MANAGEMENT’S
DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS
ITEM
2. MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS
The
following discussion contains various forward-looking statements. Although we believe that, in making any such statement, our
expectations are based on reasonable assumptions, any such statement may be influenced by factors that could cause actual outcomes
and results to be materially different from those projected. When used in the following discussion, the words “anticipates,”
“believes,” “expects,” “intends,” “plans,” “estimates” and similar
expressions, as they relate to us or our management, are intended to identify such forward-looking statements. These forward-looking
statements are subject to numerous risks and uncertainties that could cause actual results to differ materially from those anticipated.
Factors that could cause actual results to differ materially from those anticipated, certain of which are beyond our control,
are set forth herein and in Item 1A under the caption “Risk Factors” in our Annual Report on Form 10-K for the fiscal
year ended December 31, 2015.
Our
actual results, performance or achievements could differ materially from those expressed in, or implied by, forward-looking statements.
Accordingly, we cannot be certain that any of the events anticipated by forward-looking statements will occur or, if any of them
do occur, what impact they will have on us. We caution you to keep in mind the cautions and risks described in this document and
in our Annual Report on Form 10-K for the fiscal year ended December 31, 2015 and to refrain from attributing undue certainty
to any forward-looking statements, which speak only as of the date of the document in which they appear. We do not undertake to
update any forward-looking statement.
OVERVIEW
Cachet
Financial Solutions, Inc. (the “Company,” “Cachet,” “we,” “us,” “our”)
is a leading provider of software-as-a-service, or SaaS, financial technology, or fintech, solutions to the financial services
industry. We provide traditional financial institutions and alternative financial service, or AFS, providers with innovative mobile
and other solutions to enable them to offer a suite of leading-edge mobile financial services to their customers through the Internet,
or cloud-based, access. As a SaaS provider, we develop, host and maintain software solutions that we license to our clients. We
serve three primary markets in the United States: banks, credit unions and AFS providers, which includes providers of non-traditional
banking services such as reloadable prepaid cards and check cashing services. In the future, we intend to expand outside of the
United States, including Latin America and Europe, as opportunities present themselves.
We
have been expanding our suite of available fintech solutions. One of our recent solutions, Select Mobile™ Money, is an award-winning
prepaid mobile money platform that seamlessly links various mobile banking features with a prepaid debit card issued by financial
institutions or AFS providers. This solution enables card users, i.e., customers of our client financial institutions or AFS providers,
to conveniently manage their card accounts through an easy-to-use integrated mobile application, or app, with multiple features
that is downloaded onto their smart phone or tablet and, by adding a suite of available mobile financial services linked to their
card accounts, enhances the card’s usefulness and the cardholder’s mobile banking experience. For example, prepaid
cardholders using our application may deposit paper checks and direct payroll deposits into their prepaid card account, access
cash from their prepaid card account at any automated teller machine, or ATM, and check their prepaid card account balance and
transaction history. We believe that our Select Mobile Money solution is setting the industry standard for reloadable prepaid
mobile money solutions.
Our
Select Mobile Money solutions comprise two distinct mobile banking technology solutions: first, a white label mobile money platform
for larger financial institutions and AFS providers that already have a reloadable prepaid card program and wish to enhance it
by integrating a feature rich app; and second, an end-to-end reloadable prepaid card program, which we call Select Mobile Money-Express,
or SMM-X, offered to all banks, credit unions and AFS providers of all sizes that would like to deploy a complete reloadable prepaid
card program, comprising a prepaid debit card, an integrated mobile app and program management.
Our
Select Mobile Money solutions are designed to specifically meet the needs of millennials, the “unbanked” (those who
have no formal relationship with a bank or credit union, prefer not to use a traditional checking account, or who do not meet
the minimum balance required to avoid high bank fees) and the “under-banked” (those who have only a minimal relationship
with a bank or credit union). These solutions provide end-users with convenient and secure anywhere and anytime mobile access
via the Internet to a variety of convenient self-service mobile banking services through an easy-to-use integrated mobile application
with multiple features downloaded onto their smart phone or tablet and linked to a reloadable prepaid card. Both our white label
and our SMM-X prepaid mobile money solutions support advanced analytics, which we believe can help our clients gain a competitive
advantage by enhancing the prepaid cardholder experience and keeping their customers engaged. As a result, we are experiencing
a growing demand for these solutions by financial institutions and AFS providers.
As
of September 30, 2016, our business has historically focused on RDC solutions that enable financial institutions to provide their
customers with the ability to conveniently deposit their checks remotely anytime, anywhere. While we continue to offer these solutions,
we recently expanded our focus to include prepaid mobile money solutions. Our latest innovations are a mobile remote payment capture
solution, which we call Select Mobile™ NowPay, which enables enterprises to accept check payments submitted via their customers’
mobile devices, and our mobile account opening solution, which we call Select Mobile™ Account Opening, which streamlines
the account opening process by utilizing photo imaging to capture customer data and auto-populate an account opening application
form for checking, savings, credit card and other types of accounts.
CACHET
FINANCIAL SOLUTIONS, INC.
MANAGEMENT’S
DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS
The
table below sets forth (i) the number of products (including product enhancements) sold as of September 30, 2016 and 2015, and
(ii) the number of products (including product enhancements) that have been deployed or implemented by our clients for use by
their customers or products in respect of which we have completed our implementation and customization work and that have been
delivered to our clients for deployment as of September 30, 2016 and 2015:
|
|
As of September 30, 2016
|
|
|
As of September 30, 2015
|
|
|
|
Sold (1)
|
|
|
Deployed (2)
|
|
|
Sold (1)
|
|
|
Deployed (2)
|
|
RDC
|
|
|
732
|
|
|
|
535
|
|
|
|
459
|
|
|
|
349
|
|
Select Mobile Money White Label
|
|
|
45
|
|
|
|
14
|
|
|
|
25
|
|
|
|
4
|
|
SMM-X
|
|
|
5
|
|
|
|
—
|
|
|
|
4
|
|
|
|
—
|
|
Select Mobile Account Opening
|
|
|
5
|
|
|
|
1
|
|
|
|
3
|
|
|
|
1
|
|
Select Mobile NowPay
|
|
|
1
|
|
|
|
—
|
|
|
|
—
|
|
|
|
—
|
|
All Products
|
|
|
788
|
|
|
|
550
|
|
|
|
491
|
|
|
|
354
|
|
1.
|
Denotes
the total number of products and product enhancements sold as of a specific date, including products that are in the process
of being customized or implemented and products that have not yet been deployed by our clients for use by their customers.
We count each product enhancement as a separate product.
|
|
|
2.
|
Denotes
the total number of products and product enhancements sold as of a specific date that have been deployed or implemented by
our clients for use by their customers or products in respect of which we have completed our implementation and customization
work and that have been delivered to our clients for deployment as of such date. We count each product enhancement as a separate
product.
|
As
of September 30, 2016 and December 31, 2015, we had a total of 12 and nine clients who deployed our white label Select Mobile
Money solutions for use by their customers, respectively. As of September 30, 2016, we entered into contracts for the sale of
a total of five SMM-X solutions, which has not yet been implemented by our clients. However, we believe our SMM-X solution has
the potential to significantly increase our future revenues as our financial model for this solution is based principally on future
transaction and/or user fee components. As we begin to deploy these solutions for our clients, and as their customers in turn
utilize this application, we believe that the potential recurring revenue from transaction and/or user fee components will become
a significant source of revenue for us, and our Select Mobile Money solutions could potentially become the primary source of our
future revenue.
