UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
Washington, D.C. 20549
 

 
Form 10-Q
 

 
(Mark one)
x QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934
 
For the quarterly period ended December 31, 2013
 
OR
 
¨ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934
 
For the transition period from              to
 
Commission File Number 001-33506
 

 
SHORETEL, INC.
(Exact name of registrant as specified in its charter)
 

 
Delaware
77-0443568
(State or other jurisdiction of incorporation or organization)
(I.R.S. Employer Identification No.)
 
 
960 Stewart Drive, Sunnyvale, California
94085-3913
(Address of principal executive offices)
(Zip Code)
 
(408) 331-3300
(Registrant’s telephone number, including area code)
 

 
Indicate by check mark whether the registrant: (1) has filed all reports required to be filed by Section 13 or 15(d) of the Securities Exchange Act of 1934 during the preceding 12 months (or for such shorter period that the registrant was required to file such reports), and (2) has been subject to such filing requirements for the past 90 days.    Yes  x     No   ¨
 
Indicate by check mark whether the registrant has submitted electronically and posted on its corporate Web site, if any, every Interactive Data File required to be submitted and posted pursuant to Rule 405 of Regulation S-T (§232.405 of this chapter) during the preceding 12 months (or for such shorter period that the registrant was required to submit and post such files).    Yes  x     No   ¨
 
Indicate by check mark whether the registrant is a large accelerated filer, an accelerated filer, a non-accelerated filer, or a smaller reporting company. See the definitions of “large accelerated filer,” “accelerated filer” and “smaller reporting company” in Rule 12b-2 of the Exchange Act.

Large accelerated filer
¨
Accelerated filer
x
 
 
 
 
Non-accelerated filer
¨   (Do not check if a smaller reporting company)
Smaller reporting company
¨

Indicate by check mark whether the registrant is a shell company (as defined in Rule 12b-2 of the Exchange Act).    Yes  ¨     No   x
 
As of January 31, 2014,  61,431,677   shares of the registrant’s common stock were outstanding.
 


 
SHORETEL, INC. AND SUBSIDIARIES
FORM 10-Q for the Quarter Ended December 31, 2013
INDEX

 
Page
PART I: Financial Information
 
 
 
 
Item 1
3
 
3
 
4
 
5
 
6
 
7
Item 2
18
Item 3
30
Item 4
31
 
 
PART II: Other information
 
 
 
 
Item 1
31
Item 1A
31
Item 2
31
Item 3
31
Item 4
31
Item 5
31
Item 6
31
 
32
 
33


2

PART I. FINANCIAL INFORMATION
 
ITEM 1: FINANCIAL STATEMENTS
 
SHORETEL, INC. AND SUBSIDIARIES
 
CONDENSED CONSOLIDATED BALANCE SHEETS
(In thousands, except per share amounts)
(Unaudited)

 
 
December 31,
2013
   
June 30,
2013
 
ASSETS
 
   
 
Current assets:
 
   
 
Cash and cash equivalents
 
$
52,226
   
$
43,775
 
Short-term investments
   
5,080
     
7,501
 
Accounts receivable, net of allowances of $653 as of December 31, 2013and $639 as of June 30, 2013
   
30,838
     
37,118
 
Inventories
   
19,282
     
18,891
 
Indemnification asset
   
6,151
     
6,277
 
Prepaid expenses and other current assets
   
5,897
     
6,417
 
Total current assets
   
119,474
     
119,979
 
Property and equipment - net
   
19,333
     
15,625
 
Goodwill
   
122,750
     
122,750
 
Intangible assets - net
   
33,069
     
38,138
 
Other assets
   
3,088
     
3,295
 
Total assets
 
$
297,714
   
$
299,787
 
LIABILITIES AND STOCKHOLDERS’ EQUITY
               
Current liabilities:
               
Accounts payable
 
$
14,337
   
$
9,790
 
Accrued liabilities and other
   
15,161
     
17,766
 
Accrued employee compensation
   
15,321
     
13,159
 
Accrued taxes and surcharges
   
11,100
     
11,312
 
Purchase consideration
   
3,684
     
3,577
 
Deferred revenue
   
43,889
     
39,692
 
Total current liabilities
   
103,492
     
95,296
 
 
               
Line of credit, net of debt issuance costs
   
9,048
     
29,004
 
Long-term deferred revenue
   
16,790
     
15,294
 
Other long-term liabilities
   
3,693
     
4,053
 
Total liabilities
   
133,023
     
143,647
 
Commitments and contingencies (Note 12)
               
Stockholders' equity:
               
Preferred stock, par value $.001 per share, authorized 5,000 shares; no shares issued and outstanding
   
     
 
Common stock and additional paid-in capital, par value $.001 per share, authorized 500,000; issued and outstanding, 61,199 and 59,168 shares as of December 31, 2013 and June 30, 2013, respectively
   
332,780
     
322,260
 
Accumulated other comprehensive income (loss)
   
4
     
(2
)
Accumulated deficit
   
(168,093
)
   
(166,118
)
Total stockholders’ equity
   
164,691
     
156,140
 
Total liabilities and stockholders’ equity
 
$
297,714
   
$
299,787
 
 
See Notes to Condensed Consolidated Financial Statements
SHORETEL, INC. AND SUBSIDIARIES
 
CONDENSED CONSOLIDATED STATEMENTS OF OPERATIONS
(In thousands, except per share amounts)
(Unaudited)

 
 
Three Months Ended
   
Six Months Ended
 
 
 
December 31,
   
December 31,
 
 
 
2013
   
2012
   
2013
   
2012
 
Revenue:
 
   
   
   
 
Product
 
$
46,557
   
$
43,769
   
$
94,239
   
$
89,603
 
Hosted and related services
   
21,719
     
17,087
     
42,458
     
32,749
 
Support and services
   
16,209
     
13,780
     
32,075
     
27,268
 
Total revenue
   
84,485
     
74,636
     
168,772
     
149,620
 
Cost of revenue:
                               
Product  (1)
   
16,341
     
15,069
     
32,637
     
30,856
 
Hosted and related services  (1)
   
14,078
     
11,400
     
26,611
     
20,542
 
Support and services  (1)
   
4,207
     
4,279
     
8,489
     
8,468
 
Total cost of revenue
   
34,626
     
30,748
     
67,737
     
59,866
 
Gross profit
   
49,859
     
43,888
     
101,035
     
89,754
 
Operating expenses:
                               
Research and development  (1)
   
12,281
     
12,195
     
25,561
     
26,148
 
Sales and marketing  (1)
   
27,355
     
31,739
     
55,021
     
62,495
 
General and administrative  (1)
   
10,398
     
9,292
     
21,027
     
17,887
 
Total operating expenses
   
50,034
     
53,226
     
101,609
     
106,530
 
Loss from operations
   
(175
)
   
(9,338
)
   
(574
)
   
(16,776
)
Other income (expense):
                               
Interest expense
   
(205
)
   
(676
)
   
(492
)
   
(1,089
)
Interest income and other (expense), net
   
(334
)
   
(250
)
   
(474
)
   
(239
)
Total other expense
   
(539
)
   
(926
)
   
(966
)
   
(1,328
)
Loss before provision for income tax
   
(714
)
   
(10,264
)
   
(1,540
)
   
(18,104
)
Provision for income tax
   
226
     
90
     
435
     
287
 
Net loss
 
$
(940
)
 
$
(10,354
)
 
$
(1,975
)
 
$
(18,391
)
Net loss per share - basic and diluted
 
$
(0.02
)
 
$
(0.18
)
 
$
(0.03
)
 
$
(0.32
)
Shares used in computing net loss per share - basic and diluted
   
60,809
     
58,566
     
60,177
     
58,376
 
 
                               
(1) Includes stock-based compensation expense as follows:
                               
Cost of product revenue
 
$
16
   
$
34
   
$
45
   
$
84
 
Cost of hosted and related services revenue
   
183
     
40
     
232
     
78
 
Cost of support and services revenue
   
126
     
239
     
373
     
446
 
Research and development
   
402
     
919
     
966
     
1,978
 
Sales and marketing
   
510
     
1,073
     
1,054
     
1,935
 
General and administrative
   
846
     
1,194
     
1,527
     
2,331
 
Total stock-based compensation expense
 
$
2,083
   
$
3,499
   
$
4,197
   
$
6,852
 
 
See Notes to Condensed Consolidated Financial Statements

SHORETEL, INC. AND SUBSIDIARIES
 
CONDENSED CONSOLIDATED STATEMENTS OF COMPREHENSIVE LOSS
(In thousands)
(Unaudited)

 
 
Three Months Ended December 31,
   
Six Months Ended December 31,
 
 
 
2013
   
2012
   
2013
   
2012
 
 
       
Net loss
 
$
(940
)
 
$
(10,354
)
 
$
(1,975
)
 
$
(18,391
)
Other comprehensive income (loss), net of tax:
                               
Unrealized gains(loss) on short-term investments
   
(1
)
   
(6
)
 
$
6
   
$
1
 
Other comprehensive income (loss)
   
(1
)
   
(6
)
   
6
     
1
 
 
                               
Comprehensive loss
 
$
(941
)
 
$
(10,360
)
 
$
(1,969
)
 
$
(18,390
)

See Notes to Condensed Consolidated Financial Statements

SHORETEL, INC. AND SUBSIDIARIES
 
CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS
(In thousands)
(Unaudited)

 
 
Six Months Ended
 
 
 
December 31,
 
 
 
2013
   
2012
 
CASH FLOWS FROM OPERATING ACTIVITIES:
 
   
 
Net loss
 
$
(1,975
)
 
$
(18,391
)
Adjustments to reconcile net loss to net cash provided by operating activities:
               
Depreciation and amortization
   
8,866
     
7,562
 
Stock-based compensation expense
   
4,197
     
6,852
 
Amortization of premium on investments
   
74
     
88
 
Loss on disposal of property and equipment
   
278
     
87
 
Provision for doubtful accounts receivable
   
125
     
-
 
Change in fair value of purchase consideration
   
107
     
653
 
Changes in assets and liabilities, net of effect of acquisition:
               
Accounts receivable
   
6,155
     
2,364
 
Inventories
   
(8
)
   
(57
)
Indemnification asset
   
126
     
(442
)
Prepaid expenses and other current assets
   
520
     
(203
)
Other assets
   
207
     
170
 
Accounts payable
   
3,841
     
2,181
 
Accrued liabilities and other
   
(2,389
)
   
(2,975
)
Accrued employee compensation
   
2,162
     
937
 
Accrued taxes and surcharges
   
(212
)
   
3,174
 
Deferred revenue
   
5,693
     
2,364
 
Net cash provided by operating activities
   
27,767
     
4,364
 
 
               
CASH FLOWS FROM INVESTING ACTIVITES:
               
Purchases of property and equipment
   
(7,206
)
   
(5,808
)
Purchases of investments
   
-
     
(4,318
)
Proceeds from sale/maturities of investments
   
2,353
     
14,389
 
Purchases of patents, technology and other intangible assets
   
-
     
(1,555
)
Net cash provided by (used in) investing activities
   
(4,853
)
   
2,708
 
 
               
CASH FLOWS FROM FINANCING ACTIVITIES:
               
Proceeds from issuance of common stock
   
6,867
     
964
 
Taxes paid on vested and released stock awards
   
(544
)
   
(695
)
Borrowings from line of credit
   
-
     
4,974
 
Payments made under line of credit
   
(20,000
)
   
(5,000
)
Payments made under capital leases
   
(786
)
   
(596
)
Net cash used in financing activities
   
(14,463
)
   
(353
)
 
               
NET INCREASE IN CASH AND CASH EQUIVALENTS
   
8,451
     
6,719
 
CASH AND CASH EQUIVALENTS - Beginning of period
   
43,775
     
37,120
 
CASH AND CASH EQUIVALENTS - End of period
 
$
52,226
   
$
43,839
 
 
               
SUPPLEMENTAL CASH FLOW DISCLOSURE:
               
Cash paid for interest
 
$
352
   
$
418
 
Cash paid for taxes
 
$
122
   
$
117
 
 
               
NONCASH INVESTING AND FINANCING ACTIVITIES:
               
 
               
Property, plant and equipment acquired on capital lease
 
$
123
   
$
41
 
Unpaid portion of property and equipment purchases included in period-end accruals
 
$
762
   
$
1,384
 

See Notes to Condensed Consolidated Financial Statements

SHORETEL, INC. AND SUBSIDIARIES
 
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS
(Unaudited)
1. Description of Business
 
    ShoreTel, Inc. and its subsidiaries (referred herein as “the Company”) are a leading provider of pure Internet Protocol, or IP, Unified Communications (“UC”) systems for enterprises while offering both premise-based and hosted business solutions. The Company’s premise systems are based on its distributed software architecture and switch-based hardware platforms which enable multi-site enterprises to be served by a single telecommunications system. The Company’s premise systems enable a single point of management, easy installation and a high degree of scalability and reliability, and provide end users with a consistent, full suite of features across the enterprise, regardless of location. In addition to premise-based platform, the Company offers a hosted solution based on the Company’s proprietary UC platform. The hosted solution offers a secure and managed business communications solution to enterprises with minimal capital investment required. The Company’s hosted architecture offers a wide variety of applications and services which provide a full user experience along with the capability to scale based on a customer’s evolving needs.
 
2. Basis of Presentation and Significant Accounting Policies
 
   The accompanying condensed consolidated financial statements as of December 31, 2013, and for the three and six months ended December 31, 2013 and 2012 have been prepared by the Company, without audit, pursuant to the rules and regulations of the Securities and Exchange Commission (“SEC”). Certain information and footnote disclosures normally included in financial statements prepared in accordance with accounting principles generally accepted in the United States have been condensed or omitted pursuant to such rules and regulations. However, the Company believes that the disclosures are adequate to make the information presented not misleading. These condensed consolidated financial statements should be read in conjunction with the consolidated financial statements and the notes thereto, included in the Company’s Annual Report on Form 10-K for the fiscal year ended June 30, 2013. In the opinion of management, all adjustments (primarily consisting of normal recurring adjustments) considered necessary for a fair statement have been included.
 
   The condensed consolidated balance sheet at June 30, 2013 has been derived from the audited consolidated financial statements as of that date but does not include all of the information and footnotes included in the Company’s Annual Report on Form 10-K for the year ended June 30, 2013. The results of operations for the three and six months ended December 31, 2013 are not necessarily indicative of the operating results to be expected for the full fiscal year or any future periods.
 
Reclassifications
 
   In connection with the acquisition of M5 Networks, Inc. (“M5”) in March 2012, the consolidated statement of cash flow for the six months ended December 31, 2012 has been recast to include retrospective purchase accounting adjustments. These adjustments were retrospectively applied to the March 23, 2012 acquisition date balance sheet. These adjustments pertain to measurement period adjustments during the nine months ended March 31, 2013, which coincides with the one year anniversary date of the acquisition, based on the valuation of assets acquired and liabilities assumed in the M5 acquisition. The effect on the consolidated statement of cash flow for the six months ended December 31, 2012, as a result of the recast, is a decrease in the inventory of $0.1 million and an increase of purchase of property, plant and equipment of $0.1 million.
 
Computation of Net Loss per Share
 
   Basic net loss per share is determined by dividing net loss by the weighted average number of common shares outstanding during the period. Diluted net loss per share is determined by dividing net loss by the weighted average number of common shares used in the basic loss per share calculation plus the number of common shares that would be issued assuming conversion of all potentially dilutive securities outstanding under the treasury stock method. Dilutive securities of 10.1 million and 11.8 million shares were not included in the computation of diluted net loss per share for the three and six months ended December 31, 2013 and 2012, respectively, because such securities were anti-dilutive.
 
Concentration of Credit Risk
 
   Financial instruments, which potentially subject the Company to concentrations of credit risk, consist principally of cash, cash equivalents, short-term investments and accounts receivable. As of December 31, 2013, all of the Company’s cash, cash equivalents and short-term investments were managed by several financial institutions. Accounts receivable are typically unsecured and are derived from revenue earned from customers. The Company performs ongoing credit evaluations of its customers and maintains allowances for potential credit losses. Accounts receivable from one value-added distributor accounted for 23% of total accounts receivable at December 31, 2013. At June 30, 2013 one value-added distributor accounted for 27% of the total accounts receivable .
Revenue Recognition
 
   The Company’s revenue recognition policy from products and services of its premise and hosted segments is included in the Company’s Annual Report on Form 10-K for the fiscal year ended June 30, 2013.
 
Recent Accounting Pronouncements
 
   In December 2011, the Financial Accounting Standards Board (“FASB”) issued Accounting Standard Update (ASU) No. 2011-11, Balance Sheet (Topic 210) -   Disclosures about Offsetting Assets and Liabilities (ASU 2011-11) , that requires an entity to disclose additional information about offsetting and related arrangements to enable users of the financial statements to understand the effect of those arrangements on the financial position. ASU 2011-11 was adopted by the Company beginning July 1, 2013. The adoption of ASU 2011-11 did not impact disclosures or the Company’s consolidated financial statements.
 
   In June 2011, the FASB issued ASU No. 2011-5, Comprehensive Income (Topic 220) - Presentation of Comprehensive Income , which requires companies to present the total of comprehensive income (loss), the components of net income (loss), and the components of other comprehensive income (loss) either as a single continuous statement of comprehensive income (loss) or in two separate but consecutive statements. This update eliminates the option to present the components of other comprehensive income (loss) as part of the statement of changes in stockholders’ equity. In December 2011, the FASB deferred the effective date of the specific requirement to present items that are reclassified out of accumulated other comprehensive income (loss) to net income (loss) alongside their respective components of net income (loss) and other comprehensive income (loss). The deferred provision was adopted by the Company beginning July 1, 2013 and did not have an impact on the Company’s consolidated financial statements.

    In July 2012, the FASB issued ASU No. 2012-2, Intangibles - Goodwill and Other (Topic 350) - Testing Goodwill for Impairment (ASU 2012-2) , an accounting standard update intended to simplify how an entity tests indefinite-lived intangible assets other than goodwill for impairment by providing entities with an option to perform a qualitative assessment to determine whether further impairment testing is necessary. This accounting standard update was adopted by the Company beginning July 1, 2013 and did not have an impact on the Company's consolidated financial statements.
3. Balance Sheet Details
 
Balance Sheet Components Consist of the Following:
 
 
 
December 31,
   
June 30,
 
 
 
2013
   
2013
 
 
 
(Amounts in thousands)
 
Inventories:
 
   
 
Raw materials
 
$
128
   
$
128
 
Distributor inventory
   
1,715
     
1,687
 
Finished goods
   
17,439
     
17,076
 
Total inventories
 
$
19,282
   
$
18,891
 
 
               
Property and equipment:
               
Computer equipment and tooling
 
$
30,463
   
$
23,172
 
Software
   
3,119
     
3,080
 
Furniture and fixtures
   
3,327
     
3,072
 
Leasehold improvements & others
   
6,094
     
6,330
 
Total property and equipment
   
43,003
     
35,654
 
Less accumulated depreciation and amortization
   
(23,670
)
   
(20,029
)
Property and equipment – net
 
$
19,333
   
$
15,625
 
 
               
Deferred revenue:
               
Product
 
$
5,046
   
$
4,893
 
Support and services
   
51,389
     
47,074
 
Hosted and related services
   
4,244
     
3,019
 
Total deferred revenue
 
$
60,679
   
$
54,986
 

Intangible Assets:
 
   The following is a summary of the Company’s intangible assets as of the following dates (in thousands):
 
 
 
December 31, 2013
   
June 30, 2013
 
 
 
Gross
Carrying
Amount
   
Accumulated‎
Amortization
   
Net Carrying‎
Amount
   
Gross
Carrying
Amount
   
Accumulated‎
Amortization
   
Net Carrying‎
Amount
 
Patents
 
$
3,810
   
$
(2,839
)
 
$
971
   
$
3,810
   
$
(2,446
)
 
$
1,364
 
Technology
   
26,644
     
(11,730
)
   
14,914
     
22,948
     
(8,832
)
   
14,116
 
Customer relationships
   
23,300
     
(6,150
)
   
17,150
     
23,300
     
(4,448
)
   
18,852
 
Non-compete agreements
   
300
     
(266
)
   
34
     
300
     
(191
)
   
109
 
Intangible assets in process and other
   
-
     
-
     
-
     
3,697
     
-
     
3,697
 
Intangible assets
 
$
54,054
   
$
(20,985
)
 
$
33,069
   
$
54,055
   
$
(15,917
)
 
$
38,138
 

   The intangible assets that are amortizable have estimated useful lives of two to eight years.
 
