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As filed with the Securities and Exchange Commission on March 5, 2014

Registration No. 333-193858

 

 

 

UNITED STATES

SECURITIES AND EXCHANGE COMMISSION

Washington, D.C. 20549

AMENDMENT NO. 1 TO

FORM S-1

REGISTRATION STATEMENT

UNDER

THE SECURITIES ACT OF 1933

AMBER ROAD, INC.

(Exact name of registrant as specified in its charter)

DELAWARE

  7372   22-2590301

(State or other jurisdiction

of incorporation or organization)

 

(Primary Standard Industrial

Classification Code Number)

 

(I.R.S. Employer

Identification Number)

One Meadowlands Plaza

East Rutherford, New Jersey 07073

(201) 935-8588

(Address, including zip code, and telephone number, including area code, of registrant’s principal executive offices)

 

James W. Preuninger

Chief Executive Officer

 

John W. Preuninger

President and Chief Operating Officer

 

Amber Road, Inc.

One Meadowlands Plaza

East Rutherford, New Jersey 07073

Telephone: (201) 935-8588

Telecopy: (201) 935-5187

 

(Name, address, including zip code, and telephone number, including area code, of agent for service)

Copies to:

Victor H. Boyajian, Esq.

Ira L. Kotel, Esq.

Dentons US LLP

1221 Avenue of the Americas

New York, New York 10020-1089

Telephone: (212) 768-6700

Telecopy: (212) 768-6800

 

Kenneth J. Gordon, Esq.

Goodwin Procter LLP

Exchange Place

53 State Street

Boston, Massachusetts 02109

Telephone: (617) 570-1000

Telecopy: (617) 523-1231

Approximate date of commencement of proposed sale to the public: As soon as practicable after this Registration Statement becomes effective.

If any of the securities being registered on this Form are to be offered on a delayed or continuous basis pursuant to Rule 415 under the Securities Act of 1933, check the following box.   ¨

If this Form is filed to register additional securities for an offering pursuant to Rule 462(b) under the Securities Act of 1933, check the following box and list the Securities Act registration statement number of the earlier effective registration statement for the same offering.   ¨

If this Form is a post-effective amendment filed pursuant to Rule 462(c) under the Securities Act of 1933, check the following box and list the Securities Act registration statement number of the earlier effective registration statement for the same offering.   ¨

If this Form is a post-effective amendment filed pursuant to Rule 462(d) under the Securities Act of 1933, check the following box and list the Securities Act registration statement number of the earlier effective registration statement for the same offering.   ¨

Indicate by check mark whether the registrant is a large accelerated filer, an accelerated filer, a non-accelerated filer, or a smaller reporting company. See the definitions of “large accelerated filer,” “accelerated filer” and “smaller reporting company” in Rule 12b-2 of the Exchange Act. (Check one):

 

Large accelerated filer

  ¨    Accelerated filer   ¨

Non-accelerated filer

  x    Smaller reporting company   ¨

CALCULATION OF REGISTRATION FEE

 

 

Title of Each Class of Securities
to be Registered
  Amount to be
Registered(1)
  Proposed
Maximum Offering
Price Per Share
  Proposed
Maximum Aggregate
Offering Price(2)
 

Amount of

Registration Fee(3)

Common Stock, $0.001 par value

  7,500,300   $12.50   $93,753,750   $12,076

 

 

(1) Includes additional shares that the underwriters have the option to purchase from the selling stockholders.

 

(2) Estimated solely for the purpose of determining the amount of the registration fee pursuant to Rule 457(a) under the Securities Act of 1933.

 

(3) The Registrant previously paid $9,660 of the registration fee in connection with the initial filing of this registration statement.

The registrant hereby amends this Registration Statement on such date or dates as may be necessary to delay its effective date until the registrant shall file a further amendment which specifically states that this Registration Statement shall thereafter become effective in accordance with Section 8(a) of the Securities Act of 1933 or until the Registration Statement shall become effective on such date as the Commission, acting pursuant to said Section 8(a), may determine.

 

 

 


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The information in this prospectus is not complete and may be changed. We may not sell these securities until the registration statement filed with the Securities and Exchange Commission is effective. This prospectus is not an offer to sell these securities and it is not soliciting an offer to buy these securities in any state where the offer or sale is not permitted.

 

SUBJECT TO COMPLETION, DATED MARCH 5, 2014

PRELIMINARY PROSPECTUS

 

 

 

 

LOGO

6,522,000 Shares

Common Stock

            per share

 

 

We are offering 4,782,870 shares of our common stock and the selling stockholders are offering 1,739,130 shares of our common stock. This is our initial public offering and no public market currently exists for our shares. We have applied to list our shares of common stock on the New York Stock Exchange under the symbol “AMBR.” We anticipate that the initial public offering price will be between $10.50 and $12.50 per share.

We are an “emerging growth company” under applicable federal securities laws, and will be subject to reduced public company reporting requirements.

 

 

Investing in our common stock involves risks. See “ Risk Factors ” beginning on page 13.

 

 

 

     Per Share      Total  

Public offering price

   $                    $                

Underwriting discount (1)

   $         $     

Proceeds, before expenses, to us

   $         $     

Proceeds, before expenses, to selling stockholders

   $         $     

 

(1) See “Underwriting” beginning on page 123 for additional disclosure regarding underwriting commissions and expenses.

 

 

The underwriters hold an option to purchase up to 978,300 additional shares from the selling stockholders, at the public offering price, less the underwriting discount, for 30 days from the date of this prospectus. We will not receive any of the proceeds from the sale of shares by the selling stockholders. The underwriters expect to deliver the shares of common stock on or about                     , 2014.

 

 

Neither the Securities and Exchange Commission nor any state securities commission has approved or disapproved of these securities or passed upon the adequacy or accuracy of this prospectus. Any representation to the contrary is a criminal offense.

 

 

 

Stifel
Pacific Crest Securities
Canaccord Genuity   Needham & Company   Raymond James

The date of this prospectus is

 


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LOGO

Powering Global Trade


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LOGO

In 2013, Amber Road processed over 600 million transactions and supply chain messages on its cloud–based trading network and made over 13 million regulatory updates to its Global Knowledge® repository of trade regulations. SOURCE Amber Road DESTINATION Our GTM solutions automate import and export processes to enable goods to flow across international borders in the most efficient, compliant and profitable way. SOURCING OPTIMIZATION SUPPLIER MANAGEMENT TRANSPORTATION MANAGEMENT EXPORT MANAGEMENT SUPPLY CHAIN VISIBILITY IMPORT MANAGEMENT FREE TRADE AGREEMENTS


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LOGO


Table of Contents

TABLE OF CONTENTS

 

     Page  

Prospectus Summary

     1   

Risk Factors

     13   

Special Note Regarding Forward-Looking Statements

     31   

Use of Proceeds

     32   

Dividend Policy

     33   

Capitalization

     34   

Dilution

     36   

Selected Consolidated Financial Data

     38   

Management’s Discussion and Analysis of Financial Condition and Results of Operations

     40   

Business

     63   

Management

     88   

Executive Compensation

     96   

Certain Relationships and Related Party Transactions

     105   

Principal and Selling Stockholders

     108   

Description of Capital Stock

     112   

Shares Eligible for Future Sale

     117   

Material U.S. Federal Income and Estate Tax Consequences to Non-U.S. Holders

     119   

Underwriting

     123   

Legal Matters

     127   

Experts

     127   

Where You Can Find Additional Information

     127   

Index to Consolidated Financial Statements

     F-1   

 

 

Until                     , all dealers that affect transactions in these securities, whether or not participating in this offering, may be required to deliver a prospectus. This is in addition to the dealers’ obligation to deliver a prospectus when acting as underwriters and with respect to their unsold allotment or subscriptions.

 

 

You should rely only on information contained in this prospectus. Neither we nor the underwriters have authorized anyone to provide you with information different from that contained in this prospectus. We are not making an offer of these securities in any jurisdiction where the offer is not permitted. The information in this prospectus may only be accurate as of the date on the front of this prospectus regardless of the time of delivery of this prospectus or any sale of our common stock. Our business, prospects, financial condition and results of operations may have changed since that date.

For investors outside the United States: Neither we, nor the selling stockholders, nor the underwriters have done anything that would permit our initial public offering or possession or distribution of this prospectus in any jurisdiction where action for that purpose is required, other than in the United States. Persons outside the United States who come into possession of this prospectus must inform themselves about, and observe any restrictions relating to, the offering of the shares of our common stock and the distribution of this prospectus outside of the United States.


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PROSPECTUS SUMMARY

This summary highlights information contained elsewhere in this prospectus and does not contain all of the information that you should consider in making your investment decision. Before investing in our common stock, you should carefully read this entire prospectus, including our consolidated financial statements and the related notes thereto and the information set forth under the sections “Risk Factors” and “Management’s Discussion and Analysis of Financial Condition and Results of Operations,” in each case included in this prospectus. Unless the context otherwise requires, we use the terms “Amber Road,” “company,” “we,” “us” and “our” in this prospectus to refer to Amber Road, Inc. and its consolidated subsidiaries as a whole.

Overview

Our mission is to dramatically change the way companies conduct global trade. As a leading provider of cloud-based global trade management (GTM) solutions, we automate import and export processes to enable goods to flow across international borders in the most efficient, compliant and profitable way. Our solution combines enterprise-class software, trade content sourced from government agencies and transportation providers in 125 countries, and a global supply chain network connecting our customers with their trading partners, including suppliers, freight forwarders, customs brokers and transportation carriers. We deliver our GTM solution using a Software-as-a-Service (SaaS) model and leverage a highly flexible technology framework to quickly and efficiently meet our customers’ unique requirements around the world. In 2013, we processed over 600 million transactions and supply chain messages on our network.

Sustained increases in international trade volumes are driving demand for our solution. For example, the U.S. Department of Commerce reported that in 2012, U.S. companies imported approximately $2.3 trillion of goods and exported approximately $1.5 trillion of goods. The Congressional Research Service reports that in 2012, China overtook the United States as the world’s largest trading economy, with the value of Chinese merchandise imports reaching approximately $1.8 trillion and the value of Chinese merchandise exports reaching approximately $2.1 trillion. Many of our multi-national enterprise customers have a presence in China, and to increase our share of this growing market, in September 2013 we acquired EasyCargo, a Chinese SaaS global trade management solution provider focused on companies conducting global trade in China.

In addition to rising global trade volumes, importers and exporters must cope with growing supply chain complexity. A single shipment may involve more than a dozen parties, multiple languages, time zones, currencies, modes of transport and a large number of ever-changing laws and regulations. To address this complexity, many global trade participants require dedicated staff to interpret and comply with intricate, country-specific trade regulations, which are often published on paper in varying formats. For example, there are over 500 free and preferential trade agreements around the globe, each requiring importers to comply with myriad rules before they can take advantage of reduced duty rates to lower their product costs. Further, global trade participants must obey thousands of import and export regulations and screen their shipments against approximately 200 lists containing an aggregate of over 250,000 restricted parties. According to a 2013 SCM World survey that we commissioned, over half of the respondents indicated that complying with global trade regulations was one of their top challenges, yet less than 4% indicated that their import compliance was fully automated. Failure to manage the complexity of global trade results in poor supply chain performance, increased costs, and exposure to fines and penalties. Conversely, companies that excel in global trade management enjoy a distinct financial advantage in the marketplace.

Expanding global trade and mounting supply chain complexity have increased demand for GTM solutions. According to a 2013 ARC Advisory Group report that we commissioned, the addressable global market for GTM solutions for companies that import and export goods was approximately $6.1

 

 

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billion in 2012, with market penetration of 6%. As a market leader, we believe we are poised to capture an increasing percentage of the GTM market by maintaining a state of the art GTM solution and increasing our sales and marketing activities.

We deliver our solution in individual modules or as a suite, depending on our customers’ needs, utilizing a highly flexible technology framework. This cloud-based suite addresses the growing complexity of the global trade landscape by automating GTM functions to minimize import and export costs, optimize transportation, track shipments within a supply chain, and automate compliance with regulations and free trade agreements. Without this delivery in the cloud, it would be difficult to effectively enable collaboration among the large number of trading partners involved in a global supply chain.

Our solution integrates Global Knowledge, a vast library of regulations and other content that we transform into a proprietary knowledgebase that enables our customers to automate GTM functions across 125 countries. Global Knowledge includes import and export regulations, shipping documents, preferential duties and taxes, specifications for free trade agreements, transportation rates, sailing schedules, embargoed country and restricted party lists, and harmonized tariff codes that identify goods based on standardized classifications, all sourced directly from government agencies and transportation carriers. Finally, our GTM solution includes a global supply chain network of connections to our customers’ trading partners, allowing us to deploy our solution efficiently and economically.

Because global trade processes vary across industry verticals and countries, no single software or SaaS solution built with traditional technologies can serve the needs of every participant in a global supply chain. To address these variations, we built our GTM solution using a proprietary technology architecture that we refer to as our Enterprise Technology Framework. Our Enterprise Technology Framework separates customer-specific configurations in each deployment from our core application, permitting our customers to configure our GTM solution without one-off customizations. This in turn permits us to maintain a single version of our software across deployments, facilitating our development cycle and simplifying upgrades for our customers.

Our GTM solution drives value to our customers through faster and more predictable delivery times, less labor, reduced in-transit inventories, and reduced international trading costs such as brokerage fees, logistics fees, transportation costs and customs duties. Our customers have expressed satisfaction with the value they derive from our solution in our annual internal customer satisfaction surveys. In 2013, we sent these surveys to all of our customers and approximately one-third of them responded. For each of our fiscal years ended December 31, 2011, 2012 and 2013, our recurring revenue retention was 102%. We calculate our recurring revenue retention rate by comparing, for a given quarter, subscription revenue for all customers in the corresponding quarter of the prior year to the subscription revenue from those same customers in the given quarter. For the annual rate, we utilize the average of the four quarters for the stated year.

We sell our GTM solution to many of the largest enterprises in the world, including companies such as General Electric, Monsanto, Sherwin Williams, Tyco International, Walmart and Weatherford International. In 2011, 2012 and 2013, our solution served 351, 399 and 463 customers, respectively, representing diversified industry verticals including Chemical/Pharmaceutical, High Technology/Electronics, Industrial/Manufacturing, Logistics, Oil & Gas, and Retail/Apparel. Although our customers are headquartered primarily in the United States and Europe, we have deployed our solution to their users in more than 80 countries. We define customers to include only those customers from whom we generate revenue.

We have achieved consistent revenue growth while expanding our global presence. Our revenue has grown from $37.6 million in 2011, to $43.4 million in 2012 to $52.5 million in 2013. This represents annual growth of 15.4% and 21.0% for our two most recent fiscal years. Revenue increased from $11.3 million for the three months ended December 31, 2012 to $15.6 million for the three months ended

 

 

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December 31, 2013, representing 38.1% annual growth. EasyCargo accounted for approximately 3% of our revenues in the fourth quarter of 2013. We had net losses of $4.6 million, $2.1 million, and $14.4 million for the years ended December 31, 2011, 2012, and 2013, respectively, and net losses of $0.5 million and $0.5 million for the three months ended December 31, 2012 and 2013, respectively.

Our Industry

Most global trade functions historically have been handled manually by outsourced service providers and internal specialists. Early global trade automation software focused narrowly on discrete problems such as restricted party screening and shipment tracking. These software programs were not integrated with each other or existing enterprise software and were weak in functionality. At the same time, demand for global trade automation has increased rapidly over the past 10 years, fueled by a combination of macro and microeconomic trends. We believe these trends will continue to support the rapid increase of global trade and demand for GTM solutions.

According to the SCM World survey, over 75% of respondents agreed that delayed shipments and other customs problems materially impacted customer service, and nearly 90% agreed that unpredictable lead times on international shipments materially impacted customer service. Further, over 50% of the respondents agreed that their inability to take advantage of preferential duty programs or free trade agreements was costing them a material amount today and that these costs were likely to increase going forward.

Our Solution

We deliver a broad GTM solution that encompasses enterprise-class software, trade content, a global supply chain network, and highly flexible technology architecture. By automating more GTM processes, we enable our customers to enjoy significantly lower supply chain costs compared to legacy systems. The critical components of our solution include:

Enterprise-Class Software . Our solution consists of integrated software modules that automate most GTM functions. Customers can subscribe for modules individually or as a suite, depending on their needs. Each module contains a rich, configurable feature set, intuitive user interface, workflow engines to process business rules that permit management by exception, and application programming interfaces to connect each module to other enterprise systems. Our solution is based on our proprietary Enterprise Technology Framework and is engineered to be stable and deliver high performance to automate the world’s largest businesses.

Trade Content . In addition to powerful software, automating global trade to its full potential requires trade content. Trade content is information that we source from government agencies and transportation carriers, which, when used with our software, enables trade automation. Trade content includes harmonized tariff codes, restricted party lists, export regulations, import regulations, shipping documents, preferential duties and taxes, specifications for free trade agreements, transportation rates, and sailing schedules.

Supply Chain Network . To automate global trade, we connect our customers to their extended supply chain partners, including suppliers, freight forwarders, transportation carriers, and customs brokers. Each of these parties requires access to trade content, messages, alerts, and information services at critical points along the supply chain. This coordination enables us to automate more GTM processes than would otherwise be possible.

Flexible Technology . GTM processes vary across industry verticals and countries, and one solution cannot fit every customer and its trading partners. Therefore, we simplify GTM automation by utilizing our Enterprise Technology Framework, a highly flexible technology framework. The most important capability of Enterprise Technology Framework to our customers, and the most difficult technical problem it solves, is permitting our professional services organization to configure our solution during implementation in a manner that separates customer-specific configurations from our core application,

 

 

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allowing our customers to upgrade to new versions of our solution while retaining their configurations and avoiding the need for re-implementation. The power of our Enterprise Technology Framework is in allowing our solution to adapt to large and small businesses in all industry verticals globally. We maintain this flexibility even as we integrate our solution with our customers’ enterprise resource planning systems, and because global trade requirements change frequently, our configuration-without-customization approach permits our solution to adapt to these changes at a low cost.

SaaS Delivery . We are a SaaS company and deliver our solution primarily over the Internet using an on-demand, cloud-based, delivery model. Approximately 91% of our customers have selected this approach as their sole delivery model for our solution. Our customers also have the option to deploy certain solution modules in their own IT environments. Regardless of the delivery model, we sell our solution through subscription agreements that entitle our customers to access our solution and receive support. Because our Global Knowledge trade content is delivered and managed in the same manner regardless of delivery model, and because we configure our solution according to customer needs without modifying our core software, our customers receive the latest trade content and new versions of our solution under both delivery models.

Benefits of Our Solution

We change the way our customers conduct global trade. Many of our customers, including some of the world’s largest enterprises, automated their global trade processes for the first time with our solution. We deliver a broad GTM solution that eliminates manual processes, reduces transportation costs, optimizes logistics, leverages trade agreements, provides shipment tracking, and ensures compliance with import and export regulations. In 2013, we processed over 600 million transactions and supply chain messages on our network.

Process Automation . Our solution eliminates paper in favor of organized electronic data, messages and alerts and replaces tedious manual processes, such as researching trade regulations, classifying goods against harmonized tariff codes, calculating duties and taxes, phoning transport carriers to solicit transportation quotes or shipping schedules, and chasing down shipment status from myriad carrier websites, with an integrated solution suite. By integrating with global trading partners, our GTM solution aims to achieve straight-through-processing, so that goods and their related shipping documents move from source to destination with little or no management intervention.

Cost and Route Optimization . Our trade content includes information relating to preferential duties and taxes, specifications for free trade agreements, transportation rates, and sailing schedules. Our solution combines this information with carrier shipping contracts to enable customers to compare rates, routes and other charges based on constantly changing data in near real-time. With an enhanced view of landed cost, supply chain executives can select and optimize the routes over which goods flow through their global networks to achieve sustainable delivery performance improvements and cost savings. Cost and route optimization enables our customers to achieve performance improvements that include faster delivery times, improved responsiveness to their customers’ needs and cost savings such as reduced transportation costs. Nearly half of the respondents in the SCM World survey indicated that an inability to control global transportation costs was one of their top concerns as a global business.

Supply Chain Visibility . Our supply chain visibility solution connects our customers with their overseas suppliers, logistics providers, brokers and carriers to track and monitor goods in near real time as they move through the global supply chain. Our solution achieves this by tracking in-transit shipments using reference points such as booking number, container number and bill-of-lading number, and alerts customers to issues that affect supply chain performance. Supply chain visibility empowers our customers to manage by exception, allowing them to rely on our solution to monitor the status of goods in transit and to alert them when problems arise. More than half of the respondents in the SCM World survey indicated that a lack of visibility of shipments moving through the global supply chain was one of their top concerns as a global business.

 

 

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Enhanced Compliance . Our solution assists customers in managing significant areas of legal and regulatory compliance for global trade, including line-by-line review of sales orders for licensing requirements, and screening for embargoed countries and restricted parties. The benefits of enhanced compliance include avoiding costly fines and possible criminal liability.

We believe that the cost savings realizable from the foregoing benefits, including reduced landed costs, administrative expenses and avoidance of fines and penalties, can result in significant returns on investment for our customers.

Our Growth Strategy

We intend to expand our role as a provider of a market-leading GTM solution by bringing our existing solution to new customers and new markets, and by expanding our solution to offer the most comprehensive and innovative features in the GTM marketplace. Key elements of our growth strategy include our plans to:

Invest in Sales . As a complement to our investment in infrastructure, in 2012 we began to invest more heavily in our sales force, which has led to an acceleration of our business. We expect to continue to ramp our investment in sales by hiring new sales directors and supporting personnel, particularly for territories outside of the United States, including China. We will focus our expanded sales efforts on acquiring new customers and, to a lesser extent, selling more modules to our existing customers.

Invest in Marketing . In 2012, we also began to invest more heavily in marketing. We plan to continue this expansion by maintaining our marketing focus on lead generation, in particular by running more marketing programs to jump-start new territories. We also expect to devote additional resources to solidifying our brand as a leading GTM solution provider.

Further International Expansion . Currently, we sell our solution predominantly in the United States, regions of Europe and China, where we target our marketing efforts and maintain dedicated inside and outside sales persons. Because our solution has a global appeal, we believe that there are significant opportunities in the rest of the world, particularly in Brazil, Russia and India. Our past efforts have resulted in implementations with multi-national corporations headquartered primarily in the United States and Europe who have users in more than 80 countries, giving us a foothold in many countries where we currently have no sales offices. We intend to invest in new sales and support offices in these regions which will build on our pre-existing user base.

Expand our Solution . We have a history of bringing an innovative solution to market as demonstrated by our robust Global Knowledge library and flexible, proprietary Enterprise Technology Framework. Currently, we have dedicated more than 54% of our employees to solution development, and we will continue to leverage our solution team to expand the depth and breadth of our solution in response to customer requests and the evolving nature of global trade. For example, we may expand our solution to automate working with free trade zones, which are areas where goods may be imported, transformed, and then exported without the need to pay customs duties. We also intend to maintain our market leadership in trade content.

Execute Strategic Acquisitions . Strategic acquisitions represent an opportunity for us to augment our solution capabilities and sales team. The GTM solutions market is fragmented, and we believe some participants may have best-of-breed solutions to specific problems, particularly those created by the unique trading requirements of foreign countries. We may acquire those participants to expand our solution. Further, developing an effective sales force in foreign markets requires a nuanced understanding of local business customs. We may, for example, choose to acquire local GTM software companies in order to obtain sales teams with a track record of success in their markets. We currently have no agreements or understandings to acquire any such companies, however, in September 2013, we acquired EasyCargo, a Chinese SaaS global trade management solution provider focused on trade management in China.

 

 

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Recent Developments

In September 2013, we acquired EasyCargo (Shanghai) Co., Ltd. (EasyCargo), a SaaS company focused on a subset of global trade management called China trade management, or CTM. EasyCargo’s CTM solution automates compliance with Processing Trade, a Chinese regulatory regime that exempts materials and components imported for manufacturing or further processing from import duties ranging from zero to more than 150% and value-added taxes of 17% on most goods in 2012. Because of these savings opportunities for multi-national companies, Processing Trade is a growing strategy that now accounts for more than 30% of all China trade. As of September 1, 2013 EasyCargo employed approximately 40 professionals supporting more than 35 customers, half of which were multi-national companies and half of which were Chinese domestic companies. We believe this acquisition will provide us with the opportunity to increase our business with multi-national enterprise companies that are expanding their manufacturing operations in China, as well as with mid-market Chinese companies.

We acquired EasyCargo for a payment of $2.0 million in cash and 296,547 shares of our common stock. We will make additional payments of up to $2.5 million in cash or shares of our common stock (at our option) by March 15, 2016 if CTM revenues grow at a compound annual rate of more than 40% from 2013 through 2015.

Risks Associated with Our Business and Ownership of Our Stock

Our business is subject to numerous risks which may prevent us from successfully implementing our business strategy. These risks, as well as other risks relating to ownership of our stock, are more fully described under “Risk Factors” beginning on page 13 and include, but are not limited to, the following:

 

    If we are unable to attract new customers or our existing customers do not renew their subscriptions, the growth of our business and cash flows will be adversely affected.

 

    The market for cloud-based GTM solutions is at an early stage of development. If this market does not develop or develops more slowly than we expect, our revenue may decline or fail to grow and we may incur additional operating losses.

 

    The information we source from third parties for inclusion in our Global Knowledge library may not be accurate and complete, our trade experts may make errors in interpreting legal and other requirements when processing this information, and our trade content may not be updated on a timely basis, which can expose our customers to fines and other substantial claims and penalties.

 

    Our sales cycle can be long and unpredictable and requires considerable time and expense, which may cause our operating results to fluctuate.

 

    The complexity of our sales and implementation cycles exposes us to operational risks that we must manage carefully.

 

    We face intense competition, and our failure to compete successfully would make it difficult for us to add and retain customers and would impede the growth of our business.

 

    We may expand by acquiring or investing in other companies, which may divert our management’s attention, result in additional dilution to our stockholders and consume resources that are necessary to sustain our business.

 

    Our success depends in part on our ability to develop and market new and enhanced solution modules, and we may not be able to do so, or do so quickly enough to respond to changes in demand. Even if we anticipate changes in demand, it may be difficult for us to transition existing customers to new versions of our solution.

 

 

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    Our cost structure is relatively fixed in the short term, which makes it difficult to reduce our expenses quickly in response to declines in revenue or revenue growth.

 

    Our solution is complex and customers may experience difficulty in implementing, upgrading or otherwise achieving the benefits attributable to it.

Our Corporate Information

We are a Delaware corporation. Our corporate headquarters are located at One Meadowlands Plaza, East Rutherford, NJ 07073 and our telephone number is (201) 935-8588. We maintain a website at www.amberroad.com. Information contained on or linked to our website is not a part of this prospectus.

Amber Road, the Amber Road logo, Global Knowledge, Enterprise Technology Framework and other trademarks of Amber Road appearing in this prospectus are the property of Amber Road. All other trademarks, service marks and trade names in this prospectus are the property of their respective owners. We have omitted the ® and ™ designations, as applicable, for the trademarks used in this prospectus.

We are an emerging growth company as defined in the Jumpstart Our Business Startups Act of 2012 (JOBS Act). We will remain an emerging growth company until the earliest to occur of: the last day of the fiscal year in which we have more than $1.0 billion in annual revenue; the date we qualify as a “large accelerated filer”, with at least $700 million of equity securities held by non-affiliates; the issuance, in any three-year period, by us of more than $1.0 billion in non-convertible debt securities; and the last day of the fiscal year ending after the fifth anniversary of our initial public offering.

 

 

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THE OFFERING

 

Common stock offered by us

4,782,870 Shares

 

Common stock offered by selling stockholders

1,739,130 Shares

 

Common stock to be outstanding after this offering

24,894,355 Shares

 

Underwriters’ option

978,300 Shares

 

Use of proceeds

We expect the net proceeds of this offering, after expenses, will be approximately $47.5 million, based on an assumed initial offering price of $11.50 per share, the midpoint of the estimated price range on the cover of this prospectus. We intend to use the net proceeds of the offering for general corporate and working capital purposes and potential acquisitions.

 

  A $1.00 increase (decrease) in the assumed offering price of $11.50 per share would increase (decrease) the net proceeds to us from this offering by $4.4 million, assuming the number of shares offered by us, as set forth on the cover page of this prospectus, remains the same and after deducting the estimated underwriting discounts and commissions and estimated offering expenses payable by us.

 

Proposed New York Stock Exchange symbol

AMBR

The number of shares of common stock to be outstanding after the offering is based on 20,111,485 shares outstanding as of February 1, 2014 and includes 13,993,566 shares that we will issue upon conversion to common stock of our outstanding preferred stock as of the time immediately prior to the closing of this offering, 197,914 shares of common stock that are subject to a put right expiring upon completion of this offering prior to September 3, 2014, and includes 914,094 shares that we will issue in satisfaction of accrued but unpaid dividends to our preferred stockholders based upon the assumed offering price of $11.50 per share, which is the midpoint of the estimated offering price range set forth on the cover of this prospectus.

The number of shares of common stock to be outstanding after the offering excludes:

 

    2,890,363 shares issuable upon exercise of stock options, which have a weighted average exercise price of $3.11 per share;

 

    4,315,033 shares reserved for future issuance under our stock-based compensation plans;

 

    245,946 shares issuable upon exercise of warrants, which have an exercise price of $3.29 per share;

 

    98,633 contingent shares issuable in connection with our acquisition of EasyCargo;

 

    shares issuable in satisfaction of an earnout of up to $2.5 million under our EasyCargo purchase agreement payable in 2016, which is payable at our election in cash or in shares at the then-current fair market value of our common stock; and

 

    978,300 additional shares of common stock that the underwriters have the option to purchase.

Unless otherwise noted, the information in this prospectus reflects and assumes the following:

 

    a 1-for-1.497 reverse stock split effected on March 4, 2014;

 

 

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    the conversion of all outstanding shares of our convertible preferred stock into an aggregate of 13,993,566 shares of common stock as of the time immediately prior to the closing of this offering;

 

    the issuance of 914,094 shares of common stock in satisfaction of $10,512,222 of accrued but unpaid dividends to our preferred stockholders based upon the assumed offering price of $11.50 per share;

 

    the expiration of the put right on our puttable common stock;

 

    the filing of our amended and restated certificate of incorporation in connection with the completion of this offering, which, unless otherwise indicated, we refer to as our certificate of incorporation;

 

    no exercise of outstanding options or warrants; and

 

    no exercise by the underwriters of their option to purchase up to an additional 978,300 shares of common stock in this offering from the selling stockholders.

 

 

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Summary Consolidated Financial Data

The following summary consolidated financial data should be read together with our consolidated financial statements and related notes and the section titled “Management’s Discussion and Analysis of Financial Condition and Results of Operations” contained elsewhere in this prospectus. We have derived the following consolidated statements of operations data for the years ended December 31, 2011, 2012 and 2013 and consolidated balance sheet data as of December 31, 2013 from our audited consolidated financial statements contained elsewhere in this prospectus. Our historical results are not necessarily indicative of our future results.

 

    Year Ended December 31,  
    2011     2012     2013  
    (in thousands, except per share
amounts)
 

Consolidated Statements of Operations Data:

     

Revenue

     

Subscription

  $ 28,825      $ 32,400      $ 38,867   

Professional services

    8,747        10,968        13,660   
 

 

 

   

 

 

   

 

 

 

Total revenue

    37,572        43,368        52,527   
 

 

 

   

 

 

   

 

 

 

Cost of revenue

     

Cost of subscription revenue (1)

    10,145        10,732        12,748   

Cost of professional services revenue (1)

    6,969        8,680        9,498   
 

 

 

   

 

 

   

 

 

 

Total cost of revenue

    17,114        19,412        22,246   
 

 

 

   

 

 

   

 

 

 

Gross profit

    20,458        23,956        30,281   
 

 

 

   

 

 

   

 

 

 

Operating expenses

     

Sales and marketing (1)

    11,277        12,807        16,246   

Research and development (1)

    5,946        5,775        7,936   

General and administrative (1)

    6,476        6,275        10,469   

Restricted stock expense

    683        878        9,328   
 

 

 

   

 

 

   

 

 

 

Total operating expenses

    24,382        25,735        43,979   
 

 

 

   

 

 

   

 

 

 

Loss from operations

    (3,924     (1,779     (13,698

Interest and other expense

    (131     (7     (150
 

 

 

   

 

 

   

 

 

 

Loss before income taxes

    (4,055     (1,786     (13,848

Income tax expense

    592        311        550   
 

 

 

   

 

 

   

 

 

 

Net loss

    (4,647     (2,097     (14,398

Preferred stock accretion

    (3,359     (4,036     (4,850

Preferred stock dividends

    (675     (536     —     
 

 

 

   

 

 

   

 

 

 

Net loss attributable to common stockholders

  $ (8,681   $ (6,669   $ (19,248
 

 

 

   

 

 

   

 

 

 

Net loss per common share, basic and diluted (2)

  $ (2.41   $ (1.82   $ (5.11
 

 

 

   

 

 

   

 

 

 

Weighted average common shares outstanding, basic and diluted (2)

    3,596,911        3,673,181        3,763,562   
 

 

 

   

 

 

   

 

 

 

Pro forma net loss per common share, basic and diluted (2)

      $ (1.01
     

 

 

 

Pro forma weighted-average common shares outstanding, basic and diluted (2)

        19,043,391   
     

 

 

 

Key Metrics and Other Financial Data (unaudited):

     

Recurring revenue retention (3)

    102     102     102

Adjusted EBITDA (4)

  $ (1,231   $ 1,917      $ 1,669   

 

 

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(1) Includes stock-based compensation allocated as follows:

 

     Year Ended December 31,  
         2011              2012              2013      
     (in thousands)  

Cost of subscription revenue

   $ 21       $ 43       $ 80   

Cost of professional services revenue

     0         1         40   

Sales and marketing

     52         46         77   

Research and development

     25         29         63   

General and administrative

     72         100         262   
  

 

 

    

 

 

    

 

 

 

Total stock-based compensation expense

   $ 170       $ 219       $ 522   
  

 

 

    

 

 

    

 

 

 

 

(2) See Note 11 of the consolidated financial statements included elsewhere in this prospectus for an explanation of the calculations of basic and diluted net loss per share attributable to common stockholders and pro forma basic and diluted net loss per share attributable to common stockholders.
(3) We calculate our recurring revenue retention rate by comparing, for a given quarter, subscription revenue for all customers in the corresponding quarter of the prior year to the subscription revenue from those same customers in the given quarter.
(4) EBITDA consists of net loss plus depreciation and amortization, interest expense (income) and income tax expense. Adjusted EBITDA consists of EBITDA plus our non-cash, stock-based compensation expenses, as well as the change in fair value of our contingent consideration and warrant liabilities. We have included adjusted EBITDA in this prospectus because it assists us in comparing performance on a consistent basis across reporting periods, as it removes from our operating results the impact of our capital structure. We believe adjusted EBITDA is useful to an investor in evaluating our operating performance because it is widely used to measure a company’s operating performance without regard to items such as depreciation and amortization, which can vary depending upon accounting methods and the book value of assets, and to present a meaningful measure of performance exclusive of our capital structure and the method by which assets were acquired.

 

    As of December 31, 2013  
    Actual     Pro Forma (1)     Pro Forma as
Adjusted (2)
 
    (in thousands)  

Consolidated Balance Sheet Data:

     

Cash and cash equivalents

  $ 5,148      $ 5,148      $ 52,607   

Working capital, excluding current deferred revenue

    10,276        10,276        57,735   

Total assets

    70,097        70,097        117,556   

Deferred revenue, current and long term

    30,757        30,757        30,757   

Redeemable convertible preferred stock and puttable common stock

    76,921        —          —     

Total stockholders’ (deficit) equity

    (63,281     13,640        61,099   

 

(1) On a pro forma basis, to give effect to (a) the conversion of all of our convertible preferred shares into shares of our common stock, which will occur immediately prior to the closing of this offering, (b) the issuance of 914,094 shares at the assumed offering price of $11.50 per share, which is the midpoint of the estimated offering price range set forth on the cover of the prospectus, in satisfaction of $10,512,222 of accrued but unpaid dividends to our preferred stockholders and (c) the expiration of the put right on our puttable common stock.
(2) On a pro forma as adjusted basis to reflect the pro forma adjustments described above and our receipt of the net proceeds from our sale of 4,782,870 shares of common stock in this offering at the assumed offering price of $11.50 per share, after deducting (i) estimated underwriting discounts and commissions, (ii) estimated offering expenses payable by us.

 

 

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ADJUSTED EBITDA

To provide investors with additional information regarding our financial results, we have provided within this prospectus adjusted EBITDA, a financial measure that is not calculated in accordance with generally accepted accounting principles, or GAAP. We have provided below a reconciliation of adjusted EBITDA to net loss, the most directly comparable GAAP financial measure. EBITDA consists of net loss plus depreciation and amortization, interest expense (income) and income tax expense. Adjusted EBITDA consists of EBITDA plus our non-cash, stock-based compensation expenses, as well as the change in fair value of our contingent consideration and warrant liabilities.

We have included adjusted EBITDA in this prospectus because it assists us in comparing our performance on a consistent basis across reporting periods, as it removes from our operating results the impact of our capital structure. We believe adjusted EBITDA is useful to an investor in evaluating our operating performance because it is often used by the financial community to measure a company’s operating performance without regard to items such as depreciation and amortization, which can vary depending upon accounting methods and the book value of assets, and to present a meaningful measure of performance exclusive of our capital structure and the method by which assets were acquired.

Our use of adjusted EBITDA has limitations as an analytical tool, and you should not consider it in isolation or as a substitute for analysis of our results as reported under GAAP. Some of these limitations are:

    although depreciation and amortization are non-cash charges, the assets being depreciated and amortized may have to be replaced in the future, and adjusted EBITDA does not reflect cash capital expenditure requirements for such replacements or for new capital expenditure requirements;

 

    adjusted EBITDA does not reflect changes in, or cash requirements for, our working capital needs;

 

    adjusted EBITDA does not reflect the potentially dilutive impact of equity-based compensation;

 

    adjusted EBITDA does not reflect interest or tax payments that may represent a reduction in cash available to us; and

 

    other companies, including companies in our industry, may calculate adjusted EBITDA differently, which reduces its usefulness as a comparative measure.

Because of these and other limitations, you should consider adjusted EBITDA together with other GAAP-based financial performance measures, including various cash flow metrics, net loss and our other GAAP results. The following table presents a reconciliation of net loss to adjusted EBITDA for each of the periods indicated:

 

     Year Ended December 31,  
     2011     2012     2013  
     (in thousands)  

Net loss

   $ (4,647   $ (2,097   $ (14,398

Depreciation and amortization

     1,843        2,567        3,792   

Interest expense

     159        37        169   

Interest income

     (29     (31     (18

Income tax expense

     592        311        550   
  

 

 

   

 

 

   

 

 

 

EBITDA

     (2,082     787        (9,905

Stock-based compensation

     170        219        522   

Restricted stock expense

     683        878        9,328   

Puttable stock compensation

     —          —          18   

Increase in fair value of contingent consideration liability

     —          —          106   

Warrant expense

     (2     33        1,600   
  

 

 

   

 

 

   

 

 

 

Adjusted EBITDA

   $ (1,231   $ 1,917      $ 1,669   
  

 

 

   

 

 

   

 

 

 

 

 

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RISK FACTORS

Risks Related to Our Business and Solution

If we are unable to attract new customers or our existing customers do not renew their subscriptions, the growth of our business and cash flows will be adversely affected.

To increase our revenue and cash flows, we must regularly add new customers. If we are unable to hire or retain effective sales personnel, generate sufficient sales leads through our marketing programs, or if our existing or new customers do not perceive our solution to be of sufficiently high value and quality, we may not be able to increase sales and our operating results would be adversely affected. In addition, our existing customers have no obligation to renew their subscriptions, and renewal rates may decline or fluctuate due to a number of factors, including customers’ satisfaction with our solution, our professional services, our customer support, our prices and the prices of competing solutions, as well as mergers and acquisitions affecting our customer base, global economic conditions and customers’ spending budgets. The average term of our current customers’ initial agreement with us is approximately 4.0 and 3.5 years for our enterprise and mid-market customers, respectively, and the average remaining contract term for our enterprise and mid-market customers is approximately 2.1 and 1.9 years, respectively. If we fail to sell our solution and services to new customers or if our existing customers do not renew their subscriptions, our operating results will suffer, and our revenue growth, cash flows and profitability may be materially and adversely affected.

The market for cloud-based GTM solutions is at an early stage of development. If this market does not develop or develops more slowly than we expect, our revenue may decline or fail to grow and we may incur additional operating losses.

We derive, and expect to continue to derive, substantially all of our revenue from providing a cloud-based GTM solution and related services. The market for cloud-based GTM solutions is in an early stage of development, and it is uncertain whether these solutions will achieve and sustain high levels of demand and market acceptance. Our success will depend on the willingness of companies to accept our cloud-based GTM solution as an alternative to manual processes, traditional enterprise resource planning software and internally-developed GTM solutions. Some customers may be reluctant or unwilling to use our cloud-based GTM solution for a number of reasons, including existing investments in GTM technology.

Traditional approaches to GTM automation have required, among other things, purchasing hardware and licensing software. Because these traditional approaches often require significant initial investments to purchase the necessary technology and to establish systems that comply with customers’ unique requirements, companies may be unwilling to abandon their current solutions for our cloud-based GTM solution. Other factors that may limit market acceptance of our solution include:

 

    our ability to maintain high levels of customer satisfaction;

 

    our ability to maintain continuity of service for all users of our solution;

 

    the price, performance and availability of competing solutions; and

 

    our ability to address companies’ confidentiality concerns about information stored outside of their premises.

If companies do not perceive the benefits of our cloud-based GTM solution, or if companies are unwilling to accept our solution as an alternative to traditional approaches, the market for our solution might not continue to develop or might develop more slowly than we expect, either of which would significantly adversely affect our revenues and growth prospects.

The information we source from third parties for inclusion in our Global Knowledge library may not be accurate and complete, our trade experts may make errors in interpreting legal and other requirements when processing this information, and our trade content may not be updated on a timely basis, which can expose our customers to fines and other substantial claims and penalties.

Our customers often use our solution as a system of record and many of our customers are subject to regulation of their products, services and activities. Our Global Knowledge library includes trade content

 

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sourced from government agencies and transportation carriers in numerous countries. It is often sourced from text documents and includes import and export regulations, shipping documents, preferential duties and taxes, specifications for free trade agreements, transportation rates, sailing schedules, embargoed country and restricted party lists, and harmonized tariff codes. The information in these text documents may not be accurate and complete. Our team of trade experts transforms these documents into a normalized and propriety knowledgebase, interpretable by software, and in so doing has to interpret the legal and other requirements contained in the source documents. We can provide no assurances that our trade experts do not make errors in the interpretation of these requirements. Furthermore, rules and regulations and other trade content used in our solution change constantly, and we must continuously update our Global Knowledge library. Maintaining a complete and accurate library is time-consuming and costly and we can provide no assurances that our specialists will always make appropriate updates to the library on a timely basis. Errors or defects in updating the trade content we provide to our customers and any defects or errors in, or failure of, our software, hardware, or systems, can result in an inability to process transactions or lead to violations that could expose our customers to fines and other substantial claims and penalties and involve criminal activity. In addition, these errors and delays may damage our reputation with both existing and new customers and result in lost customers and decreased revenue, which could materially and adversely affect our business, revenue and results of operations.

Any of these problems may enable our customers to terminate our agreements or we may be required to issue credits or refunds, and may be subject to product liability, breach of warranty or other contractual claims. We also may be required to indemnify our customers or third parties as a result of any of these problems. Any provisions in our customer agreements intended to limit liability may not be sufficient to protect us against any such claims. Insurance may not be available on acceptable terms, or at all. In addition, any insurance we do have may not cover claims related to specific defects, errors, failures or delays, may not cover indirect or consequential damages, and otherwise may be inadequate, and defending a suit, regardless of its merit, could be costly and divert management’s attention. In general, losses from customers terminating their agreements with us and our cost of defending claims resulting from defects, errors, failures or delays might be substantial, and could have a material adverse effect on our business, financial position, results of operations and cash flows.

Our sales cycle can be long and unpredictable and requires considerable time and expense, which may cause our operating results to fluctuate.

The sales cycle for our solution, from initial contact with a potential lead to contract execution and implementation, varies widely by customer, and can be lengthy. Some of our customers undertake a significant evaluation process that frequently involves not only our solution, but also solutions of our competitors, which may result in extended sales cycles. Our sales efforts involve educating our customers about the use, technical capabilities and benefits of our solution. We have no assurance that the substantial time and money spent on our sales efforts will produce any sales. Furthermore, our sales and marketing efforts in a given period may only result in sales in subsequent periods, or not at all. If we do not realize sales from a customer in the time period expected or at all, our business, operating results and financial condition could be adversely affected.

The complexity of our sales and implementation cycles exposes us to operational risks that we must manage carefully.

The complexity of our sales and implementation cycles makes predicting the time to close a sale and implement our solution difficult, thereby exposing us to operational risks. The length of these cycles depends on our customers’ motivation and the resources they devote to the process. If our sales or implementation cycles are longer than we anticipate, we may face staffing shortages or cost overruns.

If our customers are not satisfied with our solution implementation, we could incur additional costs to address these issues, reducing our professional services revenue and the opportunity to sell additional solution modules to these customers. In addition, any negative publicity related to our customer relationships, regardless of its accuracy, may damage our business by affecting our ability to compete for new business with current and prospective customers.

 

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We face intense competition, and our failure to compete successfully would make it difficult for us to add and retain customers and would impede the growth of our business.

The GTM solutions market is fragmented, competitive and rapidly evolving. We compete with GTM vendors, traditional enterprise resource planning vendors such SAP and Oracle, and other service providers, as well as with solutions developed internally by enterprises seeking to manage their global trade. Some of our actual and potential competitors may enjoy competitive advantages over us, such as greater name recognition, more varied offerings and larger marketing budgets, as well as greater financial, technical and other resources. Furthermore, some competitors may have best-of-breed solutions to problems created by the unique trading requirements of particular countries. As a result, our competitors may be able to respond more quickly than we can to new or changing opportunities, technologies, standards or customer requirements or devote greater resources to the promotion and sale of their products and services than we can.

The intensity of competition in the GTM market has resulted in pricing pressure as the market has developed and our competitors very frequently offer substantial price discounts for their products. We expect the intensity of competition to increase in the future as existing competitors develop their capabilities and as new companies, which could include one or more large software or trade content providers, enter our market. Increased competition could result in additional pricing pressure, reduced sales, shorter term lengths for customer contracts, lower margins or the failure of our solution to achieve or maintain broad market acceptance. If we are unable to compete effectively, it will be difficult for us to maintain our pricing rates and add and retain customers, and our business, financial condition and results of operations will be harmed.

We may expand by acquiring or investing in other companies, which may divert our management’s attention, result in additional dilution to our stockholders and consume resources that are necessary to sustain our business.

Although we have no current agreements or commitments for any acquisitions, our business strategy includes acquiring complementary services, technologies or businesses to augment our solution capabilities and sales platform, particularly in foreign markets. We also may enter into relationships with, or invest in, other businesses to expand our service offerings or our ability to provide service in foreign jurisdictions. Negotiating these transactions can be time-consuming, difficult and expensive, and our ability to close these transactions may often be subject to approvals that are beyond our control. Consequently, these transactions, even if undertaken and announced, may not close.

An acquisition, investment or business relationship may result in unforeseen operating difficulties and expenditures. In particular, we may encounter difficulties assimilating or integrating the businesses, technologies, solutions, personnel or operations of the acquired companies, particularly if the key personnel of the acquired company choose not to work for us, the company’s technology is not easily adapted to work with ours or we have difficulty retaining the customers of any acquired business due to changes in management or otherwise. Acquisitions may also disrupt our business, divert our resources and require significant management attention that would otherwise be available for development of our business. Moreover, the anticipated benefits of any acquisition, investment or business relationship may not be realized or we may be exposed to unknown liabilities. Our acquisitions may not be successfully integrated or any such acquisitions may not otherwise be successful. If our acquisitions are unsuccessful for any reason, our business may be harmed and the value of your investment may decline.

Our success depends in part on our ability to develop and market new and enhanced solution modules, and we may not be able to do so, or do so quickly enough to respond to changes in demand. Even if we anticipate changes in demand, it may be difficult for us to transition existing customers to new versions of our solution.

Our success depends in part on our ability to develop and market new and enhanced solution modules, and to do so on a timely basis. Successful module development and marketing depends on numerous factors, including anticipating customer requirements, changes in technology requirements, our ability to differentiate our solution from those of our competitors, and market acceptance of our solutions. Enterprises are requiring their software application vendors to provide ever increasing levels of functionality and broader offerings. Moreover, our

 

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industry is characterized by rapid evolution, and shifts in technology and customer needs. We may not be able to develop and market new or enhanced modules in a timely or cost-effective manner or at all. Our solution also may not achieve market acceptance or correctly anticipate technological changes or the changing needs of our customers or potential customers.

In addition, even if we correctly anticipate changes in technology or demand, it might be difficult for us to transition existing customers to new versions of our solution. Such transitions or upgrades may require considerable professional services effort and expense and customers may choose to discontinue using our solution rather than proceed with a lengthy and expensive upgrade. If customers fail to accept new versions of our solution, if our newest solution contains errors, or if we expend too many resources supporting multiple versions of our solution, we may suffer a material adverse effect on our business, financial position, results of operations and cash flows.

Our cost structure is relatively fixed in the short term, which makes it difficult to reduce our expenses quickly in response to declines in revenue or revenue growth.

Most of our expenses, such as those associated with headcount and facilities, as well as those involved with maintaining our extensive Global Knowledge database, are relatively fixed and can be difficult to reduce in the short term. Our expense levels are based in part on our expectations regarding future revenue levels. As a result, if revenue for a particular quarter is below our expectations, our expenses for that quarter may constitute a larger percentage of our operating budget than we planned, causing a disproportionately negative effect on our expected results of operations and profitability for that quarter.

Our solution is complex and customers may experience difficulty in implementing, upgrading or otherwise achieving the benefits attributable to it.

Due to the scope and complexity of the solution that we provide, our implementation cycle can be lengthy and unpredictable. Our solution requires configuration and must integrate with many existing computer systems and applications of our customers and their trading partners. This can be time-consuming and expensive for our customers and can result in delays in the implementation of our solution. As a result, some customers have had, and may in the future have, difficulty implementing our solution successfully or otherwise achieving the expected benefits of our solution. Delayed or ineffective implementation or upgrades of our solution may limit our future sales opportunities, negatively affect revenue, result in customer dissatisfaction and harm our reputation.

We have different revenue recognition policies for professional services depending on our solution deployment model, and, as a result, our revenue, gross profit and operating results may fluctuate substantially from quarter to quarter and be adversely affected depending on the model our customers choose.

We generally employ two different deployment models for our solution and our revenue and operating results may fluctuate substantially from quarter to quarter depending on the model that our customers choose. Customers access our solution using either our cloud-based infrastructure or by deploying our solution on their own premises. Regardless of the delivery model, we sell our solution through subscription agreements that entitle our customers to access our solution and receive support, and we generally charge for professional services to implement the solution on a time and materials basis.

For customers who select our cloud-based solution deployment model, we recognize all revenue for our related professional services as we perform them. For customers who deploy our solution on their own premises, we recognize professional services revenue ratably over the remaining term of the subscription period. However, we recognize the costs of providing professional services as we incur them under either deployment model, and as a result, in any given period where we deliver professional services to on-premises customers, our revenue, gross profit and operating results may fluctuate substantially and will be adversely affected by this different revenue recognition treatment, especially in comparison to professional services delivered to our cloud-based customers.

 

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If unauthorized persons breach our security measures, or those of third parties that provide infrastructure for, or components of, our GTM solution, they could access client data, leading clients to curtail or stop their use of our solution, which could harm our business, financial condition and results of operations.

Our GTM solution involves the storage and transmission of confidential information of customers, including certain financial data. We may also in the course of our service engagements have access to confidential customer information. If unauthorized persons breach our security measures, or those of third parties that provide infrastructure for, or components of, our solution as a result of employee error, malfeasance or otherwise, and, as a result, an unauthorized party obtains access to this confidential data, our reputation and business would suffer, and we could incur significant liability. Techniques used to obtain unauthorized access or to sabotage systems change frequently and generally are not discovered until launched against a target. As a result, we and our third-party providers may be unable to anticipate these techniques or to implement adequate preventative measures. If an actual or perceived breach of our solutions occurs, the market perception of our solution could be harmed and we could lose sales and customers.

Selling our solution and services internationally subjects us to various risks.

Expanding our GTM software solution internationally is important to our growth and profitability. In the fiscal year ended December 31, 2013, 11.0% of our revenue was attributable to sales in international markets, primarily Europe. We intend to expand our sales efforts to other continents, which will require financial resources and management attention and may subject us to new or increased levels of risk. We cannot be assured that we will be successful in creating new international demand for our solution and services.

By doing business in international markets, we are exposed to risks separate and distinct from those we face in our domestic operations, and if we are unable to manage these risks effectively, it may harm the growth and profitability of our business.

Engaging in international business inherently involves a number of other difficulties and risks, including:

 

    changes in foreign currency exchange rates;

 

    changes in a specific country’s or region’s political or economic conditions, particularly in emerging markets;

 

    burdens of complying with a wide variety of foreign customs, laws and regulations, and with U.S. laws such as the Foreign Corrupt Practices Act;

 

    increased financial accounting and reporting burdens and complexities;

 

    changes in diplomatic and trade relationships;

 

    international terrorism and anti-American sentiment;

 

    possible future limitations on the ownership of foreign businesses;

 

    difficulties in enforcing agreements and collecting receivables through certain foreign legal systems or difficulty collecting international accounts receivable or longer accounts receivable payment cycles; and

 

    less effective protection of intellectual property.

Our exposure to each of these risks may increase our costs, impair our ability to market and sell our solution and services, and require significant management attention. Our business, financial position, results of operations and cash flows may be materially adversely affected by the realization of any of these risks.

Our software is complex and may contain material undetected errors, which could enable or otherwise cause our customers to terminate or not renew their subscriptions, damage our reputation and adversely affect our business, revenue and results of operations.

Our software is inherently complex and, despite extensive testing and quality control, may contain material undetected errors or failures especially when first introduced or as new versions are released. Failures or errors

 

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in our software could result in data loss or corruption. We may not find errors in new or enhanced solution modules before we release them and such errors may not be discovered by us or our customers until after we have implemented these modules. These errors in our modules could enable or otherwise cause our customers to terminate or not renew their subscriptions. In addition, they may damage our reputation with both existing and new customers and result in lost customers and decreased revenue, which could materially and adversely affect our business, revenue and results of operations.

Industry consolidation may result in increased competition.

The GTM market is highly fragmented, and we believe that it is likely that some of our existing competitors will consolidate or will be acquired. Some of our competitors have made or may make acquisitions or may enter into partnerships or other strategic relationships to offer a more comprehensive solution than they individually had offered. We expect consolidation in the industry as companies attempt to strengthen or maintain their market positions. This could result in competitors with greater financial, technical, sales, marketing, service and other resources than us. The companies resulting from such combinations may eliminate gaps in their solutions, including a lack of integrated or comprehensive trade content, and these combinations may create more intense competition. Any such consolidation, acquisition, alliance or cooperative relationship could lead to pricing pressure, erosion of our margins, and loss of market share, all of which could have a material adverse effect on our business, results of operations and financial condition.

We have a history of losses and we may not achieve or sustain profitability in the future.

We have incurred significant losses since our formation, including net losses of $4.6 million in 2011, $2.1 million in 2012, and $14.4 million in 2013. As of December 31, 2013, we had an accumulated deficit of $78.0 million. As part of our strategy to develop and expand our business, we expect to significantly increase sales and marketing expenses to attract additional customers, as well as research and development expenses to further develop our solution and services. These efforts may prove more expensive than we currently anticipate, and we may not succeed in increasing our revenue sufficiently to offset these higher expenses. Any failure to increase our revenue or generate revenue from developing new modules and expanding our services could prevent us from attaining or increasing profitability. In addition, as a public company, we will incur significant accounting, legal and other expenses that we did not incur as a private company. Furthermore, we may encounter unforeseen expenses, difficulties, complications, delays and other unknown factors that may result in continuing or greater losses in future periods. You should not consider our historical revenue growth rates to be indicative of our future performance. We do not expect to be profitable in the foreseeable future and we cannot be certain that we will be able to attain profitability on a quarterly or annual basis, or if we do, that we will sustain profitability.

Uncertainty in global economic conditions may adversely affect our business, operating results or financial condition.

Our operations and performance depend on global economic conditions. Challenging or uncertain economic conditions make it difficult for our customers and potential customers to accurately forecast and plan future business activities, and may cause our customers and potential customers to slow, reduce or fail to commence spending on our solution. Furthermore, during challenging or uncertain economic times, our customers may face difficulties gaining timely access to sufficient credit and experience decreasing cash flow, which could affect their willingness to make purchases and their ability to make timely payments to us. Global economic conditions have in the past, and could continue to, have an adverse effect on demand for our solution, on our ability to predict future operating results and on our financial condition and operating results. If global economic conditions remain uncertain or deteriorate, it may materially affect our business, operating results and financial condition.

 

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Our quarterly results of operations may fluctuate in the future, which could result in volatility in our stock price.

Our quarterly revenue and results of operations have varied in the past and may fluctuate as a result of a variety of factors. If our quarterly revenue or results of operations fluctuate, the price of our common stock could decline substantially. Fluctuations in our results of operations may be due to a number of factors, including, but not limited to:

 

    the volume and mix of solution modules sold, which can be influenced by enterprise customer demand for more professional services than our mid-market customers;

 

    our ability to retain and increase sales to existing customers and attract new customers, particularly as we obtain more revenue from new customers than old customers who add modules to their subscriptions;

 

    the timing and success of introductions of new modules or upgrades by us or our competitors;

 

    the strength of the global economy;

 

    competition, including entry into the industry by new competitors and new offerings by existing competitors;

 

    the amount and timing of expenditures related to expanding our operations, research and development, or introducing new modules, including challenges related to expanding our significant research and development presence in Bangalore, India given the competitive market for labor in that region; and

 

    changes in the payment terms for our solution or changes in our revenue recognition policies.

Due to the foregoing factors, and the other risks discussed in this prospectus, you should not rely on quarter-to-quarter comparisons of our results of operations as an indication of our future performance.

Declines in new subscriptions or in the rate of renewal of our subscriptions may not be fully reflected in our current period operating results and could lead to future revenue shortfalls that could affect our results of operations.

In 2013, we derived 74% of our total revenue from subscription agreements. We recognize revenue from these subscriptions over the term of the agreement, and accordingly downturns or upturns in new or renewal subscriptions may not be fully reflected in our current period operating results. If our new and renewal subscriptions in any period decline or fail to grow at a rate consistent with our historical trends, our revenue in future periods could fall short of analysts’ expectations which, in turn, could adversely affect the price of our common stock.

We rely entirely on our own employees to sell and implement our solution and may be at a disadvantage compared to competitors that utilize external channels.

Many enterprise software companies, including some of our competitors, utilize partner networks to sell and deploy their solutions. These partners can include consulting companies of national reputation who may have established relationships with our potential customers. The dedication of a national consulting company to a particular GTM offering enhances the reputation of that offering in the marketplace. To date, we have relied entirely on our own sales and professional services employees to sell and implement our solution, which may put us at a competitive disadvantage. To increase our revenue and cash flows, we must regularly add new customers and maintain the ability to provide them with timely professional services. If we are unable to do so on our own, the market perception of our solution could be harmed and we could suffer a material adverse effect on our business, results of operations and financial condition.

If we lose the services of our Chief Executive Officer or President and Chief Operating Officer, or other members of our senior management team, it could impair our ability to execute our business strategy and our sales and profitability could suffer.

Our success and future growth depend on the skills, working relationships and continued services of our senior management team and in particular, our Chief Executive Officer, James W. Preuninger, and our President and Chief Operating Officer, John W. Preuninger. In the event that we are unable to retain the

 

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services of any of these key contributors, we may be unable to execute our business strategy in a timely manner, if at all, which would adversely affect our business, operating results and financial condition.

Our business could be adversely affected if we are unable to attract, integrate and retain key personnel.

Our success in the highly competitive GTM solutions market depends largely on our ability to attract, integrate and retain highly skilled managerial, solution, engineering, trade content and sales and marketing personnel. Competition for these personnel in our industry is intense. We may not be able to attract and retain the appropriately qualified, highly skilled employees necessary for the development of our solution and services and the growth of our business, or to replace personnel who leave our employ in the future. The loss of services of any of our key personnel, the inability to retain and attract qualified personnel in the future, or delays in hiring required personnel, particularly global trade subject matter experts, information technology professionals and project managers, could make it difficult to meet key objectives, such as timely and effective upgrades and introductions, penetration and expansion into existing accounts and growth in the GTM solutions market.

