equipment manufacturers (“OEMs”), that the Company delivers through its partners, including developers, distributors and engineering, procurement and construction (“EPC”) firms, (ii) edge hardware to aid in the collection of site data and the real-time operation and control of the site plus other optional equipment, (iii) ongoing software platform and professional services to operate standalone energy storage, integrated solar plus storage systems, and solar asset performance monitoring and control through its Athena® clean energy optimization platform (“Athena”), and (iv) solar asset performance monitoring and control, through Athena’s PowerTrack application. In addition, in all the markets where the Company helps manage its customers’ clean energy assets, the Company has agreements to use the Athena platform to participate in such markets and to share the revenue from such market participation.
The Company delivers its battery hardware and software-enabled services to its customers through its Athena platform. The Company’s hardware and recurring software-enabled services mitigate customer energy costs through services such as time-of-use and demand charge management optimization and by aggregating the dispatch of energy through a network of virtual power plants. The resulting network created by the Company’s growing customer base increases grid resilience and reliability through the real-time processing of market-based demand signals, energy prices and other factors in connection with the deployment of renewable energy resources to such customers. Additionally, the Company’s clean energy solutions support renewable energy generation by alleviating grid intermittency issues, thereby reducing customer dependence on traditional, fossil fuel resources.
The Company’s Athena PowerTrack application provides a vertically integrated solution that incorporates on-site power monitoring equipment that aggregates and communicates data to enable remote control of solar generation assets. PowerTrack provides direct access to individual site performance to measure and benchmark expected energy production, maximizing asset value for our customers.
From time to time, the Company, through an indirect wholly-owned development subsidiary (“DevCo”) will enter into strategic joint ventures (each a “DevCo JV”) with qualified third parties for the development of select renewable energy projects (“DevCo Projects”). In this structure, DevCo forms a new DevCo JV entity as the majority owner, with the developer as the minority owner. The purpose of the DevCo JV is to develop and sell DevCo Projects and secure Company hardware and software services for those projects. In DevCo Projects, the Company makes development capital contributions to fund project development, and recovers those capital contributions plus a fee when the developer takes ownership of the project. Given long times to secure hardware, the Company will in some cases elect to make cash advances to hardware suppliers to accelerate project construction timelines given long lead times to secure hardware. This business model is intended to allow the Company to advance development capital to key partners in strategic markets and secure hardware upfront, in order to generate higher-margin software and services and other revenue via exclusive long-term services contracts under the DevCo Projects.
On February 1, 2022, the Company acquired all of the issued and outstanding capital stock of Also Energy Holdings, Inc. (“AlsoEnergy”), which has been consolidated since the date of acquisition. Through AlsoEnergy, the Company provides end-to-end turnkey solutions that monitor and manage renewable energy systems through its PowerTrack software. PowerTrack includes data acquisitions and monitoring, performance modeling, agency reporting, internal reports, work order tickets, and supervisory control and data acquisition (“SCADA”) controls. AlsoEnergy has deployed systems at various international locations, but its largest concentration of customers is in the United States, Germany and Canada. See Note 6 — Business Combinations.
The Company operated as Rollins Road Acquisition Company (f/k/a Stem, Inc.) (“Legacy Stem”) prior to the Merger with Star Peak Transition Corp. (“STPK”), an entity that was then listed on the New York Stock Exchange under the trade symbol “STPK,” and STPK Merger Sub Corp., a Delaware corporation and wholly-owned subsidiary of STPK (“Merger Sub”), providing for, among other things, and subject to the conditions therein, the combination of the Company and STPK pursuant to the merger of Merger Sub with and into the Company, with the Company continuing as the surviving entity (the “Merger”). Stem, Inc. was incorporated on March 16, 2009 in the State of Delaware and is headquartered in San Francisco, California.
10
STEM, INC.
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS
(UNAUDITED)
Liquidity
As of September 30, 2023, the Company had cash and cash equivalents of $97.1 million, short-term investments of $28.3 million, an accumulated deficit of $734.8 million and net working capital of $241.3 million. During the nine months ended September 30, 2023, the Company incurred a net loss of $102.7 million and had negative cash flows from operating activities of $205.2 million. Further, the Company received net proceeds of $232.4 million from the issuance of the Company’s 4.25% Green Convertible Senior Notes due 2030 (the “2030 Convertible Notes”) (as described in Note 10 — Convertible Notes) of which $99.8 million was paid to reduce the principal balance by $163.0 million of the Company’s 0.5% Green Convertible Senior Notes due 2028 (the “2028 Convertible Notes”). The Company believes that its cash position is sufficient to meet capital and liquidity requirements for at least the next 12 months after the date that the financial statements are available to be issued.
The Company’s business prospects are subject to risks, expenses, and uncertainties frequently encountered by companies in the early stages of commercial operations. The attainment of profitable operations is dependent upon future events, including securing new customers and maintaining current ones, securing and maintaining adequate supplier relationships, building the Company’s customer base, successfully executing its business and marketing strategy, obtaining adequate financing to complete the Company’s development activities, and hiring and retaining appropriate personnel. Failure to generate sufficient revenues, achieve planned gross margins and operating profitability, control operating costs, or secure additional funding may require the Company to modify, delay or abandon some of its planned future expansion or development, to seek additional equity or debt financing, or to otherwise enact operating cost reductions available to management, which could have a material adverse effect on the Company’s business, operating results and financial condition.
Supply Chain Constraints and Risk
The Company has in the past faced shortages and shipping delays affecting the supply of inverters, enclosures, battery modules and associated component parts for inverters and battery energy storage systems available for purchase. These shortages and delays were due in part to the evolving macroeconomic, geopolitical and business environment, including the effects of global inflationary pressures and interest rates, general economic slowdown or a recession, changes in monetary policy, instability in financial institutions, the prospect of a shutdown of the U.S. federal government, potential import tariffs, geopolitical pressures, including the Russia-Ukraine armed conflict, rising tensions between China and the United States and unknown effects of current and future trade regulations. The Company cannot predict the full effects the macroeconomic, geopolitical and business environment will continue to have on our business, cash flows, liquidity, financial condition and results of operations. In addition, the COVID-19 pandemic caused, and any new outbreaks or resurgence of COVID-19 and its variants, or outbreaks of other infectious diseases, could again cause, a significant reduction in global economic activity, significantly weakening demand for our products and services.
2.SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES
Basis of Presentation
The accompanying unaudited condensed consolidated financial statements of the Company have been prepared in accordance with U.S. generally accepted accounting principles (“GAAP”) for interim reporting and with the instructions to Form 10-Q and Article 10 of Regulation S-X, assuming the Company will continue as a going concern. Accordingly, the condensed consolidated balance sheet at December 31, 2022 has been derived from the audited financial statements at that date, but certain notes or other information that are normally required by GAAP have been omitted if they substantially duplicate the disclosures contained in the Company’s annual audited consolidated financial statements. In the opinion of Stem management, all normal and recurring adjustments considered necessary for a fair statement of the results for the interim period presented have been included in the accompanying unaudited condensed consolidated financial statements. These unaudited condensed consolidated financial statements should be read in conjunction with the Company’s audited financial statements for the year ended December 31, 2022. Operating results for the three and nine months ended September 30, 2023 are not necessarily indicative of the results that may be expected for the year ending December 31, 2023 or for any other future interim period or year.
Principles of Consolidation
The unaudited condensed consolidated financial statements include the accounts of the Company, its wholly-owned subsidiaries, and consolidated variable interest entities (“VIEs”). The Company presents non-controlling interests within the equity section of its condensed consolidated balance sheets, and the amount of consolidated net loss that is attributable to Stem and the non-controlling interest in its condensed consolidated statements of operations. All intercompany balances and transactions have been eliminated in consolidation.
11
STEM, INC.
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS
(UNAUDITED)
Variable Interest Entities
The Company forms special purpose entities (“SPEs”), some of which are VIEs, with its investors in the ordinary course of business to facilitate the funding and monetization of its energy storage systems. A legal entity is considered a VIE if it has either a total equity investment that is insufficient to finance its operations without additional subordinated financial support or whose equity holders lack the characteristics of a controlling financial interest. The Company’s variable interests arise from contractual, ownership, or other monetary interests in the entity. The typical condition for a controlling financial interest ownership is holding a majority of the voting interests of an entity; however, a controlling financial interest may also exist in entities, such as VIEs, through arrangements that do not involve controlling voting interests.
The Company consolidates a VIE if it is deemed to be the primary beneficiary. The Company determines it is the primary beneficiary if it has the power to direct the activities that most significantly impact the VIEs’ economic performance and has the obligation to absorb losses or has the right to receive benefits of the VIE that could potentially be significant to the VIE. The Company evaluates its relationships with its VIEs on an ongoing basis to determine whether it is the primary beneficiary.
Beginning in January 2022, the Company formed DevCo JVs with the purpose of originating potential battery storage facility projects in specific locations and conducting early-stage planning and development activities. The Company determined that the DevCo JVs are VIEs, as they lack sufficient equity to finance their activities without additional financial support. The Company determined that it has both (1) the power to direct the activities of the VIE that most significantly impact the VIE’s economic performance, and (2) the obligation to absorb losses or receive benefits from the VIE that could potentially be significant. Accordingly, the Company has determined that it is the primary beneficiary of the DevCo JVs, and as a result, the DevCo JVs’ operating results, assets and liabilities are consolidated by the Company, with third party minority owners’ share presented as noncontrolling interest. The Company applied the hypothetical liquidation at book value method in allocating recorded net income (loss) to each owner based on the change in the reporting period, of the amount of net assets of the entity to which each owner would be entitled to under the governing contracts in a liquidation scenario.
The following table summarizes the carrying values of the assets and liabilities of the DevCo JVs that are consolidated by the Company as of September 30, 2023 and December 31, 2022 (in thousands):

September 30, 2023December 31, 2022
Assets
Cash and cash equivalents$2,482 $6,686 
Other current assets5 38 
Other noncurrent assets5,877 3,208 
Total assets8,364 9,932 
Liabilities
Accounts payable826 356 
Other current liabilities137 97 
Total liabilities$963 $453 
For the nine months ended September 30, 2023 and 2022, the Company contributed approximately $0.1 million and $6.6 million in capital investments for hardware purchases, respectively. The net income from the DevCo JVs was $1.2 million and $1.4 million during the three and nine months ended September 30, 2023, respectively, and immaterial during the three and nine months ended September 30, 2022.
Use of Estimates
The preparation of unaudited condensed consolidated financial statements in conformity with GAAP requires management to make estimates and assumptions that affect the reported amounts of assets and liabilities, the disclosure of contingent assets and liabilities at the date of the unaudited condensed consolidated financial statements, and the reported amounts of revenues and expenses during the reporting period. The Company bases its estimates on historical experience and on various other assumptions believed to be reasonable. Actual results could differ from those estimates and such differences could be material to the financial position and results of operations.
Significant estimates and assumptions reflected in these unaudited condensed consolidated financial statements include, but are not limited to, depreciable life of energy storage systems; estimates of transaction price with variable consideration; the amortization of acquired intangibles; the amortization of financing obligations; deferred commissions and contract fulfillment costs; the valuation of energy storage systems, internally developed software, and asset retirement obligations; and the fair
12
STEM, INC.
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS
(UNAUDITED)
value of equity instruments, equity-based instruments, derivative liability, accruals related to sales tax liabilities and net assets acquired in a business combination.
Segment Information
Operating segments are defined as components of an entity for which discrete financial information is available that is regularly reviewed by the Chief Operating Decision Maker (“CODM”) in deciding how to allocate resources to an individual segment and in assessing performance. The Company’s Chief Executive Officer is the CODM. The CODM reviews financial information presented on a consolidated basis for purposes of making operating decisions, allocating resources, and evaluating financial performance. As such, management has determined that the Company operates as one operating segment that is focused exclusively on innovative technology services that transform the way energy is distributed and consumed. The operations acquired as part of the acquisition of AlsoEnergy have been included in the Company’s operating segment. Net assets outside of the U.S. were less than 10% of total net assets as of September 30, 2023 and December 31, 2022.
Concentration of Credit Risk and Other Uncertainties
Financial instruments that potentially subject the Company to concentration of credit risk consist of cash and cash equivalents and accounts receivable. The Company’s cash balances are primarily invested in money market funds or on deposit at high credit quality financial institutions in the U.S. The Company’s cash and cash equivalents are held at financial institutions where account balances may at times exceed federally insured limits. Management believes the Company is not exposed to significant credit risk due to the financial strength of the depository institution in which the cash is held. The Company has no financial instruments with off-balance sheet risk of loss.
At times, the Company may be subject to a concentration of credit risk in relation to certain customers due to the purchase of large energy storage systems made by such customers. The Company routinely assesses the creditworthiness of its customers. The Company has not experienced material losses related to receivables from individual customers, or groups of customers during the nine months ended September 30, 2023 and 2022. The Company does not require collateral. Due to these factors, no additional credit risk beyond amounts provided for credit losses is believed by management to be probable in the Company’s accounts receivable.
Significant Customers
A significant customer represents 10% or more of the Company’s total revenue or accounts receivable, net balance at each reporting date. For each significant customer, revenue as a percentage of total revenue and accounts receivable as a percentage of total accounts receivable are as follows:
Accounts ReceivableRevenueRevenue
September 30,December 31,Three Months Ended September 30,Nine Months Ended September 30,
202320222023202220232022
Customers:
Customer A54 %54 %*58 %18 %52 %
Customer B10 %16 %****
Customer C14 %11 %****
Customer D***12 %**
Customer E**89 %*41 %*
*Total less than 10% for the period.

