Brightcove Inc (BCOV) 2016 Q4 法說會逐字稿

Greetings and welcome to the Brightcove fourth quarter 2016 earnings conference call. At this time all participants in a listen only mode. An interactive question and answer session will follow the formal presentation. (Operator Instructions). As a reminder, this conference is being recorded. And I would like to turn the conference over to your host, Mr. Brian Denyeau. Thank you. You may begin.

Good afternoon and welcome to Brightcove's fourth quarter and full year 2016 earnings call. Today I'll be discussing results announced in our press release issued after market close today. With me on the call are David Mendels, Brightcove's Chief Executive Officer, and Kevin Rhodes, Brightcove's Chief Financial Officer.

During the call, we will make statements related to our business that may be considered forward-looking and are made pursuant to the Safe Harbor provisions of the Private Securities Litigation Reform Act of 1995, including statements concerning our financial guidance for the first fiscal quarter 2017 and the full year 2017, expected profitability, our position execute and our go-to-market and growth strategy, our ability to expand our leadership position, our ability to maintain and upsell existing customers, and our ability to acquire new customers.

Forward-looking statements may often be identified with words such as we expect, we anticipate, upcoming, or similar indications of future expectations. These statements reflect our views only as of today and should not be reflected upon as representing our views as of any subsequent date. These statements are subject to a variety of risks and uncertainties that may cause actual results to differ materially from expectations.

For discussion on the material risks and other important factors that could affect our actual results, please refer to those contained in our most recently filed annual report on Form 10-K and as updated by our other SEC filings. Also during the course of today's call we will refer to certain non-GAAP financial measures.

There is a reconciliation schedule showing GAAP versus non-GAAP results currently available on our press release issued after market close today, which can be found on our website at www.brightcove.com. In terms of the agenda for today's call, David will provide a summary review of our financial results and market opportunity as well as an update on operations. Kevin will then finish with additional details regarding our fourth quarter 2016 results as well as our guidance for the first quarter and full year 2017.

With that, let me turn the call over to David.

Thanks, Brian. And thanks to all of you for joining us today. Brightcove delivered strong fourth quarter results that capped an impressive year for the Company. We are excited about the underlying momentum in our business and believe our product innovation and sharpened go to market efforts position the Company well to achieve our long-term revenue growth and profitability targets.

I am pleased with the Company's performance in 2016, our product innovations and the investments we made in sales and marketing. At the beginning of 2016 we set a goal of delivering mid-teens premium bookings growth for the full year and I am pleased to report that we achieved that target with full year bookings growth of 15%.

As we mentioned last quarter there was still work to do in the fourth quarter to reach our mid-teens goal for 2016. However the Brightcove team responded with an impressive fourth quarter bookings performance that included a sizable and strategic seven figure media win and record performance by our digital marketing and enterprise group.

Looking at our results for the fourth quarter, total revenue was $38.6 million, up 10% year-over-year, and within our guidance range of $38.5 million to $39 million. Adjusted EBITDA was $803,000, with non-GAAP operating loss of $309,000 and non-GAAP net loss per diluted share of $0.03. All of which were below our guidance range. Kevin will discuss later the items that impacted profitability in the quarter.

For the full year we achieved the following results; revenue was $150.3 million, up 12% year-over-year. Our full year revenue was more than $3 million ahead of the high end of our original guidance. From a profitability perspective, we generated adjusted EBITDA of $5.7 million, non-GAAP operating income of $1 million, and non-GAAP net income per diluted share of $0.0.

We also generated free cash flow of $5.9 million. Looking back over 2016 we achieved a number of impressive and fundamentally important milestones that reflect positive momentum across the business and the opportunity the Company has for even better performance in the coming years.

We returned to double digit revenue growth for each quarter of the year. We signed a number of strategic seven figure deals in the media business including the largest deal in the Company's history during the second quarter. Our performance in the media market in 2016 reflects a positive impact of the innovation and investments we've made across our product portfolio over the past two years.

We also had a strong year in our digital marketing and enterprise business. One of our primary goals during the year was investing in digital marketing and enterprise with additional sales reps and building out our marketing machine to increase the velocity of our sales efforts. We saw improvement in this business throughout the year, capped by a terrific performance during the fourth quarter.

We have done a good job of changing the perception of Brightcove to be a strategic vendor that customers partner with when they are looking to leverage video for improved business performance, customer experience, and communication. We made a concerted effort to sign multi-year deals in 2016 and I'm very pleased to report that we increased both the number and total contract value of multi-year deals by more than 50% year-over-year. This locks in future contract value above and beyond the next 12 months which enables better attention over time.