Our growth is dependent upon the continued development and retention of our direct sales force and any failure to hire and/or retain these personnel may impede our growth.

We have recently begun investing extensively in our direct sales force. We believe that our future growth will depend on the continued development of this sales force and their ability to obtain new customers, particularly enterprise customers, and to manage our existing customer base. Our ability to achieve significant growth in revenue in the future will depend, in large part, on our success in recruiting, training and retaining a sufficient number of direct sales personnel. New sales personnel require significant training and may, in some cases, take more than a year before becoming productive, if at all. If we are unable to hire and develop sufficient numbers of productive direct sales personnel, sales of our GTM solution and related services will suffer and our growth will be impeded.

We are exposed to exchange rate risks on foreign currencies that may adversely affect our business and results of operations.

Because most of our international sales are denominated in the currency of the country where the purchaser is located, as we continue to expand our direct sales presence in international regions, the portion of our accounts receivable and payment obligations denominated in foreign currencies continues to increase. In addition, we incur significant costs related to our operations in India in Rupees, and we also incur costs related to our operations in China in Renminbi which will increase in 2014. As a result, increases or decreases in the value of the U.S. dollar relative to foreign currencies may affect our financial position, results of operations and cash flow. Our largest exposures to foreign exchange rates exist with respect to the Euro, the Rupee and Renminbi, which together represented approximately 9% of revenue and approximately 7% of our cost of revenue in 2013. We do not currently hedge our exposure to fluctuations in foreign exchange rates. Any hedging policies we may implement in the future may not be successful, and the cost of those hedging techniques may have a significant negative effect on our operating results.

Interruptions or delays in the delivery of our GTM solution could impair the availability or use of our solution, resulting in customer dissatisfaction, damage to our reputation, loss of customers, limited growth and reduction in revenue.

We host our GTM software solution from co-location facilities located in Jacksonville, Florida and Carlstadt, New Jersey. We host our CTM solution from a single co-location facility located in Shanghai, China.

Design or mechanical errors, power losses, spikes in usage volume, hardware failures, systems failures, communications failures, failure to follow system protocols and procedures, intentional bad acts, natural disasters, war, terrorist attacks or security breaches, including cyber attacks, could cause our systems to fail, resulting in interruptions in our service.

Other interruptions or delays in delivering our GTM and CTM solutions can result from changes to or termination of our arrangements with the owners of the facilities. The owners of our facilities have no obligation to renew their agreements with us on commercially reasonable terms, or at all. If we are unable to

 

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renew these agreements on commercially reasonable terms, we may be required to transfer to one or more new data center facilities, and we may incur significant costs and possible service interruption in doing so.

In addition, our Jacksonville data center’s location may make it relatively susceptible to tropical storms and hurricanes, which, depending on severity, could also cause interruptions or delays in the delivery of our solution. All of our GTM solutions are hosted primarily from our Jacksonville facility, and our Carlstadt facility acts as a disaster recovery site that can host our solution following a catastrophic event at our Jacksonville co-location facility. For customers who do not have real time replication of their data to our Carlstadt facility, it can take us a substantial amount of time to migrate them to Carlstadt and restore functionality for them.

Many of our customers may consider our GTM solution to be “mission critical,” and any delay in restoring our solution may be unacceptable to customers. Any equipment failures and delays in restoring our solution could enable or otherwise cause our customers to terminate or not renew their subscriptions. In addition, they may damage our reputation with both existing and new customers and result in lost customers and decreased revenue, which could materially and adversely affect our business, revenue and results of operations.

If we fail to manage our international operations effectively, our business, financial condition and results of operations could be adversely affected.

We have offices in the United States, Germany, India and China, and plan to continue our international expansion. Managing a geographically dispersed workforce in multiple time zones in compliance with diverse local laws and customs is challenging. If we fail to manage our international workforce effectively, our business, financial condition and results of operations could be adversely affected.

Political, economic, social and other factors in India and China may adversely affect our operations and our ability to achieve our business objectives.

We have offices in Bangalore, India, in which the majority of our engineers are situated. Since the early 1990s, the Indian government has been implementing an economic structural reform program with the objective of liberalizing India’s exchange and trade policies, reducing the fiscal deficit, controlling inflation, promoting a sound monetary policy, reforming the financial sector, and placing greater reliance on market mechanisms to direct economic activity. While economic liberalization efforts in India continue, there can be no assurance that these economic reforms will persist, and that any newly elected government will continue the program of economic liberalization of previous governments. In addition, despite the economic reforms, India continues to have relatively poor business conditions.

India has also experienced terrorist attacks in the past decade. Religious and border disputes persist and remain pressing problems. Military hostilities and civil unrest in Afghanistan, Iraq and other Asian countries persist. These events could adversely influence the Indian economy and, as a result, materially and adversely affect our operations and our ability to achieve our business objectives.

We conduct our business in China through our EasyCargo Chinese subsidiary. The results of operations and future prospects of our Chinese subsidiary are subject to evolving economic, political and social developments in China. In particular, these results may be adversely affected by changes in China’s political, economic and social conditions, changes in policies of the Chinese government, changes in laws and regulations or in the interpretation of existing laws and regulations, changes in foreign exchange regulations, measures that may be introduced to control inflation, and changes in the rates or methods of taxation. Also, Chinese commercial laws, regulations and interpretations applicable to non-Chinese owned market participants such as us are continually changing. These laws, regulations and interpretations could impose restrictions on our ownership or operations of our interests in China and could have a material adverse effect on our business.

Uncertainties with respect to the Chinese legal system may adversely affect the operations of our Chinese subsidiary.

Our Chinese subsidiary is subject to laws and regulations applicable to foreign investment in China. There are uncertainties regarding the interpretation and enforcement of laws, rules and policies in China. The Chinese legal system is based on written statutes, and prior court decisions have limited precedential value. Because many laws and regulations are relatively new and the Chinese legal system is still evolving, the interpretations of many laws,

 

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regulations and rules are not always uniform. Moreover, the relative inexperience of China’s judiciary in many cases creates additional uncertainty as to the outcome of any litigation, and the interpretation of statutes and regulations may be subject to government policies reflecting domestic political agendas. Finally, enforcement of existing laws or contracts based on existing law may be uncertain and sporadic. As a result of the forgoing, it may be difficult for us to obtain swift or equitable enforcement of laws ostensibly designed to protect companies like ours, which could have a material adverse effect on our business and results of operations.

We may be exposed to liabilities under the FCPA and anti-corruption laws, including those under Chinese law, and any determination that we violated these laws could have a material adverse effect on our business.

We are subject to the U.S. Foreign Corrupt Practice Act of 1977, or FCPA, and other laws that prohibit improper payments or offers of payments to foreign governments and their officials and political parties by U.S. persons and issuers as defined by the statute, for the purpose of obtaining or retaining business. Through our EasyCargo Chinese subsidiary, we have agreements with more than 35 customers that are subject to Chinese law. China also strictly prohibits bribery of government officials. Our activities in China create the risk of unauthorized payments or offers of payments by our employees, consultants or sales agents, even though they may not always be subject to our control. It is our policy to implement safeguards to discourage these practices by our employees. However, our existing safeguards and any future improvements may prove to be ineffective, and our employees, consultants or sales agents may engage in conduct for which we might be held responsible. Violations of the FCPA or anti-corruption laws, including such anti-corruption laws in China, may result in severe criminal or civil sanctions, and we may be subject to other liabilities, which could negatively affect our business, operating results and financial condition. In addition, the U.S. government may seek to hold us liable for successor liability FCPA violations committed by EasyCargo or any other company in which we invest or that we acquire.

We may need substantial additional funding and we may be unable to raise capital when needed, which could force us to delay, reduce or eliminate our solution development programs.

We intend to continue to make investments to support our business growth and may require additional funds to respond to business challenges, including the need to enhance existing and develop new modules, improve our operating infrastructure or acquire complementary businesses and technologies. Accordingly, we may need to engage in equity or debt financings to secure additional funds. If we raise additional funds through further issuances of equity or convertible debt securities, our existing stockholders could suffer significant dilution, and any new equity securities we issue could have rights, preferences and privileges superior to those of holders of our common stock. Any debt financing secured by us in the future could involve restrictive covenants relating to our capital raising activities and other financial and operational matters, which may make it more difficult for us to obtain additional capital and to pursue business opportunities, including potential acquisitions. In addition, we may not be able to obtain additional financing on terms favorable to us, if at all. If we are unable to obtain adequate financing or financing on terms satisfactory to us when required, our ability to continue to support our business growth and to respond to business challenges could be significantly impaired. In that case, we may not be able to, among other things, develop or enhance our solution, continue to expand our sales and marketing, acquire complementary technologies, solutions or businesses, expand operations in the United States or internationally, hire, train and retain employees, or respond to competitive pressures or unanticipated working capital requirements. Our failure to do any of these things could have a material adverse effect on our business, financial condition, and operating results.

Our effective tax rate may fluctuate, and we may incur obligations in tax jurisdictions in excess of amounts that have been accrued.

We are subject to income taxes in both the United States and various foreign jurisdictions, and we may take certain income tax positions on our tax returns with which tax authorities may disagree. When necessary, we provide reserves for potential payments of tax to various tax authorities related to uncertain tax positions. However, the calculation of our tax liabilities involves the application of complex tax regulations to our global operations in many jurisdictions. Therefore, any dispute with any tax authority may result in a payment that is materially different from our current estimate of the tax liabilities associated with our returns.

 

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Changes in tax laws or tax rulings could materially affect our effective tax rate. There are several proposals to reform United States tax rules being considered by law makers, including proposals that may reduce or eliminate the deferral of United States income tax on our unrepatriated earnings, potentially requiring those earnings to be taxed at the U.S. federal income tax rate, reduce or eliminate our ability to claim foreign tax credits, and eliminate various tax deductions until foreign earnings are repatriated to the United States. At December 31, 2013, we had net operating loss carryforwards for federal income tax purposes of approximately $55.0 million. Our future reported financial results may be adversely affected by tax rule changes which restrict or eliminate our ability to utilize net operating loss carry-forwards, claim foreign tax credits or deduct expenses attributable to foreign earnings, or otherwise affect the treatment of our unrepatriated earnings.

Our ability to use our net operating loss carryforwards may be subject to limitation.

Under Section 382 of the Internal Revenue Code of 1986, as amended, substantial changes in our ownership may limit the amount of net operating loss carryforwards that could be utilized annually in the future to offset our taxable income. Specifically, this limitation may arise in the event of a cumulative change in ownership of our company of more than 50% within a three-year period. Any such annual limitation may significantly reduce the utilization of our net operating loss carryforwards before they expire. Our prior business acquisitions, and closing of this offering, alone or together with transactions that may occur in the future, could limit the amount of net operating loss carryforwards that could be utilized annually in the future to offset our taxable income, if any. Any such limitation, whether as the result of our prior business acquisitions, of this offering, sales of common stock by our existing stockholders or additional sales of common stock by us after this offering, could have a material adverse effect on our results of operations in future years. We have not completed a study to assess whether an ownership change will occur as a result of this offering, or whether there have been one or more ownership changes since our inception, due to the costs and complexities associated with such study. Accordingly, our ability to use our net operating loss carryforwards to reduce future tax payments may be currently limited or may be limited as a result of this offering or any future issuance of shares of our stock.

If we are unable to manage our expected growth, our performance may suffer.

Our business has grown rapidly, and if we are successful in executing our business strategy, this growth will continue as we leverage our existing customer relationships, expand internationally, increase our solution offerings and execute strategic acquisitions. We will need to continue to expand our managerial, operational, financial and other systems and resources to manage our operations, continue our research and development activities, increase our sales force and expand our professional services team. It is possible that our management, finance, development personnel, systems and facilities currently in place may not be adequate to support this future growth. Our need to effectively manage our operations and growth requires that we continue to develop more robust business processes and improve our systems and procedures in each of these areas and attract and retain sufficient numbers of talented employees. We may be unable to successfully implement these tasks on a larger scale and, accordingly, may not achieve our research, development and growth goals.

Our loan and security agreement with our lender contains operating and financial covenants that may restrict our business and financing activities.

We are party to a loan and security agreement in connection with our revolving line of credit. As of December 31, 2013, the outstanding balance under this line of credit was $7.0 million. Borrowings under the loan and security agreement are secured by substantially all of our assets, excluding intellectual property. Our loan and security agreement contains customary restrictions and requires us to maintain a minimum cash balance in an account we maintain with our lender and availability on the line of credit, as well as minimum EBITDA.

The operating and financial restrictions and covenants in the loan and security agreement, as well as any future financing agreements that we may enter into, restrict our ability to finance our operations, engage in business activities or expand or fully pursue our business strategies. Our ability to comply with these covenants may be affected by events beyond our control, and we may not be able to meet those covenants. From time to time we may be required to seek waivers, a forbearance or an amendment to the loan and security agreement in order to maintain compliance with these covenants, and there can be no certainty that any such waiver,

 

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amendment or forbearance will be available, or what the cost of such waiver, amendment or forbearance, if obtained, would be. A breach of any of these covenants could result in a default under the loan and security agreement, which could cause all of the outstanding indebtedness under our line of credit to become immediately due and payable, terminate all commitments to extend further credit and permit our lender to take possession of and sell our assets pledged as collateral.

If we are unable to generate sufficient cash available to repay our debt obligations when they become due and payable, either when they mature or in the event of a default, we may not be able to obtain additional debt or equity financing on favorable terms, if at all, which may negatively affect our ability to continue as a going concern.

Risks Related to Our Intellectual Property

We may not be able to adequately protect our intellectual property rights in internally developed software and other materials and efforts to protect them may be costly.

Our ability to compete effectively depends in part upon our ability to protect our intellectual property rights in our software and other materials that we have developed internally. We hold no issued or pending patents and have relied largely on copyright, trade secret and, to a lesser extent, trademark laws, as well as confidentiality procedures and agreements with our employees, consultants, customers and vendors, to control access to, and distribution of technology, software, documentation and other confidential information. Despite these precautions, it may be possible for a third party to copy, reverse engineer or otherwise obtain, use or distribute our technology, software and/or documentation without authorization. If this were to occur, we could lose revenue as a result of competition from products infringing or misappropriating our technology and intellectual property and we may be required to initiate litigation to protect our proprietary rights and market position.

United States copyright and trade secret laws offer us only limited protection and the laws of some foreign countries protect proprietary rights to an even lesser extent. Accordingly, defense of our proprietary technology may become an increasingly important issue as we continue to expand our operations and technology development into countries that provide a lower level of intellectual property protection than the United States. Policing unauthorized use of our technology is difficult and the steps we take may not prevent misappropriation of the technology we rely on. If competitors are able to use our technology without recourse, our ability to compete would be harmed and our business would be materially and adversely affected.

We may elect to initiate litigation in the future to enforce or protect our proprietary rights or to determine the validity and scope of our rights or the rights of others. That litigation may not be ultimately successful and could result in substantial costs to us, the reduction or loss in intellectual property protection for our technology, the diversion of our management attention and harm to our reputation, any of which could materially and adversely affect our business and results of operations.

Assertions by any other third party that we infringe its intellectual property, whether successful or not, could subject us to costly and time-consuming litigation and expensive licenses.

The software and technology industries are characterized by frequent litigation based on allegations of infringement or other violations of patents, copyrights, trademarks, trade secrets or other intellectual property rights. For example, in 2011 a non-practicing entity claimed that our solution infringed one of its patents. Although we successfully defended this claim, we cannot be certain that our solution and services do not infringe the intellectual property rights of other third parties. Additionally, because our software is integrated with our customers’ business processes and other software applications, third parties may bring claims of infringement or misappropriation against us, as well as our customers and other software suppliers. Claims of alleged infringement of intellectual property rights of third parties could be asserted against us in the future. We cannot be sure that we would prevail against any such asserted claim. In addition to possible claims with respect to our proprietary information, some of our solution modules contain technology developed by and licensed from third parties and we may likewise be susceptible to infringement or misappropriation claims with respect to these third party technologies.

Claims of alleged infringement of third party intellectual property rights may have a material adverse effect on our business. Any intellectual property rights claim made against us or our customers, with or without merit,

 

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could be time-consuming, expensive to litigate or settle, and could divert management attention and financial resources. An adverse determination could prevent us from offering our modules or services to our customers and may require that we procure or develop substitute modules or services that do not infringe. Claims of intellectual property infringement also might require us to enter into costly royalty or license agreements. We may be unable to obtain royalty or license agreements on terms acceptable to us or at all. Furthermore, many of our license agreements require us to indemnify and defend our customers for certain third-party intellectual property infringement claims, which could increase our costs as a result of defending such claims and may require that we pay damages if there were an adverse ruling related to any such claims. Even if we are not a party to any litigation between a customer and a third party, an adverse outcome in any such litigation could make it more difficult for us to defend our services and solution in any subsequent litigation in which we are a named party. Moreover, such infringement claims may harm our relationships with our existing customers and may deter future customers from purchasing our solution on acceptable terms, if at all.

We may be subject to damages resulting from claims that we or our employees have wrongfully used or disclosed alleged trade secrets of employees’ former employers.

We could in the future be subject to claims that we or our employees have inadvertently or otherwise used or disclosed trade secrets or other proprietary information of our employees’ former employers. Litigation may be necessary to defend against these claims. If we fail in defending against such claims, a court could order us to pay substantial damages and prohibit us from using technologies or features that are essential to our solution if such technologies or features are found to incorporate or be derived from the trade secrets or other proprietary information of the former employers. In addition, we may lose valuable intellectual property rights or personnel. A loss of key personnel or their work product could hamper or prevent our ability to develop, market and support new solution modules or enhancements to existing modules, which could severely harm our business. Even if we are successful in defending against these claims, such litigation could result in substantial costs and distract management.

Evolving regulation of the Internet may increase our expenditures related to compliance efforts, which may adversely affect our financial condition.

As Internet commerce continues to evolve, increasing regulation by federal, state or foreign agencies becomes more likely. We are particularly sensitive to these risks because the Internet and cloud computing are critical components of our business model. For example, we believe that increased regulation is likely in the area of data privacy on the Internet, and laws and regulations applying to the solicitation, collection, processing or use of personal or consumer information could affect our customers’ ability to use and share data, potentially reducing demand for solutions accessed via the Internet and restricting our ability to store, process and share certain data with our clients via the Internet. In addition, taxation of services provided over the Internet or other charges imposed by government agencies or by private organizations for accessing the Internet may be imposed. Any regulation imposing greater fees for Internet use or restricting information exchange over the Internet could result in a decline in the use of the Internet and the viability of Internet-based services, which could have a material adverse effect on our business.

Risks Related to this Offering and Ownership of Our Common Stock

The concentration of our capital stock ownership with insiders upon the completion of this offering will limit your ability to influence corporate matters.

We anticipate that our executive officers, employees, directors, current 5% or greater stockholders, and their respective affiliates will together beneficially own or control, in aggregate, approximately 77.6% of the shares of our common stock outstanding, after giving effect to the conversion of all outstanding preferred stock, the issuance of 914,094 shares at the assumed offering price (which is the midpoint of the estimated offering price range on the cover of this prospectus) in satisfaction of $10,512,222 of accrued but unpaid dividends to our preferred stockholders, and assuming no exercise of outstanding options or warrants following the closing of this offering. As a result, these executive officers, directors and principal stockholders, were they to act together, would be able to significantly influence most matters that require approval by our stockholders, including the election of directors, any merger, consolidation or sale of all or substantially all or of our assets or

 

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any other significant corporate transaction. Corporate action might be taken even if other stockholders, including those who purchase shares in this offering, oppose such action. Those stockholders may delay or prevent a change of control or otherwise discourage a potential acquirer from attempting to obtain control of our company, even if such change of control would benefit our other stockholders. This concentration of stock ownership may adversely affect investors’ perception of our corporate governance or delay, prevent or cause a change in control of our company, any of which could have material adverse effect on the market price of our common stock.

There has been no public market for our common stock prior to this offering, and you may not be able to resell our shares at or above the price you paid, or at all.

Prior to this offering, there has been no public market for our common stock. We expect to apply to list our common stock on the New York Stock Exchange. However, we can give no assurances that the New York Stock Exchange will grant our application for listing. If an active trading market for our common stock does not develop after this offering, the market price and liquidity of our common stock will be materially and adversely affected. The offering price for our common stock was determined by negotiations between us and the underwriters and may bear no relationship to the market price for our common stock after this offering. The market price of our common stock may decline below the offering price.

The market price for our common stock may be volatile, which could contribute to the loss of your investment.

Fluctuations in the price of our common stock could contribute to the loss of all or part of your investment. Prior to this offering, there has not been a public market for our common stock. Accordingly, the initial public offering price for the shares of our common stock may not be indicative of the price that will prevail in the trading market, if any, that develops following this offering. If an active market for our common stock develops and continues, the trading price of our common stock following this offering is likely to be highly volatile and could be subject to wide fluctuations in response to various factors, some of which are beyond our control. Any of the factors listed below could have a material adverse effect on your investment in our common stock and our common stock may trade at prices significantly below the initial public offering price. In such circumstances, the trading price of our common stock may not recover and may experience a further decline.

Factors affecting the trading price of our common stock may include:

 

    actual or anticipated fluctuations in our quarterly financial results or the quarterly financial results of companies perceived to be similar to us;

 

    changes in the market’s expectations about our operating results;

 

    the effects of seasonality on our business cycle;

 

    success of competitive solutions and services;

 

    our operating results failing to meet the expectation of securities analysts or investors in a particular period or failure of securities analysts to publish reports about us or our business;

 

    changes in financial estimates and recommendations by securities analysts concerning our company, the GTM market, or the software industry in general;

 

    operating and stock price performance of other companies that investors deem comparable to us;

 

    news reports relating to trends in global trade, including changes in estimates of the future size and growth rate of our markets;

 

    announcements by us or our competitors of acquisitions, new offerings or improvements, significant contracts, commercial relationships or capital commitments;

 

    our ability to market new and enhanced solution modules on a timely basis;

 

    changes in laws and regulations affecting our business;

 

    commencement of, or involvement in, litigation involving our company, our general industry, or both;

 

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    changes in our capital structure, such as future issuances of securities or the incurrence of additional debt;

 

    the volume of shares of our common stock available for public sale;

 

    any major change in our board or management;

 

    sales of substantial amounts of common stock by our directors, executive officers or principal stockholders or the perception that such sales could occur; and

 

    general economic and political conditions such as recessions, interest rates, fuel prices, international currency fluctuations and acts of war or terrorism.

Broad market and industry factors may materially harm the market price of our common stock irrespective of our operating performance. The stock market in general and the market for technology companies and software companies in particular, have experienced extreme price and volume fluctuations that have often been unrelated or disproportionate to the operating performance of the particular companies affected. The trading prices and valuations of these stocks, and of ours, may not be predictable. A loss of investor confidence in the market for technology or software stocks or the stocks of other companies which investors perceive to be similar to us, the opportunities in the GTM market or the stock market in general, could depress our stock price regardless of our business, prospects, financial conditions or results of operations.

In addition, in the past, following periods of volatility in the overall market and the market price of a company’s securities, securities class action litigation has often been instituted against the affected company. This type of litigation, even if unsuccessful, could be costly to defend and distract our management.

The recently enacted JOBS Act allows us to postpone the date by which we must comply with certain laws and regulations intended to protect investors and to reduce the amount of information we provide in our reports filed with the SEC, which could undermine investor confidence in our company and adversely affect the market price of our common stock.

The recently enacted JOBS Act is intended to reduce the regulatory burden on “emerging growth companies.” As defined in the JOBS Act, a public company whose initial public offering of common equity securities occurred after December 8, 2011 and whose annual gross revenues are less than $1.0 billion will, in general, qualify as an emerging growth company until the earliest of:

 

    the last day of its fiscal year following the fifth anniversary of the date of its initial public offering of common equity securities;

 

    the last day of its fiscal year in which it has annual gross revenue of $1.0 billion or more;

 

    the date on which it has, during the previous three-year period, issued more than $1.0 billion in non-convertible debt; and

 

    the date on which it is deemed to be a “large accelerated filer,” which will occur at such time as we (a) have an aggregate worldwide market value of common equity securities held by non-affiliates of $700 million or more as of the last business day of its most recently completed second fiscal quarter, (b) have been required to file annual and quarterly reports under the Securities Exchange Act of 1934 for a period of at least 12 months, and (c) have filed at least one annual report pursuant to the Securities Act of 1934.

Under this definition, we will be an emerging growth company upon completion of this offering and could remain an emerging growth company until as late as December 31, 2019.

The JOBS Act provides that, so long as we qualify as an emerging growth company, we will, among other things:

 

    be exempt from the provisions of Section 404(b) of the Sarbanes-Oxley Act requiring that our independent registered public accounting firm provide an attestation report on the effectiveness of our internal control over financial reporting;

 

   

be exempt from the “say on pay” provisions (requiring a non-binding stockholder vote to approve compensation of certain executive officers) and the “say on golden parachute” provisions (requiring a non-binding stockholder vote to approve golden parachute arrangements for certain executive officers in

 

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connection with mergers and certain other business combinations) of the Dodd-Frank Act and certain disclosure requirements of the Dodd-Frank Act relating to compensation of our chief executive officer;

 

    be permitted to omit the detailed compensation discussion and analysis from proxy statements and reports filed under the Securities Exchange Act of 1934 and instead provide a reduced level of disclosure concerning executive compensation; and

 

    be exempt from any rules that may be adopted by the Public Company Accounting Oversight Board requiring mandatory audit firm rotation or a supplement to the auditor’s report on the financial statements.

Although we are still evaluating the JOBS Act, we currently intend to take advantage of some or all of the reduced regulatory and reporting requirements that will be available to us so long as we qualify as an “emerging growth company,” except that we have irrevocably elected not to take advantage of the extension of time to comply with new or revised financial accounting standards available under Section 102(b) of the JOBS Act. Among other things, this means that our independent registered public accounting firm will not be required to provide an attestation report on the effectiveness of our internal control over financial reporting so long as we qualify as an emerging growth company, which may increase the risk that weaknesses or deficiencies in our internal control over financial reporting go undetected. Likewise, so long as we qualify as an emerging growth company, we may elect not to provide you with certain information, including certain financial information and certain information regarding compensation of our executive officers, that we would otherwise have been required to provide in filings we make with the SEC, which may make it more difficult for investors and securities analysts to evaluate our company. As a result, investor confidence in our company and the market price of our common stock may be materially and adversely affected.

We will become subject to additional financial and other reporting and corporate governance requirements that may be difficult for us to satisfy. Evolving regulation of corporate governance and public disclosure may result in additional expenses and continuing uncertainty.

We have historically operated our business as a private company. In connection with this offering, we will become obligated to file with the Securities and Exchange Commission annual and quarterly information and other reports that are specified in Sections 13 and 15(d) of the Securities Exchange Act of 1934, as amended, or the Exchange Act, and we will also become subject to other new financial and other reporting and corporate governance requirements, including the requirements of the New York Stock Exchange and certain provisions of the Sarbanes-Oxley Act of 2002 and the regulations promulgated thereunder, which will impose significant compliance obligations upon us, particularly after we are no longer an emerging growth company. These obligations will require a commitment of additional resources and divert our senior management’s time and attention from our day-to-day operations. In particular, we may be required to:

 

    create or expand the roles and duties of our board of directors, our board committees and management;

 

    institute a more comprehensive financial reporting and disclosure compliance function;

 

    hire additional financial and accounting personnel and other experienced accounting and finance staff with the expertise to address the complex accounting matters applicable to public companies;

 

    establish an internal audit function;

 

    prepare and distribute periodic public reports in compliance with our obligations under the federal securities laws;

 

    establish an investor relations function; and

 

    establish new internal policies, such as those relating to disclosure controls and procedures and insider trading.

We may not be successful in complying with these obligations, and compliance with these obligations will be time-consuming and expensive.

 

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If we are unable to achieve and maintain effective internal control over financial reporting, investors could lose confidence in our financial statements and our company, which could have an adverse effect on our business and stock price.

In order to provide reliable financial reports, mitigate the risk of fraud and operate successfully as a publicly traded company, we must maintain effective control over our financial reporting as required by Section 404 of the Sarbanes-Oxley Act of 2002.

Commencing with our fiscal year ended December 31, 2015, we will be required to assess the effectiveness of our internal control over financial reporting as of the end of that fiscal year. This assessment must include disclosure of any material weakness in our internal control over financial reporting that is identified by management. Once we are no longer an emerging growth company, our independent registered public accounting firm will also be required to consider our internal controls over financial reporting and express an opinion as to their effectiveness. If our management or our independent registered public accounting firm identifies one or more material weaknesses in our internal control over financial reporting, we will be unable to conclude that such internal control is effective. We are in the very early stages of the costly and challenging process of compiling the system and processing documentation necessary to perform the evaluation needed to comply with Section 404. If we are unable to conclude that our internal control over financial reporting is effective, or, when we are no longer an emerging growth company, if our independent registered public accounting firm is unable to express an opinion that our internal control over financial reporting is effective, investors could lose confidence in the accuracy and completeness of our financial reports, which could have a materially adverse effect on our stock price.

If securities analysts do not publish research or reports about our business or if they downgrade our stock, the price of our common stock could decline.

The trading market for our common stock will rely in part on the research and reports that industry or financial analysts publish about us, our business, our markets and our competitors. We do not control these analysts. If securities analysts do not cover our common stock after the closing of this offering, the lack of research coverage may adversely affect the market price of our common stock. Furthermore, if one or more of the analysts who do cover us downgrade our stock or if those analysts issue other unfavorable commentary about us or our business, our stock price would likely decline. If one or more of these analysts cease coverage of us or fails to regularly publish reports on us, we could lose visibility in the market and interest in our stock could decrease, which in turn could cause our stock price or trading volume to decline.

We do not currently intend to pay dividends on our common stock and, consequently, your ability to achieve a return on your investment will depend on the appreciation in the price of our common stock.

We have never declared or paid any cash dividends on our common stock and covenants in our loan and security agreement also prevent us from paying cash dividends. We currently intend to retain any future earnings to fund our future growth and do not expect to declare or pay any dividend on shares of our common stock in the foreseeable future. As a result, you may only realize a gain on your investment in our common stock if the market price of our common stock appreciates and you sell your shares at a price above your cost after accounting for any taxes. The price of our common stock may not appreciate in value or ever exceed the price that you paid for shares of our common stock in this offering.

Our board of directors and management will have broad discretion over the use of the proceeds we receive in this offering and might not apply the proceeds in ways that increase the value of your investment.

Our board of directors and management will have broad discretion to use the net proceeds from this offering, and you will be relying on the judgment of our board of directors and management regarding the application of these proceeds. You will not have the opportunity to influence our decisions on how to use the proceeds, and we may not apply the net proceeds of this offering in ways that increase the value of your investment. We have not allocated the estimated net proceeds for any specific purpose, and we expect to use the net proceeds from this offering for general corporate and working capital purposes, which may include hiring additional personnel, investing in sales and marketing, research and development and infrastructure. We may also use a portion of the

 

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proceeds to acquire businesses, products and technologies that are complementary to our business. Although we have from time to time evaluated possible acquisitions, we currently have no commitments or agreements to make any material acquisition, and we may not make any acquisitions in the future. We may not be able to achieve a significant return, if any, on any investment of the net proceeds of this offering.

You will experience immediate and substantial dilution in the net tangible book value of the shares you purchase in this offering.

If you purchase shares of our common stock in this offering, you will experience immediate and substantial dilution, as the initial public offering price of our common stock will be substantially greater than the net tangible book value per share of our common stock. Based on the assumed offering price of $11.50 per share, if you purchase our common stock in this offering, you will suffer immediate and substantial dilution of approximately $10.08 per share. For a further description of the dilution that you will experience immediately after this offering, see the section entitled “Dilution.”

Anti-takeover provisions in our certificate of incorporation and bylaws, as well as provisions in Delaware law, might discourage, delay or prevent a change of control of our company or changes in our management and, therefore, depress the trading price of our common stock.

Our certificate of incorporation, bylaws and Delaware law contain provisions that could have the effect of rendering more difficult or discouraging an acquisition deemed undesirable by our board of directors. Our corporate governance documents include provisions: (i) dividing our board of directors into three classes with staggered three-year terms; (ii) denying cumulative voting rights to stockholders; (iii) specifying that directors may be removed by our stockholders only for cause upon the vote of two thirds or more of our outstanding common stock; (iv) specifying that the authorized number of directors may be changed only by resolution of the board of directors; (v) eliminating the right of stockholders to act by written consent without a meeting; (vi) specifying that only our chairman of the board, Chief Executive Officer or the board of directors may call a special meeting of stockholders; (vii) limiting stockholder proposals to nominate director candidates to those for which timely advance notice was provided; and (viii) limiting stockholder amendments of the foregoing provisions to a vote of at least two thirds of our outstanding common stock. These provisions, alone or together, could delay hostile takeovers and changes in control or changes in our management.

As a Delaware corporation, we are also subject to provisions of Delaware law, including Section 203 of the Delaware General Corporation law, which prohibits a publicly-held Delaware corporation from engaging in a business combination with an interested stockholder, generally a person which together with its affiliates owns, or within the last three years has owned, 15% of our voting stock, for a period of three years after the date of the transaction in which the person became an interested stockholder, unless the business combination is approved in a prescribed manner.

The existence of the foregoing provisions and anti-takeover measures could limit the price that investors might be willing to pay in the future for shares of our common stock. They could also deter potential acquirers of our company, thereby reducing the likelihood that you could receive a premium for your common stock in an acquisition.

Future sales, or the availability for sale, of our common stock may cause our stock price to decline.

Sales of our common stock in the public market after this offering, or the perception that these sales may occur, could cause the market price of our common stock to decline. Assuming the sale of 4,782,870 shares by us in this offering, upon completion of this offering, we will have 24,894,355 shares of common stock outstanding. All shares of our common stock sold in this offering will be freely transferable without restriction or additional registration under the Securities Act of 1933. The remaining shares outstanding after this offering will be available for sale, upon the expiration of the 180-day lock-up period beginning from the date of this prospectus, if applicable, subject to volume and other restrictions as applicable under Rule 144 under the Securities Act of 1933. Any or all of these shares may be released prior to expiration of the lock-up period at the discretion of the lead underwriter for this offering. To the extent these shares are sold into the market, the market price of our common stock could decline. See “Shares Eligible for Future Sale” for a more detailed description of the restrictions applicable to the sale of shares of our common stock after this offering.

 

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SPECIAL NOTE REGARDING FORWARD-LOOKING STATEMENTS

This prospectus contains forward-looking statements. These statements identify substantial risks and uncertainties and relate to future events or our future financial performance. In some cases, you can identify forward-looking statements by terminology such as “may,” “will,” “could,” “should,” “expect,” “intend,” “plan,” “anticipate,” “believe,” “estimate,” “predict,” “potential” or “continue,” and similar expressions, whether in the negative or affirmative. These statements are only predictions and may be inaccurate. Actual events or results may differ materially. In evaluating these statements, you should specifically consider various factors, including the risks outlined under “Risk Factors” and in other parts of this prospectus. These factors may cause our actual results to differ materially from any forward-looking statement. Although we believe that the expectations reflected in the forward-looking statements are reasonable, our future results, levels of activity, performance or achievements may differ from our expectations. Other than as required by law, we do not undertake to update any of the forward-looking statements after the date of this prospectus, even though our situation may change in the future.

 

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USE OF PROCEEDS

We estimate that the net proceeds to us from the sale of our common stock in this offering will be approximately $47.5 million, based upon the assumed offering price of $11.50 per share, and after deducting estimated underwriting discounts and commissions and estimated offering expenses payable by us. We will not receive any of the proceeds from the sale of shares of our common stock by the selling stockholders including 978,300 additional shares that the underwriters have the option to purchase.

The principal purposes of this offering are to obtain additional working capital, to create a public market for our common stock and to facilitate our future access to the public equity markets. We anticipate using the net proceeds to us from this offering for general corporate and working capital purposes, which may include hiring additional personnel, investing in sales and marketing, research and development and infrastructure, although we have not currently determined with certainty any specific allocation of our proceeds with respect to these items. We may also use a portion of the net proceeds to acquire or invest in complementary businesses, products, services, technologies or other assets. We have not entered into any agreements or commitments with respect to any investments or acquisitions at this time, however, in September 2013, we acquired EasyCargo, a Chinese SaaS global trade management solution provider focused on trade management in China.

We currently have no specific plans for the use of the net proceeds to us from this offering. Accordingly, our management will have broad discretion in the application of the net proceeds of this offering to us, and investors will be relying on the judgment of our management regarding the application of these proceeds.

Pending their use, we plan to invest the net proceeds to us from this offering in a variety of capital preservation investments, including short-term, investment-grade and interest-bearing instruments. We cannot predict whether the invested proceeds will yield a favorable return.

 

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DIVIDEND POLICY

We have never paid or declared any cash dividends on our common stock and we do not anticipate paying any cash dividends on our common stock in the foreseeable future. Covenants in the agreements governing our line of credit also prevent us from paying cash dividends as described under the subsections “Liquidity and Capital Resources—Line of Credit” under “Management’s Discussion and Analysis of Financial Condition and Results of Operations.” We intend to retain all available funds and any future earnings, if any, to fund the development and expansion of our business. Payment of future cash dividends, if any, will be at the discretion of our board of directors after taking into account various factors, including our financial condition, operating results, current and anticipated cash needs, outstanding indebtedness and plans for expansion and restrictions imposed by lenders, if any.

 

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CAPITALIZATION

The following table sets forth our capitalization as of December 31, 2013:

 

    on an actual basis;

 

    on a pro forma basis, to give effect to (a) the conversion of all of our convertible preferred shares into shares of our common stock, which will occur immediately prior to the closing of this offering, (b) the issuance of 914,094 shares at the assumed offering price in satisfaction of $10,512,222 of accrued but unpaid dividends to our preferred stockholders and (c) the expiration of the put rights on our puttable common stock; and

 

    on a pro forma as adjusted basis to reflect the pro forma adjustments described above and our receipt of the net proceeds from our sale of 4,782,870 shares of common stock in this offering at an assumed offering price of $11.50 per share, after deducting (i) estimated underwriting discounts and commissions, and (ii) estimated offering expenses payable by us.

You should read this table together with our financial statements and related notes, “Selected Consolidated Financial Data” and “Management’s Discussion and Analysis of Financial Condition and Results of Operations” appearing elsewhere in this prospectus.

 

     As of December 31, 2013  
     Actual     Pro forma     Pro forma as
adjusted
 
     (in thousands)  

Cash and cash equivalents

   $ 5,148      $ 5,148      $ 52,607   
  

 

 

   

 

 

   

 

 

 

Short-term debt, including current portion of capital lease obligations

     1,022        1,022        1,022   

Long-term debt and capital lease obligations, net of current portion

     2,068        2,068        2,068   

Revolving credit facility

     6,979        6,979        6,979   

Redeemable Convertible Preferred Stock and Puttable Common Stock

      

Series A Redeemable Convertible Preferred Stock, no par value: authorized, issued, and outstanding 6,725,000 shares actual; none pro forma or pro forma as adjusted

     8,901        —          —     

Series B Redeemable Convertible Preferred Stock, no par value: authorized, issued, and outstanding 1,853,568 shares actual; none pro forma or pro forma as adjusted

     6,618        —          —     

Series C Redeemable Convertible Preferred Stock, no par value: authorized, issued, and outstanding 5,227,761 shares actual; none pro forma or pro forma as adjusted

     20,188        —          —     

Series D Redeemable Convertible Preferred Stock, no par value: authorized, issued, and outstanding 2,669,384 shares actual; none pro forma or pro forma as adjusted

     10,818        —          —     

Series E Redeemable Convertible Preferred Stock, no par value: authorized 6,709,007 shares; issued and outstanding 4,472,671 shares actual; none pro forma or pro forma as adjusted

     28,249        —          —     

Puttable common stock, no par value (actual), $0.001 par value (pro forma), issued and outstanding 197,914 shares actual; none pro forma or pro forma as adjusted

     2,148        —          —     
  

 

 

   

 

 

   

 

 

 

Stockholders’ (Deficit) Equity

      

Common stock, no par value (actual and pro forma) $0.001 par value (pro forma as adjusted): 38,100,100 shares authorized, 5,005,911 shares issued and outstanding, actual; 20,111,485 shares issued and outstanding, pro forma; 24,894,355 shares issued and outstanding, pro forma as
adjusted

     15,221        92,143        25   

Accumulated other comprehensive loss

     (486     (486     (486

Accumulated deficit

     (78,017     (78,017     (78,017

Additional paid-in capital

     —          —          139,577   
  

 

 

   

 

 

   

 

 

 

Total stockholders’ (deficit) equity

     (63,282     13,640        61,099   
  

 

 

   

 

 

   

 

 

 

Total capitalization

   $ 23,709      $ 23,709      $ 71,168   
  

 

 

   

 

 

   

 

 

 

 

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The number of shares of our common stock outstanding after the completion of this offering is based on 20,111,485 shares outstanding as of December 31, 2013, and excludes:

 

    2,890,363 shares issuable upon exercise of stock options, which have a weighted average exercise price of $3.11 per share;

 

    4,315,033 shares reserved for future issuance under our stock-based compensation plans;

 

    245,946 shares issuable upon exercise of warrants, which have an exercise price of $3.29 per share;

 

    98,633 contingent shares issuable in connection with our acquisition of EasyCargo;

 

    shares issuable in satisfaction of an earnout of up to $2.5 million under our EasyCargo purchase agreement payable in 2016, which is payable at our election in cash or in shares at the then-current fair market value of our common stock; and

 

    978,300 additional shares of common stock that the underwriters have the option to purchase from the selling stockholders.

 

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DILUTION

If you invest in our common stock in this offering, your interest will be diluted to the extent of the difference between the initial public offering price per share of our common stock and the pro forma as adjusted net tangible book value per share of our common stock immediately after this offering, which we refer to as net tangible book value dilution per share.

Net tangible book value per share is determined by dividing our total tangible assets less our total liabilities by the number of shares of common stock outstanding. Our pro forma net tangible book value as of December 31, 2013 was $(12.0) million, or $(0.60) per share, based on the total number of shares of our common stock outstanding as of December 31, 2013, after giving effect to the conversion of all outstanding shares of our convertible preferred stock into shares of common stock, which will occur immediately prior to the closing of this offering and the issuance of 914,094 shares at the offering price in satisfaction of $10,512,222 of accrued but unpaid dividends to our preferred stockholders.

After giving effect to the sale by us of 4,782,870 shares of our common stock in this offering at the assumed offering price of $11.50 per share, which is the midpoint of the estimated offering price range set forth on the cover page of this prospectus, after deducting estimated underwriting discounts and commissions and estimated offering expenses, our pro forma as adjusted net tangible book value as of December 31, 2013 would have been approximately $35.4 million, or $1.42 per share. This represents an immediate increase in pro forma net tangible book value of $2.02 per share to our existing stockholders and an immediate dilution of $10.08 per share to investors purchasing shares of common stock in this offering at the assumed offering price. The following table illustrates this dilution:

 

Assumed public offering price per share of common stock

     $ 11.50   
    

 

 

 

Pro forma net tangible book value per share as of December 31, 2013

   $ (0.60  

Increase in net tangible book value per share attributable to this offering

   $ 2.02     

Pro forma as adjusted net tangible book value per share after giving effect to this offering

     $ 1.42  
    

 

 

 

Net tangible book value dilution per share to investors in this offering

     $ 10.08   
    

 

 

 

Each $1.00 increase or decrease in the assumed offering price of $11.50 per share, which is the midpoint of the estimated offering price range set forth on the cover page of this prospectus, would increase or decrease, as applicable, our pro forma as adjusted net tangible book value per share to new investors by $0.18, and would increase or decrease, as applicable, dilution per share to new investors in this offering by $0.82, assuming that the number of shares offered by us, as set forth on the cover page of this prospectus, remains the same, after deducting estimated underwriting discounts and commissions. In addition, to the extent any outstanding options to purchase common stock are exercised, new investors will experience further dilution.

 

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The following table summarizes, on a pro forma as adjusted basis as of December 31, 2013, assuming the conversion of all outstanding shares of our convertible preferred stock into common stock and the issuance of 914,094 shares at the assumed offering price in satisfaction of $10,512,222 of accrued but unpaid dividends to our preferred stockholders, the total number of shares of common stock purchased from us, the total consideration paid to us, and the average price per share paid to us by existing stockholders, and by new investors purchasing shares in this offering at the assumed offering price of $11.50 per share, which is the midpoint of the estimated offering price range set forth on the front cover of this prospectus, before deducting estimated underwriting discounts and commissions and estimated offering expenses:

 

     Shares Purchased     Total Consideration     Average Price
per Share
 
     Number      Percent     Amount      Percent    

Existing Stockholders (1)

     19,197,391         77.1   $ 53,112,132         44.8   $ 2.77   

Shares issued upon payment of accrued dividends in common stock

     914,094         3.7        10,512,222         8.8        11.50   

New Investors

     4,782,870         19.2        55,003,005         46.4        11.50   
  

 

 

    

 

 

   

 

 

    

 

 

   

 

 

 

Total

     24,894,355         100   $ 118,627,359         100   $ 4.77   
  

 

 

    

 

 

   

 

 

    

 

 

   

 

 

 

 

(1) In 2004, the holders of our Series A preferred stock converted an accumulated dividend in the amount of $1,296,581 into 866,119 shares of our common stock. We have excluded the accumulated dividend amount of $1,296,581 from total consideration.

Each $1.00 increase or decrease in the assumed offering price of $11.50 per share would increase or decrease the total consideration paid by new investors and total consideration paid by all stockholders by approximately $4.4 million, assuming that the number of shares offered by us, as set forth on the cover page of this prospectus, remains the same, after deducting estimated underwriting discounts and commissions.

The number of shares of our common stock outstanding after the completion of this offering is based on 20,111,485 shares outstanding as of February 1, 2014, and excludes:

 

    2,890,363 shares issuable upon exercise of stock options, which have a weighted average exercise price of $3.11 per share;

 

    4,315,033 shares reserved for future issuance under our stock-based compensation plans;

 

    245,946 shares issuable upon exercise of warrants, which have an exercise price of $3.29 per share;

 

    98,633 contingent shares of common stock issuable in connection with our acquisition of EasyCargo;

 

    shares issuable in satisfaction of an earnout of up to $2.5 million under our EasyCargo purchase agreement payable in 2016, which is payable at our election in cash or in shares at the then-current fair market value of our common stock; and

 

    978,300 additional shares of common stock that the underwriters have the option to purchase from the selling stockholders.

 

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SELECTED CONSOLIDATED FINANCIAL DATA

The following selected consolidated financial data should be read together with our consolidated financial statements and related notes and the section titled “Management’s Discussion and Analysis of Financial Condition and Results of Operations” contained elsewhere in this prospectus. The selected consolidated financial data in this section are not intended to replace our consolidated financial statements and the related notes. Our historical results are not necessarily indicative of our future results.

The selected consolidated statements of operations data for the years ended December 31, 2011, 2012 and 2013 and the consolidated balance sheet data as of December 31, 2011, 2012 and 2013 are derived from our audited consolidated financial statements contained elsewhere in this prospectus.

 

     Year Ended December 31,  
     2011     2012     2013  
     (in thousands, except per share
amounts)
 

Consolidated Statements of Operations Data:

      

Revenue

      

Subscription

   $ 28,825      $ 32,400      $ 38,867   

Professional services

     8,747        10,968        13,660   
  

 

 

   

 

 

   

 

 

 

Total revenue

     37,572        43,368        52,527   
  

 

 

   

 

 

   

 

 

 

Cost of revenue

      

Cost of subscription revenue (1)

     10,145        10,732        12,748   

Cost of professional services revenue (1)

     6,969        8,680        9,498   
  

 

 

   

 

 

   

 

 

 

Total cost of revenue

     17,114        19,412        22,246   
  

 

 

   

 

 

   

 

 

 

Gross profit

     20,458        23,956        30,281   
  

 

 

   

 

 

   

 

 

 

Operating expenses

      

Sales and marketing (1)

     11,277        12,807        16,246   

Research and development (1)

     5,946        5,775        7,936   

General and administrative (1)

     6,476        6,275        10,469   

Restricted stock expense

     683        878        9,328   
  

 

 

   

 

 

   

 

 

 

Total operating expenses

     24,382        25,735        43,979   
  

 

 

   

 

 

   

 

 

 

Loss from operations

     (3,924     (1,779     (13,698

Interest and other income (expense)

     (131     (7     (150
  

 

 

   

 

 

   

 

 

 

Loss before income taxes

     (4,055     (1,786     (13,848

Income tax expense

     592        311        550   
  

 

 

   

 

 

   

 

 

 

Net loss

     (4,647     (2,097     (14,398

Preferred stock accretion

     (3,359     (4,036     (4,850

Preferred stock dividends

     (675     (536     —     
  

 

 

   

 

 

   

 

 

 

Net loss attributable to common stockholders

   $ (8,681   $ (6,669   $ (19,248
  

 

 

   

 

 

   

 

 

 

Net loss per common share, basic and diluted (2)

   $ (2.41   $ (1.82   $ (5.11
  

 

 

   

 

 

   

 

 

 

Weighted average common shares outstanding, basic and diluted (2)

     3,596,911        3,673,181       
3,763,562
  
  

 

 

   

 

 

   

 

 

 

Pro forma net loss per common share, basic and diluted (2)

       $ (1.01
      

 

 

 

Pro forma weighted-average common shares outstanding, basic and diluted (2)

         19,043,391   
      

 

 

 

Key Metrics (unaudited):

      

Recurring revenue retention (3)

     102     102     102

Adjusted EBITDA (4)

   $ (1,231   $ 1,917      $ 1,669   

 

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(1) Includes stock-based compensation allocated as follows:

 

     Year Ended December 31,  
         2011              2012              2013      
     (in thousands)  

Cost of subscription revenue

   $ 21       $ 43       $ 80   

Cost of professional services revenue

     0         1         40   

Sales and marketing

     52         46         77   

Research and development

     25         29         63   

General and administrative

     72         100         262   
  

 

 

    

 

 

    

 

 

 

Total stock-based compensation expense

   $ 170       $ 219       $ 522   
  

 

 

    

 

 

    

 

 

 

 

(2) See Note 11 of the consolidated financial statements included elsewhere in this prospectus for an explanation of the calculations of basic and diluted net loss per share attributable to common stockholders and pro forma basic and diluted net loss per share attributable to common stockholders.
(3) We calculate our recurring revenue retention rate by comparing, for a given quarter, subscription revenue for all customers in the corresponding quarter of the prior year to the subscription revenue from those same customers in the given quarter.
(4) EBITDA consists of net loss plus depreciation and amortization, interest expense (income) and income tax expense. Adjusted EBITDA consists of EBITDA plus our non-cash, stock-based compensation expenses, as well as the change in fair value of our contingent consideration and warrant liabilities. The following table presents a reconciliation of net loss to adjusted EBITDA for each of the periods indicated:

 

     Year Ended December 31,  
         2011              2012              2013      
     (in thousands)  

Net loss

   $ (4,647    $ (2,097    $ (14,398

Depreciation and amortization

     1,843         2,567         3,792   

Interest expense

     159         37         169   

Interest income

     (29      (31      (18

Income tax expense

     592         311         550   
  

 

 

    

 

 

    

 

 

 

EBITDA

     (2,082      787         (9,905

Stock-based compensation

     170         219         522   

Restricted stock

     683         878         9,328   

Puttable stock compensation

     —           —           18   

Increase in fair value of contingent consideration liability

     —           —           106   

Warrant expense

     (2      33         1,600   
  

 

 

    

 

 

    

 

 

 

Adjusted EBITDA

   $ (1,231    $ 1,917       $ 1,669   
  

 

 

    

 

 

    

 

 

 

The following table sets forth our consolidated balance sheet data as of the dates presented:

 

    As of December 31,     2013
Pro Forma (1)
    2013
Pro Forma as
Adjusted (2)
 
    2011     2012     2013      
    (in thousands)  

Consolidated Balance Sheet Data:

         

Cash and cash equivalents

  $ 5,290      $ 4,280      $ 5,148      $ 5,148      $ 52,607   

Working capital, excluding current deferred revenue

    15,458        11,658        10,276        10,276        57,735   

Total assets

    54,086        54,756        70,097        70,097        117,556   

Deferred revenue, current and long term

    30,191        30,251        30,757        30,757        30,757   

Redeemable convertible preferred stock and puttable common stock

    65,352        69,924        76,921        —          —     

Total stockholders’ (deficit) equity

    (47,747     (53,572     (63,281     13,640        61,099   

 

(1) On a pro forma basis, to give effect to (a) the conversion of all of our convertible preferred shares into shares of our common stock, which will occur immediately prior to the closing of this offering, (b) the issuance of 914,094 shares at the offering price in satisfaction of $10,512,222 of accrued but unpaid dividends to our preferred stockholders based upon the assumed offering price and (c) the expiration of the put right on our puttable common stock.
(2) On a pro forma as adjusted basis to reflect the pro forma adjustments described above and our receipt of the net proceeds from our sale of 4,782,870 shares of common stock in this offering at an initial public offering price of $11.50 per share, after deducting (i) estimated underwriting discounts and commissions, and (ii) estimated offering expenses payable by us.

 

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MANAGEMENT’S DISCUSSION AND ANALYSIS

OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS

You should read the following discussion and analysis of our financial condition and results of operations together with the consolidated financial statements and related notes that are included elsewhere in this prospectus. This discussion contains information with respect to our plans and strategy as well as forward-looking statements based upon current expectations that involve risks and uncertainties. Our actual results may differ materially from those anticipated in these forward-looking statements as a result of various factors, including those set forth under “Risk Factors” or in other parts of this prospectus.

Overview

Our mission is to dramatically change the way companies conduct global trade. As a leading provider of cloud-based global trade management (GTM) solutions, we automate import and export processes to enable goods to flow across international borders in the most efficient, compliant and profitable way. Our solution combines enterprise-class software, trade content sourced from government agencies and transportation providers in 125 countries, and a global supply chain network connecting our customers with their trading partners, including suppliers, freight forwarders, customs brokers and transportation carriers. As a result, our solution reduces transportation costs, optimizes logistics, leverages trade agreements, provides shipment tracking, and ensures compliance with import and export regulations. By automating more GTM processes, we enable our customers to enjoy significantly lower supply chain costs compared to legacy systems.

We deliver our GTM solution using a Software-as-a-Service (SaaS) model and leverage a highly flexible technology framework to quickly and efficiently meet our customers’ unique requirements around the world. In 2013, we processed over 600 million transactions and supply chain messages on our network. We generate revenue from annual subscription fees for our solution and by providing related professional services. Selling to new customers has driven our growth to date, and we believe that the GTM automation market is greatly under-penetrated and remains a significant growth opportunity for us. To achieve this growth, we will continue to invest in our sales and marketing efforts worldwide. During 2013, revenue from international customers accounted for 11% of total revenue. This percentage has increased consistently by a small amount year over year since 2010, however, we categorize customers as domestic or international based on the location of their headquarters, and our solution is often implemented across multi-national enterprises. Accordingly, revenue from international customers may not correspond to the extent to which we have deployed our solution internationally. In 2013, one customer accounted for 11.5% of our total revenue and no other customer accounted for more than 10%. We sell our solution primarily through a direct sales force, both domestically and internationally, including via our recently acquired Chinese subsidiary EasyCargo.

We intend to expand our role as a provider of a market-leading GTM solution by bringing our existing solution to new customers and new markets, and by expanding our solution to offer the most comprehensive and innovative features in the GTM marketplace. Key elements of our growth strategy include our plans to:

 

    ramp our investment in sales by hiring new sales directors and supporting personnel, particularly for territories outside of the United States;

 

    ramp our investment in marketing with a focus on lead generation, in particular by running more marketing programs to jump-start new territories, and to a lesser extent, devoting additional resources to solidifying our brand as a leading GTM solution provider;

 

    invest in new sales and support offices in regions where we have a foothold resulting from our prior implementations;

 

    continue to leverage our solution team to expand the depth and breadth of our solution in response to customer requests and the evolving nature of global trade; and

 

    execute strategic acquisitions, including to acquire best-of-breed solutions to specific problems or gain a sales team with a track record of success in a foreign market.

 

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We face a variety of challenges and risks, which we will need to address and manage as we pursue our growth strategy. In particular, we will need to continue to innovate in the face of a rapidly changing technology landscape if we are to remain competitive, and we will need to effectively manage our growth, especially related to our international expansion. Our senior management continuously focuses on these and other challenges, and we believe that our culture of innovation and our history of growth and expansion will contribute to the success of our business. We cannot, however, assure you that we will be successful in addressing and managing the many challenges and risks that we face.

We have achieved significant growth since inception and plan to continue to invest in growth. From 2011 to 2013, our subscription revenue grew from $28.8 million to $38.9 million, representing a 16.2% compound annual growth rate (CAGR). From 2011 to 2013, our total revenue grew from $37.6 million to $52.5 million, representing a 18.2% CAGR. We expect our cost of revenue and operating expenses to continue to increase in absolute dollars in future periods. We expect marketing and sales expenses to increase as we continue to expand our sales teams, increase our marketing activities and grow our international operations. We also expect research and development expenses to increase in absolute dollars as we enhance our existing solution modules and develop new ones. We also plan to invest in maintaining a high quality of professional services and customer support, and plan to continue investing in our data center infrastructure in order to support continued customer growth. As a result of both our growth and the infrastructure required to be a public company, we expect to incur additional general and administrative expenses. Considering all of these plans for investment, we cannot assure you that we will be profitable in the near term.

Our customers pay us an annual subscription fee typically at the start of each contract year. The subscription fee is fixed for the term of the agreement, and typically is based on expected transaction volumes, such as the number of annual shipments or import entries. To the extent that a customer exceeds contracted maximum transaction volumes, they incur per-transaction fees. This pricing structure allows us to sell more affordable, entry-level configurations to customers with fewer needs, as well as sophisticated configurations to enterprise customers with greater needs. The subscription fees typically begin the first month following contract execution, whether or not we have completed the solution’s implementation, and our subscription agreements typically may only be terminated for cause. In addition, we charge for professional services to implement our solution, typically on a time and materials basis.

Our operating results in a given quarter can fluctuate based on the mix of subscription and professional services revenue. In 2013, subscription accounted for 74% of total revenue. Our subscription agreements typically have an initial term of three to five years, with an average initial term of approximately 4.0 and 3.5 years for enterprise and mid-market customers, respectively. In 2011, 2012 and 2013, our solution served 351, 399 and 463 customers, respectively. Our customers are headquartered primarily in the United States and Europe, with users in more than 80 countries, conducting trade across 125 countries. Of our 463 customers in 2013 customers, 172 were multi-national enterprise customers with annual revenues of more than $1 billion, and 291 were mid-market customers, with annual revenues that we believe are less than $1 billion. In each of 2012 and 2013, our average revenue from enterprise customers was approximately $265,000 and our average revenue from mid-market customers was approximately $25,000.

Key Metrics

We regularly review the following key metrics to evaluate our business, measure our performance, identify trends in our business, prepare financial projections and make strategic decisions.

Recurring Revenue Retention . We believe our recurring revenue retention rate is an important metric to measure the long-term value of customer agreements with regard to revenue and billings visibility. We calculate our recurring revenue retention rate by comparing, for a given quarter, subscription revenue for all customers in the corresponding quarter of the prior year to the subscription revenue from those same customers in the given quarter. For the annual rate, we utilize the average of the four quarters for the stated year. For each of 2011, 2012, 2013, the recurring revenue retention rate was 102%.

Adjusted EBITDA . EBITDA consists of net income (loss) plus depreciation and amortization, interest expense (income) and income tax expense (benefit). Adjusted EBITDA consists of EBITDA plus our non-cash, stock-

 

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based compensation expense, as well as the change in fair value of our contingent consideration and warrant liabilities. We use adjusted EBITDA as a measure of operating performance because it assists us in comparing performance on a consistent basis across reporting periods, as it removes from our operating results the impact of our capital structure. We believe adjusted EBITDA is useful to an investor in evaluating our operating performance because it is widely used to measure a company’s operating performance without regard to items such as depreciation and amortization, which can vary depending upon accounting methods and the book value of assets, and to present a meaningful measure of performance exclusive of our capital structure and the method by which assets were acquired.

