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Red Hat Q4 Earnings Call Transcript
Author: 123jump.com Staff
123jump.com
Last Update: 11:33 AM ET March 31 2009


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We''ve designed a family of products to drive broad virtualization deployment inside the datacenter, including Red Hat Virtualization Manager for servers, which is a virtual server management system. Red Hat Virtualization Manager for Desktops, which is a VDI management system including a remote rendering technology called SPICE. Red Hat Enterprise Virtualization Hypervisor, which is a standalone small footprint hypervisor that is based on the KVM technology we acquired this year and is targeted at the OEM market. And finally Red Hat Enterprise Linux, which has the integrated hypervisor technology based on KVM and will be available starting with RHEL 5.4.

Virtualization is not new to Red Hat and we recently announced customer case studies where customers have already been reaching and exceeding their goals of reducing costs and lowering carbon footprint with Red Hat''s virtualization solution. Let me give you two examples. First a European real estate listing company reduced energy usage by 25%, hardware costs by 60% and carved out additional operating costs with Red Hat management solution. They realized full ROI in just three months and reported zero downtime with Red Hat virtualization solution. We also announced the Bank of New Zealand reduced power consumption by almost 40% and realized significant ROI with a simpler more efficient deployment. And finally during the quarter, we redeemed the remainder of our convertible debt. We are now essentially debt free with over $846 million in cash and investments and approximately 10% fewer diluted shares than when we started FY ''09. Q4 capped off a solid year for Red Hat and now let me summarize our key accomplishments for FY ''09 that are based on the top priorities I discussed at the beginning of the year.

First to focus our business on our fast growing datacenter infrastructure solutions, which we believe represents a $50 billion market space. This focus has allowed us to further innovate our core RHEL and JBoss products, while launching several new products such as the SOA suite, MRG and Linux on the Mainframe. All of these provide solid incremental growth opportunities in the datacenter and are showing early traction with our customers. In addition we made key acquisitions of Amentra and Qumranet that support our middleware and datacenter strategies. The integration process of both companies has gone very well. We’ve already seen benefits of Amentra on increased sales of the JBoss business and the capabilities added from Qumranet have improved our position in virtualization.

Second, we continue to invest in our own infrastructure to allow us to become more efficient as we seek to scale to the $1 billion revenue level. Some of the improvement in margin we achieved over the last couple of quarters can be attributed to the efficiencies gained in our processes and systems. And third we continue to build out our partner ecosystem including channel partners, major ISPs and tier one systems integrators. We achieved success driving 23% growth in channel bookings in FY ''09 but realized there is an additional opportunity. In FY ''09 we more than doubled the number of partners to approximately 4,500 and our advanced business partner category grew from less than 100 to 350 global partners. We also provided over 2,800 partner training days and increased the number of technicians, engineers and architects that are Red Hat certified in the channel to 2,400.

Now looking at fiscal 2010, our key strategic initiatives are designed to strengthen our long-term growth profile and gain market share in the face of a turbulent macro economic environment. First, we will drive for broader mainstream adoption like expanding our marketing and commercial capabilities around our award winning solutions to address this enormous market opportunity. Second, we will drive for free-to-paid conversions with programs to encourage users without Red Hat subscriptions into our subscription-based value offerings the number of companies trying and experimenting with open source software towards the number buying subscriptions from us.

In other words, there''s a huge market opportunity. No new hardware sales are needed. We are tuning our marketing and sales messages to inform and attract these companies. We have also designed programs to educate our customers on the value and terms of Red Hat subscriptions and ensure compliance with these terms. In Q4 we closed two large deals, one of which was a multi-year, multi-million dollar deal that represented our largest conversion from free-to-paid as well as a six figure conversion deal with another customer. Our third initiative is to further enhance our routes to market distribution model. As I mentioned earlier, we''ve had good success over the last two years with our channels business. In FY ''10 we will continue to build out the channels including a focus on systems integrators and ISVs and relative processes and systems improvement to better scale this part of our business. The fourth and final initiative is to execute on our technology roadmap to enable us to maintain our technology leadership position and drive future sales. For example, bringing the new virtualization offerings to market, as I mentioned earlier, we believe begins to change the game in the virtualization market.