We delivered a tremendous year of product innovation including the launch of Brightcove Social, support for 360 video and virtual reality and Video Cloud as well as successful beta programs for both our next generation Dynamic Delivery technology and our new live offering that combines cloud-based live transcoding, realtime clippings and frame accurate service side and insertions.

Our strengthened product portfolio is being recognized by both customers and third party analysts like Gardner, Forrester, as best-in-class and well positioned to solve the critical business issues facing media companies and digital marketers. More exciting innovation is coming in 2017 that will further extend Brightcove's market leadership.

I would like to take a moment to put this progress in the context of our overall long-term objectives. We continue to believe that we are targeting a dynamic, multi-billion dollar opportunity where we are well positioned to win. Our long-term goal is to achieve 20% plus revenue growth and 15% to 20% adjusted EBITDA margins. There's still more work to do to get where we want to be but our strong performance in 2016 puts us in a much better position entering 2017 to achieve these objectives than we were a year ago.

While I am optimistic about the underlying momentum in the business, we will be facing a meaningful revenue headwind in 2017. Our largest customer, which represented 4% of our revenue in 2016, faced significant economic and financing challenges in recent quarters but remained a customer in good standing despite these challenges. In late Q4 we signed this customer to a reduced quarterly deal. And as a result we expect a greater than 90% revenue production from this customer in 2017.

To be clear, this loss is not a reflection on Brightcove's performance or underlying story. The customer experienced significant growth in recent years but ultimately struggled to convert viewership and customer engagement into a viable business going forward. Despite this headwind, as Kevin will detail later, we expect to deliver double digit total and subscription revenue growth by the end of 2017.

In addition we are targeting overall bookings growth in the mid to high teens for 2017. While we do not plan to break out bookings by business unit, we do expect the digital marketing and enterprise bookings to grow at an accelerated pace that could exceed 20% for the year. Like last year, we will provide a quarterly update on whether we remain on track relative to our Company bookings target.

I would now like to take a few minutes to review the progress we are making across each of our target markets, starting with the digital marketing and enterprise business. One of the exciting things we saw in 2016 was strong success and an expanding opportunity to extend our focus beyond just digital marketing and into broader enterprise communications.

This includes areas like internal communications, customer support, employee training and other use cases. Like the digital marketing use case, the enterprise opportunity is truly horizontal across industries, has a fragmented competitive set and is in the early stages of adoption.

We see a natural cross-sell opportunity between digital marketing and enterprise and have seen good wins in this area. Expanding our cross-selling efforts between digital marketing and the broader enterprise is a key focus for us going forward. As we look to 2017 we believe the digital marketing and enterprise market is quickly reaching an inflection point. Our focus this year is about driving faster velocity in this business.

We will continue to add sales capacity to this group and we remain optimistic that our recently introduced pricing tiers will increase customer adoption and sales funnel activity. Digital marketing enterprise is a trend favored and fast-growing market where Brightcove has early market leadership and a favorable competitive environment. We know we have the products and the go to market team to deliver great results in this business.

We're feeling very good about our ability to execute in this market and generate significant long-term growth. During the fourth quarter we signed new or expanded deals with a range of industry-leading brands in our digital marketing and enterprise business including BNP Paribas, Kennedy Center, Lifetime Fitness, Loews Hotels, McDonald's, Quinnipiac University and US Bank, among others.

There are a couple of examples that illustrate our momentum in both digital marketing and enterprise wide internal use cases. Demandbase, a leader in account-based marketing technology, chose Brightcove to go beyond their initial video marketing efforts with YouTube. They will use Brightcove's advanced functionality in the areas of social video, interactivity, market animation and analytics to drive both brand awareness and demand generation.

A customer since 2012, [Textmark] use of video external marketing has grown significantly. This quarter they signed an extended contract to support additional video marketing activities and the expansion of video into corporate communications, internal training and associate engagement.

Turning to the media business, we had a strong fourth quarter that capped off a great year for this business. There's a lot of activity in this market as OTT operates proliferate and the acceleration of cord-cutting makes it imperative that content providers engage their customers in new and innovative ways to monetize their content. In addition, we made great progress signing larger Tier-1 broadcasters and media companies during the year.

We are increasingly taking a solutions approach with these customers, coupling our platform offerings with professional services engagement and this approach paid dividends. We are finding that Tier-1 broadcasters and media companies are interested in holistic offerings that couples our value platform with the skill and industry expertise of a professional services team.