The following table provides a reconciliation of net loss to adjusted EBITDA:

 

     Year Ended December 31,  
     2011     2012     2013  
     (in thousands)  

Net loss

   $ (4,647   $ (2,097   $ (14,398

Depreciation and amortization

     1,843        2,567        3,792   

Interest expense

     159        37        169   

Interest income

     (29     (31     (18

Income tax expense

     592        311        550   
  

 

 

   

 

 

   

 

 

 

EBITDA

     (2,082     787        (9,905

Stock based compensation

     170        219        522   

Restricted stock expense

     683        878        9,328   

Puttable stock compensation

     —          —          18   

Increase in fair value of contingent consideration liability

     —          —          106   

Warrant expense

     (2     33        1,600   
  

 

 

   

 

 

   

 

 

 

Adjusted EBITDA

   $ (1,231   $ 1,917      $ 1,669   
  

 

 

   

 

 

   

 

 

 

Components of Operating Results

Revenue

Revenue . We primarily generate revenue from the sale of subscriptions and subscription-related professional services. Our subscriptions are multi-year arrangements for software and content, and in certain instances include a transactional component. We derive professional services revenue from implementation, integration and other elements associated with solution and content subscriptions.

We typically invoice subscription customers in advance on an annual basis, with payment due upon receipt of the invoice. We reflect invoiced amounts on our balance sheet as accounts receivable or as cash when collected, and as deferred revenue until earned and recognized as revenue ratably over the performance period. Accordingly, deferred revenue represents the amount billed to customers that has not yet been earned or recognized as revenue, pursuant to agreements executed during current and prior periods, and does not reflect that portion of a contract to be invoiced to customers on a periodic basis for which payment is not yet due.

Subscription Revenue . We derive our subscription revenue from fees paid to us by our customers for access to our solution. We recognize the revenue associated with subscription agreements ratably on a straight-line basis over the term of the agreement, provided all criteria required for revenue recognition have been met.

Professional Services Revenue . Professional services revenue consists primarily of fees charged for implementation, integration, training and other services associated with the subscription agreements entered into with our customers. Generally, we charge for professional services to implement our solution on a time and materials basis.

Cost of Revenue

Cost of Subscription Revenue . Cost of subscription revenue consists primarily of personnel and related costs of our hosting, support, and content teams, including salaries, benefits, bonuses, payroll taxes, stock-based compensation and allocated overhead, software license fees, hosting costs, Internet connectivity, depreciation expenses directly related to delivering our solution, as well as amortization of capitalized software development

 

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costs. As we continue to add data center capacity and personnel, as well as develop our trade content in advance of anticipated growth, our cost of subscription revenue may increase. We generally expense our cost of subscription revenue as we incur the costs.

Cost of Professional Services Revenue . Cost of professional services revenue consists primarily of personnel and related costs of our professional services team, including salaries, benefits, bonuses, payroll taxes, stock-based compensation, the costs of contracted third-party vendors, reimbursable expenses and depreciation, amortization and other allocated costs. As our personnel are employed on a full-time basis, our cost of professional services is largely fixed in the short-term, while our professional services revenue may fluctuate, leading to fluctuations in professional services gross profit. We expense our cost of professional services revenue as we incur the costs.

Operating Expenses

Our operating expenses are classified into three categories: sales and marketing, research and development, and general and administrative.

Sales and Marketing . Sales and marketing expenses primarily consist of personnel and related costs for our sales and marketing staff, including salaries, benefits, commissions, bonuses, payroll taxes, stock-based compensation and costs of promotional events, corporate communications, online marketing, solution marketing and other brand-building activities, in addition to depreciation, amortization and other allocated costs. We capitalize and amortize commission costs as an expense ratably over the term of the related customer contract in proportion to the recognition of the subscription revenue. If a subscription agreement is terminated, we recognize the unamortized portion of any deferred commission cost as an expense immediately upon such termination, when the initial customer contract is signed and upon any renewal as our obligation to pay a sales commission arises at these times. We expect that sales and marketing expenses will continue to increase in absolute dollars as we continue to expand our business.

Research and Development . Research and development expenses primarily consist of personnel and related costs of our research and development staff, including salaries, benefits, bonuses, payroll taxes, stock-based compensation and costs of certain third-party contractors, as well as depreciation, amortization and other allocated costs. We capitalize research and development costs related to the development of our solution modules and amortize them over their useful life. We have devoted our solution modules development efforts primarily to enhancing the functionality and expanding the capabilities of our solution. We expect that our research and development expenses will continue to increase in absolute dollars as we increase our research and development headcount to further strengthen and enhance our solution.

General and Administrative . General and administrative expenses primarily consist of personnel and related costs for our executive, administrative, finance, information technology, legal, accounting and human resource staffs, including salaries, benefits, bonuses, payroll taxes and stock-based compensation, professional fees, other corporate expenses and depreciation, amortization and other allocated costs. In addition, general and administrative expenses include our expenses related to certain outstanding warrants that have liability accounting and, as such, any changes in fair value of the warrants is recorded in general and administrative expenses. We have recently incurred, and expect to continue to incur additional expenses as we grow our operations and operate as a public company, including higher legal, corporate insurance, accounting and auditing expenses, and the additional costs of enhancing and maintaining our internal control environment through the adoption of new corporate policies. We also expect that general and administrative expenses will continue to increase in absolute dollars as we expand our operations, including internationally.

Restricted Stock. Restricted stock expense includes an intrinsic value charge in each financial reporting period related to vested restricted shares purchased by certain members of our management. In connection with the purchase of these shares, we loaned, on a nonrecourse basis, certain amounts to the purchasers of these shares to cover related tax liabilities incurred by them. Accordingly, we are accounting for these shares as stock options. All of the restricted stock expense relates to our general and administrative functions. We may repurchase these shares under certain conditions, including upon termination of employment or in the event of certain corporate transactions. These repurchase rights have lapsed with respect to 50% of the shares purchased.

 

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The repurchase rights for the remaining shares will lapse and these remaining shares will become fully vested upon the earlier of the closing of certain corporate transactions or this offering. Accordingly, we expect to record restricted stock expense of $15.0 million upon the closing of this offering based on the assumed offering price.

Interest and Other Income (Expense)

Interest and other income (expense) consists primarily of interest income on our cash balances, and interest expense on outstanding debt and capital lease obligations.

Income Tax Expense

Because we have generated net losses in all periods to date and recorded a full valuation allowance against our deferred tax assets, we have historically not recorded a provision for federal or state income taxes. The tax provision for 2013 is primarily related to foreign income taxes and is a result of the cost-plus transfer pricing agreements we have in place with our foreign subsidiaries. Realization of any of our deferred tax assets depends upon future earnings, the timing and amount of which are uncertain. Utilization of our net operating losses may be subject to annual limitations due to the ownership change rules under the Internal Revenue Code of 1986, as amended, and similar state provisions. We have not yet made a determination regarding the potential impact of these limitations. Moreover, in the event we have future changes in ownership, including as a result of this offering, the availability of net operating losses could be further limited.

Critical Accounting Policies

We prepare our consolidated financial statements in accordance with generally accepted accounting principles in the United States. The preparation of consolidated financial statements also requires us to make estimates and assumptions that affect the reported amounts of assets, liabilities, revenue, costs and expenses and related disclosures. We base our estimates on historical experience and on various other assumptions that we believe to be reasonable under the circumstances. Actual results could differ significantly from the estimates made by our management. To the extent that there are differences between our estimates and actual results, our future financial statement presentation, financial condition, results of operations and cash flows will be affected. We believe that the accounting policies discussed below are critical to understanding our historical and future performance, as these policies relate to the more significant areas involving management’s judgments and estimates.

The following critical accounting policies reflect significant judgments and estimates used in the preparation of our consolidated financial statements:

 

    revenue recognition;

 

    deferred revenue;

 

    stock-based compensation;

 

    goodwill;

 

    capitalized software costs; and

 

    income taxes.

Revenue Recognition

We primarily generate revenue from the sale of subscriptions and subscription-related services. In instances involving subscriptions, we generate subscription revenue under customer contracts with multiple elements, which are comprised of (1) subscription fees that provide the customers with access to our on-demand solution and trade content, unspecified solution and content upgrades, and customer support, (2) professional services associated with implementing our solution (primarily implementation services), and (3) transaction-related fees (including publishing services). Our initial customer contracts have contract terms typically ranging from three to five years and our renewal contracts range from one to five years in length. Typically, the customer does not take or have the right to take possession of the software supporting our on demand solution. However, in certain

 

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instances, we have customers that take possession of the software whereby it is installed on the customer’s premises. Our subscription service arrangements typically may only be terminated for cause and do not contain refund provisions.

We provide our software as a service and follow the provisions of ASC Topic 605, Revenue Recognition (ASC 605) and ASC Topic 985, Software (ASC 985). We commence revenue recognition when all of the following conditions are met:

 

    There is persuasive evidence of an arrangement;

 

    The service has been or is being provided to the customer;

 

    The collection of the fees is probable; and

 

    The amount of fees to be paid by the customer is fixed or determinable.

Subscription Revenue . We recognize subscription revenue ratably over the contract terms beginning on the commencement date of each contract, which is the date the service is made available to customers. We record amounts that have been invoiced in accounts receivable and in deferred revenue or revenue, depending on whether the revenue recognition criteria have been met. We recognize transaction-related revenue as the transactions occur.

Professional Services Revenue . The majority of our professional services agreements are on a time and material basis. When these services are not combined with subscription revenue as a single unit of accounting, as discussed below, we recognize this revenue as we render the services for time and material agreements, and when the customer accepts the milestones that we achieve for fixed price agreements.

Multiple-Deliverable Arrangements . We enter into arrangements with multiple deliverables that generally include subscription, professional services (primarily implementation) as well as transaction-related fees.

Prior to January 1, 2010, we accounted for deliverables in multiple-deliverable arrangements separately if the delivered items had standalone value and there was objective and reliable evidence of fair value for the undelivered items. If the deliverables in a multiple-deliverable arrangement could not be accounted for separately, the total arrangement fee was recognized ratably as a single unit of accounting over the contracted term of the subscription agreement. We accounted for a significant portion of our multiple-deliverable arrangements as a single unit of accounting because we did not have objective and reliable evidence of fair value for certain of the deliverables. Additionally, in these situations, we expensed the direct costs of the professional services arrangement as incurred whereas the revenue from the services was recognized over the contracted terms of the subscription.

In October 2009, the FASB issued Accounting Standards Update No. 2009-13, “ Revenue Recognition (Topic 605), Multiple-Deliverable Revenue Arrangements-a consensus of the FASB Emerging Issues Task Force ” (“ASU 2009-13”) which amended the previous multiple-deliverable arrangements accounting guidance. Pursuant to the updated guidance, objective and reliable evidence of fair value of the deliverables to be delivered was no longer required in order to account for deliverables in a multiple-deliverable arrangement separately. Instead, arrangement consideration is allocated to deliverables based on their relative selling price.

We adopted this accounting guidance on January 1, 2010, for applicable arrangements entered into or materially modified after January 1, 2010 (the beginning of our fiscal year). Under the updated accounting guidance, in order to treat deliverables in a multiple-deliverable arrangement as separate units of accounting, the deliverables must have standalone value upon delivery. If the deliverables have standalone value upon delivery, we account for each deliverable separately. Subscription services have standalone value as such services are often sold separately. In determining whether professional services have standalone value, we consider the following factors for each professional services agreement: availability of the services from other vendors, the nature of the professional services, the timing of when the professional services contract was signed in comparison to the subscription service start date, and the contractual dependence of the subscription service on the customer’s satisfaction with the professional services work. To date, we have concluded that all of the professional services included in multiple-deliverable arrangements executed have standalone value.

 

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As a result of adopting ASU 2009-13, we allocate revenue to each element in an arrangement based on a selling price hierarchy. The selling price for a deliverable is based on its vendor specific objective evidence (VSOE), if available, third party evidence (TPE), if VSOE is not available, or estimated selling prices (ESP), if neither VSOE nor TPE is available. As we have been unable to establish VSOE or TPE for the elements of its arrangements, we establish the ESP for each element primarily by considering the weighted average of actual sales prices of professional services sold on a standalone basis and subscription including various add-on modules if and when sold together without professional services, and other factors such as gross margin objectives, pricing practice and growth strategy. We have established processes to determine ESP and allocate revenue in multiple arrangements using ESP.

For those contracts in which our customer accesses our software via our on-demand, cloud based solution, we account for such transactions in accordance with the ASC 605-25, Multiple-Element Arrangements . The majority of these contracts represent multiple-element arrangements, and we evaluate each element to determine whether it represents a separate unit of accounting. We recognize the consideration allocated to the subscription as revenue ratably over the contract period. The consideration allocated to professional services is recognized as the services are performed, which is typically over the first three to six months of an arrangement.

For those contracts in which the customer takes possession of the software, we account for such transactions in accordance with ASC 985, Software . We account for these agreements as subscriptions and recognize the entire arrangement fee (subscription and professional services) ratably over the term of the agreement. In addition, we do not have VSOE for any add-on professional services, and accordingly, we recognize revenue related to such add-on professional services over the remaining term of the contract.

We account for sales tax collected from customers and remitted to governmental authorities on a net basis and, therefore, we do not include them in revenue and cost of revenue in our consolidated statement of operations.

We classify customer reimbursements received for direct costs paid to third parties and related expenses as revenue, in accordance with ASC 605. The amounts included in professional services revenue and cost of professional services revenue for the years ended December 31, 2011, 2012 and 2013 were $364,305, $432,702 and $496,474, respectively.

Deferred Revenue

Deferred revenue represents amounts collected from (or invoiced to) customers in advance of revenue earned. Deferred revenue to be recognized in the succeeding 12 month period is included in current deferred revenue with the remaining amounts included in noncurrent deferred revenue.

Deferred revenue at December 31, 2012 and 2013 included approximately $9.5 million and $6.7 million related to an arrangement with one customer in which we were recognizing revenue equal only to the extent of costs incurred. We started to recognize this deferred revenue ratably beginning in May 2012.

Stock-Based Compensation

We recognize stock-based compensation as an expense in the consolidated financial statements and measure that cost based on the estimated fair value of the award.

For awards granted after January 1, 2006, we recognized compensation expense based on the estimated grant date fair value using the Black Scholes option pricing model.

Determining the fair value of stock-based awards at the grant date requires judgment. We use the Black-Scholes option-pricing model to determine the fair value of stock options. The determination of the grant date fair value of options using an option-pricing model is affected by our estimated common stock fair value as well as assumptions regarding a number of other complex and subjective variables. These variables include the fair value of our common stock, the expected term of the options, our expected stock price volatility, risk-free interest rates, and expected dividends, which are estimated as follows:

 

    Fair value of our common stock . Because our stock is not publicly traded, we must estimate the fair value of common stock, as discussed in “—Common Stock Valuations” below.

 

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    Expected term . The expected term represents the period that our stock-based awards are expected to be outstanding. As we do not have sufficient historical experience for determining the expected term of the stock option awards granted, we have based our expected term on the simplified method, which represents the average period from vesting to the expiration of the award.

 

    Expected volatility . As we do not have a trading history for our common stock, the expected stock price volatility for our common stock was estimated by taking the average historic price volatility for industry peers based on daily price observations over a period equivalent to the expected term of the stock option grants. We did not rely on implied volatilities of traded options in our industry peers’ common stock because the volume of activity was relatively low. We intend to continue to consistently apply this process using the same or similar public companies until a sufficient amount of historical information regarding the volatility of our own common stock share price becomes available.

 

    Risk-free rate . The risk-free interest rate is based on the yields of U.S. Treasury securities with maturities similar to the expected term of the options for each option group.

 

    Dividend yield . We have never declared or paid any cash dividends and do not presently plan to pay cash dividends in the foreseeable future. Consequently, we used an expected dividend yield of zero.

If any of the assumptions used in the Black-Scholes model change significantly, stock-based compensation for future awards may differ materially compared with the awards granted previously.

Total stock-based compensation expense related to employee options included in the consolidated statement of operations for the years ended December 31, 2011, 2012, and 2013 is as follows:

 

     Year Ended December 31,  
         2011              2012              2013      
     (in thousands)  

Cost of subscription revenue

   $ 21       $ 43       $ 80   

Cost of professional services revenue

     0         1         40   

Sales and marketing

     52         46         77   

Research and development

     25         29         63   

General and administrative

     72         100         262   
  

 

 

    

 

 

    

 

 

 

Total stock-based compensation expense

   $ 170       $ 219       $ 522   
  

 

 

    

 

 

    

 

 

 

Common Stock Valuations . The fair value of the common stock underlying our stock options was determined by our board of directors, which intended that all options granted have an exercise price that is not less than the estimated fair value of a share of our common stock underlying those options on the date of grant. The valuations of our common stock were determined in accordance with the guidelines outlined in the American Institute of Certified Public Accountants Practice Aid, Valuation of Privately-Held-Company Equity Securities Issued as Compensation . The assumptions we used in the valuation model were based on future expectations combined with management judgment. In the absence of a public trading market, our board of directors, with input from management, exercised significant judgment and considered numerous objective and subjective factors to determine the fair value of our common stock as of the date of each option grant, including the following factors:

 

    contemporaneous third-party valuations performed at periodic intervals by a valuation firm;

 

    the prices, rights, preferences and privileges of our preferred stock relative to the common stock;

 

    the purchases of shares of preferred stock by unaffiliated venture capital firms;

 

    our operating and financial performance and forecast;

 

    current business conditions;

 

    significant new customer wins;

 

    the hiring of key personnel;

 

    our stage of development;

 

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    the likelihood of achieving a liquidity event for the shares of common stock underlying these stock options, such as an initial public offering or sale of our company, given prevailing market conditions;

 

    any adjustment necessary to recognize a lack of marketability for our common stock;

 

    the market performance of comparable publicly-traded technology companies; and

 

    the U.S. and global capital market conditions.

We have granted stock options with the following exercise prices since September 1, 2011:

 

Grant Date

   Number of
Options
Granted
     Exercise
Price per
Share
     Option
Fair Value
per
Share at

Grant Date
     Common
Stock Value
per Share at
Grant Date
     Aggregate
Fair Value of
Options
Granted
 

September 2011

     400,800       $ 2.31       $ 0.73       $ 1.53         294,000   

September 2011

     173,680       $ 2.31       $ 0.72       $ 1.53         124,800   

October 2011

     33,400       $ 2.31       $ 0.72       $ 1.53         24,000   

February 2012

     8,350       $ 2.31       $ 0.72       $ 1.96         6,000   

April 2012

     99,720       $ 2.31       $ 0.96       $ 2.10         95,540   

July 2012

     80,160       $ 2.31       $ 1.11       $ 2.10         88,800   

February 2013

     200,400       $ 2.68       $ 1.51       $ 2.68         303,000   

June 2013

     267,200       $ 6.14       $ 2.40       $ 5.57         640,000   

June 2013

     297,260       $ 5.57       $ 3.19       $ 5.57         947,850   

September 2013

     66,800       $ 8.07       $ 4.61       $ 8.07         308,000   

In order to determine the fair value of our common stock underlying option grants, we considered, among other things, contemporaneous valuations of our stock from an independent valuation firm that provided us with their estimation of our enterprise value and the allocation of that value to each element of our capital structure (preferred stock, common stock, warrants and options). For stock options granted in or prior to June 2011, we determined our enterprise value using the market based approach and, within the market based approach, the comparable company method and the recent transaction method. We selected the companies used for comparison based on a number of factors, including but not limited to, the similarity of their industry, business model, and financial risk profile to those of ours. We used the same set of comparable companies for all relevant valuation estimates. The market-based approach considers multiples of financial metrics based on both acquisitions and trading multiples of a selected peer group of technology companies. We then apply these multiples to our financial metrics to derive a range of indicated values. We also considered appropriate adjustments to recognize a lack of marketability.

Significant factors considered by our board of directors in determining the fair value of our common stock at the grant dates include:

September 2011 . The United States economy and the financial markets continued to recover from the global financial crisis that began in 2008. Total revenue increased from $8.2 million for the three months ended March 31, 2011 to $9.4 million for the three months ended June 30, 2011. We performed a valuation of our common stock as of June 30, 2011, utilizing the option pricing method and determined the fair value to be $1.53 per share. The valuation utilized the following inputs: (i) time to expiration of 2.0 years; (ii) risk-free interest rate of 0.45%; (iii) volatility of 60%; and (iv) a discount for lack of marketability of 30%. For the valuation as of June 30, 2011, we determined our enterprise value of $95.3 million using the income and market approaches with a 100% weighting assigned to the income approach and 0% assigned to the market approach. The income approach was weighted at 100% based on an assessment of our current stage of development and the growth implied by our financial projections. We determined that this approach would provide a more appropriate value for us than approaches which did not consider our projected growth rate. Under the income approach, we used a multiple of 2.2x to last 12-month revenue. Under the guideline public company market approach, we used a multiple of 2.6x to last 12-month revenue. The guideline public companies market approach was weighted at 0.0% based on our assessment of the group of comparable public companies and an analysis of our financial projections. As this approach does not explicitly consider our projected growth, we

 

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determined that this approach would not provide an appropriate value for us. Although we did not directly utilize this method in the conclusion of our enterprise value, we used a market multiple derived from this approach within the income approach. For the discounted cash flow analysis, we used a discount rate to our projected cash flows of 25.8%. Based on this valuation and other factors described herein, our board of directors granted options to purchase 574,480 shares of common stock with an exercise price of $2.31 per share.

October 2011. The United States economy continued to stabilize through the fourth calendar quarter of 2011. Although the broader financial markets continued to experience volatility and were negatively impacted by the European sovereign debt concerns, select technology companies were able to complete IPOs during this period. Total revenue increased from $9.4 million for the three months ended September 30, 2011 to $10.6 million for the three months ended December 31, 2011. We performed a valuation of our common stock as of June 30, 2011, utilizing the option pricing method and determined the fair value to be $1.53 per share. The valuation utilized the following inputs: (i) time to expiration of 2.0 years; (ii) risk-free interest rate of 0.45%; (iii) volatility of 60%; and (iv) a discount for lack of marketability of 30%. For the valuation as of June 30, 2011, we determined our enterprise value of $95.3 million using the income and market approaches with a 100% weighting assigned to the income approach and 0% assigned to the market approach. The income approach was weighted at 100% based on an assessment of our current stage of development and the growth implied by our financial projections. We determined that this approach would provide a more appropriate value for us than approaches which did not consider our projected growth rate. Under the income approach, we used a multiple of 2.2x to last 12-month revenue. Under the guideline public company market approach, we used a multiple of 2.6x to last 12-month revenue. The guideline public companies market approach was weighted at 0.0% based on our assessment of the group of comparable public companies and an analysis of our financial projections. As this approach does not explicitly consider our projected growth, we determined that this approach would not provide an appropriate value for us. Although we did not directly utilize this method in the conclusion of our enterprise value, we used a market multiple derived from this approach within the income approach. For the discounted cash flow analysis, we used a discount rate to our projected cash flows of 25.8%. Based on this valuation and other factors described herein, our board of directors granted options to purchase 33,400 shares of common stock with an exercise price of $2.31 per share.

February 2012. The United States economy and financial markets continued to strengthen during the first calendar quarter of 2012. We also continued to see strength in all facets of our business during this period with the exception of transaction fees. Total revenue decreased from $10.6 million for the three months ended December 31, 2011 to $10.0 million for the three months ended March 31, 2012. We performed a valuation of our common stock as of December 31, 2011, utilizing the option pricing method and determined the fair value to be $1.96 per share. The valuation utilized the following inputs: (i) time to expiration of 1.5 years; (ii) risk-free interest rate of 0.12%; (iii) volatility of 60%; and (iv) a discount for lack of marketability of 29%. For the valuation as of December 31, 2011, we determined our enterprise value of $111.1 using the income and market approaches with a 100% weighting assigned to the income approach and 0% assigned to the market approach. The income approach was weighted at 100% based on an assessment of our current stage of development and the growth implied by our financial projections. We determined that this approach would provide a more appropriate value for us than approaches which did not consider our projected growth rate. Under the income approach, we used a multiple of 2.4x to last 12-month revenue. Under the guideline public company market approach, we used a multiple of 2.9x to last 12-month revenue. The guideline public companies market approach was weighted at 0.0% based on our assessment of the group of comparable public companies and an analysis of our financial projections. As this approach does not explicitly consider our projected growth, we determined that this approach would not provide an appropriate value for us. Although we did not directly utilize this method in the conclusion of our enterprise value, we used a market multiple derived from this approach within the income approach. For the discounted cash flow analysis, we used a discount rate to our projected cash flows of 24.7%. Based on this valuation and other factors described herein, our board of

 

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directors granted options to purchase 8,350 shares of common stock with an exercise price of $2.31 per share. The increase in estimated fair value of our common stock from June 30, 2011 to December 31, 2011 was due to:

 

    a higher projected revenue forecast, contributing to approximately 34% of the increase;

 

    the application of a higher revenue multiple based on the then current market conditions for our guideline companies to our higher projected revenue forecast, contributing to approximately 59% of the increase; and

 

    a slightly lower discount for lack of marketability as a result of a reduction in the time to liquidity from 2 years to 1.5 years, contributing to approximately 7% of the increase.

April 2012. The United States financial markets began to show some weakness in the second calendar quarter of 2012 as concerns regarding global financial uncertainties grew; however, we continued to see strength in our business. Total revenue increased from $10.0 million for the three months ended March 31, 2012 to $11.0 million for the three months ended June 30, 2012. We performed a valuation of our common stock as of March 31, 2012, utilizing the option pricing method and determined the fair value to be $2.10 per share. The valuation utilized the following inputs: (i) time to expiration of 1.5 years; (ii) risk-free interest rate of 0.26%; (iii) volatility of 60%; and (iv) a discount for lack of marketability of 28%. For the valuation as of March 31, 2012, we determined our enterprise value of $111.8 million using the income and market approaches with a 100% weighting assigned to the income approach and 0% assigned to the market approach. The income approach was weighted at 100% based on an assessment of our current stage of development and the growth implied by our financial projections. We determined that this approach would provide a more appropriate value for us than approaches which did not consider our projected growth rate. Under the income approach, we used a multiple of 2.3x to last 12-month revenue. Under the guideline public company market approach, we used a multiple of 2.5x to last 12-month revenue. The guideline public companies market approach was weighted at 0.0% based on our assessment of the group of comparable public companies and an analysis of our financial projections. As this approach does not explicitly consider our projected growth, we determined that this approach would not provide an appropriate value for us. Although we did not directly utilize this method in the conclusion of our enterprise value, we used a market multiple derived from this approach within the income approach. For the discounted cash flow analysis, we used a discount rate to our projected cash flows of 24.3%. Based on this valuation and other factors described herein, our board of directors granted options to purchase 99,720 shares of common stock with an exercise price of $2.31 per share. The increase in the estimated fair value of our common stock from December 31, 2011 to March 31, 2012 was due to:

 

    a positive change in our cash position resulting in approximately 78% of the increase; and

 

    a slightly lower discount for lack of marketability as a result of the change in the risk free rate, contributing to approximately 22% of the increase.

July 2012. The United States financial markets continued to show weakness during the second calendar quarter of 2012 as concerns regarding global financial uncertainties grew; however, we continued to see strength in our business. Total revenue increased from $11.0 million for the three months ended June 30, 2012 to $11.1 million for the three months ended September 30, 2012. We performed a valuation of our common stock as of March 31, 2012, utilizing the option pricing method and determined the fair value to be $2.10 per share. The valuation utilized the following inputs: (i) time to expiration of 1.5 years; (ii) risk-free interest rate of 0.26%; (iii) volatility of 60%; and (iv) a discount for lack of marketability of 28%. For the valuation as of March 31, 2012, we determined our enterprise value of $111.8 million using the income and market approaches with a 100% weighting assigned to the income approach and 0% assigned to the market approach. The income approach was weighted at 100% based on an assessment of our current stage of development and the growth implied by our financial projections. We determined that this approach would provide a more appropriate value for us than approaches which did not consider our projected growth rate. Under the income approach, we used a multiple of 2.3x to last 12-month revenue. Under the guideline public company market approach, we used a multiple of 2.5x to last 12-month revenue. The guideline public companies market approach was weighted at 0.0% based on our assessment of the group of comparable public companies and an analysis of our financial

 

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projections. As this approach does not explicitly consider our projected growth, we determined that this approach would not provide an appropriate value for us. Although we did not directly utilize this method in the conclusion of our enterprise value, we used a market multiple derived from this approach within the income approach. For the discounted cash flow analysis, we used a discount rate to our projected cash flows of 24.3%. Based on this valuation and other factors described herein, our board of directors granted options to purchase 80,160 shares of common stock with an exercise price of $2.31 per share.

February 2013. In the fourth calendar quarter of 2012, the United States economy continued to show weakness, and the financial markets continued to exhibit volatility over concerns regarding the decline in government spending and exports as well as shrinking business inventories; however, we continued to see strength in our business. Total revenue increased from $11.1 million for the three months ended September 30, 2012 to $11.3 million for the three months ended December 31, 2012. We performed a valuation of our common stock as of December 31, 2012, utilizing the option pricing method and determined the fair value to be $2.68 per share. The valuation utilized the following inputs: (i) time to expiration of 1.5 years; (ii) risk-free interest rate of 0.16%; (iii) volatility of 60%; and (iv) a discount for lack of marketability of 25%. For the valuation as of December 31, 2012, we determined our enterprise value of $130.3 million using the income and market approaches with a 100% weighting assigned to the income approach and 0% assigned to the market approach. The income approach was weighted at 100% based on an assessment of our current stage of development and the growth implied by our financial projections. We determined that this approach would provide a more appropriate value for us than approaches which did not consider our projected growth rate. Under the income approach, we used a multiple of 2.5x to last 12-month revenue. Under the guideline public company market approach, we used a multiple of 2.4x to last 12-month revenue. The guideline public companies market approach was weighted at 0.0% based on our assessment of the group of comparable public companies and an analysis of our financial projections. As this approach does not explicitly consider our projected growth, we determined that this approach would not provide an appropriate value for us. Although we did not directly utilize this method in the conclusion of our enterprise value, we used a market multiple derived from this approach within the income approach. For the discounted cash flow analysis, we used a discount rate to our projected cash flows of 23.4%. Based on this valuation and other factors described herein, our board of directors granted options to purchase 200,400 shares of common stock with an exercise price of $2.68 per share. The increase in the estimated fair value of our common stock from March 31, 2012 to December 31, 2012 was due to:

 

    a higher projected revenue forecast, contributing to approximately 38% of the increase;

 

    the application of a higher revenue multiple based on the then current market conditions for our guideline companies to our higher projected revenue forecast, contributing to approximately 59% of the increase; and

 

    a slightly lower discount for lack of marketability as a result of the change in the risk free rate, contributing to approximately 3% of the increase.

June 2013. In the first calendar quarter of 2013, the United States economy continued to show some weakness and the financial markets continued to exhibit volatility over concerns regarding the decline in government spending and concerns about the future of the Federal Reserve Bank’s quantitative easing program; however, we continued to see strength in our business. Total revenue increased from $11.3 million for the three months ended December 31, 2012 to $11.6 million for the three months ended March 31, 2013. We performed a valuation of our common stock as of March 31, 2013 utilizing the option pricing method and determined the fair value to be $5.57 per share. The valuation utilized the following inputs: (i) time to expiration of 1.0 years; (ii) risk-free interest rate of 0.14%; (iii) volatility of 60%; and (iv) a discount for lack of marketability of 15%. For the valuation as of March 31, 2013, we determined our enterprise value of $195.4 million using the income and market approaches with a 100% weighting assigned to the income approach and 0% assigned to the market approach. The income approach was weighted at 100% based on an assessment of our current stage of development and the growth implied by our financial projections. We determined that this approach would provide a more appropriate value for us than approaches which did not consider our projected growth rate. Under the income approach, we used a multiple of 3.3x to last 12-month revenue. Under the guideline public company market approach, we used a multiple of 3.3x to last 12-month revenue. The guideline public

 

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companies market approach was weighted at 0.0% based on our assessment of the group of comparable public companies and an analysis of our financial projections. As this approach does not explicitly consider our projected growth, we determined that this approach would not provide an appropriate value for us. Although we did not directly utilize this method in the conclusion of our enterprise value, we used a market multiple derived from this approach within the income approach. For the discounted cash flow analysis, we used a discount rate to our projected cash flows of 24.5%. Based on this valuation and other factors described herein, our board of directors granted options to purchase 267,200 shares of common stock with an exercise price of $6.14 per share and 297,260 shares of common stock with an exercise price of $5.57. The increase in the estimated fair value of our common stock from December 31, 2012 to March 31, 2013 was due to:

 

    a higher projected revenue forecast, contributing to approximately 15% of the increase;

 

    the application of a higher revenue multiple based on the then current market conditions for our guideline companies to our higher projected revenue, contributing to approximately 66% of the increase; and

 

    a slightly lower discount for lack of marketability as a result of a reduction in the time to liquidity from 1.5 years to 1 year, contributing to approximately 19% of the increase.

September 2013. In the second calendar quarter of 2013, the United States economy grew at its fastest rate in three quarters. We also continued to see strength in our business in the second quarter of 2013. Total revenue increased from $11.6 million for the three months ended March 31, 2013 to $11.9 million for the three months ended June 30, 2013. We performed a valuation of our common stock as of June 30, 2013 utilizing the probability weighted expected return model, or PWERM, allocation methodology and determined the fair value to be $8.07 per share. The present values calculated for our common stock under the possible outcomes were weighted based on management’s estimates of the probability of each outcome occurring. Management’s estimates of probability were 10% for continuing as a private company (Scenario 1) with a discount for lack of marketability of 25%, 80% for an initial public offering occurring prior to December 2013 (Scenario 2) with a discount for lack of marketability of 5%, and 10% for an initial public offering occurring prior to April 2014 (Scenario 3) with a discount for lack of marketability of 10%. Our enterprise value under Scenario 1 was $194.8 million using the income and market approaches with a 50% weighting assigned to the income approach and 50% assigned to the market approach. Our enterprise value under Scenario 2 was $210.4 million and was $227.3 million under Scenario 3 using the income approach. We used discounted cash flows for both of these scenarios with a revenue multiple of 3.3x and a present value factor of 19.4%. Based on this valuation and other factors described herein, our board of directors granted options to purchase 66,800 shares of common stock with an exercise price of $8.07 per share. The increase in the estimated fair value of our common stock from $5.57 per share as of March 31, 2013 to $8.07 per share as of June 30, 2013 was primarily due to the following:

 

    a switch from utilizing the option pricing method to the PWERM model to determine the fair value of our common stock; and

 

    our increase in revenue from March 31, 2013 to June 30, 2013, primarily attributable to an increase in the number of customers using our solution.

Goodwill

Goodwill represents the excess of the cost of an acquired business over the fair value of the identifiable tangible and intangible assets acquired and liabilities assumed in a business combination. At December 31, 2013, we had $24.5 million of goodwill recorded on our Consolidated Balance Sheet. For the purposes of impairment testing, we have determined that we have one reporting unit. A two-step impairment test of goodwill is required pursuant to ASC 350-20-35. In the first step, the fair value of the reporting unit is compared to its carrying value. If the fair value exceeds the carrying value, goodwill is not impaired and further testing is not required. If the carrying value exceeds the fair value, then the second step of the impairment test is required to determine the implied fair value of the reporting unit’s goodwill. The implied fair value of goodwill is calculated by deducting the fair value of all tangible and intangible net assets of the reporting unit, excluding goodwill, from the fair value of the reporting unit as determined in the first step. If the carrying value of the reporting unit’s goodwill exceeds its implied fair value, then an impairment loss must be recorded that is equal to the difference. The identification and measurement of

 

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goodwill impairment involves the estimation of the fair value of the company. The estimate of our fair value, based on the best information available as of the date of the assessment, is subjective and requires judgment, including management assumptions about expected future revenue forecasts and discount rates.

Capitalized Software Costs

Certain development costs related to our software products are capitalized in accordance with ASC Topic 350-40, Internal-Use Software . ASC 350-40 contains the following provisions: (1) preliminary project costs are expensed as incurred; (2) all costs associated with the development of the application are to be capitalized; and (3) all costs associated with the post-implementation operation of the software shall be expensed as incurred. In addition, the costs for all upgrades and enhancements to the originally developed software may be capitalized if additional functionality is added. Accordingly, we capitalize certain software development costs, including the costs to develop solution modules or significant enhancements to existing modules, which are developed or obtained for internal use. We capitalize software development costs when application development begins, it is probable that the project will be completed, and the software will be used as intended. Such capitalized costs are amortized on a straight-line basis over the estimated useful life of the related asset, which is generally three years. Costs associated with preliminary project stage activities, training, maintenance and all post-implementation stage activities are expensed as incurred. It is difficult to predict the amount of Internal-Use Software that will be capitalized in the future as it is project-specific and as such each project will be reviewed on a case-by-case basis.

Income Taxes

We account for income taxes under the asset and liability method in accordance with authoritative guidance for income taxes. We recognize deferred tax assets and liabilities for the future tax consequences attributable to differences between the financial statement carrying accounts of existing assets and liabilities and their respective tax basis and operating loss and tax credit carry forwards. We measure deferred tax assets and liabilities using enacted tax rates expected to apply to taxable income in the years in which those temporary differences are expected to be recovered or settled. We recognize the effect on deferred tax assets and liabilities of a change in tax rates in income in the period that includes the enactment date.

We adopted the provisions of ASC 740-10, Accounting for Uncertainty in Income Tax , on February 1, 2009. There was no impact upon adoption of ASC 740-10 as we have not identified any uncertain tax positions. We have adopted the accounting policy that interest and penalties relating to income taxes are classified within income tax expense.

 

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Results of Operations

The following tables summarize key components of our results of operations for the periods indicated, both in dollars and as a percentage of revenue. The period-to-period comparison of financial results is not necessarily indicative of financial results to be achieved in future periods.

 

    Year Ended December 31,  
    2011     2012     2013  

Revenue

     

Subscription

  $ 28,825      $ 32,400      $ 38,867   

Professional services

    8,747        10,968        13,660   
 

 

 

   

 

 

   

 

 

 

Total revenue

    37,572        43,368        52,527   
 

 

 

   

 

 

   

 

 

 

Cost of revenue

     

Cost of subscription revenue

    10,145        10,732        12,748   

Cost of professional services revenue

    6,969        8,680        9,498   
 

 

 

   

 

 

   

 

 

 

Total cost of revenue

    17,114        19,412        22,246   
 

 

 

   

 

 

   

 

 

 

Gross profit

    20,458        23,956        30,281   
 

 

 

   

 

 

   

 

 

 

Operating expenses

     

Sales and marketing

    11,277        12,807        16,246   

Research and development

    5,946        5,775        7,936   

General and administrative

    6,476        6,275        10,469   

Restricted stock expense

    683        878        9,328   
 

 

 

   

 

 

   

 

 

 

Total operating expenses

    24,382        25,735        43,979   
 

 

 

   

 

 

   

 

 

 

Loss from operations

    (3,924     (1,779     (13,698

Interest and other income (expense)

    (131     (7     (150
 

 

 

   

 

 

   

 

 

 

Loss before income taxes

    (4,055     (1,786     (13,848

Provision for income taxes

    592        311        550   
 

 

 

   

 

 

   

 

 

 

Net loss

  $ (4,647   $ (2,097   $ (14,398
 

 

 

   

 

 

   

 

 

 

 

     Year Ended December 31,  
     2011     2012     2013  

Revenue

      

Subscription

     77     75     74

Professional services

     23        25        26   
  

 

 

   

 

 

   

 

 

 

Total revenue

     100        100        100   
  

 

 

   

 

 

   

 

 

 

Cost of revenue

      

Cost of subscription revenue (1)

     35        33        33   

Cost of professional services revenue (1)

     80        79        70   
  

 

 

   

 

 

   

 

 

 

Total cost of revenue

     46        45        42   
  

 

 

   

 

 

   

 

 

 

Gross profit

     54        55        58   
  

 

 

   

 

 

   

 

 

 

Operating expenses

      

Sales and marketing

     30        30        31   

Research and development

     16        13        15   

General and administrative

     17        14        20   

Restricted stock expense

     2        2        18   
  

 

 

   

 

 

   

 

 

 

Total operating expenses

     65        59        84   
  

 

 

   

 

 

   

 

 

 

Loss from operations

     (11     (4     (26

Interest and other income (expense)

     (0     (0     (0
  

 

 

   

 

 

   

 

 

 

Loss before income taxes

     (11     (4     (26

Provision for income taxes expense

     2        1        1   
  

 

 

   

 

 

   

 

 

 

Net loss

     (13 )%      (5 )%      (27 )% 
  

 

 

   

 

 

   

 

 

 

 

(1) The table shows cost of revenue as a percentage of each component of revenue.

 

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Year Ended December 31, 2013 Compared to Year Ended December 31, 2012

Revenue . Revenue for 2013 was $52.5 million, an increase of $9.1 million, or 21.0%, over revenue of $43.4 million for 2012.

Subscription Revenue . Subscription revenue for 2013 was $38.9 million, an increase of $6.5 million, or 20.1%, over subscription revenue of $32.4 million for 2012. The increase in subscription revenue resulted from an increase in the number of large subscriptions from customers, as well as recognition of revenue for a full year for the new customers added in 2012. We have increased our customer count through our sales and marketing efforts.

Professional Services Revenue . Professional services revenue for 2013 was $13.7 million, an increase of $2.7 million, or 24.5%, over professional services revenue of $11.0 million for 2012. The increase is attributable to an increase in demand for professional services from our expanding customer base.

Cost of Subscription Revenue . Cost of subscription revenue for 2013 was $12.7 million, an increase of $2.0 million, or 18.7%, over cost of subscription revenue of $10.7 million for 2012. As a percentage of subscription revenue, cost of subscription revenue was 32.6% for 2013 and 33.0% for 2012. The increase in dollar amount resulted from a $1.0 million increase in depreciation, amortization and other allocated costs, an increase of $0.8 million resulting from salary increases for existing employees and the cost of new employees hired during the period and an increase of $0.2 million in software maintenance costs.

Cost of Professional Services Revenue . Cost of professional services revenue for 2013 was $9.5 million, an increase of $0.8 million, or 9.2%, over cost of professional services revenue of $8.7 million for 2012. As a percentage of professional services revenue, cost of professional services revenue was 69.3% for 2013 and 79.1% for 2012. The increase in dollar amount resulted from an increase of $1.6 million resulting from salary increases for existing professional services employees and the cost of new professional services employees hired during the period. Also, there was an increase of $0.2 million in recruiting costs, $0.1 million in travel costs and $0.3 million in other costs. These costs were offset by a $0.3 million decrease in outside services and a decrease of $1.1 million in employee-related costs transferred from research and development in 2012 as our engineering team temporarily assisted our professional services organization to address a particular customer implementation.

Sales and Marketing Expenses . Sales and marketing expenses for 2013 were $16.2 million, an increase of $3.4 million, or 26.6%, over sales and marketing expenses of $12.8 million for 2012. As a percentage of revenue, sales and marketing expenses increased to 30.9% for 2013 from 29.5% for 2012. The increase in dollar amount is due to an increase of $1.3 million resulting from salary increases for existing employees and the cost of new employees hired during the period, an increase of $0.1 million in recruiting costs and an increase of $0.5 million in commission expense. We also had a $0.9 million increase in marketing event costs, a $0.3 million increase in travel costs, a $0.2 million increase in allocated general and administrative costs, and an increase of $0.1 million in other marketing related costs.

Research and Development Expenses . Research and development expenses for 2013 were $7.9 million, an increase of $2.1 million, or 36.2%, from research and development expenses of $5.8 million for 2012. As a percentage of revenue, research and development expenses increased to 15.0% for 2013 from 13.4% for 2012. The increase in dollar amount was due to $2.1 million of costs allocated to cost of professional services in 2012 as our engineering team temporarily assisted our professional services organization to address a particular customer implementation while no costs were allocated to cost of professional services revenue in 2013. There also was a $0.1 increase in other costs that were offset by a $0.1 million decrease in travel and related costs.

General and Administrative Expenses . General and administrative expenses for 2013 were $10.5 million, an increase of $4.2 million, or 66.7%, over general and administrative expenses of $6.3 million for 2012. As a percentage of revenue, general and administrative expenses increased to 20.0% for 2013 from 14.5% for 2012. The increase in dollar amount is due to an increase of $1.6 million related to changes in the fair value of warrants issued, and an increase of $0.8 million resulting from salary increases for existing employees and for additional general and administrative employees hired during the period. There also was an increase of $1.0 million in professional fees, a $0.2 million increase in travel costs, a $0.2 million increase in software maintenance costs, a $0.2 million increase in the costs for recruiting and outside services and an increase of $0.2 million in allocated general and administrative costs.

 

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Income Tax Expense . Income tax expense for 2013 was $0.5 million compared to $0.3 million for 2012. Income tax expense is primarily related to foreign operations.

Year Ended December 31, 2012 Compared to Year Ended December 31, 2011

Revenue . Revenue for 2012 was $43.4 million, an increase of $5.8 million, or 15.4%, over revenue of $37.6 million for 2011.

Subscription Revenue . Subscription revenue for 2012 were $32.4 million, an increase of $3.6 million, or 12.5%, over subscription revenue of $28.8 million for 2011. The increase in subscription revenue resulted from an increase in the number of subscriptions from enterprise customers, which numbered 140 in 2012 compared to 137 in 2011, as well as recognition of revenue for a full year for the new customers added in 2011. We have increased our customer count through our sales and marketing efforts. Our subscription revenue growth rate decelerated from 2011 due to an unusual delay in the subscription start date for one large customer.

Professional Services Revenue . Professional services revenue in 2012 was $11.0 million, an increase of $2.3 million, or 26.4%, over professional services revenue of $8.7 million in 2011. The increase resulted from an increase in demand for services to our expanding subscription customer base.

Cost of Subscription Revenue . Cost of subscription revenue in 2012 was $10.7 million, an increase of $0.6 million, or 5.9%, over cost of subscription revenue of $10.1 million in 2011. As a percentage of subscription revenue, cost of subscription revenue was 33.0% for 2012 and 35.1% for 2011. The increase in dollar amount resulted from a $0.3 million increase in software maintenance costs, an increase of $0.4 million for depreciation, amortization and other allocated costs and an increase of $0.2 million resulting from new employees hired during the period partially offset by a decrease of $0.3 million for server costs.

Cost of Professional Services Revenue . Cost of professional services revenue in 2012 was $8.7 million, an increase of $1.7 million, or 24.3%, over cost of professional services revenue of $7.0 million in 2011. As a percentage of professional services revenue, cost of professional services revenue was 79.1% for 2012 and 80.5% for 2011. The increase in dollar amount resulted from a $1.5 million increase resulting from salary increases for existing professional services employees and the cost of new professional services employees hired during the period, an increase in consulting costs of $0.3 million, as well as an increase of $0.2 million for travel costs. These increases were offset by a decrease of $0.4 million in employee-related costs transferred from research and development in the prior period as our engineering team temporarily assisted our professional services organization to address a particular customer implementation.

Sales and Marketing Expenses . Sales and marketing expenses for 2012 were $12.8 million, an increase of $1.5 million, or 13.3%, over sales and marketing expenses of $11.3 million for 2011. As a percentage of revenue, sales and marketing expenses were 29.5% in 2012 and 30.1% in 2011. The increase in dollar amount is due to an increase of $0.7 million resulting from salary increases for existing employees and the cost of new employees hired during the period, an increase of $0.6 million in commission expense and a $0.1 million increase in marketing program costs.

Research and Development Expenses . Research and development expenses for 2012 were $5.8 million, a decrease of $0.1 million, or 1.7%, from research and development expenses of $5.9 million for 2011. As a percentage of revenue, research and development expenses decreased to 13.4% in 2012 from 15.7% in 2011. The decrease in dollar amount was due to an increase in capitalization of research and development costs of $1.3 million in 2012 offset by an increase of $0.4 million resulting from salary increases for existing employees and an increase in software maintenance costs of $0.1 million. These increases were offset by a decrease of $0.4 million in employee-related costs transferred to professional services in the prior period as our engineering team temporarily assisted our professional services organization to address a particular customer implementation.

General and Administrative Expenses . General and administrative expenses for 2012 were $6.3 million, a decrease of $0.2 million, or 3.1%, from general and administrative expenses of $6.5 million for 2011. As a percentage of revenue, general and administrative expenses decreased to 14.5% in 2012 from 17.3% in 2011. The decrease in dollar amount is due to a reduction of $0.2 million in professional services and a reduction of $0.3 million in currency exchange fluctuations in our foreign operations, offset by an increase of $0.2 million resulting from salary increases for existing general and administrative personnel.

 

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Income Tax Expense . Income tax expense for the year ended December 31, 2012 was $0.3 million compared to $0.6 million for the year ended December 31, 2011. Income tax expense is primarily related to foreign operations.

 

Quarterly Results of Operations

The following table sets forth our unaudited operating results for each of the eight quarters preceding and including the period ended December 31, 2013 and the percentages of revenue for each line item shown. The information is derived from our unaudited financial statements. In the opinion of management, our unaudited financial statements include all adjustments, consisting only of normal recurring items, except as noted in the notes to the financial statements, necessary for a fair statement of interim periods. The financial information presented for the interim periods has been prepared in a manner consistent with our accounting policies described elsewhere in this prospectus and should be read in conjunction therewith. These quarterly results are not necessarily indicative of the results that may be expected for any future period. Due to rounding, quarterly amounts may not agree to annual amounts.

 

    Quarter Ended  
    March 31,
2012
    June 30,
2012
    September 30,
2012
    December 31,
2012
    March 31,
2013
    June 30,
2013
    September 30,
2013
    December 31,
2013
 
    (in thousands)  

Revenues

               

Subscription

  $ 7,634      $ 7,793      $ 7,943      $ 9,030      $ 8,747      $ 8,668      $ 9,827      $ 11,625   

Professional services

    2,384        3,167        3,151        2,266        2,846        3,273        3,559        3,982   
 

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

 

Total revenues

    10,018        10,960        11,094        11,296        11,593        11,941        13,386        15,607   
 

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

 

Cost of revenue

               

Cost of subscription revenues

    2,592        2,660        2,668        2,812        3,005        3,185        3,315        3,244   

Cost of professional services

    2,161        2,403        2,324        1,793        2,017        2,339        2,392        2,749   
 

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

 

Total cost of revenue

    4,753        5,063        4,992        4,605        5,022        5,524        5,707        5,993   
 

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

 

Gross profit

    5,265        5,897        6,102        6,691        6,571        6,417        7,679        9,614   
 

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

 

Operating expenses:

               

Sales and marketing

    3,260        3,112        3,007        3,430        3,673        4,092        4,103        4,378   

Research and Development

    1,438        1,223        1,328        1,787        1,941        1,833        2,051        2,110   

General and administrative

    1,609        1,564        1,474        1,628        2,258        2,625        2,802        2,784   

Restricted stock expense

    219        219        219        219        3,530        3,182        1,994        622   
 

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

 

Total operating expenses

    6,526        6,118        6,028        7,064        11,402        11,732        10,950        9,894   
 

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

 

Loss from operations

    (1,261     (221     74        (373     (4,831     (5,315     (3,271     (280

Interest and other income (expense)

    0        (5     (2     (0     (5     (1     (51     (93
 

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

 

Loss before income taxes

    (1,261     (226     72        (373     (4,836     (5,316     (3,322     (373

Provision for income taxes

    (152     72        270        119        201        42        170        138   
 

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

 

Net loss

  $ (1,109   $ (298   $ (198   $ (492   $ (5,037   $ (5,358   $ (3,492   $ (511
 

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

 

 

    Quarter Ended  
    March 31,
2012
    June 30,
2012
    September 30,
2012
    December 31,
2012
    March 31,
2013
    June 30,
2013
    September 30,
2013
    December 31,
2013
 
    (in thousands)  

Revenues

               

Subscription

    76     71     72     80     75     73     73     74

Professional Services

    24     29     28     20     25     27     27     26
 

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

 

Total revenue

    100     100     100     100     100     100     100     100
 

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

 

Cost of revenues:

               

Cost of subscription

    34     34     34     31     34     37     34     28

Cost of professional services

    91     76     74     79     71     71     67     69
 

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

 

Total cost of revenue

    47     46     45     41     43     46     43     38
 

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

 

Gross profit

    53     54     55     59     57     54     57     62
 

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

 

Operating expenses:

               

Sales and marketing

    33     28     27     30     32     34     31     28

Research and Development

    14     11     12     16     17     15     15     14

General and administrative

    16     14     13     14     19     22     21     18

Restricted stock expense

    2     2     2     2     30     27     15     4
 

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

 

Total operating expenses

    65     55     54     62     98     98     82     64
 

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

 

Loss from operations

    (12 )%      (1 )%      1     (3 )%      (41 )%      (44 )%      (25 )%      (2 )% 

Interest and other income (expense)

    (0 )%      (0 )%      (0 )%      0     (0 )%      (0 )%      (0 )%      (1 )% 
 

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

 

Loss before income taxes

    (12 )%      (1 )%      1     (3 )%      (41 )%      (44 )%      (25 )%      (3 )% 

Provision for income taxes

    (2 )%      1     2     1     2     0     1     1
 

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

 

Net loss

    (10 )%      (2 )%      (1 )%      (4 )%      (43 )%      (44 )%      (26 )%      (4 )% 
 

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

 

 

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We have experienced certain quarterly trends in our subscription and professional services revenues. In particular, our subscription revenue in the first quarter of certain years has been lower than the sequential fourth quarter of the prior year due to the transactional volumes associated with retail cycles. Additionally, our professional services revenue has traditionally been lower in each fourth quarter as compared to the third quarter due to the impact of the holiday season, including fewer business days and lower customer resource levels.

Liquidity and Capital Resources

 

     Year Ended December 31,  
     2011     2012         2013      
     in thousands  

Net cash provided by operating activities

   $ 983      $ 3,922      $ 989   

Net cash used in investing activities

     (5,365     (4,772     (5,186

Net cash provided by (used in) financing activities

     (3,088     (121     5,455   

 

     As of December 31,  
     2011      2012          2013      
     in thousands  

Cash and cash equivalents

   $ 5,290       $ 4,280       $ 5,148   

Historically, we have financed our operations primarily through the sale of preferred stock and borrowings under credit facilities. At December 31, 2013, our principal sources of liquidity were cash and cash equivalents totaling $5.1 million and accounts receivable, net of allowance for doubtful accounts of $11.0 million, compared to cash and cash equivalents of $4.3 million and accounts receivable, net of allowance for doubtful accounts of $9.8 million, at December 31, 2012. We bill our customers in advance for annual subscriptions, while professional services are typically billed on a monthly basis as services are performed. As a result, the amount of our accounts receivable at the end of a period is driven significantly by our annual subscription and professional services billings for the last month of the period, and our cash flows from operations are affected by our collection of amounts due from customers for subscription and professional services billings that resulted in the recognition of revenue in a prior period.

Net Cash Flows from Operating Activities

Net cash provided by operating activities was $1.0 million during 2013, compared to $3.9 million during 2012 and $1.0 million during 2011. The amount of our net cash provided by operating activities is primarily a result of the timing of cash payments from our customers, offset by the timing of our primary cash expenditures, which are employee salaries.

For 2013, net cash provided by operating activities was $1.0 million, which reflects our net loss of $14.4 million, adjusted for non-cash charges of $15.5 million consisting primarily of $9.3 million for restricted stock compensation, $1.6 million for the change in the valuation of warrants and $3.8 million for depreciation and amortization. Additionally, we had a net decrease in our working capital accounts consisting of $3.2 million in prepaid and other assets and $1.0 million in accounts receivable offset by an increase of $3.7 million in accounts payable and accrued expenses and an increase of $0.5 million in deferred revenue. In 2013, prepaid expenses and other assets decreased principally as a result of a $3.3 million increase in deferred commissions.

For 2012, net cash provided by operating activities of $3.9 million was primarily the result of $2.1 million of net loss, offset by non-cash depreciation and amortization expense of $2.6 million, a less than $0.1 million increase in deferred revenue, a $1.6 million decrease in accounts receivable and a $1.1 million increase in accrued liabilities, offset by an increase in prepaid expenses of $1.2 million. Increases in deferred revenue are due to continued growth in new business, offset by the subscription revenue recognized ratably over time. Increases in accounts receivable are primarily due to growth in the number of customer subscription agreements.

For 2011, net cash provided by operating activities of $1.0 million was primarily a result of $4.6 million of net loss, offset by non-cash depreciation and amortization expense of $1.8 million and a $5.9 million increase in deferred revenue due to growth in new business.

 

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Our deferred revenue was $30.8 million at December 31, 2013, $30.3 million at December 31, 2012 and $30.2 million at December 31, 2011. The increases and decreases in deferred revenue at the end of each of these fiscal periods reflects the timing of invoicing to new and existing customers offset by amortization of previously billed subscription agreements. Customers are invoiced annually in advance for their annual subscription fee and the invoices are recorded in accounts receivable and deferred revenue, which deferred revenue is then recognized ratably over the term of the subscription agreement. With respect to professional services fees, customers are invoiced as the services are performed, and the invoices are recorded in accounts receivable. Where appropriate based on revenue recognition criteria, professional services invoices are initially recorded in deferred revenue, which are then recognized ratably over the remaining term of the subscription agreement.

Net Cash Flows from Investing Activities

For 2013, net cash used in investing activities was $5.2 million, consisting of various capital expenditures of $0.3 million and capitalization of $2.4 million of software development costs. In general, our capital expenditures are for our network infrastructure to support our increasing customer base and growth in new business and for internal use, such as equipment for our increasing employee headcount.

For 2012, net cash used in investing activities was $4.8 million, consisting of various capital expenditures of $1.5 million and capitalization of $3.3 million of software development costs.

Net cash used in investing activities for 2011 was $5.4 million, consisting of capital expenditures of $3.1 million, capitalization of software development costs of $2.0 million and a decrease in restricted cash of $0.3 million.

Net Cash Flows from Financing Activities

For 2013, net cash provided by financing activities was $5.5 million as we borrowed $7.0 million on our revolving line of credit.

For 2012, net cash used in financing activities was $0.1 million and was primarily for the repayment of capital lease obligations.

For 2011, net cash used in financing activities was $3.1 million and was primarily for the repayments on our note payable for $3.0 million and $0.2 for repayments on capital lease obligations.

Line of Credit

In April 2013, we entered into a loan and security agreement with a financial institution that provides a line of credit for up to the lesser of $10 million or 80% of eligible accounts, as defined in the loan and security agreement. Borrowings under this line of credit bore interest each month at an interest rate equal to the Prime Rate, as defined in the loan and security agreement, plus 1.5%. Borrowings under the line of credit are subject to certain reporting and financial covenants, and are secured by substantially all of our assets, excluding intellectual property. Our loan and security agreement contains customary restrictions and requires us to maintain a minimum cash balance in an account we maintain with our lender and availability on the line of credit, as well as minimum EBITDA. On December 30, 2013, we amended the loan and security agreement. Under the amended terms, borrowings bear interest at an interest rate equal to the Prime Rate, as defined, plus 1.5% or 2.5% depending on our cash balance and the availability of the line of credit. The interest rate at December 31, 2013 was the Prime Rate plus 1.5%. The line expires on April 10, 2015. Pursuant to the loan and security agreement, we may not pay cash dividends to our stockholders. As of December 31, 2013, the outstanding balance under this line of credit was $7.0 million and we have used all of the borrowings under this line of credit for working capital purposes. As of December 31, 2013, we were in compliance with all reporting and financial covenants in the loan and security agreement.

Previously, in 2006, we entered into a line of credit with a financial institution in an amount up to the lesser of $4,000,000 or 80% of our eligible accounts, as defined in the applicable credit agreement. Borrowings under this facility bore interest each month at an interest rate equal to the highest of (i) the prime rate, or (ii) LIBOR plus 3.00% per annum, provided that the interest rate in effect on each day shall not have been less than 8.50% per annum. Borrowings were secured by substantially all of our assets and were subject to certain reporting and financial covenants. This line of credit expired on September 16, 2011.

 

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Off-Balance Sheet Arrangements

As of December 31, 2012 and 2013, we did not have any relationships with unconsolidated entities or financial partnerships, such as entities often referred to as structured finance or special purpose entities, which would have been established for the purpose of facilitating off-balance sheet arrangements or other contractually narrow or limited purposes. Other than our operating leases for office space, we do not engage in off-balance sheet financing arrangements. Cash payments under our operating lease commitments are reflected in “—Contractual and Commercial Commitment Summary” below. Our operating lease arrangements do not and are not reasonably likely to have a material current or future effect on our financial condition, results of operations, liquidity, capital resources and capital expenditures. In addition, we do not engage in trading activities involving non-exchange traded contracts. As such, we are not materially exposed to any financing, liquidity, market or credit risk that could arise if we had engaged in these relationships.

Capital Resources

Our future capital requirements may vary materially from those now planned and will depend on many factors, including the costs to develop and implement new solution modules and services, the sales and marketing resources needed to further penetrate our targeted vertical markets and gain acceptance of new modules we develop, the expansion of our operations in the United States and internationally and the response of competitors to our solution and services. Historically, we have experienced increases in our expenditures consistent with the growth in our operations and personnel, and we anticipate that our expenditures will continue to increase as we grow our business. In the future, we may also acquire complementary businesses, solutions or technologies. We have no agreements or commitments with respect to any acquisitions at this time.

