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



FORM 8-K



CURRENT REPORT
Pursuant to Section 13 or 15(d) of
the Securities Exchange Act of 1934
 
Date of Report (date of earliest event reported)
February 8, 2021



Quotient Technology Inc.
(Exact name of Registrant as specified in its charter)



Delaware
001-36331
77-0485123
(State or other jurisdiction of
incorporation or organization)
(Commission File Number)
(I.R.S. Employer
Identification Number)
 
 
 
400 Logue Avenue
Mountain View, California 94043
(Address of principal executive offices)

(650) 605-4600
(Registrant’s telephone number, including area code)
 
Not Applicable
(Former name or former address, if changed since last report)
 


Check the appropriate box below if the Form 8-K filing is intended to simultaneously satisfy the filing obligation of the registrant under any of the following provisions (see General Instruction A.2. below):

☐ Written communications pursuant to Rule 425 under the Securities Act (17 CFR 230.425)
☐ Soliciting material pursuant to Rule 14a-12 under the Exchange Act (17 CFR 240.14a-12)
☐ Pre-commencement communications pursuant to Rule 14d-2(b) under the Exchange Act (17 CFR 240.14d-2(b))
☐ Pre-commencement communications pursuant to Rule 13e-4(c) under the Exchange Act (17 CFR 240.13e-4(c))

Securities registered pursuant to Section 12(b) of the Act:

Title of each class
  Trading Symbol(s)
  Name of each exchange on which registered
Common Stock, $0.00001 par value per share
  QUOT
  New York Stock Exchange

Indicate by check mark whether the registrant is an emerging growth company as defined in Rule 405 of the Securities Act of 1933 (17 CFR §230.405) or Rule 12b-2 of the Securities Exchange Act of 1934 (17 CFR §240.12b-2).
Emerging growth company ☐

If an emerging growth company, indicate by check mark if the registrant has elected not to use the extended transition period for complying with any new or revised financial accounting standards provided pursuant to Section 13(a) of the Exchange Act. ☐


Item 1.01 Entry into a Material Definitive Agreement

On February 8, 2021, Quotient Technology Inc. (the “Company”) entered into a sublease agreement (“Lease Agreement”) with sPower, LLC (formerly known as FTP Power LLC), a Delaware limited liability company, pursuant to which the Company will lease approximately 25,610 square feet of office space located at 60 Park Avenue having an assigned address of 1260 East Stringham Ave in Salt Lake City, Utah (the “Premise”). The term of the Lease commences on the earlier of  (i) the date subtenant obtains a certificate of occupancy for the Subleased Premises, or (ii) two hundred ten (210) days from the date master landlord provides its written consent to the Lease Agreement and ends May 31, 2029. The Company intends to use the Premise for its corporate headquarters.

Pursuant to the Lease Agreement, the Company will pay the following rent for the Premise:

Months During Term
Annual Rent
Monthly Rent
1st thru 7th Month
Abated
Abated
8th thru 12th Month
$350,822.33
$70,165.67
13th thru 24th Month
$863,025.40
$71,918.78
25th thru 36th Month
$884,601.04
$73,716.75
37th thru 48th Month
$906,716.06
$75,559.67
49th thru 60th Month
$929,383.96
$77,448.66
61st thru 72nd Month
$952,618.56
$79,384.88
73rd thru 84th Month
$976,434.03
$81,369.50
85th Month thru May 31, 2029
$917,441.14
$83,403.74

The aforementioned summary of the terms of the Lease Agreement does not purport to be complete and is qualified in its entirety by reference to the Lease Agreement, a copy of which is filed as Exhibit 10.1 to this Report and is incorporated herein by reference.

Item 2.02 Results of Operations and Financial Condition

On February 10, 2021, the Company issued a press release regarding its financial results for the fourth quarter and full year ended December 31, 2020. A copy of the press release is furnished as Exhibit 99.1 to this current report.

The Company also intends to post to the investor relations page of its corporate website a copy of the Company’s stockholder letter announcing financial results.  A copy of the stockholder letter is furnished as Exhibit 99.2 to this current report.

The information set forth under Item 2.02 and in the press release and stockholder letter attached hereto shall not be deemed “filed” for purposes of the Securities Exchange Act of 1934, as amended, or incorporated by reference in any filing under the Securities Act of 1933, as amended, regardless of any general incorporation language in such filing, unless expressly incorporated by specific reference in such filing.

Item 9.01. Financial Statements and Exhibits.

(d) Exhibits.

10.1

99.1

99.2

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 hereunto duly authorized.

 
Quotient Technology Inc.
 
 
 
 
By:
/s/ Pamela Strayer                                                     
 
 
Pamela Strayer
 
 
 
 
 
Chief Financial Officer and Treasurer

Date: February 10, 2021

Exhibit 10.1


SUBLEASE AGREEMENT
 
THIS SUBLEASE AGREEMENT (“Sublease”), is entered into as of the 8th day of February, 2021 (“Effective Date”), by and between sPower, LLC (formerly known as FTP Power LLC), a Delaware limited liability company (“Sublandlord”), and Quotient Technology Inc., a Delaware corporation (“Subtenant”).  Sublandlord and Subtenant are referred to collectively in this Sublease as the "Parties" or, individually, as a “Party."

RECITALS
 
A.            Sublandlord, as tenant, entered into that certain Office Lease, dated January 15, 2020, as amended (“Master Lease”), with Sugarhouse Property, LLC, a Delaware limited liability company, as landlord (“Landlord”), pursuant to which Landlord leases to Sublandlord the entire sixth (6th) floor and a portion of the fifth (5th) floor (collectively, (the “Leased Premises”) within the building located at 60 Park Avenue having an assigned address of 1260 East Stringham Ave, Salt Lake City, Utah 84106 (the “Building”), as the Leased Premises is more particularly described in the Master Lease and generally depicted on Exhibit “B”.  A true and correct copy of the Master Lease is attached to this Sublease as Exhibit “A”.
 
B.            Sublandlord and Subtenant have agreed that Sublandlord will sublet to Subtenant, and Subtenant will sublease from Sublandlord, the portion of the Leased Premises located on the sixth floor Building containing approximately 25,610 rentable square feet (the “Subleased Premises”), as generally depicted on Exhibit “B”, in accordance with the terms and conditions of the Master Lease and this Sublease.
 
AGREEMENT
 
FOR GOOD AND VALUABLE CONSIDERATION, the receipt and sufficiency of which is hereby acknowledged, Sublandlord and Subtenant covenant and agree as follows:
 
1.             Recitals.  The Parties acknowledge and agree that the Recitals set forth in this Sublease are true, accurate, and correct and are hereby made a part of this Sublease and are incorporated herein by this reference.
 
2.             Definitions.  Unless otherwise indicated in this Sublease, all capitalized terms used in this Sublease will have the definitions assigned to them in the Master Lease.
 
3.             Subleased Premises and Common Areas.  Sublandlord leases to Subtenant, and Subtenant leases from Sublandlord, the Subleased Premises in accordance with the terms and conditions of this Sublease. As used in this Sublease, the term “Master Lease” shall be limited to refer only to the portion of the Leased Premises of which the Subleased Premises is apart. Subtenant shall also be entitled to whatever rights have been granted in favor of Sublandlord, if any, to use the parking structures, parking facilities, parking spaces, and Common Areas (as this term is defined in the Master Lease) within, adjacent to, or connected with the Subleased Premises as may be provided for in the Master Lease, including, without limitation, those rights provided in the Master Lease. Subtenant’s use of the parking areas, parking facilities, parking spaces, and Common Areas shall at all times be subject to the terms and conditions of the Master Lease and subject to any and all rules and regulations adopted by Landlord (including those rules and regulations provided in Exhibit B of the Master Lease).  Any and all equipment, furniture, décor, and fixtures installed by Subtenant at the Leased Premises shall be and remain Subtenant’s sole and separate personal property.
 


4.             Master Lease.  This Sublease is and shall remain subject and subordinate in all respects to the terms and conditions of the Master Lease.  Except as may be inconsistent or in conflict with the terms and conditions of this Sublease, all the terms, covenants, restrictions, and conditions in the Master Lease are applicable to this Sublease with the same force and effect as if Sublandlord were the “landlord” under the Master Lease and Subtenant were the “tenant” under the Master Lease.  Subtenant has no right to exercise, and Sublandlord shall have no obligation to exercise, any options, including any rights of first refusal, available to Sublandlord under the Master Lease or any rights of control or termination under the Master Lease.  Subtenant will neither do nor permit anything to be done which would cause the Master Lease to be terminated or forfeited by reason of any right of termination or forfeiture reserved or vested in Sublandlord under the Master Lease.
 
(a)            Sublandlord represents and warrants that Sublandlord has the right to make this Sublease and that Subtenant upon performing all of the obligations as and when due or within applicable notice and cure periods herein provided, shall peacefully have and enjoy the Subleased Premises throughout the Term without hindrance or molestation from Master Landlord, Sublandlord or anyone claiming by, through or under Sublandlord.  Sublandlord further warrants that there (a) exist no events of default under the Master Lease, or has no knowledge that an event has occurred that with the passage of time would constitute and event of default under the Master Lease (without having a duty to investigate), and (b) other than that certain Delivery of Possession Certificate dated January 27, 2021 attached hereto as Exhibit “A-1” (the “Lease Commencement Certificate”), are no other existing agreements between Sublandlord and Master Landlord regarding the Subleased Premises except for the Master Lease.  Sublandlord shall (i) maintain the Master Lease in full force and effect during the Sublease Term, and (ii) take commercially reasonable steps in good faith to assure that Master Landlord provides all services and performs all obligations of Master Landlord under the Master Lease.
 
(b)            If there is a conflict between the terms of the Master Lease and this Sublease, the terms of this Sublease shall control provided such interpretation does not cause a default under the Master Lease; otherwise the terms of the Master Lease shall control.
 
(c)            Sublandlord agrees upon written request by Subtenant to take such action on Subtenant’s behalf as is reasonable with respect to the enforcement of any rights of Sublandlord under the Master Lease in the event of any default by Master Landlord under the Master Lease, or to enforce Sublandlord’s rights under the Master Lease; provided, however, Sublandlord shall not be obligated to incur any out-of-pocket costs or to initiate litigation in connection therewith; and further provided that Subtenant first make such written requests to the Landlord.
 
(d)            Sublandlord agrees that Sublandlord shall (i) perform its obligations under the Master Agreement (except for those obligations delegated to Subtenant in this Sublease), and (ii) not interfere with Subtenant entering into a direct lease with Master Landlord in the event the Master Lease is terminated as a result of Sublandlord’s failure to comply with the Master Lease.
 
(e)            Sublandlord indemnifies and holds harmless, and will defend and protect, Subtenant from and against any and all Claims, including reasonable attorneys’ fees and other legal expenses, or other liabilities of any kind or of any nature whatsoever, which may at any time be imposed upon, incurred by, or asserted or awarded against Subtenant by reason of any breach or default caused directly by Sublandlord.  Subtenant indemnifies and holds harmless, and will defend and protect, Sublandlord from and against any and all Claims, including reasonable attorneys’ fees and other legal expenses, or other liabilities of any kind or of any nature whatsoever, which may at any time be imposed upon, incurred by, or asserted or awarded against Sublandlord by reason of any breach or default which occurs by, through, or under Subtenant.  Subtenant represents and acknowledges to Sublandlord that Subtenant has read the Master Lease and is familiar with all the terms, covenants, restrictions, and conditions in the Master Lease.
 
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(f)            Any amendment to the Master Lease shall be subject to Subtenant’s prior written approval, which approval shall not be unreasonably withheld, conditioned, or delayed.  Notwithstanding the foregoing, any subordination or attornment instrument presented to Subtenant for signature shall contain a non-disturbance provision in which the party holding the superior lien or the purchaser or transferee agrees not to disturb Subtenant’s possession of the Subleased Premises so long as Subtenant is not in default under this Sublease. Upon execution of this Sublease, Sublandlord shall use reasonable efforts to obtain a non-disturbance agreement from Sublandlord and any and all lenders or mortgagees whose loan is secured by either the underlying fee estate or the leasehold interest created by the Sublease.
 
5.             Term.
 
(a)            Initial Term. Notwithstanding the Effective Date or anything to the contrary in this Sublease, including the early access rights contemplated in Section 5(c) below, the term (“Term”) of this Sublease will commence on the earlier to occur of (i) the date Subtenant obtains a certificate of occupancy for the Subleased Premises, or (ii) two hundred ten (210) days from the date Master Landlord provides its written consent to this Sublease (“Commencement Date”), and shall end expire on May 31, 2029 (“Expiration Date”), unless sooner terminated pursuant to the terms and conditions of (a) this Sublease, or (b) the Master Lease; provided, however the Commencement Date shall be postponed on a day-for-day basis due to any Sublandlord or Landlord caused delays during Subtenant’s construction of the Subtenant Improvements.  Within thirty (30) days after the Commencement Date, Sublandlord and Subtenant shall confirm the basic terms and conditions of the Sublease using a confirmation of lease terms in a form to be mutually agreed upon between Sublandlord and Tenant.
 
(b)            Delivery of Possession of the Premises. Sublandlord shall deliver possession of the Premises to Subtenant (the “Delivery Date”) in the condition required hereunder on the date that is the later to occur of (i) January 1, 2021, or (ii) the date Sublandlord obtains Landlord’s Consent (as defined in Section 23 below) to this Sublease.  If Sublandlord is unable to obtain Landlord’s consent within sixty (60) days after the Effective Date, either party shall have the right to terminate this Sublease without liability to the non-terminating party.
 
(c)            Early Access. Subtenant has requested access to the Subleased Premises prior to the Commencement Date for the purpose of inspecting and installing certain data wiring and cabling, furniture, fixtures, and equipment specific to Subtenant’s business operations.  Subject to all submittal, review, and approval processes and consent rights of Landlord as provided for in the Master Lease, Sublandlord agrees to grant Subtenant such early access commencing on the date Landlord provides its consent to this Sublease.  Subtenant agrees to indemnify, protect, defend, and hold harmless Landlord, Sublandlord, and each of the other Sublandlord Indemnified Parties from and against any and all Claims directly or indirectly arising by reason of, in connection with, on account of or pertaining to Subtenant’s early access to the Subleased Premises and Subtenant’s failure to abide by and perform its obligations under this Sublease and as otherwise required under the Master Lease.
 
(d)            COVID-19.  The parties acknowledge that there currently exists an outbreak of the novel coronavirus which causes a disease known as COVID-19, which the World Health Organization has declared a global pandemic (“COVID-19 Outbreak”).  As a result of the COVID-19 Outbreak, several government bodies have issued orders, and may yet issue additional orders, which have or will impact Sublandlord’s and Subtenant’s ability to timely prepare the Subleased Premises for Tenant’s occupancy.   To the extent Subtenant is delayed in constructing those improvements necessary to occupy and enjoy the Subleased Premises, as further described in Landlord’s Consent, as a result of these or any other factors due to the COVID-19 Outbreak, the parties agree to consider in good faith an extension of the Commencement Date. Subtenant shall send its written request for an extension of the Commencement Date (“Extension Request”) to Sublandlord no later than (30) days May 31, 2021.  The Extension Request shall specify the proposed length of the extension and briefly describe the factors necessitating an extension, including the names of any (or all) vendors and government agencies providing construction or permit services that are unavailable due to the COVID-19 Outbreak and efforts made to locate a substitute vendor to perform those services.  Within three (3) business days of receipt, Sublandlord shall notify Subtenant in writing of its decision to grant or deny the Extension Request.  If Sublandlord does not affirmatively deny the Extension Request in writing in three (3) business days, the Commencement Date shall be deemed extended by the amount of time requested by Subtenant in the Extension Request.
 