   Research and development costs are expensed as incurred. In accordance with ASC 985-20, Costs of Computer Software to be Sold, Leased, or Marketed , development costs of computer software to be sold, leased, or otherwise marketed are subject to capitalization beginning when a product’s technological feasibility has been established and ending when a product is available for general release to customers. Such costs are amortized using the straight-line method over the estimated economic life of the product. The Company evaluates the realizability of the assets and the related periods of amortization on a regular basis. Judgment is required in determining when technological feasibility of a product is established as well as its economic life. In most instances, the Company’s products are released soon after technological feasibility has been established; therefore, costs incurred subsequent to achievement of technological feasibility are usually not significant.
   During the three and six months ended December 31, 2012, the Company capitalized $0.7 million and $1.2 million of software development costs related to new products, respectively. The software became available for general release to customers during the three months ended September 30, 2013; at which time, an aggregate of  $2.0 million in software development costs were transferred from intangible assets in process and other to technology in the table above, and the amortization expense is being recognized related to these capitalized software costs. During the three months ended December 31, 2013, the Company transferred $1.7 million of software development costs related to internal use software acquired from M5 from intangible assets in process to technology.
 
   Amortization of intangible assets for the three months ended December 31, 2013 and 2012 was $2.6 million and $2.4 million, respectively. Amortization of intangible assets for the six months ended December 31, 2013 and 2012 was $5.1 million and $4.8 million, respectively.
 
   The estimated amortization expenses for intangible assets as of December 31, 2013 for the next five years and thereafter are as follows (in thousands):

Years Ending June 30,
 
 
 
2014 (remaining six months)
 
$
4,754
 
2015
   
8,085
 
2016
   
7,404
 
2017
   
5,914
 
2018
   
3,919
 
Thereafter
   
2,993
 
Total
 
$
33,069
 

Short-Term Investments:
 
The following tables summarize the Company’s short-term investments (in thousands):
 
 
 
Amortized
   
Gross Unrealized
   
Gross Unrealized
   
 
 
 
Cost
   
Gains
   
Losses
   
Fair Value
 
As of December 31, 2013
 
   
   
   
 
Corporate notes and commercial paper
 
$
4,494
   
$
4
   
$
-
   
$
4,498
 
U.S. Government agency securities
   
582
     
-
     
-
     
582
 
Total short-term investments
 
$
5,076
   
$
4
   
$
-
   
$
5,080
 
 
                               
As of June 30, 2013
                               
Corporate notes and commercial paper
 
$
6,107
   
$
1
   
$
(3
)
 
$
6,105
 
U.S. Government agency securities
   
1,396
     
-
     
-
     
1,396
 
Total short-term investments
 
$
7,503
   
$
1
   
$
(3
)
 
$
7,501
 
The following table summarizes the maturities of the Company’s fixed income securities (in thousands):

 
 
Amortized
Cost
   
Fair Value
 
As of December 31, 2013
 
   
 
Less than 1 year
 
$
4,573
   
$
4,576
 
Due in 1 to 3 years
   
503
     
504
 
Total
 
$
5,076
   
$
5,080
 

 
 
Amortized
Cost
   
Fair Value
 
As of June 30, 2013
 
   
 
Less than 1 year
 
$
4,912
   
$
4,912
 
Due in 1 to 3 years
   
2,591
     
2,589
 
Total
 
$
7,503
   
$
7,501
 
 
   Actual maturities may differ from the contractual maturities because borrowers may have the right to call or prepay certain obligations.
 
4. Fair Value Disclosure
 
Fair value is defined as the price that would be received to sell an asset or paid to transfer a liability in the principal market (or most advantageous market, in the absence of a principal market) for the asset or liability in an orderly transaction between market participants at the measurement date. Further, entities are required to maximize the use of observable inputs and minimize the use of unobservable inputs in measuring fair value, and to utilize a three-level fair value hierarchy that prioritizes the inputs used to measure fair value. The three levels of inputs used to measure fair value are as follows:
 
Level 1 — Quoted prices in active markets for identical assets or liabilities.
 
Level 2 — Observable inputs other than quoted prices included within Level 1, including quoted prices for similar assets or liabilities in active markets; quoted prices for identical or similar assets or liabilities in markets that are not active; and inputs other than quoted prices that are observable or are derived principally from, or corroborated by, observable market data by correlation or other means.
 
Level 3 — Unobservable inputs that are supported by little or no market activity, are significant to the fair value of the assets or liabilities, and reflect the Company’s own assumptions about the assumptions market participants would use in pricing the asset or liability developed based on the best information available in the circumstances.
 
The tables below set forth the Company’s financial instruments and liabilities measured at fair value on a recurring basis (in thousands):

 
 
December 31, 2013
 
 
 
Fair Value
   
Level 1
   
Level 2
   
Level 3
 
Assets:
 
   
   
   
 
Cash and cash equivalents:
 
   
   
   
 
Money market funds
 
$
8,719
   
$
8,719
   
$
-
   
$
-
 
Short-term investments:
                               
Corporate notes and commercial paper
   
4,498
     
-
     
4,498
     
-
 
U.S. Government agency securities
   
582
     
-
     
582
     
-
 
Total assets measured and recorded at fair value
 
$
13,799
   
$
8,719
   
$
5,080
   
$
-
 
Liabilities:
                               
Acquisition-related consideration
 
$
3,684
   
$
-
   
$
3,684
   
$
-
 
 
   The above table excludes $43.5 million of cash balances on deposit at banks.
 
 
June 30, 2013
 
 
 
Fair Value
   
Level 1
   
Level 2
   
Level 3
 
Assets:
 
   
   
   
 
Cash and cash equivalents:
 
   
   
   
 
Money market funds
 
$
6,280
   
$
6,280
   
$
-
   
$
-
 
Short-term investments:
                               
Corporate notes and commercial paper
   
6,105
     
-
     
6,105
     
-
 
U.S. Government agency securities
   
1,396
     
-
     
1,396
     
-
 
Total assets measured and recorded at fair value
 
$
13,781
   
$
6,280
   
$
7,501
   
$
-
 
Liabilities:
                               
Acquisition-related consideration
 
$
3,577
   
$
-
   
$
3,577
   
$
-
 
The above table excludes $37.5 million of cash balances on deposit at banks.
 
The foreign exchange forward contracts outstanding as of December 31, 2013 are entered into by the Company on the last business day of the period. Given the relatively short duration such contracts are outstanding in relation to changes in potential market rates, the change in the fair value is not material and is not reflected either as an asset or a liability.
 
Money market funds are classified within Level 1 of the fair value hierarchy because they are valued using quoted market prices in active markets. Short-term investments are classified within Level 2 of the fair value hierarchy because they are valued based on other observable inputs, including broker or dealer quotations, or alternative pricing sources. When quoted prices in active markets for identical assets or liabilities are not available, the Company relies on non-binding quotes from independent pricing services. Non-binding quotes are based on proprietary valuation models prepared by independent pricing services. These models use algorithms based on inputs such as observable market data, quoted market prices for similar instruments, historical pricing trends of a security as relative to its peers, internal assumptions of the independent pricing service and statistically supported models. The Company corroborates the reasonableness of non-binding quotes received from the independent pricing service by comparing them to the (a) actual experience gained from the purchases and redemption of investment securities, (b) quotes received on similar securities obtained when purchasing securities and (c) monitoring changes in ratings of similar securities and the related impact on the fair value. The types of instruments valued based on other observable inputs include corporate notes and commercial paper and U.S. Government agency securities. The Company reviewed financial and non-financial assets and liabilities and concluded that there were no material impairment charges during the three and six months ended December 31, 2013 and 2012, respectively.   The Company reviews the fair value hierarchy on a quarterly basis. Changes in the ability to observe valuation inputs may result in a reclassification of levels of certain securities within the fair value hierarchy. The Company recognizes transfers into and out of levels within the fair value hierarchy as of the date in which the actual event or change in circumstances that caused the transfer occurs. There were no transfers between Level 1 and Level 2 of the fair value hierarchy.
 
The Company measures the fair value of outstanding debts for disclosure purposes on a recurring basis. As of December 31, 2013 and June 30, 2013, long-term debt of $9.0 million and $29.0 million, respectively, is reported at amortized cost. This outstanding debt is classified at Level 2 as it is not actively traded and is valued using a discounted cash flow model that uses observable market inputs. Based on the discounted cash flow model, the fair value of the outstanding debt approximates amortized cost.
 
The purchase consideration for the Company’s acquisition of M5 included a contingent portion ranging from zero to $13.7 million and was subject to the achievement of certain revenue targets. These revenue targets were met in full on December 31, 2012, and as such, $10.0 million was paid in March 2013 and the remaining $3.7 million was paid in January 2014. Additionally, due to the achievement of these revenue targets, the fair value of the remaining $3.7 million was determined as of December 31, 2013 by taking the present value of these future cash payments using a present value discount rate of 6.0%. The purchase consideration is classified within Level 2 of the fair value hierarchy since it is based on observable inputs.
 
The change in the fair value of the Company’s purchase consideration liability is as follows (in thousands):

 
 
Fair Value
 
As of June 30, 2013
 
$
3,577
 
Add: Change in fair value of purchase consideration
   
107
 
As of December 31, 2013
 
$
3,684
 
 
Assets and Liabilities That Are Measured at Fair Value on a Nonrecurring Basis
 
Non-financial assets such as goodwill, intangible assets, and property, plant, and equipment are evaluated for impairment and adjusted to fair value using Level 3 inputs, only when an impairment is recognized. Fair values are considered Level 3 when management makes significant assumptions in developing a discounted cash flow model based upon a number of considerations including projections of revenues, earnings and a discount rate. In addition, in evaluating the fair value of goodwill impairment, further corroboration is obtained using the Company’s market capitalization. There were no indicators of impairment in the three and six months ended December 31, 2013 that required a nonrecurring fair value analysis to be performed on non-financial assets.
5. Line of credit
 
   On March 15, 2012, the Company entered into a secured credit agreement (the “Credit Facility”).  The Credit Facility was amended on December 4, 2012. The Credit Facility includes a revolving loan facility for an aggregate principal amount not exceeding $50.0 million. The Credit Facility matures on the fifth anniversary of its closing (March 15, 2017) and is payable in full upon maturity. The amounts borrowed and repaid under the Credit Facility are available for future borrowings.  The borrowings under the Credit Facility accrue interest either (at the election of the Company) at (i) the London interbank offered rate then in effect, plus a margin of between 2.00% and 2.50%, which is based on the Company’s consolidated EBITDA (as defined in the Credit Facility), or (ii) the higher of (a) the bank’s publicly-announced prime rate then in effect and (b) the federal funds rate plus 0.50%, in each case of (a) or (b), plus a margin of between 0.00% and 0.50%, which will be based upon the Company’s consolidated EBITDA.  The Company also pays annual commitment fees during the term of the Credit Facility which varies depending on the Company’s consolidated EBITDA. The Credit Facility is secured by substantially all of the Company’s assets. The amounts borrowed are recorded as long-term debt, net of the financing costs, in the Company’s consolidated financial statements. As of December 31, 2013, the Company had an additional $40.7 million available for borrowing under the Credit Facility.
 
The Credit Facility contains customary affirmative and negative covenants, including compliance with financial ratios and metrics. The Credit Facility and the related amendment requires the Company to maintain a minimum ratio of liquidity to its indebtedness (each as defined in the Credit Facility) and varying amounts of Liquidity and Consolidated EBITDA specified in the Credit Facility throughout the term of the agreement. The Company was in compliance with all such covenants as of December 31, 2013.
 
For the three and six months ended December 31, 2013, the Company paid interest at an approximate rate of 2.4% per annum. As of December 31, 2013, the Company had $9.0 million outstanding under the Credit Facility. The Company amortizes deferred financing costs to interest expense on a straight-line basis over the term of the debt.
 
6. Income Taxes
 
The Company recorded an income tax provision of $0.2 million and $0.4 million for the three and six months ended December 31, 2013, respectively and $0.1 million and $0.3 million for the three and six months ended December 31, 2012, respectively.
 
The tax provision of $0.2 million and $0.4 million determined for the three and six months ended December 31, 2013 is primarily the result of income tax provisions for federal alternative minimum tax, tax provisions for profitable foreign jurisdictions based upon income earned during this period and state tax provisions including certain states that are determined on a basis other than income earned. No income tax benefit was accrued for jurisdictions where the Company anticipates incurring a loss during the full fiscal year as the related deferred tax assets were fully offset by a valuation allowance.
 
The tax provision determined for the three and six months ended December 31, 2012 is primarily the result of income tax provisions for profitable jurisdictions based upon income earned during this period, tax provisions for certain states that are determined on a basis other than income earned and an increase in the valuation allowance recorded against deferred tax assets established upon the acquisition of M5 Networks.
 
The Company maintains liabilities for uncertain tax positions. As of December 31, 2013 and June 30, 2013, the Company’s total amounts of unrecognized tax benefits were $3.9 million and $4.1 million, respectively. Of the total of $3.9 million of unrecognized tax benefit as of December 31, 2013, approximately $48,000, if recognized, would impact the effective tax rate. The Company does not expect its unrecognized tax benefits to change materially over the next 12 months.
 
The “American Taxpayer Relief Act of 2012” (the “2012 Tax Act”) was enacted in January 2013. The 2012 Tax Act extended certain tax provisions that had previously expired under the “Tax Relief, Unemployment Insurance Reauthorization, and Job Creation Act of 2010”. The 2012 Tax Act extended the Research and Development credit for qualifying activities through December 31, 2013 and also extended the 50% bonus depreciation provisions on property acquired through December 31, 2013.
 
While management believes that the Company has adequately provided for all tax positions, amounts asserted by tax authorities could be greater or less than the Company’s current position. Accordingly, the Company’s provisions for federal, state and foreign tax related matters to be recorded in the future may change as revised estimates are made or as the underlying matters are settled or otherwise resolved.
 
The Company’s primary tax jurisdiction is in the United States. For federal and state tax purposes, the tax years 2001 through 2013 remain open and subject to tax examination by the appropriate federal or state taxing authorities.
 
  7. Common Stock
 
Common Shares Reserved for Issuance
At December 31, 2013, the Company has reserved shares of common stock for issuance as follows (in thousands):
 
Reserved under stock option plans
   
15,981
 
Reserved under employee stock purchase plan
   
316
 
Total
   
16,297
 

  8. Stock-Based Compensation
 
The Company estimated the grant date fair value of stock option awards and Employee Stock Purchase Plan (“ESPP”) rights using the Black-Scholes option valuation model with the following assumptions:

 
 
Three Months Ended
   
Six Months Ended
 
 
 
December 31,
   
December 31,
 
 
 
2013
   
2012
   
2013
   
2012
 
               
Expected life from grant date of option (in years)
   
5.31
     
5.42
     
5.43
     
5.32 - 5.42
 
Expected life from grant date of ESPP (in years)
   
0.50
     
0.50
     
0.50
     
0.50
 
Risk free interest rate for options
   
1.44
%
   
0.69
%
   
1.51
%
   
0.67% - 0.69
%
Risk free interest rate for ESPP
   
0.10
%
   
0.13% - 0.15
%
   
0.07% - 0.10
%
   
0.13% - 0.15
%
Expected volatility  for options
   
65
%
   
69
%
   
66
%
   
69
%
Expected volatility  for ESPP
   
48
%
   
44% - 57
%
   
42% - 48
%
   
44% - 57
%
Expected dividend yield
   
0
%
   
0
%
   
0
%
   
0
%
 
             During the three and six months ended December 31, 2013, the Company recorded non-cash stock-based compensation expense of $2.1 million and $4.2 million, respectively. During the three and six months ended December 31, 2012, the Company recorded non-cash stock-based compensation expense of $3.5 million and $6.9 million, respectively.
 
             Compensation expense is recognized only for the portion of stock options that are expected to vest, assuming an expected forfeiture rate in determining stock-based compensation expense, which could affect the stock-based compensation expense recorded if there is a significant difference between actual and estimated forfeiture rates. As of December 31, 2013, total unrecognized compensation cost related to stock-based options and awards granted to employees and non-employee directors was $9.9 million. This cost will be amortized on a ratable basis over a weighted-average vesting period of approximately 2.7 years.
 
9. Stock Option Plan
 
In January 1997, the Board of Directors and stockholders adopted the 1997 stock option plan (the “1997 Plan”) which, as amended, provided for granting incentive stock options (“ISOs”) and nonqualified stock options (“NSOs”) for shares of common stock to employees, directors, and consultants of the Company. This plan was terminated in January 2007 for new issuances.
 
In February 2007, the Company adopted the 2007 Equity Incentive Plan (the “2007 Plan”) which, as amended, provides for grants of ISOs, NSOs, restricted stock units (“RSUs”) and restricted stock awards (“RSAs”) to employees, directors and consultants of the Company. Options granted generally vest ratably over four years from the date of grant. The 2007 Plan provides that the options shall be exercisable over a period not to exceed ten years. Five million shares of common stock were initially reserved for future issuance in the form of stock options, restricted stock awards or units, stock appreciation rights and stock bonuses. Pursuant to the provisions under the 2007 Plan, each year, the number of shares in the reserve shall be increased by the provisions set forth in the 2007 Plan, subject to approval by the Company’s Board of Directors. The Company’s Board of Directors increased the number of shares authorized and reserved for issuance under the 2007 Plan during the years ended June 30, 2013 and 2012, by 2.9 million shares and 2.4 million shares, respectively.
Transactions under the 1997 and 2007 option plans are summarized as follows (in thousands, except per share data and contractual term):

 
 
Options Outstanding
 
 
 
Shares
Subject to
Options
Outstanding
   
Weighted-
Average
Exercise
Price
   
Weighted-
Average
Remaining
Contractual
Term
(in years)
   
Aggregate
Intrinsic
Value
 
Balance at July 1, 2013
   
8,898
   
$
5.45
   
   
 
Options granted (weighted average fair value $2.72 per share)
   
1,545
     
4.73
   
   
 
Options exercised
   
(1,566
)
   
3.97
   
   
 
Options cancelled/forfeited
   
(404
)
   
5.89
   
   
 
Balance at December 31, 2013
   
8,473
   
$
5.57
     
6.57
   
$
32,404
 
Vested and expected to vest at December 31, 2013
   
7,566
   
$
5.67
     
6.22
   
$
28,237
 
Options exercisable at December 31, 2013
   
4,844
   
$
5.90
     
4.89
   
$
17,183
 
 
The total pre-tax intrinsic value for options exercised during the three and six months ended December 31, 2013 was $1.9 million and $3.6 million, respectively and $0.1 million and $0.2 million for the three and six months ended December 31, 2012, respectively, representing the difference between the fair values of the Company’s common stock underlying these options at the dates of exercise and the exercise prices paid.
 
10. Employee Stock Purchase Plan
 
On September 18, 2007, the Board of Directors approved the commencement of offering periods under a previously-approved ESPP. The ESPP allows eligible employees to purchase shares of the Company’s common stock at a discount through payroll deductions. The ESPP consists of six-month offering periods commencing on May 1 st and November 1 st , each year. Under the ESPP, employees purchased shares of the Company's common stock at 85% of the market value at either the beginning of the offering period or the end of the offering period, whichever price is lower.
 
In February of fiscal 2013 and 2012, pursuant to the automatic increase provisions of the ESPP, the Company’s Board of Directors approved increases to the number of shares authorized and reserved for issuance under the ESPP by 587,188 and 481,433 shares, respectively .
 
As of December 31, 2013, 316,089 shares are reserved for future issuance under the ESPP.
 
11. Restricted Stock
 
Under the 2007 Plan, during the three and six months ended December 31, 2013 the Company issued fully vested restricted stock awards to non-employee directors electing to receive them in lieu of an annual cash retainer.
 
In addition, restricted stock units can be issued under the 2007 Plan to eligible employees and generally vest 25% at each one year anniversary from the date of grant.
 