We believe our existing cash and cash equivalents, together with the available borrowing capacity under our line of credit and cash flows from our operations will be sufficient to meet our working capital and capital expenditure requirements for at least the next 12 months.

During the last three years, inflation and changing prices have not had a material effect on our business, and we do not expect that inflation or changing prices will materially affect our business in the foreseeable future.

Contractual and Commercial Commitment Summary

The following table summarizes our contractual obligations as of December 31, 2013. These contractual obligations require us to make future cash payments.

 

     Payments Due by Period  
     Total      Less Than
1 Year
     1 - 3
Years
     3 - 5
Years
     More Than
5 Years
 
     (in thousands)  

Contractual Obligations

              

Operating lease commitments

   $ 15,328       $ 2,584       $ 4,539       $ 3,562       $ 4,643   

Capital lease obligations

     3,321         1,142         1,800         379         —     

Other*

     2,500         —           2,500         —           —     
  

 

 

    

 

 

    

 

 

    

 

 

    

 

 

 

Total

   $ 21,149       $ 3,726       $ 8,839       $ 3,941       $ 4,643   
  

 

 

    

 

 

    

 

 

    

 

 

    

 

 

 

 

* Represents the maximum earnout payment relating to our acquisition of EasyCargo. By March 15, 2016, we are obligated to pay additional consideration if, during the three-year period ending December 31, 2015, aggregate CTM revenue exceeds $7.7 million. The additional consideration will be equal to 50% of CTM revenue in excess of $7.7 million for that period, up to a maximum of $2.5 million, and we may pay the additional consideration at our option in cash or common stock.

Quantitative and Qualitative Disclosures About Market Risk

Foreign Currency Exchange Risk . We bill our customers predominately in U.S. dollars and receive payment predominately in U.S. dollars. However, because most of our international sales are denominated in the currency of the country where the purchaser is located, as we continue to expand our direct sales presence in international regions, the portion of our accounts receivable denominated in foreign currencies may continue to

 

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increase. Historically, our greatest accounts receivable foreign currency exposure has been related to revenue denominated in Euros. In addition, we incur significant costs related to our operations in India in Rupees and we also incur costs related to our operations in China in Renminbi. As a result of these factors, our results of operations and cash flows are and will increasingly be subject to fluctuations due to changes in foreign currency exchange rates.

Interest Rate Sensitivity . Interest income and expense are sensitive to changes in the general level of U.S. interest rates. However, based on the nature and current level of our investments, which are primarily cash and cash equivalents, and our debt obligations, we believe there is no material risk of exposure.

Recent Accounting Pronouncements

JOBS Act

For so long as we remain an “emerging growth company” under the recently enacted JOBS Act, we will, among other things:

 

    be exempt from the provisions of Section 404(b) of the Sarbanes-Oxley Act requiring that our independent registered public accounting firm provide an attestation report on the effectiveness of our internal control over financial reporting;

 

    be exempt from the “say on pay” provisions (requiring a non-binding stockholder vote to approve compensation of certain executive officers) and the “say on golden parachute” provisions (requiring a non-binding stockholder vote to approve golden parachute arrangements for certain executive officers in connection with mergers and certain other business combinations) of the Dodd-Frank Act and certain disclosure requirements of the Dodd-Frank Act relating to compensation of our chief executive officer;

 

    be permitted to omit the detailed compensation discussion and analysis from proxy statements and reports filed under the Securities Exchange Act of 1934 and instead provide a reduced level of disclosure concerning executive compensation; and

 

    be exempt from any rules that may be adopted by the Public Company Accounting Oversight Board requiring mandatory audit firm rotation or a supplement to the auditor’s report on the financial statements.

Although we are still evaluating the JOBS Act, we currently intend to take advantage of some or all of the reduced regulatory and reporting requirements that will be available to us so long as we qualify as an “emerging growth company,” except that we have irrevocably elected not to take advantage of the extension of time to comply with new or revised financial accounting standards available under Section 102(b) of the JOBS Act. Among other things, this means that our independent registered public accounting firm will not be required to provide an attestation report on the effectiveness of our internal control over financial reporting so long as we qualify as an emerging growth company, which may increase the risk that weaknesses or deficiencies in our internal control over financial reporting go undetected. Likewise, so long as we qualify as an emerging growth company, we may elect not to provide you with certain information, including certain financial information and certain information regarding compensation of our executive officers, that we would otherwise have been required to provide in filings we make with the SEC, which may make it more difficult for investors and securities analysts to evaluate our company. As a result, investor confidence in our company and the market price of our common stock may be materially and adversely affected.

Other

In September 2011, the Financial Accounting Standards Board (FASB) issued Accounting Standards Update, Testing Goodwill for Impairment (the revised standard). The revised standard is intended to reduce the cost and complexity of the annual goodwill impairment test by providing entities an option to perform a “qualitative” assessment to determine whether further impairment testing is necessary. The revised standard was effective for annual and interim goodwill impairment tests performed for fiscal years beginning after December 15, 2011. Early adoption is permitted provided that the entity has not yet performed its 2012 annual impairment test or issued its financial statements. An entity has the option to first assess qualitative factors to determine whether it is necessary to perform the current two-step test. If an entity believes, as a result of its qualitative assessment,

 

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that it is more-likely than-not that the fair value of a reporting unit is less than its carrying amount, the quantitative impairment test is required. Otherwise, no further testing is required. The adoption of this standard did not have an impact on our consolidated results of operations and financial condition.

Effective January 1, 2012, we adopted FASB authoritative guidance that amends previous guidance for the presentation of comprehensive income. The new standard eliminated the option to present other comprehensive income in the statement of stockholders’ equity. Under the revised guidance, an entity has the option to present the components of net income and other comprehensive income in either a single continuous statement of comprehensive income or in two separate but consecutive financial statements. We are providing two separate but consecutive financial statements. The new standard was required to be applied retrospectively. Other than the change in presentation, the adoption of the new standard did not have an impact on our consolidated financial statements.

Effective January 1, 2012, we adopted FASB authoritative guidance that amends previous guidance for fair value measurement and disclosure requirements. The revised guidance changes certain fair value measurement principles, clarifies the application of existing fair value measurements and expands the disclosure requirements, particularly for Level 3 fair value measurements. Adoption of the amendments did not have a material impact on our consolidated financial statements.

 

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BUSINESS

Company Overview

Our mission is to dramatically change the way companies conduct global trade. As a leading provider of cloud-based global trade management (GTM) solutions, we automate import and export processes to enable goods to flow across international borders in the most efficient, compliant and profitable way. Our solution combines enterprise-class software, trade content sourced from government agencies and transportation providers in 125 countries, and a global supply chain network connecting our customers with their trading partners, including suppliers, freight forwarders, customs brokers and transportation carriers. We deliver our GTM solution using a Software-as-a-Service (SaaS) model and leverage a highly flexible technology framework to quickly and efficiently meet our customers’ unique requirements around the world. In 2013, we processed over 600 million transactions and supply chain messages on our network.

Sustained increases in international trade volumes are driving demand for our solution. For example, the U.S. Department of Commerce reported that, in 2012, U.S. companies imported approximately $2.3 trillion of goods and exported approximately $1.5 trillion of goods. The Congressional Research Service reports that in 2012, China overtook the United States as the world’s largest trading economy, with the value of Chinese merchandise imports reaching approximately $1.8 trillion and the value of Chinese merchandise exports reaching approximately $2.1 trillion. Many of our multi-national enterprise customers have a presence in China, and to increase our share of this growing market, in September 2013 we acquired EasyCargo, a Chinese SaaS global trade management solution provider focused on companies conducting global trade in China.

In addition to rising global trade volumes, importers and exporters must cope with growing supply chain complexity. A single shipment may involve more than a dozen parties, multiple languages, time zones, currencies, modes of transport and a large number of ever-changing laws and regulations. To address this complexity, many global trade participants require dedicated staff to interpret and comply with intricate, country-specific trade regulations, which are often published on paper in varying formats. For example, there are over 500 free and preferential trade agreements around the globe, each requiring importers to comply with myriad rules before they can take advantage of reduced duty rates to lower their product costs. Further, global trade participants must obey thousands of import and export regulations and screen their shipments against approximately 200 lists containing an aggregate of over 250,000 restricted parties. According to a 2013 SCM World survey that we commissioned, over half of the respondents indicated that complying with global trade regulations was one of their top challenges, yet less than 4% indicated that their import compliance was fully automated. Failure to manage the complexity of global trade results in poor supply chain performance, increased costs, and exposure to fines and penalties. Conversely, companies that excel in global trade management enjoy a distinct financial advantage in the marketplace.

Expanding global trade and mounting supply chain complexity have increased demand for GTM solutions. According to a 2013 ARC Advisory Group report that we commissioned, the addressable global market for GTM solutions for companies that import and export goods was approximately $6.1 billion in 2012, with current market penetration of 6%. As a market leader, we believe we are poised to capture an increasing percentage of the GTM market by maintaining a state of the art GTM solution and increasing our sales and marketing activities.

We deliver our solution in individual modules or as a suite, depending on our customers’ needs, utilizing a highly flexible technology framework. This cloud-based suite addresses the growing complexity of the global trade landscape by automating GTM functions to minimize import and export costs, optimize transportation, track shipments within a supply chain, and automate compliance with regulations and free trade agreements. Without this delivery in the cloud, it would be difficult to effectively enable collaboration among the large number of trading partners involved in a global supply chain.

Our solution integrates Global Knowledge, a vast library of regulations and other content that we transform into a proprietary knowledgebase that enables our customers to automate GTM functions across 125 countries. Global Knowledge includes import and export regulations, shipping documents, preferential duties and taxes, specifications for free trade agreements, transportation rates, sailing schedules, embargoed country and

 

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restricted party lists, and harmonized tariff codes that identify goods based on standardized classifications, all sourced directly from government agencies and transportation carriers. Finally, our GTM solution includes a global supply chain network of pre-built connections to our customers’ trading partners, allowing us to deploy our solution efficiently and economically.

Because global trade processes vary across industry verticals and countries, no single software or SaaS solution built with traditional technologies can serve the needs of every participant in a global supply chain. To address these variations, we built our GTM solution using a proprietary technology architecture that we refer to as our Enterprise Technology Framework. Our Enterprise Technology Framework separates customer-specific configurations in each deployment from our core application, permitting our customers to configure our GTM solution without one-off customizations. This in turn permits us to maintain a single version of our software across deployments, facilitating our development cycle and simplifying upgrades for our customers.

Our GTM solution drives value to our customers through faster and more predictable delivery times, less labor, reduced in-transit inventories, and reduced international trading costs such as brokerage fees, logistics fees, transportation costs and customs duties. Our customers have expressed satisfaction with the value they derive from our solution in our annual internal customer satisfaction surveys. In 2013, we sent these surveys to all of our customers and approximately one-third of them responded. For each of our fiscal years ended December 31, 2011, 2012 and 2013, our recurring revenue retention was 102%.

We sell our GTM solution to many of the largest enterprises in the world, including companies such as General Electric, Monsanto, Sherwin Williams, Tyco International, Walmart and Weatherford International. In 2011, 2012 and 2013, our solution served 351, 399 and 463 customers, respectively, representing diversified industry verticals including Chemical/Pharmaceutical, High Technology/Electronics, Industrial/Manufacturing, Logistics, Oil & Gas, and Retail/Apparel. Although our customers are headquartered primarily in the United States and Europe, we have deployed our solution to their users in more than 80 countries. We define customers to include only those customers from whom we generate revenue.

We have achieved consistent revenue growth while expanding our global presence. Our revenue has grown from $37.6 million in 2011, to $43.4 million in 2012 to $52.5 million in 2013. This represents annual growth of 15.4% and 21.0% for our two most recent fiscal years. Revenue increased from $11.3 million for the three months ended December 31, 2012 to $15.6 million for the three months ended December 31, 2013, representing 38.1% annual growth. EasyCargo accounted for approximately 3% of our revenues in the fourth quarter of 2013. We had net losses of $4.6 million, $2.1 million, and $14.4 million for the years ended December 31, 2011, 2012, and 2013, respectively, and net losses of $0.5 million and $0.5 million for the three months ended December 31, 2012 and 2013, respectively.

Recent Developments

In September 2013, we acquired EasyCargo (Shanghai) Co., Ltd. (EasyCargo), a SaaS company focused on a subset of global trade management called China trade management, or CTM. EasyCargo’s CTM solution automates compliance with Processing Trade, a Chinese regulatory regime that exempts materials and components imported for manufacturing or further processing from import duties ranging from zero to more than 150% and value-added taxes of 17% on most goods in 2012. Because of these savings opportunities for multi-national companies, Processing Trade is a growing strategy that now accounts for more than 30% of all China trade. As of September 1, 2013 EasyCargo employed over 40 professionals supporting more than 35 customers, half of which were multi-national companies and half of which were Chinese domestic companies.

EasyCargo’s CTM solution will augment the existing features of our GTM solution and will allow our customers to automate Chinese import and export processes to all of the countries we serve. We are not aware of any competitor who offers the same depth of GTM and CTM features together, and we believe this acquisition will provide us with the opportunity to increase our business with multi-national enterprise companies that are expanding their manufacturing operations in China, as well as with mid-market Chinese companies.

We acquired EasyCargo for a payment of $2.0 million in cash and 296,547 shares of our common stock, of which 197,914 were issued at the closing on September 3, 2013, and the remainder will be issued upon request of the shareholders of EasyCargo’s parent. This excludes 99,218 shares which also would have been issuable if we had received required documentation by December 31, 2013. These remaining 98,633 shares, once issued,

 

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are collectively subject to repurchase tied to the continued employment of EasyCargo’s founder and to the achievement of certain CTM revenue targets through 2015. For accounting purposes these shares are deemed to be contingently issuable. We will make additional payments of up to $2.5 million in cash or shares of our common stock (at our option) by March 15, 2016 if CTM revenues grow at a compound annual rate of more than 40% from 2013 through 2015.

Industry Overview

The Origin and Rapid Growth of Global Trade Automation

Most global trade functions historically have been handled manually by outsourced service providers and internal specialists. Early global trade automation software focused narrowly on discrete problems such as restricted party screening and shipment tracking. These software programs were not integrated with each other or existing enterprise software and were weak in functionality. At the same time, demand for global trade automation has increased rapidly over the past 10 years, fueled by a combination of macro and microeconomic trends. We believe these trends will continue to support the rapid increase of global trade and demand for GTM solutions.

According to the SCM World survey, over 75% of respondents agreed that delayed shipments and other customs problems materially impacted customer service, and nearly 90% agreed that unpredictable lead times on international shipments materially impacted customer service. Further, over 50% of the respondents agreed that their inability to take advantage of preferential duty programs or free trade agreements was costing them a material amount today and that these costs were likely to increase going forward.

Macroeconomic Drivers of Growth . We believe five macroeconomic trends are expanding the GTM automation marketplace:

 

    Growth in Imports from Low Cost Country Sourcing —Companies of all sizes and nearly every industry are pursuing low cost country sourcing strategies with suppliers in locations such as China, India and Southeast Asia. Over 40% of respondents to the SCM World survey import more than half of their products from international suppliers. According to the U.S. Department of Commerce, from 2003 through 2012, the value of all goods and services imported into the United States from China increased at a compounded growth rate of 10.8%, reaching more than $400 billion annually. More generally, in 2012, U.S. companies imported nearly $2.3 trillion worth of goods from more than 200 countries. The U.S. Census Bureau identified more than 300,000 exporters and 180,000 importers in the United States in 2011.

 

    Rising Demand in Global and Emerging Markets —Global trade volumes are being driven by higher exports as producers seek new markets to accelerate their growth. As the wealth of emerging market nations continues to rise, these countries have become significant sales opportunities for U.S. and European companies. For example, according to the U.S. Department of Commerce, U.S.-based companies increased their exports from 2003 through 2012 to China, Brazil and Hong Kong at a compounded annual growth rate of 14.6%, 14.6% and 10.7%, respectively, and China is now the third largest export market for the United States. According to the European Union’s Eurostat system, international trade by its 27 member states nearly doubled from 2003 to 2012. We expect these trends to continue as rising wages expand the middle class and increase consumer demand in foreign nations at the same time that U.S. and European producers hone their export strategies for capturing opportunities in these emerging markets.

 

    Increasing Border Security and Surveillance —Since 9/11, governments have imposed additional border security regulations that affect global trade. For example, the U.S. Customs and Border Protection’s “10+2” program requires importers to provide 10 data points about international sea cargo destined for the United States two days before the applicable cargo vessel departs the foreign port. Further, many government programs, including “10+2”, require companies to share information with them directly via an electronic process. These additional security and automation requirements are driving additional demand for GTM automation.

 

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    Increasing Government Regulation —Government regulatory agencies have also promulgated additional regulations aimed at protecting consumers, spurring local economic growth, and boosting revenues from duties and taxes. Customs agencies around the world supervise cross-border trade by enforcing these regulations. For example, in the United States, there are more than 30 government agencies that regulate cross-border trade, including the U.S. Food and Drug Administration, the U.S. Environmental Protection Agency, and the U.S. Department of Transportation. Countries may each have thousands of regulations affecting trade that companies engaged in global trade must understand and abide by. In many cases, companies must apply for licenses and hold records for filing with or inspection by government agencies. All of these requirements increase the need for GTM automation and more than 57% of respondents in the SCM survey indicated that complying with global trade regulations was one of their top challenges as a global business.

 

    Proliferating Free Trade Agreements —Governments are entering into multilateral free trade agreements to promote trade. For example, under the North American Free Trade Agreement (NAFTA) among the United States, Mexico and Canada, companies are able to import goods from partner countries with dramatically lower import duties. In some cases, NAFTA reduces duty rates from as much as 60% of product value to zero. To achieve these savings, companies must demonstrate that their products meet extensive requirements called the Rules of Origin. Complying with these requirements without automation can be difficult and expensive, and the challenge is not limited to NAFTA. There are more than 500 free and preferential trade agreements around the globe, each presenting myriad rules that governments modify continuously. Another recent and significant free trade agreement is the United States—Korea free trade agreement which will eliminate tariffs on over 95% of consumer and industrial goods. The U.S. International Trade Commission estimates that the South Korean tariff reduction on U.S. goods will add $10–$12 billion to the U.S. gross domestic product and around $10 billion in annual merchandise exports to South Korea. Over 50% of respondents in the SCM survey indicated that their inability to take advantage of free and preferential trade agreements is costing them a material amount today, and, unless corrected, these costs will increase in the future.

Microeconomic Drivers of Growth . To compete effectively, organizations must increase inventory turns, reduce cash-to-cash cycles, improve customer service, and reduce product cost after accounting for expenses such as transportation, brokerage fees, logistics fees, and customs duties, which we refer to as landed cost. According to the 2013 SCM World survey, more than 97% of respondents indicated that product cost savings were either “important” or “very important” business drivers of international sourcing. Many firms that attempt to exploit low cost country sourcing fail to capture any benefits from their efforts. We believe this is due in part to a lack of automation and skilled GTM practitioners. Due to long delivery times associated with shifting supply bases overseas, importers experience ballooning inventory levels, leading to higher costs. These problems increase the urgency of making low cost country sourcing work through GTM automation.

We believe that the influence of these micro and macroeconomic trends is apparent in the results of the SCM World survey, in which over 35% of respondents indicated that they currently realize more than one-half of their sales from customers located in foreign markets. More significantly, 67% of respondents expected that over the next five years their total share of international sales will grow annually by more than 10%, and more than 25% of respondents expected foreign sales to grow annually by more than 25%.

The Complexity of Global Trade Automation

As compared to domestic distribution management, global trade management introduces the complexities of multiple languages, time zones, currencies, and modes of transport. Further, there can be more than a dozen parties involved in a single international shipment. According to the SCM World Survey, over 75% of respondents conducted trade across more than 10 countries, and nearly half of respondents conducted trade across more than 50 countries. The laws governing global trade are numerous, highly complex and ever-changing. Organizations must review and act on a heavy volume of regulatory information, which is often published on paper in varying formats. These challenges are difficult to master without a solution that integrates up-to-date regulatory content with rules-based transactional software connected to each supply chain party.

 

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A lack of coordination among these parties or gaps in knowledge about applicable regulations subjects organizations to:

 

    poor supply chain performance;

 

    limited international markets access;

 

    increased costs; and

 

    exposure to fines and penalties.

The complexity of global trade is compounded by each global trade participant’s unique position in the field. No two participants have identical needs, and automating global trade requires managing numerous combinations of functional requirements across a trading partner network, with each partner potentially using varied enterprise software. Successful GTM solutions must be flexible and adapt to changing regulations and business requirements without an ongoing need for significant professional services. Most GTM vendors to date have not developed solutions with this needed flexibility. Instead, they offer inflexible legacy products that require customers to maintain complex information platforms and to interpret and constantly update potentially thousands of business rules. This time-consuming process is error prone, expensive and fails to scale across more than a few countries.

Shortcomings of Traditional Approaches to GTM

Even in some of the world’s largest organizations, traditional manual approaches to global trade predominate. Legacy approaches often use a combination of paper, facsimile and telephone based processes, spreadsheets, and other ineffective home-grown solutions that often create silos of unmanageable data. Where better automation exists, it is often based on applications developed using a legacy software architecture that is difficult to maintain and upgrade, and that delivers poor performance limited by a one-size-fits-all design. These applications may provide only basic transactional functionality while lacking the ability to perform deep trend analyses that provide important business insights and help management drive operational improvements.

Many legacy applications were deployed gradually, sourced from a variety of vendors in response to separately identified operating inefficiencies and rolled out as annual budget cycles permitted. They require significant ongoing professional services to maintain, and the difficulty of upgrading and maintaining them leads to an inherent lack of reliability in the face of constantly changing government regulations and input formats from supply chain partners. This software may also keep end users and support staff beholden to a patchwork of supporting legacy software that exists as part of an ecosystem that further frustrates modernization.

The SaaS Approach to GTM

Capturing the full value of information—and attaining the network effects possible in our global economy—requires modern software that can exchange information with varied systems in a flexible manner while presenting timely and actionable information to end users. A SaaS model allows organizations to replace patchworks of legacy products and/or manual processes with a comprehensive solution suite that automates trade from the time a purchase order is placed with an overseas supplier to the time a shipment is delivered. The SaaS alternative permits customers to outsource their GTM automation needs.

Our Solution

We change the way our customers conduct global trade. Many of our customers, including some of the world’s largest enterprises, automated their global trade processes for the first time with our solution. We deliver a broad GTM solution that eliminates manual processes, reduces transportation costs, optimizes logistics, leverages trade agreements, provides shipment tracking, and ensures compliance with import and export regulations. In 2013, we processed over 600 million transactions and supply chain messages on our network.

Benefits of Our Solution

Process Automation . Our solution eliminates paper in favor of organized electronic data, messages and alerts and replaces tedious manual processes, such as researching trade regulations, classifying goods against

 

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harmonized tariff codes, calculating duties and taxes, phoning transport carriers to solicit transportation quotes or shipping schedules, and chasing down shipment status from myriad carrier websites with an integrated solution suite. By integrating with global trading partners, our GTM solution aims to achieve straight-through-processing, so that goods and their related shipping documents move from source to destination with little or no management intervention.

Cost and Route Optimization . Our trade content includes information relating to preferential duties and taxes, specifications for free trade agreements, transportation rates, and sailing schedules. Our solution combines this information with carrier shipping contracts to enable customers to compare rates, routes and other charges based on constantly changing data in near real-time. With an enhanced view of landed cost, supply chain executives can select and optimize the routes over which goods flow through their global networks to achieve sustainable delivery performance improvements and cost savings. Cost and route optimization enables our customers to achieve performance improvements that include faster delivery times, improved responsiveness to their customers’ needs and cost savings such as reduced transportation costs. Nearly half of the respondents in the SCM World survey indicated that an inability to control global transportation costs was one of their top concerns as a global business.

Supply Chain Visibility . Our supply chain visibility solution connects our customers with their overseas suppliers, logistics providers, brokers and carriers to track and monitor goods in near real time as they move through the global supply chain. Our solution achieves this by tracking in-transit shipments using reference points such as booking number, container number and bill-of-lading number, and alerts customers to issues that affect supply chain performance. Supply chain visibility empowers our customers to manage by exception, allowing them to rely on our solution to monitor the status of goods in transit and to alert them when problems arise. More than half of the respondents in the SCM World survey indicated that a lack of visibility of shipments moving through the global supply chain was one of their top concerns as a global business.

Enhanced Compliance . Our solution assists customers in managing significant areas of legal and regulatory compliance for global trade, including line-by-line review of sales orders for licensing requirements, and screening for embargoed countries and restricted parties. The benefits of enhanced compliance include avoiding costly fines and possible criminal liability.

We believe that the cost savings realizable from the foregoing benefits, including reduced landed costs, administrative expenses and avoidance of fines and penalties, can result in significant returns on investment for our customers.

 

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Components of Our Solution

We deliver a broad GTM solution that encompasses enterprise-class software, trade content, a global supply chain network, and highly flexible technology architecture to automate import and export processes to enable goods to flow across 125 international borders in the most efficient, compliant and profitable way. By automating more GTM processes, we enable our customers to enjoy significantly lower supply chain costs compared to legacy systems. The critical components of our solution include:

Enterprise-Class Software . Our solution consists of integrated software modules that automate most GTM functions. Customers can subscribe for modules individually or as a suite, depending on their needs. Each module contains a rich, configurable feature set, intuitive user interface, trade content in an actionable format, workflow engines to process business rules that permit management by exception, and application programming interfaces to connect each module to other enterprise systems. Our solution is based on our proprietary Enterprise Technology Framework and is engineered to be stable and deliver high performance to automate the world’s largest businesses.

 

LOGO

 

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Trade Content . In addition to powerful software, automating global trade to its full potential requires trade content. Trade content is information that we source from government agencies and transportation carriers, which, when used with our software, enables trade automation. Trade content includes harmonized tariff codes, restricted party lists, export regulations, import regulations, shipping documents, preferential duties and taxes, specifications for free trade agreements, transportation rates, and sailing schedules.

 

LOGO

We call our trade content Global Knowledge because it is more than data. Much of the information we source is published in text documents describing legal requirements that govern trade. We transform these documents into a normalized and proprietary knowledgebase interpretable by software. We employ more than 100 trade experts, many of whom hold post-graduate degrees, and who have an average of more than 10 years of professional experience. Of these trade experts, approximately 80 are full time employees and the remainder are contract employees who dedicate substantial time to us and who have agreed not to work for other trade content providers. They translate trade content into English from more than 20 languages. We develop and maintain Global Knowledge according to an ISO 9001:2008 certified process that is audited annually by a third party.

Trade content changes constantly. Our trade experts work in three shifts around the clock as necessary to bring our customers the most current information from government agencies and transportation carriers in 125 countries. Global Knowledge was updated with more than 13 million records in 2013 and we believe it is the industry’s most comprehensive database of trade content based on number of countries covered and total number of records. As of December 31, 2013, Global Knowledge included more than:

 

    1.9 million tariff records

 

    1.1 million dutiable records

 

    23,000 import controls

 

    17,000 export controls

 

    13,000 tariff rule changes

 

    3,500 trade documents

 

    500 preferential programs

 

    200 restricted party lists containing 250,000 entities

 

    15 free trade agreement rules of origin

 

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Refined over 10 years, Global Knowledge represents a significant investment in people, process and technology, and we believe it provides us with a competitive advantage. In addition to powering our enterprise and mid-market solution, Global Knowledge powers our small business decision support tool called Trade Wizards. Trade Wizards is a web-based tool available free of charge on a trial basis to assist small businesses with trade research and analysis of trade options.

Supply Chain Network . To automate global trade, we connect our customers to their extended supply chain partners, including suppliers, freight forwarders, transportation carriers, and customs brokers. Each of these parties requires access to trade content, messages, alerts, and information services at critical points along the supply chain. This coordination enables us to automate more GTM processes than would otherwise be possible.

 

LOGO

According to the SCM World survey, only 12% of respondents indicated that their collaborative execution with extended global trading partners was fully automated. We are able to connect our customers to diverse supply chain partners without extended implementation efforts because our established global supply chain network features pre-built connections to more than 500 trading partners. We continuously monitor our network using proprietary algorithms and rules to ensure data quality and consistency for all parties, resulting in a value added integration between our GTM solution, our network, and each supply chain partner’s technologies.

 

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Flexible Technology . GTM processes vary across industry verticals and countries, and one solution cannot fit every customer and its trading partners. However, we simplify GTM automation by utilizing our Enterprise Technology Framework, a highly flexible technology framework. The most important capability of our Enterprise Technology Framework to our customers, and the most difficult technical problem that it solves, is permitting our professional services organization to configure our solution during implementation in a manner that separates customer-specific configurations from our core application, allowing our customers to upgrade to new versions of our solution while retaining their configurations and avoiding the need for re-implementation. The power of our Enterprise Technology Framework allows our solution to adapt to large and small businesses in all industry verticals globally. We maintain this flexibility even as we integrate our solution with our customers’ enterprise resource planning systems, and because global trade requirements change frequently, our configuration-without-customization approach permits our solution to adapt to these changes at a low cost.

 

LOGO

SaaS Delivery . We are a SaaS company and deliver our solution primarily over the Internet using an on-demand, cloud-based, delivery model. Approximately 91% of our customers have selected this approach as their sole delivery model for our solution. Our customers also have the option to deploy certain solution modules in their own IT environments. Regardless of the delivery model, we sell our solution through subscription agreements that entitle our customers to access our solution and receive support. Because our Global Knowledge trade content is delivered and managed in the same manner regardless of delivery model, and because we configure our solution according to customer needs without modifying our core software, our customers receive the latest trade content and new versions of our solution under both delivery models.

 

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Regardless of delivery model, we generate revenue from annual subscription fees for our solution and the related provision of professional services.

Our Growth Strategy

We intend to expand our role as a provider of a market-leading GTM solution by bringing our existing solution to new customers and new markets, and by expanding our solution to offer the most comprehensive and innovative features in the GTM marketplace. Key elements of our growth strategy include our plans to:

Invest in Sales . As a complement to our investment in infrastructure, in 2012 we began to invest more heavily in our sales force, which has led to an acceleration of our business. We expect to continue to ramp our investment in sales by hiring new sales directors and supporting personnel, particularly for territories outside of the United States, including China. We will focus our expanded sales efforts on acquiring new customers and, to a lesser extent, selling more modules to our existing customers.

Invest in Marketing . In 2012, we also began to invest more heavily in marketing. We plan to continue this expansion by maintaining our marketing focus on lead generation, in particular by running more marketing programs to jump-start new territories. We also expect to devote additional resources to solidifying our brand as a leading GTM solution provider.

Further International Expansion . Currently, we sell our solution predominantly in the United States, regions of Europe and China, where we target our marketing efforts and maintain dedicated inside and outside sales persons. Because our solution has a global appeal, we believe that there are significant opportunities in the rest of the world, particularly in Brazil, Russia and India. Although our customers are headquartered primarily in the United States and Europe, we have deployed our solution to their users in more than 80 countries, giving us a foothold in many countries where we currently have no sales offices. We intend to invest in new sales and support offices in these regions which will build on our pre-existing user base.

Expand Our Solution . We have a history of bringing an innovative solution to market as demonstrated by our robust Global Knowledge library and flexible, proprietary Enterprise Technology Framework. Currently, we have dedicated more than 54% of our employees to solution development, and we will continue to leverage our solution team to expand the depth and breadth of our solution in response to customer requests and the evolving nature of global trade. For example, we may expand our solution to automate working with free trade zones, which are areas where goods may be imported, transformed, and then exported without the need to pay customs duties. We also intend to maintain our market leadership in trade content.

Execute Strategic Acquisitions . Strategic acquisitions represent an opportunity for us to augment our solution capabilities and sales team. The GTM solutions market is fragmented, and we believe some participants may have best-of-breed solutions to specific problems, particularly those created by the unique trading requirements of foreign countries. We may acquire those participants to expand our solution. Further, developing an effective sales force in foreign markets requires a nuanced understanding of local business customs. We may, for example, choose to acquire local GTM software companies in order to obtain sales teams with a track record of success in their markets. We currently have no agreements or understandings to acquire any such companies, however, in September 2013, we acquired EasyCargo, a Chinese SaaS global trade management solution provider focused on trade management in China.

Our Solution Modules and Services

We implement our solution as modules, selling them individually or as a suite, depending on our customers’ needs. All of our modules rely on our trade content, and our professional services team configures them to address the following mission-critical GTM business challenges:

 

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Import Management . Our import management module assists customers with landed cost calculations to determine the lowest-cost country from which to source goods, and streamlines legal compliance, reporting of product classifications, admissibility review, customs entry management and security filings.

 

Key Import Management Capabilities

 

•      Global Master Record Modeling —Store master global trade attributes related to trading partners, multi-sourcing supplier options and products, including multi-variant attributes such as style, color and size.

 

•      Country Sourcing —Analyze sourcing and supplier options by comparing total landed costs and trade restrictions in a side-by-side format.

 

•      Admissibility —Automatically detect government import requirements using Global Knowledge trade content, apply business rules and alert users regarding admissibility.

 

•      Restricted Party Screening —Screen trading partners, including suppliers, against global blacklists of companies and people with whom it is illegal to do business.

 

•      Valuation —Model the correct import value of goods.

 

•      Cost Calculation —Calculate the complete import costs or total landed cost by taking into consideration all charges as well as duties, taxes and other fees.

 

•      Transaction Management —Automatically propagate partner and product global trade master attributes into import transactions to create electronic customs entry transactions.

 

•      Post Entry Transaction Management —Manage and process corrections to customs entries after submission to customs authorities.

 

•      Document Management —Create, generate, and distribute government documents required to import goods.

 

•      Reporting —Create, generate, and distribute reports and analyses.

 

Benefits

   

•     Reduced brokerage fees

 

•     Reduced import delays

 

•     Improved import cycle times

 

•     Improved classification efficiency

 

•     Improved entry processing via automated communication with customs brokers

 

•     Reduced or eliminated post entry reviews

 

•     Improved import audit

 

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Export Management . Our export management module allows exporters to adopt best practices on a global level, gain a centralized view of export compliance and automate key export processes.

 

Key Export Management Capabilities

 

•      Partner & Product Modeling —Store master global trade attributes related to trading partners and products, including multi-variant attributes such as style, color and size.

 

•      Product Classification —Correctly classify products to apply taxes, tariffs and fees, as well as determine import/export controls and license requirements.

 

•      Restricted Party Screening —Screen trading partners, including customers, against global blacklists of companies and people with whom it is illegal to do business.

 

•      Export Compliance —Validate export transactions from order to shipment and delivery against applicable country regulations.

 

•      License Tracking —Model the export license and automatically detect and decrement the license as appropriate.

 

•      Import Compliance —Identify country of destination import requirements at the time of export to ensure customers meet entry requirements.

 

•      Transaction Management —Automatically propagate partner and product global trade master attributes to the export transaction to create electronic export transactions.

 

•      Document Management —Determine which documents to provide to freight forwarders, customers and government authorities, and then generate and transmit them to the appropriate parties.

 

•      Reporting —Create, generate, and distribute reports.

Benefits

   

•     Reduced freight forwarder fees

 

•     Improved classification efficiency

 

•     Improved restricted party screening efficiency

 

•     Improved licensing efficiency

 

•     Improved shipment processing (documents, filing, etc.)

 

•     Improved export audit processes

 

•     Avoid fines and penalties, including loss of export privileges

 

•     Avoid reputational injury

 

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China Trade Management . Our CTM module automates the Processing Trade regime in China, whereby companies import components and materials into China for manufacturing and then export finished goods, without paying import duties and value-added taxes.

 

Key China Trade Management Capabilities

 

•      Processing Trade —Automate the Processing Trade regime with both China import processes, tracking components and materials through a manufacturing process tied to a bill-of-materials, and China export processes, providing tools to report trade to Chinese customs authorities.

 

•      General Trade —Automate the general trade regime in China including import and export processing, license management, document management, calculation of duties and taxes, and reporting.

 

•      Free Trade Zone —Automate Chinese free trade zones and other customs warehousing regimes, including inventory management and China customs reporting.

Benefits

   

•     Eliminate the manual effort to manage China workbooks and customs reporting

 

•     Eliminate payment of import duties and value-added taxes under Processing Trade regime

  

•     Implement better reporting with Chinese customs authorities

 

•     Respond quickly to Chinese regulatory changes

 

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Global Logistics Management . Our global logistics management module enhances both global trade management and supply chain visibility. Global trade management solutions optimize the movement of goods by helping to manage transportation contracts, evaluate alternative routes, select carriers and oversee logistics operations. Supply chain visibility solutions connect importers and exporters with their overseas suppliers, logistics providers, brokers and carriers to enable them to track and monitor goods in near real time as they move through the global supply chain.

 

Key Global Logistics Management Capabilities

   

•      Contract and Rate Management —Analyze exporters’ shipping contracts and provide business rules for calculating rates, including rates for ancillary services provided by ocean, air, truck and rail carriers.

 

•      Carrier Selection & Booking —Provide customers with a simplified view of rates, routes, schedules and accessorial charges in a side-by-side format.

 

•      Freight Audit —Compare bills-of-lading received from carriers with expected charges to identify billing errors and submit them to carriers for resolution.

 

•      Purchase Order Management —Extend purchasing and compliance processes to trading partners with a sophisticated supplier portal applet.

 

•      Alerts and Notifications —Track inbound and outbound shipments by booking number, container number and bill-of-lading number, and receive alerts regarding supply chain performance.

 

•      Trading Partner Network —Connect to a global trading network to integrate internal systems with an extended supply chain of suppliers, freight forwarders, carriers, customs brokers, and third-party sales channels.

 

•      Data Quality Management —Utilize data quality management to normalize inconsistent message formats, terminology and codes across multiple trading partners and permit them to exchange accurate messages.

 

•      Reporting —Create, generate, and distribute reports and analyses to help optimize supply chain networks and develop carriers score cards.

Benefits

   

•     Improved transportation procurement

 

•     Improved carrier selection

 

•     Improved booking efficiency

 

•     Reduced transportation cost by automating freight audits

 

•     Use approved carriers at latest contracted rates

 

•     Reduced in-transit inventory

 

•     Reduced on-hand inventory

 

•     Improved consolidation/mode shift

 

•     Reduced detention and demurrage fees

 

•     Reduced expedited shipments

 

•     Reduced order cycle times

 

•     Improved procurement/negotiations

 

•     Improved customer service

 

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Trade Agreement Management . Our trade agreement management module automates free trade agreement administration.

 

Key Trade Agreement Management Capabilities

•      Rules of Origin Management —Intuitively manage complex rules of origin for global free trade agreements in a consistent manner.

 

•      Trade Agreement Content Packs —Update and add new free trade agreement rules of origin without new software though Global Knowledge content plug-ins.

 

•      Bills of Material Modeling —Store master global trade attributes for bills-of-materials, including the structural hierarchical of a manufactured part with infinite sub-assemblies.

 

•      Bills of Material Qualification —Perform in depth processing of all potential rules of origin and instantly determine if manufactured parts qualify under free trade agreements.

 

•      Ad-hoc Qualification —Quickly construct a qualification transaction and run one-off rules of origin calculations for “what if” analyses.

 

•      Supplier Solicitation Campaigns —Determine if goods are eligible for a given free trade agreement based on their Harmonized Schedule (HS) classification and source country, and solicit suppliers for product information and certificates of origin.

 

•      Certificate Management —Issue and manage trade agreement claims as open contracts over time and amend them with an audit trail.

 

•      Certificate Requests —Quickly and easily respond to free trade agreement certificate requests from customers.

 

•      Reporting —Create, generate, and distribute reports.

 

Benefits

   

•     Improved supplier solicitation efficiency

 

•     Improved qualification efficiency

 

•     Improved processing efficiency

 

•     Improved customer service and price management for exports

 

•     Reduced customs duties

Professional Services . Our global professional services team encompasses subject matter experts, information technology professionals and project managers who implement our solution. These consultants have years of experience implementing enterprise solutions, and expertise with a wide range of customers, industries and industry-standard applications and integration technologies. Our professional services cover four areas:

 

    Assessment —We review customers’ business processes on a project and an ongoing basis to discover opportunities for automation.

 

    Implementation —We deploy our solution with a proven methodology focused on best practices and create thorough documentation to facilitate training, support and upgrades.

 

    Education and Training —We train users to ensure proper compliance and efficiency, including sessions for end users, solution administrators and technical operators.

 

    Maintenance and Support —We provide production support 24 hours per day, 365 days per year for any critical issues, and regular solution upgrades.

We provide our professional services pursuant to a professional service agreement and a related statement of work. In most cases, we bill professional services on a time and expense basis. The length of time and cost to implement our GTM solution depends on many factors, including the number of modules being implemented, the scope of the deployment, the complexity of our customer’s environment and the availability of customer

 

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resources. We can implement entry level configurations for basic GTM modules in several weeks, whereas large scale, enterprise deployments of the GTM suite typically require several months or longer.

For the years ended December 31, 2011, 2012 and 2013, revenue from professional services accounted for 23%, 25% and 26%, respectively, of our total revenue, with the remainder representing subscription revenue.

Our Customers

In 2011, 2012 and 2013, our solution served 351, 399 and 463 customers, respectively. Our customers are headquartered primarily in the United States and Europe, with users in more than 80 countries, conducting trade across 125 countries. Of our 463 customers in 2013, 172 were multi-national enterprise customers with annual revenues of more than $1 billion, and 291 were mid-market customers, with annual revenues that we believe are less than $1 billion. In each of 2012 and 2013, our average revenue from enterprise customers was approximately $265,000 and our average revenue from mid-market customers was approximately $25,000.

We charge our customers an annual subscription fee for our solution regardless of delivery model. Subscription fees include support and access to all new versions of our solution.

The average term of our current customers’ initial agreement with us is approximately 4.0 and 3.5 years for our enterprise and mid-market customers, respectively, excluding our EasyCargo customers. Our customers typically pay us an annual subscription fee at the start of each contract year. The subscription fee is fixed for the term of the agreement, and typically is based on expected transaction volumes, such as the number of annual shipments or import entries. To the extent that a customer exceeds contracted maximum transaction volumes, they incur per transaction fees. This pricing structure allows us to sell more affordable, entry-level configurations to customers with fewer needs, as well as sophisticated configurations to enterprise customers with greater needs. The subscription fees typically begin the first month following contract execution, whether or not we have completed the solution’s implementation, and our subscription agreements may typically only be terminated for cause. Generally, we charge for professional services to implement our solution on a time and materials basis.

In 2013, one customer accounted for 11.6% of our total revenue and no other customer accounted for more than 10% individually. We believe we have no revenue concentration in any industry vertical. In the years ended December 31 2011, 2012 and 2013, our percentage of revenue generated from customers headquartered outside of the United States was 8.9%, 8.9% and 11%, respectively. For each of our fiscal years ended December 31, 2011, 2012 and 2013, our recurring revenue retention was 102%.

 

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The following table contains a list of current customers that we believe to be representative of our customer base at large because it includes both enterprise and mid-market customers. The contribution to our revenue in 2013 of these enterprise customers was generally more than $100,000, and the contribution to revenue in 2013 of these mid-market customers was more than $100,000 at the high end of the mid-market customer range.

 

     

Adisseo Life Science

(Shanghai) Co., Ltd.

 

Agilent Technologies, Inc.

 

Allied Electronics, Inc.

     
America Fujikura Ltd.  

Archer Management (US) LLC

 

Ascend Performance Materials LLC

     
Astronics Corporation  

Bunzl Distribution USA Inc.

 

Envirofit International

     
F5 Networks, Inc.  

Flame Enterprises, Inc.

 

Flextronics International, Ltd.

     

Garmin International, Inc.

 

GE Healthcare

 

Infineon Technologies AG

     
iRobot Corp.   Kamex Ltd.   Leggett & Platt Inc.
     
Monsanto Company  

New York University

 

OSRAM GmbH

     

Pacer International

Logistics

 

Segway Inc.

 

The Sherwin-Williams Company

     

Tyco International Management

Company

 

University of Miami

  Varian Medical Systems (China) Co., Ltd.
     
Wal-Mart Stores, Inc.  

Weatherford International, Inc.

 

Wesco Aircraft Hardware Corp.

Customer Case Studies

The following are examples of how some of our customers have benefited from deployments of our solution.

GE Healthcare

GE Healthcare is a multi-billion dollar corporation, and a part of the General Electric portfolio that provides transformational medical technologies and services to improve patient care. The company specializes in medical imaging, medical diagnostics, clinical systems, patient monitoring systems and biopharmaceutical manufacturing technologies. GE Healthcare operates in every region around the globe and has tens of thousands of employees serving the industry in more than 100 countries. GE Healthcare has been a customer since 2004.

GE Healthcare has a complex supply chain with products shipping around the globe, crossing multiple international borders and subject to the national and regional regulatory requirements. GE Healthcare sought a unified solution to automate the end-to-end import and export processes and centralize compliance across its global supply chain. Through the utilization of our Global Trade Management software solutions, GE Healthcare has integrated a common and unified global trade compliance process across its business units.

Challenges

 

    Complex global supply chain spanning multiple international borders, time zones and regulatory environments.

 

    Global trade management operations were fragmented and difficult to manage.

 

    Sought a unified solution to automate the end-to-end process and centralize import and export operational compliance.

 

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Our Solution

 

    Global Trade Management: Product Classification, Restricted Party Screening, Order to Shipment Export and Import Compliance Screening, Export Document Generation with multi-language support.

Results

 

    Automated centralized & unified solution for global trade management.

 

    Integrated with 5 enterprise resource planning systems, across 53 countries spanning 346 shipping organizations.

 

    Improved order workflow visibility.

 

    Reduction of risks through increased accuracy of product classification and documentation in the fulfillment of international orders.

Infineon Technologies AG

Infineon Technologies AG, Neubiberg, Germany, offers semiconductor and system solutions addressing three central challenges to modern society: energy efficiency, mobility, and security. In the 2012 fiscal year (ending September 30), the company reported sales of €3.9 billion with close to 26,700 employees worldwide. With a global presence, Infineon operates through its subsidiaries in the United States, Singapore, and Japan.

Infineon has deployed our Global Trade Export Management module globally and has been a customer since 2009. As a manufacturer of sophisticated semiconductors and system solutions, Infineon must adhere to export control laws and regulations including sanction programs of the European Community, Germany, Malaysia, Singapore, the United States and each country in its global operations. Prior to implementing our Trade Export module, Infineon was utilizing an in house solution to manage and assure compliance. With the implementation of our solution, Infineon was able to seamlessly replace the former solution for its global shipments.

Challenges

 

    Manufacturer of highly controlled products with complex national, regional and international controls.

 

    Multiple systems and processes spanning global operations with main regional headquarters in Germany, the United States, Singapore and Tokyo.

Our Solution

 

    Trade Export: Export Compliance, Product Classification, License Determination, License Tracking, Restricted Party Screening, Integration in Order Processing System.

 

    Trade Wizards: Classification, regulation reference, landed cost for new and emerging markets.

 

    End-Use-Manager: Collection of End-Use information for Sales Order and other processes.

Results

 

    Improved efficiencies with automated global control system for international trade regulations.

 

    Enhanced and faster research for multi-national trade regulations.

 

    Streamlined work-flows for exception handling and resolution.

Leggett & Platt Inc.

Leggett & Platt is a diversified S&P 500 manufacturer that conceives, designs and produces a broad variety of engineered components and products for customers worldwide. Its products can be found in virtually every home, office, retail store, and automobile. The 130-year-old firm is composed of 20 business units and 18,000 employee-partners, and operates more than 130 facilities located in 18 countries. Leggett & Platt has been a customer since 2004.

Leggett & Platt first deployed our global trade management solutions almost a decade ago with the goal of improving supplier collaboration, reducing procurement cycle times and reducing compliance risk. The

 

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company now enjoys rich and timely collaboration with over 250 global suppliers via our cloud-based supplier portal. It has also centralized and streamlined its global trade compliance processes. Our solution has enabled Leggett & Platt to estimate more timely and accurate landed costs, better allocate working capital, decrease its import entry and storage costs and establish and monitor supplier key performance indicators.

Challenges

 

    Previously suppliers were not evaluated nor chosen in a centralized, standard manner.

 

    Trade compliance practices were decentralized.

 

    Access to real time production milestones was minimal.

 

    Supplier level delivery and quality management was not consistent.

Our Solution

 

    Trade Import: Import Compliance, Document Generation, Landed Cost Calculation, Restricted Party Screening.

 

    Supplier Management: Foreign supplier collaboration and performance monitoring.

Results

 

    Realized considerable product cost savings on import process.

 

    Helped integrate over 100 facilities into one unified international purchasing system.

 

    Improved shipment visibility.

 

    Reduced broker errors significantly.

Monsanto Company

Monsanto is a leading global provider of agricultural products for farmers. The company’s seeds, biotechnology trait products, herbicides and Ag Productivity products provide farmers with solutions that improve productivity, reduce the costs of farming, and produce better foods for consumers and better feed for animals. The company has 21,000 employees, 404 facilities and does business in over 66 countries. Monsanto has been a customer since 2011.

Faced with growing demand for its products around the world, atop the ever changing mix of government regulations, Monsanto wanted to streamline its global trade operations. By deploying our suite of global trade management modules, the company is now able to manage its shipments across numerous strategic checkpoints along the global supply chain. The result is improved shipment visibility and control, which ultimately provides better customer service. Monsanto has standardized and is optimizing its trade processes, resulting in enhanced process management and throughput.

Challenges

 

    Rising global demand for products.

 

    Regional, compartmentalized government agencies without formal, real-time and consistent sources of import / export trade data.

 

    Need for time-critical shipments to sustain global operations and customer demand.

 

    Globally applicable, single IT standard for trade.

 

    Trading partner optimization and system to system connectivity.

Our Solution

 

    Supply Chain Visibility: Shipment Tracking, Alerts, Partner Collaboration.

 

    Trade Export: Export Compliance, Document Generation, Electronic Filing, License Determination, Restricted Party Screening.

 

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    Trade Import: Import Compliance, Document Generation, Landed Cost Calculation, Restricted Party Screening.

 

    Transportation Management: Rate Search, Carrier Booking, Contract Management, Freight Audit.

Intended Results

 

    Enhanced speed by mitigating cycle time waste.

 

    Supply chain partner performance analytics.

 

    Process standardization and simplification.

 

    Removing non-value added supply chain complexity.

The Sherwin-Williams Company

The Sherwin-Williams Company is engaged in the development, manufacturing, distribution and sale of paint, coatings and related products to professional, industrial, commercial and retail customers around the world. The Sherwin-Williams Company has been a customer since 2011.

Sherwin-Williams’ export business is a significant part of its sales and marketing strategy. Our Trade Export module enables Sherwin Williams to significantly improve export order processing cycle times and increase efficiencies. Our automated solution also enables Sherwin Williams to validate and screen each product, partner, order, and shipment according to the application of export regulations to its international business.

Challenges

 

    Growing international business and complexity of export compliance required many manual checks and steps in order processing and product controls.

 

    International order processing complexity of document creation and trade export validation identified as key area for process improvement.

Our Solution

 

    Trade Export: License Determination, Product Validation, Document Generation and Distribution, Automated Export System Filing, Shipment Consolidation, Denied Party Screening.

 

    Using our solution since March 2012.

Results

 

    Significantly streamlined international order processing.

 

    Automated documentation, screening and export controls.

 

    Greatly enhanced internal reporting, controls, and business processes.

Sales and Marketing

Our marketing team consisted of 14 professionals as of December 31, 2013. The team primarily focuses on lead generation for our sales force, and also dedicates an increasing amount of time to branding. Our marketing activities consist of email campaigns, search engine optimization and marketing, webinars, seminars and sponsored campaigns with trade journals. We focus heavily on marketing analytics enabled by automated tools that allow us to track prospects and funnel them from initial contact to qualified lead and finally to our sales force.

We sell our solution through a direct sales force. We have outside sales teams comprised of sales directors and technical specialists across the United States and Europe who sell to enterprise customers. These teams consisted of 28 professionals as of December 31, 2013. We also employ inside sales persons and technical specialists who target mid-market companies in the United States. This team consisted of 14 professionals as of December 31, 2013. While traditionally we sold our solution through contact with mid-level executives focused on compliance or the supply chain, the rising importance of global trade and GTM automation has enabled us to sell our solution increasingly to senior executives.

 

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Competition

The market for GTM automation solutions is competitive, rapidly evolving, and subject to shifts in technology and customer needs. While we do not believe that any specific competitor offers the breadth of capabilities that we do, we compete with three types of organizations:

Enterprise Resource Planning Vendors . We compete with the large, enterprise resource planning software companies such as Oracle Corporation and SAP AG. These companies are extremely well financed, have prominent brands, and have extensive coverage of the enterprise software market across business functions. In many cases, they have entrenched relationships with the IT departments of our current and prospective customers. We compete with these organizations by:

 

    providing greater subject matter expertise throughout the sales cycle;

 

    demonstrating our superior solution capabilities and breadth;

 

    providing a lower total cost of ownership by delivering a complete solution, including trade content and a global trading partner network, as compared to acquiring these capabilities from separate vendors;

 

    aligning our interests with those of our customers by charging them a recurring subscription fee for recurring value, rather than a large, up-front licensing fee; and

 

    providing quick time to value by deploying under a SaaS model.

GTM Vendors . We also compete with focused GTM vendors. These vendors provide one or more functions including import management, export management, trade content, supply chain visibility, or free trade agreement management. They generally do not have the solution breadth that we provide, but may have superior capabilities in the functions they provide and they may have lower pricing than we do. We compete with these organizations by:

 

    demonstrating our superior solution breadth and selling our GTM suite; and

 

    delivering a complete offering, that provides a lower total cost of ownership than acquiring all needed capabilities from separate vendors.

Service Providers . To a much lesser extent, we compete with service firms including large freight forwarders. This occurs when companies outsource a particular GTM function such as license management or classification to service firms who generally perform these functions manually. In many cases, we work with these service providers rather than competing with them. For example, they may provide their services by working with our GTM solution on behalf of mutual customers. We compete with these organizations by demonstrating the superior return on investment attainable through higher levels of automation compared to the service providers’ more manual approach.

Research and Development

Our success to date, and our growth strategy for the future, rely on advancing the state of the art of GTM automation. Presently, more than 60% of our worldwide employees are dedicated to the development and maintenance of our GTM solution. Accordingly, we will continue to devote substantial resources to the following functions to help us to remain a leader in global trade management:

Solution Management . As of December 31, 2013, we had 16 full time employees in our solution management group responsible for assessing the state of the GTM market through industry research and discussions with current and prospective customers in order to develop our strategy and roadmap for our GTM solution.

Engineering . As of December 31, 2013, we had 170 full time software engineers dedicated to maintaining and building the next generation of our solution. The majority of our engineers reside in Bangalore, India and many of them have domain expertise in the GTM field.

Trade Content Development . As of December 31, 2013, we had 85 trade specialists responsible for updating our trade content on a daily basis according to an ISO 9001:2008 certified process. Our trade specialists, many

 

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of whom hold advanced degrees, work with trade content in more than 20 languages. In addition, we use in-country agents to source content in foreign countries and interface with government officials, as required. In 2012, our trade specialists updated more than 13 million records with regulatory changes. The expense of maintaining our trade content is included in our cost of revenue.

In the years ended December 31, 2011, 2012 and 2013, our total expenses on research and development were $5.9 million, $5.8 million and $7.9 million, respectively.

Technology

Enterprise Technology Framework

Our solution is based on our Enterprise Technology Framework, a proprietary technology developed by our employees. Our Enterprise Technology Framework includes application programming interfaces, web-based development tools, run-time engines that execute meta-data components, and a comprehensive set of administrative features that combine to provide a unified technology architecture and user experience.

Our Enterprise Technology Framework is capable of delivering our solution over the Internet using a SaaS model, and can be configured as a multi-tenant environment that permits different customers to share a common operating environment while protecting them from unauthorized access to each other’s applications and data. For customers who require physical segregation of their applications and data from those of other customers, our Enterprise Technology Framework is also capable of delivering our solution in a separate-instance configuration through dedicated servers in our data center or on the customer’s premises.

Regardless of the deployment method, our customers retain the ability to uniquely configure our solution and determine how data is shared or segregated among their operating groups, with the potential to provide each operating group a customized view of our solution optimized for the business processes they execute.

The most important capability of our Enterprise Technology Framework to our customers, and the most difficult technical problem that it solves, is permitting our professional services organization to configure our solution during implementation in a manner that separates customer-specific configurations from our core application, allowing our customers to upgrade to new versions of our solution while retaining their configurations and avoiding the need for re-implementation.

Data Center Operations

We host our GTM solution for our cloud delivery model customers in highly secure co-location facilities located in Jacksonville, Florida and Carlstadt, New Jersey. These facilities are protected by state-of-the art physical security features, heating and cooling systems, and redundant, uninterruptible power systems that can provide power for 20 to 30 days without refueling. They are staffed and designed to be operational 24 hours per day, 365 days per year. Our equipment is located in a portion of the data centers that is dedicated to our use and securely separated from other tenants of the data centers. Our lease with the Jacksonville data center expires on October 31, 2014, and our lease with the Carlstadt data center expires on July 2014, subject to automatic renewal for additional one year terms.

We own or lease all of the equipment that provides our solution, and our employees manage all of the hardware, software, databases, data backup, security and local network hardware necessary to provide our solution. Our network infrastructure features redundant load balanced Internet connections provided by diverse internet service providers. We perform data backups in accordance with industry custom, including real time database backups. Our Carlstadt facility serves as a backup co-location facility to provide continuity of services in case of a catastrophe affecting our Jacksonville co-location facility. We conduct disaster recovery tests annually and are capable of bringing our solution online following any catastrophe.

Multiple layers of security protect our solution from malicious external activity (cyber attacks). We monitor the integrity and availability of our solution in real time and hire third party consultants to audit the security of our information technology systems quarterly, and conduct application and network vulnerability testing annually. We utilize licensed and certified third parties to review our operating controls and information systems. We maintain certifications through independent audit reviews for SSAE 16, SOC 1 Type II, and SOC 2 for the “Security” and “Confidentiality” principles and receive attestations of compliance with these standards.

 

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We host our CTM solution for customers of our EasyCargo subsidiary at a highly secure co-location facility in Shanghai, China. It is designed for high availability and continuity of service in the case of a catastrophe.

Intellectual Property

We rely upon a combination of trade secrets, copyright and trademark law, as well as contractual restrictions such as confidentiality agreements, to establish and protect our proprietary rights. We have a number of registered and unregistered trademarks and no pending patent applications or issued patents. We maintain a policy requiring our employees, consultants and other third parties to enter into confidentiality and proprietary rights agreements before developing or accessing our software, documentation and other proprietary information, as applicable. We believe that our experience in the market, our significant research and development investments, and our flexible Enterprise Technology Framework will help us to maintain our leadership position in GTM automation.

Despite our efforts to protect our proprietary rights, unauthorized parties may misappropriate our technology to develop a competing solution. Policing unauthorized use of our technology is difficult and the laws of other countries in which sell our solution may offer little or no effective protection for our technology. Our competitors could also independently develop technologies equivalent to ours, and without patent protection for our intellectual property, we would not be able to restrict them from selling their solution. Despite the potential competition for GTM technology, our Global Knowledge trade content library represents a significant barrier to any competitor seeking to offer a comprehensive GTM solution.

Employees

As of December 31, 2013, we employed 505 people, including 186 dedicated to building and testing our solution, 100 in Global Knowledge and hosting, 97 in professional services, 33 in customer support, 56 in sales and marketing and 33 in general, administrative and IT capacities. As of such date, we had 204 employees in the United States and 301 employees in international locations. We also utilize a number of contract employees. In September 2013, we added approximately 40 professionals through our acquisition of EasyCargo. None of our employees are represented by a labor union with respect to his or her employment with us, we have not experienced any work stoppages, and we consider our relations with our employees to be good.

Facilities

Our corporate headquarters is located in East Rutherford, New Jersey and consists of approximately 11,000 square feet of office space under a lease that expires in January 2017. Our headquarters accommodates our principal administrative activities. Our European headquarters are in Munich, Germany and consist of approximately 1,800 square feet. We also occupy space in McLean, Virginia, consisting of approximately 26,000 square feet under a lease that expires in August 2022 and space in Cary, North Carolina, consisting of approximately 10,000 square feet under a lease that expires in October 2015. In addition, we occupy space in Bangalore, India consisting of approximately 22,000 square feet under a lease that expires in October 2015. We are terminating this lease effective April 2014 in order to occupy a new space consisting of approximately 30,000 square feet under a lease expiring January 2020. In connection with our recent acquisition of EasyCargo, we acquired access to space in Shanghai, China consisting of approximately 7,000 square feet pursuant to a lease expiring in August, 2015. We use all of these facilities primarily for sales, professional services, customer support and software engineering. We do not own any real property. We believe that our current facilities are suitable and adequate to meet our current needs. We intend to add new facilities or expand existing facilities as we add employees, and we believe that suitable additional or substitute space will be available as needed to accommodate any such expansion of our operations.