This combination provides our customers with even more immersive end user experiences, better device reach and improved monetization through subscription or ad supporting models. While large media deals are complex and can be lumpy with longer sales cycles, we're making great progress in winning some of these very large accounts.

Speaking of product innovation and media, during the fourth quarter we are pleased to have released in limited availability, Dynamic Delivery. Previously code named Bolt, our new back end infrastructure. Online video has traditionally worked by creating a separate rendition of a video for each streaming format, device end point and each DRM, meaning potentially hundreds of renditions of a single video could be required. This obviously drove up processing and storage costs.

Dynamic's delivery creates a few versions of a video that are processed on adjusted time basis and seamlessly delivered to the end-user. This flexible large sector significantly lowers the cost and complexity of video delivery for customers making it easier and more profitable for them to deliver digital content to their viewers across any device. Customer feedback has been terrific and Dynamic Delivery is a significant competitive advantage for Brightcove.

In the fourth quarter, we signed new or expanded agreements with a number of media customers. Notable names include Barstool Sports, comicbook.com, Dallas Mavericks, Discovery Networks in Asia, Forbes, the National Hot Rod Association, Playboy Enterprises, Sony Pictures India and Snap, Inc. Two of the deals that we signed during the quarter were particularly exciting customer wins that reflect the changing reality of the global media market.

The first was a seven figure win with the Asian subsidiary of one of the world's most successful pay TV services. This customer turned to Brightcove to help introduce a major expansion of its OTT service to it's subscribers across Asia. The customer's existing OTT operating was built on a DIY infrastructure that was not meeting its needs and was becoming increasingly difficult and expensive to maintain.

This win is further evidence of our strong market position in Asia Pacific and is an example of how our best of breed suite of products combined with Brightcove services can deliver a robust, more flexible and lower cost solution than DIY including at the high end of the market. It's important to note that Dynamic Delivery was a key differentiator during the sales process and integral to our selection.

We are also excited to announce that we have signed a significant contract renewal with Snap, Inc. to help power its Discover service. As we all know, Snap has created a highly engaged community of millions where video is an important part of the user experience. Brightcove is working with Snap to help deliver a high-performance viewing experience for premium content from a wide range of publishers. We're thrilled to be working with Snap and believe that this win highlights Brightcove's ability to meet the needs of one of the fastest growing and most sophisticated consumer services in the world.

To summarize, we delivered a strong fourth quarter bookings performance that reflected the significant improvement we saw in our business throughout 2016. We entered 2017 with a stronger product portfolio and go to market team that we believe can deliver even better performance over time. We are pleased with all that we have accomplished but we are not done. We're focused on even better execution this year in order to create greater value for our customers and our shareholders.

With that, let me turn the call over to Kevin to walk you through the numbers.

Thank you, David. And good afternoon, everyone. As David mentioned we delivered a solid fourth quarter performance. I will begin by reviewing the fourth quarter and the full year financials and then finish with our outlook for the first quarter and the full year 2017. Our total revenue in the fourth quarter was $38.6 million, up 10% from $35.1 million in the fourth quarter of 2015. Breaking revenue down a bit further, our subscription and support revenue was $36.1 million and that was up 6% year-over-year. And professional services revenue for the quarter was $2.5 million. Now let me add some color around the revenue mix.

On a geographic basis we generated 62% of our revenue in North America during the quarter. Europe generated 17% of our revenue and Japan and Asia-PAC generated 21% of our revenue during the quarter. From a vertical perspective our media business represented 56% of our revenue in the quarter and our digital marketing and enterprise business represented 39% of our revenue in the quarter, while our volume business represented 5%.

Let me turn to the supplemental metrics that we share on a quarterly basis. Our reoccurring dollar retention rate in the fourth quarter was 93% which was within our target range of low to mid-90s. Our retention rate in the fourth quarter was negatively impacted by the reduction in spend from our largest customer, which Dave mentioned earlier. Excluding the impact of that customer, our retention rate in the quarter would have been 101%.

Looking at our customer counts, we ended the fourth quarter with 4,571 customers, of which 2,007 were classified as premium customers. As we have discussed on prior calls, last year our digital marketing business unit introduced a new starter edition of our product designed to enable enterprises to easily adopt Brightcove for smaller initial projects, and then grow with us as needed.

Starter packages can be purchased at a self-service manner for as little as $199 or $499 per month. Going forward we will break out our ARPU for starter, versus the rest of our premium customer base since its low price point can skew the overall average and make it harder to discern the trends in our ARPU metric. So breaking down ARPU within our premium customer base, our starter customers averaged about $4,500 in annualized revenue.