There are inherent risks whenever a large percentage of total revenue is concentrated in a limited number of customers. Should a significant customer terminate or fail to renew its contracts with us, in whole or in part, for any reason, or experience significant financial or operating difficulties, it could have a material adverse effect on our financial condition and results of operations. In general, a customer that makes up a significant portion of revenues in one period, may not make up a significant portion in subsequent periods.
13
STEM, INC.
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS
(UNAUDITED)

Fair Value of Financial Instruments
Assets and liabilities recorded at fair value in the unaudited condensed consolidated financial statements are categorized based upon the level of judgment associated with the inputs used to measure their fair value. The fair value of the Company’s financial assets and liabilities reflects management’s estimate of amounts that the Company would have received in connection with the sale of the assets or paid in connection with the transfer of the liabilities in an orderly transaction between market participants at the measurement date. In connection with measuring the fair value of its assets and liabilities, the Company seeks to maximize the use of observable inputs (market data obtained from independent sources) and to minimize the use of unobservable inputs (internal assumptions about how market participants would price assets and liabilities).
Hierarchical levels which are directly related to the amount of subjectivity associated with the inputs to the valuation of these assets or liabilities are as follows:
Level 1 — Unadjusted quoted prices in active markets for identical assets or liabilities that the Company has the ability to access as of the measurement date.
Level 2 — Inputs other than quoted prices included within Level 1 that are directly observable for the asset or liability or indirectly observable through corroboration with observable market data.
Level 3 — Unobservable inputs for the asset or liability only used when there is little, if any, market activity for the asset or liability at the measurement date.
This hierarchy requires the Company to use observable market data, when available, and to minimize the use of unobservable inputs when determining fair value. Assets and liabilities measured at fair value are classified in their entirety based on the lowest level of input that is significant to their fair value measurement. The Company’s assessment of the significance of a specific input to the fair value measurement in its entirety requires management to make judgments and consider factors specific to the asset or liability.
Financial assets and liabilities held by the Company measured at fair value on a recurring basis as of September 30, 2023 and December 31, 2022 include cash and cash equivalents, short-term investments, derivative liability, and convertible notes.
3.REVENUE
Disaggregation of Revenue
The following table provides information on the disaggregation of revenue as recorded in the condensed consolidated statements of operations (in thousands):
Three Months Ended
September 30,		Nine Months Ended
September 30,
2023202220232022
Hardware revenue$117,143$85,809$246,461$171,358
Services and other revenue16,59713,69247,63036,178
Total revenue
$133,740$99,501$294,091$207,536
The following table summarizes reportable revenue by geographic regions determined based on the location of the customers (in thousands):
Three Months Ended
September 30,		Nine Months Ended
September 30,
2023202220232022
United States$129,800 $97,815 $280,010 $201,475 
Rest of the world3,940 1,686 14,081 6,061 
Total revenue$133,740 $99,501 $294,091 $207,536 
14
STEM, INC.
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS
(UNAUDITED)
Remaining Performance Obligations
Remaining performance obligations represent contracted revenue that has not been recognized, which include contract liabilities (deferred revenue) and amounts that will be billed and recognized as revenue in future periods. As of September 30, 2023 and September 30, 2022, the Company had $545.3 million and $365.8 million of remaining performance obligations, respectively, and the approximate percentages expected to be recognized as revenue in the future are as follows (in thousands, except percentages):
September 30, 2023
Total Remaining
Performance
Obligations		Percent Expected to be Recognized as Revenue
Less Than
One Year		Two to
Five Years		Greater Than
Five Years
Services and other revenue$331,520 14 %48 %38 %
Hardware revenue213,813 100 %— %— %
Total revenue$545,333 
September 30, 2022
Total Remaining
Performance
Obligations		Percent Expected to be Recognized as Revenue
Less Than
One Year		Two to
Five Years		Greater Than
Five Years
Services and other revenue$264,195 17 %51 %32 %
Hardware revenue101,603 98 %2 %— %
Total revenue$365,798 
Contract Balances
Deferred revenue primarily includes cash received in advance of revenue recognition related to energy optimization services and incentives. The following table presents the changes in the deferred revenue balance during the nine months ended September 30, 2023 and September 30, 2022 (in thousands):
Nine Months Ended September 30,
20232022
Beginning balance$138,074 $37,443 
Deferred revenue acquired upon business combination— 49,626 
Upfront payments received from customers217,360 113,101 
Upfront or annual incentive payments received2,805 4,592 
Revenue recognized related to amounts that were included in beginning balance of deferred revenue(26,538)(16,122)
Revenue recognized related to amounts that were included in acquired balance of deferred revenue— (3,338)
Revenue recognized related to deferred revenue generated during the period(165,997)(66,612)
Ending balance$165,704 $118,690 
Parent Company Guarantees
In certain customer contracts, the Company previously agreed to provide a guarantee that the value of purchased hardware will not decline for a certain period of time. Under this guarantee, if these customers were unable to install or designate the hardware to a specified project within such period of time, the Company would be required to assist the customer in re-marketing the hardware for resale by the customer. The guarantee provided that, in such cases, if the customer resold the hardware for less than the amount initially sold to the customer, the Company would be required to compensate the customer for any shortfall in fair value for the hardware from the initial contract price. The Company accounts for such contractual terms and guarantees as variable consideration at each measurement date. The Company updates its estimate of variable consideration, including changes in estimates related to such guarantees, each quarter for facts or circumstances that have changed from the time of the initial estimate. As a result, the Company recorded a revenue reduction during the third quarter of fiscal year 2023 of $32.7 million in hardware revenue relating to hardware deliveries prior to third quarter 2023. During the
15
STEM, INC.
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS
(UNAUDITED)
three months ended September 30, 2023, variable consideration relating to current quarter hardware deliveries was constrained by $4.7 million.
4.SHORT-TERM INVESTMENTS
The following tables summarize the estimated fair value of the Company’s short-term investments and the gross unrealized holding gains and losses as of September 30, 2023 and December 31, 2022 (in thousands):

As of September 30, 2023
Amortized CostUnrealized GainUnrealized LossEstimated Fair Value
Corporate debt securities$5,052 $— $(10)$5,042 
U.S. government bonds9,985 — (12)9,973 
Certificate of deposits3,000 — — 3,000 
Treasury bills6,793 — — 6,793 
Agency bonds3,503 — (10)3,493 
Total short-term investments$28,333 $— $(32)$28,301 

As of December 31, 2022
Amortized CostUnrealized GainUnrealized LossEstimated Fair Value
Corporate debt securities$17,056 $— $(164)$16,892 
Commercial paper18,922 — — 18,922 
U.S. government bonds106,774 — (1,515)105,259 
Certificate of deposits9,986 — — 9,986 
Treasury bills9,518 3 (5)9,516 
Agency bonds1,500 — (1)1,499 
Total short-term investments$163,756 $3 $(1,685)$162,074 

The following table presents the contractual maturities of the Company’s short-term investments as of September 30, 2023 (in thousands):

As of September 30, 2023
Amortized costEstimated Fair Value
Due within one year$28,333 $28,301 
Total$28,333 $28,301 

The Company periodically reviews the individual securities that have unrealized losses on a regular basis to evaluate whether or not any security has experienced, or is expected to experience, credit losses resulting in the decline in fair value. The Company evaluates, among other factors, whether the Company intends to sell any of these marketable securities and whether it is more likely than not that the Company will be required to sell any of them before recovery of the amortized cost basis. During the nine months ended September 30, 2023, the Company did not record an allowance for credit losses, as management believes any such losses would be immaterial based on the investment-grade credit rating for each of the short-term investments as of the end of each period.
5.FAIR VALUE MEASUREMENTS
Fair value accounting is applied for all financial assets and liabilities that are recognized or disclosed at fair value in the financial statements on a recurring basis. At September 30, 2023 and December 31, 2022, the carrying amount of accounts receivable, other current assets, accounts payable, and accrued and other current liabilities approximated their estimated fair value due to their relatively short maturities.
16
STEM, INC.
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS
(UNAUDITED)
Assets and Liabilities Measured at Fair Value on a Recurring Basis
The following table provides the financial instruments measured at fair value (in thousands):
September 30, 2023
Level 1Level 2Level 3Fair Value
Assets:
Cash equivalents:
Money market fund$30,293$— $— $30,293
Commercial paper— — — — 
Debt securities:
Corporate debt securities— 5,042 — 5,042
U.S. government bonds— 9,973 — 9,973
Certificate of deposits— 3,000 — 3,000
Treasury bills— 6,793 — 6,793
Agency bonds— 3,493 — 3,493 
Total financial assets$30,293 $28,301 $— $58,594 
Liabilities:
Derivative liability$— $— $7,731 $7,731 

