Marin Software Announces First Quarter 2023 Financial Results

SAN FRANCISCO--(BUSINESS WIRE)--Marin Software Incorporated (NASDAQ: MRIN), a leading provider of digital marketing software for performance-driven advertisers and agencies, today announced financial results for the first quarter ended March 31, 2023.

“Marketing faces increasing complexity and the only way to excel is with automation,” said Chris Lien, Marin Software’s Chairman and CEO. “The new Scripts tools complement our powerful no-code solutions to give advertisers a competitive edge.”

First Quarter 2023 Product Highlights:

• Introduced MarinOne Scripts, enabling users to leverage the power of Python to create customized solutions for reporting, management, and optimization to boost performance and save time. With Scripts, advertisers can change an object’s status, set campaign budgets, set bids, tag dimensions, and much more.
• Launched MarinConnect, a reporting-focused solution for advertisers looking to collect their performance marketing data from a variety of sources and send to data warehouses, BI Tools, and spreadsheets.
• Added support for Google Analytics 4 in order to prepare for the upcoming migration away from Universal Analytics.
• Introduced Priority Campaigns to Budget Optimizer, allowing advertisers to allocate fixed budgets to specific campaigns, making it easier to prioritize spend for specific initiatives like Branded campaigns.
• Launched Find and Replace for Ads, giving advertisers another tool to edit ads at scale across accounts. This functionality can save time and effort when adjusting seasonal or promotional messaging on large campaigns or ads with many different assets, such as RSAs.
• Added the Copy tool to MarinOne, giving users the ability to copy objects, including campaigns, groups, keywords, and placements.
• Simplified audience targeting on Meta campaigns with customizable Interest Clusters that allow advertisers to reuse groups of Interests across Ad Sets and Campaigns.
• Added Impression Share and Impression Rank data for Amazon Campaigns, allowing advertisers to optimize based on these share of voice metrics.
• Added the ability to white label MarinOne, enabling customers to upload their own logo for improved client or management reporting.
• Enhanced URL builder to work across publishers and enhanced customer parameters to simplify and reduce errors in URL tagging.
• Expanded charting options to include stacked bar charts. Stacked bar charts allow users to stack metrics to see how allocations across objects have changed over time.
• Streamlined View Builder to show only the columns relevant to the publishers that have been linked to a specific account.

First Quarter 2023 Financial Updates:

• Net revenues totaled $4.6 million, a year-over-year decrease of 11% when compared to $5.2 million in the first quarter of 2022.
• GAAP loss from operations was ($6.0) million, resulting in a GAAP operating margin of (130%), as compared to a GAAP loss from operations of ($5.3) million and a GAAP operating margin of (103%) for the first quarter of 2022.
• Non-GAAP loss from operations was ($5.0) million, resulting in a non-GAAP operating margin of (109%), as compared to a non-GAAP loss from operations of ($4.3) million and a non-GAAP operating margin of (84%) for the first quarter of 2022.
• Cash and cash equivalents were $23.7 million in the aggregate at March 31, 2023.

Reconciliations of GAAP to non-GAAP financial measures have been provided in the financial statement tables included in this press release. An explanation of these measures is also included below, under the heading “Non-GAAP Financial Measures.”

Financial Outlook:

Marin is providing guidance for its second quarter of 2023 as follows:

Forward-Looking Guidance
In millions
	Range of Estimate
	From			To
Three Months Ending June 30, 2023
Revenues, net	$	4.0		$	4.3
Non-GAAP loss from operations		(5.6	)		(5.3	)

Non-GAAP loss from operations excludes the effects of stock-based compensation, amortization of internally developed software, impairment of long-lived assets, capitalization of internally developed software, non-recurring costs associated with restructurings, and certain professional fees that the Company has incurred in responding to third-party subpoenas that the Company has received related to governmental investigations of Google and Facebook.

Additionally, the Company does not reconcile its forward-looking non-GAAP loss from operations, due to variability between revenues and non-cash items such as stock-based compensation. The GAAP loss from operations includes stock-based compensation expense, which is affected by hiring and retention needs, as well as the future price of Marin’s stock. As a result, a reconciliation of the forward-looking non-GAAP financial measures to the corresponding GAAP measures cannot be made without unreasonable effort.