Restricted stock award and restricted stock unit activity for the six months ended December 31, 2013 and 2012 is as follows (in thousands):
 
 
 
Six Months Ended
 
 
 
December 31,
 
 
 
2013
   
2012
 
Beginning outstanding
   
1,310
     
1,641
 
Awarded
   
781
     
526
 
Released
   
(384
)
   
(488
)
Forfeited
   
(115
)
   
(122
)
Ending outstanding
   
1,592
     
1,557
 
 
Information regarding restricted stock awards and restricted stock units outstanding at December 31, 2013 is summarized below:
 
 
 
Number of Shares
(thousands)
   
Weighted Average
Remaining
Contractual Lives
   
Aggregate Intrinsic
Value
(thousands)
 
Shares outstanding
   
1,592
     
1.60
   
$
14,776
 
Shares vested and expected to vest
   
1,148
     
1.50
   
$
10,652
 

  12. Litigation, Commitments, Contingencies and Leases
 
Litigation — At December 31, 2013, the Company is involved in litigation relating to claims arising out of the ordinary course of business or otherwise. Any litigation, regardless of outcome, is costly and time-consuming, can divert the attention of management and key personnel from business operations and deter distributors from selling the Company’s products and dissuade potential customers from purchasing the Company’s products. The Company defends itself vigorously against any such claims. Due to the uncertainty surrounding the litigation process, the Company is unable to estimate a range of loss, if any, at this time, however the Company does not believe a material loss is probable.
 
In addition, on March 21, 2013, the Company provided Fortis Advisors LLC, as representative of the former shareholders of M5 Networks, with a Claim Certificate disclosing certain claims for indemnification under the January 31, 2012 Agreement and Plan of Reorganization between M5 and the Company (the “Purchase Agreement”).  Thereafter, the Company and Fortis engaged in negotiations in an attempt to resolve the indemnification claims asserted by the Company.  In September 2013, the Company received notice of commencement of an arbitration proceeding by Fortis on behalf of the former shareholders of M5.  Through the arbitration, Fortis seeks a declaration that the Company’s claims for indemnification are precluded.  On October 11, 2013, the Company served its response, denying all of Fortis’ allegations and asserting counterclaims for breach of the Purchase Agreement and declaratory relief.  An arbitration hearing has not yet been set.
 
Indemnification asset — At December 31, 2013, the Company had $6.2 million of indemnification asset. The indemnification asset represents reimbursement the Company reasonably expects to receive from the escrow funds, currently held by a financial institution, pursuant to the M5 acquisition agreement.
 
Leases — The Company leases its facilities under noncancelable operating leases which expire at various times through 2023. The leases provide for the lessee to pay all costs of utilities, insurance, and taxes. Future minimum lease payments under the noncancelable capital and operating leases as of December 31, 2013, are as follows (in thousands):

Years Ending June 30,
 
Operating
Leases
   
Capital
Leases
 
2014 (remaining six months)
 
$
2,157
   
$
698
 
2015
   
4,539
     
427
 
2016
   
4,715
     
41
 
2017
   
4,586
     
7
 
2018
   
3,897
     
-
 
Therafter
   
6,314
     
-
 
Total minimum lease payments
 
$
26,208
     
1,173
 
 
               
Less: amount representing interest
           
(47
)
Present value of total minimum lease payments
           
1,126
 
Less: current portion liability
           
(1,007
)
Capital lease obligation, net of current portion
         
$
119
 
 
The operating lease obligations noted in the table above have not been reduced by non-cancellable sublease rentals of $0.6 million.
 
The current portion of the capital leases is included in accrued liabilities and other on the condensed consolidated balance sheet. The non-current portion of the capital leases is included in the other long-term liabilities on the consolidated balance sheet. Lease obligations for the Company’s foreign offices are denominated in foreign currencies, which were converted in the above table to U.S. dollars at the interbank exchange rate on December 31, 2013.
 
Rent expense for the three months ended December 31, 2013 and 2012 was $1.0 million and $0.9 million, respectively and was $2.1 million and $1.8 million, for the six months ended December 31, 2013 and 2012, respectively.
Purchase commitments — The Company had purchase commitments with contract manufacturers for inventory totaling approximately $30.4 million as of December 31, 2013 and $24.0 million as of June 30, 2013.
 
Indemnification — Under the indemnification provisions of the Company’s customer agreements, the Company agrees to indemnify and defend its customers against infringement of any patent, trademark, or copyright of any country or the misappropriation of any trade secret, arising from the customers’ legal use of the Company’s services. The exposure to the Company under these indemnification provisions is generally limited to the total amount paid by the customers under pertinent agreements. However, certain indemnification provisions potentially expose the Company to losses in excess of the aggregate amount received from the customer.
 
The Company also has entered into customary indemnification agreements with each of its officers and directors. The Company also has indemnification obligations to the underwriters of its initial public offering pursuant to the underwriting agreement executed in connection with that offering.
 
13. Segment Information
 
The Company provides UC systems for enterprises through offering both premise and hosted business solutions. Due to the uniqueness of these platforms, the Company considers each of these offerings a separate segment. The Company’s chief operating decision-maker (“CODM”) is its Chief Executive Officer (“CEO”). The Company’s CEO reviews revenue and gross profit for these two distinct segments to evaluate financial performance and allocate resources. The financial information by the two reportable segments is also accompanied by information about consolidated revenue by geographic regions.

The following presents total revenue and gross profit by reportable segments (in thousands):
 
 
 
Three Months Ended
   
Six Months Ended
 
 
 
December 31
   
December 31
 
 
 
2013
   
2012
   
2013
   
2012
 
Total revenues:
 
   
   
   
 
Premise
 
$
62,766
   
$
57,549
   
$
126,314
   
$
116,871
 
Hosted
   
21,719
     
17,087
     
42,458
     
32,749
 
Total
 
$
84,485
   
$
74,636
   
$
168,772
   
$
149,620
 
 
                               
Gross profit:
                               
Premise
 
$
42,218
   
$
38,201
   
$
85,188
   
$
77,547
 
Hosted
   
7,641
     
5,687
     
15,847
     
12,207
 
Total
 
$
49,859
   
$
43,888
   
$
101,035
   
$
89,754
 

Revenue by geographic region is based on the ship to address on the customer order. The following presents total revenue by geographic region (in thousands):

 
 
Three Months Ended
   
Six Months Ended
 
 
 
December 31,
   
December 31,
 
 
 
2013
   
2012
   
2013
   
2012
 
United States of America
 
$
76,219
   
$
66,934
   
$
152,749
   
$
133,899
 
International
   
8,266
     
7,702
     
16,023
     
15,721
 
Total
 
$
84,485
   
$
74,636
   
$
168,772
   
$
149,620
 

Revenue from one value-added distributor accounted for approximately 23% and 21% of the total revenue during the three months ended December 31, 2013 and 2012, respectively and 24% and 22% of the total revenue during the six months ended December 31, 2013 and 2012, respectively.
 
The Company’s assets are primarily located in the United States of America and not allocated to any specific region; furthermore, the Company does not measure the performance of its geographic regions based upon asset-based metrics.
 
The following presents a summary of long-lived assets, excluding deferred tax assets, other assets, and intangible assets (in thousands):
 
 
December 31,
   
June 30,
 
 
 
2013
   
2013
 
United States of America
 
$
18,699
   
$
14,929
 
International
   
634
     
696
 
Total
 
$
19,333
   
$
15,625
 

The following presents the carrying value of goodwill for the Company’s reportable segments (in thousands):
 
 
 
Premise
Segment
   
Hosted
Segment
   
Total
 
As of June 30, 2013
 
$
7,415
   
$
115,335
   
$
122,750
 
 
                       
As of December 31, 2013
 
$
7,415
   
$
115,335
   
$
122,750
 

14. Derivative Instruments and Hedging Activities
 
In the normal course of business, the Company is exposed to fluctuations in interest rates and the exchange rates associated with foreign currencies. During the three months ended December 31, 2013, the Company used derivative instruments to reduce the volatility of earnings associated with changes in foreign currency exchange rates. The Company used foreign exchange forward contracts to mitigate the gains and losses generated from the re-measurement of certain foreign monetary assets and liabilities, primarily including cash balances, third party accounts receivable and intercompany transactions recorded on the balance sheet. These derivatives are not designated and do not qualify as hedge instruments. Accordingly, changes in the fair value of these instruments are recognized in other income and expenses during the period of change. The fair values recorded during the three and six months ended December 31, 2013 and 2012 were not material since these contracts were entered into on the last day of the period. These derivatives have maturities of approximately one month.
 
The following table presents the gross notional value of all of the Company’s foreign exchange forward contracts outstanding as of December 31, 2013 (in thousands):
 
 
 
December 31, 2013
 
 
 
Local Currency
Amount
   
Notional Contract
Amount (USD)
 
Australian dollar
 
$
2,820
     
2,484
 
British pound
 
£
1,310
     
2,171
 
Euro
 
480
     
658
 
Total
         
$
5,313
 

No such contracts were outstanding as of June 30, 2013.
 
ITEM 2.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS
 
The following discussion and analysis of our financial condition and results of operations should be read in conjunction with the condensed consolidated financial statements and related notes included elsewhere in this document. This discussion contains forward-looking statements that involve risks and uncertainties. Our actual results could differ materially from those discussed below. Factors that could cause or contribute to such differences include, but are not limited to, those identified below, and those discussed in the section entitled “Risk Factors.”
 
Overview
 
We are a leading provider of Internet Protocol (“IP”) telecommunications solutions for enterprises. We were founded in September 1996 and shipped our first system in 1998. Since that time, we have continued to develop and enhance our product line. Our acquisition of M5 Networks, Inc. (“M5”), a provider of hosted unified communication solutions, in March 2012, expanded our products and service offerings to now include hosted solutions. Our acquisition of Agito Networks, Inc. (“Agito”), a provider of platform-agnostic enterprise mobility, in October 2010, expanded our existing mobile solution with the vision of allowing users to communicate on any device, such as a desk phone, mobile phone, tablet or computer, at any location using any cellular or Wi-Fi network simply and cost effectively.
 
Our solutions are available for businesses to operate in their own premise data centers or on a hosted, cloud-based platform. Solutions within our premise segment are comprised of our switches, IP phones and software applications which work with our unique IP architecture to provide a brilliantly simple integrated communication system. Our ShoreTel Sky solutions are sold within our hosted segment and are comprised of M5’s software and services delivered to the customer using our routers and IP phones. We anticipate that our cloud business will grow at a faster rate than our premise business. Accordingly, we will continue to invest more in cloud-based infrastructure to help enable our growth.
Our phone and switch products are manufactured by contract manufacturers located in the United States and in China. Our contract manufacturers provide us with a range of operational and manufacturing services, including component procurement, final testing and assembly of our products, which allows us to scale our business without the significant capital investment and on-going expenses required to establish and maintain a manufacturing operation.
 
We sell our premise and hosted products primarily through channel partners that market and sell our systems to customers across all industry verticals, focusing on small and medium companies and public institutions. Our channel partners include resellers as well as value-added distributors who in turn sell to the resellers. We believe our channel strategy allows us to reach a larger number of prospective small and medium business customers more effectively. The number of our authorized channel partners was approximately 1,038 as of December 31, 2013. Our internal sales and marketing personnel support these channel partners in their selling efforts. In our hosted business the enterprise customer will purchase services directly from us, and in these situations we typically compensate the channel partner for its sales efforts. At the request of the channel partner, we often ship our products directly to the enterprise customer.
 
We are headquartered in Sunnyvale, California and have sales and marketing, customer support, general and administrative and engineering functions in Texas, New York and Illinois. The majority of our personnel work at these locations. Sales, engineering, and support personnel are also located throughout the United States and, to a lesser extent, in Canada, the United Kingdom, Ireland, Germany, Spain, Hong Kong, Singapore, Philippines, India and Australia. While most of our customers are located in the United States, we have remained fairly consistent in revenue from international sales, which accounted for approximately 10% of our total revenue for the three months ended December 31, 2013 and 2012 and 9% and 11% for six months ended December 31, 2013 and 2012, respectively. We expect sales to customers in the United States will continue to comprise the majority of our sales in the foreseeable future.

As of December 31, 2013, our solutions have been installed by more than 32,000 business customers. We serve a wide range of vertical markets, including professional services, financial services, government, education, health care, manufacturing, non-profit organizations and technology industries.
 
Key Business Metrics
 
We monitor a number of key metrics to help forecast growth, establish budgets, measure the effectiveness of sales and marketing efforts and measure operational effectiveness.
 
Deferred revenue . Deferred revenue relates to the timing of revenue recognition for specific transactions based on delivery of service, support, specific commitments, product and services delivered to our value-added distributors that have not been delivered or sold through to resellers, and other factors. Deferred revenue primarily consists of billings made or payments received in advance of revenue recognition from our transactions and are recognized as the revenue recognition criteria are met. Nearly all of our premise system sales include the purchase of post-contractual support contracts with terms of up to five years, and our renewal rates on these contracts have been high historically. We recognize support revenue on a ratable basis over the term of the support contract. Since we receive payment for support in advance of recognizing the related revenue, we carry a deferred revenue balance on our consolidated balance sheet. This deferred revenue helps provide predictability to our future support and services revenue. Almost all of our hosted services are billed a month in advance. Billings that are collected before the service is delivered are included in the deferred revenue balance on our consolidated balance sheet. These amounts are recognized as revenue as the services are delivered. Deferred revenue for our hosted segment represents amounts paid by customers for future services to be provided. Our deferred revenue balance at December 31, 2013 was $60.7 million, of which $43.9 million is expected to be recognized within one year.
 
Gross margin. Our gross margin for our hardware and software products is primarily affected by our ability to reduce hardware costs faster than the decline in average overall system sales prices. We strive to increase our product gross margin by reducing hardware costs through product redesign and volume discount pricing from our suppliers. In general, product gross margin on our switches is greater than product gross margin on our IP phones. As the prices and costs of our hardware components have decreased over time, our software components, which have lower costs than our hardware components, have represented a greater percentage of our overall margin on system sales. We consider our ability to monitor and manage these factors to be a key aspect of maintaining product gross margins and increasing our profitability.
 
Gross margin for support and services is impacted primarily by labor-related expenses. The primary goal of our support and services function is to ensure a high level of customer satisfaction and our investments in support personnel and infrastructure are made with this goal in mind. We expect that as our installed enterprise customer base grows, we may be able to slightly improve gross margin for support and services through economies of scale. However, the timing of additional investments in our support and services infrastructure could materially affect our cost of support and services revenue, both in absolute dollars and as a percentage of support and services revenue and total revenue, in any particular period.
Gross margin for the hosted segment services is lower than the gross margins for the premise segment and is impacted primarily by the reselling of broadband circuits to customers, employee-related expense, data communication cost, data center costs, carrier cost, telecom taxes, and intangible asset amortization expense. We expect that with the growth in the hosted customer base, the gross margins for our hosted business may improve over time.
 
Operating expenses. Our operating expenses are comprised primarily of compensation and benefits for our employees as well as marketing expenses. Accordingly, increases in operating expenses historically have been primarily related to increases in our headcount. We intend to expand our workforce in the hosted business to support our anticipated growth, and therefore, our ability to forecast revenue is critical to managing our operating expenses.
 
Average revenue per user . We calculate the monthly average service revenue per user (“ARPU”) for our hosted segment as the average monthly recurring revenue per customer divided by the average number of seats per customer. The average monthly recurring revenue per customer is calculated as the monthly recurring service revenue from customers in the period, divided by the simple average number of business customers during the period. Our ARPU includes telecommunication internet circuits that we resell that could, as a percentage of our business, decline over time as our average customer size increases and therefore they are more likely to have their own networks already established. Our monthly ARPU for the three months ended December 31, 2013 and 2012 were approximately $45 and $53, respectively. The decrease in ARPU was primarily due to a greater number of volume discounts related to increased sales to larger enterprise customers and a decrease in the resale of telecommunication internet circuits to new customers.
 
Revenue churn . Revenue churn for our hosted segment is calculated by dividing the monthly recurring revenue from customers that have terminated during a period by the total monthly recurring revenue from all customers in a given period and then annualizing the calculation. The effective management of the revenue churn is critical to our ability to maximize revenue growth and to maintain and improve margins. Our annualized revenue churn for customers that have terminated services as of both December 31, 2013 and 2012 was approximately 4%.

 Basis of Presentation
 
Revenue. We derive our revenue from sales of our premise IP telecommunications systems and related support and services as well as hosted services.

Premise Revenue . Premise product revenue consists of sales of our business communications systems. Our typical system includes a combination of IP phones, switches and software applications primarily for our premise business. We sell our products through channel partners that include resellers and value-added distributors. Prices to a given channel partner for hardware and software products depend on that channel partner’s volume and customer satisfaction levels, as well as our own strategic considerations. In circumstances where we sell directly to the enterprise customer in transactions that have been assisted by channel partners, we report our revenue net of any associated payment to the channel partners that assisted in such sales. This results in recognized revenue from a direct sale approximating the revenue that would have been recognized from a sale of a comparable system through a channel partner. Premise product revenue accounted for 55% and 59% of our total revenue for the three months ended December 31, 2013 and 2012, respectively and 56% and 60% of our total revenue for the six months ended December 31, 2013 and 2012, respectively.

Premise support and services revenue primarily consists of post-contractual support and, to a lesser extent, revenue from training services, professional services and installations that we perform. Post-contractual support includes software updates which grant rights to unspecified software license upgrades and maintenance releases issued during the support period. Post-contractual support also includes both Internet- and phone-based technical support. Revenue from post-contractual support is recognized ratably over the contractual service period. Premise support and services revenues accounted for 19% and 18% of our total revenue for the three months ended December 31, 2013 and 2012, respectively and 19% and 18% of our total revenue for the six months ended December 31, 2013 and 2012, respectively.

Hosted Revenue. Hosted services and solutions consist primarily of our proprietary hosted VoIP Unified Communications system as well as other services such as foreign and domestic calling plans, certain UC applications like mobility, internet service provisioning, training, installation and other professional services. Additionally, we offer our customers the ability to purchase IP phones from us directly or rent such systems as part of their service agreements. Our hosted services are sold through indirect channel resellers and a direct sales force. Our customers typically enter into 12 month service agreements whereby they are billed for such services on a monthly basis. Revenue from our hosted services is recognized on a monthly basis as services are delivered. Revenue associated with various calling plans and internet services are recognized as such services are provided. Hosted revenues accounted for 26% and 23% of our total revenue for the three months ended December 31, 2013 and 2012, respectively and 25% and 22% of our total revenue for the six months ended December 31, 2013 and 2012, respectively.
Cost of revenue. Cost of product revenue consists primarily of hardware costs, royalties and license fees for third-party software included in our systems, salary and related overhead costs of operations personnel, freight, warranty costs and provision for excess inventory. The majority of these costs vary with the unit volumes of products sold. Cost of support and services revenue consists of salary and related overhead costs of personnel engaged in support and service activities. Cost of hosted services revenue consists of personnel and related costs of the hosted operation, data center costs, data communication cost, carrier cost and amortization of intangible assets.

Research and development expenses. Research and development expenses primarily include personnel costs, outside engineering costs, professional services, prototype costs, test equipment, software usage fees and facilities expenses. Research and development expenses are recognized when incurred on a project basis. We capitalize development costs incurred from determination of technological feasibility through general release of the product to customers. We are devoting substantial resources to the development of additional functionality for existing products and the development of new products and related software applications. We intend to continue to make investments in our research and development efforts because we believe they are essential to maintaining and improving our competitive position. Accordingly, we expect research and development expenses to continue to increase in absolute dollars.

Sales and marketing expenses. Sales and marketing expenses primarily include personnel costs, sales commissions, travel, marketing promotional and lead generation programs, branding and advertising, trade shows, sales demonstration equipment, professional services fees, amortization of intangible assets, and facilities expenses. We plan to continue investing in our domestic and international marketing activities to help build brand awareness and create sales leads for our channel partners.  We expect that sales and marketing expenses will be our largest operating expense category.

General and administrative expenses. General and administrative expenses primarily relate to our executive, finance, human resources, legal and information technology organizations. General and administrative expenses primarily consist of personnel costs, professional fees for legal, accounting, tax, compliance and information systems, travel, recruiting expense, software amortization costs, sales and telecom taxes, depreciation expense and facilities expenses. As we expand our business, we expect general and administrative expenses to increase in absolute dollars.

Other income (expense). Other income (expense) primarily consists of interest earned on cash, cash equivalents and short-term investments, gains and losses on foreign currency translations and transactions, interest expense on our debt as well as other miscellaneous items affecting our operating results.

Provision from income taxes. Provision for income taxes includes federal, state and foreign tax on our income as well as any adjustments made to our valuation allowance for deferred tax assets. Since our inception, we have accumulated substantial net operating loss and tax credit carryforwards. We account for income taxes under an asset and liability approach.  Deferred income taxes reflect the impact of temporary differences between assets and liabilities recognized for financial reporting purposes and such amounts recognized for income tax reporting purposes, net operating loss carryforwards and other tax credits measured by applying current enacted tax laws.  Valuation allowances are provided when necessary to reduce deferred tax assets to an amount that is more likely than not to be realized.
 