December 31, 2022
Level 1Level 2Level 3Fair Value
Assets:
Cash equivalents:
Money market fund
$10,618 $— $— $10,618 
Commercial paper— 2,988— 2,988
Debt securities:
Corporate debt securities— 16,892 — 16,892 
Commercial paper— 18,922 — 18,922 
U.S. government bonds— 105,259 — 105,259 
Certificate of deposits— 9,986 — 9,986 
Treasury bills— 9,516 — 9,516 
Other— 1,499 — 1,499 
Total financial assets$10,618 $165,062 $— $175,680 
The Company’s money market funds are classified as Level 1 because they are valued using quoted market prices. The Company’s short-term investments consist of available-for-sale securities and are classified as Level 2 because their value is based on valuations using significant inputs derived from or corroborated by observable market data. The Company’s other current liabilities includes a derivative liability that is attributable to a derivative feature within a revenue contract, whereby final settlement is indexed to the price per ton of lithium carbonate. The balance will be valued using a third party forecast for lithium carbonate. As the derivative instrument is not traded on an exchange they are classified within Level 3 of the fair value hierarchy.
17
STEM, INC.
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS
(UNAUDITED)
Fair Value of Convertible Promissory Notes
The convertible notes are recorded at face value less unamortized debt issuance costs (see Note 10 — Convertible Notes for additional details) on the condensed consolidated balance sheets as of September 30, 2023. As of September 30, 2023 and December 31, 2022, the estimated fair value of the 2028 Convertible Notes was $177.9 million and $293.1 million, respectively, based on Level 2 quoted bid prices of the convertible notes in an over-the-counter market on the last trading date of the reporting period. As of September 30, 2023, the estimated fair value of the 2030 Convertible Notes was $192.1 million, based on Level 2 quoted bid prices of the convertible notes in an over-the-counter market on the last trading date of the reporting period.
6.BUSINESS COMBINATIONS
AlsoEnergy Acquisition
On February 1, 2022, Stem, Inc. acquired 100% of the outstanding shares of AlsoEnergy. AlsoEnergy provides end-to-end turnkey solutions that monitor and manage renewable energy systems. The total consideration to acquire AlsoEnergy was $652.0 million, comprised of $543.1 million in cash, net of a working capital adjustment for an escrow recovery, and $108.9 million in the form of 8,621,006 shares of the Company’s common stock. The Company incurred $6.1 million of transaction costs related to the acquisition of AlsoEnergy, which were recorded in general and administrative expense in the nine months ended September 30, 2022.
Unaudited Pro Forma Financial Information
The following unaudited pro forma financial information summarizes the combined results of operations for the Company and AlsoEnergy, as if the acquisition had occurred on January 1, 2022. The pro forma financial information is as follows (in thousands):
Three Months Ended
September 30,		Nine Months Ended
September 30,
2023202220232022
Total revenue$133,740 $99,501 $294,091 $211,372 
Net loss$(77,072)$(34,275)$(102,728)$(96,686)
The pro forma financial information for the periods presented above has been calculated after adjusting the results of AlsoEnergy to reflect the business combination accounting effects resulting from this acquisition, including the elimination of transaction costs incurred by the Company, amortization expense from acquired intangible assets, and settlement of stock option awards. The historical consolidated financial statements have been adjusted in the pro forma combined financial statements to give effect to pro forma events that are directly attributable to the business combination. The pro forma financial information is for informational purposes only, and is not indicative of either future results of operations, or results that may have been achieved had the acquisition been consummated as of the beginning of 2022.
7.GOODWILL AND INTANGIBLE ASSETS, NET
Goodwill
Goodwill consists of the following (in thousands):
September 30,December 31,
20232022
Goodwill$547,158 $547,556 
Recovery of escrow from AlsoEnergy acquisition— (915)
Effect of foreign currency translation6 8 
Total goodwill$547,164 $546,649 
18
STEM, INC.
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS
(UNAUDITED)
Intangible Assets, Net
Intangible assets, net, consists of the following (in thousands):
September 30,December 31,
20232022
Developed technology$32,000 $30,600 
Trade name11,300 11,300 
Customer relationships106,800 106,800 
Backlog3,900 3,900 
Internally developed software62,628 49,472 
Intangible assets216,628 202,072 
Less: Accumulated amortization(58,309)(39,809)
Add: Currency translation adjustment2 2 
Total intangible assets, net$158,321 $162,265 
Amortization expense for intangible assets was $5.2 million and $6.5 million for the three months ended September 30, 2023 and 2022, respectively, and $18.5 million and $16.9 million for the nine months ended September 30, 2023 and 2022, respectively.
8.ENERGY STORAGE SYSTEMS, NET
Energy Storage Systems, Net
Energy storage systems, net, consists of the following (in thousands):
September 30,December 31,
20232022
Energy storage systems placed into service$141,759 $143,154 
Less: accumulated depreciation(65,606)(58,782)
Energy storage systems not yet placed into service4,556 6,385 
Total energy storage systems, net$80,709 $90,757 
Depreciation expense for energy storage systems was approximately $3.6 million and $3.8 million for the three months ended September 30, 2023 and 2022, respectively, and approximately $10.8 million and $11.2 million for the nine months ended September 30, 2023 and 2022, respectively. Depreciation expense is recognized in cost of services and other revenue.
Impairment expense for energy storage systems was approximately $0.3 million and $0.4 million for the three months ended September 30, 2023 and 2022, respectively, and approximately $2.3 million and $1.3 million for the nine months ended September 30, 2023 and 2022, respectively. Impairment expense is recognized in cost of services and other revenue.
9.NOTES PAYABLE
2021 Credit Agreement
In January 2021, a wholly-owned Canadian subsidiary of the Company entered into a credit agreement to provide a total of $2.7 million towards the financing of certain energy storage systems. The credit agreement was structured on a non-recourse basis and the systems were operated by the Company. The credit agreement had a stated interest of 5.45% and a maturity date of June 2031. The Company received an advance under the credit agreement of $1.8 million in January 2021. The repayment of advances received under the credit agreement was determined by the lender based on the proceeds generated by the Company through the operation of the underlying energy storage systems.
On April 6, 2023, the Company repaid the remaining outstanding balance under the 2021 Credit Agreement with a portion of the net proceeds from the issuance of the 2030 Convertible Notes (as described in Note 10 — Convertible Notes). Upon prepayment of this facility, the Company incurred a $0.3 million loss on extinguishment of debt, which is recorded in the Company’s statement of operations. The facility was terminated after the repayment in April 2023.
19
STEM, INC.
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS
(UNAUDITED)
10.CONVERTIBLE NOTES
2028 Convertible Notes and 2028 Capped Call Options
2028 Convertible Notes
On November 22, 2021, the Company issued $460.0 million aggregate principal amount of its 2028 Convertible Notes in a private placement offering to qualified institutional buyers (the “2021 Initial Purchasers”) pursuant to Rule 144A under the Securities Act of 1933, as amended.
The 2028 Convertible Notes are senior, unsecured obligations of the Company and bear interest at a rate of 0.5% per year, payable in cash semi-annually in arrears in June and December of each year, beginning in June 2022. The notes will mature on December 1, 2028, unless earlier repurchased, redeemed or converted in accordance with their terms prior to such date. Upon conversion, the Company may choose to pay or deliver, as the case may be, cash, shares of common stock or a combination of cash and shares of common stock. The Notes are redeemable for cash at the Company’s option at any time given certain conditions (as discussed below), at an initial conversion rate of 34.1965 shares of common stock per $1,000 principal amount of 2028 Convertible Notes, which is equivalent to an initial conversion price of approximately $29.24 (the “2028 Conversion Price”) per share of the Company’s common stock. The conversion rate is subject to customary adjustments for certain events as described in the Indenture.
The Company may redeem for cash all or any portion of the 2028 Convertible Notes, at the Company’s option, on or after December 5, 2025 if the last reported sale price of the Company’s common stock has been at least 130% of the 2028 Conversion Price then in effect for at least 20 trading days at a redemption price equal to 100% of the principal amount of the 2028 Convertible Notes to be redeemed, plus accrued and unpaid interest.
The Company’s net proceeds from this offering were approximately $445.7 million, after deducting the 2021 Initial Purchasers’ discounts and debt issuance costs. To minimize potential dilution to the Company’s common stockholders upon conversion of the 2028 Convertible Notes, the Company entered into separate capped call transactions (the “2028 Capped Calls”) as described below. In connection with the issuance of the 2030 Convertible Notes during the second quarter of 2023, the Company used approximately $99.8 million of the net proceeds to purchase and surrender for cancellation approximately $163.0 million aggregate principal amount of the Company’s 2028 Convertible Notes, which resulted in a $59.4 million gain on debt extinguishment. See 2030 Convertible Notes below for further details of the 2030 Convertible Notes.
Upon adoption of ASU 2020-06, the Company allocated all of the debt discount to long-term debt. The debt discount is amortized to interest expense using the effective interest method, computed to be 0.9%, over the life of the 2028 Convertible Notes or approximately its seven-year term. The outstanding 2028 Convertible Notes balances as of September 30, 2023 and December 31, 2022 are summarized in the following table (in thousands):
September 30, 2023December 31, 2022
Long Term Debt
Outstanding principal$297,024 $460,000 
Unamortized initial purchaser’s debt discount and debt issuance cost(6,825)(12,091)
Net carrying amount$290,199 $447,909 
20
STEM, INC.
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS
(UNAUDITED)
The following table presents total interest expense recognized related to the 2028 Convertible Notes during the three and nine months ended September 30, 2023 and 2022 (in thousands):
Three Months Ended
September 30,		Nine Months Ended
September 30,
2023202220232022
Cash interest expense
Contractual interest expense$371 $575 $1,322 $1,725 
Non-cash interest expense
Amortization of debt discount and debt issuance cost323 497 1,163 1,488 
Total interest expense$694 $1,072 $2,485 $3,213 
2028 Capped Call Options
On November 17, 2021, in connection with the pricing of the 2028 Convertible Notes, and on November 19, 2021, in connection with the exercise in full by the 2021 Initial Purchasers of their option to purchase additional Notes, the Company entered into the 2028 Capped Calls with certain counterparties. The Company used $66.7 million of the net proceeds to pay the cost of the 2028 Capped Calls.
The 2028 Capped Calls have an initial strike price of $29.2428 per share, which corresponds to the initial conversion price of the 2028 Convertible Notes and is subject to anti-dilution adjustments. The 2028 Capped Calls have a cap price of $49.6575 per share, subject to certain adjustments.
The 2028 Capped Calls are considered separate transactions entered into by and between the Company and the 2028 Capped Calls counterparties, and are not part of the terms of the 2028 Convertible Notes. The Company recorded a reduction to additional paid-in capital of $66.7 million during the year ended December 31, 2021 related to the premium payments for the 2028 Capped Calls. These instruments meet the conditions outlined in FASB ASU 2022-01 Topic 815, Derivatives and Hedging (“ASC 815”) to be classified in stockholders’ equity and are not subsequently remeasured as long as the conditions for equity classification continue to be met.
2030 Convertible Notes and 2030 Capped Call Options
2030 Convertible Notes
On April 3, 2023, the Company issued $240.0 million aggregate principal amount of its 2030 Convertible Notes in a private placement offering to qualified institutional buyers (the “2023 Initial Purchasers”) pursuant to Rule 144A under the Securities Act of 1933, as amended.
The 2030 Convertible Notes are senior, unsecured obligations of the Company and bear interest at a rate of 4.25% per year, payable in cash semi-annually in arrears in April and October of each year, beginning on October 1, 2023. The notes will mature on April 1, 2030, unless earlier repurchased, redeemed or converted in accordance with their terms prior to such date. Upon conversion, the Company may choose to pay or deliver cash, shares of common stock or a combination of cash and shares of common stock. The Notes are redeemable for cash at the Company’s option at any time given certain conditions (as discussed below), at an initial conversion rate of 140.3066 shares of common stock per $1,000 principal amount of the 2030 Convertible Notes, which is equivalent to an initial conversion price of approximately $7.1272 (the “2030 Conversion Price”) per share of the Company’s common stock. The conversion rate is subject to customary adjustments for certain events as described in the related Indenture.
The 2030 Convertible Notes will be redeemable, in whole or in part, at the Company’s option, on or after April 5, 2027 if the last reported sale price of the Company’s common stock has been at least 130% of the 2030 Conversion Price then in effect for at least 20 trading days at a redemption price equal to 100% of the principal amount of the 2030 Convertible Notes to be redeemed, plus accrued and unpaid interest.
The Company’s net proceeds from this offering were approximately $232.4 million, net of $7.6 million in debt issuance costs primarily consisting of underwriters, advisory, legal, and accounting fees. The Company used approximately $99.8 million of the net proceeds to purchase and surrender for cancellation approximately $163.0 million aggregate principal amount of the Company’s 2028 Convertible Notes. See 2028 Convertible Notes above for further details on the impacts of the debt extinguishment.
21
STEM, INC.
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS
(UNAUDITED)
The outstanding 2030 Convertible Notes balances as of September 30, 2023 are summarized in the following table (in thousands):
September 30, 2023
Long Term Debt
Outstanding principal$240,000 
Unamortized initial purchaser’s debt discount and debt issuance cost(7,131)
Net carrying amount$232,869 
The debt discount and debt issuance costs are amortized to interest expense using the effective interest method, computed to be 4.70%, over the life of the 2030 Convertible Notes or its approximately seven-year term.
The following table presents total interest expense recognized related to the 2030 Convertible Notes during the three months ended September 30, 2023 (in thousands):
Three Months Ended
September 30, 2023		Nine Months Ended
September 30, 2023
Cash interest expense
Contractual interest expense$2,550 $5,043 
Non-cash interest expense
Amortization of debt discount and debt issuance cost239 470 
Total interest expense$2,789 $5,513 
2030 Capped Call Options
On March 29, 2023 and March 31, 2023, in connection with the pricing of the 2030 Convertible Notes, and on April 3, 2023, in connection with the exercise in full by the 2023 Initial Purchasers of their option to purchase additional Notes, the Company entered into Capped Calls (the “2030 Capped Calls”) with certain counterparties. The Company used $27.8 million of the net proceeds from the 2030 Convertible Notes to pay the cost of the 2030 Capped Calls.
The 2030 Capped Calls have an initial strike price of $7.1272 per share, which corresponds to the initial conversion price of the 2030 Convertible Notes and is subject to anti-dilution adjustments. The 2030 Capped Calls have a cap price of $11.1800 per share, subject to certain adjustments.
The 2030 Capped Calls are considered separate transactions entered into by and between the Company and the 2030 Capped Calls counterparties, and are not part of the terms of the 2030 Convertible Notes. The Company recorded a reduction to additional paid-in capital of $27.8 million during the second quarter of 2023 related to the premium payments for the 2030 Capped Calls. These instruments meet the conditions outlined in ASC 815 to be classified in stockholders’ equity and are not subsequently remeasured as long as the conditions for equity classification continue to be met.
11.WARRANTS
Legacy Stem Warrants
Prior to the Merger, the Company had issued warrants to purchase shares of Legacy Stem’s preferred stock in conjunction with various debt financings. The Company has also issued warrants to purchase shares of Legacy Stem’s common stock. Upon effectiveness of the Merger, the Company had 50,207,439 warrants outstanding, of which substantially all were converted into 2,759,970 shares of common stock of Stem. Upon conversion of the warrants, the existing warrant liabilities were remeasured to fair value resulting in a gain on remeasurement of $100.9 million and a total warrant liability of $60.6 million, which was then reclassified to additional paid-in-capital. At September 30, 2023, there were 2,533 Legacy Stem Warrants outstanding. These instruments are exercisable into the Company’s common stock and are equity classified.
22
STEM, INC.
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS
(UNAUDITED)
12.STOCK-BASED COMPENSATION
Equity Incentive Plans
Under both the Stem, Inc. 2009 Equity Incentive Plan (the “2009 Plan”) and the Stem, Inc. 2021 Equity Incentive Plan (the “2021 Plan,” and together with the 2009 Plan, the “Plans”), the Company may grant stock options, stock appreciation rights, restricted stock, restricted stock units (“RSUs”), performance stock units (“PSUs”), and other awards that are settled in shares of the Company’s common stock. The Company does not intend to grant new awards under the 2009 Plan. All shares that remain available for future grants are under the 2021 Plan.