Corporate Information

We are a Delaware corporation originally incorporated in 1984. Our original business involved activities unrelated to GTM and we have conducted our GTM automation business since 2002. Our corporate headquarters are located at One Meadowlands Plaza, East Rutherford, NJ 07073 and our telephone number is (201) 935-8588. We maintain a website at www.amberroad.com. Information contained on or linked to our website is not a part of this prospectus. Upon completion of the offering, we will be required to file annual,

 

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quarterly and current reports, proxy statements and other information with the SEC. Upon completion of this offering, you may access these materials free of charge on our website as soon as reasonably practicable after they are electronically filed with, or furnished to, the SEC.

Legal Proceedings

From time to time, we may become involved in legal proceedings arising in the normal course of our business. We are not presently involved in any litigation the outcome of which, we believe, if determined adversely to us, would have a material adverse effect on our business, operating results, cash flows or financial condition. Defending such proceedings would be costly and can impose a significant burden on management and employees, and there can be no assurances that we will obtain favorable outcomes in them.

Industry and Market Data

Unless otherwise indicated, information in this prospectus about our industry and the market in which we operate, including our general expectations and market position, market opportunity and market size is based on information from various sources, including independent industry publications by the U.S. Department of Commerce and the European Union’s Eurostat, and a survey and a study that we commissioned from SCM World and ARC Advisory Group, Inc., respectively. We have also made assumptions and estimates based on such data and other similar sources, as well as on our knowledge of our industry and the markets for our applications. We caution you not to give undue weight to such information. Although neither we nor the underwriters have independently verified the accuracy or completeness of any third-party information, we believe the market position, market opportunity and market size information included in this prospectus is reliable. The industry in which we operate is subject to a high degree of uncertainty and risk due to a variety of factors, including those described in the “Risk Factors” section. These and other factors could cause results to differ materially from those expressed in the estimates made by the independent parties and by us.

Certain information in this prospectus is contained in the following industry publications:

 

  1. In July 2012, the European Union’s Eurostat system published a report discussing the development of international trade in the region. The report includes the European Union’s share of world imports and exports, its main trading partners and its most widely traded product categories.

 

  2. In April 2013, the U.S. Census Bureau, Department of Commerce released a report titled “ A Profile of Importing and Exporting Companies 2010–2011. ” The report analyzes the volume of import and export transactions conducted by U.S. companies and the value of those transactions from 2010 to 2011. The report provides further analysis based on a variety of factors including industry, market size and number of countries involved.

 

  3. In June 2013, we commissioned Rapture World Limited, the owner of SCM World and a recognized provider of supply chain related business information, to conduct a survey of over 100 supply chain and operations leaders whose businesses were engaged in global trade. The demographics of the companies surveyed were representative of our target markets and the objectives of the survey were to (a) quantify the significance of global trade with company strategy, (b) understand the specific challenges facing companies engaged in global trade, and (c) assess the abilities of the companies to respond to these challenges. SCM World expects to publish a whitepaper containing the survey statistics that we have referred to in this prospectus in 2013.

 

  4. In June 2013, we commissioned ARC Advisory Group, Inc. (“ARC”), a recognized technology research and advisory firm for industry and infrastructure, to determine the market size and current penetration level of the shipping sector of the GTM market. The ARC study estimated that the size of the worldwide market for GTM solutions is more than $6 billion on an annually recurring basis.

 

  5. In July 2013, the Congressional Research Service published a report titled “China’s Economic Rise: History, Trends, Challenges, and Implications for the United States.” The report evaluates the status of the Chinese economy from the time prior to the introduction of economic reforms in 1979 through 2012 and notes that China is currently the second-largest economy after the United States, and could become the largest economy in the world within the next five years.

 

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MANAGEMENT

Executive Officers and Directors

The following table sets forth information, as of February 1, 2014, with respect to those individuals who currently serve, and are expected to continue to serve, as our executive officers and members of our board of directors.

 

Name

  Age     

Position

     Executive Officers

James W. Preuninger

    54       Chief Executive Officer and Director

John W. Preuninger

    54       President, Chief Operating Officer and Director

Ty Y. Bordner

    49       Vice President, Solutions Consulting

Elliot Brecher

    48       General Counsel and Secretary

M. Scott Byrnes

    45       Vice President, Marketing

Kae-por F. Chang

    53       Managing Director, China

Thomas E. Conway

    46       Chief Financial Officer

Albert C. Cooke III

    53       Vice President, Global Sales

Glenn T. Gorman

    53       Chief Information Officer

J. Anthony Hardenburgh

    43       Vice President, Global Trade Content

William R. Jackowski

    47       Vice President, Professional Services

Stephanie J. Miles

    45       Senior Vice President, Commercial Services

Amish Sheth

    43       Vice President, Engineering
     Non-employee Directors

Donald R. Caldwell

    67       Director

Pamela F. Craven

    60       Director Designee*

Kenneth M. Harvey

    53       Director

Rudy C. Howard

    56       Director

John Malone

    52       Director Designee*

Barry M. V. Williams

    67       Director

 

* Expected to assume office as an independent director upon the completion of this offering.

Executive Officers

Each executive officer serves at the discretion of the board of directors and holds office until his or her successor is elected and qualified or until his or her earlier resignation or removal. The following are biographies of our executive officers:

James W. Preuninger . Mr. Preuninger is a co-founder of our company and has served as Chief Executive Officer and a member of our board of directors since 2002. As Chief Executive Officer, Mr. Preuninger oversees sales and marketing, finance, data center operations, general and administrative staff, corporate development and is responsible for opening new markets and expanding our portfolio of solutions through strategic partnerships and acquisitions. Mr. Preuninger began his career at IBM Corporation, where he held several positions in sales and marketing. We believe Mr. Preuninger’s background as a co-founder of our company and long service as our Chief Executive Officer provides the board with invaluable insight into the inner workings of our company, enhances the efficiency of the board’s oversight function and qualifies him to serve on our board of directors. Mr. Preuninger is the brother of John W. Preuninger, our President, Chief Operating Officer and director.

John W. Preuninger . Mr. Preuninger is a co-founder of our company and has served as our President, Chief Operating Officer and a member of our board of directors since 2002. As President and Chief Operating Officer, he oversees internal processes for us including research and development, professional services, and customer support. Prior to joining us, Mr. Preuninger was a strategy consultant at Monitor Company, where he advised large, multi-national corporations on business strategy and execution. We believe Mr. Preuninger’s background as a co-founder of our company and long service as our President and Chief Operating Officer provides the board

 

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with invaluable insight into the inner workings of our company, enhances the efficiency of the board’s oversight function and qualifies him to serve on our board of directors. Mr. Preuninger is the brother of James W. Preuninger, our Chief Executive Officer and director.

Ty Y. Bordner . Mr. Bordner is our Vice President, Solutions Consulting, and has served in that position since 2006. He is responsible for both product strategy and direction, as well as customer and prospect-focused solutions. Prior to joining us in 2006, Mr. Bordner spent 10 years with JPMorgan Chase Vastera, a global trade management software and managed services provider, in various leadership roles, including oversight for Engineering, Solutions Consulting and Product Management. During his tenure he helped manage the company through multiple growth stages from startup, through initial public offering, to achieving annual revenues in excess of $80 million. Prior to joining JP Morgan Chase Vastera, Mr. Bordner worked for GXS (formerly GE Information Services).

Elliot Brecher . Mr. Brecher has served as our General Counsel and Secretary since 2013. He was previously Senior Vice President and General Counsel of Insight Communications Company, Inc., a mid-west based cable operator, from 2000 until its sale to Time Warner Cable, Inc. in 2012. From 1994 until joining Insight, he was associated with the law firm Cooperman Levitt Winikoff Lester & Newman, P.C., where Mr. Brecher became a partner in 1996. This firm became part of Sonnenschein Nath & Rosenthal, LLP by merger in 2000. Prior to that, he was associated with the law firm Rosenman & Colin LLP.

M. Scott Byrnes . Mr. Byrnes has served as our Vice President, Marketing since 2010. From 2008 until 2010, Mr. Byrnes held the position of Executive Vice President at The Walker Group, a strategic marketing consultancy based in Washington, DC. Prior to that, Mr. Byrnes was Vice President of Marketing for HandySoft, a provider of BPM software. Mr. Byrnes also spent four years at JPMorgan Chase Vastera and approximately five years at Manugistics, where he held a variety of leadership positions in both services and sales. He began his career with Andersen Consulting, now Accenture.

Kae-por Chang. Mr. Chang has served as the Managing Director, China, of EasyCargo since 2013. From 2007 until September 2013, Mr. Chang was the founder and CEO of EasyCargo, which we acquired in 2013. Mr. Chang has over 20 years of senior management experience in global supply chain management, logistics, distribution, IT, and regulatory compliance, as an executive of both public and private companies. He was also an Ernst & Young LLP consultant prior to founding EasyCargo.

Thomas E. Conway . Mr. Conway is our Chief Financial Officer, a position he has held since 2007. He previously served as Assistant Corporate Controller and Director of North American Accounting Operations at Cognizant Technology Solutions, an information technology company. Prior to joining Cognizant, Mr. Conway worked for seven years at JDS Uniphase, a fiber optic component and systems provider, where he served as Controller and Director of Finance, and nine years at KPMG LLP, where he was Senior Manager in the Communication and Entertainment audit and consulting practice. Mr. Conway is a certified public accountant and a member of the American Institute of Certified Public Accountants and the New Jersey Society of Certified Public Accountants.

Albert C. Cooke III . Mr. Cooke is our Vice President, Global Sales, a position he has held since 2005. He is responsible for the global sales of our solutions to importers, exporters and logistics service providers. Prior to joining us, Mr. Cooke was vice president of products and solutions for Industri-Matematik International Corp. (IMI), a leading provider of order management software. Prior to working at IMI, Mr. Cooke held senior sales and operational roles at Adexa, Optum, and Russ Berrie & Company.

Glenn T. Gorman . Mr. Gorman serves as our Chief Information Officer, a position he has held since 2002. Mr. Gorman is responsible for setting our technology policy and managing the hosting operations, information technology and quality assurance departments. Prior to joining us, Mr. Gorman held various positions including that of Systems Engineer and Operational Specialist for IBM Corporation from 1984 until 1986, where he served as a liaison between field support and IBM’s development laboratories.

J. Anthony Hardenburgh . Mr. Hardenburgh has been our Vice President, Global Trade Content since 2007. He manages a global team of international trade professionals who monitor and maintain our trade content. Prior to joining us, Mr. Hardenburgh served as Vice President of Global Trade Content for JPMorgan Chase

 

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Vastera, where he managed a global team of trade professionals responsible for supporting both its software and managed services operations. Mr. Hardenburgh also served as a director for From2, a company engaged in global trade management software, and as an International Trade Specialist for the U.S. Department of Commerce, where he was responsible for counseling small- and medium-sized exporters.

William R. Jackowski . Mr. Jackowski is our Vice President, Professional Services, a position he has held since 2006. In this position, Mr. Jackowski manages a team of experienced consultants specializing in the implementation of our solutions. Prior to joining us, Mr. Jackowski served as Vice President of Global Professional Services for JPMorgan Chase Vastera, where he oversaw strategic software accounts and helped grow that company’s professional services organization across North America, Europe and South America. Previously, Mr. Jackowski held several management and consulting positions with large consulting organizations such as American Management Systems (AMS) and PeopleSoft.

Stephanie J. Miles . Ms. Miles is our Senior Vice President, Commercial Services, a position she has held since 2005, Ms. Miles leads our support team for the delivery, implementation and ongoing support services relating to our GTM solutions. Until February 2013, her position also encompassed leadership of our professional services team. Prior to joining us, Ms. Miles held various leadership positions with the supply chain visibility company BridgePoint, a subsidiary of CSX Corporation, for seven years. While at BridgePoint, she held the positions of Senior Vice President and General Manager, and also served as a board member.

Amish Sheth . Mr. Sheth has been our Vice President, Engineering since 2008, a position in which he is responsible for building and delivering our suite of enterprise software solutions. Before assuming his current role, Mr. Sheth served as Chief Software Architect and Managing Director of our Indian operations since 2007. Prior to joining us, Mr. Sheth served in various roles at JPMorgan Chase Vastera, in which he managed the development and delivery of various GTM solutions and was instrumental in defining the architectural platform that allowed JPMorgan Chase Vastera to build, support and customize its product development and managed services solutions on a single platform.

Board of Directors

Our board of directors currently consists of eight members: John W. Preuninger, James W. Preuninger, Donald R. Caldwell, Bernard M. Goldsmith, Kenneth M. Harvey, Rudy C. Howard, Antoine Munfa and Barry M.V. Williams. Pursuant to our certificate of incorporation as currently in effect, holders of a majority of the outstanding shares of each of our Series A, B and E Preferred Stock are entitled to elect one director to our board of directors, for as long as at least 10% of that series of preferred stock remains issued and outstanding. Currently, Messrs. Caldwell, Goldsmith and Munfa serve as the directors elected by the holders of our Series A, B and E preferred stock, respectively. In addition, holders of a majority of our common stock are currently entitled to elect two directors to our board of directors. Under our 2010 shareholder agreement, Messrs. James and John Preuninger hold such right. The remaining three directors are elected by holders of a majority of the outstanding shares of our preferred stock and holders of a majority of the outstanding shares of our common stock, each voting as a separate class.

All currently outstanding shares of convertible preferred stock will be converted automatically into common stock immediately prior to the closing of this offering, and we will adopt an amended and restated certificate of incorporation, which we refer to as our certificate of incorporation in this prospectus.

Of our currently serving directors, Messrs. James and John Preuninger, Caldwell, Harvey, Howard and Williams are currently expected to continue to serve as directors upon completion of this offering. In addition, we currently expect that Ms. Pamela F. Craven and Mr. John Malone will be appointed to our board to replace Messrs. Goldsmith and Munfa effective upon closing of this offering.

 

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In accordance with our certificate of incorporation that will be effective upon closing of this offering, our board of directors will be divided into three classes with staggered three year terms, effective upon closing of this offering. At each annual meeting of stockholders, a class of directors will be elected for a three-year term to succeed the directors of the same class whose terms are then expiring. Upon completion of this offering, our then-serving directors will be divided among the three classes as follows:

 

    Messrs. Preuninger, Preuninger and Harvey will be the Class I directors whose terms end in 2015, and will stand for election at the 2015 annual meeting for three-year terms ending in 2018;

 

    Messrs. Caldwell and Malone will be the Class II directors whose terms end in 2016, and will stand for election at the 2016 annual meeting for three-year terms ending in 2019; and

 

    Ms. Craven and Messrs. Howard and Williams will be the Class III directors whose terms end in 2017, and will stand for election at the 2017 annual meeting for three-year terms ending in 2020.

Pursuant to our certificate of incorporation, only our board of directors will be able to fill vacancies on our board of directors until the next succeeding annual meeting of stockholders. Any additional directorships resulting from an increase in the number of directors will be distributed among the three classes so that, as nearly as possible, each class will consist of one-third of the directors.

There are no family relationships among any of our directors and executive officers, except that John W. Preuninger is the brother of James W. Preuninger.

Following are the biographies of our directors and director designees, with the exception of Messrs. James and John Preuninger, whose biographies appear above, and Messrs. Goldsmith and Munfa, who are not expected to continue to serve as directors after completion of this offering:

Donald R. Caldwell . Mr. Caldwell has served as our director since 2005. Since 1999, Mr. Caldwell has been chairman and chief executive officer of Cross Atlantic Capital Partners, Inc., a venture capital firm. Cross Atlantic Capital Partners, Inc. serves as investment manager for three affiliated funds beneficially owning an aggregate of approximately 35.2% of our outstanding capital stock prior to the offering. Mr. Caldwell currently serves on the boards of director of four public companies: InsPro Technologies Corporation since 2008, where he is serving as chairman of the board, chairman of the audit committee and member of the compensation committee, Lightning Gaming, Inc. since 2006, where he has served as chairman of the audit committee and member of the compensation committee, Quaker Chemical Corporation since 1997, where he has served as chairman of the executive committee and member of the compensation/management development and audit committees, and Rubicon Technology, Inc. since 2001, where he has served as chairman of the compensation committee and member of the nominating and governance committees. Mr. Caldwell was previously a member of the board of directors of Diamond Cluster International, Inc. (1994–2010) and has served as a director for several private companies and non-profit organizations, including software and money management firms as well as the Pennsylvania Academy of the Fine Arts and the Committee for Economic Development. Mr. Caldwell was previously a certified public accountant in the State of New York. We believe Mr. Caldwell’s extensive experience as a director of public companies and as long-time chairman and chief executive officer of Cross Atlantic Capital Partners, Inc. qualifies him to serve on our board of directors.

Pamela F. Craven. Ms. Craven is anticipated to assume service as a director upon the completion of this offering. Since 2000, Ms. Craven has served as General Counsel of Avaya Inc., a global organization develops, manufactures, sells and services communications products and software for enterprises. Since 2007, she has also served as Chief Administrative Officer of the organization, responsible for over 300 employees across functions including Internal Audit, Enterprise Risk Management, Security & Business Continuity, Board Governance and Administration, Human Resources, Real Estate, Compliance, Global Trade, Government Affairs and Law & Contracting. She also serves as member of the Avaya Executive Committee and Chief Compliance Officer. From 1995 to 1999 Ms. Craven served as Vice President, Law of Lucent Technologies Inc. and from 1999 until 2000 she also served as Secretary of Lucent. Ms. Craven previously served on the boards of directors of Avaya Inc. Global Connect, Ltd. (2009–2010), a publicly traded Indian company, and Avaya-

 

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Tenovis GmbH (2004–2006). She is currently active on the Penn Law Board of Overseers of the University of Pennsylvania Law School. We believe Ms. Craven’s background as an executive in the fields of law and business administration qualifies her to serve on our board of directors.

Kenneth M. Harvey . Mr. Harvey has served as our director since 2008. From 1989 until 2011, Mr. Harvey was employed by HSBC—Global Bank, serving as chief information officer/chief operating officer from 2008 to 2011 and as group general manager and chief information officer from 2004 to 2007. He was president of HSBC Technology and Services, a wholly-owned subsidiary of HSBC, from 2003 to 2004. Beginning in 2011, Mr. Harvey has been self-employed as a consultant. Since 2012, Mr. Harvey has also served as director of CLS Group Holdings AG, where he is a member of the chairman’s committee, which covers compensation and compliance issues, and chairman of the technology and operations committee. Mr. Harvey also served as director of CLS Bank International since 2011, and served as a director of Kanbay, Inc. from 2004 until 2007 and Vertical Networks, Inc. from 2002 until 2004. We believe Mr. Harvey’s background as an executive in the information technology field qualifies him to serve on our board of directors.

Rudy C. Howard . Mr. Howard has served as our director since 2012. Since 2010, Mr. Howard has served as chief financial officer of SciQuest, Inc. (NASDAQ: SQI), a company providing a leading on-demand strategic procurement and supplier enablement solution that integrates customers with their suppliers. From 2008 through 2009, Mr. Howard served as chief financial officer of MDS Pharma Services, a contract research organization providing drug discovery and development solutions for the pharmaceutical and biotechnology industries. From 2003 until joining MDS Pharma Services, Mr. Howard operated his own financial consulting company, Rudy C. Howard, CPA Consulting, in Wilmington, North Carolina, where his services included advising on merger and acquisition transactions, equity and debt issuances and other general management matters. In addition, since 2012, Mr. Howard has served as a director and member of the audit committee of Metabalon, Inc., a privately-held diagnostics and services company. We believe Mr. Howard’s extensive experience with financial and accounting matters and his background as an executive officer at several public companies qualifies him to serve on our board of directors.

John Malone. Mr. Malone is anticipated to assume service as a director upon the completion of this offering. From 2008 until its sale in 2013 to Haystax Technology, Inc., Mr. Malone served as the Executive Chairman of Digital Sandbox, Inc., an organization that provides threat and risk analysis and monitoring software in the national and homeland security arenas. From 2009 until its successful sale in 2012 to Acronis International GmbH, Mr. Malone served as Executive Chairman of Group Logic, Inc., an organization that provides digital content collaboration solutions in the enterprise and in the cloud. From 2003 to 2007, Mr. Malone served as Senior Vice President of Sales and Business Development for Neustar, Inc., a provider of real-time information and analytics for the Internet, telecommunications, entertainment, and marketing industries. During his tenure at Neustar, which included the company’s transition from a private enterprise to a New York Stock Exchange listed company, the company’s revenue grew from $80 million to more than $420 million. We believe Mr. Malone’s general executive experience, including his experience with strategic acquisitions, qualifies him to serve on our board of directors.

Barry M. V. Williams . Mr. Williams has served as our chairman since 2004. Previously, Mr. Williams held numerous executive-level positions at P&O Nedlloyd, the second largest ocean carrier in the world prior to its acquisition by A.P. Moller Maersk. Mr. Williams’ career at P&O Nedlloyd spanned over 35 years culminating in his service as chief executive officer and as a member of the executive committee. Mr. Williams is best known for his ability to improve carrier operations by applying information technology and to realize results through change management programs. As the leader of P&O Nedlloyd, he successfully consolidated its back office operations in China and India, diversified into freight forwarding and supply chain management services, and implemented the company’s strategic e-commerce systems. From 2007 through 2011, and again from 2013 until current, Mr. Williams served as chairman of ESS-Databridge Exchange Limited, a provider of electronic shipping and trade documentation and data solutions. We believe Mr. Williams management experience in the shipping and supply chain management industries and his experience with strategic growth companies in the GTM industry qualifies him to serve on our board of directors.

 

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Director Independence

We intend to apply to list our common stock on the New York Stock Exchange. Prior to the completion of this offering, our board of directors is expected to undertake a review of the independence of the directors and consider whether any director has a material relationship with us that could compromise his ability to exercise independent judgment in carrying out his responsibilities. Our board of directors is expected to determine that the directors expected to serve on our board after the completion of this offering, other than Messrs. James and John Preuninger, qualify as independent directors within the meaning of the rules of the New York Stock Exchange.

Committees of the Board of Directors

Our board of directors currently has an audit committee and a compensation committee. Prior to completion of this offering, our board of directors will establish a nominating and corporate governance committee. Upon the closing of this offering, each committee will operate under a separate charter adopted by our board of directors, and will have the composition and responsibilities described below. Members serve on these committees until their resignations or until otherwise determined by our board of directors.

Audit Committee . Our audit committee will be comprised of Rudy Howard (Chairman), Pamela Craven and John Malone, each of whom will be an independent director and satisfy the additional independence requirements for members of the audit committee imposed by New York Stock Exchange rules and Rule 10A-3(b)(1) of the Securities Exchange Act of 1934, as amended, or the Exchange Act. Each of the members of our audit committee meets the requirements for financial literacy under applicable rules and regulations of the Securities and Exchange Commission, or SEC, and the New York Stock Exchange. Our board of directors has determined that Mr. Howard qualifies as an “audit committee financial expert,” as defined by applicable rules of the SEC. The audit committee will assist our board of directors in its oversight of:

 

    the audit and integrity of our financial statements;

 

    our compliance with applicable law, risk assessment and risk management;

 

    the qualification and independence of our independent registered public accounting firm;

 

    the establishment and performance of our internal audit function and independent registered public accounting firm; and

 

    the annual audit committee report.

Under our audit committee charter, the audit committee will:

 

    have direct responsibility for the appointment, compensation, retention, termination and oversight of the work of our independent registered public accounting firm;

 

    oversee the independence of our independent registered public accounting firm;

 

    establish and implement policies and procedures for the pre-approval of all audit services and all permissible non-audit services provided by our independent registered public accounting firm;

 

    review and discuss with management and our independent registered public accounting firm our internal control over financial reporting, the internal audit function, and changes in accounting and financial reporting principles;

 

    review and discuss with management and our independent registered public accounting firm the overall adequacy and effectiveness of our code of business conduct and ethics and compliance with applicable laws, regulations and internal compliance programs; and

 

    review with management and our independent registered public accounting firm any correspondence with regulators or governmental agencies and any employee complaints or published reports, which raise material issues regarding our financial statements or accounting policies.

 

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Compensation Committee . Upon completion of our offering, our compensation committee will be comprised of Pamela Craven (Chairwoman), Donald Caldwell and John Malone, each of whom will be an independent director and satisfy the additional independence requirements of the SEC and the New York Stock Exchange that will begin to apply to members of the compensation committee beginning in 2014. Each member will also be an “outside director” as defined under Section 162(m) under the Internal Revenue Code, as amended, or the Internal Revenue Code. We expect our compensation committee to oversee our overall compensation program. Our compensation committee charter will provide that the compensation committee shall:

 

    review, evaluate and approve executive officer compensation and performance on an annual basis;

 

    approve equity grants to executive officers, or, if the committee deems appropriate, recommend them to the full board for approval;

 

    review and approve any consulting arrangements, employment contracts or severance agreements with any executive officer;

 

    assess whether the compensation structure encourages undue risk-taking;

 

    adopt or modify any incentive compensation plan, or, if this action would require stockholder approval, recommend it to the full board for approval and proposal to the stockholders;

 

    review and recommend to our board of directors any director compensation programs for our independent directors only; and

 

    have power to engage compensation consultants, advisors or legal counsel.

Nominating and Corporate Governance Committee . Our nominating and corporate governance committee will be comprised of Kenneth Harvey (Chairman), Donald Caldwell and Barry Williams, each of whom will be an independent director and an “outside director” as defined under Section 162(m) under the Internal Revenue Code. Our nominating and corporate governance committee charter will provide that the nominating and corporate governance committee shall:

 

    search for, identify and evaluate individuals qualified to become board members and recommend individuals to be nominated for election to our board of directors;

 

    advise our board of directors regarding appropriate corporate governance policies and assist our board of directors in achieving them;

 

    have sole discretion to retain a search firm for the purpose of identifying director candidates;

 

    review the performance of each director who is standing for re-election, and the independence of each director;

 

    have responsibility for succession planning for executive officers; review and recommend to our board of directors any changes in our corporate governance structure; and

 

    and review and consider actual and potential conflicts of interests of management and directors.

Compensation Committee Interlocks and Insider Participation

For the year ended 2013, the members of our current compensation committee were Donald Caldwell, Antoine Munfa, Bernard Goldsmith, James W. Preuninger and John W. Preuninger. James W. Preuninger is our Chief Executive Officer, while John W. Preuninger is our President and Chief Operating Officer. Messrs. Caldwell, Munfa and Goldsmith have never been officers or employees of ours or any of our subsidiaries. In 2005, we issued loans to James W. Preuninger and John W. Preuninger to permit them to satisfy tax liabilities in connection with their purchase of restricted common stock from us. All such loans were forgiven in January 2014. Please also see “Certain Relationships and Related Party Transactions.” Upon completion of this offering, our compensation committee will be comprised of Donald Caldwell, Pamela Craven and John Malone.

 

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None of the current members of our compensation committee serves or has at any time served, and none of the members of our compensation committee upon completion of this offering will have served, as a member of the board of directors or compensation committee of any entity that has one or more executive officers serving on our board of directors or compensation committee.

Code of Ethics

In connection with our initial public offering, our board of directors is expected to adopt a code of business conduct and ethics that will apply to all of our employees, officers and directors. The full text of our code of business conduct and ethics will be posted on the investor relations section of our website prior to the completion of this offering. The reference to our website address in this prospectus does not include or incorporate by reference the information on our website into this prospectus. We intend to disclose future amendments to certain provisions of our code of business conduct and ethics, or waivers of these provisions with respect to our Chief Executive Officer, Chief Financial Officer, controller or persons performing similar functions, on our website or in our public filings with the SEC.

Director Compensation

Messrs. James and John Preuninger, who are employed by us as our Chief Executive Officer and our President and Chief Operating Officer, respectively, receive no separate compensation for their services as directors, and are not expected to receive such separate compensation after completion of this offering. Our non-employee directors have in the past received the following director compensation: Messrs. Harvey, Howard and Williams received $5,000 per month for service on the board of directors and the remaining directors did not receive any compensation for service on the board.

Following the completion of this offering, we intend to adopt a policy for compensating our non-employee directors with a combination of cash and equity.

The following table provides information concerning the compensation earned by or paid in cash to each person, other than Messrs. James and John Preuninger, who each served as a member of our board of directors during the year ended December 31, 2013. See “Executive Compensation” for a discussion of the compensation received by Messrs. James and John Preuninger.

 

     Fees earned or
paid in cash ($) (1)
     Option Awards
($) (2)
     Total
($)
 

Donald R. Caldwell

     —           —           —     

Bernard M. Goldsmith (3)

     —           —           —     

Kenneth M. Harvey

     60,000         —           60,000   

Rudy C. Howard

     60,000         —           60,000   

Antoine Munfa (3)

     —           —           —     

Barry M. V. Williams

     60,000         —           60,000   

 

(1) Represents amount earned or paid during fiscal year 2013.
(2) These amounts represent the aggregate grant date fair value of stock option awards made during fiscal year 2013 calculated in accordance with ASC Topic 718, Compensation—Stock Compensation , or ASC 718, excluding estimated forfeitures. See Note 9 to our consolidated financial statements for a discussion of the assumptions used in calculating these amounts. As of March 1, 2014, the non-employee members of our board of directors held options to purchase the following number of shares of our common stock: Mr. Harvey—80,160, Mr. Howard—80,160 and Mr. Williams—94,181. Messrs. Caldwell, Goldsmith and Munfa did not hold any options to purchase shares of our common stock.
(3) We do not expect Messrs. Goldsmith and Munfa to continue to serve as directors upon completion of this offering.

 

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EXECUTIVE COMPENSATION

Summary Compensation Table

The following table and footnotes set forth information, for the fiscal years ended December 31, 2013 and 2012, concerning the compensation awarded to, earned by or paid to: (i) each person who served as our principal executive officer during the fiscal year ended December 31, 2013, (ii) the two most highly compensated executive officers, other than the principal executive officer, who received compensation in excess of $100,000 during the fiscal year ended December 31, 2013 and were serving as executive officers on December 31, 2013 (collectively with the principal executive officers referred to as the “named executive officers” in this prospectus), and (iii) our Chief Financial Officer. Under the SEC’s rules for preparation of the following tables, non-equity awards are reported in the performance year in which they are earned, while equity-based awards are reported in the year in which they are granted.

 

Name and Principal Position

   Fiscal
Year
     Salary
($)
     Bonus
($) (1)
     Option
Awards
($) (2)
     Non-Equity
Incentive

Plan
Compensation
($) (1)
     All Other
Compensation
($) (3)
     Total
($)
 

James W. Preuninger

     2013         350,000         —           320,000         225,000         4,700         899,700   

Chief Executive Officer

     2012         350,000         —           —           225,000         2,615         577,615   

John W. Preuninger

     2013         350,000         —           320,000         225,000         4,700         899,700   

President and Chief Operating Officer

     2012         350,000         —           —           225,000         2,615         577,615   

Thomas E. Conway

     2013         251,250         —           117,150         159,946         3,593         531,939   

Chief Financial Officer

     2012         240,000         38,967         —           52,033         2,062         333,062   

Albert C. Cooke III

     2013         225,000         —           74,550         301,577         10,548         611,675   

Vice President, Global Sales

     2012         225,000         —           —           240,037         8,539         473,576   

 

(1) The amounts appearing in the Non-Equity Incentive Plan Compensation column represents non-discretionary bonus payments relating to the stated fiscal year. These amounts were earned based on the recipient’s formulaic performance against specified criteria. For James W. Preuninger and John W. Preuninger, the criteria included new contract value sold, billings, and EBITDA. For Mr. Conway, the 2013 criteria included new contract value sold, billings, EBITDA and revenue growth, and the 2012 criteria included new contract value sold, billings, free cash flow and EBITDA. Mr. Cooke receives incentive compensation based on specified effective commission rates for items such as new contract value sold, professional services rendered, and subscription agreement renewals. The amounts appearing in the Bonus column represent additional, discretionary payments that we made without regard to performance criteria established for non-equity incentive plan compensation.
(2) These amounts represent the aggregate grant date fair value of stock option awards made during the fiscal year, calculated in accordance with ASC 718, excluding estimated forfeitures. See Note 9 to our consolidated financial statements included elsewhere in this prospectus for a discussion of the assumptions used in calculating these amounts. The vesting terms for the listed options are as follows: 25% at the first year anniversary of the grant date and 6.25% at the end of each quarter thereafter. In addition, in the event the grantee is terminated by us without cause or by the grantee for good reason within one year following a “change of control,” 100% of the remaining unvested option shares become vested and exercisable in accordance with the terms of the plan. Our compensation committee determines whether to grant option awards and in what quantity to grant them. The committee considers a variety of factors in making this determination, including an executive officer’s recent and legacy contribution to our growth, future corporate goals and average compensation levels of officers of similar rank at peer firms. Each year for the last three years our compensation committee has engaged the services of an independent, nationally recognized compensation consultant. The number of option awards granted by the compensation committee during that time was never greater than the number recommend by the consultant and in all cases our compensation committee and board determined the fair market value as of the date of grant.
(3) All Other Compensation includes premiums we paid for life insurance, long term disability and accidental death and dismemberment insurance on these individuals. In addition, Mr. Cooke receives a car allowance.

 

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Outstanding Equity Awards at Fiscal Year-End

The following table provides information regarding outstanding equity awards held by each of our named executive officers and our Chief Financial Officer as of December 31, 2013:

 

     Option Awards  

Name and Principal Position

   Number of
Securities
Underlying
Unexercised
Options (#)
Exercisable (1)
     Number of
Securities
Underlying
Unexercised
Options (#)
Unexercisable (1)
     Option
Exercise
Price($)
     Option
Expiration
Date
 

James W. Preuninger

     112,725         87,675         2.31         9/30/2016   

Chief Executive Officer

     —           133,600         6.14         6/25/2018   

John W. Preuninger

     112,725         87,675         2.31         9/30/2016   

President and Chief Operating Officer

     —           133,600         6.14         6/25/2018   

Thomas E. Conway

     73,480         —           3.29         2/19/2017   

Chief Financial Officer

    

 

 

 

50,100

31,312

15,030

—  

  

  

  

  

    

 

 

 

—  

2,088

11,690

36,740

  

  

  

  

    

 

 

 

2.31

2.31

2.31

5.57

  

  

  

  

    
 
 

 

1/31/2018
2/11/2020
9/30/2021

6/25/2023

  
  
  

  

Albert C. Cooke III

     30,808         —           0.84         1/26/2015   

Vice President Global Sales

    

 

 

 

40,080

31,312

15,030

—  

  

  

  

  

    

 

 

 

—  

2,088

11,690

23,380

  

  

  

  

    

 

 

 

3.29

2.31

2.31

5.57

  

  

  

  

    
 
 

 

1/24/2017
2/11/2020
9/30/2021

6/25/2023

  
  
  

  

 

(1) The listed options vest over four years as follows: 25% at the first year anniversary of the grant date and 6.25% at the end of each quarter thereafter. In addition, in the event the grantee is terminated by us without cause or by the grantee for good reason within one year following a “change of control,” 100% of the remaining unvested option shares become vested and exercisable in accordance with the terms of the plan.

Employment Agreements with James W. Preuninger and John W. Preuninger

In March 2014, we entered into employment agreements with each of James W. Preuninger, our Chief Executive Officer, and John W. Preuninger, our President and Chief Operating Officer. The employment agreements each have an initial two year term commencing upon the consummation of this offering. Under the agreements, Messrs. Preuninger and Preuninger will continue to receive annual base salaries of $350,000, and will be eligible to receive an annual cash bonus with a target amount equal to no less than 100% of their current base salary. The actual annual bonus amounts will depend on their respective achievement of performance goals set for that year, as determined by our compensation committee. In addition, Messrs. Preuninger and Preuninger will be eligible to receive an executive equity award (as defined in their agreements) based on their respective performance across a wide range of criteria, with a target number of shares of our common stock that would cause such annual grant of equity awards to have a fair value as of the date of grant of such equity award equal to 100% of their base salary in effect on the date of grant of the equity award.

Pursuant to the employment agreements, if we terminate such executive officer’s employment without cause (as defined in the agreement) or such officer resigns for good reason (as defined in the agreement), he will be entitled to the following: (1) the executive’s accrued but unpaid annual bonus, if any, for the fiscal year ended prior to his termination date; (2) if the executive’s date of termination occurs during the Post-Change of Control Period (as defined in the agreement), 100% of the executive’s outstanding equity awards will become fully vested and exercisable; (3) a lump-sum cash payment, payable within five days after such termination becomes final, in an amount equal to two years of the executive officer’s base salary then in effect; and (4) coverage of COBRA premiums, if any, paid by the executive for continuation of coverage for the executive and his spouse

and dependents under the Company’s group health, dental and vision plans for the lesser of two years or the maximum permissible COBRA continuation period.

 

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Each of the employment agreements contain covenants not to compete during the employment term and for one year thereafter.

Change in Control Agreements

We entered into separate change in control agreements with each of our executive officers other than James W. Preuninger and John W. Preuninger. Each agreement provides that if within 12 months following a “Change in Control” (as defined below) (i) the officer terminates his or her employment with us for “Good Reason” (as defined below) or (ii) we terminate the officer’s employment without “Cause” (as defined below), the officer is entitled to receive the following severance benefits from us:

 

    a single lump sum severance payment in an amount equal to 12 months’ salary, payable no later than 60 days following termination;

 

    immediate vesting of 100% of the officer’s then outstanding and unvested equity awards as of the date of his or her termination of employment; and

 

    payment by us of the premiums for the officer’s group health continuation coverage for the 12-month period following the officer’s termination of employment or until the date that the officer’s COBRA continuation coverage expires.

Receipt of the severance benefits is subject to execution by the officer of release of claims in a form reasonably acceptable to us.

In the event that the severance and other benefits provided for in the agreements constitute “parachute payments,” subject to excise tax, then the officer’s severance benefits may be adjusted so as to result in receipt by the officer on an after-tax basis of the greatest amount of severance benefits.

As defined in the agreements:

 

    “Cause” means (i) the officer’s willful and continued failure to perform his or her duties and responsibilities after receipt of written demand for performance from us describing the basis for our belief that the officer has not substantially performed his or her duties and providing a reasonable period (not to exceed between 15 and 30 days) to take corrective action, (ii) any material act of personal dishonesty taken by the officer in connection with his responsibilities as an employee with the intention that such action may result in the substantial personal enrichment of the officer, (iii) the officer’s conviction of, or plea of nolo contendere to, a felony that our Chief Executive Officer reasonably believes has had or will have a material detrimental effect on our reputation or business, or (iv) a material breach of any agreement by and between the officer and us which material breach has not been cured within 15 to 30 days of written notice from us.

 

    a “Change in Control” occurs on: (i) the date that any one person or group acquires (i) assets from us that have a total gross fair market value equal or greater than 80 percent of our company, or (ii) ownership of our stock that constitutes more than 50 percent of the total fair market value or total voting power of our stock . A Change in Control shall not include any transaction effected primarily for the purpose of financing us with cash or the initial public offering of our common stock or for reincorporation purposes.

 

    “Good Reason” means the occurrence of any of the following, without the officer’s express written consent: a material reduction (i) of the officer’s authority, duties or responsibilities, or (ii) in the officer’s base and/or variable compensation; a material change in the geographic location at which the officer must perform his or her services greater than 50 miles; our failure to obtain the assumption of the agreements by any of our successors; or any material breach or violation of a material provision of the agreements by us.

Management Severance Policy

Our board of directors adopted our Management Severance Policy in January 2014. The policy is intended to provide eligible senior management employees of the company and its wholly-owned subsidiaries with severance pay and other benefits upon a participant’s involuntary termination of employment.

 

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The policy provides for severance pay and benefits upon (a) involuntary termination of employment (i.e., termination by the company without “Cause” (as defined in the policy) or the by employee for “Good Reason” (as defined in the policy)), and (b) the participant’s execution of a binding release of claims against the company. Severance and termination benefits provided to executives covered under the plan include 130% of annual base salary payable semi-monthly over a 12 month period commencing at termination of employment; plus 12 months of COBRA coverage at our expense, subject to a claw-back provision whereby repayment of all severance pay and benefits (net of taxes) is required if the participant violates any confidential information, non-solicitation or non-competition agreement with us. Neither the Chief Executive Officer nor the President and Chief Operating Officer is eligible to participate in the policy while their current employment agreements are in effect. The board of directors or compensation committee may amend or terminate the policy, but any amendment or termination that results in a reduction in the amount of severance pay or severance benefits will not be effective until one year after the board of directors or compensation committee approves the amendment or termination.

An eligible participant will not be eligible to receive any benefits under the policy if the participant is party to a change in control agreement and has a termination of employment following a change in control of our company, provided that in those circumstances, the terms and conditions for payment of any severance pay or benefits shall be determined in accordance with the terms of such change in control agreement. Change in control termination benefits for executive officers are described under “Executive Compensation—Change in Control Agreements.”

Section 162(m) of the Internal Revenue Code

Section 162(m) of the Internal Revenue Code limits the tax deduction of public companies for compensation in excess of $1.0 million paid to their chief executive officer and the three most highly compensated executive officers (other than the chief financial officer) at the end of any fiscal year unless the compensation qualifies as “performance-based compensation.” Prior to the offering, compensation paid to our executive officers is not subject to the limitations on deductions imposed by Section 162(m). We expect that our compensation committee’s policy going forward with respect to Section 162(m) is to make a reasonable effort to cause compensation to be deductible by us while simultaneously providing our executive officers with appropriate rewards for their performance. However, our compensation committee may approve compensation or changes to plans, programs or awards that may cause the compensation or awards to exceed the limitation under Section 162(m) if it determines that such action is appropriate and in our best interests.

Equity Incentive Plans

2002 Stock Option Plan

Our board of directors adopted, and our stockholders approved, our 2002 Stock Option Plan in November 2002. The plan was most recently amended in September 2011. We refer to this plan, as amended, as the 2002 plan.

The 2002 plan covers the grant of awards to our employees (including officers), non-employee consultants and advisors and non-employee directors. Under the terms of the 2002 plan, an aggregate of 4,939,270 shares of our common stock are authorized for delivery in settlement of awards (including incentive stock options). The 2002 plan expired in 2012 and we are making no further grants under the 2002 plan; however, we may still deliver shares upon the exercise of outstanding options. As of December 31, 2013, options to purchase an aggregate of 2,058,703 shares of common stock were outstanding under our 2002 plan.

The 2002 plan is administered by the compensation committee. The committee has the authority to effect (i) the cancellation of any or all outstanding awards and the grant of new awards covering the same or different numbers of shares and having an exercise or purchase price which may be the same as or different than the exercise or purchase price of the cancelled awards, or (ii) the amendment of the terms of any and all outstanding awards. No such action may adversely impair the rights of a grantee (or any permitted transferee) under any outstanding award without the consent of the grantee (or transferee). The committee may in its discretion accelerate the vesting or exercisability of an award at any time or on the basis of any specified event.

The 2002 plan specifies that the award agreements may provide for accelerated vesting upon a “change of control.” Our form of employee option award agreement provides that, in the event the grantee is terminated by us without

 

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cause or by the grantee for good reason within one year following a “change of control” of our company, 100% of the remaining unvested option shares become vested and exercisable in accordance with the terms of the plan.

2012 Omnibus Incentive Compensation Plan

On October 24, 2012, our board of directors adopted the Amber Road, Inc. 2012 Omnibus Incentive Compensation Plan, or the 2012 plan and our stockholders approved it in 2013. The 2012 plan replaced our 2002 Stock Option Plan, which expired in 2012. The plan was most recently amended in January 2014 to increase the shares available for issuance.

General

The 2012 plan covers the grant of awards to our employees (including officers), non-employee consultants and non-employee directors and those of our affiliates. Under the terms of the 2012 plan, an aggregate of 5,146,696 shares of our common stock, without par value, are authorized for delivery in settlement of awards (including incentive stock options). Of such number, as of December 31, 2013 831,660 shares are issuable upon exercise of currently outstanding awards.

We expect that the compensation committee of the board of directors will administer the 2012 plan. The committee may delegate any or all of its administrative authority to our Chief Executive Officer or to a management committee except with respect to awards to executive officers who are subject to Section 16 of the Exchange Act and awards that are intended to comply with the performance-based exception to tax deductibility limitations under Section 162(m) of the Internal Revenue Code. In addition, the full board of directors must serve as the committee with respect to any awards to our non-employee directors.

The stock delivered to settle awards made under the 2012 plan may be authorized and unissued shares or treasury shares, including shares repurchased by us for purposes of the 2012 plan. If any shares subject to any award granted under the 2012 plan (other than a substitute award) is forfeited or otherwise terminated without delivery of such shares (or if such shares are returned to us due to a forfeiture restriction under such award), the shares subject to such awards will again be available for issuance under the 2012 plan. However, any shares that are withheld or applied as payment for shares issued upon exercise of an award or for the withholding or payment of taxes due upon exercise of the award will continue to be treated as having been delivered under the 2012 plan and will not again be available for grant under the 2012 plan.

If a dividend or other distribution (whether in cash, shares of common stock or other property), recapitalization, forward or reverse stock split, subdivision, consolidation or reduction of capital, reorganization, merger, consolidation, scheme of arrangement, split-up, spin-off or combination involving us or repurchase or exchange of our shares or other securities, or other rights to purchase shares of our securities or other similar transaction or event affects our common stock such that the committee determines that an adjustment is appropriate in order to prevent dilution or enlargement of the benefits (or potential benefits) provided to grantees under the 2012 plan, the committee will make an equitable change or adjustment as it deems appropriate in the number and kind of securities subject to awards (whether or not then outstanding) and the related exercise price relating to an award.

The maximum number of shares of our common stock that are subject to awards granted to any individual in a single calendar year may not exceed one million shares. In addition, the maximum value of all awards to be settled in cash or property other than our common stock that may be granted to any individual in a single calendar year may not exceed $1 million. These limitations apply to the calendar year in which the awards are granted and not the year in which such awards settle.

Types of Awards

The 2012 plan permits the granting of any or all of the following types of awards to all grantees:

 

    stock options, including incentive stock options, or ISOs;

 

    stock appreciation rights, or SARs;

 

    restricted shares;

 

    deferred stock and restricted stock units;

 

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    performance units and performance shares;

 

    dividend equivalents;

 

    bonus shares;

 

    other stock-based awards; and

 

    cash incentive awards.

Generally, awards under the 2012 plan are granted for no consideration other than prior and future services. Awards granted under the 2012 plan may, in the discretion of the committee, be granted alone or in addition to, in tandem with or in substitution for, any other award under the 2012 plan or other plan of ours; provided, however, that if an SAR is granted in tandem with an ISO, the SAR and ISO must have the same grant date and term and the exercise price of the SAR may not be less than the exercise price of the ISO. The material terms of each award will be set forth in a written award agreement between the grantee and us.

Stock Options and SARs

The committee is authorized to grant SARs and stock options (including ISOs except that an ISO may only be granted to an employee of ours or one of our subsidiary corporations). A stock option allows a grantee to purchase a specified number of shares of our common stock at a predetermined price per share (the “exercise price”) during a fixed period measured from the date of grant. An SAR entitles the grantee to receive the excess of the fair market value of a specified number of shares on the date of exercise over a predetermined exercise price per share. The exercise price of an option or an SAR will be determined by the committee and set forth in the award agreement but the exercise price may not be less than the fair market value of a share of common stock on the grant date. The term of each option or SAR is determined by the committee and set forth in the award agreement, except that the term may not exceed 10 years. Options may be exercised by payment of the purchase price through one or more of the following means: payment in cash (including personal check or wire transfer), by delivering shares of our common stock previously owned by the grantee, or with the approval of the committee, by delivery of shares of our common stock acquired upon the exercise of such option or by delivering restricted shares. The committee may also permit a grantee to pay the exercise price of an option through the sale of shares acquired upon exercise of the option through a broker-dealer to whom the grantee has delivered irrevocable instructions to deliver sales proceeds sufficient to pay the purchase price to us.

Restricted Shares

The committee may award restricted shares consisting of shares of our common stock which remain subject to a risk of forfeiture and may not be disposed of by grantees until certain restrictions established by the committee lapse. The vesting conditions may be service-based (i.e., requiring continuous service for a specified period) or performance-based (i.e., requiring achievement of certain specified performance objectives) or both. A grantee receiving restricted shares will have all of the rights of a stockholder, including the right to vote the shares and the right to receive any dividends, except as otherwise provided in the award agreement. Upon termination of the grantee’s affiliation with us during the restriction period (or, if applicable, upon the failure to satisfy the specified performance objectives during the restriction period), the restricted shares will be forfeited as provided in the award agreement.

Restricted Stock Units and Deferred Stock

The committee may also grant restricted stock unit awards and/or deferred stock awards. A deferred stock award is the grant of a right to receive a specified number of shares of our common stock at the end of specified deferral periods or upon the occurrence of a specified event, which satisfies the requirements of Section 409A of the Internal Revenue Code. A restricted stock unit award is the grant of a right to receive a specified number of shares of our common stock upon lapse of a specified forfeiture condition (such as completion of a specified period of service or achievement of certain specified performance objectives). If the service condition and/or specified performance objectives are not satisfied during the restriction period, the award will be lapse without the issuance of the shares underlying such award.

 

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Restricted stock units and deferred stock awards carry no voting or other rights associated with stock ownership. The award agreement will provide whether grantees may receive dividend equivalents with respect to restricted stock units or deferred stock, and if so, whether such dividend equivalents are distributed when credited or deemed to be reinvested in additional shares of restricted stock units or deferred stock.

Performance Units

The committee may grant performance units, which entitle a grantee to cash or shares conditioned upon the fulfillment of certain performance conditions and other restrictions as specified by the committee and reflected in the award agreement. The initial value of a performance unit will be determined by the committee at the time of grant. The committee will determine the terms and conditions of such awards, including performance and other restrictions placed on these awards, which will be reflected in the award agreement.

Performance Shares

The committee may grant performance shares, which entitle a grantee to a certain number of shares of common stock, conditioned upon the fulfillment of certain performance conditions and other restrictions as specified by the committee and reflected in the award agreement. The committee will determine the terms and conditions of such awards, including performance and other restrictions placed on these awards, which will be reflected in the award agreement.

Bonus Shares

The committee may grant fully vested shares of our common stock as bonus shares on such terms and conditions as specified in the award agreement.

Dividend Equivalents

The committee is authorized to grant dividend equivalents which provide a grantee the right to receive payment equal to the dividends paid on a specified number of shares of our common stock. Dividend equivalents may be paid directly to grantees or may be deferred for later delivery under the 2012 plan. If deferred such dividend equivalents may be credited with interest or may be deemed to be invested in shares of our common stock or in other property. No dividend equivalents may be granted in conjunction with any grant of stock options or SARs.

Cash Incentive Awards

The committee may grant cash incentive awards to any eligible person in such amounts and upon such terms, including the achievement of specific performance goals during the applicable performance period, as the committee may determine. An eligible person may have more than one cash incentive award outstanding at any time. For instance, the committee may grant an eligible employee one cash incentive award with a calendar year performance period as an annual incentive bonus and a separate cash incentive award with a multi-year performance period as a long-term cash incentive bonus.

The committee shall establish performance goals applicable to each cash incentive award in its discretion and the amount that will be paid to the grantee pursuant to such cash incentive award if the applicable performance goals for the performance period are met. If an eligible person earns the right to receive a payment with respect to a cash incentive award, such payment will be made in cash in accordance with the terms of the award agreement. If the award agreement does not specify a payment date with respect to a cash incentive award, payment of the cash incentive award will be made no later than the 15th day of the third month following the end of the taxable year of the grantee or our fiscal year during which the performance period ends.

Other Stock-Based Awards

In order to enable us to respond to material developments in the area of taxes and other legislation and regulations and interpretations thereof, and to trends in executive compensation practices, the 2012 plan authorizes the committee to grant awards that are valued in whole or in part by reference to or otherwise based on our securities. The committee determines the terms and conditions of such awards, including consideration paid for awards granted as share purchase rights and whether awards are paid in shares or cash.

 

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Performance-Based Awards

The committee may require satisfaction of pre-established performance goals, consisting of one or more business criteria and a targeted performance level with respect to such criteria, as a condition of awards being granted or becoming exercisable or payable under the 2012 plan, or as a condition to accelerating the timing of such events.

The committee has the discretion to adjust the determinations of the degree of attainment of the pre-established performance goals; provided, however, that awards which the committee intends to qualify for the performance-based exception to the tax deduction limitations under Internal Revenue Code Section 162(m) may not be adjusted upward unless the committee intends to amend the award to no longer qualify for the performance-based exception. The committee retains the discretion in all events to adjust such awards downward.

Awards may be settled in cash, stock, other awards or other property, in the discretion of the committee.

Change of Control

If there is a merger or consolidation of us with or into another corporation or a sale of substantially all of our stock, or a Corporate Transaction, and the outstanding awards are not assumed by surviving company (or its parent company) or replaced with economically equivalent awards granted by the surviving company (or its parent company), the committee will cancel any outstanding awards that are not vested and nonforfeitable as of the consummation of such Corporate Transaction (unless the committee accelerates the vesting of any such awards) and with respect to any vested and nonforfeitable awards, the committee may either (i) allow all grantees to exercise options and SARs within a reasonable period prior to the consummation of the Corporate Transaction and cancel any outstanding options or SARs that remain unexercised upon consummation of the Corporate Transaction, or (ii) cancel any or all of such outstanding awards (including options and SARs) in exchange for a payment (in cash, or in securities or other property) in an amount equal to the amount that the grantee would have received (net of the exercise price with respect to any options or SARs) if the vested awards were settled or distributed or such vested options and SARs were exercised immediately prior to the consummation of the Corporate Transaction. If an exercise price of the option or SAR exceeds the fair market value of our common stock and the option or SAR is not assumed or replaced by the surviving company (or its parent company), such options and SARs will be cancelled without any payment to the grantee.

Amendment to and Termination of the 2012 Plan

The 2012 plan may be amended, altered, suspended, discontinued or terminated by our board of directors without further stockholder approval, unless such approval of an amendment or alteration is required by law or regulation or under the rules of any stock exchange or automated quotation system on which the common stock is then listed or quoted. Thus, stockholder approval will not necessarily be required for amendments which might increase the cost of the 2012 plan or broaden eligibility. Stockholder approval will not be deemed to be required under laws or regulations that condition favorable treatment of grantees on such approval, although our board of directors may, in its discretion, seek stockholder approval in any circumstance in which it deems such approval advisable.

In addition, subject to the terms of the 2012 plan, no amendment or termination of the 2012 plan may materially and adversely affect the right of a grantee under any award granted under the 2012 plan.

Unless earlier terminated by our board of directors, the 2012 plan will terminate when no shares remain reserved and available for issuance or, if earlier, on October 23, 2022.

401(k) Plan

We maintain a defined contribution employee savings plan, or 401(k) plan, for our employees. All of our employees (other than residents of Puerto Rico) are eligible to participate in the 401(k) plan as of the first day of the month following the later of the employee’s employment commencement date or the date the employee attains age 21. Participants are able to defer up to 90% of their eligible compensation subject to applicable annual Code limits. Participant contributions may be made on a pre-tax basis (401(k) contributions) or on an

 

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after-tax basis (Roth 401(k) contributions). The 401(k) plan permits us to make profit sharing contributions and/or matching contributions to eligible participants, although such contributions are not required. We have not made any profit sharing contributions or matching contributions during the years ended December 31, 2013, 2012 or 2011. Participants’ pre-tax 401(k) contributions and Roth 401(k) contributions are allocated to each participant’s individual account and are then invested in selected investment alternatives according to the participants’ directions. Contributions that we make, if any, are subject to vesting in 20% annual increments starting after the participant has completed two years of service; employees are immediately and fully vested in their own pre-tax 401(k) contributions and after-tax Roth 401(k) contributions. The 401(k) plan is intended to qualify under Sections 401(a) and 501(a) of the Code. As a tax-qualified retirement plan, contributions to the 401(k) plan and earnings on those contributions are not taxable to the employees until distributed from the 401(k) plan and all contributions are deductible by us when made.

Limitations on Liability and Indemnification Matters

Upon completion of this offering, our certificate of incorporation will contain provisions that limit the liability of our current and former directors and officers for monetary damages to the fullest extent permitted by Delaware law. Delaware law provides that directors of a corporation will not be personally liable for monetary damages for any breach of fiduciary duties as directors, except liability for:

 

    any breach of the director’s duty of loyalty to the corporation or its stockholders;

 

    any act or omission not in good faith or that involves intentional misconduct or a knowing violation of law;

 

    unlawful payments of dividends or unlawful stock repurchases or redemptions as provided in Section 174 of the Delaware General Corporation Law; or

 

    any transaction from which the director derived an improper personal benefit.

This limitation of liability does not apply to liabilities arising under federal securities laws and does not affect the availability of equitable remedies such as injunctive relief or rescission.

Our certificate of incorporation and our amended and restated bylaws will provide that we are required to indemnify our directors to the fullest extent permitted by Delaware law. Our amended and restated bylaws will also provide that we are required, upon satisfaction of certain conditions, to advance all expenses incurred by our directors and officers in connection with certain legal proceedings.

The limitation of liability and indemnification provisions in our certificate of incorporation and amended and restated bylaws may discourage stockholders from bringing a lawsuit against our directors and officers for breach of their fiduciary duty. They may also reduce the likelihood of derivative litigation against our directors and officers, even though an action, if successful, might benefit us and other stockholders. Further, a stockholder’s investment may be adversely affected to the extent that we pay the costs of settlement and damage awards against directors and officers as required by these indemnification provisions. At present, there is no pending litigation or proceeding involving any of our directors, officers or employees for which indemnification is sought, and we are not aware of any threatened litigation that may result in claims for indemnification.

 

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CERTAIN RELATIONSHIPS AND RELATED PARTY TRANSACTIONS

There have been no transactions since January 1, 2012 to which we have been a participant in which the amount involved exceeded or will exceed $120,000, and in which any of our directors, executive officers or holders of more than five percent of our capital stock, or any members of their immediate family, had or will have a direct or indirect material interest, other than compensation arrangements which are described under “Executive Compensation” and “Management—Director Compensation,” and other than the transactions described below. For a description of severance and change of control arrangements that we have entered into with some of our executive officers, see the section of this prospectus entitled “Executive Compensation—Change in Control Agreements.”

Promissory Notes

In January and October 2005, our Chief Executive Officer and board member James W. Preuninger, and our President, Chief Operating Officer and board member John W. Preuninger purchased restricted shares of common stock from us. Under the stock purchase agreements, the shares were subject to repurchase by us under certain conditions, including termination of employment or in the event of a corporate transaction, as defined in the agreements. Pursuant to these agreements, we agreed to loan James W. Preuninger and John W. Preuninger, on a nonrecourse basis, an aggregate of $960,599 to permit them to satisfy their tax liabilities. The loans accrued interest at an annual rate of 4.75% and were repayable upon the earlier of (i) 15 years following the date of the loans or (ii) upon each sale or other disposition by the purchasers of any shares to a third party, until the balance of the loans had been paid in full.

The principal amounts outstanding under the related promissory notes since January 1, 2011, and accrued and unpaid interest as of December 31, 2013, was as follows:

 

Name

   Issuance Date of Promissory
Note
   Principal Amount Held      Accrued and Unpaid
Interest as of December 31,
2013
 

James W. Preuninger

   January 3, 2005    $ 178,289       $ 92,313   

James W. Preuninger

   October 10, 2005    $ 315,509       $ 146,626   

John W. Preuninger

   January 3, 2005    $ 169,411       $ 87,717   

John W. Preuninger

   October 10, 2005    $ 297,390       $ 138,205   

In January 2014, we forgave these non-recourse loans, which amounted to $1,430,722, inclusive of accrued interest. In addition, we will also record compensation expense of approximately $927,000 in our 2014 consolidated statements of operations related to a bonus provided to the borrowers to offset the tax consequences related to the loan forgiveness.

Fourth Amended and Restated Investor Rights Agreement

We entered into a Fourth Amended and Restated Investor Rights Agreement with the holders of all series of our preferred stock, including Messrs. James and John Preuninger, funds affiliated with Cross Atlantic Capital Partners, Inc. (or Cross Atlantic), Updata Partners, Goldman, Sachs & Co. and NJTC Venture Fund SBIC, LP (now NJTC Investment Fund, Ltd.). The Fourth Amended and Restated Investor Rights Agreement, among other things, grants these stockholders specified registration rights with respect to shares of our common stock, including shares of common stock issued or issuable upon conversion of the shares of preferred stock held by them and any shares issued as dividends, and obligates us to deliver periodic financial statements to some of the stockholders who are parties to the investor rights agreement.

For more information regarding the registration rights provided in this agreement, please refer to the section titled “Description of Capital Stock—Registration Rights.” The provisions of this agreement other than those relating to registration rights will terminate as of the time immediately prior to the effectiveness of the registration statement to which this prospectus relates. This summary discusses material provisions of the investor rights agreement and is qualified by the full text of the agreement filed as an exhibit to the registration statement of which this prospectus is a part.