Excluding these starter customers, our other premium customers averaged $71,000 in revenue, which is up 3% year-over-year. On a GAAP basis our gross profit was $23.3 million. Operating loss was $3.7 million, and loss per share was $0.13 end of quarter. Turning to our non-GAAP numbers, our non-GAAP gross profit in the fourth quarter was $24.8 million compared to $24 million in the year-ago period and represented a gross profit margin of 64%.

Subscription and support revenue represented approximately 93% of our total revenue and generated a 68% margin in the quarter. In our non-GAAP reconciliation of gross margin you will notice a one-time $845,000 charge related to the closure of two data centers in the fourth quarter. Moving our operations to the cloud is a strategic priority for the Company which we plan to complete in early 2018.

We expect to save approximately $900,000 per year by closing these two data centers, which will benefit gross profit margin going forward, starting in Q1. Non-GAAP loss from operations was $309,000 in the fourth quarter compared to non-GAAP income from operations of $2.3 million in the fourth quarter of 2015. Our profitability was below expectations for the quarter and was impacted by two primary items.

First, we had approximately $400,000 in higher commission expense in the quarter related to our multi-year deals and bookings performance. We pay higher commissions on multi-year deals, and the number and size of transactions that we closed in the quarter skewed more heavily to multi-year transactions than we expected at the start of the quarter, and thus increased our commissions expense.

Second, our management bonus for 2016 included escalators for overachievement of revenue and profitability. But only if we met our bookings target. These bonus escalators were not certain prior to the fourth quarter, so we could not accrue any portion of the accelerator until we actually achieved the bookings target, which we did at the end of the year. As a result we accrued approximately $900,000 in overachievement bonus during the fourth quarter.

I would also note that management bonus pool was reduced due to lower profitability for the full year. As you look to 2017 we have made changes to our compensation plans that will continue to incent sales reps to sign multi-year contracts but will reduce the variability and commission expense.

Adjusted EBITDA was $803,000 which compares to $3.3 million in the year-ago period and was impacted by the same items that I noted above. Non-GAAP loss per share was $0.03 based on 33.9 million weighted average shares outstanding. This compares to earnings per share of $0.05 on 33.7 million weighted average shares in the year-ago period.

Looking at our full year 2016 results, total revenue was $150.3 million, up 12% year-over-year and well ahead of the original full year guidance we provided on our fourth quarter call last year. Non-GAAP gross profit was $97.8 million. Non-GAAP income from operations was $1 million. And non-GAAP earnings per share was break-even based on 34.6 million weighted average shares outstanding.

Turning to the balance sheet and cash flow, we ended the quarter with cash and cash equivalents of $36.8 million, an increase of $1.6 million compared to the third quarter. We generated $3.4 million in cash from operations during the fourth quarter, with $1 million in capital expenditures and capitalized internal use software, we generated free cash flow of $2.4 million in the fourth quarter.

For the full year we generated $11.1 million in cash flow from operations and $5.9 million in free cash flow, after taking into account $5.2 million in capital expenditures and capitalized internal use software. This was within our guidance range for the full year and is the second consecutive year that we have had positive free cash flow.

I would now like to finish by providing our financial outlook for the first quarter and full year 2017. For the full year 2017 we expect revenue to be in a range of $163 million to $167 million which represents year-over-year growth of approximately 9% to 11%. As David mentioned, we expect to achieve double digit year-over-year revenue growth and total in subscription revenue by the end of the year.

This includes approximately a $5 million headwind related to the lost customer revenue that David referenced earlier. To provide some context, total revenue would have been expected to be 12% to 15%, adjusted for the impact of this customer. We expect professional services revenue to be in a range of $9 million to $10 million for the full year. I would note that our guidance does not assume any material foreign exchange impact for 2017.

In terms of profitability, we are forecasting full year non-GAAP operating income to be in a range of $3.5 million to $6 million and adjusted EBITDA is targeted to be in a range of $7.5 million to $10 million. In addition we expect non-GAAP net income per share of $0.07 to $0.14 based on 35.5 million weighted average shares outstanding. Lastly, we are estimating free cash flow of $4 million to $6 million for the full year.

For the first quarter, we are targeting revenue of $37 million to $37.75 million including approximately $2.6 million of professional services revenue. The sequential decline in revenue is driven primarily by the loss of a large customer revenue as described earlier. We expect the first quarter to represent the low point in the growth for the year, and we expect to see sequential acceleration throughout the year and that we would enter the year in double digit revenue growth rate.