Stock Options
The following table summarizes the stock option activity for the period ended September 30, 2023:
Number of
Options
Outstanding		Weighted-
Average
Exercise Price
Per Share		Weighted-
Average
Remaining
Contractual
Life (years)		Aggregate
Intrinsic
Value
(in thousands)
Balances as of December 31, 20228,243,637 $6.88 6.6$35,566 
Options granted1,291,349 10.25 
Options exercised(116,717)2.20 
Options forfeited and expired(356,188)15.64 
Balances as of September 30, 20239,062,081 $7.08 6.2$10,278 
Options vested and exercisable — September 30, 20236,091,126 $4.88 5.1$10,230 
As of September 30, 2023, the Company had approximately $17.3 million of remaining unrecognized stock-based compensation expense for stock options, which is expected to be recognized over a weighted average period of 1.5 years.
23
STEM, INC.
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS
(UNAUDITED)
Restricted Stock Units
The following table summarizes the RSU activity for the period ended September 30, 2023:

Number of
RSUs
Outstanding (1)
Weighted-Average
Grant Date Fair Value
Per Share
Balances as of December 31, 20226,719,490$15.34 
RSUs granted7,542,1315.62 
RSUs vested(1,226,174)10.78 
RSUs forfeited(1,791,088)8.65 
Balances as of September 30, 202311,244,359$10.56 
(1) Includes certain restricted stock units with service and market-based vesting criteria.

As of September 30, 2023, the Company had approximately $79.5 million of remaining unrecognized stock-based compensation expense for RSUs, which is expected to be recognized over a weighted average period of 1.9 years.
Stock-Based Compensation
The following table summarizes stock-based compensation expense recorded in each component of operating expenses in the Company’s condensed consolidated statements of operations and comprehensive loss (in thousands):
Three Months Ended
September 30,		Nine Months Ended
September 30,
2023202220232022
Sales and marketing$1,614$1,172$4,109$3,102
Research and development2,4671,5896,7333,458
General and administrative7,1174,91717,47813,850
Total stock-based compensation expense$11,198$7,678$28,320$20,410
Research and development expenses of $1.2 million and $0.6 million corresponding to internal-use software, were capitalized during the three months ended September 30, 2023 and 2022, respectively. Research and development expenses of $3.1 million and $1.7 million, corresponding to internal-use software, were capitalized during the nine months ended September 30, 2023 and 2022, respectively.
Awards under our stock bonus program issued through the 2021 Plan are accounted for as liability-classified awards, because the obligations are based predominantly on fixed monetary amount determined at a future date to be settled with a variable number of shares of our common stock. We recognized stock-based compensation expense related to such bonuses in the amount of $1.5 million during the three and nine months ended September 30, 2023.
24
STEM, INC.
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS
(UNAUDITED)
13.NET LOSS PER SHARE
The following table sets forth the computation of basic and diluted net loss per share attributable to common stockholders (in thousands, except share and per share amounts):
Three Months Ended
September 30,		Nine Months Ended
September 30,
2023202220232022
Numerator:
Net loss per share attributable to common stockholders, basic and diluted$(77,072)$(34,279)$(102,728)$(88,781)
Denominator:
Weighted-average number of shares outstanding used to compute net loss per share attributable to common stockholders, basic and diluted155,829,348 154,392,573 155,474,725 153,043,010 
Net loss per share attributable to common stockholders, basic and diluted$(0.49)$(0.22)$(0.66)$(0.58)
The following table shows total outstanding potentially dilutive shares excluded from the computation of diluted loss per share as their effect would have been anti-dilutive, as of September 30, 2023 and 2022:
September 30, 2023September 30, 2022
Outstanding 2028 Convertible Notes10,157,181 15,730,390 
Outstanding 2030 Convertible Notes33,673,584 — 
Outstanding stock options9,062,081 8,296,551 
Outstanding warrants2,533 2,533 
Outstanding RSUs11,244,359 6,557,284 
Total
64,139,738 30,586,758 
14.INCOME TAXES
The following table reflects the Company’s (provision for) benefit from income taxes and the effective tax rates for the periods presented below (in thousands, except effective tax rate):

Three Months Ended September 30,Nine Months Ended September 30,
2023202220232022
Loss before benefit from (provision for) income taxes$(77,118)$(34,256)$(102,374)$(103,982)
Benefit from (provision for) income taxes$46 $(19)$(354)$15,201 
Effective tax rate0.1 %(0.1)%(0.3)%14.6 %
For the three months ended September 30, 2023, the Company recognized a benefit from income taxes of $46 thousand, representing an effective tax rate of 0.1%, which was lower than the statutory federal tax rate because the Company maintains a valuation allowance on its U.S. deferred tax assets. For the nine months ended September 30, 2023, the Company recognized a provision for income taxes of $0.4 million, representing an effective tax rate of (0.3)%, which was lower than the statutory federal tax rate due to a $0.3 million tax benefit from an acquisition for a partial valuation allowance release on U.S. deferred tax assets due to the deferred tax liability established in purchase accounting on acquired intangibles during the nine months ended September 30, 2023. For the nine months ended September 30, 2022, the Company recognized a benefit from income taxes of $15.2 million, representing an effective tax rate of 14.6%, which was lower than the statutory federal tax rate due to a $15.1 million tax benefit from the acquisition of AlsoEnergy for a partial valuation allowance release on U.S. Deferred tax assets due to the deferred tax liability established in purchase accounting on the acquired intangibles.
25
STEM, INC.
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS
(UNAUDITED)
15.COMMITMENTS AND CONTINGENCIES
Contingencies
The Company is party to various legal proceedings from time to time. A liability is accrued when a loss is both probable and can be reasonably estimated. Management believes that the probability of a material loss with respect to any currently pending legal proceeding is remote. However, litigation is inherently uncertain and it is not possible to predict the ultimate disposition of any of these proceedings. As of the date of this filing, the Company does not believe that there are any pending legal proceedings or other loss contingencies that will, either individually or in the aggregate, have a material adverse effect on the Company taken as a whole.
Commitments
On March 1, 2023, the Company recognized a $2.8 million operating lease liability and a corresponding operating lease right-of-use (“ROU”) asset, which are included in the condensed consolidated balance sheets as of September 30, 2023. The operating lease liability and operating lease ROU asset correspond to 41,811 square feet of leased office in Gurugram, India. As of the commencement date of the lease, the remaining lease term was 58 months. The lease agreement contemplates options to extend the non-cancelable lease term, which have been determined not reasonably certain to be exercised. Base rent is approximately $58,500 per month with escalating payments.
Non-Income Related Taxes
The Company is in the process of finalizing its sales tax liability analysis for states in which it has economic nexus. During the third quarter of 2023, the Company determined it was probable the Company would be subject to sales tax liabilities plus applicable interest and has estimated the probable exposure to be $5.6 million and accordingly, the Company accrued this amount with a corresponding charge to earnings as of September 30, 2023.
26