In summary, we are pleased with our fiscal 2009 results in which we clearly gained market share and we remained positive on our outlook for fiscal 2010. There is no doubt that we must operate in the challenging macroeconomic environment that lies ahead, but still based on what we see today, with no debt, a strong cash position, and a contemporary business model based on a recurring subscription model we feel that we are in a good spot to continue investing to strengthen our market position and our long-term growth. The guidance that Charlie will give includes double digit revenue growth, as well as operating margin expansion.

Finally, I want to thank our 2,900 employees for their tireless efforts that delivered these results, and I am confident that they will remain keenly focused on our customers and stakeholders which will further elevate our market leadership position during FY 2010. With that, let me turn the call over to Charlie who will review our financial results and provide additional details on our outlook for fiscal year 2010.

Charles Peters – Chief Financial Officer

Thank you, Jim. We are pleased with our strong finish of fiscal year 2009. Through a combination of consistent sales effort, good operational execution and focused cost management, we performed well across all products and geographies. Last week you got near full about foreign exchange rate volatility from other software companies, so I won''t take a lot of time covering the same ground. Suffice it to say, that with about 47% of our revenue outside the U.S. the dramatic weakening of foreign currencies versus the U.S. dollar since September of 2008 masks the underlying Q3 and Q4 growth rates in local currencies. Nevertheless, our performance this year enabled us to deliver strong financial results, despite the difficult economic environment. These results are highlighted by 25% annual revenue growth, strong growth in operating cash flow, stronger growth in free cash flow, and much stronger growth in both, on view on a per share basis.

Double-digit growth in full year non-GAAP EPS with fourth quarter EPS coming in $0.02 higher than the top of our guidance range. Our results demonstrate once again how our subscription-based recurring revenue model provides superior visibility and predictability for our investors. Turning to the details of our fourth quarter performance, let''s start with bookings and billings, which both set new quarterly records at more than $200 million each. It was also the first time ever that quarterly billings exceeded $200 million. The breadth, depth and geographic diversity of our business was impressive. The strength was broad with thousands of new customers, and deep with many large deals. Here is some color of our top 30 deals. Three were greater than $5 million. 18 were greater than $1 million and over 70% included RHEL advanced platform, that''s RHEL AP and over 30% of the deals had a JBoss component. We also achieved another milestone in Q4 closing over 100 deals greater than $250,000, clearly gaining market share and demonstrating that we are the Linux platform of choice in the enterprise.

I''m asked frequently how our business grows faster than the server growth rate published by certain industry analysts. Here is why. We saw role on mainframes, PCs, workstations, and devices as well as servers. On the server side, our penetration on Blade is disproportionately high and faster growing than servers generally. In addition, many of our customers put our software on their existing hardware, which clearly eliminates the need for a new hardware sale, any new hardware sale at all. And finally, we continue to make progress in our efforts to attract users of Linux that are not Red Hat subscribers, or so-called free-to-pay initiative including conversion from less committed Linux distributions. Again, no new hardware is required. As Jim mentioned earlier, we had two large free-to-paid deals this quarter, one of which made it into our top 30. And of course, we are also experiencing good growth in middleware and management products that is unrelated to hardware sales.

Back to bookings, our Q4 bookings mix was 56% from the Channel and 44% came from direct sales versus a 55:45 split in Q3. The trend of increasing Channel bookings to the highest percent in nearly two years reflects the progress we have made on our key initiatives to build out this route to market as Jim discussed earlier. Geographically, 57% of bookings came from the Americas, 28% from EMEA, and 15% from APAC. There was broad global demand but weak currency rates, particularly in Asia skew the APAC percent down a little. By now it should be clear that our business is solid. However, as I have done in the past, I will add a few additional year end statistics on bookings that would help further demonstrate the point, including some statistics which I have not disclosed before. To be clear, similar to prior years we will not be updating these statistics on a quarterly basis.

First, we had another year of record bookings which after our normal Q4 to Q1 decline grew sequentially every quarter thereafter. Our off balance sheet backlog that is the portion of customer contracts to be billed in the future, grew sequentially and at a higher rate every quarter this year. The balance now exceeds $190 million, up over 50%, from the balance we reported at last yearend.