Quarterly Results Conference Call

Marin Software will host a conference call today at 2:00 PM Pacific Time (5:00 PM Eastern Time) to review the Company’s financial results for the quarter ended March 31, 2023, and its outlook for the future. To access the call, please dial [phone] in the United States or [phone] internationally with reference to conference ID 22026664. A live webcast of the conference call will be accessible at https://viavid.webcasts.com/starthere.jsp?ei=1609434&tp_key=f0beb41e28. Following the completion of the call through 11:59 p.m. Eastern Time on May 11, 2023, a recorded replay will be available on the Company’s website at http://investor.marinsoftware.com/ and a telephone replay will be available by dialing [phone] in the United States or [phone] internationally with the recording access code 22026664.

About Marin Software

Marin Software Incorporated’s (NASDAQ: MRIN) mission is to give advertisers the power to drive higher efficiency and transparency in their paid marketing programs that run on the world’s largest publishers. Marin Software provides enterprise marketing software for advertisers and agencies to integrate, align, and amplify their digital advertising spend across the web and mobile devices. Marin Software offers a unified SaaS advertising management platform for search, social, and eCommerce advertising. The Company helps digital marketers convert precise audiences, improve financial performance, and make better decisions. Headquartered in San Francisco with offices worldwide, Marin Software’s technology powers marketing campaigns around the globe. For more information about Marin Software, please visit www.marinsoftware.com.

Non-GAAP Financial Measures

Marin uses certain non-GAAP financial measures in this release. Marin uses these non-GAAP financial measures internally in analyzing its financial results and believes they are useful to investors, as a supplement to GAAP measures, in evaluating its ongoing operational performance. Marin believes that the use of these non-GAAP financial measures provides an additional tool for investors to use in evaluating ongoing operating results and trends and in comparing our financial results with other companies in our industry, many of which present similar non-GAAP financial measures to investors. Non-GAAP financial measures that Marin uses may differ from measures that other companies may use.

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

Non-GAAP expenses, measures and net loss per share. Marin defines non-GAAP sales and marketing, non-GAAP research and development, non-GAAP general and administrative, non-GAAP gross profit, non-GAAP operating loss and non-GAAP net loss as the respective GAAP balances, adjusted for stock-based compensation, amortization of internally developed software and intangible assets, impairment of goodwill and long-lived assets, non-cash expenses related to debt agreements, capitalization of internally developed software, CARES Act employee retention credit, non-recurring costs associated with restructurings, and certain professional fees that the Company has incurred in responding to third-party subpoenas that the Company has received related to governmental investigations of Google and Facebook. Non-GAAP net loss per share is calculated as non-GAAP net loss divided by the weighted average shares outstanding.

Adjusted EBITDA. Marin defines Adjusted EBITDA as net loss, adjusted for stock-based compensation expense, depreciation, amortization of internally developed software and intangible assets, capitalization of internally developed software, impairment of goodwill and long-lived assets, benefit from or provision for income taxes, CARES Act employee retention credit, other income, net, non-recurring costs associated with restructurings, and certain professional fees that the Company has incurred in responding to third-party subpoenas that the Company has received related to governmental investigations of Google and Facebook. These amounts are often excluded by other companies to help investors understand the operational performance of their business. The Company uses Adjusted EBITDA as a measurement of its operating performance because it assists in comparing the operating performance on a consistent basis by removing the impact of certain non-cash and non-operating items. Adjusted EBITDA reflects an additional way of viewing aspects of the operations that Marin believes, when viewed with the GAAP results and the accompanying reconciliations to corresponding GAAP financial measures, provide a more complete understanding of factors and trends affecting its business.