Revenues
Our
revenues are comprised of non-recurring revenue and recurring revenue.
Non-recurring
revenue consists of up-front implementation fees and fees from professional services. Up-front implementation fees are due upon
entering into a new contract for the initial setup of our solution. Fees from professional services may include fees charged for
any client customization services, development of interfaces requested by our clients, assistance with integration of our solutions
with our clients’ applications, dedicated client support services, advisory services to clients who choose to develop their
own interfaces and applications, and additional marketing support services requested by our clients. For our RDC solutions, we
also include in this category revenues from the sale of scanning and related equipment.
We
earn recurring revenue on a monthly basis from our clients’ customer transactions, monthly user fees charged per customer,
and/or hosting/maintenance fees charged to our clients. Recurring revenues arise only after the client has implemented one of
our solutions, whether prepaid mobile money, RDC, or mobile account opening. Recurring revenue varies depending on the specific
solution deployed, the fee arrangement negotiated with the client, the number of client customers that use the application, the
type of user transaction and the volume of user transactions. Recurring revenue from our white label prepaid mobile money solutions
vary by client and typically comprise of a monthly hosting fee and a monthly active user fee charged based on the number of customers
that open the application. Although we do not currently charge user transaction fees for this solution, in the future we may introduce
new features into this solution which may have a transaction fee revenue component. Recurring revenue from our RDC solutions vary
by client and typically comprise of a monthly hosting/maintenance fee, a monthly user fee we charge our client for each customer
that has signed up for this service, and transaction fees which vary based on the type of service and the number of checks deposited
using this service. Recurring revenue from our Select Mobile NowPay solutions are expected to comprise of a monthly hosting fee
and transaction fees based on the number of payments received using this service. Recurring revenue from our Select Mobile Account
Opening solutions is expected to comprise of a monthly hosting fee and transaction fees based on the number of new accounts applications
made using this service.
CACHET
FINANCIAL SOLUTIONS, INC.
MANAGEMENT’S
DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS
Critical
Accounting Policies
Set
forth below is a summary of the critical accounting policies applied in the preparation of our condensed consolidated financial
statements.
Revenue
Recognition
We
generate revenue from the following sources:
|
●
|
up-front
implementation fee;
|
|
|
|
|
●
|
professional
service fees; and
|
|
|
|
|
●
|
recurring
revenue, comprising of monthly hosting/maintenance fee, monthly user fees and transaction fees.
|
We
commence revenue recognition for fees earned on our SaaS fintech solutions and services when all of the following criteria are
met:
|
●
|
there
is persuasive evidence of an arrangement;
|
|
|
|
|
●
|
the
service has been or is being provided to the client;
|
|
|
|
|
●
|
collection
of the fees is reasonably assured; and
|
|
|
|
|
●
|
the
amount of fees to be paid by the client is fixed or determinable.
|
Up-Front
Implementation Fees
The
up-front implementation fees are recognized over the term of the contract or expected life of the contract where no contractual
term exists. Generally, client agreements are entered into for 12 to 36 months. A majority of the implementation service component
of the arrangement with clients is performed within 120 days of entering into a contract with the customer.
Professional
Services Fee
Fees
from professional services may include fees charged for any client customization services, development of interfaces requested
by our clients, assistance with integration of our solutions with our client’s applications, dedicated client support services,
advisory services to clients who choose to develop their own interfaces and applications, and additional marketing support services
requested by our clients. Professional services are typically performed within three to six months of entering into an arrangement
with the customer. Professional services are typically sold on a fixed-fee basis, but are also offered on a time-and-material
basis. Revenue for time-and-material arrangements is recognized as the services are performed. Revenue for professional services
is recognized under a percent of completion method matching the revenue with the costs of the computer programmer’s time.
We use internal milestones to estimate the costs and related percent of completion. Professional services are not considered essential
to the functionality of our SaaS solutions. For our RDC solutions, we also include in this category revenues from the sale of
scanning and related equipment.
In
determining whether professional services can be accounted for separately from other services, we consider the availability of
the professional services from other vendors, the nature of our professional services and whether we sell our solutions to new
clients without professional services.
Recurring
Revenue
Recurring
revenue is billed on a monthly basis, and comprises hosting/maintenance fees charged to our clients, user fees charged per customer,
and transaction fees based on our client’s customer transactions. Recurring revenue arises only after the client has implemented
one of our solutions, whether RDC, Select Mobile Money, Select Mobile NowPay or Select Mobile Account Opening. Recurring revenue
varies depending on the specific solution deployed, the fee arrangement negotiated with the client, the number of client customers
that use the application (and, in the case of our prepaid mobile money application, the type of service used), and the volume
of monthly user transactions.
Recurring
revenue is recognized monthly based on the terms of the specific client agreement, commencing on the date the service is provisioned
to the client, provided the four revenue recognition criteria have been satisfied. Hosting/maintenance fees and user fees are
recognized on a monthly basis as earned under the terms of the client agreement provided the four revenue recognition criteria
have been satisfied. Transaction volume fees are recognized as transactions are processed provided the four revenue recognition
criteria have been satisfied.
Multiple
Element Arrangement
We
enter into multiple element arrangements in which a client may purchase a solution and professional services. For arrangements
with multiple deliverables, we evaluate whether the individual deliverables qualify as separate units of accounting. In order
to treat deliverables in a multiple element arrangement as separate units of accounting, the deliverables must have standalone
value upon delivery. If the deliverables have standalone value upon delivery, we account for each deliverable separately and revenue
is recognized for the respective deliverables as they are delivered. If one or more of the deliverables does not have standalone
value upon delivery, the deliverables that do not have standalone value are combined with the final deliverable within the arrangement
and treated as a single unit of accounting.
CACHET
FINANCIAL SOLUTIONS, INC.
MANAGEMENT’S
DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS
We
determine the selling price for each element based on the selling price hierarchy of: (i) vendor-specific objective evidence of
fair value, or VSOE, (ii) third-party evidence, or TPE, and (iii) estimated selling price, or ESP. We are unable to establish
VSOE for any of our services, as we have not historically priced our solutions or services with sufficient consistency. We are
unable to establish TPE, as we do not have sufficient information regarding pricing of third-party solutions and professional
services similar to our offerings. As a result, we have developed estimates of selling prices based on margins established by
our senior management as the targets in our selling and pricing strategies after considering the nature of the services, the economic
and competitive environment, and the nature and magnitude of the costs incurred. The amount of arrangement fee allocated to a
single unit of accounting is limited by any contingent revenue, if applicable.
Cost
of Revenue
Cost
of revenue primarily consists of costs related to developing, implementing, hosting and supporting our cloud-based solutions and
services, including our RDC solutions and our prepaid mobile money solutions, providing client support, data communications expense,
salaries and benefits and non-cash stock compensation expense of operations and support personnel, software development fees,
software license fees, amortization expense associated with acquired developed technology assets, and property and equipment depreciation
of fixed assets used in the generation of revenue. Cost of revenue also includes the cost of professional services we procure
externally, including for the services we procure from our external programming consultants in Toronto, Canada. These external
programming consultants are dedicated primarily to our prepaid mobile money solutions and other select development projects. We
do not track or allocate cost of revenues to the different solutions or services we sell or to our specific revenue sources, except
for the cost of professional services we incur externally including for the services we procure from our external programming
consultants in Toronto, Canada.