ITEM 2. MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS
Special Note Regarding Forward-Looking Statements
This third quarter 2023 Form 10-Q, as well as other statements we make, contains “forward-looking statements” within the meaning of the federal securities laws, which include any statements that are not historical facts. Such statements often contain words such as “expect,” “may,” “can,” “believe,” “predict,” “plan,” “potential,” “projected,” “projections,” “forecast,” “estimate,” “intend,” “anticipate,” “ambition,” “goal,” “target,” “think,” “should,” “could,” “would,” “will,” “hope,” “see,” “likely,” and other similar words.
Forward-looking statements address matters that are, to varying degrees, uncertain, such as statements about financial and performance targets and other forecasts or expectations regarding, or dependent on, our business outlook; the expected benefits of the combined Stem/AlsoEnergy company; our ability to secure sufficient and timely inventory from suppliers; our ability to meet contracted customer demand; our ability to manage supply chain issues and manufacturing or delivery delays; our joint ventures, partnerships and other alliances; forecasts or expectations regarding energy transition and global climate change; reduction of greenhouse gas (“GHG”) emissions; the integration and optimization of energy resources; our business strategies and those of our customers; our ability to retain or upgrade current customers, further penetrate existing markets or expand into new markets; our ability to manage our supply chains and distribution channels and the effects of natural disasters and other events beyond our control; the direct or indirect effects on our business of macroeconomic factors and geopolitical instability, such as the ongoing conflict in Ukraine; the expected benefits of the Inflation Reduction Act of 2022 on our business; and future results of operations, including adjusted EBITDA.
Such forward-looking statements are subject to risks, uncertainties, and other factors that could cause actual results to differ materially from those expressed or implied by such forward-looking statements, including but not limited to our inability to secure sufficient and timely inventory from our suppliers, as well as contracted quantities of equipment; our inability to meet contracted customer demand; supply chain interruptions and manufacturing or delivery delays; disruptions in sales, production, service or other business activities; general macroeconomic and business conditions in key regions of the world, including inflationary pressures, general economic slowdown or a recession, rising interest rates, changes in monetary policy, instability in financial institutions, and the prospect of a shutdown of the U.S. federal government; the direct and indirect effects of widespread health emergencies on our workforce, operations, financial results and cash flows; geopolitical instability, such as the ongoing conflict in Ukraine; the results of operations and financial condition of our customers and suppliers; pricing pressures; weather and seasonal factors; our inability to continue to grow and manage our growth effectively; our inability to attract and retain qualified employees and key personnel; our inability to comply with, and the effect on our business of, evolving legal standards and regulations, including concerning data protection and consumer privacy and evolving labor standards; risks relating to the development and performance of our energy storage systems and software-enabled services; our inability to retain or upgrade current customers, further penetrate existing markets or expand into new markets; the risk that our business, financial condition and results of operations may be adversely affected by other political, economic, business and competitive factors; and other risks and uncertainties discussed in Part I, Item 1A, “Risk Factors” of our Annual Report on Form 10-K for the fiscal year ended December 31, 2022, Part II, Item 1A. “Risk Factors” of our Quarterly Reports on Form 10-Q for the quarters ended March 31, 2023 and June 30, 2023 and in our other filings with the SEC. If one or more of these or other risks or uncertainties materialize (or the consequences of any such development changes), or should our underlying assumptions prove incorrect, actual results or outcomes, or the timing of these results or outcomes, may vary materially from those reflected in our forward-looking statements. Forward-looking and other statements in this report regarding our environmental, social, and other sustainability plans and goals are not an indication that these statements are necessarily material to investors or required to be disclosed in our filings with the SEC. In addition, historical, current, and forward-looking environmental, social, and sustainability-related statements may be based on standards for measuring progress that are still developing, internal controls and processes that continue to evolve, and assumptions that are subject to change in the future. Forward-looking statements in this report are made as of the date of this report, and we do not assume any obligation to update any forward-looking statements after the date of this report, except as required by law.
You should read the following management’s discussion and analysis of our financial condition and results of operations together with our unaudited condensed consolidated financial statements and related notes included under Part I, Item 1 of this Quarterly Report on Form 10-Q. This discussion and analysis should also be read together with our audited consolidated financial statements and related notes, as well as the section entitled “Stem’s Management’s Discussion and Analysis of Financial Condition and Results or Operations” contained in our Annual Report on Form 10-K for the fiscal year ended December 31, 2022. You should carefully read the sections entitled “Special Note Regarding Forward-Looking Statements” and “Risk Factors” herein to gain an understanding of the important factors that could cause actual results to differ materially from our forward-looking statements. Throughout this section, unless otherwise noted “we,” “us,” “our” and the “Company” refer to Stem and its consolidated subsidiaries.
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Overview
Our mission is to maximize the economic, environmental, and resiliency value of renewable energy assets through our leading artificial intelligence (“AI”) platform. In order to fulfill our mission, we provide our customers, which include commercial and industrial (“C&I”) enterprises as well as independent power producers, renewable project developers, utilities and grid operators, with (i) an energy storage system, sourced from leading, global battery original equipment manufacturers (“OEMs”), that we deliver through our partners, including developers, distributors, and engineering, procurement and construction (“EPC”) firms, (ii) edge hardware to aid in the collection of site data and the real-time operation and control of the site plus other optional equipment, (iii) ongoing software platform and professional services to operate integrated energy storage, and solar systems, through our Athena® clean energy optimization (“Athena”) and applications. In addition, in all the markets where we help manage our customers’ clean energy assets, we have agreements to use the Athena platform to participate in such markets and to share the revenue from such market participation.
We operate in two key areas within the energy landscape: Behind-the-Meter (“BTM”) and Front-of-the-Meter (“FTM”). An energy system’s position in relation to a customer’s electric meter determines whether it is designated a BTM or FTM system. BTM systems provide power that can be used on-site without interacting with the electric grid and passing through an electric meter. Our software reduces C&I customer energy bills, increases their energy yield, and helps our customers facilitate the achievement of their corporate environmental, social, and corporate governance (“ESG”) and carbon reduction objectives. Through PowerTrack, our software maximizes energy output and minimizes asset downtime.
FTM, grid-connected systems provide power to off-site locations and must pass through an electric meter prior to reaching an end-user. Through Athena, our FTM storage systems decrease risk for project developers, asset owners, independent power producers and investors by adapting to dynamic energy market conditions in connection with the deployment of electricity and improving the value of energy assets over the course of their FTM system’s lifetime.
Through our February 2022 acquisition of AlsoEnergy, we combined our storage optimization capabilities with solar asset performance monitoring and control software.
Since our inception in 2009, we have engaged in developing and marketing software-enabled services, raising capital, and recruiting personnel. We have incurred net operating losses and negative cash flows from operations each year since our inception. We have financed our operations primarily through proceeds received from the merger with Star Peak Transition Corp., the issuance of convertible preferred stock, convertible senior notes, debt financing, and cash flows from customers.
Our total revenue grew from $99.5 million for the three months ended September 30, 2022 to $133.7 million for the three months ended September 30, 2023. We incurred net losses of $77.1 million for the three months ended September 30, 2023 and incurred net losses of $34.3 million for the three months ended September 30, 2022. Our total revenue grew from $207.5 million for the nine months ended September 30, 2022 to $294.1 million for the nine months ended September 30, 2023. For the nine months ended September 30, 2023 and 2022, we incurred net losses of $102.7 million and $88.8 million, respectively. As of September 30, 2023, we had an accumulated deficit of $734.8 million.
We expect that our sales and marketing, research and development, regulatory and other expenses will continue to increase as we expand our marketing efforts to increase sales of our solutions, expand existing relationships with our customers, and obtain regulatory clearances or approvals for future product enhancements. In addition, we expect our general and administrative costs and expenses to increase due to the additional costs associated with scaling our business operations as well as being a public company, including legal, accounting, insurance, exchange listing and SEC compliance, investor relations and other costs and expenses.
Acquisition of AlsoEnergy
On February 1, 2022, we acquired 100% of the issued and outstanding capital stock of AlsoEnergy. The transaction combines our storage optimization capabilities with AlsoEnergy’s solar asset performance monitoring and control software. Through AlsoEnergy, we provide end-to-end turnkey solutions that monitor and manage renewable energy systems through AlsoEnergy’s PowerTrack software. PowerTrack includes data acquisitions and monitoring, performance modelling, agency reporting, internal reports, work order tickets, and supervisory control and data acquisition (“SCADA”) controls. AlsoEnergy has deployed systems at various international locations, but its primary customer base is in the United States, Germany and Canada. The total consideration for the AlsoEnergy acquisition was $652.0 million, comprised of $543.1 million paid in cash, net of a working capital adjustment for an escrow recovery, and $108.9 million in the form of 8,621,006 shares of our common stock. We incurred $6.1 million of transaction costs related to the acquisition of AlsoEnergy, which were recorded in general and administrative expense during the nine months ended September 30, 2022. See Note 6 — Business Combinations, of the Notes to the unaudited condensed consolidated financial statements in this report for additional details regarding this transaction.
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Key Factors, Trends and Uncertainties Affecting our Business
We believe that our performance and future success depend on several factors that present significant opportunities for us but also pose risks and challenges, including but not limited to:
Decline in Lithium-Ion Battery Costs
Our revenue growth is directly tied to the continued adoption of energy storage systems by our customers. The cost of lithium-ion energy storage hardware has generally declined over the last decade, notwithstanding increases in recent months. The market for energy storage is rapidly evolving, and while we believe costs will continue to decline over time, there is no guarantee. If costs do not continue to decline, or do not decline as quickly as we anticipate, this could adversely affect our ability to increase our revenue and grow our business. The United States Inflation Reduction Act of 2022 (the “IRA”) was signed into law in August 2022 and includes incentives and tax credits aimed at reducing the effects of climate change, such as a tax credit for stand-alone battery storage projects. The implementation of the IRA is expected to further reduce the cost of battery storage systems for certain customers; however, there are numerous restrictions and requirements associated with qualifying for the tax credits and other incentives available under the IRA, and the Company continues to assess how the IRA may affect its business.
Increase in Deployment of Renewables
Deployment of intermittent resources has accelerated over the last decade, and today, wind and solar have become a low cost fuel source. We expect the cost of generating renewable energy to continue to decline and deployments of energy storage systems to increase. As renewable energy sources of energy production are expected to represent a larger proportion of energy generation, grid instability rises due to their intermittency, which can be addressed by energy storage solutions. The IRA is expected to further increase the deployment of renewable energy assets. We are continuing to evaluate the IRA and its requirements, as well as the application to our business and our customers.
Competition
We are a market leader in terms of capacity of energy storage under management. We intend to strengthen our competitive position over time by leveraging the network effect of Athena’s AI infrastructure. Existing competitors may expand their product offerings and sales strategies, and new competitors may enter the market. Furthermore, our competitors include other types of software providers and some hardware manufacturers that offer software solutions. If our market share declines due to increased competition, our revenue and ability to generate profits in the future may be adversely affected.
Government Regulation and Compliance
Although we are not regulated as a utility, the market for our product and services is heavily influenced by federal, state, and local government statutes and regulations concerning electricity. These statutes and regulations, like the IRA, affect electricity pricing, net metering, incentives, taxation, competition with utilities, and the interconnection of customer-owned electricity generation. In the United States and internationally, governments continuously modify these statutes and regulations and acting through state utility or public service commissions, regularly change and adopt different rates for commercial customers. These changes can positively or negatively affect our ability to deliver cost savings to customers.
Customer Concentration
We depend on a small number of significant customers for our sales, and a small number of customers have historically accounted for a material portion of our revenue. While we are committed to diversifying our customer base, we may continue to derive a significant portion of our revenue from a small number of customers. Loss of a significant customer, the inability to close a significant contract at any time, or a significant reduction in pricing or order volume from a significant customer, could materially reduce our revenue in a given quarter and have a material adverse effect on our operating results.
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Supply Chain Constraints and Risk
We rely on a very small number of suppliers of energy storage systems and other equipment. If any of our suppliers were unable or unwilling to provide us with contracted quantities in a timely manner at prices, quality levels, and volumes acceptable to us, we would have very limited alternatives for supply, and we may not be able find suitable replacements for our customers, if at all. Such an event could materially adversely affect our business, prospects, financial condition, and results of operations.
In addition, the global supply chain and our industry have experienced significant disruptions in recent periods. We have seen supply chain challenges and logistics constraints increase, including shortages of inverters, enclosures, battery modules, and associated component parts for inverters and battery energy storage systems available for purchase. In certain cases, this has caused delays in critical equipment and inventory, longer lead times, and has resulted in cost volatility. These shortages and delays can be attributed in part to macroeconomic conditions, such as labor shortages, rising inflation, rising interest rates, and a recessionary environment and geographical instability, including the ongoing conflict between Russia and Ukraine and rising tensions between China and the United States, among other factors. If these shortages and delays persist through the remainder of 2023, they could adversely affect the timing of when battery energy storage systems can be delivered and installed, and when (or if) we can begin to generate revenue from those systems. In addition, we have experienced and are experiencing varying levels of volatility in costs of equipment and labor resulting in part from disruptions caused by general global macroeconomic conditions, including inflationary pressures.
DevCo Joint Ventures
The Company, through an indirect wholly-owned development subsidiary, has entered into strategic joint ventures with qualified third parties to develop select energy storage generation projects (“DevCo Projects”), as more fully described above under Note 1 — Business, of the Notes to the unaudited condensed consolidated financial statements in this report. These projects require significant upfront investment by us and involve a high degree of risk. These projects require significant upfront investment by us and involve a high degree of risk. If a DevCo Project fails to reach completion or is significantly delayed, we could lose all or a portion of our development capital investment. See “We Face Risks Related to our DevCo Business Model” in Part I, Item 1A, “Risk Factors” of our Annual Report on Form 10-K for the fiscal year ended December 31, 2022 for additional information about certain risks related to these DevCo Projects.
Parent Company Guarantees
In certain customer contracts, the Company previously agreed to provide a guarantee that the value of purchased hardware will not decline for a certain period of time, as more fully described above under Note 3 — Revenue, of the Notes to the unaudited condensed consolidated financial statements in this report. The Company accounts for such contractual terms and guarantees as variable consideration at each measurement date. The Company updates its estimate of variable consideration, including changes in estimates related to such guarantees, each quarter for facts or circumstances that have changed from the time of the initial estimate. As a result, the Company recorded a revenue reduction of $37.4 million in hardware revenue during the three and nine months ended September 30, 2023. Specifically, $16.9 million of the overall reduction in revenue is related to deliveries that occurred during the fourth quarter of 2022, $15.8 million is related to hardware deliveries that occurred during the second quarter of 2023, and variable consideration relating to current quarter hardware deliveries was constrained by $4.7 million.
The Company does not intend to provide such parent company guarantees in customer contracts going forward. Because these contractual terms and guarantees had not previously resulted in a revenue reduction in prior periods, and because the Company does not intend to provide such parent company guarantees in customer contracts going forward, the Company believes that excluding the impact of the $37.4 million reduction in revenue enhances the comparability to the Company’s adjusted EBITDA and non-GAAP gross profit in prior periods.
Non-GAAP Financial Measures
In addition to financial results determined in accordance with U.S. generally accepted accounting principles (“GAAP”), we use adjusted EBITDA and non-GAAP gross profit and margin, which are non-GAAP financial measures, for financial and operational decision making and as a means to evaluate our operating performance and prospects, develop internal budgets and financial goals, and to facilitate period-to-period comparisons. Our management believes that these non-GAAP financial measures provide meaningful supplemental information regarding our performance and liquidity by excluding certain expenses and expenditures that may not be indicative of our operating performance, such as stock-based compensation and other non-cash charges, as well as discrete cash charges that are infrequent in nature. We believe that both management and investors benefit from referring to these non-GAAP financial measures in assessing our performance and when planning, forecasting, and analyzing future periods. These non-GAAP financial measures also facilitate management’s internal comparisons to our historical performance and liquidity as well as comparisons to our competitors’ operating results. We believe these non-GAAP financial measures are useful to investors because they both (1) allow for greater transparency with respect to key metrics used
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by management in their financial and operational decision making and (2) are used by our institutional investors and the analyst community to help them analyze the health of our business. Adjusted EBITDA and non-GAAP gross profit and margin should be considered in addition to, not as a substitute for, or superior to, other measures of financial performance prepared in accordance with GAAP.
Non-GAAP Gross Profit and Margin
We define non-GAAP gross profit as gross profit excluding both amortization of capitalized software, impairments related to decommissioning of end-of-life systems and reduction in revenue, and including revenue constraint. We define non-GAAP gross margin as non-GAAP gross profit as a percentage of revenue.
The Company generally records the full purchase order value as revenue at the time of hardware delivery; however, for certain non-cancelable purchase orders entered into during the first quarter of 2023, the final settlement amount payable to the Company is variable and indexed to the price per ton of lithium carbonate in the first quarter of 2024 such that the Company may increase or decrease the final prices in such purchase orders based on the price per ton of lithium carbonate at final settlement. Lithium carbonate is a key raw material used in the production of hardware systems that the Company ultimately sells to customers. The total dollar amount of such purchase orders for the indexed contracts is approximately $52 million. However, as a result of the pricing structure in such purchase orders, the Company recorded revenue in the first quarter of 2023 of approximately $42 million, net of a $10 million revenue constraint, using a third party forecast of the lithium carbonate trading value in the first quarter of 2024. Because the Company had not before used indexed pricing in its customer contracts or purchase orders and had not previously constrained revenue related to forecasted inputs of its hardware systems, the Company believes that including the $10 million revenue constraint from the first quarter of 2023 into non-GAAP profit enhances the comparability to the Company’s non-GAAP profit in prior periods. Because the purchase orders are variable and depend on the specified price per ton of lithium carbonate at the time of final measurement in the first quarter of 2024, the Company may, pursuant to such purchase orders, ultimately adjust final revenue downward to $34 million, subject to market conditions upon settlement. The Company recorded the full cost of hardware revenue for these indexed contracts in the first quarter of 2023.
The following table provides a reconciliation of gross profit and margin (GAAP) to non-GAAP gross profit and margin (in millions, except percentages):
Three Months Ended September 30,Nine Months Ended September 30,
2023202220232022
Revenue$133.7 $99.5 $294.1 $207.5 
Cost of revenue(154.0)(90.4)(301.5)(187.0)
GAAP gross (loss) profit(20.3)9.1 (7.4)20.5 
GAAP gross margin (%)(15)%9 %(3)%10 %
Non-GAAP Gross Profit
GAAP Revenue$133.7 $99.5 $294.1 $207.5 
Add: Revenue constraint (1)
— — 10.2 — 
Add: Revenue reduction (2)
37.4 — 37.4 — 
Subtotal171.1 99.5 341.7 207.5 
Less: Cost of revenue(154.0)(90.4)(301.5)(187.0)
Add: Amortization of capitalized software & developed technology3.5 2.9 9.8 7.6 
Add: Impairments0.8 0.4 2.9 2.2 
Non-GAAP gross profit$21.4 $12.4 $52.9 $30.3 
Non-GAAP gross margin (%)12 %13 %15 %15 %
(1) Refer to the discussion of revenue constraint in “— Non-GAAP Gross Profit and Margin” above.
(2) Refer to the discussion of reduction in revenue in “— Parent Company Guarantees” above.
Adjusted EBITDA
We calculate adjusted EBITDA as net loss attributable to Stem before depreciation and amortization, including amortization of internally developed software, net interest expense, further adjusted to exclude stock-based compensation and other income and expense items, including the net gain on extinguishment of debt, revenue constraint, reduction in revenue, change in fair value of derivative liability, transaction and acquisition-related charges, litigation settlement, restructuring costs and income tax provision or benefit. The expenses and other items that we exclude in our calculation of adjusted EBITDA may differ from the expenses and other items, if any, that other companies exclude when calculating adjusted EBITDA.
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The following table provides a reconciliation of adjusted EBITDA to net loss:
Three Months Ended September 30,Nine Months Ended September 30,
2023202220232022
(in thousands)(in thousands)
Net loss attributable to Stem$(77,072)$(34,279)$(102,728)$(88,781)
Adjusted to exclude the following:
Depreciation and amortization (1)
11,531 11,547 36,098 33,353 
Interest expense, net4,405 2,520 10,085 8,429 
Gain on extinguishment of debt, net— — (59,121)— 
Stock-based compensation11,198 7,678 28,320 20,410 
Revenue constraint (2)
— — 10,200 — 
Revenue reduction (3)
37,377 — 37,377 — 
Change in fair value of derivative liability5,155 — 7,731 — 
Transaction costs in connection with business combination— — — 6,068 
Litigation settlement— — — (727)
(Benefit from) provision for income taxes(46)19 354 (15,201)
Other expenses (4)
6,591 — 7,612 — 
Adjusted EBITDA$(861)$(12,515)$(24,072)$(36,449)
(1) Depreciation and amortization includes depreciation and amortization expense, impairment loss of energy storage systems, and impairment loss of project assets.
(2) Refer to the discussion of revenue constraint in “— Non-GAAP Gross Profit and Margin” above.
(3) Refer to the discussion of reduction in revenue in “— Parent Company Guarantees” above.
(4) Adjusted EBITDA for the three and nine months ended September 30, 2023 reflects other expenses of $6.6 million and $7.6 million, respectively. For the three months ended September 30, 2023, other expenses includes $5.6 million in accruals for sales taxes, $0.5 million for impairments, $0.3 million for expenses related to restructuring costs, and $0.2 million of other non-recurring expenses. For the nine months ended September 30, 2023, other expenses include $5.6 million in accruals for sales taxes, $0.5 million for impairments, $0.3 million of other non-recurring expense, and $1.2 million for expenses related to restructuring costs to pursue greater efficiency and to realign our business and strategic priorities. Restructuring expenses consisted of employee severance and other exit costs.
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Financial Results and Key Metrics
The following table presents our financial results and our key metrics (in millions unless otherwise noted):
Three Months Ended September 30,Nine Months Ended September 30,
2023202220232022
Key Financial Metrics
Revenue$133.7 $99.5 $294.1 $207.5 
GAAP gross (loss) profit$(20.3)$9.1 $(7.4)$20.5 
GAAP gross margin (%)(15)%9 %(3)%10 %
Non-GAAP gross profit$21.4 $12.4 $52.9 $30.3 
Non-GAAP gross margin (%)12 %13 %15 %15 %
Net loss attributable to Stem$(77.1)$(34.3)$(102.7)$(88.8)
Adjusted EBITDA$(0.9)$(12.5)$(24.1)$(36.4)
Key Operating Metrics
Bookings (1)$676.4$222.9$1,276.3$599.4
Contracted backlog* (2)$1,836.6$817.2$1,836.6$817.2
Contracted storage AUM (in GWh)* (3)5.02.75.02.7
Solar monitoring AUM (in GW)* (4)26.325.026.325.0
CARR* (5)$87.561.4$87.561.4
* at period end
(1) As described below.
(2) Total value of bookings in dollars, as reflected on a specific date. Backlog increases as new contracts are executed (bookings) and decreases as integrated storage systems are delivered and recognized as revenue.
(3) Total GWh of systems in operation or under contract. Contracted storage AUM as of September 30, 2022 has been adjusted from 2.4 GWh, as previously disclosed, to 2.7 GWh. Revised AUM reflects adjustments to total GWh of energy storage systems to previously executed customer contracts as a result of revisions to the system configuration or changes in hardware specifications due to updates from the original equipment manufacturer.
(4) Total GW of systems in operation or under contract.
(5) Contracted Annual Recurring Revenue (“CARR”): Annual run rate for all executed software services contracts including contracts signed in the period for systems that are not yet commissioned or operating.
Bookings
Due to the long-term nature of our contracts, bookings are a key metric that allows us to understand and evaluate the growth of our Company and our estimated future revenue related to customer contracts for our energy optimization services and transfer of energy storage systems. Bookings represents the accumulated value at a point in time of contracts that have been executed under both our host customer and partnership sales models.