Forward-Looking Statements

This press release contains forward-looking statements including, among other things, statements regarding Marin’s business, impact of investments in product and technology on future operating results, the increasing complexity in marketing, progress on product development efforts, product capabilities, advertiser and customer behavior, and future financial results, including its outlook for the second quarter of 2023. These forward-looking statements are subject to the safe harbor provisions created by the Private Securities Litigation Reform Act of 1995. Actual results could differ materially from those projected in the forward-looking statements as a result of certain risk factors, including but not limited to the amount of digital advertising spend managed by our customers using our products; the extent of customer acceptance, adoption and usage of our MarinOne platform; the productivity of our personnel and other aspects of our business; our ability to maintain or grow sales to new and existing customers; any adverse changes in our relationships with and access to publishers and advertising agencies and strategic business partners, including any adverse changes in our revenue sharing agreement with Google; our ability to raise additional capital; our ability to manage expenses; the success of any investments that we may make in our engineering and sales and marketing teams; any lingering effects of the global outbreak of COVID-19 on demand for our products and services; our ability to retain and attract qualified management, technical and sales and marketing personnel; any delays in the release of updates to our product platform or new features or delays in customer deployment of any such updates or features; competitive factors, including but not limited to pricing pressures, entry of new competitors and new applications; quarterly fluctuations in our operating results due to a number of factors; inability to adequately forecast our future revenues, expenses, Adjusted EBITDA, cash flows or other financial metrics; delays, reductions or slower growth in the amount spent on online and mobile advertising and the development of the market for cloud-based software; progress in our efforts to update our software platform; our ability to maintain or expand sales of our solutions in channels other than search advertising; any slow-down in the search advertising market generally; any shift in customer digital advertising budgets from search to segments in which we are not as deeply penetrated; the development of the market for digital advertising; our ability to provide high-quality technical support to our customers; material defects in our platform including those resulting from any updates we introduce to our platform, service interruptions at our single third-party data center or breaches in our security measures; our ability to develop enhancements to our platform; our ability to protect our intellectual property; our ability to manage risks associated with international operations; the impact of fluctuations in currency exchange rates, particularly an increase in the value of the dollar; near term changes in sales of our software services or spend under management may not be immediately reflected in our results due to our subscription business model; our ability to maintain the listing of our common stock on the Nasdaq; and adverse changes in general economic or market conditions. These forward-looking statements are based on current expectations and are subject to uncertainties and changes in condition, significance, value and effect as well as other risks detailed in documents filed with the Securities and Exchange Commission, including our most recent report on Form 10-K, recent reports on Form 10-Q and current reports on Form 8-K, which we may file from time to time, and all of which are available free of charge at the SEC’s website at www.sec.gov. Any of these risks could cause actual results to differ materially from expectations set forth in the forward-looking statements. All forward-looking statements in this press release reflect Marin’s expectations as of May 4, 2023. Marin assumes no obligation to, and expressly disclaims any obligation to update any such forward-looking statements after the date of this release.

Marin Software Incorporated
Condensed Consolidated Balance Sheets
(On a GAAP basis)
	March 31,			December 31,
(Unaudited; in thousands, except par value)	2023			2022
Assets:
Current assets:
Cash and cash equivalents	$	23,716		$	27,957
Accounts receivable, net		4,054			4,521
Prepaid expenses and other current assets		1,653			2,016
Total current assets		29,423			34,494
Property and equipment, net		3,398			3,213
Right-of-use assets, operating leases		3,606			3,844
Other non-current assets		567			533
Total assets	$	36,994		$	42,084
Liabilities and Stockholders' Equity:
Current liabilities:
Accounts payable	$	1,208		$	1,011
Accrued expenses and other current liabilities		3,178			3,513
Operating lease liabilities		1,749			1,645
Total current liabilities		6,135			6,169
Operating lease liabilities, non-current		1,857			2,199
Other long-term liabilities		1,017			1,002
Total liabilities		9,009			9,370
Stockholders’ equity:
Common stock, $0.001 par value		17			17
Additional paid-in capital		357,055			355,996
Accumulated deficit		(328,117	)		(322,334	)
Accumulated other comprehensive loss		(970	)		(965	)
Total stockholders’ equity		27,985			32,714
Total liabilities and stockholders’ equity	$	36,994		$	42,084

Marin Software Incorporated
Condensed Consolidated Statements of Operations
(On a GAAP basis)
	Three Months Ended March 31,
(Unaudited; in thousands, except per share data)	2023			2022
Revenues, net	$	4,583		$	5,161
Cost of revenues		3,240			3,328
Gross profit		1,343			1,833
Operating expenses:
Sales and marketing		2,025			1,787
Research and development		2,942			2,917
General and administrative		2,336			2,469
Total operating expenses		7,303			7,173
Loss from operations		(5,960	)		(5,340	)
Other income, net		225			3,402
Loss before income taxes		(5,735	)		(1,938	)
Provision for income taxes		48			61
Net loss	$	(5,783	)	$	(1,999	)
Net loss per common share, basic and diluted	$	(0.34	)	$	(0.13	)
Weighted-average shares outstanding, basic and diluted		17,235			15,537