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6.             Right of First Offer.
 
(a)            Provided (i) no default exists under this Sublease beyond any applicable cure periods, and (ii) this Sublease is in full force and effect on the date of Sublandlord’s delivery of the ROFO Notice (hereinafter defined), with respect to any portion of the Leased Premises located on the fifth (5th) floor of the Building (collectively, the “ROFO Space”), Subtenant shall have a right of first offer (the “ROFO”) through the duration of the Term to sublease the ROFO Space in accordance with the terms of this Section 5(b).  Sublandlord represents and warrants there are no tenants, licensees, or other third-parties with rights to lease, license, use, or otherwise occupy the ROFO Space that are superior to Subtenant’s rights hereunder.
 
(b)            If at any time Sublandlord desires to sublease any portion of the ROFO Space, or assign its interest in the Master Lease as it pertains to the ROFO Space, Sublandlord shall deliver a notice (the “ROFO Notice”) to Subtenant setting forth the terms and conditions upon which Sublandlord is willing to sublease (as assign, as applicable) the ROFO Space. For the ten (10) business day period (the “ROFO Period”) immediately following Sublandlord’s delivery of the ROFO Notice, Subtenant shall have the exclusive right to negotiate with Sublandlord for the leasing of the ROFO Space. If prior to the expiration of the ROFO Period, Sublandlord and Subtenant have reached a definitive agreement on all of the material terms and conditions upon which the parties are willing to enter into a lease for the ROFO Space, Sublandlord and Subtenant shall, within fifteen (15) days after the expiration of the ROFO Period, enter into a lease (or an amendment of the Sublease) setting forth such terms.  The parties acknowledge that the terms and conditions of leasing the ROFO Space shall be on the same terms and conditions of the Sublease, except that any tenant improvement allowance or other rent concessions set forth in the ROFO Notice shall be proportionately reduced based on the reduction of the term of the ROFO Space as set forth in the ROFO Notice. If Sublandlord and Subtenant fail to enter into an amendment to the Sublease, or enter into a new lease for the ROFO Space (the “Declined ROFO Space”), within fifteen (15) days after expiration of the ROFO Period, Sublandlord shall be entitled to lease the Declined ROFO Space to any party on any terms and conditions negotiated by Sublandlord; provided, however, if the new lease or license entered into for the Declined ROFO Space is less than or equal to ten percent (10%) of the financial terms set forth in Sublandlord’s ROFO Notice to Subtenant, then prior to entering into such new lease Sublandlord shall be required to follow the procedure outlined in this Section 5(b) and Subtenant shall again have the right to sublease the ROFO Space.
 
7.             Rent.  Subtenant agrees to pay to Sublandlord as rent (“Rent”) for the Subleased Premises the sums shown for such monthly periods as provided below:
 
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Months During Term: Annual Rent: Monthly Rent:
1st thru 7th Month
Abated
Abated
8th thru 12th Month
$350,822.33
$70,165.67
13th thru 24th Month
$863,025.40
$71,918.78
25th thru 36th Month
$884,601.04
$73,716.75
37th thru 48th Month
$906,716.06
$75,559.67
49th thru 60th Month
$929,383.96
$77,448.66
61st thru 72nd Month
$952,618.56
$79,384.88
73rd thru 84th Month
$976,434.03
$81,369.50
85th Month thru May 31, 2029
$917,441.14
$83,403.74

Rent shall be payable during the Term in equal consecutive monthly installments, in advance, without demand, deduction, or offset, commencing on the Commencement Date and continuing on the first (1st) day of each calendar month thereafter until the Expiration Date of this Sublease.  Notwithstanding the foregoing sentence, months one (1) through seven (7) of Rent shall be abated and the eighth full month installment of Rent shall be paid in advance pursuant to Section 8 below.  Rent shall be due on the first (1st) day of each and every month during the Term.  If Rent or the expiration or termination date of this Sublease occurs on a day other than the first day of a calendar month, the Rent for such fractional month will be prorated on a per diem basis.  All Rent will be paid by Subtenant to Sublandlord in lawful money of the United States of America, in immediately available funds at the address for Sublandlord set forth in Section 32 below.  For any matters related to the type, manner, or process of the payment of Rent not expressly or specifically provided for in this Sublease, Sublandlord shall be entitled to the benefit of those same payment terms and conditions as contemplated in the Master Lease, with the same force and effect as if Sublandlord were the “landlord” under the Master Lease.
 
All installments of Rent or any other amounts which are not paid by Subtenant to Sublandlord within ten (10) calendar days after the same is due (“Delinquency Date”) shall bear interest from and after the due date until paid at a rate of eighteen percent (18%) per annum.  In addition to the foregoing, Subtenant will immediately pay Sublandlord as a late fee an amount equal to five percent (5%) of any amounts not paid to Sublandlord on or before the Delinquency Date.
 
8.             Operating Costs or Additional Rent.  Subtenant shall be charged or be responsible for Operating Costs as contemplated under Article 4 of the Master Lease directly allocable to the Subleased Premises; provided, however, Subtenant may be responsible for any costs, expenses, or changes in Operating Costs arising from Subtenant’s negligence or misconduct within the Subleased Premises or the Building and Subtenant’s failure to perform its obligations under this Sublease.  Sublandlord shall provide Subtenant copies of any annual or reconciliation statements provided for in Article 4 to the Lease, and agrees to enforce Sublandlord’s rights and obligations set forth therein, including any audit rights.  In addition, Sublandlord shall be entitled to the return of any excess payments that are attributable to Subtenant’s lease of the Subleased Premises.
 
9.             Rent Abatement; Prepaid Rent.  Concurrently with the execution and delivery of this Sublease, Subtenant shall pay and deliver to Sublandlord the eighth month of Rent in the amount of Seventy Two Thousand, Five Hundred Sixty Two and no/100 Dollars and 67/100 ($72,561.67), and that Sublandlord shall apply such amount against the eighth monthly installment of Rent.  As provided in the Rent schedule in Section 6 above, Rent shall be abated for the first seven (7) full month installment of Rent.
 
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10.             Condition of Subleased Premises.
 
(a)            Condition Generally. Subtenant accepts the Leased Premises in its “as is”, “where is” condition, in the broadest sense of those terms, without warranties, either express or implied, and “with all faults”, including but not limited to, both latent and patent defects, and the disclaimers and terms provided for in the Master Lease.
 
(b)            Subtenant Improvements. Notwithstanding anything to the contrary in subsection (a) above, Sublandlord hereby agrees that Subtenant shall promptly work directly with Landlord for the design, construction, and installation of the Subtenant Improvements (as such term is defined in the Landlord’s Consent). Accordingly, Sublandlord agrees that Sublandlord shall exercise commercially reasonable efforts in assisting Subtenant in obtaining the approvals necessary to design, construct, and install the Subtenant Improvements at no out-of-pocket cost to Sublandlord.  Sublandlord hereby discloses to Subtenant that a portion of the tenant improvement allowance and space plan allowance made available to Sublandlord under the Master Lease has already been used and applied by Sublandlord to certain design and architectural costs and expenses related to Sublandlord’s buildout of the Leased Premises. Notwithstanding Sublandlord using such portion of the tenant improvement allowance and space plan allowance, it is the parties’ intention that Subtenant shall have the right to receive the full benefit of the tenant improvement allowance and space plan allowance available under the Master Lease and applicable to the Subleased Premises. Accordingly, Sublandlord and Subtenant agree that Sublandlord shall be responsible for the shortfall in the tenant improvement allowance and space plan allowance in the Master Lease, and reimburse Subtenant for those costs and expenses Subtenant incurs that would have been reimbursed under the Master Lease, but were not due to Sublandlord’s previously incurred costs.
 
(c)            Bathroom Improvements. As further contemplated by the Lease Commencement Certificate, the Subtenant Improvements include the construction and installation of building standard (i.e., consistent with Class “A” office space) male/female bathrooms for the Subleased Premises (i.e., on the 6th floor of the building) (the “Bathroom Improvements”) in accordance with the terms of the Master Lease. The Master Lease provides for the reimbursement of the Subtenant Improvements up to $60.00 per usable square feet of space within the Subleased Premises (the “Allowance”). Notwithstanding the availability of a portion of the Allowance for use in constructing the Subleased Premises (including the Bathroom Improvements) under the Master Lease, Subtenant shall seek reimbursement from Landlord for the Bathroom Improvements up to One Hundred Twenty Thousand and no/100 Dollars ($120,000.00), in lieu of seeking reimbursement under the Allowance. In order to seek reimbursement for such costs and expenses, Subtenant shall follow the monthly reimbursement procedure outlined in the Work Letter attached to the Master Lease.
 
11.             Utilities and Services.  Certain utilities and services are expected to be provided by Landlord (as described in Article 14 of the Master Lease), subject to the terms and conditions of the Master Lease, and in the event Subtenant desires or requires utilities or services in types or quantities greater than or at times other than that generally to be provided by Landlord, Subtenant shall either contract for such utilities and services on its own (after complying with any consent and approval rights provided for in the Master Lease) and at Subtenant’s sole cost and expense, or coordinate and arrange directly with Landlord to have such utilities and services to be provided.  Subtenant agrees to cooperate with Landlord and be bound by the terms, conditions, and obligations of Article 14 of the Master Lease with the same force and effect as if Subtenant were the “tenant” under the Master Lease. In furtherance of the foregoing, Sublandlord hereby agrees to the extent Sublandlord receives any rent abatement under Article 14 of the Master Lease, Subtenant shall receive the same.  Sublandlord shall have no obligation to provide any utilities or services to Subtenant as part of this Sublease and Subtenant agrees and acknowledges that any utilities or services (other than those generally to be provided by Landlord), shall be provided at the sole costs, expense, and efforts of Subtenant.
 
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12.             Use.  The Subleased Premises shall be used solely for general office uses as contemplated and permitted under the Master Lease or as otherwise approved by Landlord and Sublandlord, and shall at all times be subject to and governed by the terms and conditions of the Master Lease.
 
13.             Parking. Subtenant shall have on the terms, conditions and restrictions set forth herein and in the Master Lease, at no charge to Subtenant, the number of parking spaces allocated to the Leased Premises under the Master Lease as they pertain to the Subleased Premises (i.e. 4 and one-half (4.5) monthly parking permits for each 1,000 square feet of useable area in the Subleased Premises). In addition, Subtenant shall have the exclusive right to use the six (6) reserved parking spaces described in Article 24.1 of the Master Lease.
 
14.             Signage.  Subject to the terms of the Landlord’s Consent, all signage rights of the Sublandlord (as described in Article 10 of the Master Lease), shall transfer to Subtenant, specifically the North and South facing building crown signage. Sublandlord shall exercise commercially reasonable efforts to ensure Subtenant is able to exercise Sublandlord’s rights under the Master Lease.
 
15.             Alterations.  Subtenant will not make any alterations, additions, or improvements to the Subleased Premises without first obtaining Landlord’s prior written consent in accordance with Article 9 of the Master Lease and without obtaining Sublandlord’s prior written consent, which consent shall not be unreasonably withheld, conditioned, or delayed; provided, however, Subtenant may, without Sublandlord’s consent, but with prior written notice to Sublandlord, install cosmetic alterations to the interior of the Subleased Premises which do not require a building permit and cost less than $25,000.00 or less in any calendar year.  Any alterations, additions, or improvements proposed and undertaken by Subtenant shall comply in every respect with Article 9 of the Master Lease.
 
16.             Maintenance.  Subtenant covenants and agrees, at its sole costs and expense, to keep and maintain the Subleased Premises and all other improvements in good order and repair in accordance with the terms and maintenance standards of the Master Lease, including, without limitation, the standards, requirements, and practices provided for in the Master Lease, and Subtenant agrees not to damage, deface, or cause waste to occur on or within the Subleased Premises and all other improvements.
 
17.             Insurance. Subtenant, at its sole costs and expense, will maintain throughout the Term insurance in accordance with the terms, standards, requirements, and practices of the Master Lease, including, without limitation, the insurance required in the Master Lease.  Subtenant will be responsible for the payment of all deductibles in connection with any and all claims under such insurance policy or policies.  Subtenant’s policies of insurance will: (i) name Sublandlord as one of the insureds thereunder, (ii) be maintained at Subtenant’s sole cost and expense; and (iii) contain a clause or endorsement to the effect that the policy may not be terminated or materially amended except after thirty (30) calendar days written notice thereof to Sublandlord.  Within thirty (30) calendar days of the date of this Sublease, Subtenant shall deliver copies of said policies or certificates of insurance to Sublandlord
 
18.             Indemnification. Subtenant indemnifies, defends and holds harmless Sublandlord from and against any and all Claims, including attorneys’ fees and other legal expenses, or other liabilities for damage to property or injury to, harassment of, or death of any person (including any servant, agent or employee of Subtenant, and any servant, agent or employee of any third-party hired or retained by Subtenant), and for all other purposes and indemnified actions provided for in the Master Lease with the same force and effect as if Sublandlord were the “landlord” Subtenant were the “tenant” under the Master Lease, arising out of or in consequence of Subtenant’s use of the Subleased Premises, the operation of Subtenant’s business on the Subleased Premises (including any contamination of the Subleased Premises or any other property resulting from the presence or use of hazardous material caused or permitted by Subtenant), or any other acts or omissions of the Subtenant or any third-party hired or retained by Subtenant (or any servant, agent, or employee of any of them); provided, however, that the foregoing indemnity shall not apply to Claims arising from Sublandlord’s fraud, negligence, willful misconduct, or Sublandlord’s failure to perform its obligations under this Sublease.
 
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19.             Casualty and Condemnation.  Notwithstanding any provision in this Sublease or in the Master Lease to the contrary, Sublandlord shall have no liability for Master Landlord’s obligations under the Master Lease to repair or restore the Subleased Premises or any part thereof in the event of damage by fire or other casualty or in the event of a condemnation, in whole or in part, of the Subleased Premises or the Building.  To the extent Sublandlord shall receive any abatement of rent due to casualty or condemnation with respect to the Subleased Premises under the Master Lease, Subtenant shall have a corresponding right to abatement, and to the extent that Master Lessor or Sublandlord has the right to terminate the Master Lease pursuant to the Master Lease and does so terminate, this Sublease shall terminate unless provided otherwise in the Master Lease. Notwithstanding anything to the contrary in the Master Lease, Subtenant shall be entitled to receive, or to prosecute a separate claim for, an award for a temporary taking of the Subleased Premises where this Sublease is not terminated (to the extent such award relates to the unexpired Sublease Term), or an award or portion thereof separately designated for relocation expenses of, or for the interruption of or damage to Subtenant’s business or as compensation for trade fixtures and Subtenant’s personal property
 
20.             Default by Subtenant.  Each of the following events constitutes an event of default by Subtenant under this Sublease: (i) Subtenant’s failure to pay Rent or any other amount due under this Sublease within five (5) days after written notice; (ii)  Subtenant committing or allowing to continue any other default or breach of this Sublease or the Master Lease, which shall not have been cured within the time period and as required under the Master Lease, including, without limitation, those standards, cure periods (if any), and other requirements provided for in the Master Lease; (iii) Subtenant files, or a third-party shall file against Subtenant, a petition in bankruptcy, liquidation, dissolution, or reorganization that remains undismissed for fifty (50) calendar days; (iv) a receiver or trustee shall be appointed for all or substantially all of the assets of Subtenant, and such appointment shall not be vacated or otherwise terminated within fifty (50) days of filing; or (v) Subtenant makes a general assignment for the benefit of all creditors of Subtenant.
 