For host customer sales, bookings represent the expected consideration from energy optimization services contracts, including estimated incentive payments that are earned by the host customer from utility companies in relation to the services provided by us and assigned by the host customer to us. For host customer sales, there are no differences between bookings and remaining performance obligations at any point in time.
For partnership sales, bookings are the sum of the expected consideration to be received from the transfer of hardware and energy optimization services (excluding any potential revenues from market participation). For partnership sales, even though we have secured an executed contract with estimated timing of project delivery and installation from the customer, we do not consider it a contract in accordance with FASB ASU 2014-09 Topic 606, Revenue from Contracts with Customers (“ASC 606”), or a remaining performance obligation, until the customer has placed a binding purchase order. A signed customer contract is considered a booking as this indicates the customer has agreed to place a purchase order in the foreseeable future, which typically occurs within three (3) months of contract execution. However, executed customer contracts, without binding purchase orders, are cancellable without penalty by either party.
For partnership sales, once a purchase order has been executed, the booking is considered to be a contract in accordance with ASC 606, and therefore, gives rise to a remaining performance obligation as we have an obligation to transfer hardware
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and energy optimization services in our partnership agreements. We also have the contractual right to receive consideration for our performance obligations.
The accounting policy and timing of revenue recognition for host customer contracts and partnership arrangements that qualify as contracts with customers under ASC 606, are described within Note 2 — Summary of Significant Accounting Policies, in our Annual Report on Form 10-K for the fiscal year ended December 31, 2022.
The following discussion and analysis of our results of operations and our liquidity and capital resources include the results of operations for AlsoEnergy for the period from February 1, 2022. For additional information, including pro forma results of operations for the three and nine months ended September 30, 2022 calculated as if AlsoEnergy had been acquired as of January 1, 2022, see Note 6 — Business Combinations, of the Notes to the unaudited condensed consolidated financial statements in this report.
Components of Our Results of Operations
Revenue
We generate services and other revenue and hardware revenue. Services and other revenue is mainly generated through arrangements with host customers to provide energy optimization services using our proprietary software platform coupled with a dedicated energy storage system owned and controlled by us throughout the term of the contract. Fees charged to customers for energy optimization services generally consist of recurring fixed monthly payments throughout the term of the contract and in some arrangements, an installation and/or upfront fee component. We may also receive incentives from utility companies in relation to the sale of our services. Services and other revenue also include the sale of project assets.
We generate hardware revenue through partnership arrangements consisting of promises to sell an energy storage system to solar plus storage project developers. Performance obligations are satisfied when the energy storage system along with all ancillary hardware components are delivered. The milestone payments received before the delivery of hardware are treated as deferred revenue. In certain customer contracts, the Company previously agreed to provide a guarantee that the value of purchased hardware will not decline for a certain period of time, as more fully described above under Note 3 — Revenue, of the Notes to the unaudited condensed consolidated financial statements in this report. We separately generate services revenue through partnership arrangements by providing energy optimization services after the developer completes the installation of the project.
Cost of Revenue
Cost of services and other revenue includes depreciation of the cost of energy storage systems we own under long-term customer contracts, which includes capitalized fulfillment costs, such as installation services, permitting and other related costs. Cost of services and other revenue also includes the costs for the development and construction of project assets. Cost of revenue may also include any impairment of inventory and energy storage systems, along with system maintenance costs associated with the ongoing services provided to customers. Costs of revenue are recognized as energy optimization and other supporting services are provided to our customers throughout the term of the contract.
Cost of hardware revenue generally includes the cost of the hardware purchased from a manufacturer, shipping, delivery, and other costs required to fulfill our obligation to deliver the energy storage system to the customer location. Cost of hardware revenue may also include any impairment of energy storage systems held in our inventory for sale to our customer. Cost of hardware revenue related to the sale of energy storage systems is recognized when the delivery of the product is completed.
Gross (Loss) Profit
Our gross (loss) profit fluctuates significantly from quarter to quarter. Gross profit, calculated as revenue less costs of revenue, has been, and will continue to be, affected by various factors, including fluctuations in the amount and mix of revenue and the amount and timing of investments to expand our customer base. Over the long term, we hope to increase both our gross profit in absolute dollars and gross margin as a percentage of revenue through enhanced operational efficiency and economies of scale.
Operating Expenses
Sales and Marketing
Sales and marketing expense consists of payroll and other related personnel costs, including salaries, stock-based compensation, employee benefits, and travel for our sales and marketing personnel. In addition, sales and marketing expense includes trade show costs, amortization of intangibles and other expenses. We expect our selling and marketing expense to increase in future periods to support the overall growth in our business.
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Research and Development
Research and development expense consists primarily of payroll and other related personnel costs for engineers and third parties engaged in the design and development of products, third-party software and technologies, including salaries, bonus and stock-based compensation expense, project material costs, services and depreciation. We expect research and development expense to increase in future periods to support our growth, including continuing to invest in optimization, accuracy and reliability of our platform and other technology improvements to support and drive efficiency in our operations. These expenses may vary from period to period as a percentage of revenue, depending primarily upon when we choose to make more significant investments.
General and Administrative Expense
General and administrative expense consists of payroll and other related personnel costs, including salaries, stock-based compensation, employee benefits and expenses for executive management, legal, finance and other costs. In addition, general and administrative expense includes fees for professional services and occupancy costs. We expect our general and administrative expense to increase in future periods as we scale up headcount with the growth of our business, and as a result of operating as a public company, including compliance with the rules and regulations of the SEC, legal, audit, additional insurance expenses, investor relations activities, and other administrative and professional services.
Other (Expense) Income, Net
Interest Expense, Net
Interest expense, net consists primarily of interest on our outstanding borrowings under our outstanding notes payable, convertible senior notes, and financing obligations and accretion on our asset retirement obligations.
Gain on Extinguishment of Debt, Net
Gain on extinguishment of debt consists of income recognized in relation to the prepayment of our outstanding borrowings under our outstanding convertible notes and the write-off of any unamortized debt issuance costs associated with such notes.
Change in Fair Value of Derivative Liability
Change in fair value of derivative liability is related to the revaluation of derivative feature within a revenue contract, whereby final settlement is indexed to the price per ton of lithium carbonate.
Other Income, Net
Other income, net consists primarily of income from equity investments and foreign exchange gains or losses.

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Results of Operations for the Three Months Ended September 30, 2023 and 2022
Three Months Ended
September 30,		$ Change% Change
20232022
(in thousands, except percentages)
Revenue
Services and other revenue$16,597$13,692$2,90521%
Hardware revenue117,14385,80931,33437%
Total revenue133,74099,50134,23934%
Cost of revenue
Cost of services and other revenue13,68411,4452,23920%
Cost of hardware revenue140,34778,92961,41878%
Total cost of revenue154,03190,37463,65770%
Gross (loss) profit(20,291)9,127 (29,418)(322)%
Operating expenses:
Sales and marketing11,605 13,187 (1,582)(12)%
Research and development14,420 10,526 3,894 37%
General and administrative21,955 18,013 3,942 22%
Total operating expenses47,980 41,726 6,254 15%
Loss from operations(68,271)(32,599)(35,672)109%
Other expense, net:
Interest expense, net(4,405)(2,520)(1,885)75%
Change in fair value of derivative liability(5,155)— (5,155)*
Other income, net713 863 (150)(17)%
Total other expense, net(8,847)(1,657)(7,190)434%
Loss before benefit from (provision for) income taxes(77,118)(34,256)(42,862)125%
Benefit from (provision for) income taxes46 (19)65 *
Net loss(77,072)(34,275)(42,797)125%
Net income attributed to non-controlling interests— 4 (4)(100)%
Net loss attributable to Stem$(77,072)$(34,279)$(42,793)125%
*Percentage is not meaningful
Revenue
Revenue increased by $34.2 million, or 34%, for the three months ended September 30, 2023, as compared to the three months ended September 30, 2022. The increase was primarily driven by a $31.3 million increase in hardware revenue primarily due to an increase in demand for systems related to both FTM and BTM partnership agreements. Services and other revenue also increased by $2.9 million primarily due to an increase in solar services subscriptions from existing and new customers.
Cost of Revenue
Cost of revenue increased by $63.7 million, or 70%, for the three months ended September 30, 2023, as compared to the three months ended September 30, 2022. The increase was primarily driven by an increase in cost of hardware revenue of $61.4 million due to the increase in demand for systems. Cost of services and other revenue also increased by $2.2 million, primarily due to solar cloud service costs and amortization of internally developed software costs.
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Operating Expenses
Sales and Marketing
Sales and marketing expense decreased by $1.6 million, or 12%, for the three months ended September 30, 2023, as compared to the three months ended September 30, 2022. The decrease was primarily due to a decrease of $0.8 million in personnel related expenses and a decrease of $0.8 million in professional services and office-related expenses.
Research and Development
Research and development expense increased by $3.9 million, or 37%, for the three months ended September 30, 2023, as compared to the three months ended September 30, 2022. The increase was primarily due to an increase of $2.4 million in personnel related expenses as a result of higher headcount and an increase of $1.5 million in professional services and other expenses.
General and Administrative
General and administrative expense increased by $3.9 million, or 22%, for the three months ended September 30, 2023, as compared to the three months ended September 30, 2022. The increase was primarily driven by an increase of $5.6 million in business taxes related to state sales tax liabilities and an increase of $0.5 million in personnel costs driven by additional stock-based compensation expense, partially offset by a decrease of $2.2 million in office-related costs.