Marin Software Incorporated
Condensed Consolidated Statements of Cash Flows
(On a GAAP basis)
	Three Months Ended March 31,
(Unaudited; in thousands)	2023			2022
Operating activities:
Net loss	$	(5,783	)	$	(1,999	)
Adjustments to reconcile net loss to net cash used in operating activities
Depreciation		11			179
Amortization of internally developed software		419			542
Amortization of deferred costs to obtain and fulfill contracts		94			83
Forgiveness of Paycheck Protection Program loan		—			(3,117	)
Interest expense		—			3
Loss on disposals of property and equipment and right-of-use assets		—			1
Unrealized foreign currency losses		4			26
Stock-based compensation related to equity awards		1,032			857
Provision for bad debts		(279	)		20
Net change in operating leases		—			(134	)
Deferred income tax benefits		—			(83	)
Changes in operating assets and liabilities
Accounts receivable		734			291
Prepaid expenses and other assets		232			616
Accounts payable		194			(238	)
Accrued expenses and other liabilities		(350	)		(1,629	)
Net cash used in operating activities		(3,692	)		(4,582	)
Investing activities:
Purchases of property and equipment		—			(12	)
Capitalization of internally developed software		(579	)		(486	)
Net cash used in investing activities		(579	)		(498	)
Financing activities:
Repayment of Paycheck Protection Program loan		—			(203	)
Employee taxes paid for withheld shares upon equity award settlement		(10	)		(12	)
Proceeds from employee stock purchase plan, net		18			21
Net cash provided by (used in) financing activities		8			(194	)
Effect of foreign exchange rate changes on cash and cash equivalents and restricted cash		22			(27	)
Net decrease in cash and cash equivalents and restricted cash		(4,241	)		(5,301	)
Cash and cash equivalents and restricted cash:
Beginning of period		27,957			47,057
End of the period	$	23,716		$	41,756

Marin Software Incorporated
Reconciliation of GAAP to Non-GAAP Expenses
	Three Months Ended												Year Ended			Three Months Ended
	Mar 31,			Jun 30,			Sep 30,			Dec 31,			Dec 31,			Mar 31,
(Unaudited; in thousands)	2022			2022			2022			2022			2022			2023
Sales and Marketing (GAAP)	$	1,787		$	1,588		$	1,660		$	1,962		$	6,997		$	2,025
Less Stock-based compensation		(175	)		(157	)		(99	)		(165	)		(596	)		(165	)
Less Restructuring related expenses		—			—			—			—			—			—
Sales and Marketing (Non-GAAP)	$	1,612		$	1,431		$	1,561		$	1,797		$	6,401		$	1,860
Research and Development (GAAP)	$	2,917		$	2,980		$	3,034		$	2,901		$	11,832		$	2,942
Less Stock-based compensation		(224	)		(213	)		(303	)		(256	)		(996	)		(270	)
Less Restructuring related expenses		(36	)		(59	)		(76	)		—			(171	)		—
Plus Capitalization of internally developed software		512			408			449			397			1,766			579
Research and Development (Non-GAAP)	$	3,169		$	3,116		$	3,104		$	3,042		$	12,431		$	3,251
General and Administrative (GAAP)	$	2,469		$	2,545		$	2,923		$	2,459		$	10,396		$	2,336
Less Stock-based compensation		(334	)		(340	)		(405	)		(403	)		(1,482	)		(473	)
Less Restructuring related expenses		—			—			(78	)		—			(78	)		—
Less Third-party subpoena-related expenses		(72	)		(99	)		(198	)		(72	)		(441	)		(84	)
General and Administrative (Non-GAAP)	$	2,063		$	2,106		$	2,242		$	1,984		$	8,395		$	1,779