Critical Accounting Policies and Estimates
 
The preparation of our financial statements and related disclosures in conformity with generally accepted accounting principles in the United States of America, or GAAP, requires us to make estimates and assumptions that affect the reported amounts of assets, liabilities, revenues and expenses. These estimates and assumptions are based on historical experience and various other factors that we believe are reasonable under the circumstances. We consider our accounting policies related to revenue recognition, stock-based compensation, goodwill and purchased-intangible assets and accounting for income taxes to be critical accounting policies. A number of significant estimates, assumptions, and judgments are inherent in our determination of when to recognize revenue, how to estimate the best evidence of selling price for revenue recognition, the calculation of stock-based compensation expense, evaluation of the potential impairment of goodwill and purchased-intangible assets and the income tax related balances. We base our estimates and judgments on historical experience and on various other assumptions that we believe to be reasonable under the circumstances. Actual results could differ materially from these estimates. Management believes there have been no significant changes during the three and six months ended December 31, 2013 to the items that we disclosed as our critical accounting policies and estimates in Management’s Discussion and Analysis of Financial Condition and Results of Operations in our 2013 Annual Report on Form 10-K filed with the Securities and Exchange Commission. For a description of those accounting policies, please refer to our 2013 Annual Report on Form 10-K.
 Results of Operations
 
 The following table sets forth unaudited selected condensed consolidated statements of operations data for the three and six months ended December 31, 2013 and 2012 (in thousands, except per share amounts):

 
 
Three Months Ended
   
Six Months Ended
 
 
 
December 31,
   
December 31,
 
 
 
2013
   
2012
   
2013
   
2012
 
Revenue:
 
   
   
   
 
Product
 
$
46,557
   
$
43,769
   
$
94,239
   
$
89,603
 
Hosted and related services
   
21,719
     
17,087
     
42,458
     
32,749
 
Support and services
   
16,209
     
13,780
     
32,075
     
27,268
 
Total revenue
   
84,485
     
74,636
     
168,772
     
149,620
 
Cost of revenue:
                               
Product
   
16,341
     
15,069
     
32,637
     
30,856
 
Hosted and related services
   
14,078
     
11,400
     
26,611
     
20,542
 
Support and services
   
4,207
     
4,279
     
8,489
     
8,468
 
Total cost of revenue
   
34,626
     
30,748
     
67,737
     
59,866
 
Gross profit
   
49,859
     
43,888
     
101,035
     
89,754
 
Operating expenses:
                               
Research and development
   
12,281
     
12,195
     
25,561
     
26,148
 
Sales and marketing
   
27,355
     
31,739
     
55,021
     
62,495
 
General and administrative
   
10,398
     
9,292
     
21,027
     
17,887
 
Total operating expenses
   
50,034
     
53,226
     
101,609
     
106,530
 
Loss from operations
   
(175
)
   
(9,338
)
   
(574
)
   
(16,776
)
Other income (expense), net
   
(539
)
   
(926
)
   
(966
)
   
(1,328
)
Loss before provision for income tax
   
(714
)
   
(10,264
)
   
(1,540
)
   
(18,104
)
Provision for income tax
   
226
     
90
     
435
     
287
 
Net loss
 
$
(940
)
 
$
(10,354
)
 
$
(1,975
)
 
$
(18,391
)
Net loss per share - basic and diluted
 
$
(0.02
)
 
$
(0.18
)
 
$
(0.03
)
 
$
(0.32
)
Shares used in computing net loss per share - basic and diluted
   
60,809
     
58,566
     
60,177
     
58,376
 

The following table sets forth selected condensed consolidated statements of operations data as a percentage of total revenue for each of the periods indicated.
 
 
 
Three Months Ended
   
Six Months Ended
 
 
 
December 31,
   
December 31,
 
 
 
2013
   
2012
   
2013
   
2012
 
Revenue:
 
   
   
   
 
Product
   
55
%
   
59
%
   
56
%
   
60
%
Hosted and related services
   
26
%
   
23
%
   
25
%
   
22
%
Support and services
   
19
%
   
18
%
   
19
%
   
18
%
Total revenue
   
100
%
   
100
%
   
100
%
   
100
%
Cost of revenue:
                               
Product
   
19
%
   
20
%
   
19
%
   
21
%
Hosted and related services
   
17
%
   
15
%
   
16
%
   
14
%
Support and services
   
5
%
   
6
%
   
5
%
   
6
%
Total cost of revenue
   
41
%
   
41
%
   
40
%
   
40
%
Gross profit
   
59
%
   
59
%
   
60
%
   
60
%
Operating expenses:
                               
Research and development
   
15
%
   
16
%
   
15
%
   
17
%
Sales and marketing
   
32
%
   
43
%
   
33
%
   
42
%
General and administrative
   
12
%
   
12
%
   
12
%
   
12
%
Total operating expenses
   
59
%
   
71
%
   
60
%
   
71
%
Loss from operations
   
-
     
(12
%)
   
-
     
(11
%)
Other income (expense), net
   
(1
%)
   
(1
%)
   
(1
%)
   
(1
%)
Loss before provision for income tax
   
(1
%)
   
(13
%)
   
(1
%)
   
(12
%)
Provision for income tax
   
-
     
-
     
-
     
-
 
Net loss
   
(1
%)
   
(13
%)
   
(1
%)
   
(12
%)

Comparison of the three months ended December 31, 2013 and December 31, 2012
 
Revenue.
 
 
 
Three Months Ended
 
 
 
December 31,
 
 
 
2013
   
2012
   
Change $
   
Change %
 
(in thousands, except percentages)
 
   
   
   
 
Revenue
 
$
84,485
   
$
74,636
   
$
9,849
     
13
%
 
Total revenue increased by $9.8 million or 13% in the three months ended December 31, 2013 as compared to the three months ended December 31, 2012.  This increase in the overall revenue was primarily due to a $5.2 million increase in revenue associated with our premise business as well as a $4.6 million increase in revenue in our hosted business during the same period.

Premise Revenue
 
Premise product revenue increased by $2.8 million, or 6%, in the three months ended December 31, 2013, as compared to the same period in the prior year, primarily due to higher sales volumes of our solutions. Our international premise revenue represented 13% and 12% of our premise revenue in the three months ended December 31, 2013 and 2012, respectively. Premise support and services revenue increased by $2.4 million or 18% in the three months ended December 31, 2013 as compared to the same period in the prior year. The increase in support and services revenue was primarily due to increased sales to existing customers resulting in higher post-contractual support revenues due to high renewal rates on maintenance contracts as well as the continued expansion of our customer base resulting from sales to new customers.
Hosted Revenue

Hosted and related service revenue increased by $4.6 million or 27% in the three months ended December 31, 2013 as compared to the same period in the prior year. The increase in hosted and related service revenue was primarily due to continued growth in our customer base as a result of additional sales personnel within our hosted segment, increase in our non-recurring revenue such as installation fees and usage based telecommunications charges, our expanded branding and product marketing efforts as well as additional increases in the use of our services from existing customers.
 
Cost of revenue and gross profit.
 
 
 
Three Months Ended
 
 
 
December 31,
 
 
 
2013
   
2012
   
Change $
   
Change %
 
(in thousands, except percentages)
 
   
   
   
 
Cost of revenue
 
$
34,626
   
$
30,748
   
$
3,878
     
13
%
Gross profit
   
49,859
     
43,888
     
5,971
     
14
%
Gross margin
   
59
%
   
59
%
   
n/
a
   
-
 
 
Overall gross margin remained consistent at 59% for both the three months ended December 31, 2013 and 2012.

Premise Gross Margin

Premise product gross margins were 65% and 66% in the three months ended December 31, 2013 and 2012, respectively. Premise support and services gross margins increased to 74% in the three months ended December 31, 2013 as compared to 69% in the same period in the prior year. This increase was driven by synergies achieved by existing headcount which allowed lower personnel costs to support a larger customer base and generate a higher revenue amount from the same period in the prior year.

Hosted Gross Margin

Hosted and related service gross margin were 35% for the three months ended December 31, 2013 as compared to 33% in the same period in the prior year. As the related hosted business continues to expand and grow, we anticipate that we will realize improvements in our gross margins as we achieve synergies and other cost reductions in our service delivery platform.
 
Our hosted business service offering includes cost elements that are unique to the hosted service offering which in turn, impacts the overall hosted service gross margins. Specifically, as part of our hosted service offering, we provide our customers unlimited domestic calling plans and internet service plans. To provide calling services, we purchase and resell minutes and calling plans from various national and regional telecommunication carriers. Additionally, we purchase and resell telecommunications circuits from various local and national internet service providers as a service to customers. As a result of reselling calling plans, telecommunications circuits and providing internet data plans to customers, we incur various regulatory charges. In addition, the hosted gross margin is impacted by the amortization of intangible assets related to the acquisition of M5 Networks.
 
Upon completion of our acquisition of M5 Networks, we have undertaken and plan to undertake several initiatives to create greater efficiencies in the delivery of our hosted services.  These initiatives include:
 
· Consolidation of data centers;
 
· Integration to common hardware platforms;
 
· Integration of our customer support services teams;
 
· Review of our telecommunication costs;
 
· Development of our next generation product.
 
While we believe that through the execution of these initiatives we will improve our gross margins, due to the nature of the unique costs identified above and the overall timing to execute our gross margin improvement initiatives, we do not anticipate that gross margins for our hosted and related services will be commensurate with that of premise business in the short term.
Operating expenses .
 
 
 
Three Months Ended
 
 
 
December 31,
 
 
 
2013
   
2012
   
Change $
   
Change %
 
(in thousands, except percentages)
 
   
   
   
 
Research and development
 
$
12,281
   
$
12,195
   
$
86
     
1
%
Sales and marketing
   
27,355
     
31,739
     
(4,384
)
   
(14
%)
General and administration
   
10,398
     
9,292
     
1,106
     
12
%

Research and development. Research and development expenses increased by $0.1 million, or 1%, during the three months ended December 31, 2013 as compared to the same period in the prior year. The increase in research and development expenses from the prior period is due to an increase in the professional fees and temporary workforce charges of $0.4 million partially offset by a decrease in the personnel related costs of $0.3 million due to the reduction in the headcount as compared to the same period prior year.
 
Sales and marketing. Sales and marketing expenses decreased by $4.4 million, or 14%, in the three months ended December 31, 2013 as compared to the same period in the prior year. The decrease in sales and marketing expenses from the prior period is primarily due to a decrease in personnel related costs including benefits and commissions of $1.9 million and a decrease in travel and entertainment expenses of $0.7 million , both due to a decrease in headcount. This decrease is also related to a reduction in marketing expenses of $1.8 million primarily due to the elimination of partner conferences offset by higher costs related to trade shows in the current quarter compared to the same period in the prior year.
 
General and administrative. General and administrative expenses increased by $1.1 million, or 12%, in the three months ended December 31, 2013 as compared to the same period in the prior year. The increase in general and administrative expenses from the prior period is primarily due to the increase in overall expenses to support the addition of facilities and headcount which includes an increase in personnel related costs including benefits and variable compensation of $0.8 million, an increase in facilities costs of $0.3 million and an increase in sales tax expense of $0.4 million offset by a decrease in consulting and outside service fees of $0.4 million.
 
Other income (expense), net.
 
 
 
Three Months Ended
 
 
 
December 31,
 
 
 
2013
   
2012
   
Change $
   
Change %
 
(in thousands, except percentages)
 
   
   
   
 
Interest expense
   
(205
)
   
(676
)
   
(471
)
   
(70
%)
Interest income and other (expense), net
   
(334
)
   
(250
)
   
84
     
34
%

Interest expense. Interest expense decreased by $0.5 million or 70% in the three months ended December 31, 2013 as compared to the same period in the prior year primarily due to lower outstanding borrowings under our line of credit agreement during the three months ended December 31, 2013 as compared to the three months ended December 31, 2012.

Interest income and other (expense), net. Interest income and other (expense), net, increased by $84,000 or 34% in the three months ended December 31, 2013 compared to the same period in the prior year primarily as a result of an increase in our foreign exchange loss due to the strengthening of the U.S. dollar against certain foreign currencies in which we transact.
 
Provision for income tax.
 
 
 
Three Months Ended
 
 
 
December 31,
 
 
 
2013
   
2012
   
Change $
   
Change %
 
(in thousands, except percentages)
 
   
   
   
 
Provision for income tax
 
$
226
   
$
90
   
$
136
     
151
%

Provision for income tax. Our effective tax rate differs from the statutory rate largely due to the provision of a full valuation allowance on the current year net operating losses. The provision for income taxes for the three months ended December 31, 2013 is primarily related to federal Alternative Minimum Tax, state and foreign income tax expense.  The income tax provision for the three months ended December 31, 2013 includes a tax benefit of approximately $93,000 due to the conclusion of an income tax audit during the quarter. The income tax provision for the three months ended December 31, 2012 includes a charge of approximately $135,000 relating to the increase in the valuation allowance for deferred tax assets associated with subsequent purchase price adjustments recorded for the M5 acquisition.
Comparison of the six months ended December 31, 2013 and December 31, 2012
 
Revenue.
 
 
 
Six Months Ended
 
 
 
December 31,
 
 
 
2013
   
2012
   
Change $
   
Change %
 
(in thousands, except percentages)
 
   
   
   
 
Revenue
 
$
168,772
   
$
149,620
   
$
19,152
     
13
%
 
Total revenue increased by $19.2 million or 13% in the six months ended December 31, 2013 as compared to the same period in the prior year.  This increase in the overall revenue was primarily due to a $9.7 million increase in revenue associated with our hosted business as well as a $9.5 million increase in revenue in our premise business during the same period.

Premise Revenue

Premise product revenue increased by $4.6 million, or 5%, during the six months ended December 31, 2013 as compared to the same period in the prior year, primarily due to higher sales volumes of our solutions. Our international premise revenue represented 13% of our premise revenue in both the six months ended December 31, 2013 and 2012. Premise support and services revenue increased by $4.8 million or 18% in the six months ended December 31, 2013 as compared to the same period in the prior year. The increase in support and services revenue was primarily due to increased sales to existing customers resulting in higher post-contractual support revenues due to high renewal rates on maintenance contracts as well as the continued expansion of our customer base resulting from sales to new customers.
 
Hosted Revenue

Hosted and related service revenue increased by $9.7 million or 30% during the six months ended December 31, 2013 as compared to the same period in the prior year. The increase in hosted and related service revenue was primarily due to continual growth in our customer base as a result of additional sales personnel within our hosted segment, increase in our non-recurring revenue areas such as installations fees and usage based telecommunications charges, our expanded branding and product marketing efforts as well as additional increases in the use of our services from existing customers.

Cost of revenue and gross profit.
 
 
 
Six Months Ended
 
 
 
December 31,
 
 
 
2013
   
2012
   
Change $
   
Change %
 
(in thousands, except percentages)
 
   
   
   
 
Cost of revenue
 
$
67,737
   
$
59,866
   
$
7,871
     
13
%
Gross profit
   
101,035
     
89,754
     
11,281
     
13
%
Gross margin
   
60
%
   
60
%
   
n/
a
   
-
 
 
Overall gross margin remained consistent at 60% for both the six months ended December 31, 2013 and 2012.

Premise Gross Margin

Premise product gross margins were 65% and 66% during the six months ended December 31, 2013 and 2012, respectively. Premise support and services gross margins increased to 74% during the three months ended December 31, 2013 as compared to 69% in the same period in the prior year. This increase was driven by synergies achieved by existing headcount which allowed lower personnel costs to support a larger customer base and generate a higher revenue amount from the same period in the prior year.
Hosted Gross Margin
 
Hosted and related service gross margin were 37% for both the six months ended December 31, 2013 and 2012. As the related hosted business continues to expand and grow, we anticipate that we will realize improvements in our gross margins as we achieve synergies and other cost reductions in our service delivery platform.
 
Our hosted business service offering includes cost elements that are unique to the hosted service offering which in turn, impacts the overall hosted service gross margins. Specifically, as part of our hosted service offering, we provide our customers unlimited domestic calling plans and internet service plans. To provide calling services, we purchase and resell minutes and calling plans from various national and regional telecommunication carriers. Additionally, we purchase and resell telecommunications circuits from various local and national internet service providers as a service to customers. As a result of reselling calling plans, telecommunications circuits and providing internet data plans to customers, we incur various regulatory charges. In addition, the hosted gross margin is impacted by the amortization of intangible assets related to the acquisition of M5 Networks.
 
Upon completion of our acquisition of M5 Networks, we have undertaken and plan to undertake several initiatives to create greater efficiencies in the delivery of our hosted services.  These initiatives include:
 
· Consolidation of data centers;
 
· Integration to common hardware platforms;
 
· Integration of our customer support services teams;
 
· Review of our telecommunication costs;
 
· Development of our next generation product.
 
While we believe that through the execution of these initiatives we will improve our gross margins, due to the nature of the unique costs identified above and the overall timing to execute our gross margin improvement initiatives, we do not anticipate that gross margins for our hosted and related services will be commensurate with that of premise business in the short term.

Operating expenses .

 
 
Six Months Ended
 
 
 
December 31,
 
 
 
2013
   
2012
   
Change $
   
Change %
 
(in thousands, except percentages)
 
   
   
   
 
Research and development
 
$
25,561
   
$
26,148
   
$
(587
)
   
(2
%)
Sales and marketing
   
55,021
     
62,495
     
(7,474
)
   
(12
%)
General and administration
   
21,027
     
17,887
     
3,140
     
18
%
 
Research and development. Research and development expenses decreased by $0.1 million, or 2%, during the six months ended December 31, 2013 as compared to the same period in the prior year. This decrease was due to a decrease in the personnel related costs of 0.6 million due to the reduction in headcount in the current period compared to the same period in the prior year. This was partially offset by an increase of $0.5 million in professional fees related to research projects.
 
Sales and marketing. Sales and marketing expenses decreased by $7.5 million, or 12%, in the six months ended December 31, 2013 as compared to the same period in the prior year. This decrease was primarily due to a decrease in personnel related costs including benefits, bonus and commissions of $4.8 million and a decrease in travel and entertainment expenses of $1.4 million , both due to a decrease in headcount and also a reduction in professional fees of $1.0 million. This decrease is also related to a reduction in marketing expenses of $0.6 million primarily due to fewer partner conferences offset by higher costs related to trade shows in the current period compared to same period in the prior year.
 
General and administrative. General and administrative expenses increased by $3.1 million, or 18%, in the six months ended December 31, 2013 as compared to the same period in the prior year. This increase was primarily due to the increase in overall expenses to support the addition of facilities and headcount which includes an increase in personnel related costs including benefits and variable compensation of $1.6 million, an increase in facilities costs of $0.6 million and an increase in sales tax expense of $0.7 million.
Other income (expense), net.
 
 
 
Six Months Ended
 
 
 
December 31,
 
 
 
2013
   
2012
   
Change $
   
Change %
 
(in thousands, except percentages)
 
   
   
   
 
Interest expense
   
(492
)
   
(1,089
)
   
(597
)
   
(55
%)
Interest income and other (expense), net
   
(474
)
   
(239
)
   
235
     
98
%
 
Interest expense. Interest expense decreased by $0.6 million or 55% in the six months ended December 31, 2013 as compared to the same period in the prior year primarily due to a lower base of purchase consideration liabilities in which imputed interest expense is recognized in the six months ended December 31, 2013 as compared to the six months ended December 31, 2012.

Interest income and other (expense), net. Interest income and other (expense), net, increased by $0.2 million or 98% in the six months ended December 31, 2013 compared to the same period in the prior year primarily as a result of an increase in our foreign exchange loss due to the strengthening of the U.S. dollar against certain foreign currencies in which we transact.
 
Provision for income tax.
 
 
 
Six Months Ended
 
 
 
December 31,
 
 
 
2013
   
2012
   
Change $
   
Change %
 
(in thousands, except percentages)
 
   
   
   
 
Provision for income tax
   
435
     
287
   
$
148
     
52
%
 
Provision for income tax. Our effective tax rate differs from the statutory rate largely due to the provision of a full valuation allowance on the current year net operating losses. The provision for income taxes for the six months ended December 31, 2013 is primarily related to federal Alternative Minimum Tax, state and foreign income tax expense.  The income tax provision for the six months ended December 31, 2013 includes a tax benefit of approximately $93,000 due to the conclusion of an income tax audit during the second quarter. The income tax provision for the six months ended December 31, 2012 includes a charge of approximately $135,000 relating to the increase in the valuation allowance for deferred tax assets associated with subsequent purchase price adjustments recorded for the M5 acquisition.
 