21.             Remedies.  Upon the occurrence of an event of default provided for in Section 20 above or any event of default or breach provided for in the Master Lease, Sublandlord has the right to use any of the remedies below:
 
(a)            From time-to-time, without terminating this Sublease, re-enter (by any means provided by law) and relet the Subleased Premises for the account of Subtenant, upon such reasonable terms and conditions as Sublandlord may deem advisable or satisfactory, in which event rents received for such reletting shall be applied first to the expense of such reletting and thereafter toward payment of all sums due or to become due to Sublandlord under this Sublease;
 
(b)            Continue this Sublease in full force and effect to the end of the Term, notwithstanding the occurrence of such event of default, and enforce, by all proper and legal means, Sublandlord’s rights herein, including the monthly collection of Rent and other amounts due, including, without limitation, late payment fees and interest on the amounts due under this Sublease;
 
(c)            Pursue any other remedy available to Landlord under the Master Lease, including, without limitation, those remedies provided for in the Master Lease, with the same force and effect as if Sublandlord were the “landlord” under the Master Lease; or
 
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(d)            Pursue any other remedy available at law or equity.  All remedies provided in this Sublease shall be cumulative and nonexclusive.
 
In all events, Sublandlord shall use commercially reasonable efforts to mitigate Sublandlord’s damages.
 
22.             Default by Sublandlord.  Sublandlord will not be in default under this Sublease, and Subtenant shall not be entitled to take any action, or exercise any right, remedy, or recourse, against Sublandlord, unless Sublandlord fails to perform any of its  obligations under this Sublease and that failure continues for a period of thirty (30) calendar days after written notice from Subtenant.  If, however, the failure cannot reasonably be cured within such 30-day period, Sublandlord will not be in default if Sublandlord commences to cure any failure within the 30-day period and diligently prosecutes such cure to completion.  Upon any event of default by Sublandlord under this Sublease, Subtenant may exercise all available legal or equitable rights and remedies as permitted by Utah law.
 
23.             Surrender.  Upon the expiration or earlier termination of this Sublease, Subtenant shall deliver the Subleased Premises and all other improvements to Sublandlord in the same condition as of the Effective Date, reasonable wear and tear excepted. Subtenant will reimburse Sublandlord for and indemnify Sublandlord against all damages which Sublandlord incurs from Subtenant’s delay in vacating the Subleased Premises or the Building.  Notwithstanding the foregoing, in the event Sublandlord assigns to Subtenant the Master Lease and this Sublease is terminated, Subtenant shall not be obligated to deliver the Subleased Premises (but shall still be obligated to surrender and deliver the Personal Property to Sublandlord) to Sublandlord, rather, Subtenant shall be entitled to remain on the Subleased Premises pursuant to the terms and conditions of the assignment of the Master Lease.
 
24.             Holdover.  In the event Subtenant holds over, with or without the consent of Sublandlord and Landlord, following the expiration or termination of this Sublease, Subtenant shall be deemed to be occupying the Subleased Premises as a month‑to‑month tenant, and will pay as Rent a sum equal to (i) one hundred twenty-five percent (125%) of the Rent, and (ii) such other charges as are payable under this Sublease, pro-rated on a monthly basis.
 
25.             Effective Date.  Sublandlord and Subtenant acknowledge that Sublandlord’s right to Sublease the Subleased Premises to Subtenant in accordance with this Sublease is subject to Sublandlord first obtaining the consent of Landlord as required and contemplated in the Master Lease (the “Landlord’s Consent”). Accordingly, this Sublease will not become effective and it will be of no force and effect the Landlord’s Consent, in substantially the same form attached hereto as “Exhibit C,” is obtained. Sublandlord shall use commercially reasonable efforts to obtain Landlord’s consent to this Sublease. If Sublandlord is unable to obtain Landlord’s consent within sixty (60) days after the Effective Date, either party shall have the right to terminate this Sublease without liability to the non-terminating party.
 
26.             Assignment; Subletting.
 
(a)            Generally. Subtenant will not assign this Sublease nor sublet the Subleased Premises, in whole or in part, and will not permit Subtenant’s interest in this Sublease to be vested in any third-party by operation of law or otherwise, without the prior written consent of Sublandlord, which consent shall not be unreasonably withheld, conditioned, or delayed.  Any such consent from Sublandlord shall not be deemed to release Subtenant from its representations, warranties, covenants, and obligations under this Sublease, and Subtenant shall continue to be responsible for the performance of said obligations unless Sublandlord releases Subtenant from said obligations in a separate written agreement.
 
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(b)            Affiliate Transactions. Subtenant shall have Sublandlord’s rights with respect to any assignment, transfer, mortgage, or other encumbrance as it pertains to any “Affiliate Transaction,” as set forth in Article 7 of the Master Lease.
 
27.             Force Majeure. If either party is delayed, interrupted or prevented from performing any of its obligations under this Sublease, if applicable, and such delay, interruption or prevention is due to fire, act of God, governmental act or failure to act, the COVID-19 Outbreak, labor dispute, unavailability of materials or any cause outside the reasonable control of the party required to perform, then the time for performance of the affected obligation(s) shall be extended for a period equivalent to the period of such delay, interruption or prevention
 
28.             Attorneys’ Fees.  If any litigation, judicial reference, or binding arbitration proceeding is commenced between the Parties concerning this Sublease and/or the rights and obligations of any Party in relation herewith (including, but not limited to, claims in contract, tort, or equity), the Party prevailing in such litigation or arbitration proceeding, or the non-dismissing party in the event of a dismissal, with or without prejudice, shall be entitled, in addition to such other relief as may be granted, to a reasonable sum for any and all costs and expenses, including, without limitation, attorneys’ fees, expert witness fees, consultants’ fees, court costs, cost of paralegals, accounts, business office expenses of any kind or nature.  Any such attorneys' fees and other costs and expenses incurred by the prevailing or non-dismissing Party in enforcing a judgment in its favor under this Sublease, whether or not suit is filed, may be recoverable separately from and in addition to any other amount included in such judgment or award and such obligation is intended to be severable from the other provisions of this Sublease and to survive and not be merged into any such judgment or award.
 
29.             Notices.  In addition to any and all notices required under the Master Lease, all notices, requests, demands, and other communications under this Sublease shall be in writing and shall be given by: (i) established express delivery service which maintains delivery records; (ii) hand delivery; (iii) certified or registered mail, postage prepaid postage, return receipt requested; or (iv) by any other acceptable means and methods of delivery provided for in the Master Lease, to the Parties at the following addresses, or at such other address as the Parties may designate by written notice in the above manner:
 
 
To Sublandlord:
sPower, LLC
Attention: CFO
2180 South 1300 East
Suite 500
Salt Lake City, UT 84106
     
 
To Subtenant:
Quotient Technology Inc.
Attention: Legal Department
400 Logue Avenue
Mountain View, CA 94043
     
 
With a Copy to:
Kirton McConkie
Attention: David Evans
50 East South Temple
Salt Lake City, Utah 84111

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Communications may also be given by e-mail or facsimile, provided the communication is concurrently given by one of the above methods.  Notices are effective upon receipt, or upon attempted delivery if delivery is refused or if delivery is impossible because of failure to provide a reasonable means for accomplishing delivery.  Rent and any other amounts payable by Subtenant under this Sublease shall be paid to Sublandlord at the address set forth in this Section 30.
 
30.             Merger.  All prior understandings, negotiations, discussions, and agreements between Sublandlord and Subtenant are merged within this Sublease, which alone fully and completely sets forth the understanding of Sublandlord and Subtenant; and this Sublease may not be changed or terminated orally or in any manner other than by a signed written agreement.
 
31.             Waiver.  No waiver of any default or breach hereof by either party shall be considered to be a waiver of any other or subsequent default or breach.
 
32.             Exhibits.  All Exhibits attached to this Sublease are deemed to be incorporated into and made a part of this Sublease.
 
33.             Survival.  Each party’s representations, warranties, covenants, and obligations under this Sublease will survive the expiration or earlier termination of this Sublease for a period of five (5) calendar years after the date the expiration or earlier termination of this Sublease occurs.
 
34.             No Presumption.  This Sublease shall be interpreted and construed only by the contents hereof, and there shall be no presumption or standard of construction in favor of or against either Party.  Each Party represents and warrants to the other party that they have been represented by, and have had the opportunity to consult with, legal counsel in connection with the review, negotiation, and execution of this Sublease.
 
35.             Authority.  The individuals who execute this Sublease represent and warrant that they are duly authorized to execute this Sublease on behalf of Sublandlord or Subtenant, as the case may be, that the parties named are all the necessary and proper parties, and that no other signature, act, or authorization is necessary to bind such entity to the provisions of this Sublease.
 
36.             Successors and Assigns.  The representations, warranties, covenants, agreements, and obligations contained in this Sublease will bind and inure to the benefit of Sublandlord and Subtenant, and their respective executors, administrators, successors, and assigns.
 
37.             Governing Law.  This Sublease is executed and delivered as an incident to a lease transaction negotiated, consummated, and performable in the State of Utah, and shall be governed by and construed in accordance with the laws of the State of Utah without giving effect to its conflict of law principles.  THE PARTIES CONSENT TO THE NONEXCLUSIVE JURISDICTION AND VENUE OF THE STATE OR FEDERAL COURTS LOCATED IN THE STATE OF UTAH.
 
38.             Brokers.  Sublandlord and Subtenant represent and warrant to each other that neither has employed, retained, or consulted a broker, agent, or finder in carrying on the negotiations in connection with this Sublease or the lease transaction referred to herein, except for None, representing Sublandlord (“Sublandlord’s Broker”), and Peter Black and Chris Liddell of CBRE representing Subtenant (“Subtenant’s Broker”).   Except for Sublandlord’s Broker and Subtenant’s Broker, Sublandlord and Subtenant each hereby indemnifies and agrees to defend and hold the other harmless from and against any and all Claims that may be asserted or recovered against the indemnified party on account of any brokerage fee, commission, or other compensation arising by reason of the indemnitor’s breach of these representations and warranties or, in the Parties case, by reason of their respective failures to pay any commission due to Sublandlord’s Broker and Subtenant’s Broker in accordance with separately entered into brokerage agreements (the foregoing indemnities being herein referred to as the “Brokerage Indemnities”).  The Brokerage Indemnities shall survive the expiration or earlier termination of this Sublease.
 
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39.             Relationship of the Parties.  Nothing herein shall be deemed or construed by the Parties or by any third-party as creating the relationship of principal and agent or of partnership or of joint venture between the Parties, it being understood and agreed that no provision in this Sublease, nor any acts of the Parties, will be deemed to create any relationship between the Parties other than the relationship of sublandlord and subtenant.
 
40.             Headings.  The headings of the sections or paragraphs contained in this Sublease are for convenience only and do not define, limit, or construe their contents.
 
41.             Counterparts.  This Sublease may be executed in two (2) or more counterparts, each of which shall be deemed an original for all purposes, but all of which taken together shall constitute one and the same instrument.  Executed counterparts of this Sublease may be transmitted and delivered by the Parties by way of e-mail or other forms of electronic transmission.
 

 
(signatures to follow)
 



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THIS SUBLEASE AGREEMENT is executed by Sublandlord and Subtenant as of the Effective Date.
 

SUBLANDLORD:
 

By: /s/ Sean McBride
Name: Sean McBride
Title: Authorized Person

SUBTENANT:

 
By: /s/ Scott Raskin
Name: Scott Raskin
Title:President

 

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EXHIBIT “A”
TO
SUBLEASE AGREEMENT


 
Copy of Master Lease
 
A true and correct copy of the Master Lease referenced in the foregoing Sublease is attached hereto.
 







[See Attached]




EXHIBIT “A-1”
TO
SUBLEASE AGREEMENT


 
Copy of Lease Commencement Certificate
 
A true and correct copy of the Lease Commencement Certificate referenced in the foregoing Sublease is attached hereto.
 



EXHIBIT “A-1”
TO
SUBLEASE AGREEMENT
                                                                                                                                                                                        
 

Copy of Lease Commencement Certificate
 




EXHIBIT “B”
TO
SUBLEASE AGREEMENT
                                                                                                                                                                                        
 
General Depiction of Premises
 



EXHIBIT “C”
TO
SUBLEASE AGREEMENT
                                                                                                                                                                                        

 
Landlord’s Consent
 
CONSENT TO SUBLEASE

THIS CONSENT TO SUBLEASE (this “Agreement”), is dated as of ________________, 2021, by and among SUGARHOUSE PROPERTY, LLC, a Delaware limited liability company (“Landlord”), FTP POWER LLC, a Delaware limited liability company (“Tenant”), and QUOTIENT TECHNOLOGY INC., a Delaware corporation (“Subtenant”).

RECITALS

A.         Landlord and Tenant are parties to that certain Office Lease Agreement dated January 15, 2020 (the “Master Lease”), pursuant to which Landlord leases to Tenant the entire sixth (6th) floor and a portion of the fifth (5th) floor (collectively, (the “Leased Premises”) within the building located at 60 Park Avenue having an assigned address of 1260 East Stringham Avenue, Salt Lake City, Utah 84106 (the “Building”), as the Leased Premises is more particularly described in the Master Lease.

B.         Subtenant desires to sublet from Tenant a portion of the Leased Premises, specifically all of the 6t floor of the Building containing 25,610 rentable square feet of space (the “Subleased Premises”) in accordance with a certain sublease agreement (“Sublease”) between Tenant, as sublessor, and Subtenant, as sublessee, a copy of which is attached as Exhibit A, and Subtenant has asked Landlord for consent to and recognition of the Sublease, as well as non-disturbance protection in the event that the Master Lease is terminated (collectively, the “Sublease Consent”).

C.         Landlord has agreed to consent to the Sublease and Subtenant’s requests with respect to certain rights under the Master Lease, subject to the terms and conditions below.

TERMS AND CONDITIONS

NOW, THEREFORE, for good and valuable consideration, the receipt and legal sufficiency of which are hereby acknowledged, it is mutually covenanted and agreed as follows:

1.             Definitions. Unless otherwise defined, all terms contained in this Agreement shall, for the purposes hereof, have the same meaning ascribed to them in the Master Lease.

2.             Landlord’s Consent to Sublease. Landlord hereby consents to the subletting of the Subleased Premises by Tenant to Subtenant, upon and expressly subject to the terms and conditions herein, to each of which Tenant and Subtenant expressly agree.