From a profitability perspective we expect a non-GAAP operating loss of $1 million to $1.5 million for the first quarter. Adjusted EBITDA is anticipated to be in a range of $0 to $500,000. Non-GAAP net loss per share is expected to be in a range of $0.03 to $0.05 based on 35.2 million weighted average shares outstanding.

And with that, we will now take your questions. Operator, we are ready to begin Q&A.

Thank you. At this time we will be conducting a question and answer session. (Operator Instructions). And our first question comes from Steven Frankel from Dougherty. Please go ahead.

Good afternoon. So maybe just because you said it so quickly the first time and I was a little late coming on the call. Let's go back through the large customer and the reduction in their run-rate, and from that, what will help you accelerate revenue as we go through the year?

Sure. First of all, hi, thank you. This is David. It's nice to speak with you. So I'm not sure I understood your question. The first part, I wasn't clear what the actual question is.

I guess the actual question is just to make sure that I understood this quickly. So your 4% customer didn't go away but it's significantly reducing its run-rate to the point of $5 million in annual subscription revenue. Did I understand that correctly?

That's correct, yes.

Okay. So let's move on from there. And then you're talking about exiting the year at double digit both subscription revenue run-rate growth and total revenue growth, right?

That's right.

Okay. What do you think products like Dynamic Delivery and Social do to ARPU, and do you sell those in only at the renewal time, or is the sales force actively going to everybody trying to get those in even when the contract isn't necessarily up for renewal?

I'll answer the second part first. It's some of both. We tend do more transactions where we add on components at time of renewal. In some cases what that means is we end up doing an early renewal. But we do sell add-on components off-cycle as well. So both occur probably more often than not those kind of things tend to come together at time of renewal because of just the nature of the way the organization engages with the customer and goes through that process of working on a contract, and all of those different things.

On the first question, how will they affect ARPU, it's a little bit early to say. I think that clearly Social is an add-on that, over time, should increase ARPU for some customers. And we've gotten really good early reception. It's still pretty early. It's not like we've sold it to most of our customers but it's an incremental value proposition. I think, just as importantly, it will help with retention dollars.

In some cases where getting a better retention number or retaining a customer who might otherwise not continue with Brightcove. Dynamic Delivery will be a little bit more of a mixed picture. On the one hand it creates additional value and there will be charges associated with that value because Dynamic Delivery is the way we'll do multi-DRM delivery. It's the way we'll do service side ad insertion and those are value-added things that we will charge for.

But it also is going to help us reduce some of the commodity costs associated with storage and delivery as well. So I think it will increase ARPU but it will also make that ARPU more defensible and more renewable over the long-term because it moves value from sort of what I call a commodity element like the cost of storage to something that's really sticky like our ways that we do service side ad insertion.

Great. What were overages in the quarter?

$2.9 million, Steve.

And I know we have this question every quarter because they seem to runner higher than normal. What do you define normal as these days?

That's a fair question because we ran a little hot during 2016 and they actually grew fairly significantly through the end of the year. Part of the bookings achievement that we had here towards the end of the year also secures some of those overages into future contract value. So we actually think that overages will start to come down in 2017, at least initially in the first part of the year. And we could see it being more in the low two's.

Okay. Thanks. And, I'll pass the baton and come back for the next round. Thank you.

Thank you very much. Nice to speak to you.

Our next question is from Tom Roderick from Stifel. Please go ahead.

It's actually Parker Lane on for Tom. Thanks for taking my questions. First one from me, I saw you gave an ARPU for the starter product but I was wondering if you could dig down a little deeper into that and let us know how many customers you have there, or just a little metric around the scale of that business today, and what sort of future opportunities you see in 2017 for starter?

Sure. Let me do my best to give you some direction there. So, first of all, we did break it out and we sort of hinted that we were thinking about doing this in a prior call because we have multiple strategies for growing the business. One is obviously selling our customers more value and increasing ARPU over time as they grow and as they buy more valuable and increasing products from us.

But the other is growing the number of new customers that we bring in, and doing that with a low friction self-service product that people can get started at a project level before they are ready to make an enterprise platform decision. So the challenge that we saw is that as we introduced that new product is that it would create a muddy story where we were simultaneously raising and lowering ARPU and you couldn't actually discern anything.

That's why we broke it out. We aren't breaking out the number of starter customers, per se, but I can tell you it's still very early days. It's not a significant scale. It's not a big part of the business. We could have probably folded it in and it wouldn't have made a material difference, but we decided that this is the right thing to do for the long-term because as that scales, it will start to distort that ARPU and you won't be able to tell, and the big customer's growing at the same time as you're bringing in a bunch of new customers with these lower price points for new logos that are just getting started. Does that make sense?