Liquidity and Capital Resources
 
Balance Sheet and Cash Flows
 
The following table summarizes our cash, cash equivalents and short-term investments (in thousands):

 
 
December 31,
   
June 30,
   
Increase/
 
 
 
2013
   
2013
   
(Decrease)
 
Cash and cash equivalents
 
$
52,226
   
$
43,775
   
$
8,451
 
Short-term investments
   
5,080
     
7,501
     
(2,421
)
Total
 
$
57,306
   
$
51,276
   
$
6,030
 


As of December 31, 2013, our principal sources of liquidity consisted of cash, cash equivalents and short-term investments of $57.3 million, accounts receivable of $30.8 million and the balance of $40.7 million available for borrowing under our Credit Facility.
 
On March 15, 2012, we entered into a secured credit agreement (the “Credit Facility”) with Silicon Valley Bank to finance a portion of the M5 acquisition including paying related fees and expenses and for general corporate purposes.  The Credit Facility was amended on December 4, 2012. The Credit Facility includes a revolving loan facility for an aggregate principal amount not exceeding $50.0 million. The Credit Facility matures on the fifth anniversary of its closing (March 15, 2017) and is payable in full upon maturity. The amounts borrowed and repaid under the Credit facility are available for future borrowings. The borrowings under the Credit Facility accrue interest either (at our election) at (i) the London interbank offered rate then in effect, plus a margin of between 2.00% and 2.50%, which is based on the our Consolidated EBITDA (as defined in the Credit Agreement), or (ii) the higher of (a) the bank’s publicly-announced prime rate then in effect and (b) the federal funds rate plus 0.50%, in each case of (a) or (b), plus a margin of between 0.00% and 0.50%, which will be based upon our Consolidated EBITDA.  We also pay an annual commitment fee during the term of the Credit Agreement which varies depending on our Consolidated EBITDA. The Credit Facility is secured by substantially all of our assets. For the three and six months ended December 31, 2013, we paid interest at an approximate rate of 2.4% per annum. The amount outstanding under the Credit Facility was $9.3 million as of December 31, 2013.
Historically, our principal uses of cash have consisted of the purchase of finished goods inventory from our contract manufacturers, payroll and other operating expenses related to the development and marketing of our new products, purchases of property and equipment and acquisitions.
 
Our future capital requirements will depend on many factors, including our rate of revenue growth, the expansion of our sales and marketing activities, the addition of new business initiatives, the timing and extent of our expansion into new territories, the timing of introductions of new products and enhancements to existing products, the continuing market acceptance of our products and acquisition and licensing activities. We may enter into agreements relating to potential investments in, or acquisitions of, complementary businesses or technologies in the future, which could also require us to seek additional equity or debt financing. If needed, additional funds may not be available on terms favorable to us or at all. We believe that the available amounts under the line of credit together with our cash flows from our operations will be sufficient to fund our operating requirements for at least the next twelve months.
 
The following table shows our cash flows from operating activities, investing activities and financing activities for the stated periods (in thousands):

 
 
Six Months Ended
 
 
 
December 31,
 
 
 
2013
   
2012
 
Cash provided by operating activities
 
$
27,767
   
$
4,364
 
Cash provided by (used in) investing activities
   
(4,853
)
   
2,708
 
Cash used in financing activities
   
(14,463
)
   
(353
)
Net increase in cash and cash equivalents
 
$
8,451
   
$
6,719
 

  Cash flows from operating activities
 
Our cash flows from operating activities are significantly influenced by our cash expenditures to support the growth of our business in all areas of operating expense. Our operating cash flows are also influenced by our working capital needs to support growth and fluctuations in inventory, accounts receivable, vendor accounts payable and other current assets and liabilities. We procure finished goods inventory from our contract manufacturers and typically pay them in 30 days. We extend credit to our channel partners and value added distributors on collection terms of 30 to 60 days. In some cases, we also prepay for license rights to third-party products in advance of sales.
 
Net loss during the six months ended December 31, 2013 and 2012 included non-cash charges of $4.2 million and $6.9 million in stock-based compensation expense, respectively, and depreciation and amortization of $8.9 million and $7.6 million, respectively. Net loss during the six months ended December 31, 2013 and 2012 also included a non-cash charge of $0.3 million and $0.1 million related to the loss on disposal of property and equipment.
 
 Cash provided by operating activities during the six months ended December 31, 2013 also reflects net changes in operating assets and liabilities, which provided $16.1 million of cash consisting primarily of a decrease in accounts receivable of $6.2 million due to improved collections, an increase in accounts payable of $3.8 million, an increase in accrued liabilities related to employee compensation of $2.2 million and an increase in deferred revenue of $5.7 million. These cash inflows were offset by a decrease in accrued and other liabilities of $2.4 million.
 
Cash provided by operating activities during the six months ended December 31, 2012 also reflects net changes in operating assets and liabilities, which provided $7.4 million of cash consisting primarily of a decrease in accounts receivable of $2.4 million due to improved collections coupled with lower revenue, an increase in deferred revenue of $2.4 million due to higher support contracts and increased billings through our value-added distributors, an increase in accrued taxes and surcharges of $3.2 million due to a change in estimate of sales, use and telecommunication taxes, an increase in accounts payable of $2.2 million, an increase in accrued employee compensation of $0.9 million and a decrease in other assets of $0.2 million. These cash inflows were partially offset by an increase in indemnification assets of $0.4 million, an increase in prepaid expenses and other current assets of $0.2 million, an increase in inventory of $0.2 million and a decrease in accrued and other liabilities of $3.0 million.
Cash flows from investing activities
 
We have classified our investment portfolio as “available for sale,” and our investments are made with a policy of capital preservation and liquidity as the primary objectives. We may hold investments to maturity; however, we may sell an investment at any time if the quality rating of the investment declines, the yield on the investment is no longer attractive or we are in need of cash.
 
Net cash used in investing activities was $4.9 million during the six months ended December 31, 2013 primarily related to the purchase of property and equipment of $7.2 million offset by $2.3 million in proceeds from maturities of our short term investments.
 
Net cash provided by investing activities was $2.8 million during the six months ended December 31, 2012 primarily related to maturities of short-term investments of $14.4 million offset by the purchase of short-term investments of $4.3 million, purchases of property and equipment of $5.7 million and purchases of patents, technology and internally developed software of $1.6 million.
 
Cash flows from financing activities
 
Net cash used in financing activities was $14.5 million and $0.4 million for the six months ended December 31, 2013 and 2012, respectively. In the six months ended December 31, 2013, we made repayments of $20.0 million under our Credit Facility, paid $0.5 million associated with employee tax obligations on the vesting of restricted stock units, paid $0.8 million in relation to our capital leases, offset by the receipt of $6.9 million from the exercise of stock options. In the six months ended December, 2012, we received proceeds of $1.0 million from the issuance of common stock under various employee benefit plans, offset by $0.7 million paid for employee tax obligations on the vesting of restricted stock units and $0.6 million in payments in relation to our capital leases.
 
Off-Balance Sheet Arrangements
 
We do not have any material off-balance sheet arrangements (other than those disclosed below within the Contractual obligations and commitments section) nor do we have any relationships with unconsolidated entities or financial partnerships, such as entities often referred to as structured finance or special purpose entities, which are established for the purpose of facilitating off-balance sheet arrangements or other contractually narrow or limited purposes.
 
Contractual obligations and commitments
 
The following table summarizes our contractual obligations as of December 31, 2013 and the effect that such obligations are expected to have on our liquidity and cash flows in future periods:
 
 
 
Payments Due by Period
 
 
 
Total
   
Less Than
   
1-3 Years
   
3-5 Years
   
Thereafter
 
(In thousands)
 
 
     
1 Year
    
 
     
 
   
   
  
Operating lease obligations
 
$
26,208
   
$
4,374
   
$
9,404
   
$
9,610
   
$
2,820
 
Capital lease obligations
   
1,173
     
945
     
228
     
-
     
-
 
Line of credit
   
9,332
     
-
     
-
     
9,332
     
-
 
Non-cancellable purchase commitments (inventory and software licenses)
   
31,445
     
30,960
     
485
     
-
     
-
 
Purchase consideration
   
3,684
     
3,684
     
-
     
-
     
-
 
Total
 
$
71,842
   
$
39,963
   
$
10,117
   
$
18,942
   
$
2,820
 
 
The operating lease obligations noted in the table above have not been reduced by non-cancellable sublease rentals of $0.6 million.
 
ITEM  3. QUANTITATIVE AND QUALITATIVE DISCLOSURES ABOUT MARKET RISK
 
In the normal course of our business, we are exposed to foreign currency exchange rate risk inherent in conducting business globally in foreign currencies. We are primarily exposed to foreign currency fluctuations related to collections from accounts receivable balances and cash in banks that are denominated in the Australian dollar, British pound and the Euro. We use relatively short-term foreign currency forward contracts   to minimize the risk associated with the foreign exchange effects of the losses and gains of the related foreign currency denominated exposures. We recognize the gains and losses on foreign currency forward contracts in the same period as the losses and gains of the related foreign currency denominated exposures. The gains and losses on foreign exchange contracts mitigate the effect of currency movements on our cash and accounts receivable balances. As of December 31, 2013, a 10% change in the applicable foreign exchange rates would result in an increase or decrease in our pretax earnings of approximately $0.7 million.
We do not have any material changes in the market risk and the interest rate risk disclosure included in the “Quantitative and Qualitative Disclosures About Market Risk” in Item 7A of Part II of our Annual Report on Form 10-K, for the fiscal year ended June 30, 2013.
 
ITEM 4. CONTROLS AND PROCEDURES
 
Disclosure Controls and Procedures. Our management, with the participation of our Chief Executive Officer and Chief Financial Officer, has evaluated the effectiveness of our disclosure controls and procedures (as such term is defined in Rules 13a-15(e) and 15d-15(e) under the Securities Exchange Act of 1934, as amended (the “Exchange Act”)) as of the end of the period covered by this report. Based on such evaluation, our Chief Executive Officer and Chief Financial Officer have concluded that, as of the end of such period, our disclosure controls and procedures were effective.
 
Internal Control Over Financial Reporting. There have not been any changes in our internal control over financial reporting (as such term is defined in Rules 13a-15(f) and 15d-15(f) under the Exchange Act) during the most recent fiscal quarter that have materially affected, or are reasonably likely to materially affect, our internal control over financial reporting.
 
PART II: OTHER INFORMATION
 
ITEM  1. LEGAL PROCEEDINGS
 
See Note 12 to the Financial Statements.
 
ITEM  1A. RISK FACTORS
 
There were no material changes in our risk factors as described in “Part I, Item 1A. Risk Factors” of our Annual Report on Form 10-K, for the fiscal year ended June 30, 2013.
 
ITEM  2. UNREGISTERED SALES OF EQUITY SECURITIES AND USE OF PROCEEDS
 
Unregistered Sales of Equity Securities
 
None.
 
ITEM  3. DEFAULTS UPON SENIOR SECURITIES
 
None.
 
ITEM  4. MINE SAFETY DISCLOSURES
 
Not applicable.
 
ITEM  5. OTHER INFORMATION
 
Not applicable.
 
ITEM  6. EXHIBITS
 
See Index to Exhibits following the signature page to this Form 10-Q, which is incorporated by reference herein.

SIGNATURES
 
Pursuant to the requirements of the Securities Exchange Act of 1934, the registrant has duly caused this report to be signed on its behalf by the undersigned, thereunto duly authorized.
 
Date: February 7, 2014

 
ShoreTel, Inc.
 
 
By:
/s/    M ICHAEL E. H EALY
Michael E. Healy
Chief Financial Officer

EXHIBIT INDEX

Exhibit
Number
Exhibit Title
Transitional Offer letter dated November 22, 2013, by the Company and Keith Nealon.
 
 
Second Amendment to Lease with Wilson Oakmead West, LLC, the Landlord for the Company’s headquarters office space located at 960 Stewart Drive, Sunnyvale, California .
 
 
Rule 13a-14(a)/15d-14(a) Certification of Chief Executive Officer.
 
 
Rule 13a-14(a)/15d-14(a) Certification of Chief Financial Officer.
 
 
Section 1350 Certification of Chief Executive Officer.
 
 
Section 1350 Certification of Chief Financial Officer.
 
+ Management Compensatory Plan or Arrangement

(1) This certification accompanying this report pursuant to Section 906 of the Sarbanes-Oxley Act of 2002 is not deemed filed with the Securities and Exchange Commission and is not to be incorporated by reference into any filing of the Company under the Securities Act of 1933 or the Securities Exchange Act of 1934 (whether made before or after the date of the Report), irrespective of any general incorporation language contained in such filing.
 
 
33


Exhibit 10.1
 

November 22, 2013

Keith Nealon
c/o ShoreTel, Inc.
960 Stewart Drive
Sunnyvale, CA  94085

Dear Keith,

RE:              Transitional Employment

We acknowledge receipt of your resignation of employment to be effective on February 28, 2014.  We are pleased that you will be staying on in your current role through December 31, 2013 and in an advisory role for a transitional period of employment with us (“ ShoreTel ” or the “ Company ”).  This letter (the “ Agreement ”) confirms the agreement between you and ShoreTel regarding the terms of your continued transitional employment and your separation and offers you such continued transitional employment and potential separation compensation in exchange for a general release of claims and covenant not to sue.

Position and Duties. Commencing January 1, 2014, you will be employed in the position of advisor to the Company’s Chief Executive Officer.  We anticipate that your full-time transitional employment will commence on January 1, 2014 and that your last day of employment with the Company will be the earlier of February 28, 2014 or any earlier date on which your employment ends (the “ Separation Date ” and such period of employment, the “ Transition Period ”).   Your duties during the Transition Period will include supporting integration activities, and advising and providing support as reasonably requested by the CEO.

Your employment with ShoreTel is employment “at-will”. This means that you are free to terminate your employment with ShoreTel at any time, with or without Cause. Likewise, ShoreTel has the right to terminate your employment with or without Cause, and with or without notice, at any time.

Transition Compensation and Benefits. Provided you both accept this Agreement and sign and do not revoke the general release and waiver of claims in favor of the Company, in the form attached hereto (the “ First Release ”), and satisfy all conditions stated in the First Release to make such release effective as of the date of this Agreement, you will be eligible for continued employment during the Transition Period and the compensation set forth in this “Transition Compensation and Benefits” section.

Until the Separation Date, the Company will continue to pay you your regular base salary (annualized at $285,000), and you will continue to be eligible for benefits currently afforded to you, including vacation accrual, participation in the ESPP, 401(k) Plan, continued vesting of your equity awards and Company-sponsored health benefit plans to the fullest extent allowed by such plans.

You will remain eligible to receive and will be paid your bonus under the Company’s executive bonus plan for the first half of the Company’s 2014 fiscal year for which you were eligible in your capacity as the Company’s President & General Manager, Cloud Division, subject to determination and approval by the Company’s Board of Directors (the “ 1HFY14 Variable Bonus ”) and your continued employment on the earlier of: (a) the date the bonus is paid, and (b) February 28, 2014.  For clarity, there will be no adjustment to the 1HFY14 Variable Bonus paid to you based on any calculation of the Company’s executive bonus plan for the second half of the Company’s 2014 fiscal year.


You acknowledge that the Company paid you a one-time bonus in connection with your promotion to President and General Manager of ShoreTel’s Cloud Division in the amount of $76,250, (the “ CY13 Performance Bonus ”) and pursuant to the terms of the CY13 Performance Bonus the parties acknowledge that you are required to repay to the Company on a prorated basis the CY13 Performance Bonus in the event you voluntarily terminate your employment with the Company prior to February 1, 2014.  Provided you remain employed through February 1, 2014 and the Company has not terminated your employment for Cause prior to such date, then, the Company and you acknowledge that your obligation to repay the CY13 Performance shall lapse on such date.

For the avoidance of doubt, the parties agree that other than the 1HFY14 Variable Bonus and the CY13 Performance Bonus, you will not be eligible for any other bonus from the Company, including, but not limited to any bonus that relates to the second half of the Company’s 2014 fiscal year.

Provided you remain employed through February 28, 2014 and the Company has not terminated your employment for Cause, then, the Company releases you from your obligation to repay the Conditional Bonus as provided for in the letter agreement between you and the Company dated September 20, 2013 (the “ Conditional Bonus Agreement ”).

Conclusion of Transition Period.   As additional consideration for your continued transitional employment during the Transition Period and the compensation set forth above, you also agree to sign and not revoke a general release and waiver of claims in a form reasonably acceptable to the Company, which shall be in the form attached hereto (the “ Second Release ”) and satisfy all conditions stated in the Second Release to make such release effective within sixty (60) days following your Separation Date.  If you refuse to do so, you hereby agree to re-pay to the Company fifty percent (50%) of the base salary payments that you received during the Transition Period no later than ninety (90) days following your Separation Date.

Final Payment of Wages and Vacation Pay.   You will be provided a final paycheck for all salary, reimbursable expenses, accrued vacation and any similar payments due you from the Company as of the Separation Date, regardless of whether you accept this Agreement.

Waiver of Severance and Benefits in Retention Agreement.   By accepting this offer and signing this Agreement you expressly acknowledge and waive any and all rights you may have in connection with a termination of employment or change of control as set forth in your retention incentive agreement between you and the Company dated February 1, 2013 (the “ Retention Agreement ”), including any rights you may have with respect to equity vesting acceleration, cash severance and the Company’ reimbursement of COBRA premiums.  For the avoidance of doubt, your execution of this Agreement serves as your acknowledgement that you are not entitled to, and do waive, any of the severance, vesting acceleration and benefits that are set forth in your Retention Agreement, or any other agreement except as explicitly provided in this Agreement.

Transition Period Benefits.   If the Company terminates your employment without Cause prior to February 28, 2014, then, although you otherwise would not have been entitled to receive any severance benefits from the Company, provided you have signed this Agreement and if you sign and do not revoke the Second Release and satisfy all conditions stated in the Second Release to make such release effective within sixty (60) days following your Separation Date, then no later than the 61 st day following your Separation Date: (i) the Company will pay you in a lump sum the remaining base salary you would have been paid had you remained employed through February 28, 2014; (ii) the Company will pay you in a lump sum your 1HFY14 Variable Bonus, to the extent your Separation Date occurs on or after the applicable measurement period and such bonus has not already been paid to you; and (iii) you will be entitled to accelerated vesting of your outstanding equity awards as though you had remained employed with the Company through February 28, 2014 (the benefits and payments in subsections (i) – (iii), the “ Transition Period Benefits ”).


For clarity, if you voluntarily resign your employment or the Company terminates your employment for Cause prior to February 28, 2014, you will not be entitled to any of the Transition Period Benefits set forth in this section.

The term “ Cause ” shall have the same definition as in the Retention Agreement.  The “ Employment, Invention and Arbitration Agreement ” shall be defined as the Company’s Employment, Confidential Information, Invention Assignment Agreement, and Arbitration Agreement, dated January 30, 2012.
Confidential Information.   During the Transition Period, you shall continue to maintain the confidentiality of all confidential and proprietary information of the Company.  You shall continue to comply with the terms and conditions of the Employment, Invention and Arbitration Agreement.  you shall return all of the Company’s property and confidential and proprietary information in your possession to the Company on the Separation Date.
 
Non-Solicitation.   You agree that for a period of twelve (12) months immediately following the Separation Date, you shall not either directly or indirectly solicit, induce, recruit or encourage any of the Company’s employees to leave their employment, or take away such employees, either for yourself or any other person or entity without the prior written consent of the Company.  During such period of twelve (12) months immediately following the Separation Date, you further agree not to otherwise interfere with the relationship of the Company or any of its subsidiaries or affiliates with any person who, to your knowledge, is employed by or otherwise engaged to perform services for the Company or its subsidiaries or affiliates (including, but not limited to, any independent sales representatives or organizations) or who is, or was within the then-most recent prior twelve‑month period as of the Separation Date, a customer or client of the Company, or any of its subsidiaries.  For the avoidance of doubt, general solicitations, such as advertising or websites, not specifically targeted at specific employees of the Company, shall not constitute a direct or indirect solicitation for the purposes of this paragraph.

Notwithstanding the foregoing, this paragraph shall not limit, but shall instead supplement, the Company’s employee policies, including without limitation the provisions set forth in the Employment, Invention and Arbitration Agreement.
 