2.1.            Nothing herein shall be construed to modify, waive, impair, or affect any of the covenants, agreements, terms, provisions, or conditions contained in the Master Lease (except as herein expressly provided), or to waive any breach thereof, or any rights of Landlord against any person or entity liable or responsible for the performance thereof, or to enlarge or increase Landlord’s obligations or decrease Landlord’s rights under the Master Lease, and all covenants, agreements, terms, provisions, and conditions of the Master Lease are hereby mutually declared to be in full force and effect.



2.2.            Tenant shall be and remain liable and responsible for the due keeping, performance, and observance of all the covenants, agreements, terms, provisions, and conditions set forth in the Master Lease on the part of Tenant to be kept, performed, and observed and for the payment of the rental and all other charges now or hereafter payable under the Master Lease, including without limitation the expressed modifications of the Master Lease set forth in this Agreement.

2.3.            The Sublease shall be subject and subordinate at all times to the Master Lease and to all of the covenants, agreements, terms, provisions, and conditions of the Master Lease and to this Agreement, and neither Tenant nor Subtenant shall do or permit anything to be done in connection with the Subtenant’s occupancy of the Subleased Premises which would violate any of those covenants, agreements, terms, provisions, and conditions.

2.4.            If Tenant breaches any of the terms and provisions of the Master Lease, Landlord may, but shall not be required, to elect to receive directly from Subtenant all sums due or payable to Tenant by Subtenant pursuant to the Sublease, and upon receipt of Landlord’s notice, Subtenant shall thereafter pay to Landlord any and all sums becoming due or payable under the Sublease, and to the extent received by Landlord, Tenant shall receive from Landlord a corresponding credit for such sums against any payments then due or thereafter becoming due from Tenant. Neither the giving of such written notice nor the receipt of such direct payments shall cause Landlord to assume any of Tenant’s duties, obligations, or liabilities under the Sublease, nor shall such event impose upon Landlord the duty or obligation to honor the Sublease nor subsequently to accept Subtenant’s attornment. Landlord’s acceptance of payments directly from Subtenant by reason of the Master Lease shall be treated as if they were made by Subtenant on behalf of Tenant and shall not be deemed or construed to make Subtenant a direct tenant of Landlord, unless expressly agreed to in writing by Landlord.

2.5.            Landlord acknowledges and consents to Subtenant’s right of first offer to lease (“Subtenant’s ROFO”) the remaining portion of the Leased Premises (the “ROFO Space”), from Tenant, and agrees that Landlord’s consent shall not be required for any further subleasing of the Subleased Premises to Subtenant. In furtherance of the foregoing, Tenant shall only be required to provide Landlord prompt prior written notification and documentation evidencing the further subleasing of the applicable  remaining portion of the Leased Premises to Subtenant, it being agreed that all other terms and conditions of the Master Lease shall apply to Subtenant’s subleasing of the ROFO Space.

3.             Direct Lease Upon Termination of Master Lease by Landlord.

3.1.            Subtenant has requested that, in the event the Master Lease is terminated at the election of Landlord prior to the natural expiration thereof (“Early Termination Date”), Landlord permits the continued occupancy of the Subleased Premises by Subtenant as further described herein.  Landlord is amenable to the foregoing, provided that (a) the reason for the termination was not occasioned by Subtenant (e.g., a default by Subtenant which triggered a default under the Master Lease, or the occurrence of a casualty due to the act or omission of Subtenant), and (b) as of the Early Termination Date there has been no material default by Subtenant under the Sublease continuing beyond any applicable cure, notice, or grace period.  Subtenant shall, after termination of the Master Lease by Landlord prior to the expiration of the term of the Master Lease (an “Early Termination”), continue occupying the Subleased Premises for the remainder of the term of the Master Lease, as modified hereby (the “Continuation Period”).  The aforementioned right shall be referred to as the “Non-Disturbance Right” (with the occurrence thereof (including the election thereof by Landlord as set forth herein below) being a “Non-Disturbance Event”).



3.2.            Upon the occurrence of a Non-Disturbance Event, and satisfaction of subsections (a) and (b) above, and without in any way releasing Tenant from any obligation or liability under the express terms of the Master Lease, Subtenant shall attorn to Landlord and become a direct lessee of Landlord as if Landlord, as lessor, and Subtenant, as lessee, had entered into the Master Lease (as modified by this Agreement).  Following the occurrence of a Non-Disturbance Event, (i) each party hereto agrees to execute and deliver such instruments as may reasonably be requested by the other party to evidence and confirm Subtenant’s direct leasing relationship with Landlord, and (ii) the Master Lease (as modified by this Agreement) shall continue in full force and effect as a direct lease between Landlord and Subtenant; and (iii) Subtenant hereby agrees that, notwithstanding anything contained in the Sublease to the contrary, Subtenant shall thereafter be obligated to pay Landlord the rental amounts set forth in the Master Lease with respect to the Subleased Premises. Subtenant shall attorn to Landlord and become a direct lessee of Landlord as if Landlord, as lessor, and Subtenant, as lessee, had entered into the Master Lease (as modified by this Agreement).

3.3.            In the event that Subtenant becomes a direct tenant of Landlord pursuant to this Section 3.3, Landlord shall not: (a) be liable for any previous act or omission of Tenant under the Sublease; (b) be subject to any offset or credit which shall theretofore have accrued to Subtenant against Tenant; (c) be bound by any previous prepayment of rent or any other advance payment of monies due under the Sublease; or (d) be liable to Subtenant for any allowances or payments required to be made by Tenant to Subtenant.

4.             Subtenants Improvements.

4.1.            Improvements to Subleased Premises. Pursuant to the terms and conditions of the Master Lease, Landlord has agreed to provide Tenant [(i) an allowance up to $.12 per square foot of rentable space within the Leased Premises to prepare space plans for Tenant’s occupancy of the Premises (the “Space Plan Allowance”), and (ii)] an improvement allowance up to $60.00 per square foot of useable space within the Leased Premises (the “Allowance”) for Tenant to design, construct, and install certain tenant improvements to the Premises (collectively, the “Subtenant Improvements”). Notwithstanding Landlord making available to Tenant the Space Plan Allowance and Allowance, Tenant has yet to fully design, construct, and install any improvements within the Premises as of the date of this Agreement, and the Leased Premises remain in the condition described in the Master Lease.  As part of Subtenant’s request for Landlord to consent to the Sublease, Subtenant has requested (a) Subtenant be given or assigned Tenant’s right to build-out the Subleased Premises pursuant to the terms, conditions, procedure, and timing set forth in the Master Lease wherein Landlord and Subtenant will work directly together with respect to Subtenant’s build-out, and (b) that in lieu of making available to Tenant the entire Space Plan Allowance and the Allowance, Landlord agrees that the applicable portion of the Space Plan Allowance and the Allowance which pertains to the Subleased Premises and Subtenant Improvements (the “Subleased Premises Allowance”) be made available to Subtenant (in other words, the Space Plan Allowance and the Allowance shall be applied to the rentable square footage of the Subleased Premises); provided that (i) Subtenant shall comply with all of the provisions of the Work Letter attached to the Master Lease and incorporated herein by this reference including, without limitation, timely depositing the Over Allowance Amount with respect to the Subtenant Improvements to be constructed by Subtenant in the Subleased Premises prior to commencement of construction thereof, and (ii) such Subleased Premises Allowance shall be administered and disbursed in accordance with the terms and conditions set forth in the Work Letter. In addition, notwithstanding anything contained in the Master Lease and the Work Letter to the contrary, Subtenant hereby agrees to: (x) promptly commence, and diligently pursue to completion, the construction and installation of the Subtenant Improvements to the Subleased Premises within one (1) year of the date of this Agreement; and (y) make application to Landlord for full payment of the Subleased Premises Allowance, in accordance with the procedures established by the Work Letter, no later than one (1) year from the date of this Agreement.  In furtherance of the foregoing, Landlord hereby consents and agrees to Subtenant’s aforementioned requests in subsection (a) and (b), subject to the provisions of this Section. Furthermore, Subtenant acknowledges that a portion of the Allowance and Space Plan Allowance has already been applied to certain design and architectural costs and expenses related to Tenant’s buildout of the Leased Premises. Notwithstanding anything to the contrary herein, Subtenant agrees to seek reimbursement from Tenant and not Landlord, for any shortfall in the Allowance and Space Plan Allowance that is applicable to the Subleased Premises.



4.2.            Bathroom Improvements. As further contemplated by the Lease Commencement Certificate, the Subtenant Improvements include the construction and installation of building standard (i.e., consistent with Class “A” office space) male/female bathrooms for the Subleased Premises (i.e., on the 6th floor of the building) (the “Bathroom Improvements”) in accordance with the terms of the Master Lease. The Master Lease provides for the reimbursement of the Subtenant Improvements up to $60.00 per usable square feet of space within the Subleased Premises (the “Allowance”). Notwithstanding the availability of a portion of the Allowance for use in constructing the Subleased Premises (including the Bathroom Improvements) under the Master Lease, Landlord hereby agrees that Subtenant shall seek reimbursement from Landlord for the Bathroom Improvements up to One Hundred Twenty Thousand and no/100 Dollars ($120,000.00), in lieu of seeking reimbursement under the Allowance. In order to seek reimbursement for such costs and expenses, Landlord and Subtenant shall follow the monthly reimbursement procedure outlined in the Work Letter attached to the Master Lease.

4.3.            Existing Leased Premises. Without limiting Section 4.1, Landlord acknowledges and agrees that Tenant’s rights and obligations under the Work Letter to the Master Lease, including the Space Plan Allowance and Allowance, with respect to the remaining portion of the Leased Premises remains unchanged and unmodified by this Agreement; provided, however, Tenant hereby agrees that any portion of TI Allowance for the 5th floor space of the Leased Premises that is not utilized before December 31, 2021 will be forfeited.

5.             Amendment to Master Lease. Notwithstanding anything to the contrary in the Master Lease, Landlord and Tenant hereby agree that the Master Lease is hereby amended as follows:

5.1.            Subtenant shall have all of Tenant’s signage rights and obligations set forth in Article 10, including, the exclusive right to install crown signage on the exterior of the Building (at the roof parapet) on the North and South side of the Building, subject to the terms and conditions set forth in Article 10.  For the avoidance of doubt, Tenant and Subtenant acknowledge and agree that Landlord has retained the right to install crown signage on the exterior of the Building (at the roof parapet) on the East and West side of the Building, and Landlord may grant such rights to any other tenant(s), occupant(s) or third party.

5.2.            During the Term of the Sublease, Tenant’s non-exclusive right to use the fire stairs located between the 6th floor and 5th floor of the Building, as set forth in Article 14.1, shall be suspended, and Tenant shall have no right of access to the 6th floor of the Building. Notwithstanding the foregoing, Landlord acknowledges and agrees that upon the exercise of Subtenant’s ROFO Subtenant shall have the right to access the 6th floor and 5th floor of the Building via the fire stairs pursuant to Article 14.1.

5.3.            Subtenant, and Subtenant’s employees who work in the Building, shall have all of Tenant’s rights and obligations set forth in Article 14.6 with respect using and enjoying the Building’s fitness facility, subject to the terms and conditions set forth therein.

5.4.            Subtenant shall have the right to use and enjoy, at no cost to Subtenant, the six (6) reserved spaces in the parking structure, subject to the provisions of Article 24.1.



5.5.            Subject to and provided Subtenant complies with the terms and conditions set forth in Article 27.1, Subtenant shall have the right to use and enjoy mutually agreed upon portion(s) of the roof of the Building, not to exceed 1,500 square feet (as a roof-top patio, gathering/meeting, or entertaining space, lounge or otherwise).

6.             Notice. All notices, requests, demands, and other communications under this Agreement shall be in writing and shall be given by: (i) established express delivery service which maintains delivery records; (ii) hand delivery; (iii) certified or registered mail, postage prepaid postage, return receipt requested; or (iv) by any other acceptable means and methods of delivery provided for in the Master Lease, to the Parties at the following addresses, or at such other address as the Parties may designate by written notice in the above manner:

 
To Landlord:
Sugarhouse Property LLC c/o Westport Capital Partners LLC
Attention: Mr. Greg Geiger
2121 Rosecrans Avenue, Suite 4325
El Segundo, CA  90245
     
 
With a Copy to:
Westport Capital Partners LLC
40 Danbury Road
Wilton, CT  06897
Attn: Marc Porosoff, Esq.
     
 
With a Copy to:
Ward | Molloy, P.C.
Attention: Matthew L. Molloy, Esq.
800 McIntyre Building
68 S. Main St. 8th Fl
Salt Lake City, UT 84101
     
 
To Tenant:
FTP Power, LLC
Attention: CFO
2180 South 1300 East
Suite 500
Salt Lake City, UT 84106
     
 
To Subtenant:
Quotient Technology Inc.
Attention: Legal Department
400 Logue Avenue
Mountain View, CA 94043
     
 
With a Copy to:
Kirton McConkie
Attention: David Evans
50 East South Temple
Salt Lake City, Utah 84111

Any party to this consent may change its address for purposes of notice or provide one additional address for purposes of notice by giving notice of such change or addition in accordance with this Section, and such change or addition shall become effective ten (10) days after such notice is given. Notices shall be deemed given on the day that delivery of the notice is accepted or refused, whichever is earlier. If delivery is attempted, but neither accepted nor refused, notice shall be deemed given on the next business day. Whenever Landlord sends a notice of default to Tenant, Landlord shall send a copy of such notice to Subtenant in the manner prescribed in this Section. Whenever Landlord sends any other notice to Tenant that Landlord is required to send pursuant to the Master Lease, Landlord shall endeavor to send a copy to Subtenant in the manner prescribed in this Section. Whenever Tenant sends a notice of default to Subtenant, Tenant shall send a copy of such notice to Landlord in the manner prescribed in this Section. Whenever either Tenant or Subtenant send any other notice to the other that the sender is required to send pursuant to the Sublease, the sender shall endeavor to send a copy to Landlord in the manner prescribed in this Section.



7.             Miscellaneous.

7.1.            Amendments. This Agreement may not be changed orally, but only by an agreement in writing signed by the party against whom enforcement of any change is sought.

7.2.            Binding on Landlord. This Agreement shall not be binding upon Landlord unless and until it is signed by Landlord. Tenant and Subtenant agree that: (i) a true copy of the Sublease has been furnished to Landlord; (ii) Landlord is not a party to the Sublease and is not bound by the provisions thereof; and (iii) notwithstanding the foregoing, the Sublease will not be modified or amended in any way without the prior written consent of Landlord, which consent shall not be unreasonably withheld, conditioned, or denied.

7.3.            Attorneys’ Fees.  If any litigation, judicial reference, or binding arbitration proceeding is commenced between the Parties concerning this Agreement and/or the rights and obligations of any Party in relation herewith (including, but not limited to, claims in contract, tort, or equity), the Party prevailing in such litigation or arbitration proceeding, or the non-dismissing party in the event of a dismissal, with or without prejudice, shall be entitled, in addition to such other relief as may be granted, to a reasonable sum for any and all costs and expenses, including, without limitation, attorneys’ fees, expert witness fees, consultants’ fees, court costs, cost of paralegals, accounts, business office expenses of any kind or nature.

7.4.            Waiver.  No waiver of any default or breach hereof shall be considered to be a waiver of any other or subsequent default or breach.