Just to be clear, are those customers included in the net new premium figure?

Yes, they are. So the key thing here is that these are the same target customers of our business that they have been. We're still targeting large enterprises that have the opportunity to be significant customers. We're not -- this isn't a small medium business endeavor. But even those large enterprises don't necessarily start with an enterprise wide purchase. In many cases they're a departmental purchase where they are just using video for a project and this is a way to get someone started so we get our foot in the door first. And then, obviously, that's an opportunity for us to go back in and figure out how to turn that into an enterprise-wide opportunity.

Got it. And then on the seven figure media deal you announced, can you talk a little bit about what products are actually deployed there and what future opportunities that you see with some of the newer things you have mentioned?

It was just a fantastic win. It's just really exciting. We didn't -- we weren't able to give you the name because that customer has not launched and they have not given us permission to release that information. So I hope you'll forgive us for that but it's a really exciting customer that everyone on this call knows well. So that's exciting. We sold them basically -- they're using most of the suite of Video Cloud. They're definitely an early adopter of the Dynamic Delivery technology. That was an important part of why we were able to win.

That was true also earlier in the year when we talked about some of the big media wins. What that technology does is it gives us a much more flexible way of solving this really complex problem of doing multi-device delivery with multiple DRMs. By that I mean Digital Rights Management security software, across all the different devices that people care about for these OTT services. So I think we now have some evidence with a couple of really big Tier-1 accounts that that technology is a bit of a game changer in our competitiveness and ability to win the deal.

Got it. Thanks, guys.

Our next question comes from Sameet Sinha from B. Riley & Company. Please go ahead.

Hi, Sameet.

Hi, this is Lee Krowl filling in. Sameet is tied up on another call. I just had a couple of questions. First with the adoption of HTML5 towards the early part of the year, what's the competitive landscape for you guys? Is it heated up, particularly both on small and large competition? And then I do have a follow-up.

Sure. The competitive landscape -- and we've talked about this probably on many of our calls over the last one and two and three years. It's a very competitive landscape. There's many different competitors. The competitors in the media business are somewhat different then the competitors on the digital market and enterprise business. They also can be different geographically. We'll face different competitors, for example, in Germany or Japan sometimes than we do in the United States. So it's characteristic of an early stage market still where there's many competitors, most of which are very small. There are some larger companies that play in parts of this as well.

I don't think the introduction of HTML5 per se changed the competitive landscape, if that's what you're asking. I will say that the media business in particular is competitive. Due to market enterprise we face competition but I think it's a little bit less intensely competitive and we have a very strong, strong position there. We have a strong position in both markets but I think it's a slightly less competitive market on the digital market enterprise side of the business.

We do believe, and all of the research that we see from third parties, like Frost and Sullivan, that we are the largest player. Frost and Sullivan, I think it was about a quarter ago, gave us their award, their market share leadership award. It isn't that we have market share leadership with 90% share. It's a more fragmented market than that. But I think we're the leading independent player in the market, that it remains competitive. But over time we believe that that will consolidate and that we're in a leadership position to continue to grow our leadership and take more and more share. And that's what we intend to do.

Got it. Then my second question, just tied to margins, particularly your EBITDA guidance. I understand that you do have some flow-through from that customer loss. And then you mentioned you also have kind of an impact from incentives tied to commissions. How -- is there anything else that's causing margins to kind of tick down for Q1 and the full year? And then also how does that kind of, with that tick-down, how is that offset by the data center savings as implied by your commentary, kind of going forward?

Certainly. It's Kevin Rhodes. The full year guidance on EBITDA right now is $7.5 million to $10 million. As you can appreciate, we do have to absorb that revenue loss from that large customer in the first quarter and so that is where our guidance for the first quarter has got EBITDA much lower, to the $0 to $500,000 for the first quarter. But it will start to tick up throughout the year. We feel good about our guidance for the full year and think that we can achieve that.

That gives you kind of a sense of that. In terms of the closures, the data closures that we had, as I mentioned in the prepared remarks, it's about a $900,000 add-back throughout the year. It's ratable throughout the year savings from those two data closures. So effectively a one year pay back, even sooner than that. And then we end up getting future savings beyond that.

Okay. And then was there any major impact from FX in Q4?