Non-Competition.   In consideration for your continued employment during the Transition Period and your eligibility for the Transition Period Benefits, you agree that for a period of twelve (12) months immediately following the Separation Date, you shall not as an employee, agent, consultant, advisor, independent contractor, general partner, officer, director, stockholder, investor, lender or guarantor of any corporation, partnership or other entity, or in any other capacity directly or indirectly  participate or engage in, or render any services to any business engaged in, the design, development, manufacture, operation, production, marketing, sale or servicing of any product, or the provision of any service, that is directly competitive or substantially similar to ShoreTel’s business (“ Business ”) in the Restrictive Territory (as defined below).

Notwithstanding the foregoing, you may (i) own, directly or indirectly, solely as an investment, up to one percent (1%) of any class of “publicly traded securities” of any business that is competitive or substantially similar to the Business, and (ii) work for a division, entity or subgroup of any of such companies that engages in the Business so long as such division, entity or subgroup does not engage in the Business.

The term “ publicly traded securities ” shall mean securities that are traded on a national securities exchange.

The term “ Restrictive Territory ” shall mean each of the fifty states of the United States, Mexico and Canada.

Taxes.   All amounts payable to you pursuant to this Agreement will be subject to applicable withholding taxes.  For purposes of this Agreement, with respect to any payment that is subject to (and not exempt from) Section 409A of the Code, no payment shall be made on termination of your employment unless such termination is a “separation from service” within the meaning of Section 409A of the Internal Revenue Code, and Section 1.409A-1(h) of the regulations thereunder.

Choice of Law.   This Agreement will be construed and interpreted in accordance with the laws of the State of Texas (other than their choice-of-law provisions).

Arbitration.   The parties agree that any controversy or any claim arising out of or relating to the interpretation, enforceability or breach of this Agreement, including all attachments, shall be settled by arbitration in accordance with the arbitration provision of the Employment, Invention and Arbitration Agreement.  If for any reason the arbitration procedure set forth in the Employment, Invention and Arbitration Agreement is unavailable, you agree to arbitration under the employment arbitration rules of the American Arbitration Association or any successor hereto.  The parties further agree that the arbitrator shall not be empowered to add to, subtract from, or modify, alter or amend the terms of the Agreement, including all attachments.  Any applicable arbitration rules or policies shall be interpreted in a manner so as to ensure their enforceability under applicable state or federal law.
 
Public Filing.   The parties understand and agree that this Agreement will need to be filed with the Securities and Exchange Commission and that its confidentiality cannot be protected.
 
Entire Agreement.   This Agreement represents the entire agreement and understanding between the Company and you concerning the subject matter of this Agreement and your relationship with the Company, and supersedes and replaces any and all prior agreements and understandings between the parties concerning the subject matter of this Agreement and your relationship with the Company, including the existing Retention Agreement, and excluding (a) the Employment, Invention and Arbitration Agreement, (b) the agreements governing the stock options and restricted stock units (including the equity compensation plan under which such awards were granted) other than as may be amended in this Agreement, (c) the Conditional Bonus Agreement and the CY13 Performance Bonus to the extent not modified herein or (d) any agreements between the Company and you relating to any and all right that you may have to indemnification by the Company pursuant to the by-laws and certificate of incorporation of the Company or pursuant to any agreement between the Company and you.

[Remainder Blank]


Execution.   This Agreement may be executed in counterparts, each of which will be considered an original, but all of which together will constitute one agreement.  Execution of a facsimile copy will have the same force and effect as execution of an original, and a facsimile signature will be deemed an original and valid signature.

Please indicate your agreement with the above terms by signing below.

Sincerely,

/s/ Don Joos

Don Joos
President and Chief Executive Officer
 
I agree to the terms of this Agreement, and I am voluntarily signing this release of all claims.  I acknowledge that I have read and understand this Agreement, and I understand that I cannot pursue any of the claims and rights that I have waived in this Agreement at any time in the future
   
/s/ Keith Nealon
11/22/13
 
Keith Nealon
 
Date
 

First Release
 
Release Agreement

In consideration of the continued employment during the Transition Period and the related continued compensation  (the “ Transitional Employment Benefits ”) offered to me by ShoreTel, Inc. (the “ Employer ”) pursuant to my letter agreement regarding transitional employment with Employer dated November [__], 2013 (the “ Agreement ”), I agree to the following general release (the “ Release ”).
 
1.      On behalf of myself, my heirs, executors, administrators, successors, and assigns, I hereby full y and forever generally release and discharge Employer, its current, former and future parents, subsidiaries, affiliated companies, related entities, employee benefit plans, and their fiduciaries, predecessors, successors, officers, directors, shareholders, agents, employees and assigns (collectively, the “ Company ”) from any and all claims, causes of action, and liabilities up through the date of my execution of the Release.  The claims subject to this release include, but are not limited to, those relating to my employment with Employer and/or any predecessor or successor to Employer.  All such claims (including related attorneys’ fees and costs) are barred without regard to whether those claims are based on any alleged breach of a duty arising in statute, contract, or tort.  This expressly includes waiver and release of any rights and claims arising under any and all laws, rules, regulations, and ordinances, including, but not limited to: Title VII of the Civil Rights Act of 1964; the Americans With Disabilities Act; the Fair Labor Standards Act; the National Labor Relations Act; the Family and Medical Leave Act; the Employee Retirement Income Security Act of 1974, as amended (“ ERISA ”); the Workers Adjustment and Retraining Notification Act; the California Fair Employment and Housing Act (if applicable); the provisions of the California Labor Code (if applicable); the Equal Pay Act of 1963; and any similar law of any other state or governmental entity.  The parties agree to apply California law in interpreting the Release.  Accordingly, I further waive any rights under Section 1542 of the Civil Code of the State of California or any similar state statute.  Section 1542 states: “A general release does not extend to claims which the creditor does not know or suspect to exist in his favor at the time of executing the release, which, if known to him, must have materially affected his settlement with the debtor.”
 
2.      This Release does not extend to, and has no effect upon, any benefits that have accrued, and to which I have become vested, under any employee benefit plan within the meaning of ERISA sponsored by the Company.
 
3.      I hereby irrevocably covenant to refrain from asserting any claim or demand, or commencing, instituting or causing to be commenced, any proceeding of any kind against the Company based upon any claim released pursuant to Section 1. If I or any assignee of mine brings any claim, suit, action or manner of action against the Company in administrative proceedings, in arbitration, at law, in equity, or mixed, with respect to any claim released pursuant to Section 1 or otherwise of a type to be released pursuant to Section 1, then I shall compensate and reimburse the Company in the amount or value of any final judgment or settlement (monetary or other) and any related cost (including reasonable legal fees) entered against, paid or incurred by the Company.
 
4.      In understanding the terms of the Release and my rights, I have been advised to consult with an attorney of my choice prior to executing the Release.  I understand that nothing in this Release is intended to constitute an unlawful release or waiver of any of my rights under any laws and/or to prevent, impede, or interfere with my ability and/or rights, if any:  (a) under applicable workers’ compensation laws; (b) to seek unemployment benefits; (c) to file a charge or complaint with a government agency such as but not limited to the Equal Employment Opportunity Commission, the National Labor Relations Board, or any applicable state agency; (d) provide truthful testimony if under subpoena to do so, (e) file a claim with any state or federal agency or to participate or cooperate in such a matter , and/or (f) to challenge the validity of this release.  Furthermore, notwithstanding any provisions and covenants herein, the Release shall not waive (a) any rights to indemnification I may have as an officer of Employer or otherwise in connection with my employment with Employer, under Employer’s bylaws or other governing instruments or any agreement addressing such subject matter between Employer and me (including any fiduciary insurance policy maintained by Employer under which I am covered) or under any merger or acquisition agreement addressing such subject matter, (b) any obligations owed to me pursuant to the Agreement, (c) my rights of insurance under any liability policy covering Employer’s officers (in addition to the rights under subsection (a) above), or (d) any accrued but unpaid wages; any reimbursement for business expenses pursuant to Employer’s policies for such reimbursements, any outstanding claims for benefits or payments under any benefit plans of Employer or subsidiaries, any accrued but unused vacation, any ongoing agreements evidencing outstanding equity awards granted to me, any obligations owed to me pursuant to the terms of outstanding written agreements between myself and Employer and any claims I may not release as a matter of law, including indemnification claims under applicable law. To the fullest extent permitted by law, any dispute regarding the scope of this general release shall be resolved through binding arbitration pursuant to Section 11 below, and the arbitration provision set forth in the Agreement.

5.      I understand and agree that Employer will not provide me with the Transitional Employment Benefits unless I execute the Release.  I also understand that I will receive, regardless of the execution of the Release, all wages owed to me together with any accrued but unused vacation pay, less applicable withholdings and deductions, earned through my termination date.
 
6.      As part of my existing and continuing obligations to Employer, prior to my Separation Date, I agree to return to Employer all documents (and all copies thereof) and other property belonging to Employer that I have had in my possession at any time, including but not limited to files, notes, drawings, records, business plans and forecasts, financial information, specification, computer-recorded information, tangible property (including, but not limited to, computers, laptops, pagers, etc.), credit cards, entry cards, identification badges and keys; and any materials of any kind which contain or embody any proprietary or confidential information of Employer (and all reproductions thereof).  I understand that, even if I do not sign the Release, I am still bound by any and all confidential/proprietary/trade secret information, non-disclosure and inventions assignment agreement(s) signed by me in connection with my employment with Employer, or with a predecessor or successor of Employer, pursuant to the terms of such agreement(s), including, but not limited to the Employment, Confidential Information, Invention Assignment Agreement, and Arbitration Agreement, dated January 30, 2012 (the “ Employment, Invention and Arbitration Agreement ”).
 
7.      I represent and warrant that I am the sole owner of all claims relating to my employment with Employer and/or with any predecessor of Employer, and that I have not assigned or transferred any claims relating to my employment to any other person or entity.
 
8.      I agree to keep the Transitional Employment Benefits and the provisions of this Release confidential and not to reveal their contents to anyone except my lawyer, my spouse or other immediate family member, and/or my financial consultant, or as required by legal process or applicable law; until such time as the such information is publicly filed with the Securities and Exchange Commission.
 
9.      I understand and agree that the Release shall not be construed at any time as an admission of liability or wrongdoing by either the Company or me.
 
10.   I agree that I will not make any negative or disparaging statements or comments, either as fact or as opinion, about the Company, its employees, officers, directors, shareholders, vendors, products or services, business, technologies, market position or performance. Nothing in this paragraph shall prohibit me from providing truthful information in response to a subpoena or other legal process.
 
11.   Any controversy or any claim arising out of or relating to the interpretation, enforceability or breach of the Release shall be settled by arbitration in accordance with the arbitration provision of the Employment, Invention and Arbitration Agreement.  If for any reason the arbitration procedure set forth in the Employment, Invention and Arbitration Agreement is unavailable, I agree to arbitration under the employment arbitration rules of the American Arbitration Association or any successor hereto.  The parties further agree that the arbitrator shall not be empowered to add to, subtract from, or modify, alter or amend the terms of the Release.  Any applicable arbitration rules or policies shall be interpreted in a manner so as to ensure their enforceability under applicable state or federal law.

12.   I agree that I have had sufficient time in which to consider whether to execute the Release, no one hurried me into executing the Release during that period, and no one coerced me into executing the Release.  I understand that this Release is effective and enforceable upon its execution the “ Effective Date ”) and may not be revoked.
 
13.   In executing the Release, I acknowledge that I have not relied upon any statement made by Employer, or any of its representatives or employees, with regard to the Release unless the representation is specifically included herein.  Furthermore, the Release and the Agreement contain our entire understanding regarding eligibility for and the payment of severance benefits and supersedes any or all prior representations and agreements regarding the subject matter.  Once effective and enforceable, this agreement can only be changed by another written agreement signed by me and an authorized representative of Employer.
 
14.   Should any provision of the Release be determined by an arbitrator, court of competent jurisdiction, or government agency to be wholly or partially invalid or unenforceable, the legality, validity and enforceability of the remaining parts, terms, or provisions are intended to remain in full force and effect. Specifically, should a court, arbitrator, or agency conclude that a particular claim may not be released as a matter of law, it is the intention of the parties that the general release and the waiver of unknown claims above shall otherwise remain effective to release any and all other claims.  I acknowledge that I have obtained sufficient information to intelligently exercise my own judgment regarding the terms of the Release before executing the Release.

[Signature Page to First Release Follows]

EXECUTIVE’S ACCEPTANCE OF FIRST RELEASE
 
BEFORE SIGNING MY NAME TO THE RELEASE, I STATE THE FOLLOWING:  I HAVE READ THE RELEASE, I UNDERSTAND IT AND I KNOW THAT I AM GIVING UP IMPORTANT RIGHTS.  I HAVE OBTAINED SUFFICIENT INFORMATION TO INTELLIGENTLY EXERCISE MY OWN JUDGMENT. I HAVE BEEN ADVISED THAT I SHOULD CONSULT WITH AN ATTORNEY BEFORE SIGNING IT, AND I HAVE SIGNED THE RELEASE KNOWINGLY AND VOLUNTARILY.
 
 
Date delivered to employee ___________, ______.
 
 
 
Executed this ___________ day of ___________, ______.
 
 
 
 
 
Signature
 
 
 
Keith Nealon
 
 
Name
 

[Signature Page to First Release]


Second Release

Release Agreement

In consideration of the Transition Period Benefits (the “ Transition Period Benefits ”) offered to me by ShoreTel, Inc. (the “ Employer ”) pursuant to my letter agreement regarding transitional employment with Employer dated November [__], 2013 (the “ Agreement ”), and in connection with the termination of my employment, I agree to the following general release (the “ Release ”).
 
1.      On behalf of myself, my heirs, executors, administrators, successors, and assigns, I hereby fully and forever generally release and discharge Employer, its current, former and future parents, subsidiaries, affiliated companies, related entities, employee benefit plans, and their fiduciaries, predecessors, successors, officers, directors, shareholders, agents, employees and assigns (collectively, the “ Company ”) from any and all claims, causes of action, and liabilities up through the date of my execution of the Release.  The claims subject to this release include, but are not limited to, those relating to my employment with Employer and/or any predecessor or successor to Employer and the termination of such employment.  All such claims (including related attorneys’ fees and costs) are barred without regard to whether those claims are based on any alleged breach of a duty arising in statute, contract, or tort.  This expressly includes waiver and release of any rights and claims arising under any and all laws, rules, regulations, and ordinances, including, but not limited to: Title VII of the Civil Rights Act of 1964; the Older Workers Benefit Protection Act; the Americans With Disabilities Act; the Age Discrimination in Employment Act; the Fair Labor Standards Act; the National Labor Relations Act; the Family and Medical Leave Act; the Employee Retirement Income Security Act of 1974, as amended (“ ERISA ”); the Workers Adjustment and Retraining Notification Act; the California Fair Employment and Housing Act (if applicable); the provisions of the California Labor Code (if applicable); the Equal Pay Act of 1963; and any similar law of any other state or governmental entity.  The parties agree to apply California law in interpreting the Release.  Accordingly, I further waive any rights under Section 1542 of the Civil Code of the State of California or any similar state statute.  Section 1542 states: “A general release does not extend to claims which the creditor does not know or suspect to exist in his favor at the time of executing the release, which, if known to him, must have materially affected his settlement with the debtor.”
 
2.      This Release does not extend to, and has no effect upon, any benefits that have accrued, and to which I have become vested, under any employee benefit plan within the meaning of ERISA sponsored by the Company.
 
3.      I hereby irrevocably covenant to refrain from asserting any claim or demand, or commencing, instituting or causing to be commenced, any proceeding of any kind against the Company based upon any claim released pursuant to Section 1. If I or any assignee of mine brings any claim, suit, action or manner of action against the Company in administrative proceedings, in arbitration, at law, in equity, or mixed, with respect to any claim released pursuant to Section 1 or otherwise of a type to be released pursuant to Section 1, then I shall compensate and reimburse the Company in the amount or value of any final judgment or settlement (monetary or other) and any related cost (including reasonable legal fees) entered against, paid or incurred by the Company.
 
4.      In understanding the terms of the Release and my rights, I have been advised to consult with an attorney of my choice prior to executing the Release.  I understand that nothing in this Release is intended to constitute an unlawful release or waiver of any of my rights under any laws and/or to prevent, impede, or interfere with my ability and/or rights, if any:  (a) under applicable workers’ compensation laws; (b) to seek unemployment benefits; (c) to file a charge or complaint with a government agency such as but not limited to the Equal Employment Opportunity Commission, the National Labor Relations Board, or any applicable state agency; (d) provide truthful testimony if under subpoena to do so, (e) file a claim with any state or federal agency or to participate or cooperate in such a matter, and/or (f) to challenge the validity of this release.  Furthermore, notwithstanding any provisions and covenants herein, the Release shall not waive (a) any rights to indemnification I may have as an officer of Employer or otherwise in connection with my employment with Employer, under Employer’s bylaws or other governing instruments or any agreement addressing such subject matter between Employer and me (including any fiduciary insurance policy maintained by Employer under which I am covered) or under any merger or acquisition agreement addressing such subject matter, (b) any obligations owed to me pursuant to the Agreement, (c) my rights of insurance under any liability policy covering Employer’s officers (in addition to the rights under subsection (a) above), or (d) any accrued but unpaid wages; any reimbursement for business expenses pursuant to Employer’s policies for such reimbursements, any outstanding claims for benefits or payments under any benefit plans of Employer or subsidiaries, any accrued but unused vacation, any ongoing agreements evidencing outstanding equity awards granted to me, any obligations owed to me pursuant to the terms of outstanding written agreements between myself and Employer and any claims I may not release as a matter of law, including indemnification claims under applicable law. To the fullest extent permitted by law, any dispute regarding the scope of this general release shall be resolved through binding arbitration pursuant to Section 11 below, and the arbitration provision set forth in the Agreement.

5.      I understand and agree that Employer will not provide me with the Transition Period Benefits unless I execute the Release.  I also understand that I have received or will receive, regardless of the execution of the Release, all wages owed to me together with any accrued but unused vacation pay, less applicable withholdings and deductions, earned through my termination date.
 
6.      As part of my existing and continuing obligations to Employer, I have returned to Employer all documents (and all copies thereof) and other property belonging to Employer that I have had in my possession at any time, including but not limited to files, notes, drawings, records, business plans and forecasts, financial information, specification, computer-recorded information, tangible property (including, but not limited to, computers, laptops, pagers, etc.), credit cards, entry cards, identification badges and keys; and any materials of any kind which contain or embody any proprietary or confidential information of Employer (and all reproductions thereof).  I understand that, even if I do not sign the Release, I am still bound by any and all confidential/proprietary/trade secret information, non-disclosure and inventions assignment agreement(s) signed by me in connection with my employment with Employer, or with a predecessor or successor of Employer, including, but not limited to the Employment, Confidential Information, Invention Assignment Agreement, and Arbitration Agreement, dated January 30, 2012 (the “ Employment, Invention and Arbitration Agreement ”).
 
7.      I represent and warrant that I am the sole owner of all claims relating to my employment with Employer and/or with any predecessor of Employer, and that I have not assigned or transferred any claims relating to my employment to any other person or entity.
 
8.      I agree to keep the Transition Period Benefits and the provisions of this Release confidential and not to reveal their contents to anyone except my lawyer, my spouse or other immediate family member, and/or my financial consultant, or as required by legal process or applicable law; until such time as the such information is publicly filed with the Securities and Exchange Commission.
 
9.      I understand and agree that the Release shall not be construed at any time as an admission of liability or wrongdoing by either the Company or me.
 
10.   I agree that I will not make any negative or disparaging statements or comments, either as fact or as opinion, about the Company, its employees, officers, directors, shareholders, vendors, products or services, business, technologies, market position or performance. Nothing in this paragraph shall prohibit me from providing truthful information in response to a subpoena or other legal process.

11.   Any controversy or any claim arising out of or relating to the interpretation, enforceability or breach of the Release shall be settled by arbitration in accordance with the arbitration provision of the Employment, Invention and Arbitration Agreement.  If for any reason the arbitration procedure set forth in the Employment, Invention and Arbitration Agreement is unavailable, I agree to arbitration under the employment arbitration rules of the American Arbitration Association or any successor hereto.  The parties further agree that the arbitrator shall not be empowered to add to, subtract from, or modify, alter or amend the terms of the Release.  Any applicable arbitration rules or policies shall be interpreted in a manner so as to ensure their enforceability under applicable state or federal law.
 