Marin Software Incorporated
Reconciliation of GAAP to Non-GAAP Measures
	Three Months Ended												Year Ended			Three Months Ended
	Mar 31,			Jun 30,			Sep 30,			Dec 31,			Dec 31,			Mar 31,
(Unaudited; in thousands)	2022			2022			2022			2022			2022			2023
Gross Profit (GAAP)	$	1,833		$	1,517		$	1,796		$	2,078		$	7,224		$	1,343
Plus Stock-based compensation		124			90			148			119			481			124
Plus Amortization of internally developed software		542			431			419			418			1,810			419
Plus Restructuring related expenses		17			—			—			—			17			—
Gross Profit (Non-GAAP)	$	2,516		$	2,038		$	2,363		$	2,615		$	9,532		$	1,886
Operating Loss (GAAP)	$	(5,340	)	$	(5,596	)	$	(5,821	)	$	(5,244	)	$	(22,001	)	$	(5,960	)
Plus Stock-based compensation		857			800			955			943			3,555			1,032
Plus Amortization of internally developed software		542			431			419			418			1,810			419
Plus Restructuring related expenses		53			59			154			—			266			—
Less Capitalization of internally developed software		(512	)		(408	)		(449	)		(397	)		(1,766	)		(579	)
Plus Third-party subpoena-related expenses		72			99			198			72			441			84
Operating Loss (Non-GAAP)	$	(4,328	)	$	(4,615	)	$	(4,544	)	$	(4,208	)	$	(17,695	)	$	(5,004	)
Net Loss (GAAP)	$	(1,999	)	$	(5,374	)	$	(5,736	)	$	(5,118	)	$	(18,227	)	$	(5,783	)
Plus Stock-based compensation		857			800			955			943			3,555			1,032
Plus Amortization of internally developed software		542			431			419			418			1,810			419
Plus Restructuring related expenses		53			59			154			—			266			—
Less Capitalization of internally developed software		(512	)		(408	)		(449	)		(397	)		(1,766	)		(579	)
Plus Third-party subpoena-related expenses		72			99			198			72			441			84
Less Forgiveness and repayment of Paycheck Protection Program loan		(3,320	)		—			—			—			(3,320	)		—
Net Loss (Non-GAAP)	$	(4,307	)	$	(4,393	)	$	(4,459	)	$	(4,082	)	$	(17,241	)	$	(4,827	)

Marin Software Incorporated
Calculation of Non-GAAP Earnings Per Share
	Three Months Ended												Year Ended			Three Months Ended
	Mar 31,			Jun 30,			Sep 30,			Dec 31,			Dec 31,			Mar 31,
(Unaudited; in thousands, except per share data)	2022			2022			2022			2022			2022			2023
Net Loss (Non-GAAP)	$	(4,307	)	$	(4,393	)	$	(4,459	)	$	(4,082	)	$	(17,241	)	$	(4,827	)
Weighted-average shares outstanding, basic and diluted		15,537			15,651			16,030			16,337			15,891			17,235
Non-GAAP net loss per common share, basic and diluted	$	(0.28	)	$	(0.28	)	$	(0.28	)	$	(0.25	)	$	(1.08	)	$	(0.28	)

Marin Software Incorporated
Reconciliation of Net Loss to Adjusted EBITDA
	Three Months Ended												Year Ended			Three Months Ended
	Mar 31,			Jun 30,			Sep 30,			Dec 31,			Dec 31,			Mar 31,
(Unaudited; in thousands)	2022			2022			2022			2022			2022			2023
Net Loss	$	(1,999	)	$	(5,374	)	$	(5,736	)	$	(5,118	)	$	(18,227	)	$	(5,783	)
Depreciation		179			199			57			12			447			11
Amortization of internally developed software		542			431			419			418			1,810			419
Provision for (benefit from) income taxes		61			75			105			64			305			48
Stock-based compensation		857			800			955			943			3,555			1,032
Capitalization of internally developed software		(512	)		(408	)		(449	)		(397	)		(1,766	)		(579	)
Restructuring related expenses		53			59			154			—			266			—
Other income, net		(3,402	)		(297	)		(190	)		(190	)		(4,079	)		(225	)
Third-party subpoena-related expenses		72			99			198			72			441			84
Adjusted EBITDA	$	(4,149	)	$	(4,416	)	$	(4,487	)	$	(4,196	)	$	(17,248	)	$	(4,993	)