Shutterstock Inc (SSTK) 2017 Q2 法說會逐字稿

Good morning, ladies and gentlemen, and welcome to the Q2 2017 Shutterstock Inc.

Earnings Conference Call.

(Operator Instructions) As a reminder, this conference call is being recorded.

I would now like to turn the conference over to Mr. Rawson Daniel, Vice President of Corporate Development.

Thank you, operator.

Good morning, everyone, and thank you for joining us for Shutterstock's Second Quarter 2017 Earnings Call.

Joining me today is Jon Oringer, our Founder, Chief Executive Officer and Chairman; and Steven Berns, our Chief Operating and Financial Officer.

During this call, management may make forward-looking statements that are subject to risk and uncertainty, including predictions, expectations, estimates and other information.

These include statements relating to the expansion of our addressable market, the growth of our customer base and success of new and existing product offerings, revenue growth and the predictability of our revenue, adjusted EBITDA, equity-based compensation, foreign currency rates, taxes, and capital expenditures.

Our actual results may differ materially from the results predicted, and reported results should not be considered as an indication of future performance.

Please refer to today's press release and the reports and documents we file from time to time with the U.S. Securities and Exchange Commission, including the section entitled risk factors in the company's annual report on Form 10-K for the year ended December 31, 2016.

For discussions of important risk factors that could cause actual results to differ materially from those discussed in any forward-looking statements we may make on this call.

On this call, we will refer to adjusted EBITDA, adjusted EBITDA growth, adjusted EBITDA margin, adjusted net income, each of these metrics on a constant currency basis, revenue growth on a constant currency basis, and free cash flow, all of which are non-GAAP financial measures.

You can find a description of these items, along with the reconciliation to the most directly comparable GAAP financial measures in today's earnings release in our Form 10-K, which are posted on the Investor Relations section of our website.

We believe that the use of these measures, in conjunction with GAAP financial measures, provides important additional insights for investors about the performance of the company's overall business and operating performance, and enhances the comparability for investors in assessing our financial reporting.

However, these non-GAAP financial measures should not be considered as a substitute for or superior to financial information prepared in accordance with GAAP.

And with that, I'll turn the call over to Jon.

Thanks, Rawson, and thanks, everyone, for joining us today for Shutterstock's Second Quarter 2017 Earnings Call.

We are pleased with the progress we are making in our business.

While our quarterly results do not reflect the long-term proposition of our business, we are beginning to see the benefits of our new technology platform and operating structure, and we believe we're making significant progress against our objective of moving from a content marketplace to a creative platform.

In the second quarter of 2017, on a constant currency and year-over-year basis, revenue grew 9% and adjusted EBITDA decreased 10%.

Our revenue grew slower than expected in the second quarter, which negatively impacted adjusted EBITDA.

In addition, in the second quarter of 2017, and on a year-to-date basis, adjusted EBITDA was negatively impacted by one-time cost related to M&A and our continuing move to a cloud-based hosting environment.

On a year-over-year basis during the quarter, our customer base grew by 11% to more than 1.7 million customers.

Paid downloads decreased by 2% to $40 -- $42.7 million.

We grew revenue per download by 10% on a constant currency basis.

We expanded our image library by 57% to $144.7 million images and our video library increased by 55% to 7.6 million clips.

The story that the quarterly metrics don't fully tell is exciting evolution that's taking place at Shutterstock.

We are taking deliberate actions to transition from a stock image marketplace to a broader platform that provides individuals and enterprises with the various content types and tools needed to collaboratively design, build and distribute creative projects.

We built the better technology, reorganized our talent, and have acquired our launch assets that we believe will define the future of our business.

On the product and engineering side, we are now able to get to market faster than we did previously.

And we'll continue to deliver products and solutions that our individual and enterprise customers want.

Most notably, in the second quarter of 2017, we made significant improvements to our e-commerce subscription offering by launching smaller subscription packs that are aimed at customers who have lower volume needs.