12.   I agree that I have had at least twenty-one (21) calendar days in which to consider whether to execute the Release, no one hurried me into executing the Release during that period, and no one coerced me into executing the Release.  I understand that the offer of the Transition Period Benefits and the Release shall expire on the twenty-second (22 nd ) calendar day after my employment termination date if I have not accepted it by that time.  I further understand that Employer’s obligations under the Release shall not become effective or enforceable until the eighth (8 th ) calendar day after the date I sign the Release provided that I have timely delivered it to Employer (the “ Effective Date ”) and that in the seven (7) day period following the date I deliver a signed copy of the Release to Employer I understand that I may revoke my acceptance of the Release.  I understand that the Transition Period Benefits will become available to me after the Effective Date.
 
13.   In executing the Release, I acknowledge that I have not relied upon any statement made by Employer, or any of its representatives or employees, with regard to the Release unless the representation is specifically included herein.  Furthermore, the Release and the Agreement contain our entire understanding regarding eligibility for and the payment of severance benefits and supersedes any or all prior representations and agreements regarding the subject matter.  Once effective and enforceable, this agreement can only be changed by another written agreement signed by me and an authorized representative of Employer.
 
14.   Should any provision of the Release be determined by an arbitrator, court of competent jurisdiction, or government agency to be wholly or partially invalid or unenforceable, the legality, validity and enforceability of the remaining parts, terms, or provisions are intended to remain in full force and effect. Specifically, should a court, arbitrator, or agency conclude that a particular claim may not be released as a matter of law, it is the intention of the parties that the general release and the waiver of unknown claims above shall otherwise remain effective to release any and all other claims.  I acknowledge that I have obtained sufficient information to intelligently exercise my own judgment regarding the terms of the Release before executing the Release.

[Signature Page to Second Release Agreement Follows]

EXECUTIVE’S ACCEPTANCE OF SECOND RELEASE
 
BEFORE SIGNING MY NAME TO THE RELEASE, I STATE THE FOLLOWING:  I HAVE READ THE RELEASE, I UNDERSTAND IT AND I KNOW THAT I AM GIVING UP IMPORTANT RIGHTS.  I HAVE OBTAINED SUFFICIENT INFORMATION TO INTELLIGENTLY EXERCISE MY OWN JUDGMENT. I HAVE BEEN ADVISED THAT I SHOULD CONSULT WITH AN ATTORNEY BEFORE SIGNING IT, AND I HAVE SIGNED THE RELEASE KNOWINGLY AND VOLUNTARILY.
 
 
Date delivered to employee ___________, ______.
 
 
 
Executed this ___________ day of ___________, ______.
 
 
 
 
 
Signature
 
 
 
Keith Nealon
 
 
Name
 

[Signature Page to Second Release]
 
 


Exhibit 10.2
 


SECOND AMENDMENT
 
THIS SECOND AMENDMENT (this “ Amendment ”) is made and entered into as of the last date set forth in the signature blocks below, by and between WILSON OAKMEAD WEST, LLC, a Delaware limited liability company (“ Landlord ”), and SHORETEL, INC., a Delaware corporation (“ Tenant ”).
 
RECITALS
 
A. Landlord (as successor in interest to Carr NP Properties, L.L.C., a Delaware limited liability company) and Tenant (as successor in interest to ShoreTel, Inc., a California corporation) are parties to that certain lease dated April 20, 2007 (the “ Original Lease ”), which Original Lease has been previously amended by that certain undated Notice of Lease Terms agreement, that certain First Amendment to Lease (“ First Amendment ”) dated June 18, 2009, and a Subordination, Non-Disturbance and Attornment Agreement, dated _______, 2009 [ sic ] (collectively, the “ Lease ”).  Pursuant to the Lease, Landlord has leased to Tenant space currently containing approximately 63,781 rentable square feet (the “ Premises ”) described as the building located at 960 Stewart Drive, Sunnyvale, California (the “ Building ”).
 
B. The Lease by its terms shall expire on September 30, 2014 (“ Prior Lease Expiration Date ”), and the parties desire to extend the Term of the Lease, all on the following terms and conditions.
 
NOW, THEREFORE, in consideration of the mutual covenants and agreements herein contained and other good and valuable consideration, the receipt and sufficiency of which are hereby acknowledged, Landlord and Tenant agree as follows:
 
1. Second Extension.   The Lease Term is hereby extended for a period of sixty (60) months and shall expire on September 30, 2019 (“ Second Extended Lease Expiration Date ”), unless sooner terminated in accordance with the terms of the Lease.  That portion of the Lease Term commencing the day immediately following the Prior Lease Expiration Date (“ Second Extension Date ”) and ending on the Second Extended Lease Expiration Date shall be referred to herein as the “ Second   Extended Lease Term ”.
 
2. Base Rent.   As of the Second Extension Date, the schedule of Base Rent payable with respect to the Premises during the Second Extended Lease Term is the following:
 
Period
Rentable Square Footage
Monthly Rate Per Square Foot
Annual Base Rent
Monthly Installment of Base Rent
10/1/14 – 9/30/15
63,781
$1.95
$1,492,475.40
$124,372.95
10/1/15 – 9/30/16
63,781
$2.01
$1,538,397.72
$128,199.81
10/1/16 – 9/30/17
63,781
$2.07
$1,584,320.04
$132,026.67
10/1/17 – 9/30/18
63,781
$2.13
$1,630,242.36
$135,853.53
10/1/18 – 9/30/19
63,781
$2.19
$1,676,164.68
$139,680.39
 
All such monthly installment of Base Rent and annual Base Rent shall be payable by Tenant in accordance with the terms of the Lease, as amended hereby.
 
Notwithstanding anything in the Lease to the contrary, so long as Tenant is not in default under the Lease, as amended hereby, Tenant shall be entitled to an abatement of monthly installment of Base Rent with respect to the Premises in the amount of $124,372.95 per month for the first four (4) full calendar months of the Second Extended Lease Term (the “ Abated Rent Period ”).  The maximum total amount of monthly installment of Base Rent abated with respect to the Premises in accordance with the foregoing shall equal $497,491.80 (the “ Abated Base Rent ”).  If Tenant defaults under the Lease, as amended hereby, at any time during the Abated Rent Period and fails to cure such default within any applicable cure period under the Lease, then all Abated Base Rent shall immediately become due and payable.  Only monthly installment of Base Rent shall be abated pursuant to this paragraph, as more particularly described herein, and Tenant’s Share of Direct Expenses and all other rent and other costs and charges specified in the Lease, as amended hereby, shall remain as due and payable pursuant to the provisions of the Lease, as amended hereby.
1

3. Additional Security Deposit.   No additional Security Deposit shall be required in connection with this Amendment.
 
4. Additional Rent.   For the period commencing on the Second Extension Date and ending on the Second Extended Lease Expiration Date, Tenant shall pay all Additional Rent payable under the Lease, including Tenant’s Share of Direct Expenses in accordance with the terms of the Lease, as amended hereby.
 
5. Improvements to Premises.
 
5.1 Condition of Premises.   Tenant is in possession of the Premises and accepts the same “as is” without any agreements, representations, understandings or obligations on the part of Landlord to perform any alterations, repairs or improvements, except as may be expressly provided otherwise in this Amendment.
 
5.2 Responsibility for Improvements to Premises.   Landlord shall perform improvements to the exterior of the Building in accordance with Section 6.6 below.  Furthermore, Tenant may perform improvements to the Premises in accordance with Exhibit A and Tenant shall be entitled to an improvement allowance in connection with such work as more fully described in Exhibit A .
 
6. Other Pertinent Provisions.   Landlord and Tenant agree that, effective as of the date of this Amendment (unless different effective date(s) is/are specifically referenced in this Section), the Lease shall be amended in the following additional respects:
 
6.1 Options to Renew.   Section 5 of the First Amendment (Extension Options) is hereby deleted in its entirety and is of no further force or effect.  Notwithstanding the foregoing, Tenant, provided the Lease, as amended hereby, is in full force and effect and Tenant is not in default under any of the other terms and conditions of the Lease, as amended hereby, at the time of notification or commencement, shall have two (2) options to renew (each, a “ Renewal Option ”) the Lease, each for a term of sixty (60) months (each, a “ Renewal Term ”), for the portion of the Premises being leased by Tenant as of the date the applicable Renewal Term is to commence, on the same terms and conditions set forth in the Lease, as amended hereby, except as modified by the terms, covenants and conditions as set forth below:
 
6.1.1 If Tenant elects to exercise the applicable Renewal Option, then Tenant shall provide Landlord with written notice no earlier than the date which is four hundred fifty (450) days prior to the expiration of the then current Lease Term, as amended hereby, but no later than the date which is three hundred sixty five (365) days prior to the expiration of the then current Lease Term, as amended hereby.  If Tenant fails to provide such notice, Tenant shall have no further or additional right to extend or renew the Lease Term.
 
6.1.2 The annual Base Rent and monthly installment of Base Rent in effect at the expiration of the then current Lease Term, as amended hereby, shall be increased or decreased to reflect the Prevailing Market (defined below) rate as of the date the applicable Renewal Term is to commence, taking into account the specific provisions of the Lease, as amended hereby, which will remain constant.  Landlord shall advise Tenant of the new annual Base Rent and monthly installment of Base Rent for the Premises no later than thirty (30) days after receipt of Tenant's written request therefor.  Said request shall be made no earlier than thirty (30) days prior to the first date on which Tenant may exercise the applicable Renewal Option under this Section 6.1.  Said notification of the new Base Rent may include a provision for its escalation to provide for a change in the Prevailing Market rate between the time of notification and the commencement of the applicable Renewal Term.  .
 
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6.1.3 If Tenant and Landlord are unable to agree on a mutually acceptable annual Base Rent and monthly installment of Base Rent for the Renewal Term not later than sixty (60) days prior to the expiration of the then current Lease Term, then Landlord and Tenant, within five (5) days after such date, shall each simultaneously submit to the other, in a sealed envelope, its good faith estimate of the Prevailing Market rate for the Premises during the applicable Renewal Term (collectively referred to as the “ Estimates ”).  If the higher of such Estimates is not more than one hundred three percent (103%) of the lower of such Estimates, then the Prevailing Market rate shall be the average of the two Estimates.  If the Prevailing Market rate is not established by the exchange of Estimates, then, within seven (7) days after the exchange of Estimates, Landlord and Tenant shall each select an appraiser to determine which of the two Estimates most closely reflects the Prevailing Market rate for the Premises during the applicable Renewal Term.  Each appraiser so selected shall be certified as an MAI appraiser or as an ASA appraiser and shall have had at least five (5) years experience within the previous ten (10) years as a real estate appraiser working in Sunnyvale, California, with working knowledge of current rental rates and practices.  For purposes hereof, an “MAI” appraiser means an individual who holds an MAI designation conferred by, and is an independent member of, the American Institute of Real Estate Appraisers (or its successor organization, or in the event there is no successor organization, the organization and designation most similar), and an “ASA” appraiser means an individual who holds the Senior Member designation conferred by, and is an independent member of, the American Society of Appraisers (or its successor organization, or, in the event there is no successor organization, the organization and designation most similar).
 
6.1.4 Upon selection, Landlord’s and Tenant's appraisers shall work together in good faith to agree upon which of the two Estimates most closely reflects the Prevailing Market rate for the Premises.  The Estimates chosen by such appraisers shall be binding on both Landlord and Tenant.  If either Landlord or Tenant fails to appoint an appraiser within the seven (7) day period referred to above, the appraiser appointed by the other party shall be the sole appraiser for the purposes hereof.  If the two appraisers cannot agree upon which of the two Estimates most closely reflects the Prevailing Market rate within twenty (20) days after their appointment, then, within ten (10) days after the expiration of such twenty (20) day period, the two appraisers shall select a third appraiser meeting the aforementioned criteria.  Once the third appraiser (i.e., the arbitrator) has been selected as provided for above, then, as soon thereafter as practicable but in any case within fourteen (14) days, the arbitrator shall make his or her determination of which of the two Estimates most closely reflects the Prevailing Market rate and such Estimate shall be binding on both Landlord and Tenant as the Prevailing Market rate for the Premises.  If the arbitrator believes that expert advice would materially assist him or her, he or she may retain one or more qualified persons to provide such expert advice.  The parties shall share equally in the costs of the arbitrator and of any experts retained by the arbitrator.  Any fees of any appraiser, counsel or experts engaged directly by Landlord or Tenant, however, shall be borne by the party retaining such appraiser, counsel or expert.
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6.1.5 If the Prevailing Market rate has not been determined by the commencement date of the applicable Renewal Term, Tenant shall pay monthly installments of Base Rent upon the terms and conditions in effect during the last month of the then current Lease Term until such time as the Prevailing Market rate has been determined.  Upon such determination, the annual Base Rent and monthly installments of Base Rent for the Premises shall be retroactively adjusted to the commencement of such Renewal Term for the Premises.
 
6.1.6 The Renewal Options are not transferable; the parties hereto acknowledge and agree that they intend that the aforesaid options to renew this Lease shall be “personal” to Tenant as set forth above and to a Permitted Assignee and that in no event will any assignee or sublessee have any rights to exercise the Renewal Options.
 
6.1.7 If Tenant fails to validly exercise the first Renewal Option, Tenant shall have no further right extend the Lease Term.  In addition, if both Renewal Options are validly exercised or if Tenant fails to validly exercise the second Renewal Option, Tenant shall have no further right to extend the Lease Term.
 
6.1.8 For purposes of this Section 6.1, “ Prevailing Market ” shall mean the arms length fair market annual rental rate per rentable square foot under new and renewal leases and amendments entered into on or about the date on which the Prevailing Market is being determined hereunder for space comparable to the Premises in the Building and buildings comparable to the Building in the Sunnyvale, California but excluding Moffett Towers and Technology Corners as of the date the applicable Renewal Term is to commence, taking into account the specific provisions of the Lease, as amended hereby, which will remain constant, and may, if applicable, include parking charges.  The determination of Prevailing Market shall take into account any material economic differences between the terms of the Lease, as amended hereby, and any comparison lease or amendment, such as rent abatements, tenant improvement allowances, construction costs and other concessions and the manner, if any, in which the landlord under any such lease is reimbursed for operating expenses, insurance costs and taxes.
 
6.2 Building Access.   Tenant shall have access to the Building and the Premises for Tenant and its employees 24 hours per day/7 days per week, subject to the terms of the Lease, as amended hereby.
 
6.3 Financial Statements and Credit Reports.   At Landlord’s request, Tenant shall deliver to Landlord a copy, certified by an officer of Tenant as being a true and correct copy, of Tenant’s most recent audited financial statement, or, if unaudited, certified by Tenant’s chief financial officer as being true, complete and correct in all material respects.  Tenant hereby authorizes Landlord to obtain one or more credit reports on Tenant at any time, and shall execute such further authorizations as Landlord may reasonably require in order to obtain a credit report.  Notwithstanding the foregoing, Landlord shall not request financial statements more than once in each consecutive one (1) year period during the Term unless (i) Tenant is in default, (ii) Landlord reasonably believes that there has been an adverse change in Tenant’s financial position since the last financial statement provided to Landlord, or (iii) requested (a) in connection with a proposed sale or transfer of the Building by Landlord, or (b) by an investor of Landlord, any Landlord related entity or any lender or proposed lender of Landlord or any Landlord related entity.  At Tenant’s request, Landlord shall enter into a confidentiality agreement with Tenant, which agreement is reasonably acceptable to Landlord and covers confidential financial information provided by Tenant to Landlord.  Notwithstanding the foregoing, so long as Tenant is a publicly traded company on an “over-the-counter” market or any recognized national or international securities exchange, the foregoing shall not apply so long as Tenant’s current public annual report (in compliance with applicable securities laws) for such applicable year is available to Landlord in the public domain.
 
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6.4 Landlord’s Notice Addresses.   Landlord’s addresses for notices set forth in Section 29.18 of the Original Lease are hereby deleted in their entireties and replaced by the following:
 
“Wilson Oakmead West, LLC
c/o Jones Lang LaSalle Americas, Inc.
1200 Park Place, Suite 100
San Mateo, California 94403
Attn: General Manager

With a copy to:

RREEF Management LLC
101 California Street, 26th Floor
San Francisco, California 94111
Attn: Asset Manager”
 
6.5
Deletion.   Section 3.6 (Alterations Allowance) of the First Amendment is hereby deleted in its entirety and is of no further force or effect.
 
6.6 Disclosures.   Pursuant to California Civil Code Section 1938, Landlord hereby notifies Tenant that as of the date of this Amendment, the Premises has not undergone inspection by a “Certified Access Specialist” to determine whether the Premises meet all applicable construction-related accessibility standards under California Civil Code Section 55.53.  If Tenant (or any party claiming by, through or under Tenant) pays directly to the provider for any energy consumed at the Premises, Tenant, promptly upon request, shall deliver to Landlord (or, at Landlord’s option, execute and deliver to Landlord an instrument enabling Landlord to obtain from such provider) any data about such consumption that Landlord, in its reasonable judgment, is required to disclose to a prospective buyer, tenant or mortgage lender under California Public Resources Code § 25402.10 or any similar law.
 
6.7 Exterior Common Area Improvements.  Landlord has agreed to complete certain renovations and improvements to the exterior common areas   using Building standard methods, materials and finishes and as otherwise reasonably determined by Landlord (the “ Common Area Improvements ”).  The cost and expense incurred by Landlord for the installation of the Common Area Improvements are hereby expressly excluded from Operating Expenses.  The Common Area Improvements shall mean the following:
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A. Install new hanging metal address numbers over the front lobby of the Building;
 
B. Paint the two (2) entry columns to the Building with Building standard paint;
      
C. Install new exterior lighting fixtures outside of the Building to replace the currently existing white, cone shaped lighting fixtures, as reasonably determined by Landlord; and,
 
D. Subject to Landlord’s receipt of all required permits and approvals, and to the extent the total costs and expenses of the same are not unreasonable, Landlord will construct a common area outdoor collaborative area on the right side of the Building, which may include the installation of a seating area, bocce ball court and/or barbecue area within such area, as determined by Landlord in its sole discretion but after reasonable and good faith consultation with Tenant (“ Outdoor Collaborative Space ”).

The Common Area Improvements shall be designed and constructed as determined by Landlord, in Landlord’s sole discretion but after reasonable and good faith consultation with Tenant, and Tenant shall have no final approval rights as to the planning, material, specifications configuration, or actual type of work performed, provided, that with respect to the Outdoor Collaborative Space, Landlord shall discuss and consider Tenant’s reasonable recommendations therefor.  Tenant acknowledges that the Common Area Improvements may be performed during normal business hours at a time at Landlord’s sole election, subsequent to the full and final execution and delivery of the Amendment. Further, Tenant acknowledges and agrees that the Common Area Improvements shall be performed by Landlord in accordance with a construction schedule developed by Landlord in its sole discretion, which construction schedule shall consider the timing of the availability of materials and labor and potential weather implications for the performance of such work. Notwithstanding anything herein to the contrary, any delay in the completion of the Common Area Improvements or inconvenience suffered by Tenant during the performance of the Common Area Improvements shall not delay the Second Extension Date nor shall it subject Landlord to any liability for any loss or damage resulting therefrom or entitle Tenant to any credit, abatement or adjustment of Rent or other sums payable under the Lease, as amended hereby.  Landlord shall use commercially reasonable efforts to complete before October 1, 2014.
 
7. Miscellaneous.
 
7.1 This Amendment, including Exhibit A (Alterations)   attached hereto, sets forth the entire agreement between the parties with respect to the matters set forth herein.  There have been no additional oral or written representations or agreements.  Under no circumstances shall Tenant be entitled to any rent abatement, improvement allowance, leasehold improvements, or other work to the Premises, or any similar economic incentives that may have been provided Tenant in connection with entering into the Lease, unless specifically set forth in this Amendment.
 
7.2 Except as herein modified or amended, the provisions, conditions and terms of the Lease shall remain unchanged and in full force and effect.  In the case of any inconsistency between the provisions of the Lease and this Amendment, the provisions of this Amendment shall govern and control.  The capitalized terms used in this Amendment shall have the same definitions as set forth in the Lease to the extent that such capitalized terms are defined therein and not redefined in this Amendment.
 