7.5.            No Presumption.  This Agreement shall be interpreted and construed only by the contents hereof, and there shall be no presumption or standard of construction in favor of or against either Party.  Each Party represents and warrants to the other party that they have been represented by, and have had the opportunity to consult with, legal counsel in connection with the review, negotiation, and execution of this Agreement.

7.6.            Authority.  The individuals who execute this Agreement represent and warrant that they are duly authorized to execute this Agreement, as the case may be, that the parties named are all the necessary and proper parties, and that no other signature, act, or authorization is necessary to bind such entity to the provisions of this Agreement.

7.7.            Successors and Assigns.  The representations, warranties, covenants, agreements, and obligations contained in this Agreement will bind and inure to the benefit of the parties hereto, and their respective executors, administrators, successors, and assigns.

7.8.            Governing Law.  This Agreement shall be governed by and construed in accordance with the laws of the State of Utah without giving effect to its conflict of law principles.  THE PARTIES CONSENT TO THE NONEXCLUSIVE JURISDICTION AND VENUE OF THE STATE OR FEDERAL COURTS LOCATED IN THE STATE OF UTAH.



7.9.            Headings.  The headings of the sections or paragraphs contained in this Agreement are for convenience only and do not define, limit, or construe their contents.

7.10.            Counterparts.  This Agreement may be executed in two (2) or more counterparts, each of which shall be deemed an original for all purposes, but all of which taken together shall constitute one and the same instrument.  Executed counterparts of this Agreement may be transmitted and delivered by the Parties by way of e-mail or other forms of electronic transmission.




[Signature Page Follows]



IN WITNESS WHEREOF, the parties hereto have caused this Agreement to be duly executed as of the date first above written.


LANDLORD:

SUGARHOUSE PROPERTY, LLC,
a Delaware limited liability company

By:  ___________________________________
Name: _________________________________
Title: __________________________________

By:  ___________________________________
Name: _________________________________
Title: __________________________________



TENANT:

FTP POWER LLC,
a Delaware limited liability company

By:  ___________________________________
Name: _________________________________
Title: __________________________________


SUBTENANT:

QUOTIENT TECHNOLOGY INC.,
a Delaware corporation

By:  ___________________________________
Name: _________________________________
Title: __________________________________




Exhibit A

SUBLEASE



(attached)

Exhibit 99.1


Quotient Technology Inc. Announces Fourth Quarter and Full Year 2020 Results

Fourth Quarter 2020

Record Quarterly Revenue of $142.5M, up 20% over Q4 2019
Signed First New Retail Partnership in Automotive Vertical

Full Year 2020

Revenue of $445.9M, up 2% over 2019
Added Four Partnerships in Core Verticals

MOUNTAIN VIEW, Calif.--(BUSINESS WIRE)--February 10, 2021--Quotient Technology Inc. (NYSE: QUOT), the leading digital media and promotions technology company that creates cohesive omnichannel brand-building and sales-driving opportunities to deliver valuable outcomes for consumer-packaged goods (CPGs) manufacturers, retailers and consumers, today reported financial results for the fourth quarter ended December 31, 2020. Quotient’s complete fourth quarter and full year 2020 financial results and management commentary can be found by accessing the Company’s stockholder letter under Key Resources on the overview page of the investor relations website.

Additional Financial Highlights:

Q4 2020

  • GAAP Net Loss of $25.3M
  • Adjusted EBITDA of $17.9M

FY 2020

  • GAAP Net Loss of $65.4M
  • Adjusted EBITDA of $46.0M

“2020 was a year of progress for Quotient and I am pleased that we ended strong with another record setting quarter in Q4,” said Steven Boal, CEO. “The foundation we built last year has propelled us forward in 2021. With current market tailwinds like the shift to digital, combined with our growth drivers and our dedicated and focused team, we are already witnessing increased demand for our solutions in Q1 2021 and look forward to the opportunities ahead of us.”

Recently, our Board of Directors authorized a stock buyback program of up to $50.0 million of Quotient’s common stock, effective February 16, 2021, through a new 10B5-1 plan that expires on February 16, 2022.


Additionally, Quotient is moving its company headquarters from California to Utah in 2021.

Conference Call Information

The Company has posted a stockholder letter and an earnings presentation on the Investor Relations section of the Company’s website at: http://investors.quotient.com/. Management will host a conference call and live webcast to discuss the highlights of the quarter and address questions today at 5:00 p.m. ET/ 2:00 p.m. PT.

To access the call, we encourage you to pre-register to eliminate long wait times using this link: Quotient Q4 2020 Earnings Pre Registration. After registering, a confirmation will be sent via email and will include dial-in details and a unique PIN code for entry to the call. Registration will be open through the live call. We suggest registering at least 15 minutes before the start of the call to receive your unique PIN code. You may also access the call and register with a live operator by dialing (866) 270-1533, or outside the U.S. (412) 317-0797, at least 15 minutes prior to the 2:00 p.m. PT start time. The live webcast and all accompanying materials can be accessed on the Investor Relations section of the Company website at: http://investors.quotient.com/. A replay of the webcast will be available on the website following the conference call.

Use of Non-GAAP Financial Measures

Quotient reports its financial statements in accordance with generally accepted accounting principles in the United States (GAAP) and the rules of the SEC. To supplement its financial statements presented in accordance with GAAP, Quotient provides investors in this press release with Adjusted EBITDA, a non-GAAP financial measure. Quotient believes that this non-GAAP measure provides investors with additional useful information used by Quotient’s management and Board of Directors for financial and operating decision making. In particular, Quotient believes that the exclusion of certain income and expenses in calculating this metric can provide a useful measure for period-to-period comparisons of its core business as well as a useful comparison to peer companies.


Quotient defines Adjusted EBITDA as net income (loss) adjusted for interest expense, provision for (benefit from) income taxes, other (income) expense, net, depreciation and amortization, stock-based compensation, change in fair value of contingent consideration, certain acquisition-related costs, loss contingency/settlement related to a contract dispute, and restructuring charges. We exclude these items because we believe these items do not reflect expected future operating expenses. Additionally, certain items are inconsistent in size and frequency—making it difficult to contribute to a meaningful evaluation of our current or past operating performance.

There are a number of limitations related to the use of this non-GAAP financial measure. Quotient compensates for these limitations by providing specific information regarding the GAAP amount excluded from this non-GAAP financial measure and evaluating this non-GAAP financial measure together with its relevant GAAP financial measure.

This non-GAAP financial measure is not intended to be considered in isolation from, as substitute for, or as superior to the corresponding financial measure prepared in accordance with GAAP. Because of these and other limitations, Adjusted EBITDA should be considered along with other GAAP-based financial performance measures, including various cash flow metrics, net income (loss) and Quotient’s other GAAP financial results.

For a reconciliation of this non-GAAP financial measure to the nearest comparable GAAP financial measure, see “Reconciliation of Net Loss to Adjusted EBITDA” included in this press release.

Forward-Looking Statements

This press release contains forward-looking statements concerning the Company’s current expectations and projections about future events and financial trends affecting its business. Forward-looking statements in this press release include the Company’s current expectations regarding demand for the Company's solutions, market dynamics causing a shift to digital solutions and growth drivers. Forward-looking statements are based on the Company’s current plans, objectives, estimates, expectations and intentions and inherently involve significant risks and uncertainties. Actual results and the timing of events could differ materially from those anticipated in such forward-looking statements as a result of these risks and uncertainties, which include, without limitation, the Company’s ability to generate positive cash flow and become profitable; the amount and timing of digital marketing spend by CPGs and shifts in CPG spend to digital solutions; the Company’s ability to adapt to changing market conditions and data regulations, including the Company’s ability to adapt to changes in consumer habits and consumer data privacy concerns; the impacts of the ongoing COVID-19 pandemic, which may continue to significantly impact our business, plans and results of operations, as well as the value of our common stock; the Company's expectations regarding growth drivers; and other factors identified in the Company’s filings with the Securities and Exchange Commission (the “SEC”), including its Quarterly Reports on Form 10-Q filed with the SEC on November 6, 2020 and future filings and reports by the Company. Quotient disclaims any obligation to update information contained in these forward-looking statements whether as a result of new information, future events, or otherwise and does not assume responsibility for the accuracy and completeness of the forward-looking statements.


About Quotient Technology Inc.

Quotient Technology (NYSE: QUOT) is the leading digital media and promotions technology company that creates cohesive omnichannel brand-building and sales-driving opportunities to deliver valuable outcomes for advertisers, retailers and consumers. The Quotient platform is powered by exclusive consumer spending data, location intelligence and purchase intent data to reach millions of shoppers daily and deliver measurable, incremental sales.

Quotient partners with leading advertisers and retailers, including Clorox, Procter & Gamble, General Mills, Unilever, Albertsons Companies, CVS, Dollar General and Peapod Digital Labs, a company of Ahold Delhaize USA. Quotient is headquartered in Mountain View, California, and has offices across the US as well as in Bangalore, Paris, London and Tel Aviv. For more information visit www.quotient.com.

Quotient and the Quotient logo are trademarks or registered trademarks of Quotient Technology Inc. and its subsidiaries in the United States and other countries. Other marks are the property of their respective owners.


QUOTIENT TECHNOLOGY INC.

CONDENSED CONSOLIDATED BALANCE SHEETS

(in thousands)




 

 

December 31,
2020

 

December 31,
2019

 

(unaudited)

 

 

Assets

 

 

 

Current assets:

 

 

 

Cash and cash equivalents

$

222,752

 

 

$

224,764

 

Accounts receivable, net

137,649

 

 

125,304

 

Prepaid expenses and other current assets

18,547

 

 

22,026

 

Total current assets

378,948

 

 

372,094

 

Property and equipment, net

17,268

 

 

13,704

 

Operating leases right-of-use-assets

16,222

 

 

7,211

 

Intangible assets, net

44,898

 

 

69,752

 

Goodwill

128,427

 

 

128,427

 

Other assets

1,029

 

 

750

 

Total assets

$

586,792

 

 

$

591,938

 

Liabilities and Stockholders' Equity

 

 

 

Current liabilities:

 

 

 

Accounts payable

$

15,959

 

 

$

19,116

 

Accrued compensation and benefits

14,368

 

 

15,232

 

Other current liabilities

70,620

 

 

50,032

 

Deferred revenues

12,027

 

 

10,903

 

Contingent consideration related to acquisitions

8,524

 

 

27,000

 

Total current liabilities

121,498

 

 

122,283

 

Other non-current liabilities

18,314

 

 

7,119

 

Contingent consideration related to acquisitions

20,930

 

 

9,220

 

Convertible senior notes, net

177,168

 

 

166,157

 

Deferred tax liabilities

1,853

 

 

1,937

 

Total liabilities

339,763

 

 

306,716

 

 

 

 

 

Stockholders' equity:

 

 

 

Common stock

1

 

 

1

 

Additional paid-in capital

698,333

 

 

671,060

 

Accumulated other comprehensive loss

(1,001

)

 

(916

)

Accumulated deficit

(450,304

)

 

(384,923

)

Total stockholders' equity

247,029

 

 

285,222

 

Total liabilities and stockholders' equity

$

586,792

 

 

$

591,938

 

 

 

 

 

 

 

 

 


QUOTIENT TECHNOLOGY INC.

CONDENSED CONSOLIDATED STATEMENTS OF OPERATIONS

(Unaudited, in thousands, except per share data)




 

 

Three Months Ended
December 31,

 

Year Ended
December 31,

 

2020

 

2019

 

2020

 

2019

Revenues

$

142,529

 

 

$

118,532

 

 

$

445,887

 

 

$

436,160

 

Cost of revenues(1)

92,469

 

 

72,219

 

 

277,914

 

 

263,606

 

Gross Margin

50,060

 

 

46,313

 

 

167,973

 

 

172,554

 

Operating Expenses:

 

 

 

 

 

 

 

Sales and marketing(1)

31,124

 

 

27,541

 

 

104,527

 

 

101,244

 

Research and development(1)

11,358

 

 

10,771

 

 

40,316

 

 

39,076

 

General and administrative(1)

14,720

 

 

14,227

 

 

54,177

 

 

58,328

 

Change in fair value of contingent consideration

14,446

 

 

519

 

 

20,234

 

 

1,571

 

Total operating expenses

71,648

 

 

53,058

 

 

219,254

 

 

200,219

 

Loss from operations

(21,588

)

 

(6,745

)

 

(51,281

)

 

(27,665

)

Interest expense

(3,691

)

 

(3,539

)

 

(14,521

)

 

(13,955

)

Other income, net

432

 

 

1,009

 

 

1,140

 

 

5,223

 

Loss before income taxes

(24,847

)

 

(9,275

)

 

(64,662

)

 

(36,397

)

Provision for (benefit from) income taxes

458

 

 

285

 

 

719

 

 

660

 

Net loss

$

(25,305

)

 

$

(9,560

)

 

$

(65,381

)

 

$

(37,057

)

 

 

 

 

 

 

 

 

Net loss per share, basic and diluted

$

(0.28

)

 

$

(0.11

)

 

$

(0.72

)

 

$

(0.41

)

 

 

 

 

 

 

 

 

Weighted-average shares used to compute net loss per share, basic and diluted

91,300

 

 

89,123

 

 

90,412

 

 

91,163

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

(1) The stock-based compensation expense included above was as follows:

 

 

 

 

 

 

 

 

 

 

 

Three Months Ended
December 31,

 

Year Ended
December 31,

 

2020

 

2019

 

2020

 

2019

Cost of revenues

$

479

 

 

$

521

 

 

$

1,743

 

 

$

2,193

 

Sales and marketing

1,399

 

 

1,816

 

 

5,311

 

 

6,812

 

Research and development

1,108

 

 

1,225

 

 

3,831

 

 

4,804

 

General and administrative

4,364

 

 

4,883

 

 

17,486

 

 

18,328

 

Total stock-based compensation

$

7,350

 

 

$

8,445

 

 

$

28,371

 

 

$

32,137

 


QUOTIENT TECHNOLOGY INC.

CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS

(in thousands)


 

 

Year Ended December 31,

 

2020

 

2019

 

(unaudited)

 

 

Cash flows from operating activities:

 

 

 

Net loss

$

(65,381

)

 

$

(37,057

)

Adjustments to reconcile net loss to net cash (used in) provided by operating activities:

 

 

 

Depreciation and amortization

36,352

 

 

31,437

 

Stock-based compensation

28,371

 

 

32,137

 

Amortization of debt discount and issuance cost

11,011

 

 

10,438

 

Allowance for credit losses

888

 

 

1,227

 

Deferred income taxes

719

 

 

660

 

Change in fair value of contingent consideration, net

20,234

 

 

1,571

 

Impairment of capitalized software development costs

 

 

3,579

 

Other non-cash expenses

3,275

 

 

2,392

 

Changes in operating assets and liabilities:

 

 

 

Accounts receivable

(13,232

)

 

(7,142

)

Prepaid expenses and other current assets

3,164

 

 

(11,145

)

Accounts payable and other current liabilities

15,554

 

 

(62

)

Payments for contingent consideration and bonuses

(15,418

)

 

 

Accrued compensation and benefits

(197

)

 

1,567

 

Deferred revenues

1,125

 

 

2,216

 

Net cash provided by operating activities

26,465

 

 

31,818

 

 

 

 

 

Cash flows from investing activities:

 

 

 

Purchases of property and equipment

(8,351

)

 

(9,021

)

Purchases of intangible assets

(3,018

)

 

(14,811

)

Acquisitions, net of cash acquired

 

 

(13,730

)

Purchases of short-term investments

 

 

 

Proceeds from maturity of short-term investment

 

 

20,738

 

Net cash used in investing activities

(11,369

)

 

(16,824

)

 

 

 

 

Cash flows from financing activities:

 

 

 

Proceeds from issuance of common stock under stock plans

5,002

 

 

5,017

 

Payments for taxes related to net share settlement of equity awards

(7,203

)

 

(9,838

)

Repurchases and retirement of common stock under share repurchase program

 

 

(87,097

)

Principal payments on promissory note and capital lease obligations

(391

)

 

(317

)

Payments for contingent consideration

(14,582

)

 

 

Net cash used in financing activities

(17,174

)

 

(92,235

)

Effect of exchange rates on cash and cash equivalents

66

 

 

(23

)

Net decrease in cash and cash equivalents

(2,012

)

 

(77,264

)

Cash and cash equivalents at beginning of period

224,764

 

 

302,028

 

Cash and cash equivalents at end of period

$

222,752

 

 

$

224,764

 


QUOTIENT TECHNOLOGY INC.