We improved the features and functionality of our team subscription offering in our enterprise business adding administrative control and collaboration capabilities.

This has been a major relaunch of a key product of ours with significant improvements.

We continue to improve our search functionality with new features that customers have been asking for, which allow for easier searching based on demographics.

We continue to improve the features set on our editor product, including support for multi-page designs, emojis, and multiple perspectives within images.

We launched a new product called RocketStock, which provides motion content creators with easily-downloadable collections of curated after effects content.

We completed the rollout of Workstream, our new collaboration workflow product sold under our digital asset management product.

And among other significant editorial events, we provided exclusive coverage inside the celebrity-laden Met Gala to our editorial customers.

Additionally, within each of our customer-centric teams, we continue to focus on driving profitable revenue growth and building increased customer value, as we believe there is a substantial market opportunity in front of us.

In our e-commerce image business, we are expanding our international presence and plan to launch additional languages later this year, adding to our current offering of 20 languages.

We are also focused on personalizing the product feed by geography and media channel, optimizing our customer acquisition funnel, continuing to improve our in-browser editor product, and extending customer lifetime value.

We continue to take a gauge-driven look at how we are acquiring customers, pricing and packaging sensitivity, and rolling out innovative products more quickly and effectively, which we wouldn't have been able to do without our new technology platform.

As it relates to our e-commerce image business, we're driving a shift in mix among our product plans.

Our data is showing that this shift is increasing lifetime revenue and value from our e-commerce image customers.

However, it also has the effect of slowing revenue in download growth in this short term.

In March, we launched 2 new, smaller, subscription packages.

Although it is early days, we are pleased with the customer's response to our expanded offering, as these packages have driven improvements in mix, retention, and customer growth.

In the second quarter, of 2017, we significantly increased the mix of customers buying subscriptions.

This has improved our overall retention rates and led to double digit year-over-year growth in a number of our active e-commerce customers.

Importantly, we've been able to effect this change without changing our unit costs.

In other words, our royalty rates and costs to acquire a customer have remained constant.

Taken together, this means that we believe we've been able to improve lifetime revenue by acquiring more subscription customers, while simultaneously keeping costs constant, or even slightly lower.

Overall, we believe we'll be able to recover customer acquisition costs for these customers within a 12-month period and that we will have improved ROI's over 3-year and 5-year periods.

While we believe this mix shift is positive for our business in the long run, downloads are lower as a result of this change.

On average, although we continue to have more subscription customers each quarter, the average downloads allotted under the plans purchased by these customers has declined.

The majority of our total downloads at Shutterstock come from our e-commerce image subscription customers.

So this is the primary driver this decline in this metric year-over-year.

In our enterprise business, we are also building our geographic presence beyond our current market, expanding usage of video, music, editorial, and custom content within our customer base.

And we continue to develop a feature-rich workflow platform for teams and enterprises.

Over the last 12 months, we added an enterprise team in Asia and started to build out our European operations in London.

As a result, we've seen 34% customer growth globally and 26% of our customers are buying more than 1 asset type.

Across our emerging businesses, motion, editorial, digital asset management, and now custom content, the ramp will take some time but we believe the opportunity is very large.

In Editorial for instance, we have just begun to make headway.

Today we believe our editorial business represents less than 1% of what we estimate is a more than $1 billion market opportunity.

In Motion, we believe we have around 3% of what we estimate is a $2 billion in growing market opportunity.

And in our digital asset management business, we believe we own around 1% of what we estimate is a $2 billion in dollar and growing market.

So based on our internal estimates of what the potential markets are for each of these businesses, we have the potential for a huge runway for growth in these emerging areas of our company.

Which brings me to another significant component of what we expect to be a meaningful contributor to our growth down the road, custom content.

The increasing demand for content, for creative content in local, national, and international social media and marketing campaigns is growing.