7.3 Submission of this Amendment by Landlord is not an offer to enter into this Amendment but rather is a solicitation for such an offer by Tenant.  Landlord shall not be bound by this Amendment until Landlord has executed and delivered the same to Tenant.
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7.4 Tenant hereby represents to Landlord that Tenant has dealt with no broker in connection with this Amendment, other than Jones Lang LaSalle Brokerage Inc., (“ JLL ”) and Landlord shall be responsible for paying any leasing commission due in connection with this Amendment pursuant to the separate agreement with JLL dated December 10, 2013, (“ JLL Agreement ”).  Tenant agrees to indemnify and hold Landlord and its members, principals, beneficiaries, partners, officers, directors, employees, mortgagee(s) and agents, and the respective principals and members of any such agents harmless from all claims of any other brokers claiming to have represented Tenant in connection with this Amendment.
 
7.5 Each signatory of this Amendment represents hereby that he or she has the authority to execute and deliver the same on behalf of the party hereto for which such signatory is acting.  Tenant hereby represents and warrants that neither Tenant, nor any persons or entities holding any legal or beneficial interest whatsoever in Tenant, are (i) the target of any sanctions program that is established by Executive Order of the President or published by the Office of Foreign Assets Control, U.S. Department of the Treasury (“ OFAC ”); (ii) designated by the President or OFAC pursuant to the Trading with the Enemy Act, 50 U.S.C. App.  § 5, the International Emergency Economic Powers Act, 50 U.S.C. §§ 1701-06, the Patriot Act, Public Law 107-56, Executive Order 13224 (September 23, 2001) or any Executive Order of the President issued pursuant to such statutes; or (iii) named on the following list that is published by OFAC: “List of Specially Designated Nationals and Blocked Persons.” If the foregoing representation is untrue at any time during the current Lease Term and/or Second Extended Lease Term, an event of default under the Lease will be deemed to have occurred, without the necessity of notice to Tenant.
 
7.6 This Amendment may be executed in any number of counterparts, each of which shall be deemed an original, but all of which, together, shall constitute one and the same Amendment.  In order to expedite the transaction contemplated herein, telecopied signatures or signatures transmitted by electronic mail in so-called "pdf" format may be used in place of original signatures on this Lease.  Landlord and Tenant intend to be bound by the signatures on the telecopied or e-mailed document, are aware that the other party will rely on the telecopied or e-mailed signatures, and hereby waive any defenses to the enforcement of the terms of this Amendment based on such telecopied or e-mailed signatures.  Promptly following transmission of the telecopied or e-mailed signatures, Tenant shall promptly deliver to Landlord with original signatures on this Amendment.
 
7.7 Redress for any claim against Landlord under the Lease and this Amendment shall be limited to and enforceable only against and to the extent of Landlord’s interest in the Building.  The obligations of Landlord under the Lease are not intended to and shall not be personally binding on, nor shall any resort be had to the private properties of, any of its trustees or board of directors and officers, as the case may be, its investment manager, the general partners thereof, or any beneficiaries, stockholders, employees, or agents of Landlord or the investment manager, and in no case shall Landlord be liable to Tenant hereunder for any lost profits, damage to business, or any form of special, indirect or consequential damage.
 
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IN WITNESS WHEREOF, Landlord and Tenant have entered into and executed this Amendment as of the date first written above.
 
LANDLORD:
TENANT:
 
WILSON OAKMEAD WEST, LLC,
a Delaware limited  liability  company
SHORETEL, INC.,
a Delaware corporation
 
By: ________________________________
 
By: ______________________________
Name:  Lisa Vogel
 
Name:  ___________________________
Title:   Vice President
 
Title:  ____________________________
Dated: ________________________, 2013
Dated: ______________________, 2013
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EXHIBIT A –ALTERATIONS
 
attached to and made a part of the Second Amendment between WILSON OAKMEAD WEST, LLC, a Delaware limited liability company, as Landlord
and SHORETEL, INC., a Delaware corporation, as Tenant

1.              Tenant, following the full and final execution and delivery of the Amendment to which this Exhibit A is attached and all insurance certificates required under the Lease, as amended, shall have the right to perform alterations and improvements in the Premises (the “ Tenant Work ”).  Notwithstanding the foregoing, Tenant and its contractors shall not have the right to perform the Tenant Work in the Premises unless and until Tenant has complied with all of the terms and conditions of Article 8 of the Original Lease, as amended, including, without limitation, approval by Landlord of the final plans for the Tenant Work and the contractors to be retained by Tenant to perform such Tenant Work. Tenant shall be responsible for all elements of the design of Tenant’s plans (including, without limitation, compliance with law, functionality of design, the structural integrity of the design, the configuration of the Premises and the placement of Tenant’s furniture, appliances and equipment), and Landlord’s approval of Tenant’s plans shall in no event relieve Tenant of the responsibility for such design.  In addition to the foregoing, Tenant shall be solely liable for all costs and expenses associated with or otherwise caused by Tenant’s performance and installment of the Tenant Work (including, without limitation, any legal compliance requirements arising outside of the Premises; provided, however, that to the extent such exterior legal compliance requirements arise in connection with any portion of the Tenant Work comprising normal and customary standard office improvements, Tenant shall not be directly liable for the cost thereof but instead such amounts may be included in Direct Expenses to the extent not limited by the terms and conditions of the Lease, as amended).  Landlord’s approval of the contractors to perform the Tenant Work shall not be unreasonably withheld.  The parties agree that Landlord’s approval of the general contractor to perform the Tenant Work shall not be considered to be unreasonably withheld if any such general contractor (a) does not have trade references reasonably acceptable to Landlord, (b) does not maintain insurance as required pursuant to the terms of the Lease, (c) does not have the ability to be bonded for the work in an amount of no less than one hundred fifty percent (150%) of the total estimated cost of the Tenant Work, (d) does not provide current financial statements reasonably acceptable to Landlord, (e) does not execute the Responsible Contractor Policy Statement provided by Landlord, or (f) is not licensed as a contractor in the state/municipality in which the Premises is located.  Tenant acknowledges the foregoing is not intended to be an exclusive list of the reasons why Landlord may reasonably withhold its consent to a general contractor.

Notwithstanding the foregoing, it is agreed that other than voce and data cabling (which shall be removed by Tenant at the expiration or earlier termination of the Lease), Tenant shall have no obligation to remove that portion of the Tenant Work that comprises standard office improvements such as gypsum board, partitions, ceiling grids and tiles, fluorescent lighting panels, Building standard doors and non-glued down carpeting.
 
2.              Provided Tenant is not in default, Landlord agrees to contribute the sum of up to $956,715.00 (that is, $15.00 per rentable square foot of the Premises) (the “ Allowance ”) toward the cost of performing the Tenant Work in the Premises.  The Allowance may only be used for the cost of preparing design, engineering and construction documents, permits, fees (including fees for Tenant’s project management firm) and mechanical and electrical plans for the Tenant Work and for hard costs in connection with the Tenant Work.  Commencing as of January 1, 2014, the Allowance, less a ten percent (10%) retainage (which retainage shall be payable as part of the final draw), shall be paid to Tenant or, at Landlord’s option, to the order of the general contractor that performs the Tenant Work, in periodic disbursements within thirty (30) days after receipt of the following documentation: (a) an application for payment and sworn statement of contractor substantially in the form of AIA Document G-702 covering all work for which disbursement is to be made to a date specified therein; (b) a certification from an AIA architect substantially in the form of the Architect’s Certificate for Payment which is located on AIA Document G702, Application and Certificate of Payment; (c) contractor’s, subcontractor’s and material supplier’s waivers of liens which shall cover all Tenant Work for which disbursement is being requested and all other statements and forms required for compliance with the mechanics’ lien laws of the state in which the Premises is located, together with all such invoices, contracts, or other supporting data as Landlord or Landlord’s mortgagee may reasonably require; (d) a cost breakdown for each trade or subcontractor performing the Tenant Work; (e) plans and specifications for the Tenant Work, together with a certificate from an AIA architect that such plans and specifications comply in all material respects with all laws affecting the Building, Project and Premises; (f) copies of all construction contracts for the Tenant Work, together with copies of all change orders, if any; and (g) a request to disburse from Tenant containing an approval by Tenant of the work done and a good faith estimate of the cost to complete the Tenant Work.  Upon completion of the Tenant Work, and prior to final disbursement of the Allowance, Tenant shall furnish Landlord with:  (i) general contractor and architect’s completion affidavits; (ii) full and final waivers of lien; (iii) receipted bills covering all labor and materials expended and used; (iv) as-built plans of the Tenant Work; and (v) the certification of Tenant and its architect that the Tenant Work have been installed in a good and workmanlike manner in accordance with the approved plans, and in accordance with applicable laws, codes and ordinances.  In no event shall Landlord be required to disburse the Allowance more than one time per month.  If the Tenant Work exceed the Allowance, Tenant shall be entitled to the Allowance in accordance with the terms hereof, but each individual disbursement of the Allowance shall be disbursed in the proportion that the Allowance bears to the total cost for the Tenant Work, less the ten percent (10%) retainage referenced above.  Notwithstanding anything herein to the contrary, Landlord shall not be obligated to disburse any portion of the Allowance during the continuance of an uncured default under the Lease, as amended hereby, and Landlord’s obligation to disburse shall only resume when and if such default is cured.

 

3.              Notwithstanding anything to the contrary set forth herein, at any time after January 1, 2014, Tenant shall be entitled to apply up to Five and  no/100 Dollars ($5.00) per rentable square foot of the Premises (that is, up to $318,905.00) of Allowance to the cost of purchasing and installing furniture, fixtures and equipment (collectively, the “ FF&E ”), which FF&E shall be located at all times at the Premises and for use by Tenant in the Premises.  If Tenant does not submit a request for payment of the entire Allowance to Landlord in accordance with the provisions contained in this Exhibit A by June 30, 2015, any unused amount shall accrue to the sole benefit of Landlord, it being understood that Tenant shall not be entitled to any credit, abatement or other concession in connection therewith.  Tenant shall be responsible for all applicable state sales or use taxes, if any, payable in connection with the Tenant Work and/or Allowance.  Landlord shall be entitled to deduct from the Allowance a supervisory fee for Landlord’s oversight of the Tenant Work in an amount equal to one percent (1%) of the total cost of the Allowance.

4.              To the extent any Allowance is applied to any FF&E, Landlord shall own all the FF&E until the expiration of the Lease Term, as amended hereby, (provided that Tenant, not Landlord, shall be responsible for all costs associated with such FF&E, including, without limitation, the cost of insuring the same, all maintenance and repair costs and taxes), at which time the FF&E shall become the property of Tenant as if by bill of sale hereunder.  Tenant shall maintain and repair the FF&E in good and working order and shall insure the FF&E to the same extent Tenant is required to insure Tenant’s personal property pursuant to the terms of the Lease, as amended hereby.  In the event that the Lease is terminated prior to the Second Extended Lease Expiration Date due to Tenant’s breach or default of the Lease, in connection with a bankruptcy petition filing or otherwise by operation of law, Tenant, at Landlord’s election, shall pay to Landlord the unamortized portion of the costs of the FF&E (no later than the expiration date of the Lease, as amended hereby), or, at Landlord’s election, the FF&E shall remain the property of Landlord and Tenant shall and, in such event, hereby does, waive all of its rights thereto.
 
5.              Provided Tenant is not in default, within sixty (60) days after full execution and delivery of this Second Amendment, Landlord shall provide Tenant with an allowance (the “ Test Fit Allowance ”) in an amount not to exceed $9,567.15 (i.e. $0.15 per rentable square foot of the Premises) to be applied toward preparation of the test fit plan and preliminary pricing for the Tenant Work in the Premises.  Subject to the terms of this Exhibit A, Tenant shall enter into a contract with Tenant’s interior design firm for such services and Landlord shall disburse the Test Fit Allowance pursuant to the terms and conditions of this Section 5, and Tenant shall be responsible for the payment of any costs which exceed the Test Fit Allowance.

 

6.              Tenant agrees to accept the Premises in its “as-is” condition and configuration, it being agreed that Landlord shall not be required to perform any work or, except as provided above with respect to the Allowance, incur any costs in connection with the construction or demolition of any improvements in the Premises.

7.              This Exhibit A shall not be deemed applicable to any additional space added to the Premises at any time or from time to time, whether by any options under the Lease or otherwise, or to any portion of the original Premises or any additions to the Premises in the event of a renewal or extension of the Lease Term, as amended hereby, whether by any options under the Lease or otherwise, unless expressly so provided in the Lease or any amendment or supplement to the Lease, as amended hereby.

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Exhibit 31.1
 
CERTIFICATION OF PRINCIPAL EXECUTIVE OFFICER
PURSUANT TO EXCHANGE ACT RULES 13a-14(a) AND 15(d)-14(a), AS ADOPTED
PURSUANT TO SECTION 302 OF THE SARBANES-OXLEY ACT OF 2002
 
I, Don Joos, certify that:
 
1. I have reviewed this quarterly report on Form 10-Q of ShoreTel, Inc.;
 
2. Based on my knowledge, this report does not contain any untrue statement of a material fact or omit to state a material fact necessary to make the statements made, in light of the circumstances under which such statements were made, not misleading with respect to the period covered by this report;
 
3. Based on my knowledge, the financial statements, and other financial information included in this report, fairly present in all material respects the financial condition, results of operations and cash flows of the registrant as of, and for, the periods presented in this report;
 
4. The registrant’s other certifying officer(s) and I are responsible for establishing and maintaining disclosure controls and procedures (as defined in Exchange Act Rules 13a-15(e) and 15d-15(e)) and internal control over financial reporting (as defined in Exchange Act Rules 13a-15(f) and 15d-15(f)) for the registrant and have:
 
a. Designed such disclosure controls and procedures, or caused such disclosure controls and procedures to be designed under our supervision, to ensure that material information relating to the registrant, including its consolidated subsidiaries, is made known to us by others within those entities, particularly during the period in which this report is being prepared;
 
b. Designed such internal control over financial reporting, or caused such internal control over financial reporting to be designed under our supervision, to provide reasonable assurance regarding the reliability of financial reporting and the preparation of financial statements for external purposes in accordance with generally accepted accounting principles;
 
c. Evaluated the effectiveness of the registrant’s disclosure controls and procedures and presented in this report our conclusions about the effectiveness of the disclosure controls and procedures, as of the end of the period covered by this report based on such evaluation; and
 
d. Disclosed in this report any change in the registrant’s internal control over financial reporting that occurred during the registrant’s most recent fiscal quarter (the registrant’s fourth fiscal quarter in the case of an annual report) that has materially affected, or is reasonably likely to materially affect, the registrant’s internal control over financial reporting; and
 
5. The registrant’s other certifying officer(s) and I have disclosed, based on our most recent evaluation of internal control over financial reporting, to the registrant’s auditors and the audit committee of the registrant’s board of directors (or persons performing the equivalent functions):
 
a. All significant deficiencies and material weaknesses in the design or operation of internal control over financial reporting which are reasonably likely to adversely affect the registrant’s ability to record, process, summarize and report financial information; and
 
b. Any fraud, whether or not material, that involves management or other employees who have a significant role in the registrant’s internal control over financial reporting.
 
Date: February 7, 2014

 
 
/s/ Don H. Joos
 
 
Don H. Joos
 
 
Chief Executive Officer
 
 
(Principal Executive Officer)
 
 


Exhibit 31.2
 
CERTIFICATION OF PRINCIPAL FINANCIAL OFFICER
PURSUANT TO EXCHANGE ACT RULES 13a-14(a) AND 15(d)-14(a), AS ADOPTED
PURSUANT TO SECTION 302 OF THE SARBANES-OXLEY ACT OF 2002
 
I, Michael E. Healy, certify that:
 
1. I have reviewed this quarterly report on Form 10-Q of ShoreTel, Inc.;
 
2. Based on my knowledge, this report does not contain any untrue statement of a material fact or omit to state a material fact necessary to make the statements made, in light of the circumstances under which such statements were made, not misleading with respect to the period covered by this report;
 
3. Based on my knowledge, the financial statements, and other financial information included in this report, fairly present in all material respects the financial condition, results of operations and cash flows of the registrant as of, and for, the periods presented in this report;
 
4. The registrant’s other certifying officer(s) and I are responsible for establishing and maintaining disclosure controls and procedures (as defined in Exchange Act Rules 13a-15(e) and 15d-15(e)) and internal control over financial reporting (as defined in Exchange Act Rules 13a-15(f) and 15d-15(f)) for the registrant and have:
 
a. Designed such disclosure controls and procedures, or caused such disclosure controls and procedures to be designed under our supervision, to ensure that material information relating to the registrant, including its consolidated subsidiaries, is made known to us by others within those entities, particularly during the period in which this report is being prepared;
 
b. Designed such internal control over financial reporting, or caused such internal control over financial reporting to be designed under our supervision, to provide reasonable assurance regarding the reliability of financial reporting and the preparation of financial statements for external purposes in accordance with generally accepted accounting principles;
 
c. Evaluated the effectiveness of the registrant’s disclosure controls and procedures and presented in this report our conclusions about the effectiveness of the disclosure controls and procedures, as of the end of the period covered by this report based on such evaluation; and
 
d. Disclosed in this report any change in the registrant’s internal control over financial reporting that occurred during the registrant’s most recent fiscal quarter (the registrant’s fourth fiscal quarter in the case of an annual report) that has materially affected, or is reasonably likely to materially affect, the registrant’s internal control over financial reporting; and
 
5. The registrant’s other certifying officer(s) and I have disclosed, based on our most recent evaluation of internal control over financial reporting, to the registrant’s auditors and the audit committee of the registrant’s board of directors (or persons performing the equivalent functions):
 
a. All significant deficiencies and material weaknesses in the design or operation of internal control over financial reporting which are reasonably likely to adversely affect the registrant’s ability to record, process, summarize and report financial information; and
 
b. Any fraud, whether or not material, that involves management or other employees who have a significant role in the registrant’s internal control over financial reporting.
 
Date: February 7, 2014

 
 
/s/ Michael E. Healy
 
 
Michael E. Healy
 
 
Chief Financial Officer
 
 
(Principal Accounting and Financial Officer)
 
 


Exhibit 32.1
 
CERTIFICATION OF CHIEF EXECUTIVE OFFICER
PURSUANT TO 18 U.S.C. SECTION 1350, AS ADOPTED PURSUANT TO
SECTION 906 OF THE SARBANES-OXLEY ACT OF 2002
 
I, Don Joos, certify, pursuant to 18 U.S.C. Section 1350, as adopted pursuant to Section 906 of the Sarbanes-Oxley Act of 2002, that the Quarterly Report on Form 10-Q of ShoreTel, Inc. for the quarter ended December 31, 2013 fully complies with the requirements of Section 13(a) or 15(d) of the Securities Exchange Act of 1934 and that information contained in such Quarterly Report on Form 10-Q fairly presents in all material respects the financial condition and results of operations of ShoreTel, Inc.
 
Date: February 7, 2014

By:
/s/ Don H. Joos
Name:
 Don H. Joos
Title:
Chief Executive Officer
(Principal Executive Officer)
 
This certification accompanies this Report pursuant to Section 906 of the Sarbanes-Oxley Act of 2002 and is not deemed filed with the Securities and Exchange Commission and is not to be incorporated by referenced into any filing of the Company under the Securities Act of 1933 or the Securities Exchange Act of 1934 (whether made on or before or after the date of this Report), irrespective of any general incorporation language contained in such filing.
 
 


Exhibit 32.2
 
CERTIFICATION OF CHIEF FINANCIAL OFFICER
PURSUANT TO 18 U.S.C. SECTION 1350, AS ADOPTED
PURSUANT TO SECTION 906 OF THE SARBANES-OXLEY ACT OF 2002
 
I, Michael E. Healy, certify, pursuant to 18 U.S.C. Section 1350, as adopted pursuant to Section 906 of the Sarbanes-Oxley Act of 2002, that the Quarterly Report on Form 10-Q of ShoreTel, Inc. for the quarter ended December 31, 2013 fully complies with the requirements of Section 13(a) or 15(d) of the Securities Exchange Act of 1934 and that information contained in such Quarterly Report on Form 10-Q fairly presents in all material respects the financial condition and results of operations of ShoreTel, Inc.
 
Date: February 7, 2014

By:
/s/ Michael E. Healy
Name:
Michael E. Healy
Title:
Chief Financial Officer
(Principal Accounting and Financial Officer)
 
This certification accompanies this Report pursuant to Section 906 of the Sarbanes-Oxley Act of 2002 and is not deemed filed with the Securities and Exchange Commission and is not to be incorporated by referenced into any filing of the Company under the Securities Act of 1933 or the Securities Exchange Act of 1934 (whether made on or before or after the date of this Report), irrespective of any general incorporation language contained in such filing.