 

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Fourth Amended and Restated Shareholders Agreement

Pursuant to our Fourth Amended and Restated Shareholders Agreement, holders of a majority of the outstanding shares of each of our Series A, B and E Preferred Stock are entitled to elect one director to our board of directors, for as long as at least 10% of that series of preferred stock remains issued and outstanding. In addition, Messrs. James and John Preuninger are entitled to elect a total of two directors to our board of directors. The remaining three directors are elected by holders of a majority of the outstanding shares of our preferred stock and holders of a majority of the outstanding shares of our common stock, each voting as a separate class.

If at any time any of the stockholders, other than the holders of Series E Preferred Stock, desires to sell any shares of our common stock or preferred stock, the selling stockholder has to submit a written offer to sell such shares to us. If we decline to purchase the shares, one of the other investors may do so. In addition, if a founder (who then holds at least 5% of the outstanding common stock on an as converted and exercised basis) desires to sell all or any of their common stock in certain circumstances, the founder must arrange to give each other investor the right to sell to the proposed buyer at the same price and under the same conditions on a pro-rata basis. The Fourth Amended and Restated Shareholders Agreement furthermore contains preemptive rights and bring-along rights. The agreement will terminate upon the completion of this offering.

EasyCargo Acquisition

We acquired our EasyCargo subsidiary for a payment of $2.0 million in cash, 296,547 shares of our common stock and a potential earnout payment described below. This excludes 99,218 shares which would have also been issuable if we had received required documentation by December 31, 2013. Of the 296,547 shares, we have issued 197,914 shares and we will issue the remaining 98,633 shares upon request of the shareholders of EasyCargo’s parent. We have the right to repurchase for nominal consideration 32,556 of the 296,547 shares once they are issued if Mr. Kae-por Chang, a founder of EasyCargo and the Managing Director, China, of EasyCargo leaves the employment of EasyCargo without good reason or is terminated for cause prior to December 31, 2015. Our right to repurchase these shares lapses in five equal semi-annual installments over the period commencing September 3, 2013 (the date of our acquisition of EasyCargo) and ending on December 31, 2015. We also have the right to repurchase for nominal consideration 66,077 of the 296,547 shares once they are issued if EasyCargo fails to attain (i) CTM revenue of $2.5 million in 2014 and $3.5 million in 2015 and (ii) CTM revenue during the three-year period ending December 31, 2015 of at least $7.7 million.

In addition to the $2.0 million in cash and 296,547 shares of our common stock described above, we are obligated to make an earnout payment of up to $2.5 million in cash or shares of our common stock (at our option) if, during the three-year period ending December 31, 2015, aggregate CTM revenue exceeds $7.7 million. In this case we will pay additional consideration equal to 50% of CTM revenue in excess of $7.7 million for that period, up to the maximum of $2.5 million.

Mr. Chang is entitled to 20% of each of the $2.0 million in cash, the 296,547 shares of our common stock and the potential earnout payment based on the pro rata portion of equity he held in EasyCargo’s parent company prior to our acquisition of EasyCargo’s parent.

In 2012 and 2013, Mr. Chang made loans to EasyCargo aggregating $252,502. The loans are represented by a promissory note dated September 3, 2013 and represent working capital loans from Mr. Chang to EasyCargo. The note bears interest at a rate of 2% and matures in 2016.

In connection with our recent acquisition of EasyCargo, EasyCargo agreed to employ Mr. Chang for a five-year term as its Managing Director, China. Under this agreement, Mr. Chang will receive an annual base salary of approximately $185,000, a target bonus of approximately $60,000 per annum and stock options to purchase 66,800 shares of our common stock, subject to vesting. The stock vests over four years as follows: 25% at the first year anniversary of the grant date and 6.25% at the end of each quarter thereafter.

Arrangements with Executive Officers and Directors

For a description of the compensation arrangements we have with our executive officers and directors, see “Executive Compensation—Employment Agreements,” “Executive Compensation—Change in Control Agreements” and “Management—Director Compensation.”

 

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Indemnification Agreements

Our certificate of incorporation will contain provisions limiting the liability of directors, and our amended and restated bylaws will provide that we will indemnify each of our directors to the fullest extent permitted under Delaware law. Our certificate of incorporation and amended and restated bylaws will also provide our board of directors with discretion to indemnify our officers and employees when determined appropriate by the board.

In addition, we intend to enter into indemnification agreements with each of our directors and executive officers. For more information regarding these agreements, see “Executive Compensation—Limitations on Liability and Indemnification Matters.”

Related Person Transaction Policy

Prior to this offering, we did not have a formal policy regarding approval of transactions with related persons. In connection with this offering, we adopted a written related person transaction policy that sets forth our procedures for the identification, review, consideration and approval or ratification of related person transactions. For purposes of our policy only, (i) a related person is any person who is an executive officer, director, director nominee, or a beneficial owner of more than 5% of any class of our voting securities, or any immediate family member such any such persons, and (ii) a related person transaction, subject to certain exceptions, is any transaction, arrangement or relationship, or any series of similar transactions, arrangements or relationships in which we were or will be a participant, where the amount involved exceeds $120,000, and a related person had or will have a direct or indirect material interest in the transaction.

Under the policy, if a transaction has been identified as a related person transaction, including any transaction that was not a related person transaction when originally consummated or any transaction that was not initially identified as a related person transaction prior to consummation, such transaction must be reported to our General Counsel, and be reviewed and approved by the Audit Committee of our Board of Directors. In addition, under our Code of Business Conduct & Ethics, our employees and directors have an affirmative responsibility to disclose any transaction or relationship that reasonably could be expected to give rise to a conflict of interest. In considering related person transactions, our Audit Committee, will take into account the relevant available facts and circumstances including, but not limited to:

 

    the related person’s interest in the related person transaction;

 

    the approximate dollar value of the amount involved in the related person transaction;

 

    the approximate dollar value of the amount of the related person‘s interest in the transaction without regard to the amount of any profit or loss;

 

    whether the transaction was undertaken in the ordinary course of our business;

 

    whether the transaction with the related person is proposed to be, or was, entered into on terms no less favorable to us than terms that could have been reached with an unrelated third party;

 

    the purpose of, and the potential benefits to us of, the transaction; and

 

    any other information regarding the related person transaction or the related person in the context of the proposed transaction that would be material to investors in light of the circumstances of the particular transaction.

The policy requires that, in determining whether to approve, ratify or reject a related person transaction, our Audit Committee will review all relevant information available to it about the related person transaction. The Audit Committee may approve or ratify the related person transaction only if the Audit Committee determines that, under all of the circumstances, the transaction is in, or is not inconsistent with, our best interests. The Audit Committee may, in its sole discretion, impose such conditions as it deems appropriate on us or the related person in connection with approval of the related person transaction.

 

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PRINCIPAL AND SELLING STOCKHOLDERS

The following table sets forth certain information with respect to beneficial ownership of our common stock, as of February 1, 2014, and as adjusted to reflect the sale of common stock in this offering, by:

 

    each person or entity known by us to beneficially own more than five percent of our common stock;

 

    each of our directors;

 

    each of our named executive officers and our Chief Financial Officer;

 

    all of our executive officers and directors as a group; and

 

    each of the selling stockholders.

Beneficial ownership is determined in accordance with the rules of the SEC. In computing the number of shares beneficially owned by a person and the percentage ownership of that person, shares of common stock subject to options or warrants held by that person that are currently exercisable or exercisable within 60 days of February 1, 2014, are deemed outstanding, but are not deemed outstanding for computing the percentage ownership of any other person. To our knowledge, except as set forth in the footnotes to this table and subject to applicable community property laws, each person named in the table has sole voting and investment power with respect to the shares set forth opposite such person’s name. Except as otherwise indicated, the address of each of the persons in this table is c/o Amber Road, Inc., One Meadowlands Plaza, East Rutherford, New Jersey 07073.

Each stockholder’s percentage ownership before the offering is determined in accordance with Rule 13d-3 under the Securities Exchange Act of 1934, as amended, and is based on 5,203,825 shares of our common stock outstanding as of February 1, 2014, plus 13,993,566 shares of common stock into which our preferred stock outstanding will convert immediately prior to the closing of this offering. Each stockholder’s percentage ownership after the offering but not prior thereto assumes the issuance of an estimated 4,782,870 shares of our common stock offered hereby and the issuance of 914,094 shares at the offering price in satisfaction of accrued but unpaid dividends to our preferred stockholders.

 

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Name and Address of Beneficial
Owner

  Shares Beneficially
Owned Prior
Offering
    Shares Offered     Shares Beneficially
Owned After Offering
 
  Number     Percent     Assuming no
exercise of
option to
purchase
additional
shares
    Assuming full
exercise of
option to
purchase
additional
shares
    Assuming no exercise
of option to purchase
additional shares
    Assuming full
exercise of option to
purchase additional
shares
 
            Number     Percent     Number     Percent  

5% stockholders and other selling stockholders:

               

Cross Atlantic (1)

    6,685,160        34.8     555,570        1,003,834        6,604,908        26.5     6,156,644        24.7

Goldman, Sachs & Co (2)

    2,987,756        15.6     248,297        448,636        2,739,459        11.0     2,539,100        10.2

NJTC Investment Fund, LP (3)

    1,355,051        7.1     112,611        203,472        1,296,417        5.2     1,205,556        4.8

Orix Venture Finance LLC (4)

    245,946        1.3     12,284        12,284        233,662        *        233,662        *   

Updata Partners (5)

    3,561,856        18.6     269,008        534,844        3,640,365        14.6     3,401,529        13.7

Executive officers and directors:

               

Ty Y. Bordner (6)

    154,475               10,020        10,020        144,455        *        144,455        *   

M. Scott Byrnes (7)

    66,800               16,700        16,700        50,100        *        50,100        *   

Donald R. Caldwell (8)

    6,685,160        34.8     555,570        1,003,834        6,604,908        26.5     6,156,644        24.7

Thomas E. Conway (9)

    173,680               13,360        13,360        160,320        *        160,320        *   

Pamela F. Craven (10)

    —          —          —          —          —          —          —          —     

J. Anthony Hardenburgh (11)

    127,337               10,020        10,020        117,317        *        117,317        *   

Albert C. Cooke III (12)

    187,788        1.0     20,040        20,040        167,748        *        167,748        *   

Bernard M. Goldsmith (13)

    3,561,856        18.6     269,008        534,844        3,640,365        14.6     3,401,529        13.7

Glenn T. Gorman (14)

    186,403        1.0     20,040        20,040        166,363        *        166,363        *   

Kenneth M. Harvey (15)

    170,752               —          —          174,703        *        174,703        *   

Rudy C. Howard (16)

    40,080               —          —          40,080        *        40,080        *   

William R. Jackowski (17)

    90,180               13,360        13,360        76,820        *        76,820        *   

John Malone (18)

    —          —          —          —          —          —          —          —     

Stephanie Miles (19)

    83,500               46,760        46,760        36,740        *        36,740        *   

Antoine Munfa (20)

    —          —          —          —          —          —          —          —     

James W. Preuninger (21)

    2,225,401        11.5     167,000        167,000        2,062,621        8.3     2,062,621        8.3

John W. Preuninger (22)

    2,096,163        10.8     167,000        167,000        1,931,273        7.8     1,931,273        7.8

Amish Sheth (23)

    120,657               6,680        6,680        113,977        *        113,977        *   

Barry M. V. Williams (24)

    94,181               23,380        23,380        70,801        *        70,801        *   

All current executive officers and directors

    16,068,381        77.6     1,365,938        2,053,038        15,558,608        62.5     14,871,508        59.7

 

* Less than 1.0%
(1)

Consists of 1,336,005 shares of common stock issuable upon conversion of 2,000,000 shares of Series A Preferred Stock, 818,474 shares of common stock issuable upon conversion of 1,225,257 shares of Series C Preferred Stock and 257,582 shares of common stock held by Cross Atlantic Technology Fund II, L.P.; 1,336,005 shares of common stock issuable upon conversion of 2,000,000 shares of Series A Preferred Stock, 818,474 shares of common stock issuable upon conversion of 1,225,256 shares of Series C Preferred Stock and 257,581 shares of common stock held by The Co-Investment 2000 Fund, L.P.; and 347,361 shares of common stock issuable upon conversion of 520,000 shares of Series A Preferred Stock, 56,748 shares of common stock issuable upon conversion of 84,952 shares of Series C Preferred Stock, 1,389,955 shares of common stock issuable upon conversion of 2,080,764 shares of Series D Preferred Stock and 66,971 shares of common stock held by The Co-Investment Fund II, L.P. Cross Atlantic Capital Partners, Inc. is the investment manager for Cross Atlantic Technology Fund II, L.P., The Co-Investment 2000 Fund, L.P. and The Co-Investment Fund II, L.P. and has voting and investment power over the securities held in these funds. The general partners of these funds are XATF Management II, L.P., Co-Invest Management, L.P. and Co-Invest Management II, L.P., respectively. The sole shareholder of Cross Atlantic Capital Partners, Inc. is The

 

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  Donald R. Caldwell (2009) Irrevocable Trust, of which Timothy Speiss serves as trustee. Mr. Caldwell also serves as the chairman and chief executive officer of Cross Atlantic Capital Partners, Inc. The other directors and executive officers of Cross Atlantic Capital Partners, Inc. are: Frederick Tecce and Brian Adamsky. Mr. Caldwell, The Donald R. Caldwell (2009) Irrevocable Trust and Cross Atlantic Capital Partners, Inc. may therefore be deemed to be the beneficial owners of the securities held by Cross Atlantic Technology Fund II, L.P., The Co-Investment 2000 Fund, L.P. and The Co-Investment Fund II, L.P. The address of Cross Atlantic Capital Partners, Inc., Cross Atlantic Technology Fund II, L.P., The Co-Investment 2000 Fund, L.P., The Co-Investment Fund II, L.P., The Donald R. Caldwell (2009) Irrevocable Trust and Mr. Caldwell is Five Radnor Corp Center, Suite 555, 100 Matsonford Road, Radnor, Pennsylvania 19087.
(2) Consists of 2,987,756 shares of common stock issuable upon conversion of 4,472,671 shares of Series E Preferred Stock. Goldman, Sachs & Co. is a direct and indirect wholly owned subsidiary of The Goldman Sachs Group, Inc. Mr. Munfa, one of our directors, is an employee of Goldman, Sachs & Co. The address for The Goldman Sachs Group, Inc. and Goldman, Sachs & Co. is 200 West Street, New York, New York 10282.
(3) Consists of 1,075,484 shares of common stock issuable upon conversion of 1,610,000 shares of Series A Preferred Stock, 12,004 shares of common stock issuable upon conversion of 17,970 shares of Series C Preferred Stock, 60,209 shares of common stock issuable upon conversion of 90,134 shares of Series D Preferred Stock and 207,353 shares of common stock held by NJTC Investment Fund, L.P., formerly known as NJTC Venture Fund SBIC, L.P. The general partner of the NJTC Investment Fund, L.P. is NJTC Investment Partners, LLC. James T. Gunton, Joseph G. Falkenstein and Robert M. Chefitz are the Members representing 80% of the ownership interests of NJTC Investment Partners, LLC and constitute all of the Managers of NJTC Investment Partners, LLC. NJTC Investment Partners, LLC, Mr. Falkenstein, Mr. Chefitz and Mr. Gunton may therefore be deemed to be the beneficial owner of the shares of capital stock held by NJTC Investment Fund, L.P. The address of the NJTC Investment Fund, L.P., NJTC Investment Partners, LLC, Mr. Falkenstein, Mr. Chefitz and Mr. Gunton is 1001 Briggs Road, Suite 280, Mount Laurel, New Jersey 08054.
(4) Represents 245,946 shares of common stock issuable upon exercise of immediately exercisable warrants. See Exhibit 4.2.
(5) Consists of 180,360 shares of common stock issuable upon conversion of 270,000 shares of Series A Preferred Stock, 866,732 shares of common stock issuable upon conversion of 1,297,498 shares of Series B Preferred Stock, 1,448,153 shares of common stock issuable upon conversion of 2,167,886 shares of Series C Preferred Stock, 332,989 shares of common stock issuable upon conversion of 498,486 shares of Series D Preferred Stock and 34,773 shares of common stock held by Updata Partners III, L.P.; 294,914 shares of common stock issuable upon conversion of 441,487 shares of Series B Preferred Stock and 259,928 shares of common stock issuable upon conversion of 389,113 shares of Series C Preferred Stock held by Updata Venture Partners II, L.P.; 57,612 shares of common stock issuable upon conversion of 86,246 shares of Series B Preferred Stock and 50,778 shares of common stock issuable upon conversion of 76,015 shares of Series C Preferred Stock held by Updata Venture Partners II B, L.P.; and 18,929 shares of common stock issuable upon conversion of 28,337 shares of Series B Preferred Stock and 16,683 shares of common stock issuable upon conversion of 24,975 shares of Series C Preferred Stock held by UVP II Executive Fund, L.P. Bernard Goldsmith is the general partner of each of these funds. Mr. Goldsmith may therefore be deemed to be the beneficial owner of the securities held by these entities. The address for these entities and Mr. Goldsmith is 2445 M. Street NW, Washington, D.C. 20037.
(6) Mr. Bordner is one of our executive officers.
(7) Mr. Byrnes is one of our executive officers.
(8) Mr. Caldwell is one of our directors. See footnote (1).
(9) Mr. Conway is our Chief Financial Officer. Consists of options to purchase 173,680 shares of common stock (representing that portion of options to purchase 220,440 shares of common stock that has vested or will vest within 60 days of the date of this table).
(10) Ms. Craven is one of our director designees.
(11) Mr. Hardenburgh is one of our executive officers.

 

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(12) Mr. Cooke is our Vice President, Global Sales. Consists of 66,800 shares of common stock and options to purchase 120,988 shares of common stock (representing that portion of options to purchase an aggregate of 154,388 shares of common stock that has vested or will vest within 60 days of the date of this table).
(13) Mr. Goldsmith is one of our directors. See footnote (5).
(14) Mr. Gorman is one of our executive officers.
(15) Mr. Harvey is one of our directors. Consists of 66,800 shares of common stock issuable upon conversion of 100,000 shares of Series A Preferred Stock, 10,913 shares of common stock issuable upon conversion of 16,337 shares of Series C Preferred Stock, 12,879 shares of common stock, all held by a family trust, of which Mr. Harvey is the trustee and fully vested options to purchase 80,160 shares of common stock.
(16) Mr. Howard is one of our directors. Includes options to purchase 40,080 shares of common stock (representing that portion of options to purchase 80,160 shares of common stock that has vested or will vest within 60 days of the date of this table).
(17) Mr. Jackowski is one of our executive officers.
(18) Mr. Malone is one of our director designees.
(19) Ms. Miles is one of our executive officers.
(20) Mr. Munfa is one of our directors and is an employee of Goldman, Sachs & Co.
(21) Mr. James W. Preuninger is our Chief Executive Officer and a director. Consists of 100,200 shares of common stock issuable upon conversion of 150,000 shares of Series A Preferred Stock, 1,999,951 shares of common stock and options to purchase 125,250 shares of common stock (representing that portion of options to purchase an aggregate of 334,000 shares of common stock that has vested or will vest within 60 days of the date of this table). Includes 267,201 shares of common stock held of record by The James Preuninger 2013 Five Year Grantor Retained Annuity Trust, of which James W. Preuninger is Trustee.
(22) Mr. John W. Preuninger is our President and Chief Operating Officer and a director. Consists of 50,100 shares of common stock issuable upon conversion of 75,000 shares of Series A Preferred Stock, 1,920,813 shares of common stock and options to purchase 125,250 shares of common stock (representing that portion of options to purchase an aggregate of 334,000 shares of common stock that has vested or will vest within 60 days of the date of this table). Includes 334,000 shares of common stock held of record by The John Preuninger 2013 Four Year Grantor Retained Annuity Trust (John W. Preuninger, Trustee), 16,700 shares of common stock held of record by The John Preuninger 2013 Three Year Grantor Retained Annuity Trust (John W. Preuninger, Trustee), 1,002,004 shares of common stock held of record by The Fletcher Preuninger 2013 Three Year Grantor Retained Annuity Trust (Fletcher Preuninger, Trustee) and 50,100 shares of common stock held of record by The Fletcher Preuninger 2013 Grantor Retained Annuity Trust FBO Siblings (Fletcher Preuninger, Trustee). Fletcher Preuninger is the wife of John W. Preuninger.
(23) Mr. Sheth is one of our executive officers.
(24) Mr. Williams is one of our directors. Consists of fully vested options to purchase 94,181 shares of common stock.

 

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DESCRIPTION OF CAPITAL STOCK

The following description of our capital stock summarizes the most important terms of our capital stock as they are expected to be in effect upon the completion of this offering. The descriptions of our capital stock and certain provisions of our amended and restated certificate of incorporation and amended and restated bylaws are summaries and are qualified by reference to the amended and restated certificate of incorporation and the amended and restated bylaws that will be in effect upon the completion of this offering. Copies of these documents will be filed with the SEC as exhibits to our registration statement, of which this prospectus forms a part.

General

Upon the completion of this offering, our amended and restated certificate of incorporation, or our certificate of incorporation, will authorize us to issue up to 100,000,000 shares of common stock, $0.001 par value per share, and 10,000,000 shares of preferred stock, $0.001 par value per share, all of which shares of preferred stock will be undesignated. Our board of directors may establish the rights and preferences of the preferred stock from time to time. As of February 1, 2014, after giving effect to the conversion of all outstanding preferred stock into shares of common stock, there would have been 19,197,391 shares of common stock issued and outstanding, held of record by 40 stockholders.

Common Stock

Voting Rights

Each holder of our common stock is entitled to one vote for each share on all matters submitted to a vote of the stockholders, including the election of directors. Under our certificate of incorporation and our amended and restated bylaws that will be in effect following the completion of this offering, or our bylaws, our stockholders will not have cumulative voting rights. Because of this, the holders of a majority of the shares of common stock entitled to vote in any election of directors can elect all of the directors standing for election, if they should so choose.

Dividends

Subject to preferences that may be applicable to any then-outstanding preferred stock, holders of common stock are entitled to receive ratably those dividends, if any, as may be declared from time to time by the board of directors out of legally available funds.

Liquidation

In the event of our liquidation, dissolution or winding up, holders of common stock will be entitled to share ratably in the net assets legally available for distribution to stockholders after the payment of all of our debts and other liabilities and the satisfaction of any liquidation preference granted to the holders of any then-outstanding shares of preferred stock.

Rights and Preferences

Holders of common stock have no preemptive, conversion or subscription rights and there are no redemption or sinking fund provisions applicable to the common stock. The rights, preferences and privileges of the holders of common stock are subject to, and may be adversely affected by, the rights of the holders of shares of any series of preferred stock that we may designate in the future.

Preferred Stock

All currently outstanding shares of convertible preferred stock will be converted automatically into common stock immediately prior to closing of this offering.

Following the completion of this offering, our board of directors will have the authority, without further action by our stockholders, to issue up to 10,000,000 shares of preferred stock in one or more series, to establish from time to time the number of shares to be included in each such series, to fix the rights, preferences and

 

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privileges of the shares of each series and any qualifications, limitations or restrictions thereon, and to increase or decrease the number of shares of any such series, but not below the number of shares of such series then outstanding.

Our board of directors may authorize the issuance of preferred stock with voting or conversion rights that could adversely affect the voting power or other rights of the holders of our common stock. The purpose of authorizing our board of directors to issue preferred stock and determine its rights and preferences is to eliminate delays associated with a stockholder vote on specific issuances. The issuance of preferred stock, while providing flexibility in connection with possible acquisitions and other corporate purposes, could, among other things, have the effect of delaying, deferring or preventing a change of control of our company and may adversely affect the market price of our common stock and the voting and other rights of the holders of our common stock. It is not possible to state the actual effect of the issuance of any shares of preferred stock on the rights of holders of common stock until the board of directors determines the specific rights attached to that preferred stock.

We have no present plans to issue any shares of preferred stock.

Options

As of December 31, 2013, under our 2002 plan, options to purchase an aggregate of 2,058,703 shares of common stock were outstanding and under our 2012 plan, options to purchase an aggregate of 831,660 shares of common stock were outstanding. Under the terms of the 2012 plan, an aggregate of 5,146,696 shares of our common stock, without par value, are authorized for delivery in settlement of awards (including incentive stock options). Of such number, as of December 31, 2013, 831,660 shares are issuable upon exercise of currently outstanding awards. For additional information regarding the terms of the 2002 plan and the 2012 plan, see “Executive Compensation—Equity Incentive Plans.”

Warrants

We have outstanding an immediately exercisable warrant to purchase 245,946 shares of our common stock at an exercise price of $3.29 per share, which warrant expires on March 26, 2014.

Our outstanding warrant has a net exercise provision under which the holder may, in lieu of payment of the exercise price in cash, surrender the warrant and receive a net amount of shares based on the fair market value of our stock at the time of exercise of the warrant after deduction of the aggregate exercise price. The warrant also contains provisions for the adjustment of the exercise price and the number of shares issuable upon the exercise of the warrant in the event of certain stock dividends, stock splits, reorganizations, reclassifications and consolidations.

We have also granted registration rights to the warrant holder, as more fully described below under “—Registration Rights.”

Registration Rights

We and the holders of our existing convertible preferred stock are parties to the Fourth Amended and Restated Investor Rights Agreement. The registration rights provisions of this agreement provide those holders with demand and piggyback registration rights with respect to the shares of common stock currently held by them and issuable to them upon conversion of our convertible preferred stock in connection with this offering.

Pursuant to the terms of our currently outstanding warrant to purchase common stock held by an entity who is not party to the Fourth Amended and Restated Investor Rights Agreement, the holder of the warrant has piggyback registration rights with respect to common stock issuable upon exercise of the warrant on the same terms as are set forth in the Fourth Amended and Restated Investor Rights Agreement.

Demand Registration Rights

At any time beginning on July 16, 2013, any holder that is a party to the Fourth Amended and Restated Investor Rights Agreement may request that we register at least 25% of the shares issuable upon conversion of our convertible preferred stock (and common stock issued in payment of preferred stock dividends) issued to such holder and its affiliates, or a lesser percentage if the anticipated aggregate offering price, net of underwriting discounts and commissions, would exceed $5,000,000. We will only be required to file five

 

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registration statements upon exercise of these demand registration rights. These registration rights are subject to specified conditions and limitations, including the right of the underwriters, if any, to limit the number of shares included in any such registration under specified circumstances. Upon such a request, we are required to use commercially reasonable efforts to effect the registration as soon as practicable. A maximum of 16,019,725 shares of common stock are entitled to these demand registration rights.

Piggyback Registration Rights

At any time after the completion of this offering, if we propose to register any of our securities under the Securities Act either for our own account or for the account of other stockholders, the holders of shares of common stock that are issued upon conversion of our convertible preferred stock (and common stock issued in payment of dividends) and the holder of our currently outstanding warrant and the holders of our common stock issued in connection with our acquisition of EasyCargo will each be entitled to notice of the registration and will be entitled to include their shares of common stock in the registration statement. These piggyback registration rights are subject to specified conditions and limitations, including the right of the underwriters to limit the number of shares included in any such registration under specified circumstances. A maximum aggregate of 16,217,639 shares of common stock will be entitled to these piggyback registration rights.

Registration on Form S-3

At any time after we become eligible to file a registration statement on Form S-3, holders of shares of our common stock that are issued upon conversion of our convertible preferred stock (and common stock issued in payment of dividends) and the holder of our currently outstanding warrant will each be entitled, upon their written request, to have such shares registered by us on a Form S-3 registration statement at our expense, provided that such requested registration has an anticipated aggregate offering size, net of underwriting discounts and commissions, to the public of at least in excess of $500,000 and subject to other specified conditions and limitations. An aggregate of 16,019,725 shares of common stock will be entitled to these Form S-3 registration rights.

Expenses of Registration

We will pay all expenses relating to any demand, piggyback or Form S-3 registration, other than underwriting discounts and commissions, subject to specified conditions and limitations.

Termination of Registration Rights

The registration rights granted under the Fourth Amended and Restated Investor Rights Agreement will terminate, with respect to a particular holder, at such time as that holder and its affiliates may sell all of their shares of common stock pursuant to Rule 144 under the Securities Act of 1933, as amended, during any 90 day period.

Anti-Takeover Provisions

Section 203 of the Delaware General Corporation Law

We are subject to Section 203 of the Delaware General Corporation Law, which prohibits a Delaware corporation from engaging in any business combination with any interested stockholder for a period of three years after the date that such stockholder became an interested stockholder, with the following exceptions:

 

    before such date, the board of directors of the corporation approved either the business combination or the transaction that resulted in the stockholder becoming an interested stockholder;

 

    upon completion of the transaction that resulted in the stockholder becoming an interested stockholder, the interested stockholder owned at least 85% of the voting stock of the corporation outstanding at the time the transaction began, excluding for purposes of determining the voting stock outstanding, but not the outstanding voting stock owned by the interested stockholder, those shares owned (i) by persons who are directors and also officers and (ii) employee stock plans in which employee participants do not have the right to determine confidentially whether shares held subject to the plan will be tendered in a tender or exchange offer; or

 

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    on or after such date, the business combination is approved by the board of directors and authorized at an annual or special meeting of the stockholders, and not by written consent, by the affirmative vote of at least 66  2 3 % of the outstanding voting stock that is not owned by the interested stockholder.

In general, Section 203 defines a “business combination” to include the following:

 

    any merger or consolidation involving the corporation and the interested stockholder;

 

    any sale, transfer, pledge or other disposition of 10% or more of the assets of the corporation involving the interested stockholder;

 

    subject to specified exceptions, any transaction that results in the issuance or transfer by the corporation of any stock of the corporation to the interested stockholder;

 

    any transaction involving the corporation that has the effect of increasing the proportionate share of the stock or any class or series of the corporation beneficially owned by the interested stockholder; or

 

    the receipt by the interested stockholder of the benefit of any loans, advances, guarantees, pledges or other financial benefits by or through the corporation.

In general, Section 203 defines an “interested stockholder” as an entity or person who, together with the person’s affiliates and associates, beneficially owns, or within three years prior to the time of determination of interested stockholder status did own, 15% or more of the outstanding voting stock of the corporation.

Certificate of Incorporation and Bylaws to be in Effect Upon the Completion of this Offering

Our certificate of incorporation will provide for our board of directors to be divided into three classes with staggered three-year terms. Only one class of directors will be elected at each annual meeting of our stockholders, with the other classes continuing for the remainder of their respective three-year terms. Because our stockholders do not have cumulative voting rights, stockholders holding a majority of the shares of common stock outstanding will be able to elect all of our directors. Our certificate of incorporation and our bylaws will also provide that directors may be removed by the stockholders only for cause upon the vote of 66  2 3 % or more of our outstanding common stock. Furthermore, the authorized number of directors may be changed only by resolution of the board of directors, and vacancies and newly created directorships on the board of directors may, except as otherwise required by law or determined by the board, only be filled by a majority vote of the directors then serving on the board, even though less than a quorum.

Our certificate of incorporation and bylaws will also provide that all stockholder actions must be effected at a duly called meeting of stockholders and will eliminate the right of stockholders to act by written consent without a meeting. Our bylaws will also provide that only our chairman of the board, Chief Executive Officer (or if there is no Chief Executive Officer, the President) or the board of directors pursuant to a resolution adopted by a majority of the total number of authorized directors may call a special meeting of stockholders.

Our bylaws will also provide that stockholders seeking to present proposals before a meeting of stockholders to nominate candidates for election as directors at a meeting of stockholders must provide timely advance notice in writing, and will specify requirements as to the form and content of a stockholder’s notice.

Our certificate of incorporation and bylaws will provide that the stockholders cannot amend the provisions described above except by a vote of 66  2 3 % or more of our outstanding common stock.

The combination of these provisions will make it more difficult for our existing stockholders to replace our board of directors as well as for another party to obtain control of us by replacing our board of directors. Since our board of directors has the power to retain and discharge our officers, these provisions could also make it more difficult for existing stockholders or another party to effect a change in management. In addition, the authorization of undesignated preferred stock makes it possible for our board of directors to issue preferred stock with voting or other rights or preferences that could impede any attempt to effect a change of control of our company.

 

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These provisions are intended to enhance the likelihood of continued stability in the composition of our board of directors and its policies and to discourage coercive takeover practices and inadequate takeover bids. These provisions are also designed to reduce our vulnerability to hostile takeovers and to discourage tactics that may be used in proxy fights. However, such provisions could have the effect of discouraging others from making tender offers for our shares and may have the effect of delaying changes in our control or management. As a consequence, these provisions may also inhibit fluctuations in the market price of our stock that could result from actual or rumored takeover attempts. We believe that the benefits of these provisions, including increased protection of our potential ability to negotiate with the proponent of an unfriendly or unsolicited proposal to acquire or restructure our company, outweigh the disadvantages of discouraging takeover proposals, because negotiation of takeover proposals could result in an improvement of their terms.

Choice of Forum

Our certificate of incorporation will provide that the Court of Chancery of the state of Delaware will be the exclusive forum for any derivative action or proceeding brought on our behalf; any action asserting a breach of fiduciary duty; any action asserting a claim against us arising pursuant to the Delaware General Corporation Law, our certificate of incorporation or our bylaws; or any action asserting a claim against us that is governed by the internal affairs doctrine. The enforceability of similar choice of forum provisions in some other companies’ certificates of incorporation has been challenged in legal proceedings, and it is possible that, in connection with any action, a court could find the choice of forum provisions contained in our certificate of incorporation to be inapplicable or unenforceable in such action.

Transfer Agent and Registrar

The transfer agent and registrar for our common stock is Continental Stock Transfer & Trust Company. The transfer agent’s address is 17 Battery Place, New York NY 10004.

Stock Exchange Listing

There is currently no established public trading market for our common stock. We have applied to list our common stock on the New York Stock Exchange under the trading symbol “AMBR.” There can be no assurance that this listing application will be granted.

 

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SHARES ELIGIBLE FOR FUTURE SALE

Before this offering, there has been no market for our common stock. We cannot predict the effect, if any, that sales of shares of common stock to the public or the availability of shares for sale to the public will have on the market price of the common stock prevailing from time to time. Nevertheless, if a significant number of shares of common stock are sold in the public market, or if people believe that such sales may occur, the prevailing market price of our common stock could decline and could impair our future ability to raise capital through the sale of our equity securities.

Upon completion of this offering, we will have outstanding 24,894,355 shares of common stock, assuming no exercise of outstanding options or warrants. Of these shares, the 6,522,000 shares sold in this offering will be freely tradable without restriction under the Securities Act, except for any shares purchased by our “affiliates,” as that term is defined in Rule 144 under the Securities Act.

The remaining shares of common stock were issued and sold by us in reliance on exemptions from the registration requirements of the Securities Act and are restricted securities. Of these shares, a total of 20,037,636 million shares are subject to lock-up agreements with the underwriters. The restrictions imposed by the lock-up agreements will be in effect for a period of at least 180 days after the date of this prospectus. Stifel, Nicolaus & Company Incorporated may at any time, in its sole discretion, release some or all of the securities from these lock-up agreements. At least two business days before the release or waiver of any such lock-up agreements, Stifel, Nicolaus & Company, Incorporated has agreed to notify us of the impending release or waiver and we have agreed to announce such release or waiver by press release through a major news service, except where such release or waiver is effected solely to permit a transfer of securities that is not for consideration and where the transferee has agreed in writing to be bound by the same lock-up agreement terms. The following table describes the number of outstanding shares that will become eligible for sale in the public market on several relevant dates, assuming no extension of the lock-up agreements, and assuming no resale registration statement is filed by us for the benefit of the holders of registration rights. See “Description of Capital Stock—Registration Rights.”

 

Relevant Dates

  

Approximate Number of Shares
Eligible for Future Sale

  

Comments

On effective date

   6.6 million    Shares sold in this offering and shares not subject to lock-up provisions.

181 days after effective date

   24.9 million    All shares subject to lock-up agreements released.

Rule 144

In general, under Rule 144 as currently in effect, once we have been subject to public company reporting requirements for at least 90 days, a person who is not deemed to have been one of our affiliates for purposes of the Securities Act at any time during the 90 days preceding a sale and who has beneficially owned the shares proposed to be sold for at least six months, including the holding period of any prior owner other than our affiliates, is entitled to sell those shares without complying with the manner of sale, volume limitation or notice provisions of Rule 144, subject to compliance with the public information requirements of Rule 144. If such a person has beneficially owned the shares proposed to be sold for at least one year, including the holding period of any prior owner other than our affiliates, then that person is entitled to sell those shares without complying with any of the requirements of Rule 144.

In general, under Rule 144, as currently in effect, our affiliates or persons selling shares on behalf of our affiliates are entitled to sell upon expiration of the lock-up agreements described above, within any three-month period beginning 90 days after the date of this prospectus, a number of shares that does not exceed the greater of:

 

    1% of the number of shares of our common stock then outstanding; or

 

    the average weekly trading volume of the common stock during the four calendar weeks preceding the filing of a notice on Form 144 with respect to that sale.

 

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Sales under Rule 144 by our affiliates are also subject to manner of sale provisions and notice requirements and to the availability of current public information about us.

Upon expiration of the lock-up period described above, additional shares of our common stock will be eligible for sale under Rule 144, including shares eligible for resale immediately upon the closing of this offering as described above. We cannot estimate the number of shares of our common stock that our existing stockholders will elect to sell under Rule 144.

Rule 701

Any of our employees, officers, directors or consultants who purchased shares pursuant to a written compensatory plan or contract may be entitled to rely on the resale provision of Rule 701. Rule 701 permits affiliates to sell their Rule 701 shares under Rule 144 without complying with the holding period requirements of Rule 144. Rule 701 further provides that non-affiliates may sell these shares in reliance on Rule 144 without having to comply with the holding period, public information, volume limitation or notice provisions of Rule 144. All holders of Rule 701 shares are required to wait until 90 days after the date of this prospectus before selling those shares. A total of 248,008 of the Rule 701 shares are subject to lock-up agreements or provisions of our equity compensation plans that restrict transfers during the effectiveness of the lock-up agreements and will only become eligible for sale at the earlier of (1) the expiration of the 180-day lock-up agreements and (2) no sooner than 90 days after the offering upon obtaining the prior written consent of Stifel, Nicolaus & Company, Incorporated.

Registration of Shares in Connection with Compensatory Benefit Plans

We are unable to estimate the number of shares that will be sold under Rules 144 or 701 because that number will depend on the market price for the common stock, the personal circumstances of the sellers and other factors. We intend to file a registration statement on Form S-8 under the Securities Act covering, among other things, shares of common stock covered by outstanding options under our stock plans. Based on the number of shares covered by outstanding options as of December 31, 2013 and currently reserved for issuance under the stock plans, the registration statement on Form S-8 would cover approximately              million shares. The registration statement will become effective upon filing. Accordingly, shares registered under the registration statement on Form S-8 will be available for sale in the open market immediately, after complying with Rule 144 volume limitations applicable to affiliates, with applicable lock-up agreements, and with the vesting requirements and restrictions on transfer affecting any shares that are subject to restricted stock awards.

Registration Rights

After the completion of this offering, assuming no exercise of the underwriters’ option to purchase additional shares, holders of 17,047,437 shares of common stock will be entitled to specific rights to register those shares for sale in the public market. If the underwriters exercise their option to purchase additional shares in full, the number of shares subject to registration rights will be reduced to 16,069,137. See “Description of Capital Stock—Registration Rights.” Registration of these shares under the Securities Act would result in the shares becoming freely tradable without restriction under the Securities Act, except for shares purchased by affiliates, immediately upon the effectiveness of the registration statement relating to such shares.

 

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MATERIAL U.S. FEDERAL INCOME AND ESTATE TAX CONSEQUENCES TO NON-U.S. HOLDERS

The following is a general discussion of the material U.S. federal income and estate tax considerations applicable to non-U.S. holders with respect to their ownership and disposition of shares of our common stock issued pursuant to this offering. All prospective non-U.S. holders of our common stock should consult their own tax advisors with respect to the U.S. federal, state, local and non-U.S. tax consequences of the purchase, ownership and disposition of our common stock. In general, a non-U.S. holder means a beneficial owner of our common stock (other than a partnership or an entity or arrangement treated as a partnership for U.S. federal income tax purposes) that is not, for U.S. federal income tax purposes:

 

    an individual who is a citizen or resident of the United States;

 

    a corporation, or an entity treated as a corporation for U.S. federal income tax purposes, created or organized in the United States or under the laws of the United States or of any state thereof or the District of Columbia;

 

    an estate, the income of which is subject to U.S. federal income tax regardless of its source; or

 

    a trust if (1) a U.S. court can exercise primary supervision over the trust’s administration and one or more U.S. persons have the authority to control all of the trust’s substantial decisions or (2) the trust has a valid election in effect under applicable U.S. Treasury Regulations to be treated as a U.S. person.

This discussion is based on current provisions of the U.S. Internal Revenue Code of 1986, as amended, which we refer to as the Code, existing U.S. Treasury Regulations promulgated thereunder, published administrative rulings and judicial decisions, all as in effect as of the date of this prospectus. These laws are subject to change and to differing interpretation, possibly with retroactive effect. Any change or differing interpretation could alter the tax consequences to non-U.S. holders described in this prospectus.

This discussion does not address all aspects of U.S. federal income and estate taxation that may be relevant to a particular non-U.S. holder in light of that non-U.S. holder’s individual circumstances, nor does it address any aspects of U.S. state, local or non-U.S. taxes or the alternative minimum tax on net investment income. This discussion also does not consider any specific facts or circumstances that may apply to a non-U.S. holder and does not address the special tax rules applicable to particular non-U.S. holders, such as holders that own, or are deemed to own, more than 5% of our capital stock (except to the extent specifically set forth below), corporations that accumulate earnings to avoid U.S. federal income tax, tax-exempt organizations, banks, financial institutions, insurance companies, brokers, dealers or traders in securities, commodities or currencies, tax-qualified retirement plans, holders who hold or receive our common stock pursuant to the exercise of employee stock options or otherwise as compensation, holders holding our common stock as part of a hedge, straddle or other risk reduction strategy, conversion transaction or other integrated investment, holders deemed to sell our common stock under the constructive sale provisions of the Code, “controlled foreign corporations,” “passive foreign investment companies,” certain former U.S. citizens or long-term residents or non-U.S. holders holding shares of our common stock as a capital asset within the meaning of Section 1221 of the Code (generally, for investment).

In addition, this discussion does not address the tax treatment of partnerships (or entities or arrangements that are treated as partnerships for U.S. federal income tax purposes) or persons that hold their common stock through such partnerships. If a partnership, including any entity or arrangement treated as a partnership for U.S. federal income tax purposes, holds shares of our common stock, the U.S. federal income tax treatment of a partner in such partnership will generally depend upon the status of the partner and the activities of the partnership. Such partners and partnerships should consult their own tax advisors regarding the tax consequences of the purchase, ownership and disposition of our common stock.

There can be no assurance that the Internal Revenue Service, which we refer to as the IRS, will not challenge one or more of the tax consequences described herein, and we have not obtained, nor do we intend to obtain, a ruling with respect to the U.S. federal income or estate tax consequences to a non-U.S. holder of the purchase, ownership or disposition of our common stock.

 

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Distributions on Our Common Stock

We do not intend to declare or pay any dividends on our common stock in the foreseeable future. If we do make distributions on shares of our common stock, however, such distributions, will constitute dividends for U.S. federal income tax purposes to the extent paid from our current or accumulated earnings and profits, as determined under U.S. federal income tax principles. If a distribution exceeds our current and accumulated earnings and profits, the excess will be treated as a tax-free return of the non-U.S. holder’s investment, up to such holder’s adjusted tax basis in the common stock. Any remaining excess will be treated as capital gain from the sale or exchange of such common stock, subject to the tax treatment described below under “Gain on Sale, Exchange or Other Disposition of Our Common Stock.” Any such distribution will also be subject to the discussion below under the heading “FATCA.”

Distributions treated as dividends that are paid to a non-U.S. holder will generally be subject to withholding of U.S. federal income tax at a 30% rate or such lower rate as may be specified by an applicable income tax treaty between the United States and such holder’s country of residence (but only if the holder qualifies for the benefits of such treaty), unless the dividends are treated as effectively connected with a trade or business conducted by a non-U.S. holder within the United States and, if an applicable income tax treaty so provides, that are attributable to a permanent establishment or a fixed base maintained by the non-U.S. holder within the United States. Such effectively connected dividends are generally exempt from the 30% withholding tax if the non-U.S. holder satisfies applicable certification and disclosure requirements (such as providing us with a properly executed IRS Form W-8ECI or successor form). However, such U.S. effectively connected income, net of specified deductions and credits, is taxed at the same graduated U.S. federal income tax rates applicable to U.S. persons (as defined in the Code). Any U.S. effectively connected income received by a non-U.S. holder that is a corporation may also, under certain circumstances, be subject to an additional “branch profits tax” at a 30% rate or such lower rate as may be specified by an applicable income tax treaty between the United States and such holder’s country of residence (but only if the holder qualifies for the benefits of such treaty).

A non-U.S. holder of our common stock who claims the benefit of an applicable income tax treaty between the United States and such holder’s country of residence generally will be required to provide to us or our paying agent a valid and properly executed IRS Form W-8BEN (or successor form) and satisfy applicable certification and other requirements. Non-U.S. holders are urged to consult their tax advisors regarding their entitlement to benefits under a relevant income tax treaty.

A non-U.S. holder that is eligible for a reduced rate of U.S. withholding tax under an income tax treaty may obtain a refund or credit of any excess amounts withheld by timely filing an appropriate claim for refund with the IRS. A non-U.S. holder who provides us with an IRS Form W-8BEN or Form W-8ECI must update the form or submit a new form, as applicable, if there is a change in circumstances that makes any information on such form incorrect.

Gain on Sale, Exchange or Other Disposition of Our Common Stock

Subject to the discussion below regarding backup withholding and foreign accounts, a non-U.S. holder will generally not be subject to any U.S. federal income tax on any gain realized upon such holder’s sale, exchange or other disposition of shares of our common stock unless:

 

    the gain is effectively connected with a U.S. trade or business of the non-U.S. holder and, if an applicable income tax treaty so provides, is attributable to a permanent establishment or a fixed base maintained in the United States by such non-U.S. holder, in which case the non-U.S. holder generally will be taxed on the net gain derived from the sale at the graduated U.S. federal income tax rates applicable to U.S. persons (as defined in the Code) and, if the non-U.S. holder is a foreign corporation, the branch profits tax described above in “Distributions on Our Common Stock” also may apply;

 

    the non-U.S. holder is a nonresident alien individual who is present in the United States for 183 days or more in the taxable year of the disposition and certain other conditions are met, in which case the non-U.S. holder will be subject to a 30% tax (or such lower rate as may be specified by an applicable income tax treaty) on the net gain derived from the disposition, which may be offset by U.S. source capital losses of the non-U.S. holder, if any (even though the individual is not considered a resident of the United States); or

 

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    our common stock constitutes a U.S. real property interest because we are, or have been, at any time during the five-year period preceding such disposition (or the non-U.S. holder’s holding period, if shorter) a “U.S. real property holding corporation.” Even if we are or become a U.S. real property holding corporation, provided that our common stock is regularly traded on an established securities market, our common stock will be treated as a U.S. real property interest only with respect to a non-U.S. holder that holds more than 5% of our outstanding common stock, directly or indirectly, actually or constructively, during the shorter of the 5-year period ending on the date of the disposition or the period that the non-U.S. holder held our common stock. In such case, such non-U.S. holder generally will be taxed on its net gain derived from the disposition at the graduated U.S. federal income tax rates applicable to U.S. persons (as defined in the Code). Generally, a corporation is a U.S. real property holding corporation only if the fair market value of its U.S. real property interests equals or exceeds 50% of the sum of the fair market value of its worldwide real property interests plus its other assets used or held for use in a trade or business. Although there can be no assurance, we do not believe that we are, or have been, a U.S. real property holding corporation, or that we are likely to become one in the future. We can provide no assurance that our common stock will be regularly traded on an established securities market for purposes of the rules described above.

U.S. Federal Estate Tax

Shares of our common stock that are owned or treated as owned at the time of death by an individual who is not a citizen or resident of the United States, as specifically defined for U.S. federal estate tax purposes, are considered U.S. situs assets and will be included in the individual’s gross estate for U.S. federal estate tax purposes. Such shares, therefore, may be subject to U.S. federal estate tax, unless an applicable estate tax or other treaty provides otherwise.

Backup Withholding and Information Reporting

We must report annually to the IRS and to each non-U.S. holder the gross amount of the dividends on our common stock paid to such holder and the tax withheld, if any, with respect to such dividends. Non-U.S. holders will have to comply with specific certification procedures to establish that the holder is not a U.S. person (as defined in the Code) in order to avoid backup withholding at the applicable rate (currently 28%) with respect to dividends on our common stock. Dividends paid to non-U.S. holders subject to the U.S. withholding tax, as described above in “Distributions on Our Common Stock,” generally will be exempt from U.S. backup withholding.

Information reporting and backup withholding will generally apply to the proceeds of a disposition of our common stock by a non- U.S. holder effected by or through the U.S. office of any broker, U.S. or foreign, unless the holder certifies its status as a non-U.S. holder and satisfies certain other requirements, or otherwise establishes an exemption. Generally, information reporting and backup withholding will not apply to a payment of disposition proceeds to a non-U.S. holder where the transaction is effected outside the United States through a non-U.S. office of a broker. However, for information reporting purposes, dispositions effected through a non-U.S. office of a broker with substantial U.S. ownership or operations generally will be treated in a manner similar to dispositions effected through a U.S. office of a broker. Non-U.S. holders should consult their own tax advisors regarding the application of the information reporting and backup withholding rules to them.

Copies of information returns may be made available to the tax authorities of the country in which the non-U.S. holder resides or is incorporated under the provisions of a specific treaty or agreement.

Backup withholding is not an additional tax. Any amounts withheld under the backup withholding rules from a payment to a non-U.S. holder may be allowed as a credit against the non-U.S. holder’s U.S. federal income tax liability, if any, and may entitle such holder to a refund, provided that the required information is timely furnished to the IRS.

FATCA

Under Code sections 1471 through 1474 (the Foreign Account Tax Compliance Act, or “FATCA”), a person who makes a withholdable payment (as defined in section 1473) to a foreign financial institution (“FFI”) or a non-financial foreign entity (“NFFE”) must withhold at a 30% rate unless the FFI or NFFE meets certain

 

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requirements or provides certain information to the U.S. person making the payment. Withholdable payments generally include fixed or determinable annual or periodical (“FDAP”) payments (such as dividends) and gross proceeds from the sale or other disposition of any property of a type which can produce U.S.-source interest or dividends (such as our stock). FATCA withholding on U.S.-source FDAP payments (such as our dividends) is generally scheduled to commence July 1, 2014, and FATCA withholding on payments of gross proceeds (such as sales of our shares) is generally scheduled to commence January 1, 2017. As a result of FATCA, we are likely to require certain information, representations or both from stockholders that are considered FFIs or NFFEs in order for them to avoid withholding under FATCA.

 

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UNDERWRITING

Stifel, Nicolaus & Company, Incorporated is acting as the sole book-running manager of the offering and as representative of each of the underwriters named below. Subject to the terms and conditions set forth in an underwriting agreement among us, the selling stockholders and the underwriters, we and the selling stockholders have agreed to sell to the underwriters, and each of the underwriters has agreed, severally and not jointly, to purchase from us and the selling stockholders, the number of shares of common stock set forth opposite its name below.

 

Underwriter

   Number of Shares  

Stifel, Nicolaus & Company, Incorporated

  

Pacific Crest Securities LLC

  

Canaccord Genuity Inc.

  

Needham & Company, LLC

  

Raymond James & Associates, Inc.

  

Total

     6,522,000   

Subject to the terms and conditions set forth in the underwriting agreement, the underwriters have agreed, severally and not jointly, to purchase all of the shares sold under the underwriting agreement if any of these shares are purchased. If an underwriter defaults, the underwriting agreement provides that the purchase commitments of the nondefaulting underwriters may be increased or the underwriting agreement may be terminated.

We and the selling stockholders have agreed to indemnify the underwriters against certain liabilities, including liabilities under the Securities Act, or to contribute to payments the underwriters may be required to make in respect of those liabilities.

The underwriters are offering the shares, subject to prior sale, when, as and if issued to and accepted by them, subject to approval of legal matters by their counsel, including the validity of the shares, and other conditions contained in the underwriting agreement, such as the receipt by the underwriters of officer’s certificates and legal opinions. The underwriters reserve the right to withdraw, cancel or modify offers to the public and to reject orders in whole or in part.

Commissions and Discounts

The representative has advised us and the selling stockholders that the underwriters propose initially to offer the shares to the public at the public offering price set forth on the cover page of this prospectus and to dealers at that price less a concession not in excess of $         per share. After the initial offering, the public offering price, concession or any other term of the offering may be changed.

The following table shows the public offering price, underwriting discount and proceeds before expenses to us and the selling stockholders. The information assumes either no exercise or full exercise by the underwriters of their option to purchase additional shares.

 

            Total  
     Per Share      Without Option      With Option  

Public offering price

   $                    $                    $                

Underwriting discount paid by the us

   $         $         $     

Underwriting discount paid by the selling stockholders

   $         $         $     

Proceeds, before expenses, to us

   $         $         $     

Proceeds, before expenses, to the selling stockholders

   $         $         $     

The expenses of the offering payable by us, not including the underwriting discount, are estimated at $3.7 million, including an amount not to exceed $30,000 that we have agreed to reimburse the underwriters for certain FINRA-related expenses incurred in connection with this offering.

 

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Among the factors the underwriters will consider in determining the offering price of the shares, in addition to prevailing market conditions, will be our historical performance, estimates of our business potential and earnings prospects, an assessment of our management and the consideration of these factors compared to the market valuations of companies in related businesses. The underwriters do not expect sales to discretionary accounts to exceed five percent of the total number of shares offered.

Underwriters’ Option to Purchase Additional Shares

The selling stockholders have granted an option to the underwriters to purchase up to an additional              shares at the public offering price, less the underwriting discount. The underwriters may exercise this option for 30 days from the date of this prospectus. If the underwriters exercise this option, each will be obligated, subject to conditions contained in the underwriting agreement, to purchase a number of additional shares proportionate to that underwriter’s initial amount reflected in the above table.

No Sales of Similar Securities

We and the selling stockholders, our executive officers and directors, and our other existing security holders have agreed not to sell or transfer any common stock or securities convertible into, exchangeable for, exercisable for, or repayable with common stock, for a period ending 180 days after the date of this prospectus without first obtaining the written consent of Stifel, Nicolaus & Company, Incorporated. Specifically, we and these other persons have agreed, with certain limited exceptions, not to directly or indirectly:

 

    offer, pledge, sell or contract to sell any common stock;

 

    sell any option or contract to purchase any common stock;

 

    purchase any option or contract to sell any common stock;

 

    grant any option, right or warrant for the sale of any common stock;

 

    lend or otherwise dispose of or transfer any common stock;

 

    request or demand that we file a registration statement related to the common stock; or

 

    enter into any swap or other agreement that transfers, in whole or in part, the economic consequence of ownership of any common stock, whether any such swap or transaction is to be settled by delivery of shares or other securities, in cash or otherwise.

This lock-up provision applies to common stock and to securities convertible into or exchangeable or exercisable for or repayable with common stock, provided, however, that we may issue up to 10% of our outstanding stock in connection with any acquisition or strategic investment. It also applies to common stock owned now or acquired later by the person executing the agreement or for which the person executing the agreement later acquires the power of disposition.

We have applied to list our common shares on the New York Stock Exchange under the trading symbol “AMBR.”

Price Stabilization, Short Positions and Penalty Bids

Until the distribution of the shares is completed, SEC rules may limit underwriters and selling group members from bidding for and purchasing our common stock. However, the representatives may engage in transactions that stabilize the price of the common stock, such as bids or purchases to peg, fix or maintain that price.

In connection with the offering, the underwriters may purchase and sell our common stock in the open market. These transactions may include short sales, purchases on the open market to cover positions created by short sales and stabilizing transactions. Short sales involve the sale by the underwriters of a greater number of shares than they are required to purchase in the offering. “Covered” short sales are sales made in an amount not greater than the underwriters’ option to purchase additional shares described above. The underwriters may close out any covered short position by either exercising their option to purchase additional shares from the selling stockholders or by purchasing shares in the open market. In determining the source of shares to close out the covered short position, the underwriters will consider, among other things, the price of shares available for

 

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purchase in the open market as compared to the price at which they may purchase shares from the selling stockholders. “Naked” short sales are sales in excess of the underwriters’ option to purchase additional shares from the selling stockholders. The underwriters must close out any naked short position by purchasing shares in the open market. A naked short position is more likely to be created if the underwriters are concerned that there may be downward pressure on the price of our common stock in the open market after pricing that could adversely affect investors who purchase in the offering. Stabilizing transactions consist of various bids for or purchases of shares of common stock made by the underwriters in the open market prior to the completion of the offering.

The underwriters may also impose a penalty bid. This occurs when a particular underwriter repays to the underwriters a portion of the underwriting discount received by it because the representatives have repurchased shares sold by or for the account of such underwriter in stabilizing or short covering transactions.

Similar to other purchase transactions, the underwriters’ purchases to cover the syndicate short sales may have the effect of raising or maintaining the market price of our common stock or preventing or retarding a decline in the market price of our common stock. As a result, the price of our common stock may be higher than the price that might otherwise exist in the open market. The underwriters may conduct these transactions on the New York Stock Exchange, in the over-the-counter market or otherwise.

Neither we, the selling stockholders nor any of the underwriters make any representation or prediction as to the direction or magnitude of any effect that the transactions described above may have on the price of our common stock. In addition, neither we, the selling stockholders nor any of the underwriters makes any representation that the underwriters will engage in these transactions or that these transactions, once commenced, will not be discontinued without notice.

Electronic Offer, Sale and Distribution of Shares

In connection with the offering, certain of the underwriters or securities dealers may distribute prospectuses by electronic means, such as e-mail. In addition, the underwriters may facilitate Internet distribution for the offering to certain of their Internet subscription customers. The underwriters may allocate a limited number of shares for sale to their online brokerage customers. An electronic prospectus is available on the Internet web sites maintained by the respective underwriters. Other than the prospectus in electronic format, the information on the respective underwriters’ web sites are not part of this prospectus.

Other Relationships

Some of the underwriters and their affiliates have engaged in, and may in the future engage in, investment banking and other commercial dealings in the ordinary course of business with us or our affiliates. They have received, or may in the future receive, customary fees and commissions for these transactions.

European Economic Area

In relation to each Member State of the European Economic Area which has implemented the Prospectus Directive (each, a “Relevant Member State”), each underwriter has represented and agreed that with effect from and including the date on which the Prospectus Directive is implemented in that Relevant Member State (the “Relevant Implementation Date”) it has not made and will not make an offer of shares to the public in that Relevant Member State prior to the publication of a prospectus in relation to the shares which has been approved by the competent authority in that Relevant Member State or, where appropriate, approved in another Relevant Member State and notified to the competent authority in that Relevant Member State, all in accordance with the Prospectus Directive, except that it may, with effect from and including the Relevant Implementation Date, make an offer of shares to the public in that Relevant Member State at any time:

 

    to legal entities which are authorized or regulated to operate in the financial markets or, if not so authorized or regulated, whose corporate purpose is solely to invest in securities;

 

    to any legal entity which has two or more of (1) an average of at least 250 employees during the last financial year; (2) a total balance sheet of more than €43,000,000; and (3) an annual net turnover of more than €50,000,000, as shown in its last annual or consolidated accounts;

 

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    to fewer than 100 natural or legal persons (other than qualified investors as defined in the Prospectus Directive) subject to obtaining the prior consent of the representatives for any such offer; or

 

    in any other circumstances which do not require the publication by our company of a prospectus pursuant to Article 3 of the Prospectus Directive.

For the purposes of this provision, the expression an “offer of shares to the public” in relation to any shares in any Relevant Member State means the communication in any form and by any means of sufficient information on the terms of the offer and the shares to be offered so as to enable an investor to decide to purchase or subscribe the shares, as the same may be varied in that Relevant Member State by any measure implementing the Prospectus Directive in that Relevant Member State, and the expression Prospectus Directive means Directive 2003/71/EC and includes any relevant implementing measure in each Relevant Member State.

United Kingdom

This prospectus is only being distributed to, and is only directed at, persons in the United Kingdom that are qualified investors within the meaning of Article 2(1)(e) of the Prospectus Directive that are also (i) investment professionals falling within Article 19(5) of the Financial Services and Markets Act 2000 (Financial Promotion) Order 2005 (the “Order”) or (ii) high net worth entities, and other persons to whom it may lawfully be communicated, falling within Article 49(2)(a) to (d) of the Order (each such person being referred to as a “relevant person”). This prospectus and its contents are confidential and should not be distributed, published or reproduced (in whole or in part) or disclosed by recipients to any other persons in the United Kingdom. Any person in the United Kingdom that is not a relevant person should not act or rely on this document or any of its contents.