As a result, offering a tech-driven solution for custom content that aligns with our vision and strategy, has huge potential.

And was a big driver behind our acquisition of Flashstock, which closed in July.

Flashstock serves a growing base of enterprise marketers, seeking on-brand custom content to feed the ever-growing visual demands of multiple marketing channels.

We expect this offering will help us take home a bigger piece of our clients overall content budget.

Flashstock's business model also centers around technology, and their tech stack complements ours.

Now that we're on our new platform, their technology will be able to integrate seamlessly into ours.

We plan to fully integrate Flashstock throughout the balance of the year and to brand our custom business under the Shutterstock master brand as Shutterstock Custom, we'll keep you updated on that progress.

To give you a sense of the opportunities this business has for Shutterstock, our internal estimates indicate a potential total addressable market of about $7 billion, and we believe that specifically, with our Flashstock acquisition, we currently have a minimal share of the market.

Flashstock has about 300 customers and 10,000 contributors today, which compares to our tens of thousands of enterprise customers, and hundreds of thousands of contributors, so there's lots of room to scale there.

Before I turn it over to Steven, let me take one last moment to comment on our EBITDA margin.

While our consolidated EBITDA margin has come down over the past 12 months, a significant portion of this is driven by our investments we are making in the emerging businesses that I just spoke about and in our infrastructure.

While the majority of our revenue continues to be driven by our e-commerce image business, we aspire to a larger opportunity that can be, only be attained with the right allocation of resources and the right investments, so that's what we're doing.

While we continue to invest in our image business, we are also investing in motion, editorial, digital asset management, and custom.

Over the past 12 months, we have reinvested roughly 200 basis points of EBITDA margin, back in these smaller but high growth and high potential businesses.

This is also true in the second quarter and on a year-to-date basis.

As we've spoken about previously, we're also setting up our infrastructure for the future.

We are implementing Workday and Salesforce, and transitioning to a cloud hosting environment, all of which we believe will drive efficiency and increase our future profitability.

Over the 12 -- over the last 12 months, we have reinvested roughly 150 basis points of EBITDA margins back into these projects.

While these investments are dilutive to our current margin, we believe it will have a higher return on investment in the future.

We know that this approach is affecting EBITDA this year, but we strongly believe that our focus here ensures our pace of innovation can be sustained far into the future.

We are preparing our business for what's ahead over the next decade and beyond.

In summary, we continue to have good momentum in our business, and are confident and optimistic about the opportunities ahead.

In new solutions to the market more quickly and efficiently, which in turn is bringing on new customers and contributors.

We believe we are outpacing our competition in our original business, we're also forging ahead to build a broader platforms to find the trends in the market going forward.

We strongly believe that execution of our strategy will translate into strong growth and ultimately, returns, for our shareholders.

And with that, I will now turn the call over to Steven Berns, our Chief Operating and Financial Officer, to provide you details of the drivers of our financial performance.

Thanks, John, and thank you, everyone, for joining us today.

Before I discuss our performance, I want to let you know that we posted a brief presentation deck on our website that contains supporting materials for today's call, as well as other items discussed on today's call.

As Jon has highlighted, Shutterstock continues to execute against our vision throughout the second quarter, translating into revenue growth on a reported basis of 8%, and an adjusted EBITDA margin of 14%.

On a constant currency basis, revenue growth was 9% and adjusted EBITDA margin was 15%.

This past quarter, our customer base expanded 11% to over 1.7 million customers, as compared to the prior year second quarter, we saw revenue per download increase 9% on a reported basis or 10% on a constant currency basis, driven by the continued growth in our enterprise and motion businesses, as well as a shift within our e-commerce business toward our smallest subscription plans, which are sold at higher price-per image-rates than our traditional larger subscriptions.

We also saw a 2% decrease in paid downloads, driven by lower downloads from our e-commerce subscription customer base.

In the second quarter of 2017, revenue from our e-commerce business was $85.9 million, or 3% higher than the second quarter of 2016.