Deferred
Revenue
Deferred
revenue consists of billings and payments received in advance of revenue recognition from any of the solutions and services we
offer and is recognized as the revenue recognition criteria are met. We typically invoice our clients monthly and, in certain
limited cases, on an annual basis. Accordingly, the deferred revenue balance does not represent the total contract value of our
multi-year client agreements. Deferred revenue also includes certain deferred professional services fees, which are recognized
in accordance with our revenue recognition policy. The portion of deferred revenue we expect to recognize during the succeeding
12-month period is recorded as current deferred revenue, and the remaining portion is recorded as non-current.
Goodwill
Goodwill
represents the excess purchase price over the appraised value of the portion of identifiable assets acquired in a previous acquisition.
Goodwill is not amortized but is reviewed at least annually for impairment, or between annual dates if a change in circumstances
indicates that an impairment could exist. Our management performs its annual impairment test at the close of each fiscal year,
and considers several factors in evaluating goodwill for impairment, including our current financial position and results, general
economic and industry conditions and legal and regulatory conditions.
Impairment
of Long-Lived Assets, Including License Agreements
We
review our long-lived assets for impairment whenever events or changes in circumstances indicate that the carrying amount of an
asset may not be recoverable. Recoverability of assets to be held and used is measured by a comparison of the carrying amount
of an asset to future undiscounted cash flows expected to be generated by the asset. If such assets are considered to be impaired,
the impairment to be recognized is measured by the amount by which the carrying amount of the assets exceeds the fair value of
the assets. In determining any impairment losses, we review all circumstances, including the undiscounted cash flows expected
to be derived from those contracts going forward.
Recent
Accounting Pronouncements
In
January 2016, the FASB issued ASU 2016-01, “Recognition and Measurement of Financial Assets and Financial Liabilities,”
which requires that most equity instruments be measured at fair value, with subsequent changes in fair value recognized in net
income. The pronouncement also impacts the financial liabilities under the fair value option and the presentation and disclosure
requirements for financial instruments. The ASU does not apply to equity method investments or investments in consolidated subsidiaries.
The revised guidance is effective for fiscal years, and for interim periods within those fiscal years, beginning after December
15, 2017, with early adoption permitted and amendments to be applied as a cumulative-effect adjustment to the balance sheet in
the year of adoption. We are currently evaluating the impact of the ASU on our consolidated financial statements and disclosures.
CACHET
FINANCIAL SOLUTIONS, INC.
MANAGEMENT’S
DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS
In
February 2016, the FASB issued ASU 2016-02 “Leases,” which sets out the principles for the recognition, measurement,
presentation and disclosure of leases for both lessees and lessors. The new guidance requires lessees to apply a dual approach,
classifying leases as either finance or operating leases based on the principle of whether or not the lease is effectively a financed
purchase by the lessee. This classification will determine whether lease expense is recognized based on an effective interest
method or on a straight-line basis over the term of the lease, respectively. A lessee is also required to record a right-of-use
asset and a lease liability for all leases with a term greater than 12 months, regardless of their classification. Leases with
a term of 12 months or less will be accounted for similar to existing guidance for operating leases. The new standard supersedes
the previous leasing standard. The standard is effective for fiscal years, and for interim periods within those fiscal years,
beginning after December 15, 2018. Early adoption is permitted. We are currently evaluating the impact of the ASU on our consolidated
financial statements and disclosures.
In
March 2016, the FASB issued ASU 2016-09, “Improvements to Employee Share-Based Payment Accounting.” This ASU affects
entities that issue share-based payment awards to their employees. The ASU is designed to simplify several aspects of accounting
for share-based payment award transactions, which include the income tax consequences, classification of awards as either equity
or liabilities, classification on the statement of cash flows and forfeiture rate calculations. The revised guidance is effective
for reporting periods beginning after December 15, 2016. Early adoption is permitted in any interim or annual period. We are currently
evaluating the impact of the ASU on our consolidated financial statements and disclosures.
In
June 2016, the FASB issued ASU 2016-13, “Financial Instruments – Credit Losses,” which introduces new guidance
for the accounting for credit losses on instruments within its scope. The new guidance introduces an approach based on CECL on
certain types of financial instruments and expands disclosure requirements regarding an entities assumptions, models and methods
for estimating CECL. Generally, the CECL and subsequent changes to the estimate will be reported in current earnings through an
allowance on the consolidated balance sheets. The revised guidance is effective for reporting periods beginning after December
15, 2019, including interim periods within those fiscal years. Early adoption is permitted for reporting periods beginning after
December 15, 2018. We are currently evaluating the impact of the ASU on our consolidated financial statements and disclosures.
In
August 2016, the FASB issued ASU 2016-15, “
Statement of Cash Flows,
” which is intended to reduce diversity
in practice in how certain cash receipts and cash payments are presented and classified in the consolidated statements of cash
flows by providing guidance on eight specific cash flow issues. The revised guidance is effective for fiscal years beginning after
December 15, 2017, including for interim periods within those fiscal years, and is to be applied retrospectively. Early adoption
is permitted. We are currently evaluating the impact of the ASU on our consolidated financial statements and disclosures.
Refer
to Note 1 “Nature of Operations and Summary of Significant Accounting Policies” to the accompanying condensed consolidated
financial statements for recent accounting pronouncements from previous years that will have a future effect on the Company’s
consolidated financial statements.
Results
of Operations: Three Months Ended September 30, 2016 and 2015
The
following table sets forth, for the periods indicated, certain unaudited consolidated statements of operation information:
|
|
Three Months Ended
|
|
|
|
|
|
|
|
|
|
(unaudited)
|
|
|
|
|
|
|
|
|
|
|
(In thousands)
|
|
September 30, 2016
|
|
|
% of Total Revenue
|
|
|
September 30, 2015
|
|
|
% of Total Revenue
|
|
|
$ Increase (Decrease)
|
|
|
% Increase (Decrease)
|
|
Revenue
|
|
$
|
2,307
|
|
|
|
100.0
|
%
|
|
$
|
1,030
|
|
|
|
100.0
|
%
|
|
$
|
1,277
|
|
|
|
124.0
|
%
|
Cost of revenue
|
|
|
1,334
|
|
|
|
57.8
|
%
|
|
|
945
|
|
|
|
91.7
|
%
|
|
|
389
|
|
|
|
41.2
|
%
|
Gross profit
|
|
|
973
|
|
|
|
42.2
|
%
|
|
|
85
|
|
|
|
8.3
|
%
|
|
|
888
|
|
|
|
1,044.7
|
%
|
Sales and marketing expenses
|
|
|
1,015
|
|
|
|
44.0
|
%
|
|
|
734
|
|
|
|
71.3
|
%
|
|
|
281
|
|
|
|
38.3
|
%
|
Research and development expenses
|
|
|
479
|
|
|
|
20.8
|
%
|
|
|
488
|
|
|
|
47.4
|
%
|
|
|
(9
|
)
|
|
|
(1.8
|
)%
|
General and administrative expenses
|
|
|
1,191
|
|
|
|
51.6
|
%
|
|
|
1,035
|
|
|
|
100.5
|
%
|
|
|
156
|
|
|
|
15.1
|
%
|
Total operating expenses
|
|
|
2,685
|
|
|
|
116.4
|
%
|
|
|
2,257
|
|
|
|
219.1
|
%
|
|
|
428
|
|
|
|
19.0
|
%
|
Operating loss
|
|
|
(1,712
|
)
|
|
|
(74.2
|
)%
|
|
|
(2,172
|
)
|
|
|
(210.9
|
)%
|
|
|
460
|
|
|
|
(21.2
|
)%
|
Interest expense and other non-cash financing charges
|
|
|
2,482
|
|
|
|
107.6
|
%
|
|
|
168
|
|
|
|
16.3
|
%
|
|
|
2,314
|
|
|
|
1,377.4
|
%
|
Mark-to-market warrant and debt (income) expense
|
|
|
(108
|
)
|
|
|
(4.7
|
)%
|
|
|
4,624
|
|
|
|
448.9
|
%
|
|
|
(4,755
|
)
|
|
|
(102.8
|
)%
|
Other income
|
|
|
(33
|
)
|
|
|
(1.4
|
)%
|
|
|
—
|
|
|
|
—%
|
|
|
|
(33
|
)
|
|
|
—
|
%
|
Net loss
|
|
$
|
(4,053
|
)
|
|
|
(175.7
|
)%
|
|
$
|
(6,964
|
)
|
|
|
(676.1
|
)%
|
|
$
|
2,934
|
|
|
|
(42.1
|
)%
|
CACHET
FINANCIAL SOLUTIONS, INC.