Switzerland

This document as well as any other material relating to the shares which are the subject of the offering contemplated by this prospectus (the “Shares”) do not constitute an issue prospectus pursuant to Article 652a of the Swiss Code of Obligations. The Shares will not be listed on the SWX Swiss Exchange and, therefore, the documents relating to the Shares, including, but not limited to, this document, do not claim to comply with the disclosure standards of the listing rules of SWX Swiss Exchange and corresponding prospectus schemes annexed to the listing rules of the SWX Swiss Exchange.

The Shares are being offered in Switzerland by way of a private placement, i.e. to a small number of selected investors only, without any public offer and only to investors who do not purchase the Shares with the intention to distribute them to the public. The investors will be individually approached by our company from time to time.

This document as well as any other material relating to the Shares are personal and confidential and do not constitute an offer to any other person. This document may only be used by those investors to whom it has been handed out in connection with the offering described herein and may neither directly nor indirectly be distributed or made available to other persons without express consent of our company. It may not be used in connection with any other offer and shall in particular not be copied and/or distributed to the public in (or from) Switzerland.

 

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LEGAL MATTERS

The validity of the shares offered in this prospectus and certain other legal matters will be passed upon for us by Dentons US LLP, New York, New York. The underwriters are represented by Goodwin Procter LLP, Boston, Massachusetts. An investment partnership comprised of members of Dentons US LLP owns an interest representing less than 0.1% of our common stock.

EXPERTS

The consolidated financial statements of Amber Road, Inc. and subsidiaries as of December 31, 2012 and 2013 and for each of the years in the three-year period ended December 31, 2013 have been included herein and in the registration statement in reliance upon the report of KPMG LLP, independent registered public accounting firm, appearing elsewhere herein, and upon the authority of said firm as experts in auditing and accounting.

WHERE YOU CAN FIND ADDITIONAL INFORMATION

We have filed with the SEC a registration statement on Form S-1 in connection with this offering. In addition, upon completion of the offering, we will be required to file annual, quarterly and current reports, proxy statements and other information with the SEC. Upon completion of this offering, you may access these materials free of charge on our website, www.amberroad.com, as soon as reasonably practicable after they are electronically filed with, or furnished to, the SEC. Information contained on our website is not a part of this prospectus and the inclusion of our website address in this prospectus is an inactive textual reference only.

You may also read and copy the registration statement and any other documents we have filed at the SEC’s Public Reference Room at 100 F Street, N.E., Room 1580, Washington D.C. 20549. Please call the SEC at 1-800-SEC-0330 for further information on the Public Reference Room. Our SEC filings are also available to the public at the SEC’s website at: http://www.sec.gov.

This prospectus is part of the registration statement and does not contain all of the information included in the registration statement. Whenever a reference is made in this prospectus to any of our contracts or other documents, the reference may not be complete and, for a copy of the contract or document, you should refer to the exhibits that are a part of the registration statement.

 

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AMBER ROAD, INC. AND SUBSIDIARIES

Index To Consolidated Financial Statements

 

     Page  

Report of Independent Registered Public Accounting Firm

     F-2   

Consolidated Balance Sheets

     F-3   

Consolidated Statements of Operations

     F-4   

Consolidated Statements of Comprehensive Loss

     F-5   

Consolidated Statements of Changes in Redeemable Convertible Preferred Stock, Puttable Common Stock and Stockholders’ Deficit

     F-6   

Consolidated Statements of Cash Flows

     F-8   

Notes to Consolidated Financial Statements

     F-9   

 

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Report of Independent Registered Public Accounting Firm

The Board of Directors and Shareholders

Amber Road, Inc.:

We have audited the accompanying consolidated balance sheets of Amber Road, Inc. and subsidiaries (the Company) as of December 31, 2012 and 2013, and the related consolidated statements of operations, comprehensive loss, changes in redeemable convertible preferred stock, puttable common stock and stockholders’ deficit, and cash flows for each of the years in the three-year period ended December 31, 2013. These consolidated financial statements are the responsibility of the Company’s management. Our responsibility is to express an opinion on these consolidated financial statements based on our audits.

We conducted our audits in accordance with the standards of the Public Company Accounting Oversight Board (United States). Those standards require that we plan and perform the audit to obtain reasonable assurance about whether the financial statements are free of material misstatement. An audit includes examining, on a test basis, evidence supporting the amounts and disclosures in the financial statements. An audit also includes assessing the accounting principles used and significant estimates made by management, as well as evaluating the overall financial statement presentation. We believe that our audits provide a reasonable basis for our opinion.

In our opinion, the consolidated financial statements referred to above present fairly, in all material respects, the financial position of Amber Road, Inc. and subsidiaries as of December 31, 2012 and 2013, and the results of their operations and their cash flows for each of the years in the three-year period ended December 31, 2013, in conformity with U.S. generally accepted accounting principles.

/s/ KPMG LLP

Philadelphia, Pennsylvania

February 10, 2014, except as to the effects of the reverse stock split

described in Note 15, which is as of March 4, 2014

 

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AMBER ROAD, INC. AND SUBSIDIARIES

Consolidated Balance Sheets

 

     December 31,     Pro forma  
     2012     2013     2013  
         (unaudited)   
Assets       

Cash and cash equivalents

   $ 4,279,821      $ 5,147,735      $ 5,147,735   

Accounts receivable, net

     9,833,985        11,017,671        11,017,671   

Unbilled receivables

     116,018        144,067        144,067   

Deferred commissions

     2,287,986        2,983,400        2,983,400   

Prepaid expenses and other current assets

     825,376        869,108        869,108   

Deferred offering costs

     —          2,786,376        2,786,376   
  

 

 

   

 

 

   

 

 

 

Total current assets

     17,343,186        22,948,357        22,948,357   

Property and equipment, net

     10,388,772        13,102,380        13,102,380   

Goodwill

     21,290,501        24,476,157        24,476,157   

Other intangibles, net

     456,650        1,201,034        1,201,034   

Deferred commissions

     4,446,582        7,066,512        7,066,512   

Deposits and other assets

     830,678        1,302,681        1,302,681   
  

 

 

   

 

 

   

 

 

 

Total assets

   $ 54,756,369      $ 70,097,121      $ 70,097,121   
  

 

 

   

 

 

   

 

 

 
Liabilities and Stockholders’ Equity (Deficit)       

Current liabilities:

      

Current installments of obligations under capital leases

   $ 230,429      $ 1,022,176      $ 1,022,176   

Accounts payable

     1,167,290        2,568,161        2,568,161   

Accrued expenses

     4,287,333        9,081,554        9,081,554   

Deferred revenue

     22,242,277        26,115,001        26,115,001   
  

 

 

   

 

 

   

 

 

 

Total current liabilities

     27,927,329        38,786,892        38,786,892   

Capital lease obligations, less current portion

     350,145        2,068,308        2,068,308   

Deferred revenue, less current portion

     8,009,171        4,641,631        4,641,631   

Revolving credit facility

     —          6,978,525        6,978,525   

Other noncurrent liabilities

     2,118,129        3,981,889        3,981,889   
  

 

 

   

 

 

   

 

 

 

Total liabilities

     38,404,774        56,457,245        56,457,245   
  

 

 

   

 

 

   

 

 

 

Commitments and contingencies (Note 12)

      

Redeemable convertible preferred stock and puttable common stock:

      

Series A Redeemable Convertible Preferred Stock, no par value. Authorized, issued, and outstanding, 6,725,000 shares (liquidation value $8,900,911 at December 31, 2013)

     8,896,604        8,900,911        —     

Series B Redeemable Convertible Preferred Stock, no par value. Authorized, issued, and outstanding, 1,853,568 shares (liquidation value $6,617,778 at December 31, 2013)

     6,614,681        6,617,778        —     

Series C Redeemable Convertible Preferred Stock, no par value. Authorized, issued, and outstanding, 5,227,761 shares (liquidation value $20,187,957 at December 31, 2013)

     20,185,862        20,187,957        —     

Series D Redeemable Convertible Preferred Stock, no par value. Authorized, issued, and outstanding, 2,669,384 shares (liquidation value $10,965,829 at December 31, 2013)

     10,795,969        10,818,014        —     

Series E Redeemable Convertible Preferred Stock, no par value. Authorized 6,709,007 shares; issued and outstanding, 4,472,671 shares (liquidation value $33,750,328 at December 31, 2013)

     23,430,629        28,248,692        —     

Puttable common stock, no par value, issued and outstanding, none and 197,914 shares at December 31, 2012 and 2013, respectively

     —          2,148,007        —     
  

 

 

   

 

 

   

 

 

 

Total redeemable convertible preferred stock and puttable common stock

     69,923,745        76,921,359        —     
  

 

 

   

 

 

   

 

 

 

Stockholders’ equity (deficit):

      

Common stock, no par value (actual), $0.001 par value (pro forma). Authorized, 38,100,100 shares; issued and outstanding, 4,926,419 and 5,005,911 and 20,111,485 at December 31, 2012, 2013, and December 31, 2013 (pro forma), respectively

     5,342,267        15,221,195        92,142,554   

Accumulated other comprehensive loss

     (180,784     (485,917     (485,917

Accumulated deficit

     (58,733,633     (78,016,761     (78,016,761
  

 

 

   

 

 

   

 

 

 

Total stockholders’ equity (deficit)

     (53,572,150     (63,281,483     13,639,876   
  

 

 

   

 

 

   

 

 

 

Total liabilities and stockholders’ equity (deficit)

   $ 54,756,369      $ 70,097,121      $ 70,097,121   
  

 

 

   

 

 

   

 

 

 

See accompanying notes to consolidated financial statements.

 

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AMBER ROAD, INC. AND SUBSIDIARIES

Consolidated Statements of Operations

 

     Year Ended December 31,  
     2011     2012     2013  

Revenue:

      

Subscription

   $ 28,825,453      $ 32,399,577      $ 38,866,989   

Professional services

     8,746,844        10,968,131        13,660,000   
  

 

 

   

 

 

   

 

 

 

Total revenue

     37,572,297        43,367,708        52,526,989   
  

 

 

   

 

 

   

 

 

 

Cost of revenue:

      

Cost of subscription revenue

     10,145,217        10,731,302        12,747,971   

Cost of professional services revenue

     6,968,645        8,680,446        9,498,225   
  

 

 

   

 

 

   

 

 

 

Total cost of revenue

     17,113,862        19,411,748        22,246,196   
  

 

 

   

 

 

   

 

 

 

Gross profit

     20,458,435        23,955,960        30,280,793   
  

 

 

   

 

 

   

 

 

 

Operating expenses:

      

Sales and marketing

     11,277,135        12,807,458        16,246,583   

Research and development

     5,946,184        5,774,695        7,935,614   

General and administrative

     6,476,899        6,275,160        10,468,776   

Restricted stock expense

     683,325        877,892        9,327,594   
  

 

 

   

 

 

   

 

 

 

Total operating expenses

     24,383,543        25,735,205        43,978,567   
  

 

 

   

 

 

   

 

 

 

Loss from operations

     (3,925,108     (1,779,245     (13,697,774

Interest income

     28,952        30,629        18,432   

Interest expense

     (159,470     (37,041     (168,810
  

 

 

   

 

 

   

 

 

 

Loss before income taxes

     (4,055,626     (1,785,657     (13,848,152

Income tax expense

     591,654        310,900        549,718   
  

 

 

   

 

 

   

 

 

 

Net loss

   $ (4,647,280   $ (2,096,557   $ (14,397,870
  

 

 

   

 

 

   

 

 

 

Accretion of redeemable convertible preferred stock

     (3,358,691     (4,035,920     (4,849,607

Preferred stock deemed dividend

     (674,820     (536,107     —     
  

 

 

   

 

 

   

 

 

 

Net loss attributable to common stockholders

   $ (8,680,791   $ (6,668,584   $ (19,247,477
  

 

 

   

 

 

   

 

 

 

Net loss per common share (note 11):

      

Basic and diluted

   $ (2.41   $ (1.82   $ (5.11
  

 

 

   

 

 

   

 

 

 

Weighted-average common shares outstanding (note 11):

      

Basic and diluted

     3,596,911        3,673,181        3,763,562   
  

 

 

   

 

 

   

 

 

 

Pro forma net loss per common share (unaudited) (note 11):

      

Basic and diluted

       $ (1.01
      

 

 

 

Pro forma weighted-average common shares outstanding (unaudited) (note 11):

      

Basic and diluted

         19,043,391   
      

 

 

 

See accompanying notes to consolidated financial statements.

 

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Table of Contents

 

AMBER ROAD, INC. AND SUBSIDIARIES

Consolidated Statements of Comprehensive Loss

 

     Year Ended December 31,  
     2011     2012     2013  

Net loss

   $ (4,647,280   $ (2,096,557   $ (14,397,870

Other comprehensive income (loss):

      

Foreign currency translation

     116,408        (298,080     (305,133
  

 

 

   

 

 

   

 

 

 

Total other comprehensive income (loss)

     116,408        (298,080     (305,133
  

 

 

   

 

 

   

 

 

 

Comprehensive loss

   $ (4,530,872   $ (2,394,637   $ (14,703,003
  

 

 

   

 

 

   

 

 

 

See accompanying notes to consolidated financial statements.

 

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Table of Contents

AMBER ROAD, INC. AND SUBSIDIARIES

Consolidated Statements of Changes in Redeemable Convertible Preferred Stock, Puttable Common Stock and Stockholders’ Deficit

 

    Redeemable Convertible Preferred Stock and Puttable Common Stock         Stockholders’ Deficit        
    Series A
Redeemable
Convertible
Preferred Stock
    Series B
Redeemable
Convertible
Preferred Stock
    Series C
Redeemable
Convertible
Preferred Stock
    Series D
Redeemable
Convertible
Preferred Stock
    Series E
Redeemable
Convertible
Preferred Stock
    Puttable
Common
Stock
          Common Stock     Accumulated
Other
Comprehensive
Income (Loss)
    Accumulated
Deficit
    Total
Stockholders’
Deficit
 
    Shares     Amount     Shares     Amount     Shares     Amount     Shares     Amount     Shares     Amount     Shares     Amount           Shares     Amount        

Balance at December 31, 2010

    6,725,000      $ 8,886,670        1,853,568      $ 6,607,541        5,227,761      $ 20,181,036        2,669,384      $ 9,540,956        4,472,671      $ 16,102,003        —          —              4,818,643      $ 3,346,990      $ 888      $ (43,384,257   $ (40,036,379

Net loss

    —          —          —          —          —          —          —          —          —          —          —          —              —          —          —          (4,647,280     (4,647,280

Other comprehensive loss

    —          —          —          —          —          —          —          —          —          —          —          —              —          —          116,408        —          116,408   

Accretion of Series A Redeemable Convertible Preferred Stock

    —          4,967        —          —          —          —          —          —          —          —          —          —              —          —          —          (4,967     (4,967

Accretion of Series B Redeemable Convertible Preferred Stock

    —          —          —          3,570        —          —          —          —          —          —          —          —              —          —          —          (3,570     (3,570

Accretion of Series C Redeemable Convertible Preferred Stock

    —          —          —          —          —          2,413        —          —          —          —          —          —              —          —          —          (2,413     (2,413

Accretion of Series D Redeemable Convertible Preferred Stock

    —          —          —          —          —          —          —          696,863        —          —          —          —              —          —          —          (696,863     (696,863

Accretion of Series E Redeemable Convertible Preferred Stock

    —          —          —          —          —          —          —          —          —          3,325,699        —          —              —          —          —          (3,325,699     (3,325,699

Exercise of common stock options

    —          —          —          —          —          —          —          —          —          —          —          —              —          —          —          —          —     

Compensation related to restricted stock

    —          —          —          —          —          —          —          —          —          —          —          —              —          683,325        —          —          683,325   

Stock-based compensation expense

    —          —          —          —          —          —          —          —          —          —          —          —              —          170,274        —          —          170,274   
 

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

     

 

 

   

 

 

   

 

 

   

 

 

   

 

 

 

Balance at December 31, 2011

    6,725,000        8,891,637        1,853,568        6,611,111        5,227,761        20,183,449        2,669,384        10,237,819        4,472,671        19,427,702        —          —              4,818,643        4,200,589        117,296        (52,065,049     (47,747,164
 

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

     

 

 

   

 

 

   

 

 

   

 

 

   

 

 

 

Net loss

    —          —          —          —          —          —          —          —          —          —          —          —              —          —          —          (2,096,557     (2,096,557

Other comprehensive loss

    —          —          —          —          —          —          —          —          —          —          —          —              —          —          (298,080     —          (298,080

Accretion of Series A Redeemable Convertible Preferred Stock

    —          4,967        —          —          —          —          —          —          —          —          —          —              —          —          —          (4,967     (4,967

Accretion of Series B Redeemable Convertible Preferred Stock

    —          —          —          3,570        —          —          —          —          —          —          —          —              —          —          —          (3,570     (3,570

Accretion of Series C Redeemable Convertible Preferred Stock

    —          —          —          —          —          2,413        —          —          —          —          —          —              —          —          —          (2,413     (2,413

Accretion of Series D Redeemable Convertible Preferred Stock

    —          —          —          —          —          —          —          558,150        —          —          —          —              —          —          —          (558,150     (558,150

Accretion of Series E Redeemable Convertible Preferred Stock

    —          —          —          —          —          —          —          —          —          4,002,927        —          —              —          —          —          (4,002,927     (4,002,927

Exercise of common stock options

    —          —          —          —          —          —          —          —          —          —          —          —              107,776        44,367        —          —          44,367   

Compensation related to restricted stock

    —          —          —          —          —          —          —          —          —          —          —          —              —          877,892        —          —          877,892   

Stock-based compensation expense

    —          —          —          —          —          —          —          —          —          —          —          —              —          219,419        —          —          219,419   
 

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

     

 

 

   

 

 

   

 

 

   

 

 

   

 

 

 

Balance at December 31, 2012

    6,725,000        8,896,604        1,853,568        6,614,681        5,227,761        20,185,862        2,669,384        10,795,969        4,472,671        23,430,629                    —                      —              4,926,419        5,342,267        (180,784     (58,733,633     (53,572,150
 

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

     

 

 

   

 

 

   

 

 

   

 

 

   

 

 

 

 

F-6


Table of Contents
    Redeemable Convertible Preferred Stock and Puttable Common Stock         Stockholders’ Deficit  
    Series A
Redeemable
Convertible
Preferred Stock
    Series B
Redeemable
Convertible
Preferred Stock
    Series C
Redeemable
Convertible
Preferred Stock
    Series D
Redeemable
Convertible
Preferred Stock
    Series E
Redeemable
Convertible
Preferred Stock
    Puttable
Common Stock
          Common Stock     Accumulated
Other
Comprehensive
Income (Loss)
    Accumulated
Deficit
    Total
Stockholders’
Deficit
 
    Shares     Amount     Shares     Amount     Shares     Amount     Shares     Amount     Shares     Amount     Shares     Amount           Shares     Amount        

Net loss

    —          —          —          —          —          —          —          —          —          —          —          —              —          —          —          (14,397,870     (14,397,870

Other comprehensive loss

    —          —          —          —          —          —          —          —          —          —          —          —              —          —          (305,133     —          (305,133

Accretion of Series A Redeemable Convertible Preferred Stock

    —          4,307        —          —          —          —          —          —          —          —          —          —              —          —          —          (4,307     (4,307

Accretion of Series B Redeemable Convertible Preferred Stock

    —          —          —          3,097        —          —          —          —          —          —          —          —              —          —          —          (3,097     (3,097

Accretion of Series C Redeemable Convertible Preferred Stock

    —          —          —          —          —          2,095        —          —          —          —          —          —              —          —          —          (2,095     (2,095

Accretion of Series D Redeemable Convertible Preferred Stock

    —          —          —          —          —          —          —          22,045        —          —          —          —              —          —          —          (22,045     (22,045

Accretion of Series E Redeemable Convertible Preferred Stock

    —          —          —          —          —          —          —          —          —          4,818,063        —          —              —          —          —          (4,818,063     (4,818,063

Exercise of common stock options

    —          —          —          —          —          —          —          —          —          —          —          —              79,492        29,750        —          —          29,750   

Compensation related to restricted stock

    —          —          —          —          —          —          —          —          —          —          —          —              —          9,327,594        —          —         
9,327,594
  

Stock-based compensation expense

    —          —          —          —          —          —          —          —          —          —          —          —              —          521,584        —          —          521,584   

Puttable common stock issued for acquisition (note 2)

    —          —          —          —          —          —          —          —          —          —          197,914        2,112,356            —          —          —          —          —     

Accretion of puttable common stock

    —          —          —          —          —          —          —          —          —          —          —          35,651            —          —          —          (35,651     (35,651
 

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

     

 

 

   

 

 

   

 

 

   

 

 

   

 

 

 

Balance at December 31, 2013

    6,725,000      $ 8,900,911        1,853,568      $ 6,617,778        5,227,761      $ 20,187,957        2,669,384      $ 10,818,014        4,472,671      $ 28,248,692        197,914        2,148,007            5,005,911      $ 15,221,195      $ (485,917   $ 78,016,761      $ 63,281,483   
 

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

   

 

 

     

 

 

   

 

 

   

 

 

   

 

 

   

 

 

 

See accompanying notes to consolidated financial statements.

 

F-7


Table of Contents

 

AMBER ROAD, INC. AND SUBSIDIARIES

Consolidated Statements of Cash Flows

 

    Year Ended December 31,  
    2011     2012     2013  

Cash flows from operating activities:

     

Net loss

  $ (4,647,280   $ (2,096,557   $ (14,397,870

Adjustments to reconcile net loss to net cash provided by operating activities:

     

Depreciation and amortization

    1,843,040        2,566,673        3,791,973   

Bad debt expense

    60,000        60,000        46,500   

Stock-based compensation

    170,274        219,419        521,584   

Loss on asset impairment

    175        —          30,261   

Restricted stock non-cash compensation

    683,325        877,892        9,327,594   

Compensation related to puttable common stock

    —          —          18,255   

Increase in fair value of contingent consideration liability

    —          —          106,244   

Non-cash interest expense related to debt

    6,782        —          23,227   

Change in fair value of warrant liability

    (1,954     32,674        1,600,176   

Changes in operating assets and liabilities:

     

Accounts receivable

    (3,684,053     1,559,364        (1,004,874

Unbilled receivables

    143,505        41,651        96,170   

Prepaid expenses and other assets

    (544,588     (1,201,895     (3,274,161

Accounts payable

    205,658        (497,224     431,342   

Accrued expenses

    (261,810     1,105,675        3,232,110   

Other liabilities

    1,155,869        1,194,333        (64,266

Deferred revenue

    5,854,213        60,481        504,824   
 

 

 

   

 

 

   

 

 

 

Net cash provided by operating activities

    983,156        3,922,486        989,089   
 

 

 

   

 

 

   

 

 

 

Cash flows from investing activities:

     

Capital expenditures

    (3,128,485     (1,511,114     (327,024

Addition of capitalized software development costs

    (2,020,607     (3,272,403     (2,409,325

Acquisition, net of cash acquired of $85,310

    —          —          (1,914,768

Cash (paid) received for deposits

    (215,470     11,412        (534,919
 

 

 

   

 

 

   

 

 

 

Net cash used in investing activities

    (5,364,562     (4,772,105     (5,186,036
 

 

 

   

 

 

   

 

 

 

Cash flows from financing activities:

     

Proceeds from revolving line of credit

    —          —          7,478,525   

Payments on revolving line of credit

    —          —          (500,000

Payments of promissory note payable

    (2,958,333     —          —     

Debt financing costs

    20,831        —          (51,764

Repayments on capital lease obligations

    (150,641     (164,919     (1,022,176

Proceeds from the exercise of stock options

    —          44,367        29,750   

Deferred offering costs

    —          —          (478,939
 

 

 

   

 

 

   

 

 

 

Net cash provided by financing activities

    (3,088,143     (120,552     5,455,396   
 

 

 

   

 

 

   

 

 

 

Effect of exchange rate on cash and cash equivalents

    —          (40,357     (390,535
 

 

 

   

 

 

   

 

 

 

Net increase (decrease) in cash and cash equivalents

    (7,469,549     (1,010,528     867,914   

Cash and cash equivalents at beginning of year

    12,759,898        5,290,349        4,279,821   
 

 

 

   

 

 

   

 

 

 

Cash and cash equivalents at end of year

  $ 5,290,349      $ 4,279,821      $ 5,147,735   
 

 

 

   

 

 

   

 

 

 

Supplemental disclosures of cash flow information:

     

Accretion of Series E Preferred Stock

  $ 3,274,546      $ 3,941,358      $ 4,743,956   

Accrual for Series D Preferred Stock dividends

    674,820        536,107        —     

Accretion of Series A,B,C,D and E issuance costs

    84,146        94,562        105,651   

Cash paid for interest

    139,832        23,841        145,207   

Non-cash property and equipment acquired under capital lease

    42,235        707,911        3,532,086   

Non-cash property and equipment purchases in accounts payable

    301,876        69,498        112,111   

Non-cash deferred offering costs in accounts payable and accrued expenses

    —          —          2,307,437   

See accompanying notes to consolidated financial statements.

 

F-8


Table of Contents

 

AMBER ROAD, INC. AND SUBSIDIARIES

Notes to Consolidated Financial Statements

(1) Background and Liquidity

(a) Business

Amber Road, Inc. (the Company) provides a global trade management solution, including modules for logistics contract and rate management, supply chain visibility and event management, international trade compliance, and Global Knowledge to importers and exporters, nonvessel owning common carriers (resellers), and ocean carriers. The Company’s solution is primarily delivered using an on-demand, cloud based, delivery model. During 2011, the Company changed its name from Management Dynamics Inc. to Amber Road, Inc. As of December 31, 2013, the Company was incorporated in the state of New Jersey (subsequently reincorporated in the state of Delaware (note 14)) and its corporate headquarters are located in East Rutherford, New Jersey. The Company also has offices in McLean, Virginia, Cary, North Carolina, Munich, Germany, Bangalore, India and Shanghai, China.

(b) Liquidity

The Company has incurred net losses since inception. To date, the Company’s operations have been funded by equity investments from investors and sales in the normal course of business. Management believes that the Company’s cash and cash equivalents at December 31, 2013 along with cash generated from operations, as well as available borrowing capacity under its line of credit (note 8), are sufficient to fund its operations through, at least, the second half of 2015. Additional financing will be required for the Company to successfully implement its long-term strategy. There can be no assurance that additional financing, if needed, can be obtained on terms acceptable to the Company. If financing is not achieved, the Company will be required to curtail or limit certain sales and marketing, research and development and/or general and administrative activities in order to reduce its cash expenditures. The Company’s ability to maintain successful operations will depend on, among other things, the conversion of existing backlog, new business, the retention of customers, and the effectiveness of sales and marketing initiatives.

(2) Acquisition

On September 3, 2013, the Company acquired 100% of the issued and outstanding shares of Sunrise International Ltd., a Barbados company which owns 100% of the issued and outstanding shares of EasyCargo (Shanghai) Co., Ltd. (EasyCargo), a software as a service company focused on a subset of global trade management called China Trade Management, or CTM.

The Company acquired EasyCargo for a payment of $2,000,000 in cash and up to 296,547 shares of common stock. In addition, the Company will make additional earnout payments of up to $2,500,000 in cash or shares of its common stock (at its option) by March 15, 2016 if certain CTM revenue targets are achieved for the periods ending December 31, 2015.

The 296,547 shares of common stock are comprised of the following:

 

    197,914 shares of common stock issued at closing;

 

    66,077 shares of common stock that are contingently issuable based upon the achievement of certain CTM revenue targets through 2015; and

 

    32,556 shares of common stock that are contingently issuable based upon the Company’s continued employment of EasyCargo’s founder.

All shares of common stock (either issued or contingently issuable) are puttable by the shareholders of EasyCargo to the Company at a price of $10.10 per share if the Company does not complete an initial public offering by September 3, 2014. The contingently issuable shares (66,077 and 32,556) are issuable upon request of the shareholders of EasyCargo. However, the Company has the right to repurchase these shares for $0.01 per share if the conditions described above are not achieved.

 

F-9


Table of Contents

 

AMBER ROAD, INC. AND SUBSIDIARIES

Notes to Consolidated Financial Statements

 

The fair value of the 197,914 common shares issued as part of the consideration paid for EasyCargo was determined to be $1,908,075 as of the acquisition date ($9.64 per share). For accounting purposes, the value of these shares is included within temporary equity as puttable common stock and is being accreted to its redemption value of $10.10 per share through September 3, 2014.

As it relates to the contingently issuable equity consideration, the shareholders of EasyCargo will retain the 66,077 shares if certain CTM revenue targets are met in 2014, 2015 or for the cumulative period from January 1, 2013 through December 31, 2015. For accounting purposes, these shares are classified within liabilities in the consolidated balance sheet and are being marked-to-market at each reporting date until issued or forfeited. As of the acquisition date, the fair value of these shares was $139,452.

The shareholders of EasyCargo will retain the remaining 32,556 contingently issuable shares in the event that EasyCargo’s founder maintains employment with the EasyCargo subsidiary through December 31, 2015. For accounting purposes, a portion of the value of these shares held by the founder of EasyCargo is being recorded as compensation expense over the required employment term. Additionally, these shares are classified within temporary equity as puttable common stock and are being accreted to their redemption value of $10.10 per share through September 3, 2014. As of the acquisition date, the Company determined the fair value of these shares to be $186,019.

The arrangement requires the Company to pay additional earnout consideration of 50% of CTM revenues in excess of $7,700,000 for the period from January 1, 2013 through December 31, 2015, subject to a maximum earnout payment of $2,500,000. The Company has the option to pay any amounts due related to this contingency in cash or shares of common stock of the Company. For accounting purposes, the fair value of this contingent consideration is classified within liabilities in the consolidated balance sheet and is being marked-to-market at each reporting date through December 31, 2015, which is the end of the earnout period. As of the acquisition date, the Company determined the fair value of this contingent consideration to be $85,600.

The fair value of the various contingent consideration arrangements were estimated primarily by applying the income approach. That measure is based on significant inputs that are not observable in the market, which ASC Section 820 refers to as Level 3 inputs (note 3(f)).

 

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AMBER ROAD, INC. AND SUBSIDIARIES

Notes to Consolidated Financial Statements

 

The following table summarizes the consideration paid for EasyCargo as well as the preliminary allocation of tangible and intangible assets acquired and liabilities assumed recognized at the acquisition date.

 

Consideration:

  

Cash

   $ 2,000,078   

Common stock at closing (197,914 shares)

     1,908,075   

Contingent equity consideration (66,077 shares – based on CTM revenue targets)

     139,452   

Contingent equity consideration (32,556 shares – based on continued employment of EasyCargo’s founder)

     186,019   

Contingent consideration

     85,600   
  

 

 

 

Fair value of total consideration transferred

   $ 4,319,224   
  

 

 

 

Assets acquired and liabilities assumed:

  

Cash

   $ 85,310   

Accounts receivable (including unbilled receivables)

     342,517   

Other assets

     87,016   

Customer relationship assets

     719,300   

Developed technology

     102,600   

Trade name

     56,700   
  

 

 

 

Total identifiable assets acquired excluding goodwill

     1,393,443   
  

 

 

 

Current liabilities

     259,875   
  

 

 

 

Total liabilities assumed

     259,875   
  

 

 

 

Net identifiable assets acquired excluding goodwill

     1,133,568   
  

 

 

 

Goodwill

     3,185,656   
  

 

 

 

Net assets acquired

   $ 4,319,224   
  

 

 

 

The revenue and net loss of the combined entity as if the acquisition date had been January 1, 2012 are as follows:

 

     Revenue
(unaudited)
     Net Loss
(unaudited)
 

Supplemental pro forma for January 1, 2012 – December 31, 2012

   $ 44,681,108       $ 2,475,457   

Supplemental pro forma for January 1, 2013 – December 31, 2013

   $ 53,263,089       $ 14,816,453   

As of the acquisition date, EasyCargo had a promissory note for loans aggregating to $252,502 which are payable to EasyCargo’s founder. The promissory note bears interest at a rate of 2% and matures in 2016.

(3) Summary of Significant Accounting Policies and Practices

(a) Basis of Presentation and Principles of Consolidation

The accompanying consolidated financial statements include the accounts of the Company and its wholly owned subsidiaries located in India, China and the United Kingdom. All significant intercompany balances and transactions have been eliminated in consolidation.

(b ) Unaudited Pro Forma Consolidated Balance Sheet

Immediately prior to the closing of a qualifying initial public offering (IPO), all the outstanding shares of our redeemable convertible preferred stock will automatically convert into 13,993,566 shares of common stock. In addition, holders of the Company’s preferred stock will be paid their accrued dividends in shares of common stock at the offering price. The December 31, 2013 unaudited pro forma consolidated balance sheet has been prepared assuming the automatic conversion of all outstanding redeemable convertible preferred shares into

 

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AMBER ROAD, INC. AND SUBSIDIARIES

Notes to Consolidated Financial Statements

 

13,993,566 shares of common stock on that date. In addition, it assumes the cancellation of the put right associated with the puttable common stock (notes 2 and 9). The proforma balance sheet does not include any shares that the Company will issue in satisfaction of $10,512,222 of accrued but unpaid dividends to the preferred stockholders at the offering price.

(c) Foreign Currency

The Company accounts for foreign currency in accordance with Accounting Standards Codification (ASC) Topic 830, Foreign Currency Matters (ASC 830), for operating subsidiaries where the functional currency is the local currency rather than the U.S. dollar. ASC 830 requires that translation of monetary assets and liabilities be made at year-end exchange rates, that nonmonetary assets and liabilities and related income statement items be translated at historical rates, and that remaining revenues and expenses be translated at average rates. Cumulative translation adjustments are reflected in the results of the current period. The Company recognizes transaction gains and losses that result from changes in exchange rates on foreign transactions. Such gains and losses are also included in the determination of the Company’s net loss for the period.

(d) Use of Estimates

The preparation of consolidated financial statements in accordance with U.S. generally accepted accounting principles requires management to make estimates and assumptions that affect the amounts reported in the consolidated financial statements and accompanying notes. Significant items subject to such estimates and assumptions include the carrying amount of intangibles and goodwill; valuation allowance for receivables and deferred income tax assets; revenue; capitalization of software costs; and valuation of share-based payments. Actual results could differ from those estimates.

(e) Cash and Cash Equivalents

The Company considers all highly liquid investments with original maturities of three months or less at the balance sheet date to be cash equivalents. Cash and cash equivalents at December 31, 2012 and 2013 consist of the following:

 

     December 31,  
     2012      2013  

Cash

   $ 3,964,507       $ 5,147,360   

Money market accounts

     315,314         375   
  

 

 

    

 

 

 
   $ 4,279,821       $ 5,147,735   
  

 

 

    

 

 

 

(f) Fair Value of Financial Instruments and Fair Value Measurements

The Company’s financial instruments consist of cash and cash equivalents, accounts receivable, accounts payable, and accrued expenses. Management believes that the carrying values of these instruments are representative of their fair value due to the relatively short-term nature of those instruments.

The Company follows FASB accounting guidance on fair value measurements for financial assets and liabilities measured on a recurring basis. ASC 820, Fair Value Measurements , among other things, defines fair value, establishes a framework for measuring fair value, and requires disclosure about such fair value measurements. Assets and liabilities measured at fair value are based on one or more of three valuation techniques provided for in the standards. The three value techniques are as follows:

 

Market Approach

   

Prices and other relevant information generated by market transactions involving identical or comparable assets and liabilities;

Income Approach

   

Techniques to convert future amounts to a single present amount based on market expectations (including present value techniques and option pricing models); and

Cost Approach

   

Amount that currently would be required to replace the service capacity of an asset (often referred to as replacement cost).

 

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AMBER ROAD, INC. AND SUBSIDIARIES

Notes to Consolidated Financial Statements

 

The standards clarify that fair value is an exit price, representing the amount that would be received to sell an asset, based on the highest and best use of the asset, or paid to transfer a liability in an orderly transaction between market participants. As such, fair value is a market-based measurement that should be determined based on assumptions that market participants would use in pricing an asset or liability. As a basis for evaluating such assumptions, the standards establish a three-tier fair value hierarchy, which prioritizes the inputs in measuring fair value as follows:

 

Level 1

   

Quoted prices in active markets for identical assets or liabilities;

Level 2

   

Inputs, other than the quoted prices in active markets, that are observable either directly or indirectly; or

Level 3

   

Unobservable inputs in which there is little or no market data, which require the reporting entity to develop its own assumptions about what market participants would use in pricing the asset or liability.

The following tables provide the financial assets and liabilities carried at fair value measured on a recurring basis as of December 31, 2012 and 2013:

 

           Fair Value Measurements Using  
     Total
Carrying
Value
December 31,
2012
    Quoted
Prices in
Active
Markets
(Level 1)
     Significant
Other
Observable
Inputs
(Level 2)
     Significant
Unobservable
Inputs

(Level 3)
 

Assets:

          

Cash equivalents:

          

Money market accounts

   $ 315,314      $ 315,314       $ —         $ —     
  

 

 

   

 

 

    

 

 

    

 

 

 

Total assets measured at fair value on a recurring basis

   $ 315,314      $ 315,314       $ —         $ —     
  

 

 

   

 

 

    

 

 

    

 

 

 

Liabilities:

          

Warrants

   $ (126,826   $ —         $ —         $ (126,826
  

 

 

   

 

 

    

 

 

    

 

 

 

Total liabilities measured at fair value on a recurring basis

   $ (126,826   $ —         $ —         $ (126,826
  

 

 

   

 

 

    

 

 

    

 

 

 

 

           Fair Value Measurements Using  
     Total
Carrying
Value
December 31,
2013
    Quoted
Prices in
Active
Markets
(Level 1)
     Significant
Other
Observable
Inputs
(Level 2)
     Significant
Unobservable
Inputs

(Level 3)
 

Assets:

          

Cash equivalents:

          

Money market accounts

   $ 375      $ 375       $ —         $ —     
  

 

 

   

 

 

    

 

 

    

 

 

 

Total assets measured at fair value on a recurring basis

   $ 375      $ 375       $ —         $ —     
  

 

 

   

 

 

    

 

 

    

 

 

 

Liabilities:

          

Acquisition contingent consideration liability

   $ (331,296   $ —         $ —         $ (331,296

Warrants

   $ (1,726,862   $ —         $ —         $ (1,726,862
  

 

 

   

 

 

    

 

 

    

 

 

 

Total liabilities measured at fair value on a recurring basis

   $ (2,058,158   $ —         $ —         $ (2,058,158
  

 

 

   

 

 

    

 

 

    

 

 

 

 

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AMBER ROAD, INC. AND SUBSIDIARIES

Notes to Consolidated Financial Statements

 

Acquisition contingent consideration liability is measured at fair value and is based on significant inputs not observable in the market, which represents a Level 3 measurement within the fair value hierarchy. The valuation of contingent consideration uses assumptions the Company believes would be made by a market participant.

The changes in the value of the warrant liability in the tables above are based on changes in fair value as determined using Level 3 inputs. The changes in fair value are primarily the result of increases in the fair value of the Company’s common stock. The reconciliation of the warrant and acquisition contingent consideration liability measured at fair value on a recurring basis using unobservable inputs (Level 3) is as follows:

 

     Warrant
Liability
     Acquisition
Contingent
Consideration
Liability
 

Balance at December 31, 2011

   $ 94,012       $ —     

Mark to estimated fair value recorded as general and administrative expense

     32,674         —     
  

 

 

    

 

 

 

Balance at December 31, 2012

     126,686         —     

Acquisition (note 2)

     —           225,052   

Mark to estimated fair value recorded as general and administrative expense

     1,600,176         106,244   
  

 

 

    

 

 

 

Balance at December 31, 2013

   $ 1,726,862       $ 331,296   
  

 

 

    

 

 

 

(g) Accounts Receivable and Allowance for Doubtful Accounts

Trade accounts receivable are recorded at the invoiced amount and do not bear interest. The allowance for doubtful accounts is the Company’s best estimate of the amount of probable credit losses in its existing accounts receivable. The Company determines the allowance based on historical write-off experience, the industry, and the economy. The Company reviews its allowance for doubtful accounts monthly. Past-due balances over 90 days and over a specified amount are reviewed individually for collectibility. Account balances are charged off against the allowance after all means of collection have been exhausted and the potential for recovery is considered remote. The Company does not have any off-balance-sheet credit exposure related to its customers.

The Company records unbilled receivables for contracts on which revenue has been recognized, but for which the customer has not yet been billed.

The table below presents the changes in the allowance for doubtful accounts:

 

     Year Ended December 31,  
     2011     2012     2013  
                    

Beginning balance

   $   28,130      $ 52,702      $ 27,384   

Provision for doubtful accounts

     60,000        60,000        46,500   

Acquisition (note 2)

     —          —          24,695   

Write-offs, net of recoveries

     (35,428     (85,318     (6,870
  

 

 

   

 

 

   

 

 

 

Ending balance

   $ 52,702      $ 27,384      $ 91,709   
  

 

 

   

 

 

   

 

 

 

(h) Major Customers and Concentrations of Credit Risk

Financial instruments that potentially subject the Company to concentrations of credit risk consist principally of cash and cash equivalents and trade receivables. The Company invests its excess cash with a large

 

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AMBER ROAD, INC. AND SUBSIDIARIES

Notes to Consolidated Financial Statements

 

high-credit-quality financial institution. The Company’s customer base is principally comprised of companies within the global trade management industry. The Company does not require collateral from its customers.

The following customers comprised 10% or more of the Company’s accounts receivable and of the Company’s total revenue for the periods indicated:

 

     December 31,  
     2012     2013  
              

Accounts receivable:

    

Company A

     13     13

Company B

     10        *   

Company C

     10        *   

 

     Year Ended
December 31,
 
     2011     2012     2013  

Revenue:

      

Company A

     12     11     12

Company B

     *        *        *   

Company C

     *        *        *   

 

* Less than 10%

(i) Prepaid Expense and Other Current Assets

Prepaid expenses and other current assets as of December 31, 2012 and 2013 primarily consist of annual prepaid license and maintenance fees related to the Company’s internal software licenses, and prepaid marketing fees.

(j) Property and Equipment

Property and equipment are stated at cost less accumulated depreciation and amortization. Equipment acquired under capital leases is recorded at the present value of the minimum lease payments and subsequently depreciated based on its classification below.

Depreciation on property and equipment is calculated on the straight-line method over the estimated useful lives of the assets as follows:

 

Asset Classification

 

Estimated Useful Life

Computer and equipment

  3 to 5 years

Software

  3 to 5 years

Furniture and fixtures

  7 years

Leasehold improvements

 

Shorter of the estimated useful

life or the remaining lease term

(k) Goodwill

Goodwill represents the excess of costs over the fair value of the assets of businesses acquired. Goodwill and intangible assets acquired in a purchase business combination and determined to have an indefinite useful life are not amortized, but instead are tested for impairment at least annually in accordance with the provisions of ASC 350, Intangibles — Goodwill and Other (ASC 350). To accomplish this, the Company is required to identify its reporting units and determine the carrying value of each reporting unit by assigning the assets and liabilities, including the existing goodwill and intangible assets, to those reporting units as of the annual impairment testing date. Management has determined that the Company operates in one reporting unit. Management is required to determine the fair value of the Company’s reporting unit and compare it to the carrying amount of the reporting unit on the annual impairment testing date. To the extent the carrying amount

 

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AMBER ROAD, INC. AND SUBSIDIARIES

Notes to Consolidated Financial Statements

 

of the reporting unit exceeds the fair value of the reporting unit, the Company would be required to perform the second step of the annual impairment test, as this is an indication that the reporting unit goodwill may be impaired. The Company performed its annual impairment test as of December 31, 2013, and the second step was not required as the fair value substantially exceeded the carrying value by 1586%. Accordingly, the Company’s reporting unit was not at risk of failing step one of the goodwill impairment testing process.

(l) Other Intangibles

Other intangibles, net of accumulated amortization, are primarily the result of the allocation of the purchase price related to businesses acquired. Each intangible asset acquired is being amortized on a basis consistent with the utilization of the assets over their estimated useful lives and is reviewed for impairment in accordance with ASC 350.

(m) Deposits and Other Assets

Deposits and other assets mainly consist of rental security deposits.

(n) Impairment of Long-Lived Assets

In accordance with ASC 350, Long-Lived Assets , such as property and equipment and purchased intangibles subject to amortization, are reviewed for impairment whenever events or changes in circumstances indicate that the carrying amount may not be recoverable. Recoverability of assets to be held and used is measured by a comparison of the carrying amount of an asset to estimated undiscounted future cash flows expected to be generated by the asset. If the carrying amount of an asset exceeds its estimated future cash flows, then an impairment charge is recognized by the amount by which the carrying amount of the asset exceeds the fair value of the asset. During the years ended December 31, 2011, 2012, or 2013, management believes that no revision of the remaining useful lives or write-down of long-lived assets is required.

(o) Income Taxes

Income taxes are accounted for under the provisions of ASC Topic 740, Income Taxes (ASC 740). Deferred tax assets and liabilities are recognized for the future tax consequences attributable to differences between the financial statement carrying amounts of existing assets and liabilities and their respective tax bases and operating loss and tax credit carryforwards. Deferred tax assets and liabilities are measured using enacted tax rates expected to apply to taxable income in the years in which those temporary differences are expected to be recovered or settled. The effect on deferred tax assets and liabilities of a change in tax rates is recognized in income in the period that includes the enactment date.

The Company recognizes the effect of income tax positions only if those positions are more likely than not of being sustained. Recognized income tax positions are measured at the largest amount that is greater than 50% likely of being realized. Changes in recognition or measurement are reflected in the period in which the change in judgment occurs.

(p) Revenue

The Company primarily generates revenue from the sale of subscriptions and subscription-related professional services. In instances involving subscriptions, revenue is generated under customer contracts with multiple elements, which are comprised of (1) subscription fees that provide the customers with access to the Company’s on-demand application and content, unspecified solution and content upgrades, and customer support, (2) professional services associated with consulting services (primarily implementation services) and (3) transaction-related fees (including publishing services). The Company’s initial customer contracts have contract terms from, typically, three to five years in length. Typically, the customer does not take possession of the software nor does the customer have the right to take possession of the software supporting the on-demand application service. However, in certain instances, the Company has customers that take possession of the software whereby the application is installed on the customer’s premises. The Company’s subscription service arrangements typically may only be terminated for cause and do not contain refund provisions.

 

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AMBER ROAD, INC. AND SUBSIDIARIES

Notes to Consolidated Financial Statements

 

The Company provides its software as a service and follows the provisions of ASC Topic 605, Revenue Recognition (ASC 605) and ASC Topic 985, Software (ASC 985). The Company commences revenue recognition when all of the following conditions are met:

 

    There is persuasive evidence of an arrangement;

 

    The service has been or is being provided to the customer;

 

    The collection of the fees is probable; and

 

    The amount of fees to be paid by the customer is fixed or determinable.

The subscription fees typically begin the first month following contract execution, whether or not the Company has completed the solution’s implementation. In addition, typically, any services performed by the Company for its customers are not essential to the functionality of the Company’s products.

Subscription Revenue

Subscription revenue is recognized ratably over contract terms beginning on the commencement date of each contract, which is the date the Company’s service is made available to customers. Amounts that have been invoiced are recorded in accounts receivable and in deferred revenue or revenue, depending on whether the revenue recognition criteria have been met. Transaction-related revenue is recognized as the transactions occur.

Professional Services Revenue

The majority of professional services contracts are on a time and material basis. When these services are not combined with subscription revenue as a single unit of accounting, as discussed below, this revenue is recognized as the services are rendered for time and material contracts, and when the milestones are achieved and accepted by the customer for fixed price contracts.

Multiple-Deliverable Arrangements

The Company enters into arrangements with multiple deliverables that generally include subscription, professional services (primarily implementation) as well as transaction-related fees.

Prior to January 1, 2010, the deliverables in multiple-deliverable arrangements were accounted for separately if the delivered items had stand-alone value and there was objective and reliable evidence of fair value for the undelivered items. If the deliverables in a multiple-deliverable arrangement could not be accounted for separately, the total arrangement fee was recognized ratably as a single unit of accounting over the contracted term of the subscription agreement. A significant portion of the Company’s multiple-deliverable arrangements were accounted for as a single unit of accounting because it did not have objective and reliable evidence of fair value for certain of the deliverables. Additionally, in these situations, the Company expensed the direct costs of the professional services arrangement as incurred whereas the revenue from the services was recognized over the contracted terms of the subscription.

In October 2009, the FASB issued Accounting Standards Update No. 2009-13, “ Revenue Recognition (Topic 605), Multiple-Deliverable Revenue Arrangements—a consensus of the FASB Emerging Issues Task Force ” (“ASU 2009-13”) which amended the previous multiple-deliverable arrangements accounting guidance. Pursuant to the updated guidance, objective and reliable evidence of fair value of the deliverables to be delivered was no longer required in order to account for deliverables in a multiple-deliverable arrangement separately. Instead, arrangement consideration is allocated to deliverables based on their relative selling price.

The Company adopted this accounting guidance on January 1, 2010, for applicable arrangements entered into or materially modified after January 1, 2010 (the beginning of its fiscal year). Under the updated accounting guidance, in order to treat deliverables in a multiple-deliverable arrangement as separate units of accounting, the deliverables must have stand-alone value upon delivery. If the deliverables have stand-alone value upon delivery, the Company accounts for each deliverable separately. Subscription services have standalone value as

 

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AMBER ROAD, INC. AND SUBSIDIARIES

Notes to Consolidated Financial Statements

 

such services are often sold separately. In determining whether professional services have standalone value, the Company considers the following factors for each professional services agreement: availability of the services from other vendors, the nature of the professional services, the timing of when the professional services contract was signed in comparison to the subscription service start date, and the contractual dependence of the subscription service on the customer’s satisfaction with the professional services work. To date, the Company has concluded that all of the professional services included in multiple-deliverable arrangements executed have stand-alone value.

As a result of the adoption of ASU 2009-13, the Company allocates revenue to each element in an arrangement based on a selling price hierarchy. The selling price for a deliverable is based on its vendor specific objective evidence (VSOE), if available, third party evidence (TPE), if VSOE is not available, or estimated selling prices (ESP), if neither VSOE nor TPE is available. As the Company has been unable to establish VSOE or TPE for the elements of its arrangements, the Company establishes the ESP for each element primarily by considering the weighted average of actual sales prices of professional services sold on a standalone basis and subscription including various add-on modules if and when sold together without professional services, and other factors such as gross margin objectives, pricing practice and growth strategy. The Company has established processes to determine ESP and allocate revenue in multiple arrangements using ESP.

For those contracts in which the customer accesses the Company’s software via an on-demand application, the Company accounts for these contracts in accordance with the ASC 605-25, Revenue Recognition—Multiple-Element Arrangements . The majority of these agreements represent multiple-element arrangements, and the Company evaluates each element to determine whether it represents a separate unit of accounting. The consideration allocated to subscription is recognized as revenue ratably over the contract period. The consideration allocated to professional services is recognized as the services are performed, which is typically over the first three to six months of an arrangement.

For those contracts in which the customer takes possession of the software, the Company accounts for such transactions in accordance with ASC 985, Software . The Company accounts for these contracts as subscriptions and recognizes the entire arrangement fee (subscription and services) ratably over the term of the agreement. In addition, as the Company does not have VSOE for services, any add-on services entered into during the term of the subscription are recognized over the remaining term of the agreement.

Other Revenue Items

Sales tax collected from customers and remitted to governmental authorities is accounted for on a net basis and, therefore, are not included in revenue and cost of revenue in the consolidated statements of operations.

The Company classifies customer reimbursements received for direct costs paid to third parties and related expenses as revenue, in accordance with ASC 605. The amount included in professional services revenue and cost of professional services revenue for the years ended December 31, 2011, 2012 and 2013 were $364,305, $432,702, and $496,474, respectively.

(q) Cost of Revenue

Cost of subscription revenue . Cost of subscription revenue consists primarily of personnel and related costs of the Company’s hosting, support, and content teams, including salaries, benefits, bonuses, payroll taxes, stock-based compensation and allocated overhead, as well as software license fees, hosting costs, internet connectivity, depreciation expenses directly related to delivering solutions, as well as amortization of capitalized software development costs. As the Company adds data center capacity and personnel in advance of anticipated growth, its cost of subscription revenue may increase. The Company’s cost of subscription revenue is generally expensed as the costs are incurred.

Cost of professional services revenue . Cost of professional services revenue consists primarily of personnel and related costs, including salaries, benefits, bonuses, payroll taxes, stock-based compensation, the costs of

 

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AMBER ROAD, INC. AND SUBSIDIARIES

Notes to Consolidated Financial Statements

 

contracted third-party vendors, reimbursable expenses and allocated overhead. As the Company’s personnel are employed on a full-time basis, its cost of professional services is largely fixed in the short term, while the Company’s professional services revenue may fluctuate, leading to fluctuations in professional services gross profit. Cost of professional services revenue is generally expensed as costs are incurred.

(r) Deferred Commissions

The Company defers commission costs that are incremental and directly related to the acquisition of customer contracts. Commission costs are accrued and deferred upon execution of the sales contract by the customer. Payments to sales personnel are made shortly after the receipt of the related customer payment. Deferred commissions are amortized over the term of the related noncancelable customer contract and are recoverable through the related future revenue streams. The Company deferred commission costs of $2,418,886, $4,204,787, and $6,404,396 during the years ended December 31, 2011, 2012 and 2013, respectively. Amortization of deferred commissions for the same periods were $2,011,130, $2,611,052, and $3,089,052, respectively.

(s) Stock-Based Compensation

The Company recognizes stock-based compensation as an expense in the consolidated financial statements and measures that cost based on the estimated fair value of the award.

The Company recognizes compensation expense based on the estimated grant-date fair value using the Black-Scholes option pricing model.

(t) Segments

The Company has one operating segment. The Company’s Chief Operating Decision Maker (CODM) is its Chief Executive Officer, who manages operations on a consolidated basis for purposes of allocating resources. When evaluating performance and allocating resources, the CODM reviews financial information presented on a consolidated basis.

(u) Geographic Information

Revenue by geographic area is as follows:

 

     Year Ended December 31,  

Country

   2011      2012      2013  

United States

   $   34,245,281       $   39,505,790       $   46,750,740   

International

     3,327,016         3,861,918         5,776,249   
  

 

 

    

 

 

    

 

 

 

Total revenue

   $ 37,572,297       $ 43,367,708       $ 52,526,989   
  

 

 

    

 

 

    

 

 

 

Approximately two percent of long lived assets are located outside of the United States.

(v) Recent Accounting Pronouncements

In September 2011, the Financial Accounting Standards Board (FASB) issued Accounting Standards Update, Testing Goodwill for Impairment (the revised standard). The revised standard is intended to reduce the cost and complexity of the annual goodwill impairment test by providing entities an option to perform a “qualitative” assessment to determine whether further impairment testing is necessary. The revised standard was effective for annual and interim goodwill impairment tests performed for fiscal years beginning after December 15, 2011. Early adoption is permitted provided that the entity has not yet performed its 2012 annual impairment test or issued its financial statements. An entity has the option to first assess qualitative factors to determine whether it is necessary to perform the current two-step test. If an entity believes, as a result of its qualitative assessment, that it is more likely than not that the fair value of a reporting unit is less than its carrying amount, the quantitative impairment test is required. Otherwise, no further testing is required. The adoption of this standard did not have an impact on the consolidated results of operations and financial condition.

 

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AMBER ROAD, INC. AND SUBSIDIARIES

Notes to Consolidated Financial Statements

 

Effective January 1, 2012, the Company adopted FASB authoritative guidance that amends previous guidance for the presentation of comprehensive income. The new standard eliminated the option to present other comprehensive income in the statement of stockholders’ equity. Under the revised guidance, an entity has the option to present the components of net income and other comprehensive income in either a single continuous statement of comprehensive income or in two separate but consecutive financial statements. The Company is providing two separate but consecutive financial statements. The new standard was required to be applied retrospectively. Other than the change in presentation, the adoption of the new standard did not have an impact on the Company’s consolidated financial statements.

Effective January 1, 2012, the Company adopted FASB authoritative guidance that amends previous guidance for fair value measurement and disclosure requirements. The revised guidance changes certain fair value measurement principles, clarifies the application of existing fair value measurements and expands the disclosure requirements, particularly for Level 3 fair value measurements. Adoption of the amendments did not have a material impact on the Company’s consolidated financial statements.

(4) Consolidated Balance Sheet Components

Components of property and equipment, accrued expenses, deferred revenue, other noncurrent liabilities, and accumulated other comprehensive income (loss) consisted of the following:

(a) Property and Equipment

 

     December 31,  
     2012     2013  

Computer software and equipment

   $ 5,693,449      $ 9,493,279   

Software development costs

     9,078,002        11,374,854   

Furniture and fixtures

     1,657,237        1,790,875   

Leasehold Improvements

     2,460,870        2,561,065   
  

 

 

   

 

 

 

Total property and equipment

     18,889,558        25,220,073   

Less: accumulated depreciation and amortization

     (8,500,786     (12,117,693
  

 

 

   

 

 

 

Total property and equipment, net

   $ 10,388,772      $ 13,102,380   
  

 

 

   

 

 

 

Depreciation expense was $1,691,975, $2,446,221, and $3,657,757 for the years ended December 31, 2011, 2012, and 2013, respectively.

During the years ended December 31, 2011 and 2012, the Company received tenant improvement allowances of $1,116,775 and $258,063, respectively, related to rental agreements for two of its office leases. The Company did not receive any tenant improvement allowances during the year ended December 31, 2013. In accordance with the provisions of ASC Topic 840, Leases (ASC 840), the Company recorded the allowances received as leasehold improvements, and the Company is depreciating the leasehold improvements over the remaining term of the lease. The Company also recorded deferred rent in the amount of $1,887,478 related to the tenant improvement allowances and are amortizing the amount in accordance with the provisions of ASC 840. Current and long-term deferred rent in the amounts of $135,249 and $1,958,594, respectively, are included in accrued expenses and other long-term liabilities in the consolidated balance sheet as of December 31, 2012. Current and long-term deferred rent in the amounts of $196,761 and $1,897,137, respectively, are included in accrued expenses and other long-term liabilities in the consolidated balance sheet as of December 31, 2013.

Certain development costs of the Company’s software solution are capitalized in accordance with ASC Topic 350-40, Internal Use Software , which outlines the stages of computer software development and specifies when capitalization of costs is required. Projects that are determined to be in the development stage are capitalized and amortized over their useful lives of five years. Projects that are determined to be within the preliminary stage are expensed as incurred. Capitalized software costs were $2,020,607, $3,272,403, and $2,409,325 for the years ended December 31, 2011, 2012, and 2013, respectively. Amortization expense for the

 

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AMBER ROAD, INC. AND SUBSIDIARIES

Notes to Consolidated Financial Statements

 

years ended December 31, 2011, 2012, and 2013 was $825,965, $1,137,647, and $1,813,602, respectively, and is included in cost of subscription revenue on the accompanying consolidated statements of operations. As of December 31, 2012 and 2013, capitalized software costs not yet subject to amortization were $306,845 and $794,411, respectively. Accumulated depreciation and amortization is $1,987,498, $3,125,145 and $4,938,747 for the years ended December 31, 2011, 2012 and 2013, respectively, related to software development costs.

(b) Accrued Expenses

Accrued expenses as of December 31, 2012 and 2013 consisted of the following:

 

     December 31,  
     2012      2013  

Accrued bonus

   $   1,093,633       $ 1,749,780   

Accrued commission

     1,902,262         3,928,419   

Deferred rent

     135,249         196,761   

Accrued offering costs

     —           1,445,000   

Other accrued expenses

     1,156,189         1,761,594   
  

 

 

    

 

 

 

Total

   $ 4,287,333       $ 9,081,554   
  

 

 

    

 

 

 

(c) Deferred revenue

 

     December 31,  
     2012      2013  

Current:

     

Subscription revenue

   $   15,666,153       $ 19,881,982   

Professional services revenue

     2,918,610         2,575,505   

Other

     3,657,514         3,657,514   
  

 

 

    

 

 

 

Total current

     22,242,277         26,115,001   
  

 

 

    

 

 

 

Noncurrent:

     

Subscription revenue

     213,078         376,245   

Professional services revenue

     1,960,426         1,192,233   

Other

     5,835,667         3,073,153   
  

 

 

    

 

 

 

Total noncurrent

     8,009,171         4,641,631   
  

 

 

    

 

 

 

Total deferred revenue

   $ 30,251,448       $ 30,756,632   
  

 

 

    

 

 

 

Deferred revenue from subscriptions represents amounts collected from (or invoiced to) customers in advance of earning subscription revenue. Typically, the Company bills its annual subscription fees in advance of providing the service.