Not tremendously for us in terms of Q4. There's some but it wasn't enough for us really to call out at this point. We've got about 70% -- let me see, 72% of our revenue is all coming from US dollars and the remaining is coming outside the United States. So we've got some impact on Yen and some on Euro and obviously in the British Pound as well, because we've got a London office. But that's about it.

Got it. Thank you.

You're welcome.

Our next question comes from Terry Tillman from Raymond James. Please go ahead.

Hi, this is Brian Peterson in for Terry. Kevin, I just want to make sure I understand the impact from the large customer. You mentioned 4% revenue but then an 8% revenue on retention. I just want to know what the bridge is for that delta. And I'm trying to understand, with a 93% retention metric, that almost implies that the impact was more in the fourth quarter than the first quarter. So I just want to understand when these new economics actually took place.

Yes, so some of the economics of the reduction in revenue did occur in the fourth quarter. That's where you're seeing some drag on revenue in the fourth quarter. I think we mentioned it's basically $5 million of reduction in revenue throughout 2017 compared to 2016. It was a little bit more weighted, if I think about the revenue, from 2016. Earlier in the year it was higher but then came down a little bit throughout the year. We didn't have any sense that the customer was going to go away at that point but the revenue did trickle down throughout 2016. But then towards the end of the year, had a much larger drop.

Got it. Understood. And maybe one for you, David. Just on the digital marketing segment, obviously some pretty solid bookings this quarter. What's the right way for us to think about the long-term growth in that segment if we think about maybe kind of the three to five year outlook? Thanks.

Sure. Well, we're excited. I hope that came across because that's certainly how we feel. We believe it's an extremely large market. It's basically every large enterprise in the world, that it is multiple use cases within those enterprises. Obviously over the last three years you've heard us mostly talk about the digital marketing use cases using video for branding and marketing and eCommerce and demand generation. But it also can be employee training and CEO communications and channel training, and eLearning use cases inside the enterprise.

While we're very pleased with the business we have, we think we can expand all of our customers as we continue to provide for application value to solve more use cases, as well as continue to grow new customers pretty significantly. So I think we indicated here that our sales -- our bookings growth for the year for the Company, we sort of gave a high-level indication that we think that will be in the mid to high teens which is a takeoff from what we had said at the beginning of last year where we said mid-teens.

But on top of that we added that we think that digital marketing group will probably outperform that and could grow at 20% or higher. I think that that can be a 20% plus revenue growth business. So in that three to five year timeframe, that's actually something that I think the Company can be in a long-term timeframe. But in particular I think that business can be a much more significant grower, generate a lot more revenue for the Company.

And obviously, if you think about it, it has the potential to be a much more significant driver of profit as well because those customers tend to value the software for different reasons than media customers and they often use it. The utilization costs and the cost of storage and delivery tends to be a little bit lower with those customers.

Great. Thanks, David.

Thank you.

(Operator Instructions). Our next question comes from Mike Latimore from Northland Capital Management. Please go ahead.

Yes. Hey, guys, this is Nick Altmann on for Mike. Thanks for taking my questions. What was sales headcount at year-end? And then I guess what percent increase, if any, do you guys expect for 2017?

Thanks for the question. We don't really give out sales headcount. I can tell you that we did add to sales headcount throughout 2016. So that's certainly something we've talked about before, but we actually didn't give out the actual number of sales headcount. Partially because it's competitive information, and partially, mostly, actually, because it's competitive information.

But we can say, again, without breaking out the individual numbers, we will be adding salespeople again this year. Maybe not quite at the rate we did last year. But we do believe there's a lot of opportunity. We believe that in many regions and that we're -- our primary gaining item, it's not product, it's not competition, it's not market. It's simply our own capacity. So that's where we're going to be adding some heads in a few areas. We're adding some geographies as we talked about. Last time I think we mentioned raising up the Latin America operation out of Mexico City. And we're also looking at entering India as well. So we do think there's a significant opportunity around the world and we want to make sure that we're staffed to go after it.

Yes, fair point.

Okay. Thanks. And then your revenue guidance implies subscription revenue to re-accelerate in the second half. Can you guys just talk about how much visibility you have there?

Well, we have a decent amount of visibility in that we understand what our contracts are and how they unwind. We did do a number of multi-year deals last year, and you heard us talk about that earlier, in terms of that was a significant focus for us, driving up the multi-year deal. We talked about the fact that that deal in the second quarter that was the largest deal in the Company's history is one that had a ramp over multiple years. So we understand how that will kick in and be recognized over the course of this year.