Other Income (Expense), Net
Interest Expense, Net
Interest expense increased by $1.9 million, or 75%, for the three months ended September 30, 2023, as compared to the three months ended September 30, 2022. The increase was primarily driven by an increase in interest on convertible notes of $2.4 million, partially offset by the accretion of the discount on short-term investments of $0.2 million, a decrease of $0.2 million in interest on financing obligations, and a decrease of $0.1 million in other interest expense.
Change in Fair Value of Derivative Liability
Unrealized losses relating to our derivative liability increased by $5.2 million for the three months ended September 30, 2023, as compared to three months ended September 30, 2022 due to the decrease in the price per ton of lithium carbonate.
Other Income, Net
Other income, net decreased by $0.2 million, or 17% for the three months ended September 30, 2023, as compared to three months ended September 30, 2022 primarily due to a decrease of $0.3 million in accrued interest income from investments, partially offset by and a $0.1 million increase in income from equity investments.
Benefit from (Provision for) Income Taxes
During the three months ended September 30, 2023, we recorded a benefit from income taxes of $46 thousand. During the three months ended September 30, 2022, we recorded a $19 thousand provision for income taxes.
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Results of Operations for the Nine Months Ended September 30, 2023 and 2022
Nine Months Ended
September 30,		$ Change% Change
20232022
(in thousands, except percentages)
Revenue
Services and other revenue$47,630$36,178$11,45232%
Hardware revenue246,461171,35875,10344%
Total revenue294,091207,53686,55542%
Cost of revenue
Cost of services and other revenue36,94430,2196,72522%
Cost of hardware revenue264,573156,758107,81569%
Total cost of revenue301,517186,977114,54061%
Gross (loss) profit(7,426)20,559 (27,985)(136)%
Operating expenses:
Sales and marketing37,691 35,284 2,407 7%
Research and development42,020 28,432 13,588 48%
General and administrative58,656 54,218 4,438 8%
Total operating expenses138,367 117,934 20,433 17%
Loss from operations(145,793)(97,375)(48,418)50%
Other income (expense), net:
Interest expense, net(10,085)(8,429)(1,656)20%
Gain on extinguishment of debt, net59,121 — 59,121 *
Change in fair value of derivative liability(7,731)— (7,731)*
Other income, net2,114 1,822 292 16%
Total other income (expense), net43,419 (6,607)50,026 *
Loss before (provision for) benefit from income taxes(102,374)(103,982)1,608 (2)%
(Provision for) benefit from income taxes(354)15,201 (15,555)(102)%
Net loss$(102,728)$(88,781)$(13,947)16%
*Percentage is not meaningful
Revenue
Revenue increased by $86.6 million, or 42%, for the nine months ended September 30, 2023, as compared to the nine months ended September 30, 2022. The increase was primarily driven by a $75.1 million increase in hardware revenue primarily due to an increase in demand for systems related to both FTM and BTM partnership agreements. Services and other revenue also increased by $11.5 million primarily due to an increase in solar subscription services revenue from existing and new customers.
Cost of Revenue
Cost of revenue increased by $114.5 million, or 61%, for the nine months ended September 30, 2023, as compared to the nine months ended September 30, 2022. The increase was primarily driven by an increase in cost of hardware revenue of $107.8 million due to the increase in demand for storage systems. Cost of services and other revenue also increased by $6.7 million primarily due to an increase in solar cloud service costs and amortization of internally developed software costs.
Operating Expenses
Sales and Marketing
Sales and marketing expense increased by $2.4 million, or 7%, for the nine months ended September 30, 2023, as compared to the nine months ended September 30, 2022. The increase was primarily due to an increase of $2.8 million in
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personnel related expenses as a result of higher headcount, partially offset by a decrease of $0.4 million in professional services and office-related expenses.
Research and Development
Research and development expense increased by $13.6 million, or 48%, for the nine months ended September 30, 2023, as compared to the nine months ended September 30, 2022. The increase was primarily due to an increase of $9.7 million in personnel related expenses as a result of higher headcount and an increase of $3.9 million in professional services and other expenses.
General and Administrative
General and administrative expense increased by $4.4 million, or 8%, for the nine months ended September 30, 2023, as compared to the nine months ended September 30, 2022. The increase was primarily driven by an increase of $5.6 million in business taxes related to state sales tax liabilities, an increase of $4.4 million in personnel related expenses as a result of higher headcount, and an increase of $0.6 million in additional office-related expenses, partially offset by a decrease of $6.2 million in professional services and other expenses.
Other Expense, Net
Interest Expense, Net
Interest expense increased by $1.7 million, or 20%, for the nine months ended September 30, 2023, as compared to the nine months ended September 30, 2022. The increase was primarily driven by an increase of $4.8 million in interest on our convertible notes, partially offset by the accretion of the discount on short-term investments of $2.2 million, a decrease of $0.8 million in interest on financing obligations, and a decrease in other interest expense of $0.1 million.
Gain on Extinguishment of Debt, Net
During the nine months ended September 30, 2023, we recorded a $59.4 million gain on extinguishment of debt driven by a $99.8 million payment to extinguish approximately $163.0 million aggregate principal amount of our 2028 Convertible Notes. The gain was partially offset by a $0.3 million loss on extinguishment of debt from repayment of our 2021 Credit Agreement.
Change in Fair Value of Derivative Liability
Unrealized losses relating to our derivative liability increased by $7.7 million for the nine months ended September 30, 2023, as compared to the nine months ended September 30, 2022 due to the decrease in the price per ton of lithium carbonate.
Other Income, Net
Other income, net increased by $0.3 million, or 16%, for the nine months ended September 30, 2023, as compared to the nine months ended September 30, 2022 primarily due to a $1.1 million increase in accrued interest income from short-term investments, a $0.6 million increase due to the reversal of previously recognized accretion expense on assets, and a $0.2 million increase in income from equity investments, partially offset by a $1.6 million realized loss on short-term investments.
(Provision for) Benefit from Income Taxes
During the nine months ended September 30, 2023, we recorded a provision for income taxes of $0.4 million primarily as a result of state income tax expense from the gain on extinguishment of 2028 Convertible Notes during the second quarter of 2023, which was partially offset by a partial release of our deferred tax asset valuation due to an acquisition during the first quarter of 2023. During the nine months ended September 30, 2022, we recorded a $15.2 million benefit from income taxes as a result of the partial release of our deferred tax asset valuation due to the acquisition of AlsoEnergy.
Liquidity and Capital Resources
Sources of Liquidity
Liquidity describes the ability of a company to generate sufficient cash flows to meet the cash requirements of its business operations, including working capital needs, debt service, acquisitions, contractual obligations and other commitments. We assess liquidity in terms of our cash flows from operations and their sufficiency to fund our operating and investing activities. To meet our payment service obligations we must have sufficient liquid assets and be able to move funds on a timely basis.
As of September 30, 2023, our principal source of liquidity were cash, cash equivalents, and short-term investments of $125.4 million, which were held for working capital purposes and for investment growth opportunities. Our marketable
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securities generally consist of high-grade commercial paper, agency bonds, corporate debt securities, U.S. government agency securities, and treasury bills. We believe that our cash position is sufficient to meet our capital and liquidity requirements for at least the next 12 months.
Our business prospects are subject to risks, expenses, and uncertainties frequently encountered by companies in the early stages of commercial operations. The attainment of profitable operations is dependent upon future events, including obtaining adequate financing to complete our development activities, obtaining adequate supplier relationships, building our customer base, successfully executing our business and marketing strategy and hiring appropriate personnel. Failure to generate sufficient revenues, achieve planned gross margins and operating profitability, control operating costs, or secure additional funding may require us to modify, delay, or abandon some of our planned future expansion or development, or to otherwise enact operating cost reductions available to management, which could have a material adverse effect on our business, operating results, and financial condition.
In the future, we may be required to obtain additional equity or debt financing in order to support our continued capital expenditures and operations, which may not be available on terms acceptable to us or at all. If we are unable to raise additional capital or generate cash flows necessary to expand our operations and invest in new technologies, this could reduce our ability to compete successfully and harm our business, growth and results of operations.
Our long-term liquidity requirements are linked primarily to the continued extension of the Athena platform and supporting applications, including Athena PowerTrack and the use of our balance sheet to improve the terms and conditions associated with the purchase of energy storage systems from our hardware vendors. While we have plans to potentially expand our geographical footprint beyond our current partnerships and enter into joint ventures, those are not required initiatives to achieve our plans.
Financing Obligations
We have entered into arrangements wherein we finance the cost of energy storage systems via special purpose entities (“SPEs”) we establish with outside investors. These SPEs are not consolidated into our financial statements, but are accounted for as equity method investments. Through the SPEs, the investors provide us upfront payments. Under these arrangements, the payment by the SPEs to us is accounted for as a borrowing by recording the proceeds received as a financing obligation. The financing obligation is repaid with the future customer payments and incentives received. A portion of the amounts paid to the SPE is allocated to interest expense using the effective interest rate method. Furthermore, we continue to account for the revenues from customer arrangements and incentives and all associated costs despite such systems being legally sold to the SPEs due to our significant continuing involvement in the operations of the energy storage systems. The total financing obligation as of September 30, 2023 was $71.7 million, of which $17.4 million was classified as a current liability.
Notes Payable
2021 Credit Agreement
In January 2021, we entered into a non-recourse credit agreement to provide a total of $2.7 million towards the financing of certain energy storage systems that we owned and operated. The credit agreement had a stated interest of 5.45% and a maturity date of June 2031. We received an advance under the credit agreement of $1.8 million in January 2021. The repayment of advances received under the credit agreement was determined by the lender based on the proceeds generated by us through the operation of the underlying energy storage systems. On April 6, 2023, we repaid the remaining outstanding balance under the 2021 Credit Agreement with a portion of the proceeds received from the issuance of the 2030 Convertible Notes. The facility was terminated after the repayment in April 2023. See Note 9 — Notes Payable for additional details.
2028 Green Convertible Senior Notes
On November 22, 2021, we sold to Morgan Stanley & Co. LLC, Goldman Sachs & Co. LLC and Barclays Capital Inc, as initial purchasers (the “2021 Initial Purchasers”), and the 2021 Initial Purchasers purchased from us, $460.0 million aggregate principal amount of our 2028 Convertible Notes, pursuant to a purchase agreement dated as of November 17, 2021, by and between us and the 2021 Initial Purchasers. Our net proceeds from this offering were approximately $445.7 million, after deducting the 2021 Initial Purchasers’ discounts and commissions and the offering expenses paid by the Company. The 2028 Convertible Notes will accrue interest payable semi-annually in arrears and will mature on December 1, 2028, unless earlier repurchased, redeemed or converted in accordance with their terms prior to such date. Upon conversion, we may choose to pay or deliver, as the case may be, cash, shares of common stock or a combination of cash and shares of common stock. The 2028 Convertible Notes are redeemable for cash at our option at any time given certain conditions. Refer to Note 10 — Convertible Notes, of the Notes to the unaudited condensed consolidated financial statements in this report for additional details regarding this transaction.
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On April 3, 2023, we used approximately $99.8 million of the net proceeds from the issuance of the 4.25% Green Convertible Senior Notes due 2030 (“2030 Convertible Notes”) to purchase and surrender for cancellation approximately $163.0 million aggregate principal amount of the Company’s 2028 Convertible Notes. See Note 10 — Convertible Notes, of the Notes to the unaudited condensed consolidated financial statements in this report for additional details.
2030 Convertible Notes
On April 3, 2023, the Company issued $240.0 million aggregate principal amount of its 2030 Convertible Notes in a private placement offering to qualified institutional buyers (the “2023 Initial Purchasers”) pursuant to Rule 144A under the Securities Act of 1933, as amended. The 2030 Convertible Notes are senior, unsecured obligations of the Company and bear interest at a rate of 4.25% per year, payable in cash semi-annually in arrears in April and October of each year, beginning in October 1, 2023. The notes will mature on April 1, 2030, unless earlier repurchased, redeemed or converted in accordance with their terms prior to such date. Upon conversion, the Company may choose to pay or deliver cash, shares of common stock or a combination of cash and shares of common stock. The Notes are redeemable for cash at the Company’s option at any time given certain conditions. See Note 10 — Convertible Notes, of the Notes to the unaudited condensed consolidated financial statements in this report, for additional details regarding this transaction.
The Company’s net proceeds from this offering were approximately $232.4 million, after deducting for $7.6 million of debt issuance costs primarily consisting of underwriters, advisory, legal, and accounting fees. The Company used approximately $99.8 million of the net proceeds to purchase and surrender for cancellation approximately $163.0 million aggregate principal amount of the Company’s 2028 Convertible Notes.
On March 29, 2023 and March 31, 2023, in connection with the pricing of the 2030 Convertible Notes, and on April 3, 2023, in connection with the exercise in full by the 2023 Initial Purchasers of their option to purchase additional Notes, the Company entered into Capped Calls (the “2030 Capped Calls”) with certain counterparties. The Company used $27.8 million of the net proceeds from the 2030 Convertible Notes to pay the cost of the 2030 Capped Calls.
Cash Flows
The following table summarizes our cash flows for the periods indicated (in thousands):
Nine Months Ended September 30,
20232022
Net cash used in operating activities$(205,248)$(68,634)
Net cash provided by (used in) investing activities120,256 (571,925)
Net cash provided by (used in) financing activities95,139 (6,819)
Effect of exchange rate changes on cash, cash equivalents and restricted cash114 (304)
Net increase (decrease) in cash, cash equivalents and restricted cash$10,261 $(647,682)
Operating Activities
During the nine months ended September 30, 2023, net cash used in operating activities was $205.2 million, primarily resulting from our net loss of $102.7 million, adjusted for non-cash items of $17.9 million and net cash outflow of $120.3 million from changes in operating assets and liabilities. Non-cash items primarily consisted of depreciation and amortization of $33.6 million, non-cash interest expense of $2.0 million related to debt issuance costs, stock-based compensation expense of $28.3 million, change in fair value of derivative liability of $7.7 million, non-cash lease expense of $2.2 million, impairment of energy storage systems of $2.3 million, provision for accounts receivable allowance of $1.8 million and net recognized loss on investments of $1.6 million, partially offset by a net gain on debt extinguishment, of $59.1 million, net accretion of the discount on investments of $1.7 million, and income tax benefit of $0.3 million, and other non-cash items of $0.5 million. The net cash outflow from changes in operating assets and liabilities was primarily driven by an increase in accounts receivable of $67.0 million as a result of increases in sales, an increase in inventory of $57.3 million to fulfill future deliveries, an increase in other assets of $17.9 million, an increase in contract origination costs of $4.2 million, an increase in project assets of $2.8 million, a decrease in accrued expenses and other liabilities of $28.9 million, and a decrease in lease liabilities of $2.1 million, partially offset by a decrease in deferred costs with suppliers of $30.6 million, an increase in accounts payable of $1.8 million, and an increase in deferred revenue of $27.6 million.
During the nine months ended September 30, 2022, net cash used in operating activities was $68.6 million, primarily resulting from our net loss of $88.8 million, adjusted by non-cash charges of $43.6 million and net cash outflow of $23.5 million from changes in operating assets and liabilities. Non-cash charges primarily consisted of depreciation and amortization of $32.1 million, non-cash interest expense of $1.5 million, related to debt issuance costs, stock-based compensation expense of $20.4 million, impairment of energy storage systems of $1.3 million, non-cash lease expense of $1.7 million, provision for
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accounts receivable allowance of $1.9 million, net amortization of the premium on investments of $0.3 million and other non-cash items of $0.1 million, partially offset by an income tax benefit of $15.1 million and gain on sale of project assets of $0.6 million. The net cash outflow from changes in operating assets and liabilities was primarily driven by an increase in accounts receivable of $75.4 million due to increases in sales, an increase in other assets of $25.2 million, an increase in deferred costs with suppliers of $47.8 million for future hardware orders, an increase in inventory of $2.2 million, an increase in contract origination costs of $4.8 million, and a decrease in lease liabilities of $1.1 million, partially offset by an increase in accounts payable of $63.2 million due to timing of payments, an increase in accrued expenses and other liabilities of $38.3 million, and an increase in deferred revenue of $31.6 million.
Investing Activities
During the nine months ended September 30, 2023, net cash provided by investing activities was $120.3 million, primarily consisting of $135.5 million in proceeds from net sales of available-for-sale investments, partially offset by $1.8 million used for acquisitions, net of cash acquired, $2.9 million in purchases of energy storage systems, $10.1 million in capital expenditures on internally-developed software, and $0.4 million in purchases of property and equipment.
During the nine months ended September 30, 2022, net cash used in investing activities was $571.9 million, primarily consisting of $533.0 million used for our acquisition of AlsoEnergy, net of cash acquired, $22.5 million in net purchases of available-for-sale investments, $0.5 million in purchases of energy systems, $12.7 million in capital expenditures on internally-developed software, $3.0 million in capital expenditures on project assets, and $1.5 million in purchases of property and equipment, partially offset by proceeds from the sale of project assets of $1.3 million.
Financing Activities
During the nine months ended September 30, 2023, net cash provided by financing activities was $95.1 million, primarily consisting of net proceeds from the issuance of convertible notes of $132.6 million and proceeds from the exercise of stock options of $0.3 million, partially offset by the purchase of capped calls of $27.8 million, the repayment of financing obligations of $7.8 million, the repayment of notes payable of $2.1 million, and a redemption of non-controlling interests of $0.1 million.
During the nine months ended September 30, 2022, net cash used in financing activities was $6.8 million, primarily consisting of repayment of financing obligations of $7.6 million and payments for taxes related to net share settlement of stock options of $2.3 million, partially offset by proceeds from the exercise of stock options of $1.2 million, proceeds from financing obligations of $1.5 million, and investments from non-controlling interests of $0.4 million.
Contractual Obligations and Commitments
As of September 30, 2023, except for the 2030 Convertible Notes, there have been no material changes to our contractual obligations described in our Annual Report on Form 10-K for the fiscal year ended December 31, 2022.
Off-Balance Sheet Arrangements
We are not a party to any off-balance sheet arrangements, including guarantee contracts, retained or contingent interests, or unconsolidated VIEs that either have, or are reasonably likely to have, a current or future material adverse effect on our unaudited condensed consolidated financial statements.
Critical Accounting Policies and Estimates
A summary of our critical accounting policies and estimates is presented in our Annual Report on Form 10-K for the fiscal year ended December 31, 2022.
Recent Accounting Pronouncements
As of September 30, 2023, there have been no material changes to the recent accounting pronouncements described in our Annual Report on Form 10-K for the fiscal year ended December 31, 2022.