Revenue growth in the e-commerce channel decelerated slightly, compared to the first quarter of 2017, driven by the changes in mix of our subscription business, as Jon detailed earlier.

Enterprise revenue grew 16% year-over-year to $42.9 million, and now makes up approximately 32% of our total revenues.

International expansion and localization continues to be a core part of our long-term growth strategy in the first quarter of 2017, of the approximately 65% of our revenues from customers outside the United States, approximately half of that amount is from customers in Europe, with the balance from Asia-Pacific and Latin America.

Shifting to the cost side of the business.

For the second quarter of 2017, operating expenses increased 15%, versus the second quarter of 2016, driven primarily by investments we are making in our infrastructure and increased sales and marketing spending year-over-year.

(technical difficulty) Operating expenses increased 15% versus the second quarter of 2016, driven primarily by investments we are making in our infrastructure and increased sales and marketing spending year-over-year.

Contributor royalty payments were approximately 27% of revenue in the second quarter, which compares to the approximately 28% in the first quarter of 2017.

Now I'll discuss some of the major expense categories and for each category discussed, my comments and the numbers referenced exclude stock-based compensation expense.

Our sales and marketing expense increased 19% versus the second quarter a year ago.

This spend is split roughly 50-50 between performance marketing spend and the cost of running our sales force.

Overall, our return on investment on this spend remains consistent with our historical pattern.

Cost of acquiring a new customer remains steady and our customer lifetime value remains consistent due to steady retention and repurchase rates.

Additionally, we continue to build our enterprise sales engine, we have been -- additionally, as we continue to build our enterprise sales engine, we have been able to keep sales rep productivity and ramp rates consistent with historical levels.

We expect the payback on our sales and marketing spend within 12 months, which is consistent with our historical norms.

Product and development costs increased 9% in the second quarter of 2017 versus the second quarter last year, primarily due to higher personnel and consulting costs, related to building a more expansive platform, which are partially offset by capitalization of labor of $6 million.

General and administrative expenses increased by 32% for the second quarter, versus the same period a year ago, driven primarily by higher personnel costs and consulting expenses related to our implementations of the applications Workday and Salesforce.com.

GAAP net income in the quarter was $3.1 million or $0.09 per diluted share.

Adjusted net income was $8.3 million or $0.24 per share for the second quarter of '17.

Overall, our revenue growth in the second quarter, along with increased operating expenses, translated into adjusted EBITDA of $18.3 million, which compares to adjusted EBITDA of $22.5 million in the same period a year ago.

As of the end of the second quarter of 2017, we have approximately $265 million of cash and liquid investments.

During the second quarter, as Jon indicated, we entered into an agreement to acquire Flashstock, a fast-growing business, that enables efficient creation of custom content through its proprietary platform.

The transaction closed in July of this year and had no impact on our financial results for the second quarter, other than 1x transactional cost incurred in connection with the acquisition.

We expect Flashstock to have a minimal impact on our financial results in 2017, believe it -- but believe it is a significant growth engine in our future years.

Adjusted EBITDA for the second quarter includes approximately $1 million of 1x charges, primarily comprised of transaction costs associated with the Flashstock acquisition.

Turning to the remainder of the year, we want to provide an update on guidance for 2017.

There are 2 big factors driving where we are today.

First, revenue has come in lighter than expected, due to -- due primarily to the mix shift in our e-commerce business that we discussed earlier on today's call.

Again, we believe our product portfolio is well positioned for the long run.

Second, we're continuing to invest in the business, as we discussed today at the level that we expected when we came into 2017.

So together with the lower revenue that I just mentioned, and the level of investment spending, this has negatively impacted our expectations for 2017's adjusted EBITDA for the full year.

And as a result, we expect our full year guidance -- our full year 2017 guidance to now be revenue of $535 million to $545 million, with adjusted EBITDA of $85 million to $95 million.