MANAGEMENT’S
DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS
Revenues
Total
revenues for the three months ended September 30, 2016 increased by approximately 124%, or $1.3 million, to $2.3 million, when
compared to $1.0 million for the same period in the prior year. The increase was primarily due to an increase in recurring revenue
from our RDC solutions, which increased by approximately 75%, or approximately $521,000, from approximately $697,000 for the three
months ended September 30, 2015 to $1.2 million for the three months ended September 30, 2016, primarily due to an increase in
the number of our RDC products (including product enhancements) that were deployed by our clients for use by their customers from
41 during the three months ended September 30, 2015 to 55 during the three months ended September 30, 2016, an increase of approximately
34%, and an increase in RDC transactions processed, which increased by approximately 52% from the third quarter of the prior year.
Recurring revenue from our white label Select Mobile Money solutions increased by approximately 85%, or approximately $46,000,
from approximately $54,000 for the three months ended September 30, 2015 to approximately $100,000 for the three months ended
September 30, 2016 and recurring revenues from our Select Mobile Account Opening solution increased approximately 83%, or 79,000,
from approximately $96,000 for the three months ended September 30, 2015 to approximately $175,000 for the three months ended
September 30, 2016.
Revenue
from professional services increased by approximately 1051%, or approximately $537,000, from approximately $51,000 for the three
months ended September 30, 2015 to approximately $588,000 for the three months ended September 30, 2016, and revenue from up-front
implementation fees increased by approximately 71%, or approximately $93,000, from approximately $132,000 for the three months
ended September 30, 2015 to approximately $225,000 for the three months ended September 30, 2016. The increase in revenue from
professional services is primarily attributable to our new customers requesting more customization. The increase in up-front implementation
fees is primarily due to the new implementation fees being amortized into revenue and the acceleration of previously deferred
revenue recognized as a result of the implementation of an upgraded product for certain of our customers, partially offset by
the completion of the amortization into revenue of historical implementation fees received in respect of products sold in prior
periods. During the three months ended September 30, 2016 we sold approximately 102 RDC and white label Select Mobile Money products
(including product enhancements), as compared to approximately 47 products sold during the third quarter of 2015.
During
the three months ended September 30, 2016:
|
●
|
Approximately
65% of our total revenue was generated from recurring revenue, which are revenues from our client’s customer transactions,
monthly user fees charged per customer, and hosting/maintenance fees charged to our clients, as compared to approximately
82% during the same period in the prior year;
|
|
|
|
|
●
|
Approximately
25% of our total revenue represents revenue from professional services, primarily related to customization development work
performed as part of implementing relating to our RDC and Select Mobile Money solutions, as compared to approximately 5% during
the same period in the prior year; and,
|
|
|
|
|
●
|
approximately
10% of our total revenue represents up-front implementation fees, as compared to approximately 13% during the same period
in the prior year.
|
Cost
of Revenues
Cost
of revenues for the three months ended September 30, 2016 was $1.3 million, an increase of approximately 41%, or $389,000, compared
to approximately $945,000 for the three months ended September 30, 2015. Non-cash stock compensation expense included in cost
of revenues was approximately $14,000 and $17,000 for the three months ended September 30, 2016 and 2015, respectively. Excluding
non-cash stock compensation expense, total cost of revenues increased approximately $392,000 for the three months ended September
30, 2016. Cost of revenue during the three months ended September 30, 2016 consisted primarily of our costs of deploying and supporting
our RDC solutions, and to a more limited extent the cost of deploying and supporting our white label Select Mobile Money solutions.
During
the three months ended September 30, 2016, we experienced a decrease in amortization expense of approximately $30,000, due to
the impairment in 2015 of identified intangible assets from a previous acquisition. In addition, during the three months ended
September 30, 2016, we experienced an increase in the external cost of providing professional services of approximately $110,000,
or 202%, as compared to the three months ended September 30, 2015. This external cost of providing professional services are primarily
for the cost of services we procure from our external programming consultants in Toronto, Canada, who are dedicated primarily
to our prepaid mobile money solutions and other select development projects. We utilized these consultants more often during the
three months ended September 30, 2016 as compared to the three months ended September 30, 2015.
The
balance of approximately $312,000 of the increase in cost of revenues during the three months ended September 30, 2016, after
taking into account the decrease in non-cash stock compensation expense included in cost of revenues of approximately $3,000,
the decrease in amortization expense of approximately $30,000 and the increase in the external cost of providing professional
services of approximately $110,000 discussed above, was primarily due to an increase in the third party licensing costs of approximately
$227,000 and approximately $85,000 of data center support costs, each related to an increase in recurring revenue from our RDC
solutions and our white label Select Mobile Money solutions.
CACHET
FINANCIAL SOLUTIONS, INC.
MANAGEMENT’S
DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS
Our
overall support costs for our data center, excluding non-cash stock compensation expense, for the three months ended September
30, 2016 was approximately $695,000, compared to approximately $610,000 for the same period in 2015. As a percentage of total
revenue, the data center costs were approximately 30% in the third quarter of 2016, compared to approximately 59% in the third
quarter of 2015. As our revenues increase, we are experiencing economies of scale related to our data center costs.
As
a result of our investment in fixed costs to support current and expected future operations, and the relatively early stage of
recurring revenue generation across all product lines, the reported gross profit may not be representative of our operating model
as the volume of transactions increases in the future. The variable component of our cost of revenue is expected to increase as
transaction volume increases. We also expect to continue to gain leverage on the fixed portion of our cost of operations as more
clients are brought online and generating revenue.
Operating
Expenses
Our
operating expenses consist of sales and marketing, research and development, and general and administrative expenses. Our total
operating expenses increased by approximately 19%, or $427,000 to $2.7 million for the three months ended September 30, 2016,
from $2.3 million for the three months ended September 30, 2015. The increase in operating expenses during the three months ended
September 30, 2016 is attributable to increases in sales and marketing expenses and general and administrative expenses of approximately
$280,000 and $156,000, respectively, partially offset by a decrease in research and development expenses of approximately $9,000,
respectively.
Sales
and Marketing
Total
sales and marketing expenses increased approximately 38%, or $280,000, to approximately $1.0 million for the three months ended
September 30, 2016, from approximately $734,000 for the three months ended September 30, 2015. Non-cash stock compensation expense
included in sales and marketing expenses was approximately $47,000 and $27,000 for the three months ended September 30, 2016 and
2015, respectively. Excluding non-cash stock compensation expense, total sales and marketing expenses increased approximately
$260,000 for the third quarter of 2016.