So I think we have reasonably good visibility, and our forecasting methodology is essentially unchanged on a year-on-year basis. If you think about what could drive revenue over the course of the year is unwinding the bookings. And that is the most predictable part. It is also the new bookings that we generate, especially in the first part of the year. While we don't know what that will be yet we do enter the year with a feeling of momentum and strong pipeline. Third, it's the impact of our professional services group and the timing of delivery and because we recognize revenue there based on percent complete or deliverables of project completion.

And then lastly it can be that overages or what we call uncommitted revenue number which can be -- we can have some visibility into, but a little bit less, obviously, than committed revenue. So those are all the different variables that come together to help us understand what's going to happen over the course of the year. And you can see our range this year from the beginning of the year is slightly larger than last year. That really just has to do with our scaling-up as a Company, I think. But I think we have pretty good visibility into how we achieve that range.

Got it. Okay. Thank you.

Our next question comes from Glenn Mattson from Ladenburg Thalmann. Please go ahead.

Hi. I assume you may have hit on this already. I'm jumping back and forth on two calls. But you just mentioned that the feeling of momentum and positive feeling about the pipeline as far as new bookings for the year. I guess is that mainly reliant, or not reliant, but is that a result of some of the new offerings? Is that kind of what's helped build that momentum?

It's really across the board. Product. Engineering has delivered significant new innovation and offerings. We've talked about social. We've talked about Dynamic Delivery. The new player that is now in its second year but we continue to add value to that. There's a wide range of things we'll be adding this year. The velocity and quality of our engineering deliverables are really strong. That's one variable.

Second is we're seeing really strong feedback from customers on the road map in customer satisfaction surveys and the like. Third is the addition of talent and capacity in our sales organization, and the impact we're seeing from that, especially coming out of the year we just had a really strong end of year. And yet we still enter the year with a decent pipeline. So we feel good about that. It's really across the board. It's the capacity, it's the talent, it's the products.

And then lastly it's the market. We are, and we have been for some time, sort of undergoing a pretty fundamental shift in the way humans consume content and the way corporations deliver entertainment, news, weather, gossip, education, you name it. So we're still right in the middle of that. And I don't go to a customer that, these days, that I don't walk out thinking, boy, there's more opportunity there. Literally every customer we call on we look at and we say, hey, there's an opportunity here to grow that. So all those different things come together to give us a pretty positive feeling about the business.

Thanks for that. And also maybe philosophically, you talked longer term that you think this could be a 20% revenue growth business, just now. I guess I wonder, why -- or how you get there. I mean, I guess it's more normal for a company as they get bigger, for the growth to slow. So are you anticipating a market that has maybe fewer competitors or something like that? How do you get to that thought process?

Well, talked a little bit about what happened over the last three or four years, and we had to retool a little bit in -- if you go back three or four years. What I like to say and what we've talked about here internally is we had to slow down to speed up a little bit. We did have to rebuild some of the core technology and burn down engineering debt. That's typical when you come out of that start-up phase and into a more mature Company that a lot of that technology you built really quickly in the start-up years you end up having to do stuff. The result of that now is accelerated velocity, accelerated innovation. That's point one.

The second thing was we did go through this pretty fundamental transformation, strategic transformation starting a few years ago where we went from being a horizontal Company with a single go to market team to really having this laser focus on media companies and on that digital marketing and enterprise idea. But that was a transformation, right? We had to rethink how we went to market. We had to repackage and re-price some things. We had to hire salespeople and ramp salespeople. We had to get people with domain expertise in each of those areas.

And what we've seen now is that as that now is coming to its own, and I really think it did in 2016, we're starting to see the velocity coming out of that. That makes us feel very bullish. And lastly we think the market itself, it's still relatively early. There's a lot of small players that aren't all going to make it. There's lots of opportunities for us to still share. There's lots of companies that are just coming into the market now and just understanding the opportunity, where they can use online video to drive their business. And so I think all these things come together. Our belief in the long-term hasn't changed. I do think we slowed down a bit in order to speed up, and I think we can start to do that.

Okay, thanks, David. That's helpful.

Thank you. This does conclude the question and answer session. I would like to turn the floor back over to management for any closing comments.

I just want to thank everyone for joining us today. We exited the year on a strong note, achieving that 15% mid-teens bookings growth that we had been striving for. So that was a very positive achievement for the Company. As I mentioned, there is a strong feeling of momentum and opportunity in this market. And we're looking forward to a great 2017. So I want to thank you all for joining us, and we look forward to talking to you again in 90 days.

This concludes today's teleconference. Thank you for your participation. You may disconnect your lines at this time.