RECONCILIATION OF NET LOSS TO ADJUSTED EBITDA

(Unaudited, in thousands)

 

 

 

 

 

 

 

 

 

Three Months Ended
December 31,

 

Year Ended
December 31,

 

2020

 

2019

 

2020

 

2019

Net loss

$

(25,305

)

 

$

(9,560

)

 

$

(65,381

)

 

$

(37,057

)

Adjustments:

 

 

 

 

 

 

 

Stock-based compensation

7,350

 

 

8,445

 

 

28,371

 

 

32,137

 

Depreciation and amortization

9,830

 

 

8,177

 

 

36,352

 

 

31,437

 

Acquisition related costs and other(1)

7,872



1,091



12,361



7,670

 

Change in fair value of contingent consideration

14,446

 

 

519

 

 

20,234

 

 

1,571

 

Interest expense

3,691

 

 

3,539

 

 

14,521

 

 

13,955

 

Other income, net

(432

)

 

(1,009

)

 

(1,140

)

 

(5,223

)

Provision for income taxes

458

 

 

285

 

 

719

 

 

660

 

 

 

 

 

 

 

 

 

Total adjustments

$

43,215

 

 

$

21,047

 

 

$

111,418

 

 

$

82,207

 

 

 

 

 

 

 

 

 

Adjusted EBITDA

$

17,910

 

 

$

11,487

 

 

$

46,037

 

 

$

45,150

 

 

 

 

 

 

 

 

 

(1) For the three and twelve months ended December 31, 2020, other includes restructuring charges of zero and $1.5 million, respectively, and loss contingency and settlement of $6.8 million and $8.8 million, respectively, related to a contract dispute. For the three and twelve months ended December 31, 2019, other includes restructuring charges of zero and $4.3 million, respectively.

 

Contacts

Investor Relations Contact:
Christine Marchuska
Director of Investor Relations
cmarchuska@quotient.com
Phone: 917-232-0852

Exhibit 99.2



 
Dear stockholders,


2020 was a year of progress for Quotient. Although the global pandemic caused many challenges, we stayed the course and focused on rebuilding our business from the inside out while doing what we do best: delivering solutions for our consumer-packaged goods (CPGs) manufacturers, our retail partners and, ultimately, the consumer.
 
When I reflect on where we were a year ago, I am proud of the success of our internal transformation and adaptation—with the restructuring of our sales and finance organizations along with our strategic alignment with our customers and partners—all while weathering one of the most difficult economic climates and health crises our country and the world have ever seen. At the end of 2019, we made commitments to our customers, retailers, consumers, employees and our stockholders. 2020 truly proved our resiliency, and I am pleased to say we did what we said we were going to do. We elaborate on the following in this letter; however, here is a quick snapshot of some of the accomplishments that demonstrate what I believe is truly a changed organization through the comprehensive turnaround we have gone through over the last 18 months:
Added invaluable best-in-class talent to strengthen our organization and guide our future.
3% growth in new CPG customers and 11% growth in brand expansion, as well as more demand and higher spend commitments from our existing customers due to the effectiveness of our platform and solutions.
Grew our retailer relationships with four new partnerships added to our network, including Shipt, 7-Eleven, Rite-Aid and Hy-Vee in FY 2020. Additionally, we just signed our first Automotive vertical retail partnership a few weeks ago—demonstrating the strength, extensibility and scalability of our network.
Improved our forecasting ability and accuracy with collaborative processes and procedures for go-to-market, bookings and pipeline building where sales and finance are in step—a crucial component for insight into our future outlook.


Q4 2020 FINANCIAL RESULTS AND BUSINESS UPDATES
2


Rolled out our first long-term financial outlook in November 2020, reflecting 15% to 20% revenue growth CAGR along with margin expansion over the next three years.
 
We believe the above accomplishments are just the beginning. We expect our growth drivers will continue to propel our business with sustainable growth, including national promotions and media driven by the shift from the Free-Standing Insert (FSI) to digital, along with the opportunity for engagement with smaller “long-tail” CPGs and shopper marketing budgets, driven by our Retail Performance Media (RPM) platform. Combining this with tailwinds from the shift to digital, focus on margin improvement as a result of more automation and self-service, and strong cash position along with our scalable operating model, we believe we are well positioned to capitalize on the long runway of opportunity in front of us for 2021 and beyond.


Business Update

We ended 2020 strong as CPGs rebounded from earlier impacts of the pandemic in the first half of the year—increasing their spending in the second half on promotions, brand advertising and shopper marketing. This resulted in a record quarter as we exceeded our guidance and delivered revenue of $142.5 million in Q4. On a GAAP basis, revenue growth was up 20% over Q4 2019 and up 18% over Q3 2020. We ended FY 2020 with revenues of $445.9 million or 2% growth over FY 2019.


Throughout the fourth quarter, and similar to the third quarter, we saw a sequential monthly increase in revenues as brands spent more on promotions and advertising. Contrary to the discussions and articles that were commonplace in Q3 2020 around brands pulling back spend due to a fear of second spikes, we instead saw CPGs putting unused money to work in the fourth quarter. This was also propelled by the cancellation of the Olympics and brands having available budgets to spend elsewhere, utilizing Quotient’s expertise to deploy.


Q4 2020 FINANCIAL RESULTS AND BUSINESS UPDATES
3


As we begin 2021, we typically see some seasonality coming off the year-end holiday season, resulting in Q1 being a slower quarter. While we expect this to be the case again in 2021, we have seen strong bookings momentum in January, compared to the prior year. We expect CPGs will continue to deploy promotion and media spend to ensure their brands stay relevant and, in some cases, gain back market share as shopper buying behaviors evolve during the continued unprecedented environment. Additionally, we expect grocery eCommerce momentum will continue as CPGs and retailers plan for more at-home celebrations such as the Super Bowl and Valentine’s Day.
 
 
National Promotions and Media
National promotions and media remain an opportunity and focus area for us as brand teams are striving to build brand health while driving efficient volume. As dollars shift from the FSI to digital formats, Quotient plays an important role by giving smaller or “long-tail” CPGs the opportunity to plan and deploy national campaigns—something they are not able to participate in via the FSI. We also act as a one-stop solution for our current customer base to leverage our retailer platform with measurable results.
 
In FY 2020, category-leading brands—who lost significant share to private label and secondary brands due to spikes in demand and out-of-stock situations, especially in the cleaning category—sought out our solutions to regain market share. Through a combination of our solutions, including national promotions, national media, social and sponsored search, we helped these brands get back on shelves and regain their category-leading positions. Given our proven success delivering high return on ad and promotions spend to these customers, they have chosen to increase the budgets they are shifting to us for their FY 2021 campaigns.


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As noted above and at our recent Investor Day, smaller or “long-tail” CPGs are another one of our growth drivers for FY 2021 and beyond. We experienced 2% annual growth in the number of these customers, along with an increase of approximately 26% in bookings on a dollar basis over the prior year for this segment. With our newly reorganized sales team that has a structured focus on this area of our business, we believe we will see even more growth with more of these types of customers in FY 2021.
Overall, as a result of the pandemic, we saw national promotions flat to slightly down on an annual basis. However, we are already seeing an uptick in national promotions bookings for the first and second quarters of 2021. Additionally, some customers have publicly noted that they are still not at pre-pandemic levels of promotional spend due to supply chains remaining under pressure. They expect to see more normalized spend in the back half of the year.

 
 
“…promotion intensity will still be down in the first quarter at least and probably the first half [of 2021]. We expect it to return to more normalized levels in the back half [of 2021]."
 

 
– Michael D. Hsu, CEO & Chairman, Kimberly-Clark Corporation

 
In terms of national media, we saw 15% annual growth in this category from CPGs booking more national media campaigns. We see this trend continuing in 1H 2021 as more customers are focused on digital media playing a bigger role in their spend allocation, particularly when paired with national promotional planning.
Again, with the restructuring of the sales team and the number of CPGs looking to deploy national promotional and media campaigns, we believe we have significant room for growth in this segment in 2021.



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Retail Partnerships
 
Our retail partnerships and network thrived in FY 2020. In total we added four partnerships to our network including Shipt, 7-Eleven, Rite Aid and Hy-Vee in FY 2020. We are pleased to announce we just signed our first Automotive vertical retail partnership a few weeks ago, demonstrating the strength, extensibility and scalability of our network.
 
Our retail performance media (RPM) solution continues to gain market traction.
o
In FY 2020, we saw an increase of over 66% in bookings dollars from our CPG customers utilizing RPM on our retailer network versus the prior year.
o
Our RPM retailers saw approximately a 58% increase in alternative revenue streams (excluding revenue from our Retailer iQ platform, which many of these retailers also utilize) in FY 2020 as compared to the prior year. We look to continue to grow this number as we power digital solutions that drive increased sales for our partners and measurable ROI for our customers. In general, we believe alternative revenue streams will become increasingly important in 2021 and beyond as we enter a post-pandemic world in which consumers have more options for food consumption as we see more openings and a return to dining out. This could result in retailers facing challenging competitive environments with increased pricing and margin pressure.
We now have three retailers live on our sponsored search platform—including Rite Aid which just launched in Q4—with growing interest from others in adding this solution.
 
The shift to digital collaborative spend programs, with retailers looking to CPGs to commit a percentage of their spend on their digital platforms, continues to progress. This is a strategic focus for retailers who want to utilize their digital platforms powered by Quotient and for CPGs who want to reach their shared consumers at every touch point along the path to purchase, while having the flexibility to change their campaigns in near real-time to achieve the best ROIs.
 

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Our top three retailers who have put these programs in place continue to see success. We believe we will continue to see retailers and CPGs working together in a similar model going forward, as digital is here to stay.
Lastly in Q4, Shipt launched its coupon gallery (or coupon shelf), powered by Quotient, on their site. More recently, they went live with this solution on their app. Although we are in the early stages, we see additional opportunities with this partner to potentially add more solutions over time. This is also another solution for our customers when they are looking to deploy national digital promotional spend.




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Awards & Social Update
 
Quotient’s social solutions continue to garner interest, not only from customer demand but also by the industry. In Q4, we were a finalist for the 2020 Digiday “Best Influencer Marketing Platform” Technology Award.
 

Quotient’s Social-Influencer solution continues to rise to the varied challenges of this evolving environment. We continue to successfully engage consumers with meaningful content through even the most turbulent times thanks to our winning formula for success, including analyzing past and ongoing behavior and trend data.
In 2020, we ramped up our social efforts and saw 17% growth in revenue, a 15% increase in the number of advertisers investing with Quotient for social activations and a 24% increase in the number of total social campaigns launched—all metrics compared to the prior year.
Historically, brands invested in our social solution with a focus on driving in-store sales. However, with the increase in eCommerce driven by new consumer behavior over the last year, we were able to unlock budgets traditionally ear-marked for in-store to eCommerce objectives. We saw significant growth in campaigns where the primary KPI was add-to-cart directly from the paid ad placement on social media. We expect this trend to continue in FY 2021.
With social providing increased storytelling capabilities as compared to other media formats, advanced audience targeting with our proprietary shopper data and proven results married with our ability to measure incremental sales through third party studies, we believe our social solutions will become a larger part of our clients’ media playbooks for our RPM partners and beyond in FY 2021.



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Solution Updates and Releases
 
Brands, retailers and consumers continue to know Quotient as a company that focuses on innovation and delivering value for our key stakeholders. We continuously look to improve and update our platforms and solutions while adding new products as needed to drive results or favorable outcomes through value-add capabilities.
 
Digital Out of Home (DOOH): Our ability to use exclusive shopper data to identify the right screens and match them to the right audiences combined with performance measurement continues to drive our customers to add this offering to their campaigns. We believe that driving an end-to-end solution as part of an omnichannel strategy is fueling growth in this space, as evidenced by the portfolio of Quotient customers/clients and agency partners seeking to expand their data and consumer-driven approaches to adopting DOOH.
We recently announced our partnership with VIOOH, a leading marketplace for the programmatic selling of out-of-home (OOH) advertising. This partnership provides agencies and advertisers with access to inventory in the VIOOH marketplace, such as JCDecaux North America, and enables them to activate against it with exclusive data and insights.
At the end of FY 2020 we had inventory of over 174,000+ screens nationwide. This number continues to grow as we onboard screens with our partners in FY 2021. We are currently seeing traffic with over 80 vendors/publishers and are onboarding more in Q1 2021. We are continuously looking to grow our inventory and supply to maximize opportunities for our clients.
With DOOH, we can be in venues where visitation is higher or recovering as conditions evolve, and dynamically adjust impression delivery to quickly connect our brand message with target shoppers. Our customers are data-driven and look for the statistics and measurement results that we can provide to them. This in turn has resulted in a positive impact as they continue to have increased interest in our DOOH solution.


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National Rebates Solution: Recently launched in the beginning of Q4, we continue to see demand for our National Rebates Solution on our Coupons.com app. Consumers welcome the option to have more choice in how and where they save while brands appreciate the ability to execute their promotions in one place with consistent data and measurement.
 
Since October 2020, when we went live with this offering, we saw approximately 70 CPGs activate this solution in FY 2020. Momentum continues to grow, with customers adding this solution as part of their campaigns in early FY 2021.
We believe we will see continued demand for this solution as brands look for more opportunities to move away from the FSI and paper circulars to digital national offerings and consumers look for value and ways to save during these challenging economic times.
 
Growth in eCommerce Channel: As noted in November at our Investor Day, eCommerce for online grocery is accelerating. Online grocery is projected to account for 21.5% of total grocery sales by 2025, or $250 billion. Also, as discussed with the roll-out of our three-year forecast, we believe this metric is closely aligned with our opportunities for growth as we see more spend shifting to digital.
 
Momentum for sponsored search continued in Q4, as the number of CPGs who booked a sponsored search campaign increased approximately 30% compared to Q3 2020. We have seen consistent sequential quarter-over-quarter growth in bookings for this offering since adding it to our portfolio and believe demand will only continue as online shopping has become integrated for most consumers in the grocery purchasing experience.