The
overall increase in sales and marketing expenses (excluding non-cash compensation expense) was primarily due to hiring pursuant
to our efforts to build a robust national sales force. We currently anticipate our sales and marketing expenses will continue
to increase for 2016 compared to 2015 as we plan to hire additional sales associates during the remainder 2016, in an effort to
increase our sales efforts for all of our solutions and services. We may also experience increased sales and marketing expenses
as a result of higher levels of commission expense resulting from increased sales.
Research
and Development
Total
research and development expenses for the three months ended September 30, 2016 decreased approximately 2%, or $9,000, to approximately
$479,000 from approximately $488,000 for the three months ended September 30, 2015. Non-cash stock compensation expense included
in research and development expenses was approximately $12,000 and $24,000 for the three months ended September 30, 2016 and 2015,
respectively.
We
believe our research and development expenses will decrease for the year ended December 31, 2016, as compared to the year ended
December 31, 2015, because we have completed most of our research and development work on our prepaid mobile money solutions,
and we anticipate that our other projects under development, Select Mobile Account Opening and Select Mobile NowPay, will require
less research and development.
General
and Administrative
Total
general and administrative expenses increased approximately 15%, or $156,000, to $1.2 million for the three months ended September
30, 2016, from $1.0 million for the three months ended September 30, 2015. Non-cash stock compensation expense included in general
and administrative expenses was approximately $94,000 for the three months ended September 30, 2016 as compared to approximately
$80,000 for the three months ended September 30, 2015.
Excluding
the $14,000 increase in non-cash stock compensation expenses, we experienced an increase in employee and non-employee cash compensation
expense of approximately $53,000 and recruiting fees of approximately $62,000 due to increased hiring of employees and contract
labor within the finance department and other administrative positions. We also experienced a net increase of $26,000 in facilities,
travel, equipment and miscellaneous expenses for the three months ended September 30, 2016 as compared to the three months ended
September 30, 2015.
We
believe our general and administrative costs will increase slightly in 2016 as compared to 2015.
CACHET
FINANCIAL SOLUTIONS, INC.
MANAGEMENT’S
DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS
Interest
Expense and Non-Cash Financing Charges
Interest
expense and other non-cash financing expense for the quarter ended September 30, 2016 was $2.5 million compared to approximately
$168,000 for the quarter ended September 30, 2015, an increase of $2.3 million. The expenses in the third quarter of 2016 include
approximately $136,000 of cash interest expense related to the outstanding debt and capital lease obligations, approximately $656,000
of amortization of deferred financing fees and original issue discount, and $1.7 million related to issuing additional warrants
for short-term debt obligations. The expenses in the third quarter of 2015 included approximately $128,000 of cash interest expense
and approximately $40,000 of amortization of deferred financing fees.
Mark-to-Market
Warrant and Debt (Income) Expense
Mark-to-market
warrant and debt income for the three months ended September 30, 2016 was approximately $108,000, which was primarily due
to a decrease in our share price as of September 30, 2016 compared with June 30, 2016. The liability associated with the outstanding
warrants and convertible notes was adjusted to fair value as of September 30, 2016 using the closing price of our common stock
as of that date, which is a significant input to the determination of fair value. Mark-to-market warrant expense for the three
months ended September 30, 2015 was $4.6 million, which was primarily due to a large increase in our share price as of September
30, 2015 as compared to June 30, 2015. The number of outstanding warrants with anti-dilutive protection was 1,262,407 as
of September 30, 2016 compared to 1,115,298 as of September 30, 2015.
Other
Income
During
the three months ended September 30, 2016, we recognized other income of approximately $33,000 arising from insurance proceeds
received as reimbursement for litigation expenses incurred in connection with the Cachet Banq litigation.
Results
of Operations: Nine Months Ended September 30, 2016 and 2015
The
following table sets forth, for the periods indicated, certain unaudited consolidated statements of operation information:
|
|
Nine Months Ended
|
|
|
|
(unaudited)
|
|
|
|
September 30,
|
|
|
% of Total
|
|
|
September 30,
|
|
|
% of Total
|
|
|
$ Increase
|
|
|
% Increase
|
|
(In thousands)
|
|
2016
|
|
|
Revenue
|
|
|
2015
|
|
|
Revenue
|
|
|
(Decrease)
|
|
|
(Decrease)
|
|
Revenue
|
|
$
|
5,771
|
|
|
|
100.0
|
%
|
|
$
|
3,037
|
|
|
|
100.0
|
%
|
|
$
|
2,735
|
|
|
|
90.1
|
%
|
Cost of revenue
|
|
|
3,942
|
|
|
|
68.3
|
%
|
|
|
2,813
|
|
|
|
92.6
|
%
|
|
|
1,129
|
|
|
|
40.1
|
%
|
Gross profit
|
|
|
1,829
|
|
|
|
31.7
|
%
|
|
|
224
|
|
|
|
7.4
|
%
|
|
|
1,606
|
|
|
|
717.0
|
%
|
Sales and marketing expenses
|
|
|
3,103
|
|
|
|
53.8
|
%
|
|
|
2,490
|
|
|
|
82.0
|
%
|
|
|
613
|
|
|
|
24.6
|
%
|
Research and development expenses
|
|
|
1,407
|
|
|
|
24.4
|
%
|
|
|
2,134
|
|
|
|
70.3
|
%
|
|
|
(727
|
)
|
|
|
(34.1
|
)%
|
General and administrative expenses
|
|
|
3,246
|
|
|
|
56.2
|
%
|
|
|
3,035
|
|
|
|
99.9
|
%
|
|
|
211
|
|
|
|
7.0
|
%
|
Total operating expenses
|
|
|
7,756
|
|
|
|
134.4
|
%
|
|
|
7,659
|
|
|
|
252.2
|
%
|
|
|
97
|
|
|
|
1.3
|
%
|
Operating loss
|
|
|
(5,927
|
)
|
|
|
(102.7
|
)%
|
|
|
(7,435
|
)
|
|
|
(244.8
|
)%
|
|
|
1,509
|
|
|
|
(20.3
|
)%
|
Interest expense and other non-cash financing charges
|
|
|
4,650
|
|
|
|
80.6
|
%
|
|
|
1,653
|
|
|
|
54.4
|
%
|
|
|
2,997
|
|
|
|
181.3
|
%
|
Mark-to-market warrant and debt expense
|
|
|
1,938
|
|
|
|
33.6
|
%
|
|
|
6,209
|
|
|
|
204.4
|
%
|
|
|
(4,293
|
)
|
|
|
(69.1
|
)%
|
Share price conversion adjustment
|
|
|
—
|
|
|
|
—
|
%
|
|
|
3,705
|
|
|
|
122.0
|
%
|
|
|
(3,705
|
)
|
|
|
(100.0
|
)%
|
Other (income) expense
|
|
|
(325
|
)
|
|
|
(5.6
|
)%
|
|
|
14
|
|
|
|
0.5
|
%
|
|
|
(339
|
)
|
|
|
(2,421.4
|
)%
|
Net loss
|
|
$
|
(12,190
|
)
|
|
|
(211.2
|
)%
|
|
$
|
(19,016
|
)
|
|
|
(626.1
|
)%
|
|
$
|
6,849
|
|
|
|
(36.0
|
)%
|
Revenues
Total
revenues for the nine months ended September 30, 2016 increased by approximately 90%, or $2.7 million, to $5.8 million, when compared
to approximately $3.0 million for the same period in the prior year. The increase was primarily due to an increase in recurring
revenue from our RDC solutions, which increased by approximately 74%, or $1.5 million, from $2.1 million for the nine months ended
September 30, 2015 to $3.6 million for the nine months ended September 30, 2016, primarily due to an increase in the number of
our RDC products (including product enhancements) that were deployed by our clients for use by their customers from 94 during
the nine months ended September 30, 2015 to 147 during the nine months ended September 30, 2016, an increase of approximately
56%, and an increase in RDC transactions processed, which increased by approximately 58% during the nine months ended September
30, 2016 from the same period of the prior year. Recurring revenue from our white label Select Mobile Money solutions increased
by approximately 38%, or approximately $69,000, from approximately $181,000 for the nine months ended September 30, 2015 to approximately
$250,000 for the nine months ended September 30, 2016 and recurring revenue from our Select Mobile Account Opening solution increased
approximately 96%, or $91,000, to approximately $187,000 for the nine months ended September 30, 2016, from approximately $96,000
for the nine months ended September 30, 2015.