These numbers include results from Flashstock, which we expect to have a minimal impact on this year's P&L.

We appreciate your time today, and now Jon and I will be happy to answer any questions you may have.

Kim, can you please prompt the call participants for questions.

(Operator Instructions) Your first question comes from the line of Ralph Schackart from William Blair.

Two questions if I could, please.

Jon, maybe if you could just give us an update on sort of where you are with the platform transition?

And if you are in beta with any customers right now, and the feedback you're getting, and any timelines around when that might rollout broader?

And then second, just on the sort of reinvestment phase right now with the business, can you give us a sense right now, if the current sort of reinvestment spend is the right level?

Would you need to take that up potentially in the future?

And then how much longer are you anticipating this current reinvestment phase to last?

Well, I'll start with the platform transition.

There is nothing in beta right now, and the entire platform is available to our e-commerce customers today.

We're running multiple tests at any moment, testing different plans, pricing, features, functionality, you'll see that on our search results page, there are several new features that we've launched, and those are all on our new platform pages.

Some of our businesses is -- are moving in the next -- over the next quarter or so.

As it relates to investments spending and what we see is that the opportunities for us are significant.

We'll continue to invest at appropriate levels, having said that, we do expect our growth rates in the future will increase on the revenue line and certainly we expect margins to improve.

We -- our investment in our infrastructure will over time come down, as we evolve from what has been a physical-server environment into a cloud-based environment and so we will not have the, if you would, the level of costs of -- basically that transition where sometimes you incur for some period of time, a duplication of costs of both physical as well as cloud.

Your next question comes from the line of Lloyd Walmsley from Deutsche Bank.

Two if I can.

First, just when you look at the broader stock market, not a lot of great third-party data out there.

Wondering if you guys have a view as to how fast the market as a whole is growing and kind of whether you guys are gaining share in that market?

And then second one would just be, as you see customers shift to different plans and you look at lifetime value.

Have you had customers on long enough to really get a firm view of the lower-priced plans, like how it is changing, lifetime value, or is it more just a function of having the lower-priced plans, does retain customers, that otherwise might leave, wondering how you guys look at that?

Yes.

Okay, I'll, thanks, Lloyd -- I'll start with the first question.

As far as the market goes, hard to pin down the exact size.

We know that there's more and more demand for images.

But let me just kind of take a step back and talk about all of our different lines of business because there is a lot of opportunity in each one, and I can go into a little bit detail for each one.

So we can start with e-commerce images.

Our site today on the new platform, there's a ton of opportunity, as we start to get even more local, more international, improve our search results, and improve the user experience of that site, now that we're fully on that new platform, we're seeing that we are able to do that faster and better than ever.

So there should be a lot of stuff we can do there.

Our second line of business, e-commerce motion, that includes footage and that includes audio.

As it gets easier and easier to use footage, the tools become more and more democratized, we feel like there's a lot of opportunity on the stock video side and we plan to take advantage of that.

On the audio side, with our acquisition of PremiumBeat, as we learn more and more about how people are using footage and music together, the opportunity becomes bigger and bigger for us.

And as that footage platform starts to get further onto our core platform, there's even more opportunity for us.

On the enterprise side, we have begun a pretty big effort to make our tools easier to use for our reps, to get more predictive models going here so that we can better figure out exactly who we should target from our e-commerce customers to bring the enterprise, and who in the world we should target as an enterprise customer.

We get better and better at that every single day.

On the editorial side, we're just getting started.

Our acquisition of Rex, combined with all the different partnerships, that included AP, Penske Media, and several other image sources, give us an amazing opportunity, and if you look through periodical websites, news websites, sports entertainment type content providers, you're going to see us show up more and more with the traditional players that you used to see on those websites, you'll see it in print also.

On the digital asset management side, we're getting smarter and smarter about cross-selling between our Shutterstock enterprise customers and our WebDAM digital asset management customers.