ITEM 3. QUANTITATIVE AND QUALITATIVE DISCLOSURES ABOUT MARKET RISK
For quantitative and qualitative disclosures about market risk affecting us, see Item 7A, “Quantitative and Qualitative Disclosures about Market Risk,” contained in our Annual Report on Form 10-K for the fiscal year ended December 31, 2022. Our exposure to market risk has not changed materially since December 31, 2022.
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ITEM 4. CONTROLS AND PROCEDURES
Evaluation of Disclosure Controls and Procedures
We maintain disclosure controls and procedures (“Disclosure Controls”) within the meaning of Rules 13a-15(e) and 15d-15(e) of the Securities Exchange Act of 1934, as amended (“Exchange Act”). Our Disclosure Controls are designed to provide reasonable assurance that information required to be disclosed by us in the reports we file or submit under the Exchange Act, such as this Quarterly Report on Form 10-Q, is recorded, processed, summarized, and reported within the time periods specified in the Securities and Exchange Commission’s rules and forms. Our Disclosure Controls are also designed to provide reasonable assurance that such information is accumulated and communicated to our management, including our Chief Executive Officer (“CEO”) and Chief Financial Officer (“CFO”), as appropriate, to allow timely decisions regarding required disclosure.
Based on management’s evaluation (under the supervision and with the participation of our CEO and our CFO) as of September 30, 2023, of the effectiveness of the design and operation of our Disclosure Controls, our CEO and CFO have concluded that our Disclosure Controls were effective at a reasonable assurance level.
Changes in Internal Control over Financial Reporting
There were no changes in our internal controls over financial reporting during the third quarter of 2023, that have materially affected, or are reasonably likely to materially affect, our internal control over financial reporting.
Inherent Limitations on Effectiveness of Internal Controls
Our management, including our CEO and CFO, does not expect that our disclosure controls or our internal control over financial reporting will prevent or detect all errors and all fraud. A control system, no matter how well designed and operated, can provide only reasonable, not absolute, assurance that the control system’s objectives will be met. The design of a control system must reflect the fact that there are resource constraints, and the benefits of controls must be considered relative to their costs. Furthermore, because of the inherent limitations in all control systems, no evaluation of controls can provide absolute assurance that misstatements due to error or fraud will not occur or that all control issues and instances of fraud, if any, have been detected. The design of any system of controls is based in part on certain assumptions about the likelihood of future events, and there can be no assurance that any design will succeed in achieving its stated goals under all potential future conditions. Projections of any evaluation of the effectiveness of controls to future periods are subject to risks. Over time, controls may become inadequate because of changes in business conditions or deterioration in the degree of compliance with policies or procedures.
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Part II - Other Information
ITEM 1. LEGAL PROCEEDINGS
The information with respect to this Item 1 is set forth under Note 15 — Commitments and Contingencies, of the Notes to the unaudited condensed consolidated financial statements in this report.

ITEM 1A. RISK FACTORS
Except as set forth below and in our Quarterly Reports on Form 10-Q for the quarters ended March 31, 2023 and June 30, 2023, there have been no material changes to the risk factors disclosed in Part 1, Item 1A, “Risk Factors” of our Annual Report on Form 10-K for the fiscal year ended December 31, 2022.
Our estimates of variable consideration related to revenue recognition in connection with guarantees that we have issued under certain customer contracts are difficult to estimate, and if our subsequent estimates differ significantly from initial estimates, we will be required to record an adjustment in a subsequent period.
Our estimates of variable consideration related to revenue recognition in connection with guarantees that we have issued under certain customer contracts are difficult to estimate, as they are based on some assumptions that may prove to be incorrect. For example, in certain customer contracts, the Company previously agreed to provide a guarantee that the value of hardware purchased by a customer will not decline for a certain period of time. Under these guarantees, if such customers were unable to install or designate the hardware to a specified project within such period of time, the Company would be required to assist the customer in re-marketing the hardware for resell by the customer. Such guarantees provide that, in such cases, if the customer resells the hardware for less than the amount initially sold to the customer, the Company will be required to compensate the customer for any shortfall in fair value for the hardware from the initial contract purchase price. The Company accounts for such guarantees as variable consideration at each measurement date. The Company updates its estimate of variable consideration, including changes in estimates related to such guarantees, each quarter for facts or circumstances that have changed from the time of the initial estimate. As a result of changes in its estimates, the Company recorded a reduction in revenue of $37.4 million during the three and nine months ended September 30, 2023. If our future estimates of variable consideration differ significantly from initial estimates, we would need to record an adjustment to earnings to reverse the revenue previously recognized.
ITEM 2. UNREGISTERED SALES OF EQUITY SECURITIES AND USE OF PROCEEDS
None.

ITEM 3. DEFAULTS UPON SENIOR SECURITIES
None.

ITEM 4. MINE SAFETY DISCLOSURES
Not applicable.
ITEM 5. OTHER INFORMATION
(c) Trading Plans. During the three months ended September 30, 2023, no Section 16 officer or director of the Company adopted or terminated any contract, instruction or written plan for the purchase or sale of Company securities that was intended to satisfy the affirmative defense conditions of Rule 10b5-1(c), or any non-Rule 10b5-1 trading arrangement (as defined in Item 408(c) of Regulation S-K promulgated under the Exchange Act)
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ITEM 6. EXHIBITS
EXHIBIT INDEX
Exhibit No.Description
3.1
Second Amended and Restated Certificate of Incorporation, dated April 28, 2021 (incorporated by reference to Exhibit 3.1 to the Current Report on Form 8-K filed on May 4, 2021).
3.2
Amended and Restated Bylaws, dated October 27, 2022 (incorporated by reference to Exhibit 3 to the Current Report on Form 8-K filed on October 31, 2022).
31.1*
31.2*
32.1**
32.2**
101.INSInline XBRL Instance Document
101.SCHInline XBRL Taxonomy Extension Schema Document
101.CALInline XBRL Taxonomy Extension Calculation Linkbase Document
101.DEFInline XBRL Taxonomy Extension Definition Linkbase Document
101.LABInline XBRL Taxonomy Extension Label Linkbase Document
101.PREInline XBRL Taxonomy Extension Presentation Linkbase Document
104Cover Page Interactive Data File (embedded within the Inline XBRL document)
*Filed herewith
**Furnished herewith


SIGNATURE

Pursuant to the requirements of the Securities Exchange Act of 1934, the registrant has duly caused this report to be signed on its behalf by the undersigned thereunto duly authorized on November 2, 2023.


STEM, INC.
By:/s/ William Bush
William Bush
Chief Financial Officer
(Principal Financial Officer)
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