CACHET
FINANCIAL SOLUTIONS, INC.
MANAGEMENT’S
DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS
Revenue
from professional services increased by approximately 419%, or $1.0 million, from approximately $248,000 for the nine months ended
September 30, 2015 to $1.3 million for the nine months ended September 30, 2016, and revenue from up-front implementation fees
increased by approximately 4%, or approximately $17,000, from approximately $451,000 for the nine months ended September 30, 2015
to approximately $468,000 for the nine months ended September 30, 2016. The increase in revenue from professional services is
primarily attributable to our new customers requesting more customization. The increase in up-front implementation fees is primarily
due to the new implementation fees being amortized into revenue and the acceleration of previously deferred revenue recognized
as a result of the implementation of an upgraded product for certain of our customers, partially offset by the completion of the
amortization into revenue of historical implementation fees received in respect of products sold in prior periods. During the
nine months ended September 30, 2016 we sold approximately 229 RDC and white label Select Mobile Money products (including product
enhancements), as compared to approximately 137 products sold during the nine months ended September 30, 2015.
During
the nine months ended September 30, 2016:
|
●
|
Approximately
70% of our total revenue was generated from recurring revenue, which are revenues from our client’s customer transactions,
monthly user fees charged per customer, and hosting/maintenance fees charged to our clients, as compared to approximately
77% during the same period in the prior year;
|
|
|
|
|
●
|
approximately
22% of our total revenue represents revenue from professional services, primarily related to customization development work
performed as part of implementing relating to our RDC and Select Mobile Money solutions, as compared to approximately 8% during
the same period in the prior year; and,
|
|
|
|
|
●
|
approximately
8% of our total revenue represents up-front implementation fees, as compared to approximately 15% during the same period in
the prior year.
|
Cost
of Revenues
Cost
of revenues for the nine months ended September 30, 2016 was $3.9 million, an increase of approximately 40%, or $1.1 million,
compared to $2.8 million for the nine months ended September 30, 2015. Non-cash stock compensation expense included in cost of
revenues was approximately $87,000 and $33,000 for the nine months ended September 30, 2016 and 2015, respectively. Excluding
non-cash stock compensation expense, total cost of revenues increased $1.0 million for the nine months ended September 30, 2016.
Cost of revenue during the nine months ended September 30, 2016 consisted primarily of our costs of deploying and supporting our
RDC solutions, and to a more limited extent the cost of deploying and supporting our white label Select Mobile Money solutions.
During
the nine months ended September 30, 2016, we experienced a decrease in amortization expense of approximately $90,000, due to the
impairment in 2015 of identified intangible assets from a previous acquisition. In addition, during the nine months ended September
30, 2016, we experienced an increase in the external cost of providing professional services of approximately $231,000, or 164%,
as compared to the nine months ended September 30, 2015. This external cost of providing professional services are primarily for
the cost of services we procure from our external programming consultants in Toronto, Canada, who are dedicated primarily to our
prepaid mobile money solutions and other select development projects. We utilized these consultants more often during the nine
months ended September 30, 2016 as compared to the nine months ended September 30, 2015.
The
balance of approximately $934,000 of the increase in cost of revenues during the nine months ended September 30, 2016, after taking
into account the increase in non-cash stock compensation expense included in cost of revenues of approximately $54,000, the decrease
in amortization expense of approximately $90,000 and the increase in the external cost of providing professional services of approximately
$231,000 discussed above, was primarily due to an increase in the third party licensing costs of approximately $662,000 and approximately
$272,000 of data center support costs related to an increase in recurring revenue from our RDC solutions and our white label Select
Mobile Money solutions.
Our
overall support costs for our data center, excluding non-cash stock compensation expense, for the nine months ended September
30, 2016 was $2.1 million, compared to $1.8 million for the same period in 2015. As a percentage of total revenue, the data center
costs were approximately 36% for the nine months ended September 30, 2016, compared to approximately 60% for the nine months ended
September 30, 2015. As our revenues increase, we are experiencing economies of scale related to our data center costs.
As
a result of our investment in fixed costs to support current and expected future operations, and the relatively early stage of
recurring revenue generation across all product lines, the reported gross profit may not be representative of our operating model
as the volume of transactions increases in the future. The variable component of our cost of revenue is expected to increase as
transaction volume increases. We also expect to continue to gain leverage on the fixed portion of our cost of operations as more
clients are brought online and generating revenue.
CACHET
FINANCIAL SOLUTIONS, INC.
MANAGEMENT’S
DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS
Operating
Expenses
Our
operating expenses consist of sales and marketing, research and development, and general and administrative expenses. Our total
operating expenses increased by approximately 1%, or $98,000 to $7.8 million for the nine months ended September 30, 2016, from
$7.7 million for the nine months ended September 30, 2015. The increase in operating expenses during the nine months ended September
30, 2016 is attributable to increases in sales and marketing expenses and general and administrative expenses of approximately
$613,000 and $212,000, respectively, partially offset by a decrease in research and development expenses of approximately $727,000.
Sales
and Marketing
Total
sales and marketing expenses increased approximately 25% or $612,000 to $3.1 million for the nine months ended September 30, 2016,
from $2.5 million for the nine months ended September 30, 2015. Non-cash stock compensation expense included in sales and marketing
expenses was approximately $130,000 and $58,000 for the nine months ended September 30, 2016 and 2015, respectively. Excluding
non-cash stock compensation expense, total sales and marketing expenses increased approximately $541,000 for the nine months ended
September 30, 2016.
The
overall increase in sales and marketing expenses (excluding non-cash compensation expense) was primarily due to hiring pursuant
to our efforts to build a robust national sales force. We currently anticipate our sales and marketing expenses will continue
to increase for 2016 compared to 2015 as we plan to hire additional sales associates during the remainder 2016, in an effort to
increase our sales efforts for all of our solutions and services. We may also experience increased sales and marketing expenses
as a result of higher levels of commission expense resulting from increased sales.
Research
and Development
Total
research and development expenses for the nine months ended September 30, 2016 decreased approximately 34%, or $727,000, to $1.4
million, from $2.1 million or the nine months ended September 30, 2015. Non-cash stock compensation expense included in research
and development expenses was approximately $86,000 and $63,000 for the nine months ended September 30, 2016 and 2015, respectively.
Excluding the increase in non-cash stock compensation expense attributable to research and development, gross research and development
expenses decreased by approximately $750,000 in the nine months ended September 30, 2016 as compared with the same period of 2015.