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As illustrated in the graph below, the number of redemptions from our eCommerce channel increased 52% in Q4 2020 over Q3 2020 as consumers continue to utilize online grocery sales channels. This was at a slower pace versus previous quarters but higher than the overall increase in the number of redemptions, which includes in-store. This is not unexpected, as our data and recent third-party publications have noted that consumers still enjoy shopping in-store.
In a recent issue of Today’s Grocer, Norm Chait, Director of OOH at Ubimo, a Quotient company, commented that, despite explosive growth in eCommerce during COVID-19, 90.4% of consumers still make at least one in-person shopping trip per week. This data came from a recent survey by Ubimo that polled more than 1,000 consumers to determine how shopping behavior has changed since the pandemic began.
As mixed-mode shopping continues, where consumers combine in-store buying with online purchases, brands and retailers turn to Quotient for comprehensive and cohesive brand-building and sales-driving opportunities that engage shoppers with consistent, targeted messaging throughout their path to purchase.


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“As lockdowns went into effect, consumers shifted to e-commerce .... The online demand was absolutely tremendous, accelerating the trend of shoppers shifting to e-commerce by as much as 10 years in a few weeks.”
 
 
 - Jeff Swearingen, SVP, PepsiCo
 




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In Summary
 
We closed the year strong as we utilized our proprietary and/or exclusive data, omnichannel capabilities, and integrated media and promotions to collaborate and deliver results for our customers and partners as well as better consumer experiences for shoppers.
 

 
With our focus on sales and marketing effectiveness in 2020, as well as the long-term health of the business after the pandemic-related disruptions, we delivered increased revenue of approximately 45% in the second half of 2020 over the first half of 2020. We believe market tailwinds, especially the shift to digital, and the growth drivers we outlined throughout 2020, will continue to drive momentum in 2021 and beyond. We are already witnessing this in our January bookings and Q1 pipeline.
 

 
This was a challenging year for many, including our employees—most of whom were working remotely for the majority of the twelve months. Yet the energy, dedication and perseverance of our team remained strong and acutely focused on helping deliver for our customers, partners and consumers as they navigated these unchartered waters. This dedication does not go overlooked and is what makes our company great. Our nimbleness and focus on staying ahead of industry and market trends, combined with our relationships with our key stakeholders, continue to position us as a market leader. We look forward to building upon our 2020 achievements in FY 2021 and beyond.
 
 
Sincerely,
 

Steven Boal
Pamela Strayer
Chief Executive Officer
Chief Financial Officer


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Financial Review

Full Year 2020 Summary Results

We delivered revenue of $445.9 million, demonstrating growth of 2% over FY 2019.

GAAP gross margin was 37.7%, compared to 39.6% in FY 2019.

Non-GAAP gross margin was 45.8%, compared to 45.0% in FY 2019.

GAAP operating expenses were 49.2% of revenue, compared to 45.9% of revenue in FY 2019.

Non-GAAP operating expenses were $165.4 million and 37.1% of revenue, compared to the prior year of $158.9 million and 36.4% of revenue.

We recorded a GAAP net loss of $65.4 million, compared to a net loss of $37.1 million in FY 2019. The increase in GAAP net loss from the prior year is due primarily to an increase in fair value of contingent consideration and a one-time charge to settle a contract dispute with one of our retailers as well as certain acquisition-related costs. Net Loss Per Share was $0.72 compared to $0.41 in FY 2019.

Adjusted EBITDA was $46.0 million, representing a 10.3% margin.

We ended the year with cash and cash equivalents of $222.8 million.

 
Fourth Quarter 2020 Summary Results

We delivered revenue of $142.5 million, up 20% over Q4 2019 and up 18% over Q3 2020 on a GAAP basis.





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Excluding approximately $10 million from a portion of our media business that was exited in Q3 2020, revenue growth was 31.1% over Q4 2019.

GAAP gross margin was 35.1%, compared to 39.1% in Q4 2019.

Non-GAAP gross margin was 45.1%, compared to 44.3% in Q4 2019.

GAAP operating expenses were 50.3% of revenue, compared to 44.8% of revenue in Q4 2019.

Non-GAAP operating expenses were $48.4 million and 34.0% of revenue, compared to the prior year of $42.9 million and 36.2% of revenue.

We recorded a GAAP net loss of $25.3 million, compared to a net loss of $9.6 million in Q4 2019. The increase in GAAP net loss from the prior year is due primarily to an increase in fair value of contingent consideration, a one-time charge to settle a contract dispute with one of our retailers, certain acquisition-related costs and amortization of acquired intangible assets. Net Loss Per Share in the quarter was $0.28 compared to $0.11 in Q4 2019.

Adjusted EBITDA was $17.9 million, representing a 12.6% margin.

 
Revenue Details

 
We delivered $142.5 million of revenue in Q4 2020, up from $118.5 million in the prior year, as CPGs put money to work from previous quarters and spend generally increased in digital media and promotions on our platform.
 
 
Media revenue was up 34% in the fourth quarter over last year, with growth across almost all media products, offset by the elimination of the media business we exited in Q3 2020. Sponsored product search and DOOH also continued to contribute growth in the fourth quarter with increased synergies between these offerings and other media products. The growth rate for media, excluding Q4 2019 revenues from the portion of the media business we exited in Q3 2020, was approximately 63% compared to the prior year quarter. This also was the first quarter media revenues surpassed promotion revenues, with media composing 52% of total revenues.


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Promotion revenue increased 8% over last year driven by our digital paperless solutions, up 11% over Q4 2019. Additionally, spend from early quarters in 2020 was utilized with year-end budgets.
 
 
Q4 2020 customer cohorts grew 3% year over year, driven by growth of 19% in our 40+ cohort and 6% in our 21-40 cohort, offset by a revenue decline of 6% in our top 20 cohort. We believe spending by several customers in our top 20 cohort remains down over the prior year primarily due to supply chain concerns lingering from the impact of the pandemic. On a quarterly basis, revenue from our customer cohorts grew 6% in Q4 2020 over Q3 2020—driven by increased spend from CPGs and retailers across all cohorts.


Gross Margin


GAAP gross margin in the fourth quarter was 35.1%, down 400 basis points compared to the same quarter last year. This decrease was due to a one-time charge of $6.8 million to resolve a contract-related dispute. In 2020 implementation of one of our solutions with a retailer experienced slower than expected adoption due to a variety of factors, including impacts related to the spread of COVID-19 and the retailer’s failure to perform certain obligations under the agreement. In order to resolve the disagreement between Quotient and the retailer’s respective obligations, we recognized a loss of $8.8 million to settle the matter ($2.0 million noted in Q3 2020 plus the additional $6.8 million noted above). This retailer remains a partner on our retail network.
 


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Non-GAAP gross margin in Q4 2020 was 45.1%, up 80 basis points compared to 44.3% in Q4 last year. This increase was driven primarily by product mix with higher margin media solutions, offset by lower margin media solutions. Non-GAAP gross margin declined quarter over quarter by 110 basis points. Compared to Q3 2020, Non-GAAP gross margin declined due to product mix, partly offset by increases in higher margin media solutions.
 

Non-GAAP gross margin excludes stock-based compensation expense, amortization of acquired intangible assets and loss contingency/settlement related to a contract dispute.
 
 
Operating Expenses

 
We remain focused on managing costs and investing where appropriate while driving greater efficiencies in the business. Additionally, operating expenses continue to benefit from temporarily low variable compensation and travel expenses resulting from the global pandemic. However, due to higher revenues, we saw an increase in higher commissions as well as increased spend on sales and marketing projects, which resulted in higher operating expenses than previously forecasted. As noted last quarter, we continue to expect bonus expense to return to target levels in FY 2021, which will result in higher compensation costs without taking additional headcount growth into consideration.

 
GAAP operating expenses increased by approximately $18.5 million in Q4 2020 over the prior year. This increase is primarily due to an increase in the fair value of contingent consideration of $13.9 million as well as increases in sales and marketing. On a quarter-over-quarter basis, GAAP operating expenses increased by $23.7 million due primarily to an increase in the fair value of contingent consideration as well as increases in sales and marketing, sales commissions and R&D expense from lower labor capitalization.
 

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As discussed above, non-GAAP operating expenses came in higher than expected with an increase of approximately $5.5 million compared to Q4 2019, primarily due to increases in headcount, higher sales and marketing expenses and higher commissions from increased revenues, offset by a decrease in travel expenses, variable compensation and other expenses related to the global pandemic.
 

Non-GAAP operating expenses exclude stock-based compensation, the change in fair value of contingent consideration, amortization of acquired intangible assets, certain acquisition-related costs and restructuring charges.
 
 
Adjusted EBITDA
 
We reported $17.9 million of Adjusted EBITDA in the fourth quarter 2020. This was driven by our increased revenues compared to the prior year, while operating expenses remained low due to savings in travel and variable compensation.
 
 
Adjusted EBITDA excludes interest expense, income taxes, depreciation and amortization; the change in fair value of contingent consideration; stock-based compensation; charges for certain acquisition-related costs; loss contingency/settlement related to a contract dispute; restructuring charges and other (income) expense, net.
 
 
Balance Sheet and Cash Flow

 
We continue to focus on maintaining a strong balance sheet, delivering higher than expected cash flow from operations in Q4 2020 of $13.3 million. This was primarily driven by higher accounts payable and strong collections.
 
 
We ended FY 2020 with $222.8 million in cash and cash equivalents, up $12.9 million from the prior quarter.
 



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Additionally, our Board of Directors has authorized a stock buyback program of up to $50.0 million of Quotient’s common stock, effective February 16, 2021, through a new 10B5-1 plan that expires on February 16, 2022.


Looking Forward

 
We believe the momentum we saw for our business in FY 2020 will continue in FY 2021. As discussed at our November Investor Day, we continue to make improvements in our gross margins through streamlined operations, self-service offerings and automation. As a result of the introduction of new product offerings and automation, we expect certain product revenues will be shifting over time from gross revenue recognition to net revenue recognition. This will not impact gross margin dollars but generally results in higher gross margin percentages. That being said, product mix still remains the biggest variable in gross margin predictability.
 
 
With the continued evolving business climate, we remain focused on the investments that are most critical to our customers, partners and consumers to stay at the forefront of innovation and leadership. We anticipate non-GAAP operating expenses for the first quarter to be approximately $46 million to $48 million.
 
 
Maintaining a strong balance sheet remains a focus, along with cash flow from operations. As mentioned earlier, we are seeing a strong bookings pipeline for Q1 2021, but we also tend to experience seasonality in the first quarter of the year. Thus, we expect revenue in Q1 to be lower than other quarters in 2021.


Business Outlook


For the first quarter of 2021, we expect revenue to be in the range of $105.0 million to $113.0 million. Predicting the mix of revenue between promotion and media remains difficult at this time.
 


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For the first quarter of 2021, we expect Adjusted EBITDA to be in the range of $0.0 million to $10.0 million.

 
For the first quarter of 2021, we expect operating cash flow to be in the range of $4.5 million to $9.5 million.


For the full year 2021, we expect revenue to be in the range of $490.0 million to $520.0 million.
 
 
Adjusted EBITDA for the full year 2021 is expected to be in the range of $45.0 million to $65.0 million.
 
 
We expect weighted average diluted shares outstanding for 2021 to be approximately 94.5 million.

 
Upcoming Events

Quotient will be participating in the following events:
 
Colliers Virtual NDR, February 23, 2021
Morgan Stanley TMT Virtual Conference, March 2, 2021

 
Earnings Webcast

Quotient will host a conference call and live webcast today at 2:00pm PST to discuss the fourth quarter and full year 2020 financial results. To listen to a live audio webcast, please visit Quotient’s Investor Relations website at investors.quotient.com. A replay of the webcast will be available at the same website. You may also access the call and register with a live operator by dialing (866) 270-1533, or outside the U.S. (412) 317-0797, at least 15 minutes prior to the 2:00 p.m. PST start time.
 

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About Quotient Technology Inc.

Quotient Technology (NYSE: QUOT) is the leading digital media and promotions technology company that creates cohesive omnichannel brand-building and sales-driving opportunities to deliver valuable outcomes for advertisers, retailers and consumers. The Quotient platform is powered by exclusive consumer spending data, location intelligence and purchase intent data to reach millions of shoppers daily and deliver measurable, incremental sales.

Quotient partners with leading advertisers and retailers, including Clorox, Procter & Gamble, General Mills, Unilever, Albertsons Companies, CVS, Dollar General and Peapod Digital Labs, a company of Ahold Delhaize USA. Quotient is headquartered in Mountain View, California, and has offices across the US as well as in Bangalore, Paris, London and Tel Aviv. For more information visit www.quotient.com.

 
Quotient and the Quotient logo are trademarks or registered trademarks of Quotient Technology Inc. and its subsidiaries in the United States and other countries. Other marks are the property of their respective owners.

 
Forward Looking Statements


This stockholder letter includes forward-looking statements that are based on our management’s beliefs and assumptions and on information currently available to management, including our current expectations with respect non-GAAP operating expenses,  revenues, Adjusted EBITDA, and operating cash flow for the first quarter of 2021, and revenue, Adjusted EBITDA, and weighted average diluted shares outstanding for fiscal year 2021; expectations about our ability to grow revenues, gross margin and Adjusted EBITDA; our expectations for our solutions, partnerships, and product launches including national rebates platform; the strength, extensibility and scalability of our retailer partnerships and network ; the benefits of changes made to our sales & marketing organizations; our ability to manage our business and liquidity during and after the COVID-19 pandemic; growth in national promotions, RPM and eCommerce; retailers’ plans to prioritize RPM; increasing the number of retailers to our retailer network; benefits of a DOOH offering; our efforts to automate and provide self-service; opportunity with long-tail CPGs; the scalability of our operating models; CPGs’ plans to reduce spending in offline free-standing inserts; the future demands and behaviors of consumers, retailers and CPGs, particularly in light of the continuing effects of the COVID-19 pandemic; the impacts of the ongoing COVID-19 pandemic, which may continue to significantly impact our business, plans, and results of operations, as well as the value of our common stock; the expected growth of, and investments in, our business generally and the expected ability to leverage investments and operating expenses. 
 
 
Forward-looking statements are based on information available to and the good faith beliefs of our Management team as of the time of this call and are subject to known and unknown risks and uncertainties that could cause actual performances or results to differ materially.



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Additional information about factors that could potentially impact our financial results can be found in today's press release and in the risk factors identified in our Quarterly Reports on Form 10-Q filed with the SEC on November 6, 2020. We disclaim any obligation to update information contained in these forward-looking statements, whether as a result of new information, future events or otherwise.
 