This sizable backlog along with our deferred revenue balance provides us with better visibility into near-term future performance than many of our peers. Q4 billings were $206 million, an 11% increase over the prior year. On a rolling four quarter average, billings were $188 million, an 18% increase over the prior year fourth quarter average. Billings are calculated by adding revenue to the change in deferred revenue shown on the cash flow statement, which excludes the impact of foreign exchange rates on deferred revenue.

Now, let''s talk about our financial performance starting with revenue. Fourth quarter revenue was $166.2 million, inline with guidance, and 18% higher than last year. Quarterly subscription revenue was $139 million, up 14% from last year. Subscription revenue, which is a recurring revenue stream constituted 84% of total revenue in Q4. Quarterly training and services revenue was $27 million, up 37% as a result of Amentra and growth in our consulting engagements. The sequential decline from Q3 related to the holiday season, which was slightly larger than expected, was likely exacerbated by the effects of the macro economy on training spending. However, we were able to adjust our own expenses down as well, which resulted in improved training margins for the quarter. We continue to be pleased with the quality and the value of our customer training and we were recently recognized as the sole leader in the IDC market space, worldwide IT education, and training 2009 vendor analysis, beating out all other large software vendors. Nearly 38,000 Red Hat certified engineers have been certified by us since we launched the program in 1999.

Continuing on down the income statement, on a non-GAAP basis, excluding stock compensation and amortization expense, overall gross margin was 86% for Q4 essentially unchanged from Q4, last year. Subscription gross margin improved 60 basis points over the year to approximately 94% while training and services gross margin improved approximately 280 basis points from Q4 last year, driven mainly by better utilization and higher gross margins from the Amentra business. Q4 non-GAAP operating expense came in at $103 million, less than a $1 million increase from last quarter. This expense management is the result of actions we started in August to put a more intense focus on discretionary items and to look for innovative ways to reduce expenses while still maintaining investments in our business. It is also partially a result of the process and system improvements, we made earlier in the year and which are continuing.

Weak foreign currencies also reduced expenses compared to Q3 by approximately $600,000, principally in R&D. One example of an innovative expense saving was a highly successful full day virtual trade show we held for our middleware business. At a significantly lower cost than a traditional trade show, we were able to attract more than 2,500 individuals to learn more about our offerings. Q4 non-GAAP operating income was $40 million, increasing 27% compared to last year. This represents an operating margin of 23.9%. It is 180 basis points better than last year and 70 basis points better than last quarter. Moving on, other income net, which is attributable primarily to investment income, was $5 million, inline with our guidance but substantially lower than last year and last quarter both of which included one-time gains and higher interest income.

Our non-GAAP tax rate, which reflects actual cash taxes that we expect to pay, is still approximately 5%. Our non-GAAP diluted earnings per share were $0.22, which was $0.02 better than the high-end of our guidance range for the quarter. To briefly address highlights for the income statement for the full year, revenue grew to $653 million, a 25% increase. Subscription revenue grew to $541 million, an increase of 20%. Non-GAAP operating income grew to $148 million, an increase of 24%. Other income, which is primarily interest income fell $15 million to $39 million as we used cash for acquisitions and to buy back Red Hat stock and retire all of our convertible bonds. And of course the substantial decline of interest rates also was a major factor. The $15 million reduction in other income is comprised of a drop of $20 million in net interest income, which is partially offset by other gains. As I talk about cash flow later, keep in mind that interest income is included in operating cash flow and other gains are not. Non-GAAP EPS for the full year was $0.86, an increase of 12%.

Now let''s turn to the balance sheet and the cash flow statement. We ended the year with $846 million in cash and investments after redeeming all $570 million of our convertible bonds and repurchasing 2.9 million shares of our common stock over the course of the fiscal year. We are now debt free, and we have eliminated approximately 22 million diluted shares or over 10%. DSO was 57 days versus 60 days last year, and we are very pleased with the consistency of this metric. As a reminder, since days sales outstanding is traditionally a measure of receivables versus billings, our DSO calculation includes revenue plus the change in deferred revenue. Total deferred revenue at quarter end was $543 million, an increase of $70 million or 15% over the prior yearend. The increase was $43 million in current deferred revenue and $27 million in long-term deferred revenue. Excluding the foreign currency rate change the year-over-year change in deferred revenue was actually $98 million which you can find on the statement of cash flows.


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