The
decrease research and development expenses for the nine months ended September 30, 2016 was primarily due to both a decrease in
the number of our associates involved in research and development following the completion of development and release of our Select
Business Merchant Capture platform, an RDC solution designed specifically for businesses, and a switch from external programming
consultants to employee software developers. Excluding non-cash stock compensation expense, our employee compensation, contractor
costs and related expenses decreased by approximately $482,000 for the nine months ended September 30, 2016, when compared to
the nine months ended September 30, 2015. In addition, recruiting expenses decreased approximately $179,000 and travel, facilities,
software and other miscellaneous expenses decreased by approximately $89,000 for the nine months ended September 30, 2016 as compared
to the nine months ended September 30, 2015.
We
believe our research and development expenses will decrease for the year ended December 31, 2016, as compared to the year ended
December 31, 2015, because we have completed most of our research and development work on our prepaid mobile money solutions,
and we anticipate that our other projects under development, Select Mobile Account Opening and Select Mobile NowPay, will require
less research and development.
General
and Administrative
Total
general and administrative expenses increased approximately 7%, or $212,000, to $3.2 million for the nine months ended September
30, 2016, from $3.0 million for the nine months ended September 30, 2015. Non-cash stock compensation expense included in general
and administrative expenses was approximately $172,000 and $148,000, respectively, for the nine months ended September 30, 2016
and 2015.
Excluding
the $24,000 increase in non-cash stock compensation expenses, we experienced a net increase in employee and non-employee cash
compensation expense of approximately $83,000 and recruiting fees of approximately $134,000 due to increased hiring of employees
and contract labor within the finance department and other administrative positions. We also experienced a net decrease of approximately
$28,000 in facilities, travel, equipment and miscellaneous expenses for the nine months ended September 30, 2016 as compared to
the nine months ended September 30, 2015.
We
believe our general and administrative costs will increase slightly in 2016 as compared to 2015.
CACHET
FINANCIAL SOLUTIONS, INC.
MANAGEMENT’S
DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS
Interest
Expense and Non-Cash Financing Charges
Interest
expense and other non-cash financing expense for the nine months ended September 30, 2016 was $4.7 million compared to $1.7 million
for the nine months ended September 30, 2015, an increase of $3.0 million. These expenses include approximately $403,000 of cash
interest expense related to the outstanding debt and capital lease obligations, approximately $853,000 of amortization of deferred
financing fees and original issue discount, and $3.4 million related to issuing additional warrants for short term debt obligations.
The expenses for the nine months ended September 30, 2015 included approximately $394,000 of cash interest expense, approximately
$193,000 of amortization of deferred financing fees and $1.1 million of expenses related to the issuance of warrants as part of
a private investment in public equity (“PIPE”) offering.
Share
Price Conversion Adjustment
There
was no share price conversion adjustment related to convertible securities during the nine months ended September 30, 2016. However,
there was a share price conversion adjustment of $3.7 million for the nine months ended September 30, 2015 arising from the adjustment
of adjusting conversion prices on our series A, B and C preferred stock.
Mark-to-Market
Warrant and Debt Expense
Mark-to-market
warrant and debt expense for the nine months ended September 30, 2016 and 2015 was $1.9 million and $6.2 million, respectively.
The liability associated with the outstanding warrants and convertible notes issued was adjusted to fair value as of September
30, 2016 using the closing price of our common stock as of that date, which is a significant input to the determination of fair
value. The number of outstanding warrants with anti-dilutive protection was 1,262,407 as of September 30, 2016 compared to
1,115,298 as of September 30, 2015.
Other
Income (Expense)
During
the nine months ended September 30, 2016, we recognized other income of approximately $325,000 arising from insurance proceeds
received as reimbursement for litigation expenses incurred in connection with the Cachet Banq litigation. During the nine months
ended September 30, 2015, we recognized other expense of approximately $14,000 for finance costs related to an advisory fee from
a financial advisory services company.
LIQUIDITY
AND CAPITAL RESOURCES
Financial
Condition
Since
our inception in February 2010, we have raised capital to support operating losses incurred in development of our solutions, products
and services, our capability infrastructure, the marketing expenses to increase our client base and the general and administrative
functions to support our planned growth. Our accumulated deficit from inception through September 30, 2016 of $81.5 million has
been funded primarily through the issuance of equity, debt, and warrants.
As
of September 30, 2016 and December 31, 2015 we had approximately $51,000 and $45,000, respectively, in cash and cash equivalents.
In the normal course of business, our principal demands for funds are to pay or fund operating expenses as well as principal and
interest payments on our outstanding indebtedness, including capital leases. The majority of our notes payable are due within
one year. We have two notes payable that mature in December 2016 for $4.3 million, in the aggregate, which includes principal,
original issue discount and estimated interest through the maturity dates of the notes. We expect to be able to repay these notes
using proceeds from our ongoing October Private Placement. We have recorded approximately $2.8 million in notes payable that are
due in 2017, the majority of which will convert to equity upon consummation of an underwritten public offering. If we are unsuccessful
in consummating an underwritten public offering, we will have to raise additional funds through other sources in order to repay
this debt.
Going
Concern
As
reflected in our consolidated financial statements for the nine months ended September 30, 2016, we used cash in operations
of $6.4 million and had a net loss attributable to common shareholders of $12.5 million. These factors raise substantial
doubt about our ability to continue as a going concern, as expressed in the notes to our condensed consolidated financial
statements. Historically, we have demonstrated an ability to raise funds to support our business operations. We believe,
based on our current cash flow forecast, we have enough cash to continue operations through December 31, 2016 and beyond. This
forecast is dependent upon successful completion of the October Private Placement. If we do not successfully complete the
October Private Placement, we may not be able to continue operations.
Termination
of the Equity Line with Lincoln Park Capital Fund, LLC
On
October 12, 2015, we entered into a $10,000,000 equity purchase agreement with Lincoln Park Capital Fund, LLC. On July 1, 2016
we entered into a mutual termination and release agreement with Lincoln Park terminating the equity line under the purchase agreement.
CACHET
FINANCIAL SOLUTIONS, INC.
MANAGEMENT’S
DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS
Principal
Sources of Funds
Debt
and Equity Pursuant to Private Placements
Throughout
2016, we have completed several private placements through which we raised funds to service our debt and continue growing our
operations. Refer to Note 4 “Financing Arrangements,” Note 8 “Shareholders’ Deficit” and Note 10
“Related Party Transactions” to the accompanying notes to the condensed consolidated financial statements for additional
information regarding private placements.
In
March and April of 2016, we completed a private placement whereby we sold 245,226 shares of our common stock for net proceeds
to the Company of $1.2 million.
In
June 2016, we completed private placements in the form of convertible notes for net proceeds of $2.0 million.
On
July 13, 2016, we issued to Mr. Davis, a convertible promissory note in the principal amount of $360,000 and a warrant to purchase
up to 20,000 shares of our common stock, subject to adjustments, in exchange for an aggregate purchase price of $300,000, paid
by Mr. Davis in cash. On July 14, 2016, we issued to Mr. Hanson, a convertible promissory note in the principal amount of $240,000
and a warrant to purchase up to 13,334 shares of our common stock, subject to adjustments, in exchange for an aggregate purchase
price of $200,000, paid by Mr. Hanson in cash.