 
Use of Non-GAAP Measures


In addition to the U.S. GAAP financials, this stockholder letter includes certain non-GAAP financial measures. The non-GAAP measures have limitations as analytical tools and you should not consider them in isolation or as a substitute for an analysis of our results under U.S. GAAP. There are a number of limitations related to the use of these non-GAAP financial measures versus their nearest GAAP equivalents. For example, other companies may calculate non-GAAP financial measures differently or may use other measures to evaluate their performance, all of which could reduce the usefulness of our non-GAAP financial measures as tools for comparison. We consider these non-GAAP financial measures to be important because they provide useful measures of the operating performance of the company, exclusive of unusual events or factors that do not directly affect what we consider to be our core operating performance and are used by our management for that purpose. The use of non-GAAP measures is further discussed in the accompanying press release, which have been furnished to the SEC on Form 8-K and posted on our website. The press release defines our non-GAAP financial measure of Adjusted EBITDA. This stockholder letter defines our non-GAAP financial measure of Adjusted EBITDA, non-GAAP Gross Margins and non-GAAP Operating Expenses. A reconciliation between GAAP and non-GAAP measures can also be found in the accompanying press release and accompanying presentation’s appendix. A reconciliation of Adjusted EB ITDA, non-GAAP Gross Margins and non-GAAP Operating Expenses, all non-GAAP guidance measures, to a corresponding GAAP measure is not available on a forward-looking basis without unreasonable efforts due to the high variability and low visibility of certain (income) expense items that are excluded in calculating Adjusted EBITDA, non-GAAP Gross Margins and non-GAAP Operating Expenses.
 



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Financial Tables



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23


QUOTIENT TECHNOLOGY INC.

CONDENSED CONSOLIDATED BALANCE SHEETS

(in thousands)




 

 

December 31,
2020

 

December 31,
2019

 

(unaudited)

 

 

Assets

 

 

 

Current assets:

 

 

 

Cash and cash equivalents

$

222,752

 

 

$

224,764

 

Accounts receivable, net

137,649

 

 

125,304

 

Prepaid expenses and other current assets

18,547

 

 

22,026

 

Total current assets

378,948

 

 

372,094

 

Property and equipment, net

17,268

 

 

13,704

 

Operating leases right-of-use-assets

16,222

 

 

7,211

 

Intangible assets, net

44,898

 

 

69,752

 

Goodwill

128,427

 

 

128,427

 

Other assets

1,029

 

 

750

 

Total assets

$

586,792

 

 

$

591,938

 

Liabilities and Stockholders' Equity

 

 

 

Current liabilities:

 

 

 

Accounts payable

$

15,959

 

 

$

19,116

 

Accrued compensation and benefits

14,368

 

 

15,232

 

Other current liabilities

70,620

 

 

50,032

 

Deferred revenues

12,027

 

 

10,903

 

Contingent consideration related to acquisitions

8,524

 

 

27,000

 

Total current liabilities

121,498

 

 

122,283

 

Other non-current liabilities

18,314

 

 

7,119

 

Contingent consideration related to acquisitions

20,930

 

 

9,220

 

Convertible senior notes, net

177,168

 

 

166,157

 

Deferred tax liabilities

1,853

 

 

1,937

 

Total liabilities

339,763

 

 

306,716

 

 

 

 

 

Stockholders' equity:

 

 

 

Common stock

1

 

 

1

 

Additional paid-in capital

698,333

 

 

671,060

 

Accumulated other comprehensive loss

(1,001

)

 

(916

)

Accumulated deficit

(450,304

)

 

(384,923

)

Total stockholders' equity

247,029

 

 

285,222

 

Total liabilities and stockholders' equity

$

586,792

 

 

$

591,938

 



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24

QUOTIENT TECHNOLOGY INC.

CONDENSED CONSOLIDATED STATEMENTS OF OPERATIONS

(Unaudited, in thousands, except per share data)




 

 

Three Months Ended
December 31,

 

Year Ended
December 31,

 

2020

 

2019

 

2020

 

2019

Revenues

$

142,529

 

 

$

118,532

 

 

$

445,887

 

 

$

436,160

 

Cost of revenues(1)

92,469

 

 

72,219

 

 

277,914

 

 

263,606

 

Gross Margin

50,060

 

 

46,313

 

 

167,973

 

 

172,554

 

Operating Expenses:

 

 

 

 

 

 

 

Sales and marketing(1)

31,124

 

 

27,541

 

 

104,527

 

 

101,244

 

Research and development(1)

11,358

 

 

10,771

 

 

40,316

 

 

39,076

 

General and administrative(1)

14,720

 

 

14,227

 

 

54,177

 

 

58,328

 

Change in fair value of contingent consideration

14,446

 

 

519

 

 

20,234

 

 

1,571

 

Total operating expenses

71,648

 

 

53,058

 

 

219,254

 

 

200,219

 

Loss from operations

(21,588

)

 

(6,745

)

 

(51,281

)

 

(27,665

)

Interest expense

(3,691

)

 

(3,539

)

 

(14,521

)

 

(13,955

)

Other income, net

432

 

 

1,009

 

 

1,140

 

 

5,223

 

Loss before income taxes

(24,847

)

 

(9,275

)

 

(64,662

)

 

(36,397

)

Provision for (benefit from) income taxes

458

 

 

285

 

 

719

 

 

660

 

Net loss

$

(25,305

)

 

$

(9,560

)

 

$

(65,381

)

 

$

(37,057

)

 

 

 

 

 

 

 

 

Net loss per share, basic and diluted

$

(0.28

)

 

$

(0.11

)

 

$

(0.72

)

 

$

(0.41

)

 

 

 

 

 

 

 

 

Weighted-average shares used to compute net loss per share, basic and diluted

91,300

 

 

89,123

 

 

90,412

 

 

91,163

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

(1) The stock-based compensation expense included above was as follows:

 

 

 

 

 

 

 

 

 

 

 

Three Months Ended
December 31,

 

Year Ended
December 31,

 

2020

 

2019

 

2020

 

2019

Cost of revenues

$

479

 

 

$

521

 

 

$

1,743

 

 

$

2,193

 

Sales and marketing

1,399

 

 

1,816

 

 

5,311

 

 

6,812

 

Research and development

1,108

 

 

1,225

 

 

3,831

 

 

4,804

 

General and administrative

4,364

 

 

4,883

 

 

17,486

 

 

18,328

 

Total stock-based compensation

$

7,350

 

 

$

8,445

 

 

$

28,371

 

 

$

32,137

 



Q4 2020 FINANCIAL RESULTS AND BUSINESS UPDATES
25

QUOTIENT TECHNOLOGY INC.

CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS

(in thousands)


 

 

Year Ended December 31,

 

2020

 

2019

 

(unaudited)

 

 

Cash flows from operating activities:

 

 

 

Net loss

$

(65,381

)

 

$

(37,057

)

Adjustments to reconcile net loss to net cash (used in) provided by operating activities:

 

 

 

Depreciation and amortization

36,352

 

 

31,437

 

Stock-based compensation

28,371

 

 

32,137

 

Amortization of debt discount and issuance cost

11,011

 

 

10,438

 

Allowance for credit losses

888

 

 

1,227

 

Deferred income taxes

719

 

 

660

 

Change in fair value of contingent consideration, net

20,234

 

 

1,571

 

Impairment of capitalized software development costs

 

 

3,579

 

Other non-cash expenses

3,275

 

 

2,392

 

Changes in operating assets and liabilities:

 

 

 

Accounts receivable

(13,232

)

 

(7,142

)

Prepaid expenses and other current assets

3,164

 

 

(11,145

)

Accounts payable and other current liabilities

15,554

 

 

(62

)

Payments for contingent consideration and bonuses

(15,418

)

 

 

Accrued compensation and benefits

(197

)

 

1,567

 

Deferred revenues

1,125

 

 

2,216

 

Net cash provided by operating activities

26,465

 

 

31,818

 

 

 

 

 

Cash flows from investing activities:

 

 

 

Purchases of property and equipment

(8,351

)

 

(9,021

)

Purchases of intangible assets

(3,018

)

 

(14,811

)

Acquisitions, net of cash acquired

 

 

(13,730

)

Purchases of short-term investments

 

 

 

Proceeds from maturity of short-term investment

 

 

20,738

 

Net cash used in investing activities

(11,369

)

 

(16,824

)

 

 

 

 

Cash flows from financing activities:

 

 

 

Proceeds from issuance of common stock under stock plans

5,002

 

 

5,017

 

Payments for taxes related to net share settlement of equity awards

(7,203

)

 

(9,838

)

Repurchases and retirement of common stock under share repurchase program

 

 

(87,097

)

Principal payments on promissory note and capital lease obligations

(391

)

 

(317

)

Payments for contingent consideration

(14,582

)

 

 

Net cash used in financing activities

(17,174

)

 

(92,235

)

Effect of exchange rates on cash and cash equivalents

66

 

 

(23

)

Net decrease in cash and cash equivalents

(2,012

)

 

(77,264

)

Cash and cash equivalents at beginning of period

224,764

 

 

302,028

 

Cash and cash equivalents at end of period

$

222,752

 

 

$

224,764

 



Q4 2020 FINANCIAL RESULTS AND BUSINESS UPDATES
26



QUOTIENT TECHNOLOGY INC.

RECONCILIATION OF NET LOSS TO ADJUSTED EBITDA

(Unaudited, in thousands)

 

 

 

 

 

 

 

 

 

Three Months Ended
December 31,

 

Year Ended
December 31,

 

2020

 

2019

 

2020

 

2019

Net loss

$

(25,305

)

 

$

(9,560

)

 

$

(65,381

)

 

$

(37,057

)

Adjustments:

 

 

 

 

 

 

 

Stock-based compensation

7,350

 

 

8,445

 

 

28,371

 

 

32,137

 

Depreciation and amortization

9,830

 

 

8,177

 

 

36,352

 

 

31,437

 

Acquisition related costs and other(1)

7,872



1,091



12,361



7,670

 

Change in fair value of contingent consideration

14,446

 

 

519

 

 

20,234

 

 

1,571

 

Interest expense

3,691

 

 

3,539

 

 

14,521

 

 

13,955

 

Other income, net

(432

)

 

(1,009

)

 

(1,140

)

 

(5,223

)

Provision for income taxes

458

 

 

285

 

 

719

 

 

660

 

 

 

 

 

 

 

 

 

Total adjustments

$

43,215

 

 

$

21,047

 

 

$

111,418

 

 

$

82,207

 

 

 

 

 

 

 

 

 

Adjusted EBITDA

$

17,910

 

 

$

11,487

 

 

$

46,037

 

 

$

45,150

 

(1) For the three and twelve months ended December 31, 2020, other includes restructuring charges of zero and $1.5 million, respectively, and loss contingency and settlement of $6.8 million and $8.8 million, respectively, related to a contract dispute. For the three and twelve months ended December 31, 2019, other includes restructuring charges of zero and $4.3 million, respectively.


Q4 2020 FINANCIAL RESULTS AND BUSINESS UPDATES
27


QUOTIENT TECHNOLOGY INC.
RECONCILIATION OF GROSS MARGIN TO NON-GAAP GROSS MARGIN
(Unaudited, in thousands)                
                                 
   
Q4 FY 19
   
Q3 FY 20
   
Q4 FY 20
     
FY 2019
   
FY 2020
 
Revenues
 
$
118,532
   
$
121,116
   
$
142,529
     
$
436,160
   
$
445,887
 
                                           
Cost of revenues (GAAP)
 
$
72,219
   
$
73,603
   
$
92,469
     
$
263,606
   
$
277,914
 
(less) Stock-based compensation
   
(521
)
   
(442
)
   
(479
)
     
(2,193
)
   
(1,743
)
(less) Amortization of acquired intangible assets
   
(5,686
)
   
(6,027
)
   
(6,930
)
     
(21,555
)
   
(25,560
)
(less) Loss contingency/settlement related to a contract dispute
   
     
(2,000
)
   
(6,834
)
     
     
(8,834
)
(less) Restructuring charges
   
     
     
       
     
(82
)
Cost of revenues (Non-GAAP)
 
$
66,012
   
$
65,134
   
$
78,226
     
$
239,858
   
$
241,695
 
                                           
                                           
Gross margin (GAAP)
 
$
46,313
   
$
47,513
   
$
50,060
     
$
172,554
   
$
167,973
 
Gross margin percentage (GAAP)
   
39.1
%
   
39.2
%
   
35.1
%
     
39.6
%
   
37.7
%
                                           
Gross margin (Non-GAAP)*
 
$
52,520
   
$
55,982
   
$
64,303
     
$
196,302
   
$
204,192
 
Gross margin percentage (Non-GAAP)
   
44.3
%
   
46.2
%
   
45.1
%
     
45.0
%
   
45.8
%

* Non-GAAP gross margin excludes stock-based compensation, amortization of acquired intangible assets, loss contingency/settlement related to a contract dispute, and restructuring charges.


Q4 2020 FINANCIAL RESULTS AND BUSINESS UPDATES
28


 

QUOTIENT TECHNOLOGY INC.
RECONCILIATION OF OPERATING EXPENSES TO NON-GAAP OPERATING EXPENSES
(Unaudited, in thousands)
                                 
   
Q4 FY 19
   
Q3 FY 20
   
Q4 FY 20
     
FY 2019
   
FY 2020
 
Revenues
 
$
118,532
   
$
121,116
   
$
142,529
     
$
436,160
   
$
445,887
 
                                           
Sales and marketing expenses
   
27,541
     
24,555
     
31,124
       
101,244
     
104,527
 
(less) Stock-based compensation
   
(1,816
)
   
(1,187
)
   
(1,399
)
     
(6,812
)
   
(5,311
)
(less) Amortization of acquired intangible assets
   
(675
)
   
(866
)
   
(866
)
     
(2,203
)
   
(3,562
)
(less) Restructuring charges
   
     
     
       
     
(526
)
Non-GAAP Sales and marketing expenses
 
$
25,050
   
$
22,502
   
$
28,859
     
$
92,229
   
$
95,128
 
Non-GAAP Sales and marketing percentage
   
21
%
   
19
%
   
20
%
     
21
%
   
21
%
                                           
Research and development
   
10,771
     
9,744
     
11,358
       
39,076
     
40,316
 
(less) Stock-based compensation
   
(1,225
)
   
(1,003
)
   
(1,108
)
     
(4,804
)
   
(3,831
)
(less) Restructuring charges
   
     
     
       
     
(283
)
Non-GAAP Research and development expenses
 
$
9,546
   
$
8,741
   
$
10,250
     
$
34,272
   
$
36,202
 
Non-GAAP Research and development percentage
   
8
%
   
7
%
   
7
%
     
8
%
   
8
%
                                           
General and administrative expenses
   
14,227
     
12,099
     
14,720
       
58,328
     
54,177
 
(less) Stock-based compensation
   
(4,883
)
   
(3,857
)
   
(4,364
)
     
(18,328
)
   
(17,486
)
(less) Restructuring charges
   
     
     
       
(4,212
)
   
(591
)
(less) Acquisiton related costs
   
(1,065
)
   
(393
)
   
(1,039
)
     
(3,407
)
   
(2,045
)
Non-GAAP General and administrative expenses
 
$
8,279
   
$
7,849
   
$
9,317
     
$
32,381
   
$
34,055
 
Non-GAAP General and administrative percentage
   
7
%
   
6
%
   
7
%
     
7
%
   
8
%
                                           
Non-GAAP Operating expenses*
 
$
42,875
   
$
39,092
   
$
48,426
     
$
158,882
   
$
165,385
 
Non-GAAP Operating expense percentage
   
36
%
   
32
%
   
34
%
     
36
%
   
37
%

* Non-GAAP operating expenses excludes changes in fair value of contingent consideration, stock-based compensation, amortization of acquired intangible assets, restructuring charges, and acquisition related costs.

Q4 2020 FINANCIAL RESULTS AND BUSINESS UPDATES
29