We're going to be bringing the digital asset management platform into the Shutterstock family of brands, doing a more thoughtful integration, and creating a Shutterstock digital asset management platform -- digital asset management product from that platform, you're going to see a lot more connection points between those 2, and you're going to see the brand come together under our Shutterstock master brand.

On the custom side, we're really excited about Flashstock.

We have always had our enterprise customers ask us questions about how can they hire our photographers to do work for them that doesn't look like a stock photo.

There are plenty of brands out there, every day, buying stock photos from us that also need custom content.

And today, we have that productized technology solution that we can integrate into our product in a seamless way.

Our node and react platform meshes really well with the Flashstock platform, we are going to be bringing together into a full ShutterStock product that our customers will be able to purchase.

As a reminder, when we bought Flashstock, a month ago, they had 300 customers.

We have 30,000 enterprise customers that we can bring to that product and allow them to develop custom photography that is not stock photography, it is custom photography that has their product in it, that is exclusive to them.

And that's a big deal, because the custom commercial market is very large, very inefficient, and for the past decade, people have been asking us how we are going to solve that, and now we have a solution.

As it relates to the other questions on the early days for the smaller subs, we have about half a year of data and what we know is the following.

We've seen extremely good view on retention, and the most important outcome that I can give you at this point in time, is we have more customers buying more subs than before and we have more total customers overall than we had before for those products.

So while it's true that it's somewhat early days, it's -- the indications are strong on a comparable basis.

(Operator Instructions) Your next question comes from the line of Kip Paulson from Capital.

This is Kip Paulson from Cantor Fitzgerald.

Just a couple from me, enterprise growth decelerated to 15% year-on-year, from 25% in the first quarter.

Were there any one-time impacts here?

And how should we think about growth going forward?

And then second, do you expect paid download declines to get worse before they get better?

How does the mix shift towards subscription play out on downloads in the back half of the year within the context of your guidance?

Yes.

As it relates to the second part of your question, with regards to paid downloads.

At this point in time, it's really premature for us to tell you, we're not able to say kind of the quantity of downloads that will happen, we -- as Jon indicated in his prepared remarks and just now in response to a question, the number of features and functionality that we are launching is such that we certainly got to be at greater level of activity, so while absolute downloads, we would expect would once again recover and increase, I can't tell you specifically, whether that's going to be in the second half of the year or beyond, relative to the experience in the second quarter.

As it relates to enterprise, it is definitely slower than expected, certainly these numbers have gotten larger, we are clearly focused on certain parts of the world, where we had historically not had the level of sales resources that we do today, that's true in Asia-Pacific and Europe.

Also the editorial, having the editorial business opens up doors for us on the media side, agencies, incorporates, that we previously were not necessarily participants in.

And so we continuing to see significant opportunities there to work with every type of large or even medium size, like I say media agencies, incorporates.

And our return investment of enterprises as I mentioned in my comments, with regards to the reps we hire, is still within 12 months.

Last thing I'd say is as we plug in more products, as we bring in -- as Jon just mentioned, custom, as we bring in editorial, as we launch our tools and asset management products, all of these create an ecosystem and a platform, which is more attractive to enterprise customers on a global basis.

And so we believe that the opportunities are certainly significant and don't look at the second quarter as representative of the future growth.

Okay, great.

And then just one more if I could, squeeze 1 in, it seems that the U.S. slowed more than the regions outside the U.S., anything other than the mix shift toward subscription or the pricing plan changes impacting this?

No.

The biggest thing was really the mix.

As we talked about on the e-commerce side, there wasn't anything beyond that, that would be noteworthy.

There are no further questions at this time.

I would now like to turn the conference back to Steve Berns.

Kim, thank you, and thank you participants, we appreciate your time today and we'll talk to you soon.

Bye-bye.

Ladies and gentlemen, this concludes today's conference.

Thank you for your participation and have a wonderful day.

You may now disconnect.