On
August 11, 2016, we entered into a securities purchase agreement with Columbus Capital pursuant to which we issued to Columbus
Capital convertible notes, due August 2017, in an aggregate principal amount of $526,315 and warrants to purchase 85,348 shares
of the Company’s common stock, subject to adjustments, in exchange for an aggregate purchase price of $500,000 paid in cash.
On
August 12, 2016, we entered into a securities purchase agreement Messrs. Hanson and Davis, pursuant to which we issued to each
of Messrs. Hanson and Davis a convertible note, due August 2017, in a principal amount of $263,158 and a warrant to purchase 42,674
shares of our common stock, subject to adjustments, in exchange for a purchase price of $250,000 paid in cash by each such director.
On
September 15, 2016, we issued to each of Alice Ann Corporation and Robert G. Allison convertible notes, due September 15, 2017,
in an aggregate principal amount of $50,000 and warrants to purchase 8,109 shares of our common stock, subject to adjustments,
in exchange for an aggregate purchase price of $47,500 paid in cash by each of Alice Ann Corporation and Robert G. Allison.
In
October 2016, we issued convertible notes for an aggregate principal balance of $4.0 million and aggregate gross proceeds
to the Company of $3.8 million pursuant to the October Private Placement. The Company has issued to the individual investors
in the October Private Placement warrants to purchase an aggregate of 643,528 shares of common stock at $5.55 per share,
subject to adjustment.
Other
Debt
The
Company has relied upon Messrs. Davis and Hanson to provide short-term funding through the issuance of debt to such directors.
See Note 10 “Related Party Transactions” to the accompanying condensed consolidated financial statements for additional
information regarding debt issuances to Messrs. Davis and Hanson.
Warrant
Exercises
During
the nine months ended September 30, 2016, warrants to purchase 332,692 shares of common stock were exercised by the holders
for aggregate proceeds to the Company of $1.6 million. We issued 328,710 shares of common stock pursuant to these warrant
exercises. Refer to Note 8 “Shareholders’ Equity” for more information related to our warrant activity for the
nine months ended September 30, 2016.
Cash
Flow
Operating
Activities
Net
cash used in operating activities for the nine months ended September 30, 2016 was $6.4 million, compared to $5.7 million for
the same period in the prior year. Our net loss in the nine months ended September 30, 2016 was $12.2 million, which is $6.8 million
less than our net loss of $19.0 million for the same period in 2015, although when adjusted for non-cash charges in our statement
of operations, our cash flow used in operating activities before changes in operating assets and liabilities decreased by $2.0
million comparing the two periods.
CACHET
FINANCIAL SOLUTIONS, INC.
MANAGEMENT’S
DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS
Our
accounts receivable increased by $1.6 million and approximately $249,000 for the nine months ended September 30, 2016 and 2015,
respectively. The significant increases in accounts receivable during the nine months ended September 30, 2016 and 2015 was due
to an overall increase in our revenues and billings. Changes in working capital also included an increase in deferred commissions
during the nine months ended September 30, 2016 and 2015 of approximately $11,000 and $24,000, respectively, as a result of an
overall increase in our revenues during these periods and the commissions we paid to our sales staff. Prepaid expenses increased
$1.3 million for the first nine months of 2016 primarily due to prepaid offering costs and purchases of prepaid software licenses
and decreased approximately $131,000 during the first nine months of 2015 as a result of expensing annual software and hardware
support contracts over the period the services are provided and the amortization of prepaid software licenses. Our deferred revenue
balance decreased by approximately $441,000 for the nine months ended September 30, 2016 compared with an increase of approximately
$291,000 for the nine months ended September 30, 2015. For the nine months ended September 30, 2016, the decrease primarily related
to the amortization into revenue amounts due under long-term contracts while the increase for the nine months ended September
30, 2015 primarily related to billings received in advance of revenue recognition criteria being met.
Our
accounts payable balance increased during the nine months ended September 30, 2016 by $1.0 million, compared to an increase of
approximately $494,000 when compared to the same period in the prior year. The primary reason for the increase in accounts payable
during the nine months ended September 30, 2016 was due to purchases of software licenses and amounts incurred for offering costs.
The primary reason for the increase in accounts payable during the nine months ended September 30, 2015 was that we incurred significant
fees related to completing our equity offerings and other professional fees associated with completing our year-end audit. Accrued
expenses increased during the first nine months of 2016 and 2015 by approximately $137,000 and $82,000, respectively, primarily
as a result of an increase in accruals for various related operating costs incurred but unpaid at the end of both periods presented.
Accrued interest expense increased during the first nine months of 2016 by approximately $348,000 compared to $195,000 for the
same period in the prior year. The increase in accrued interest for the first nine months of 2016 and 2015 was primarily due to
an increase in our outstanding indebtedness.
Investing
Activities
Cash
used in investing activities during the nine months ended September 30, 2016 and 2015 totaled approximately $36,000 and $78,000,
respectively. These purchases were primarily part of hardware and software upgrades to our data centers where we host our SaaS
cloud based platforms for our clients and computers for our employees. Based on future growth, we may be required to make additional
investments in our data centers.
Financing
Activities
Net
cash provided by financing activities for the nine months ended September 30, 2016 was $6.5 million compared to $5.8 million for
the nine months ended September 30, 2015.
Excluding
approximately $180,000 of debt issuance costs during the nine months ended September 30, 2016, our borrowings during the first
nine months of 2016 and 2015 totaled $5.2 million and approximately $750,000, respectively. The funds received during the first
nine months of 2016 came from Messrs. Hanson and Davis as well as several other investors, while funds received during the first
nine months of 2015 came from Messrs. Hanson and Davis. The funds were primarily used for working capital and debt service purposes
for the nine months ended September 30, 2016 and working capital purposes during the nine months ended September 30, 2015. We
repaid $1.1 million on notes payable during the nine months ended September 30, 2016 and approximately $157,000 in principal payments
related to installments payments on an outstanding note payable during the same period in 2015. During the nine months ended September
30, 2016 and 2015, we made principal payments on capital leases totaling approximately $291,000 and $116,000, respectively. We
also borrowed approximately $69,000 and $113,000 on a bank loan during the nine months ended September 30, 2016 and 2015, respectively,
while making principal payments against bank loans totaling approximately $70,000 and $79,000 during the nine months ended September
30, 2016 and 2015, respectively.
During
the first nine months of 2016, we issued shares of our common stock and issued five-year warrants to purchase shares of our common
stock in a private placement. Net proceeds to us after offering costs were $1.2 million. During the first nine months of 2016,
we also received $1.6 million pursuant to the exercise of warrants. We received $5.2 million pursuant to sales of Series C Preferred
Stock during the nine months ended September 30, 2015.
CONTINGENCIES
We
are involved in claims, lawsuits and other legal proceedings. We record a provision for a liability when we believe that it is
both probable that a liability has been incurred, and that the amount can be reasonably estimated. Significant judgment is required
to determine both probability and the estimated amount. Such legal proceedings are inherently unpredictable and subject to significant
uncertainties, some of which are beyond our control. Should any of these estimates and assumptions change or prove to be incorrect,
it could have a material impact on our results of operations, financial position, and cash flows.
Refer
to the information contained under the heading “Litigation” in Note 6 “Commitments and Contingencies”
within the accompanying notes to the condensed consolidated financial statements for additional information regarding these contingencies.
CACHET
FINANCIAL SOLUTIONS, INC.
MANAGEMENT’S
DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS
OFF
BALANCE SHEET ARRANGEMENTS
We
had no off balance sheet arrangements as of September 30, 2016 or December 31, 2015.