Deferred revenue from professional services represents revenue that is being deferred and amortized over the remaining term of the related subscription contract related to customers who have taken possession of the software. See note 3(p).

Other deferred revenue is related to one customer with which the Company signed an agreement during 2008. The agreement provided for significant customization and modification of the software which would subject the arrangement to contract accounting. Additionally, this subscription agreement provided for unspecified future software modules. Since the Company could not separate the subscription element from the contract accounting element, the arrangement was a single unit of accounting. Accordingly, the Company accounted for the arrangement on the zero gross profit approach of applying percentage of completion accounting until the project was completed in May 2012. As of May 2012, the deferred revenue balance related to this contract was $10,525,434 which is being recognized ratably over the remaining term of the contract, to

 

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AMBER ROAD, INC. AND SUBSIDIARIES

Notes to Consolidated Financial Statements

 

January 2016. For the years ended December 31, 2011, 2012, and 2013 related to this arrangement, the Company recorded revenue of $1,937,178, $3,209,213 and $3,657,514, respectively, and costs of revenue of $1,937,178, $984,642 and $0, respectively.

(d) Other Noncurrent Liabilities

 

     December 31,  
     2012      2013  

Deferred rent

   $   1,958,594       $ 1,897,137   

Warrant

     126,686         1,726,862   

Acquisition contingent consideration liability

     —           331,296   

Other

     32,849         26,594   
  

 

 

    

 

 

 

Total

   $ 2,118,129       $ 3,981,889   
  

 

 

    

 

 

 

(e) Accumulated Other Comprehensive Income (Loss)

Accumulated other comprehensive income (loss) is comprised of foreign currency translation adjustments and consists of the following:

 

Balance at December 31, 2010

   $ 888   

Other comprehensive income

     116,408   
  

 

 

 

Balance at December 31, 2011

   $ 117,296   

Other comprehensive loss

     (298,080
  

 

 

 

Balance at December 31, 2012

   $ (180,784

Other comprehensive loss

     (305,133
  

 

 

 

Balance at December 31, 2013

   $ (485,917
  

 

 

 

(5) Goodwill and Other Intangibles

Other intangibles are comprised of the following:

 

     Amortization
Period
   December 31,  
        2012     2013  

Acquired technology

   3 to 5 years    $   1,360,000      $ 1,462,600   

Customer related intangibles

   10 to 15 years      2,260,000        2,979,300   

Patents and other

   Various      40,000        96,700   
     

 

 

   

 

 

 
        3,660,000        4,538,600   

Less: accumulated amortization

        (3,203,350     (3,337,566
     

 

 

   

 

 

 
      $ 456,650      $ 1,201,034   
     

 

 

   

 

 

 

Amortization expense was $151,065, $120,452, and $134,216 for the years ended December 31, 2011, 2012, and 2013, respectively.

The estimated future amortization expense of other intangibles as of December 31, 2013 is as follows:

 

2014

   $ 189,507   

2015

     172,433   

2016

     160,027   

2017

     102,259   

2018

     94,490   

Thereafter

     442,318   
  

 

 

 
   $ 1,161,034   
  

 

 

 

 

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AMBER ROAD, INC. AND SUBSIDIARIES

Notes to Consolidated Financial Statements

 

The rollforward of goodwill is as follows:

 

Balance at December 31, 2011

   $ 21,290,501   

2012 Activity

     —     
  

 

 

 

Balance at December 31, 2012

     21,290,501   

EasyCargo acquisition (note 2)

     3,185,656   
  

 

 

 

Balance at December 31, 2013

   $ 24,476,157   
  

 

 

 

(6) Income Taxes

Loss before income taxes and income tax expense is comprised of the following:

 

     Year Ended December 31,  
     2011     2012     2013  

Loss before income taxes:

      

Domestic

   $ 3,372,820      $ 5,057,650      $ (6,491,150

Foreign

     (7,428,446     (6,843,307     (7,357,002
  

 

 

   

 

 

   

 

 

 
   $ (4,055,626   $ (1,785,657   $ (13,848,152
  

 

 

   

 

 

   

 

 

 

Current provision:

      

Federal

   $ —        $ —        $ —     

State

     9,116        16,300        11,087   

Foreign

     582,538        294,600        538,631   
  

 

 

   

 

 

   

 

 

 
   $ 591,654      $ 310,900      $ 549,718   
  

 

 

   

 

 

   

 

 

 

A reconciliation of the statutory U.S. federal tax rate to the Company’s effective rate is as follows:

 

     Year Ended December 31,  
     2011     2012     2013  

Statutory U.S. federal tax rate (benefit)

     (35.0 )%      (35.0 )%      (35.0 )% 

State income taxes, net of federal benefit

     0.2        0.6        0.1   

Foreign taxes

     23.9        16.5        3.9   

Stock based compensation

     —          14.6        23.6   

Change in valuation allowance

     23.0        7.4        9.2   

Nondeductible expenses and other

     2.5        13.3        2.2   
  

 

 

   

 

 

   

 

 

 

Effective tax rate

     14.6     17.4     4.0
  

 

 

   

 

 

   

 

 

 

Deferred tax assets and liabilities are recognized for the expected future tax consequences of events that have been recognized in the financial statements or tax returns. A valuation allowance is provided for deferred tax assets if it is more likely than not that these items will not be realized.

In assessing the realizability of deferred tax assets, management considers whether it is more likely than not that some portion or all of the deferred tax assets will not be realized. The ultimate realization of deferred tax assets is dependent upon the generation of future taxable income during the periods in which those temporary differences become deductible. Management considers the scheduled reversal of deferred tax liabilities, projected future taxable income, and tax planning strategies in making this assessment. The Company recorded a valuation allowance in the amount of $17,643,635, $17,816,239, and 19,176,223 as of December 31, 2011, 2012 and 2013, respectively, as management believes it is not more likely than not that the Company will realize its net deferred tax assets. The net change in the valuation allowance during the years ended December 31, 2012 and 2013 was $172,604 and $1,359,984, respectively.

 

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AMBER ROAD, INC. AND SUBSIDIARIES

Notes to Consolidated Financial Statements

 

The Company has a subsidiary in India and a subsidiary in the UK. The Indian entity is treated as a branch for U.S. tax purposes. As such, all income attributable to the Indian branch is currently recognized in the U.S. The Company has provided for withholding taxes that will be due when the India subsidiary pays a dividend. As it relates to the Company’s UK subsidiary, there are not any significant undistributed earnings due to the U.S. parent.

Deferred tax assets and liabilities are comprised of the following:

 

     December 31,  
     2012     2013  

Current deferred tax asset:

    

Accrued bonuses

   $ 399,038      $ 651,413   

Accounts receivable

     10,900        36,504   

Other

     173,591        849,471   

Non-Current deferred tax asset:

    

Intangibles

     169,032        120,373   

Deferred revenue

     2,312,458        1,755,048   

NOL’s

     19,002,242        20,511,936   

Other

     462,876        549,750   
  

 

 

   

 

 

 

Deferred tax assets

   $ 22,530,137      $ 24,474,495   
  

 

 

   

 

 

 

Current deferred tax liability:

    

Deferred commissions

   $ (1,923,463   $ (2,436,614

Non-current deferred tax liability:

    

Fixed assets

     (2,790,435     (2,861,658
  

 

 

   

 

 

 

Deferred tax liabilities

   $ (4,713,898   $ (5,298,272
  

 

 

   

 

 

 

Less: valuation allowance

   $ (17,816,239   $ (19,176,223
  

 

 

   

 

 

 

Total

   $ —        $ —     
  

 

 

   

 

 

 

The Company has a federal net operating loss (NOL) carryforward of $54,952,039 as of December 31, 2013. The federal NOL carryforward will begin to expire in 2019. For state income tax purposes, the Company has net operating loss carryforwards in a number of jurisdictions in varying amounts and with varying expiration dates from 2014 through 2034.

The Internal Revenue Code contains provisions that limit the yearly utilization of net operating loss carryforwards if there has been an ownership change, as defined. Such an ownership change, as described in Section 382 of the Internal Revenue Code, may limit the Company’s ability to utilize its net operating loss carryforwards on a yearly basis. As a result, to the extent that any single-year limitation is not utilized to the full amount of the limitation, such unused amounts are carried over to subsequent years until the earlier of its utilization or the expiration of the relevant carryforward period. The Company has not yet made a determination regarding the potential impact of these amounts.

The Company’s federal, state, and foreign income tax returns remain open to examination by income taxing authorities for the years 2005 through 2012, 2008 through 2012, and 2009 through 2012, respectively.

(7) Leases

The Company has several noncancelable operating leases that expire through 2022. These leases generally contain renewal options for periods ranging from three to five years and require the Company to pay all executory costs such as maintenance and insurance. Rental expense for operating leases was approximately $1,963,000, $1,867,000, and $2,195,000, for the years ended December 31, 2011, 2012, and 2013, respectively, and is allocated to various line items on the consolidated statements of operations.

 

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AMBER ROAD, INC. AND SUBSIDIARIES

Notes to Consolidated Financial Statements

 

The carrying value of assets recorded under capital leases was approximately $580,574 and $2,949,473, as of December 31, 2012 and 2013, respectively, which includes accumulated amortization of $181,952 and $570,889, respectively. Amortization of assets held under capital leases is allocated to various line items in the consolidated statements of operations.

Future minimum lease payments under noncancelable operating leases (with initial or remaining lease terms in excess of one year) and future minimum capital lease payments as of December 31, 2013 are as follows:

 

     Capital
Leases
    Operating
Leases
 

2014

   $ 1,142,336      $ 2,584,002   

2015

     985,204        2,358,742   

2016

     815,074        2,180,112   

2017

     375,757        1,775,170   

2018

     3,032        1,786,376   

2019 and thereafter

     —          4,643,299   
  

 

 

   

 

 

 

Total minimum lease payments

     3,321,403      $ 15,327,701   
    

 

 

 

Less amount representing interest

     (230,919  
  

 

 

   

Present value of net minimum capital lease payments

     3,090,484     

Less current installments of obligations under capital leases

     1,022,176     
  

 

 

   

Obligations under capital leases excluding current installments

   $ 2,068,308     
  

 

 

   

(8) Debt

(a) Line of Credit

On April 10, 2013, the Company established a loan and security agreement with a revolving line of credit with a financial institution in an amount up to the lesser of $10,000,000 or 80% of eligible accounts, as defined. Borrowings under this facility bore interest each month at an interest rate equal to the Prime Rate, as defined, plus 1.5%. Borrowings under the line of credit are subject to certain reporting and financial covenants, as defined, and are secured by substantially all the Company’s assets excluding intellectual property. On December 30, 2013, the Company amended the loan and security agreement. Under the amended terms, borrowings bear interest at an interest rate equal to the Prime Rate as defined, plus 1.5% or 2.5% depending on cash balances and the availability of the line of credit. The interest rate as of December 31, 2013 was Prime Rate plus 1.5%. As of December 31, 2013, the Company is in compliance with the reporting and financial covenants. The line of credit expires on April 10, 2015. As of December 31, 2013, the Company had $6,978,525 outstanding under this facility, which is classified as a noncurrent liability based upon the terms of the arrangement.

(b) Term Loan

On March 26, 2007, the Company established term loan financing with a financial institution. The term loan was comprised of two “Tranches.” Tranche A, which was funded in March 2007, was in the amount of $5,000,000 and was to be repaid in 24 equal monthly principal payments commencing on April 26, 2009. Tranche B was an amount not to exceed $4,000,000 and was disbursed in one disbursement of $4,000,000 on February 26, 2008. Tranche B was to be repaid in 24 equal monthly principal payments commencing 24 months from the time of funding. Both tranches of the term loan financing bore interest at the rate of 10.5% per annum. During 2011, the Company paid the remaining outstanding amounts in full and there were no amounts outstanding related to Tranche A or Tranche B at December 31, 2011 or 2012.

In conjunction with Tranches A and B of the term loan, the Company issued the financial institution warrants to purchase 136,637 and 109,309 shares, respectively, of the Company’s common stock at $3.29 per share. As of December 31, 2013, all such warrants were exercisable. At the dates of grant, the fair value of these warrants was approximately $230,000 and $44,000, respectively. The fair value of the exercisable warrants was recorded as a discount to the debt and was being amortized over the term of the debt using the effective interest method.

 

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AMBER ROAD, INC. AND SUBSIDIARIES

Notes to Consolidated Financial Statements

 

Amortization of the debt discount was $6,782 for the year ended December 31, 2011. The warrants also contain certain “down round” provisions, and accordingly are recorded in other noncurrent liabilities on the Company’s consolidated balance sheets with changes in the fair value recorded in the Company’s consolidated statements of operations. At December 31, 2011, 2012 and 2013, the warrant liability was $94,012, $126,686, and $1,726,862, respectively. For the years ended December 31, 2011, 2012 and 2013, the Company recorded (income) expense from the change in fair value of $32,674, $7,005 and $1,600,176, respectively, which was included in general and administrative expense on the consolidated statements of operations.

(c) Convertible Bridge Loan

On June 26, 2008 and August 26, 2008, the Company drew $1,000,000 and $250,000, respectively, under a convertible bridge loan agreement with three of the Company’s Preferred Stock shareholders. The loans accrued interest at a 6% annual rate. In January 2009, the Company entered into a Series D Convertible Preferred Stock offering (note 8). In connection with the Series D Preferred Stock offering, the holders of such bridge loans converted the outstanding amount of principal balance plus accrued interest into Series D Preferred shares at a discount of 10% from the purchase price. As a result, no further amounts of principal or interest were due related to the bridge loans (note 8(e)).

(9) Stockholders’ Equity

The Company is authorized to issue 61,284,820 shares of capital stock, of which 38,100,100 shares have been designated as no-par-value common stock, 6,725,000 shares have been designated as no-par-value Series A Convertible Preferred, 1,853,568 shares have been designated as no-par-value Series B Convertible Preferred, 5,227,761 shares have been designated as no-par-value Series C Convertible Preferred, 2,669,384 shares have been designated as no-par-value Series D Convertible Preferred, and 6,709,007 shares have been designated as no-par-value Series E Convertible Preferred.

(a) Common Stock

In connection with the issuance of restricted stock, 2,443,472 shares of common stock were issued to certain members of management during the year ended December 31, 2005.

In connection with the Series E Preferred Stock issuance, during 2010, the Company repurchased 200,400 shares of common stock from certain members of the Company’s management at a price per share of $3.74 resulting in a payment of $750,000. As a result, the Company recognized net compensation expense of $483,000, which was included in general and administrative expense in the consolidated statement of operations during 2010.

(b) Puttable Common Stock

In connection with the EasyCargo acquisition (note 2) the Company may issue up to 296,547 shares of common stock. All of these shares of common stock, whether issued or contingently issuable are puttable by the shareholders of EasyCargo to the Company at a price of $10.10 per share if the Company does not complete an initial public offering by September 3, 2014.

(c) Series A Redeemable Convertible Preferred Stock

On October 9, 2002, Mandyn Acquisition Corp (Mandyn) sold 6,725,000 shares of its Series A Redeemable Convertible Preferred Stock (Series A) for gross proceeds of $6,725,000. The Company incurred costs of $225,775, resulting in net proceeds of $6,499,225. In connection with the merger of Mandyn, the Series A Preferred of Mandyn was exchanged on a one-for-one basis for the Series A of the Company.

(d) Series B Redeemable Convertible Preferred Stock

On December 30, 2004, the Company sold 1,853,568 shares of its Series B Redeemable Convertible Preferred Stock (Series B) for gross proceeds of $5,000,000. The Company incurred costs of $89,985, resulting

 

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AMBER ROAD, INC. AND SUBSIDIARIES

Notes to Consolidated Financial Statements

 

in net proceeds of $4,910,015. This transaction was completed in connection with the purchase of BridgePoint, Inc. (BridgePoint), as a portion of the proceeds were required to be used for the cash payment for BridgePoint’s net assets.

(e) Series C Redeemable Convertible Preferred Stock

On October 7, 2005, the Company sold 5,227,761 shares of its Series C Redeemable Convertible Preferred Stock (Series C) for gross proceeds of approximately $16,000,000. The Company incurred costs of $51,416, resulting in net proceeds of $15,948,584. This transaction was completed in connection with the merger of NextLinx Corporation, as a portion of the proceeds were required to be used for the cash payment required at closing.

(f) Series D Redeemable Convertible Preferred Stock

On January 16, 2009, the Company sold 2,669,384 shares of its Series D Redeemable Convertible Preferred Stock (Series D) for $7,000,000 of cash plus the conversion of indebtedness to convertible bridge loan holders (note 8) totaling $1,289,918. The Company incurred costs of $111,748, resulting in net cash proceeds of $6,888,252. In addition, the holders of the convertible bridge loans converted the outstanding notes at a 10% discount, and this beneficial conversion feature was recorded as a debt discount in the amount of $143,324 when the Series D offering was completed.

(g) Series E Redeemable Convertible Preferred Stock

On July 16, 2010, the Company sold 4,472,671 shares of its Series E Redeemable Convertible Preferred Stock (Series E) for $15,000,000. The Company incurred costs of $297,552, resulting in net cash proceeds of $14,702,448. In addition, through January 16, 2012, in the event that the Company had sought to raise additional financing then the holders of the Series E Redeemable Convertible Preferred Stock would have had the right to purchase up to an additional 2,236,336 shares of Series E at the July 2010 price of $5.0205 per share. No such additional financing occurred and the purchase right has lapsed.

(h) Voting

The holders of each series of the preferred stock (Series A, B, C, D, and E) are entitled to the number of votes per share that equals the number of shares of common stock into which each share is convertible.

(i) Dividends

The holders of Series A, B, and C were entitled to receive 8% cumulative dividends from the date of their respective issuances through the date of issuance of Series D (January 2009). The holders of Series D were entitled to receive 8% cumulative dividends from the date of their issuance until the total of the accumulated dividends for Series D equal 30% of the value of Series D at the time of issuance. Dividends on the Series E are paid when and if declared by the Company’s board of directors. Accrued dividends at December 31, 2011, 2012, and 2013 were as follows:

 

     Year ended December 31,  
     2011              2012                      2013          

Series A

   $ 2,175,911       $   2,175,911       $   2,175,911   

Series B

     1,617,778         1,617,778         1,617,778   

Series C

     4,187,957         4,187,957         4,187,957   

Series D

     1,994,469         2,530,576         2,530,576   

Series E

     —           —           —     

The pro-forma balance sheet as of December 31, 2013 has not been adjusted to reflect $10,512,222 of accrued dividends that will be paid in shares of common stock at the offering price in connection with the initial public offering.

 

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AMBER ROAD, INC. AND SUBSIDIARIES

Notes to Consolidated Financial Statements

 

(j) Liquidation

In the event of liquidation, dissolution, or winding up of the Company, Series E holders are entitled to be paid an amount per share of $11.30 plus all accrued but unpaid dividends before any distribution or payment is made to any holders of Common Stock or holders of Series A, B, C, and D. After Series E holders received payment in full, Series D, C and B (pari passu), and A (in order of seniority) would receive an amount per share equal to the stated value of the respective class of stock plus all accrued but unpaid dividends.

(k) Conversion

Each share of the Series A, B, C, D, and E preferred stock is convertible at the holder’s option at any time into shares of common stock (as defined), plus the value of accrued but unpaid dividends payable in cash or in shares of common stock at the then current fair market value of the common stock. Each share of Series A, B, C, D, and E preferred stock is automatically converted into shares of common stock immediately prior to the closing of a qualified public offering, or upon the election of the holders. The pro-forma balance sheet as of December 31, 2013 has been adjusted to reflect the conversion of each share of Series A, B, C, D, and E preferred stock into common stock.

(l) Redemption

On or after July 16, 2014, upon written request of the holders of a majority of the Series A, B, D, and E preferred stock, and at least 60% of the Series C preferred stock, all such shares plus all accrued but unpaid dividends shall be redeemed. The holders of the Series A, B, C, and D can redeem their preferred shares only after the Series E have redeemed their shares.

The Series E redemption amount is equal to $11.30 per share plus any declared but unpaid dividends. The Series A, B, C, and D redemption amounts are equal to $1.50, $4.04, $4.58, and $4.73 per share, respectively, plus all accrued but unpaid dividends.

As a result of the terms of the redemption features, the Company is accreting up to the earliest redemption period (July 16, 2014) based upon the terms noted above. For the years ended December 31, 2011, 2012, and 2013, the Company recorded accretion of $674,820 and $3,274,546, $536,107 and $3,941,358, and $0 and $4,743,956 related to the Series D and Series E, respectively.

The Company incurred issuance costs in connection with the sale of all Series of Preferred Stock which must be accreted over the period from date of issuance to the earliest redemption date. Such accretion for the years ended December 31, 2011, 2012, and 2013 were as follows:

 

     Year ended December 31,  
     2011      2012      2013  
                      

Series A

   $ 4,967       $ 4,967       $ 4,307   

Series B

     3,570         3,570         3,097   

Series C

     2,413         2,413         2,095   

Series D

     22,043         22,043         22,043   

Series E

       51,153           61,569           74,107   

(m) Other Terms of Preferred Stock

The holders of the Series A, B, C, D and E Preferred Stock have the right to approve certain corporate transactions. Specifically, the Company would need the approval of the preferred stockholders to consummate an initial public offering of the Company’s common stock that was not a Qualified Public Offering, as defined.

(n) Restricted Stock

In January and October 2005, the Company sold 866,119 and 1,577,353 shares of common stock, respectively, at a purchase price of $0.0001 per share to certain members of management. The shares are

 

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Table of Contents

 

AMBER ROAD, INC. AND SUBSIDIARIES

Notes to Consolidated Financial Statements

 

subject to repurchase by the Company under certain conditions, including termination of employment or in the event of a corporate transaction, as defined. The repurchase rights lapsed with respect to 50% of the shares purchased over a period of four years. The repurchase rights for the remaining shares lapse upon the closing of the earlier of a corporate transaction, as defined, or the initial public offering of the common stock of the Company based upon the aggregate sale price of the Company in the event of a corporate transaction, or the pre offering valuation of the Company in an initial public offering. Accordingly, upon the consummation of a corporate transaction, the Company will record compensation expense equal to the fair value of these shares on the date of the transaction. Regarding the 50% of the shares with repurchase rights that lapsed over a period of four years, the Company recorded changes in the intrinsic value of the vested shares in the accompanying consolidated statements of operations. The Company recognized compensation expense of $683,325, $877,892 and $9,327,594 during the years ended December 31, 2011, 2012, and 2013, respectively, which is included in restricted stock expense in the consolidated statements of operations. This restricted stock expense relates to general and administrative expense. Compensation expense will continue to be recognized for the shares that vest over a four-year period from the date of sale based upon the vested intrinsic value of those shares at each future financial reporting date until the earlier of (i) 15 years following the date of the nonrecourse loans (see below) or (ii) the date that the balance of the nonrecourse loans has been paid in full.

In connection with the purchase of these shares, the Company loaned, on a nonrecourse basis, an aggregate of $960,599 to the purchasers of the shares to cover related tax liabilities incurred by the purchasers. The loans bear interest at an annual rate of 4.75% and are repayable upon the earlier of (i) 15 years following the date of the loans or (ii) upon each sale or other disposition by the purchasers of any shares to a third party, until the balance of the loans has been paid in full. The Company’s sole remedy with respect to the unpaid principal and interest on the loans is to cause an adequate number of the purchased shares to be returned to the Company in complete satisfaction of the balance due. As the loans are nonrecourse, $960,599 was recognized as compensation expense in general and administrative expense in the consolidated statement of operations for the year ended December 31, 2005. Additionally, the 50% of shares that vested over a period of four years have been accounted for as a variable award since their issuance in 2005. On January 30, 2014, the Company forgave these loans, which amounted to $1,430,722, inclusive of accrued interest. In addition, the Company will also record compensation expense of approximately $927,000 in its 2014 consolidated statement of operations related to a bonus provided to the borrowers to offset the tax consequences related to the loan forgiveness.

(10) Stock Option Plan

In 2002, the Company adopted a stock option plan (the Plan) whereby options to purchase shares of common stock are issued to employees at an exercise price not less than the fair market value of its common stock on the date of grant. As of December 31, 2012 and 2013, the Company had authorized 4,939,270 shares to be issued under the Plan. The term, not to exceed ten years, and exercise period of each stock option awarded under the Plan are determined by the board of directors. These options generally vest over a four-year period.

In October 2012, the Company adopted the Amber Road, Inc. 2012 Omnibus Incentive Compensation Plan (the 2012 Plan). The 2012 Plan covers the grant of awards to the Company’s employees (including officers), non-employee consultants and non-employee directors and those of the Company’s affiliates. As of December 31, 2013, the Company had authorized 1,068,540 shares to be issued under the 2012 Plan (note 14). The term, not to exceed ten years, and exercise period of each stock option awarded under the 2012 Plan are determined by the board of directors. These options generally vest over a four-year period. As of December 31, 2013, 831,660 options have been granted under the 2012 Plan.

 

F-29


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AMBER ROAD, INC. AND SUBSIDIARIES

Notes to Consolidated Financial Statements

 

Total stock-based compensation expense related to employee options included in the consolidated statements of operations is as follows:

 

     Year Ended December 31,  
     2011      2012      2013  
                      

Cost of subscription revenue

   $   21,486       $   42,624       $ 80,204   

Cost of professional services

     341         1,110         40,037   

Sales and marketing

     51,849         46,512         76,912   

Research and development

     25,058         28,668         62,387   

General and administrative

     71,540         100,505         262,044   
  

 

 

    

 

 

    

 

 

 
   $   170,274       $   219,419       $ 521,584   
  

 

 

    

 

 

    

 

 

 

The fair value of each option grant is estimated using the Black-Scholes option pricing model with the following weighted average assumptions:

 

     Year Ended December 31,
     2011   2012   2013

Risk free interest rate

   1.20 – 2.44%   0.79 – 1.12%   1.13 – 1.75%

Expected volatility

   60.0 – 70.0   60.0   60.0

Expected dividend yield

   —     —     —  

Expected life

   4.81 – 6.25 years   6 – 6.25 years   3.75 – 6.25 years

Weighted average fair value of options granted

   $    0.73       $    1.02       $    2.65    

The computation of expected volatility for the years ended December 31, 2011, 2012, and 2013 is based on historical volatility of comparable public companies. The volatility percentage represents the mean volatility of these companies. The computation of expected life for the years ended December 31, 2011, 2012, and 2013 was determined based on the simplified method. The risk-free interest rate is based on U.S. Treasury yields for zero-coupon bonds with a term consistent with the expected life of the options.

Information relative to the Plan is as follows:

 

     Outstanding
options
    Exercise price
per share
   Weighted
average
exercise price
 

Balance at December 31, 2010

     1,744,218      $0.37 – $4.06    $ 1.98   

Granted

     698,062      $2.31    $ 2.31   

Canceled

     (88,938   $2.31    $ 2.31   
  

 

 

      

Balance at December 31, 2011

     2,353,342      $0.37 – $4.06    $ 2.07   

Granted

     188,231      $2.31    $ 2.31   

Exercised

     (107,777   $0.37 – $2.31    $ 0.40   

Canceled

     (291,259   $0.37 – $3.29    $ 2.02   
  

 

 

      

Balance at December 31, 2012

     2,142,537      $0.37 – $4.06    $ 2.17   

Granted

     831,663      $2.68 – $8.07    $ 5.25   

Exercised

     (79,492   $0.37    $ 0.37   

Canceled

     (4,345   $0.37 – $2.31    $ 1.12   
  

 

 

      

Balance at December 31, 2013

     2,890,363      $0.37 – $6.14    $ 3.11   
  

 

 

      

The total intrinsic value of options exercised during 2013 was $244,980.

 

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AMBER ROAD, INC. AND SUBSIDIARIES

Notes to Consolidated Financial Statements

 

Information with respect to the options outstanding and exercisable under the Plan at December 31, 2012 is as follows:

 

    Options Outstanding     Options Exercisable  

Exercise price per share

  Outstanding
options
    Weighted
average
remaining
contractual
life
    Intrinsic
Value
    Options
exercisable
    Weighted
average
remaining
contractual
life
    Intrinsic
Value
 
$0.37     116,837        0.9 years        269,355        116,837        0.9 years        269,355   
  0.84     118,418        2.1 years        218,047        118,418        2.1 years        218,047   
  1.75     279,512        3.0 years        259,427        279,512        3.0 years        259,427   
  2.31     1,368,920        6.5 years        512,321        674,492        7.2 years        252,432   
  2.74     13,360        3.8 years        (800     13,360        3.8 years        (800
  3.29     215,430        4.1 years        (132,225     215,430        4.1 years        (132,225
  4.06     30,060        4.3 years        (41,400     30,060        4.3 years        (41,400
 

 

 

     

 

 

   

 

 

     

 

 

 
    2,142,537          1,084,725        1,448,109          824,836   
 

 

 

     

 

 

   

 

 

     

 

 

 

The weighted average exercise price and weighted average remaining term of fully vested options as of December 31, 2012 is $2.11 and 4.9 years, respectively.

Information with respect to the options outstanding and exercisable under the Plan at December 31, 2013 is as follows:

 

    Options Outstanding     Options Exercisable  

Exercise price per share

  Outstanding
options
    Weighted
average
remaining
contractual
life
    Intrinsic
Value
    Options
exercisable
    Weighted
average
remaining
contractual
life
    Intrinsic
Value
 
$0.37     34,673        0.4 years        344,656        34,673        0.4 years        344,656   
  0.84     118,418        1.1 years        1,122,144        118,418        1.1 years        1,122,144   
  1.75     279,512        2.0 years        2,393,425        279,512        2.0 years        2,393,425   
  2.31     1,367,250        5.5 years        10,950,284        999,509        6.6 years        8,018,480   
  2.68     200,400        9.1 years        1,530,000        —          —          —     
  2.74     13,360        2.8 years        101,200        13,360        2.8 years        101,200   
  3.29     215,430        3.1 years        1,512,525        215,430        3.1 years        1,512,525   
  4.06     30,060        3.3 years        188,100        30,060        3.3 years        188,100   
  5.57     297,260        9.4 years        1,410,650        —          —          —     
  6.14     267,200        9.3 years        1,116,000        —          —          —     
  8.07     66,800        9.7 years        150,000        —          —          —     
 

 

 

     

 

 

   

 

 

     

 

 

 
    2,890,363          20,818,984        1,690,962          13,680,530   
 

 

 

     

 

 

   

 

 

     

 

 

 

The weighted average exercise price and weighted average remaining term of fully vested options as of December 31, 2013 is $2.23 and 4.8 years, respectively.

As of December 31, 2012 and 2013, 988,380 and 236,877, respectively, of options are available for future grant. As of December 31, 2012 and 2013, there was $489,151 and $2,002,691, respectively, of total unrecognized compensation expense related to non-vested stock options. That cost is expected to be recognized over a weighted average period of 1.6 years. Common stock issued upon exercise of stock options is newly issued shares.

 

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AMBER ROAD, INC. AND SUBSIDIARIES

Notes to Consolidated Financial Statements

 

(11) Net Loss Per Share

The following table sets forth the computation of basic and diluted net loss per share attributable to common stockholders:

 

     Year Ended December 31,  
     2011     2012     2013  

Basic and diluted net loss per share:

      

Numerator:

      

Net loss attributable to common shareholders

   $ (8,680,971   $ (6,668,584   $ (19,247,477
  

 

 

   

 

 

   

 

 

 

Denominator:

      

Weighted average shares used in computing net loss attributable to common shareholders

     3,596,911        3,673,181        3,763,562   
  

 

 

   

 

 

   

 

 

 

Basic and diluted net loss per share

   $ (2.41   $ (1.82   $ (5.11
  

 

 

   

 

 

   

 

 

 

Diluted net loss per share does not include the effect of the following antidilutive common equivalent shares:

 

     Year Ended December 31,  
     2011      2012      2013  

Stock options outstanding

     707,144         1,883,696         2,890,363   

Stock purchase warrants outstanding

     —           —           245,946   

Common equivalent shares preferred stock

     13,993,566         13,993,566         13,993,566   
  

 

 

    

 

 

    

 

 

 
     14,700,710         15,877,262         17,129,875   
  

 

 

    

 

 

    

 

 

 

Basic and diluted net loss per share does not include 1,221,736 unvested shares of restricted common stock, which are subject to repurchase by us until the closing of the earlier of a corporate transaction, as defined, or an initial public offering. See note 9(m). The holders of the Series A, B, C, D, and E preferred stock do not have a contractual obligation to share in the losses of the Company.

The unaudited pro forma net loss per share is calculated using the weighted average number of common shares outstanding and assumes the conversion of all outstanding shares of the Company’s A, B, C, D, and E preferred stock into shares of common stock and the vesting of the unvested restricted stock upon the closing of the Company’s planned initial public offering, as if these events had occurred at the beginning of the period. In addition, the unaudited pro forma net loss per share calculation includes the puttable common stock as the put right expires upon the closing of an initial public offering. The Company believes the unaudited pro forma net loss per share provides material information to investors, as the conversion of the Series A, B, C, D, and E preferred stock into common stock, the vesting of the unvested restricted stock and the expiration of the put right on certain shares of common stock (note 2) are expected to occur upon the closing of an initial public offering and the disclosure of pro forma loss per share provides an indication of loss per share that is comparable to what will be reported by the Company as a public company following the closing of the initial public offering.

 

F-32


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AMBER ROAD, INC. AND SUBSIDIARIES

Notes to Consolidated Financial Statements

 

The following table summarizes the calculation of unaudited pro forma basic and diluted net loss per common share for the year ended December 31, 2013:

 

     Year Ended
December 31,
2013
 
        

Pro forma basic and diluted net loss per share:

  

Net loss attributable to common stockholders

   $ (19,247,477
  

 

 

 

Weighted-average shares outstanding used for basic and diluted EPS

     3,763,562   

Effect of pro forma conversion of Series A, B, C, D, and E preferred stock

     13,993,566   

Effect of vesting of shares of restricted common stock

     1,221,736   

Puttable common stock

     64,527   
  

 

 

 

Shares used in computing unaudited pro forma weighted-average basic shares outstanding

     19,043,391   
  

 

 

 

Pro forma basic and diluted net loss per share

   $ (1.01
  

 

 

 

(12) Commitments and Contingencies

(a) Employment Agreements

The Company entered into employment agreements with certain of its officers. The agreements are generally for three-year periods and provide for annual salaries, performance bonuses, and employee benefits. The agreements also include covenants not to compete during the employment term and for one year thereafter. The employment agreements provide for severance benefits in the event of change of control of the Company, as defined, a termination by the Company without cause, as defined, or by the employee for good reason, as defined. The severance benefit is one year’s base salary and continued coverage under the Company’s benefit plans and programs for one year. No severance benefits are payable if the employee is terminated by the Company for cause or by the employee without good reason.

(b) Legal Proceedings

The Company is involved in various claims and legal actions arising in the ordinary course of business. In the opinion of management, the ultimate disposition of these matters will not have a material adverse effect on the Company’s financial position, results of operations, or liquidity.

(c) Other

Under the indemnification clauses of the Company’s standard customer agreements, the Company guarantees to defend and indemnify the customer against any claim based upon any failure to satisfy the warranty set forth in the contract associated with infringements of any patent, copyright, trade secret, or other intellectual property right. The Company does not expect to incur any infringement liability as a result of the customer indemnification clauses.

(13) Benefit Plan

The Company has a retirement savings plan under Section 401(k) of the Internal Revenue Code (the 401(k) Plan). The Company did not make any matching contributions to the 401(k) Plan during the years ended December 31, 2011, 2012, or 2013.

(14) Subsequent Events

In 2014, the Company’s board of directors approved the filing of a registration statement with the Securities and Exchange Commission for an initial public offering of the Company’s common stock, which filing occurred in February 2014.

 

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AMBER ROAD, INC. AND SUBSIDIARIES

Notes to Consolidated Financial Statements

 

On January 21, 2014, Amber Road, Inc., reincorporated as a Delaware corporation.

On January 29, 2014, the Board of Directors authorized an additional 4,078,156 shares of common stock to be issued under the Amber Road, Inc. 2012 Omnibus Incentive Compensation Plan.

These financial statements considered subsequent events through February 10, 2014, the date these financial statements were issued.

(15) Reverse Stock Split

On March 4, 2014, the board of directors of the Company approved a 1-for-1.497 reverse stock split of the Company’s common stock. The reverse stock split became effective upon filing of an amended and restated certificate of incorporation with the Secretary of State of the State of Delaware on March 4, 2014. The conversion value of the Company’s Series A, Series B, Series C, Series D, and Series E Redeemable Convertible Preferred Stock and the number of shares subject to and the exercise price of its outstanding options and warrants were adjusted to equitably reflect the split. All common stock and restricted common stock share and per-share data included in these financial statements give effect to the reverse stock split and have been adjusted retroactively for all periods presented.

 

F-34


Table of Contents

LOGO

The road most traveled.


Table of Contents

 

 

LOGO

 

 

PROSPECTUS

6,522,000 Shares

Common Stock

 

 

 

 

 

Stifel
Pacific Crest Securities
Canaccord Genuity   Needham & Company   Raymond James

 

 

 

 

Neither we nor any of the underwriters have authorized anyone to provide information different from that contained in this prospectus. When you make a decision about whether to invest in our common stock, you should not rely upon any information other than the information in this prospectus. Neither the delivery of this prospectus nor the sale of our common stock means that information contained in this prospectus is correct after the date of this prospectus. This prospectus is not an offer to sell or solicitation of an offer to buy these shares of common stock in any circumstances under which the offer or solicitation is unlawful.

Until                     , all dealers that effect transactions in these securities, whether or not participating in this offering, may be required to deliver a prospectus. This is in addition to the dealers’ obligation to deliver a prospectus when acting as underwriters and with respect to their unsold allotment or subscriptions.


Table of Contents

 

PART II

INFORMATION NOT REQUIRED IN THE PROSPECTUS

Item 13. Other Expenses of Issuance and Distribution.

Estimated expenses, other than underwriting discounts and commissions, payable by the Registrant in connection with the sale of the common stock being registered under this registration statement are as follows:

 

SEC registration fee

   $ 12,076   

FINRA filing fee

   $ 14,563   

Listing fee

   $ 140,000   

Printing and engraving expenses

   $ 210,000   

Legal fees and expenses

   $ 1,750,000   

Accounting fees and expenses

   $ 1,500,000   

Transfer agent and registrar fees and expenses

   $ 10,000   

Miscellaneous

   $ 57,361   
  

 

 

 

Total

   $ 3,694,000   
  

 

 

 

Item 14. Indemnification of Directors and Officers.

On completion of this offering, the Registrant’s amended and restated certificate of incorporation will contain provisions that eliminate, to the maximum extent permitted by the General Corporation Law of the State of Delaware, the personal liability of the Registrant’s directors and executive officers for monetary damages for breach of their fiduciary duties as directors or officers. The Registrant’s amended and restated certificate of incorporation and amended and restated bylaws will provide that the Registrant must indemnify its directors and executive officers and may indemnify its employees and other agents to the fullest extent permitted by the General Corporation Law of the State of Delaware.

Sections 145 and 102(b)(7) of the General Corporation Law of the State of Delaware provide that a corporation may indemnify any person made a party to an action by reason of the fact that he or she was a director, executive officer, employee or agent of the corporation or is or was serving at the request of a corporation against expenses (including attorneys’ fees), judgments, fines and amounts paid in settlement actually and reasonably incurred by him or her in connection with such action if he or she acted in good faith and in a manner he or she reasonably believed to be in, or not opposed to, the best interests of the corporation and, with respect to any criminal action or proceeding, had no reasonable cause to believe his or her conduct was unlawful, except that, in the case of an action by or in right of the corporation, no indemnification may generally be made in respect of any claim as to which such person is adjudged to be liable to the corporation.

The Registrant intends to enter into indemnification agreements with its directors and executive officers, in addition to the indemnification provided for in its amended and restated certificate of incorporation and amended and restated bylaws, and intends to enter into indemnification agreements with any new directors and executive officers in the future.

The Registrant intends to purchase and maintain insurance on behalf of each person who is or was a director or officer of the Registrant against any loss arising from any claim asserted against him or her and incurred by him or her in any such capacity, subject to certain exclusions.

The Underwriting Agreement (Exhibit 1.1 hereto) provides for indemnification by the underwriters of the Registrant and its executive officers and directors, and by the Registrant of the underwriters, for certain liabilities, including liabilities arising under the Securities Act.

See also the undertakings set out in response to Item 17 herein.

 

II-1


Table of Contents

 

Item 15. Recent Sales of Unregistered Securities.

During the last three years, we sold the following unregistered securities:

 

(1) From January 1, 2011 through December 31, 2013, we issued to our employees, consultants or former service providers an aggregate of 187,268 shares of common stock pursuant to option exercises under our 2002 Stock Option Plan and 2012 Omnibus Incentive Compensation Plan, at exercise prices ranging from $0.37 to $2.68 per share for an aggregate purchase price of $74,117.

 

(2) From January 1, 2011 through December 31, 2013, we granted options under our 2002 Stock Option Plan and 2012 Omnibus Incentive Compensation Plan, to purchase an aggregate of 1,717,956 shares of common stock to our employees, directors and consultants, having exercise prices ranging from $2.31 to $8.07 per share for an aggregate exercise price of $6,414,644.

 

(3) In July 2010, we sold and issued 4,472,671 shares of Series E preferred stock to Goldman, Sachs & Co., at $3.3537 per share, for a total consideration of $15.0 million.

 

(4) In September 2013, we issued 197,914 shares of our common stock as partial consideration for our acquisition of 100% of the issued and outstanding shares of Sunrise International Ltd., a Barbados company, which owns 100% of the issued and outstanding shares of EasyCargo (Shanghai) Co., Ltd.

We made the grants under our compensation plans and issuances of common stock upon exercises of options granted under those plans in reliance on the exemption from registration afforded by Rule 701 under the Securities Act. We issued the Series E preferred stock in reliance on the exemption from registration afforded by Rule 506 of Regulation D under the Securities Act. None of the foregoing transactions involved any underwriters, underwriting discounts or commissions.

Item 16. Exhibits and Financial Statement Schedules.

(a) Exhibits.

See Exhibit Index immediately following the signature pages.

(b) Financial Statement Schedules.

All other schedules have been omitted because the information required to be presented in them is not applicable or is shown in the consolidated financial statements or related notes.

Item 17. Undertakings.

The undersigned Registrant hereby undertakes to provide to the underwriters at the closing specified in the Underwriting Agreement, certificates in such denominations and registered in such names as required by the underwriters to permit prompt delivery to each purchaser.

Insofar as indemnification for liabilities arising under the Securities Act may be permitted to directors, officers and controlling persons of the Registrant pursuant to the foregoing provisions, or otherwise, the Registrant has been advised that in the opinion of the Securities and Exchange Commission such indemnification is against public policy as expressed in the Securities Act and is, therefore, unenforceable. In the event that a claim for indemnification against such liabilities (other than the payment by the Registrant of expenses incurred or paid by a director, officer or controlling person of the Registrant in the successful defense of any action, suit or proceeding) is asserted by such director, officer or controlling person in connection with the securities being registered, the Registrant will, unless in the opinion of its counsel the matter has been settled by controlling precedent, submit to a court of appropriate jurisdiction the question whether such indemnification by it is against public policy as expressed in the Securities Act and will be governed by the final adjudication of such issue.

The undersigned Registrant hereby undertakes that:

 

(1)

For purposes of determining any liability under the Securities Act, the information omitted from the form of prospectus filed as part of this Registration Statement in reliance upon Rule 430A and contained in a

 

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  form of prospectus filed by the Registrant pursuant to Rule 424(b)(1) or (4) or 497(h) under the Securities Act shall be deemed to be part of this Registration Statement as of the time it was declared effective.

 

(2) For the purpose of determining any liability under the Securities Act, each post-effective amendment that contains a form of prospectus shall be deemed to be a new registration statement relating to the securities offered therein, and the offering of such securities at that time shall be deemed to be the initial bona fide offering thereof.

 

(3) That, for the purpose of determining liability of the registrant under the Securities Act of 1933 to any purchaser in the initial distribution of the securities: the undersigned Registrant undertakes that in a primary offering of securities of the undersigned Registrant pursuant to this registration statement, regardless of the underwriting method used to sell the securities to the purchaser, if the securities are offered or sold to such purchaser by means of any of the following communications, the undersigned Registrant will be a seller to the purchaser and will be considered to offer or sell such securities to such purchaser:

 

  (i) Any preliminary prospectus or prospectus of the undersigned Registrant relating to the offering required to be filed pursuant to Rule 424;

 

  (ii) Any free writing prospectus relating to the offering prepared by or on behalf of the undersigned Registrant or used or referred to by the undersigned Registrant;

 

  (iii) The portion of any other free writing prospectus relating to the offering containing material information about the undersigned Registrant or its securities provided by or on behalf of the undersigned Registrant; and

 

  (iv) Any other communication that is an offer in the offering made by the undersigned Registrant to the purchaser.

 

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SIGNATURES

Pursuant to the requirements of the Securities Act of 1933, the registrant has duly caused this registration statement to be signed on its behalf by the undersigned, thereunto duly authorized, in the City of East Rutherford, State of New Jersey, on March 5, 2014.

 

AMBER ROAD, INC.
By:  

/ S /    J AMES W. P REUNINGER

  Name: James W. Preuninger
  Title: Chief Executive Officer and Director

POWER OF ATTORNEY

KNOW ALL PERSONS BY THESE PRESENTS, that each person whose signature appears below hereby constitutes and appoints James W. Preuninger and John W. Preuninger, and each of them, as his true and lawful attorney-in-fact and agent with full power of substitution, for him in any and all capacities, to sign any and all amendments to this registration statement (including post-effective amendments) and any registration statement related thereto filed pursuant to Rule 462(b) increasing the number of securities for which registration is sought, and to file the same, with all exhibits thereto and other documents in connection therewith, with the SEC, granting unto said attorney-in-fact and agent full power and authority to do and perform each and every act and thing requisite and necessary to be done in connection therewith, as fully for all intents and purposes as he might or could do in person, hereby ratifying and confirming all that said attorney-in-fact and agent, or his substitute, may lawfully do or cause to be done by virtue hereof.

Pursuant to the requirements of the Securities Act of 1933, the following persons have signed this Registration Statement on Form S-1 in the capacities and on the dates indicated.

 

Signature

  

Title

 

Date

/ S /    J AMES W. P REUNINGER        

James W. Preuninger

   Chief Executive Officer and Director (Principal Executive Officer)   March 5, 2014

/ S /    T HOMAS E. C ONWAY        

Thomas E. Conway

  

Chief Financial Officer

(Principal Financial and Accounting Officer)

  March 5, 2014

*

John W. Preuninger

  

President, Chief Operating Officer

and Director

  March 5, 2014

*

Donald R. Caldwell

   Director   March 5, 2014

*

Bernard M. Goldsmith

   Director   March 5, 2014

*

Kenneth M. Harvey

   Director   March 5, 2014

*

Rudy C. Howard

   Director   March 5, 2014

 

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Signature

  

Title

 

Date

/s/    A NTOINE M UNFA        

Antoine Munfa

   Director  

March 5, 2014

*

Barry M. V. Williams

   Chairman   March 5, 2014
*By:   / S / J AMES W. P REUNINGER        
  James W. Preuninger

 

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Table of Contents

 

EXHIBIT INDEX

 

Exhibit
Number

 

Exhibit Title

  1.1   Form of Underwriting Agreement
  3.1   Form of Amended and Restated Certificate of Incorporation of the Registrant, to be effective upon closing of the offering
  3.2%   Amended and Restated Bylaws of the Registrant, to be effective upon closing of the offering
  4.1   Specimen Common Stock Certificate of the Registrant
  4.2%   Warrant to Purchase Common Stock, issued March 27, 2007 to Orix Venture Finance LLC
  5.1   Opinion of Dentons US LLP
10.1%,**   Data Center and General Services Agreement, dated as of November 1, 2009, between Florida Technology Managed Services, Inc. and the Registrant
10.2%,**   Amendment 1 to Data Center and General Services Agreement, dated as of November 1, 2012, between Registrant and Florida Technology Managed Services, Inc.
10.3   Fourth Amended and Restated Investor Rights Agreement, dated as of July 16, 2010, by and among the Registrant and the investors signatory thereto
10.4+   Employment Agreement with James W. Preuninger, dated as of March 3, 2014
10.5+   Employment Agreement with John W. Preuninger, dated as of March 3, 2014
10.6%,+   Form of Change in Control Agreement
10.7%+   2002 Stock Option Plan, as amended
10.8%,+   Form of Employee Stock Option Agreement under the 2002 Stock Option Plan, as amended
10.9%+   Form of Director Stock Option Agreement under the 2002 Stock Option Plan, as amended
10.10%,+   2012 Omnibus Incentive Compensation Plan
10.11+   Form of Stock Option Agreement for officers and employees under 2012 Omnibus Incentive Compensation Plan
10.12+   Form of Stock Option Agreement for directors under 2012 Omnibus Incentive Compensation Plan
10.13%,+   Form of Indemnification Agreement
10.14%   Lease Deed, dated October 9, 2009, by and between the parties signatory thereto, Nextlinx India Private Limited and Prestige Estate Projects Private Limited
10.15 %   Office Lease by and between the Metropolitan Life Insurance Company and the Registrant, dated as of October 5, 1998, as amended
10.16 %   Deed of Lease by and between MEPT 1660 International Drive LLC and the Registrant, dated as of June 14, 2011
10.17 %   Lease Agreement by and between PFRS Crossroads Corp. and the Registrant, dated as of April 30, 2010
10.18%   Loan and Security Agreement, dated as of April 10, 2013, between Silicon Valley Bank and the Registrant
10.19%   Waiver and First Amendment to Loan and Security Agreement, dated as of December 30, 2013, between Silicon Valley Bank and the Registrant
10.20%   Share Purchase Agreement dated as of September 3, 2013 among Sunrise International Ltd., the Shareholder Representative Committee, the shareholders of Sunrise International Ltd., the Registrant and Amber Road Holdings, Inc.
10.21%   Lease Deed, dated November 8, 2013, between M/s. Paliwal Overseas Private Limited and M/s. Amber Road Software Private Limited
10.22+
  Form of Management Severance Policy
10.23+   Employment agreement with Kae-por Chang
21.1 %   Subsidiaries of the Registrant
23.1   Consent of KPMG LLP, independent registered public accounting firm
23.2   Consent of Dentons US LLP (included in Exhibit 5.1 hereto)
24.1   Power of Attorney (included on the signature page hereto)
99.1%   Consent of Rapture World Limited (provider of SCM World study)
99.2%   Consent of ARC Advisory Group, Inc.
99.3%   Consent of Pamela F. Craven
99.4%  

Consent of John Malone

 

* To be filed by amendment.
** Portions of this exhibit have been omitted pursuant to a request for confidential treatment and have been separately filed with the Securities and Exchange Commission.
+ Indicates management contract or compensatory plan.
% Previously filed.

 

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Exhibit 1.1

[Number of Firm Shares] Shares

AMBER ROAD, INC.

Common Stock

FORM OF UNDERWRITING AGREEMENT

[            ], 2014

STIFEL, NICOLAUS & COMPANY, INCORPORATED

As representative of the several Underwriters

named in Schedule I hereto

c/o Stifel, Nicolaus & Company, Incorporated

787 7th Avenue, 11th Floor

New York, NY 10019

Ladies and Gentlemen:

Amber Road, Inc., a Delaware corporation (the “ Company ”), proposes to issue and sell to the several underwriters named in Schedule I hereto (the “Underwriters”) for whom you are acting as representative (the “ Representative ”), and certain stockholders of the Company named in Schedule II hereto (the “ Selling Stockholders ”) severally propose to sell to the several Underwriters, an aggregate of [                ] shares (the “ Firm Shares ”) of the common stock, par value $0.001 per share, of the Company (“ Common Stock ”), of which [                ] shares are to be issued and sold by the Company and [                ] shares are to be sold by the Selling Stockholders in the respective amounts set forth opposite their respective names in Schedule II hereto. The Company and the Selling Stockholders also propose to sell to the several Underwriters, at the option of the Underwriters, up to an additional [                ] shares of Common Stock (the “ Option Shares ”). The Firm Shares and the Option Shares are hereinafter referred to collectively as the “ Shares ”.

Each Selling Stockholder has executed and delivered an Irrevocable Power of Attorney and Custody Agreement in the form attached hereto as Exhibit C (collectively, the “ Power of Attorney and Custody Agreement ”) pursuant to which each Selling Stockholder has placed his or her Firm Shares and Option Shares in custody and appointed the person(s) designated therein with authority to execute and deliver this Agreement on behalf of such Selling Stockholder and to take certain other actions with respect thereto and hereto.

1. (a) The Company represents and warrants to, and agrees with, each of the Underwriters that, as of the date hereof and as of the Closing Date (as defined herein) and each Option Closing Date (as defined herein), if any:

(i) A registration statement on Form S-1 (File No. 333-193858) in respect of the Shares and one or more pre-effective amendments thereto (together, the “ Initial Registration Statement ”) have been filed with the Securities and Exchange Commission (the


Commission ”); the Initial Registration Statement and any post-effective amendment thereto, each in the form heretofore delivered to you, have been declared effective by the Commission in such form; other than a registration statement, if any, increasing the size of the offering (a “ Rule 462(b) Registration Statement ”), filed pursuant to Rule 462(b) under the Securities Act of 1933, as amended (the “ Securities Act ”), which became effective upon filing, no other document with respect to the Initial Registration Statement has heretofore been filed with the Commission; no stop order suspending the effectiveness of the Initial Registration Statement, any post-effective amendment thereto or the Rule 462(b) Registration Statement, if any, has been issued, to the Company’s knowledge no proceeding for that purpose has been initiated or threatened by the Commission and any request on the part of the Commission for additional information from the Company has been satisfied in all material respects; any preliminary prospectus included in the Initial Registration Statement, as originally filed or as part of any amendment thereto, or filed with the Commission pursuant to Rule 424(a) of the rules and regulations of the Commission under the Securities Act (the “ Rules and Regulations ”) is hereinafter called a “ Preliminary Prospectus ”; the various parts of the Initial Registration Statement and the Rule 462(b) Registration Statement, if any, including all schedules and exhibits thereto and including the information contained in the form of final prospectus filed with the Commission pursuant to Rule 424(b) under the Securities Act and deemed by virtue of Rule 430A under the Securities Act to be part of the Initial Registration Statement at the time it was declared effective or such part of the Rule 462(b) Registration Statement, if any, that became or hereafter becomes effective, each as amended at the time such part of the Initial Registration Statement became effective, are hereinafter collectively called the “ Registration Statement ”; the Preliminary Prospectus relating to the Shares that was included in the Registration Statement immediately prior to the Applicable Time (as defined in Section 1(a) (iii) hereof) is hereinafter called the “ Pricing Prospectus ”; such final prospectus, in the form first filed pursuant to Rule 424(b) under the Securities Act, is hereinafter called the “ Prospectus ”; and any “issuer free writing prospectus” as defined in Rule 433 under the Securities Act relating to the Shares is hereinafter called an “ Issuer Free Writing Prospectus ”; and all references to the Registration Statement, any Preliminary Prospectus, the Pricing Prospectus, the Prospectus, any Issuer Free Writing Prospectus or any amendment or supplement to any of the foregoing shall be deemed to include the copy filed with the Commission pursuant to its Electronic Data Gathering, Analysis and Retrieval system (“ EDGAR ”). From the time of initial confidential submission of the Registration Statement to the Commission (or, if earlier, the first date on which the Company engaged directly or through any person authorized to act on its behalf in any Testing-the-Waters Communication) through the date hereof, the Company has been and is an “emerging growth company,” as defined in Section 2(a) of the Securities Act (an “ Emerging Growth Company ”). “ Testing-the-Waters Communication ” means any oral or written communication with potential investors undertaken in reliance on Section 5(d) of the Securities Act;

(ii) (1) at the respective times the Initial Registration Statement, any Rule 462(b) Registration Statement and any post-effective amendments thereto became effective and at the Closing Date (and, if any Option Shares are purchased, at each Option Closing Date), the Initial Registration Statement, any Rule 462(b) Registration Statement and any amendments and supplements thereto complied and will comply in all material respects with the requirements of the Securities Act and the Rules and Regulations and did not and will not contain an untrue statement of a material fact or omit to state a material fact required to be stated therein or necessary to make the statements therein not misleading, and (2) at the time the Prospectus or

 

2


any amendments or supplements thereto were issued and at the Closing Date (and, if any Option Shares are purchased, at each Option Closing Date), neither the Prospectus nor any amendment or supplement thereto included or will include an untrue statement of a material fact or omitted or will omit to state a material fact necessary in order to make the statements therein, in the light of the circumstances under which they were made, not misleading; provided that the representations and warranties in clauses (1) and (2) above shall not apply to statements in or omissions from the Registration Statement or the Prospectus made in reliance upon and in conformity with information furnished to the Company in writing by any Underwriter through the Representative expressly for use in the Registration Statement or the Prospectus, it being understood and agreed that the only such information provided by any Underwriter is the Underwriter Information (as defined in Section 10(c) hereof). No order preventing or suspending the use of any Preliminary Prospectus, the Pricing Prospectus or any Issuer Free Writing Prospectus has been issued by the Commission.

Each Preliminary Prospectus, Pricing Prospectus, Issuer Free Writing Prospectus and the Prospectus filed as part of the Initial Registration Statement as originally filed or as part of any amendment thereto, or filed pursuant to Rule 424 under the Securities Act, complied when so filed in all material respects with the requirements of the Securities Act and the Rules and Regulations and each Preliminary Prospectus, Pricing Prospectus, Issuer Free Writing Prospectus and the Prospectus delivered to the Underwriters for use in connection with this offering was identical to the electronically transmitted copies thereof filed with the Commission pursuant to EDGAR, except to the extent permitted by Regulation S-T;

(iii) For the purposes of this Agreement, the “Applicable Time” is [    :          .m]. (Eastern time) on the date of this Agreement; the Pricing Prospectus as supplemented by the information included on Schedule III-A hereto and the Issuer Free Writing Prospectuses, Written Testing-the-Waters Communications (as hereinafter defined) and other documents listed in Schedule III-B hereto, taken together (collectively, the “ Pricing Disclosure Package ”) as of the Applicable Time, did not include any untrue statement of a material fact or omit to state any material fact necessary in order to make the statements therein, in the light of the circumstances under which they were made, not misleading; each Issuer Free Writing Prospectus and/or Written Testing-the-Waters Communication listed on Schedule III-B hereto does not conflict with the information contained in the Registration Statement, the Pricing Prospectus or the Prospectus; and each such Issuer Free Writing Prospectus and/or Written Testing-the-Waters Communication, as supplemented by and taken together with the Pricing Disclosure Package as of the Applicable Time, did not include any untrue statement of a material fact or omit to state any material fact necessary in order to make the statements therein, in the light of the circumstances under which they were made, not misleading; provided, however, that this representation and warranty shall not apply to statements or omissions made in an Issuer Free Writing Prospectus or Written Testing-the-Waters Communication in reliance upon and in conformity with information furnished in writing to the Company by an Underwriter through the Representative expressly for use therein;

(iv) The Company has filed a registration statement pursuant to the Securities Exchange Act of 1934, as amended (the “ Exchange Act ”), to register the Common Stock, and such registration statement has been declared effective. At the time of filing the Initial Registration Statement the Company was not and is not an “ineligible issuer,” as defined under Rule 405 under the Securities Act;

 

3


(v) The Company has been duly incorporated and is validly existing as a corporation in good standing under the laws of the State of Delaware, with power and authority (corporate and other) to own, lease and operate its properties and conduct its business as described in the Pricing Prospectus and to enter into and perform its obligations under this Agreement, and, except where the failure so to qualify or be in good standing would not have a Material Adverse Effect (as defined herein), has been duly qualified as a foreign corporation for the transaction of business and is in good standing under the laws of each other jurisdiction in which it owns or leases properties or conducts any business so as to require such qualification;

(vi) Each subsidiary of the Company (each a “ Subsidiary ”) has been duly incorporated (or organized) and is validly existing as a corporation (or other organization) in good standing under the laws of the jurisdiction of its incorporation (or organization), with power and authority to own, lease and operate its properties and conduct its business as described in the Pricing Prospectus, and, except where the failure so to qualify or be in good standing would not have a Material Adverse Effect (as defined herein), has been duly qualified as a foreign corporation (or other organization) for the transaction of business and is in good standing under the laws of each other jurisdiction in which it owns or leases properties or conducts any business so as to require such qualification; all of the issued and outstanding capital stock (or other ownership interests) of each Subsidiary has been duly authorized and validly issued, is fully paid and non-assessable and is owned by the Company, directly or through Subsidiaries, and except as disclosed in the Pricing Disclosure Package and the Prospectus, is free and clear of any security interest, mortgage, pledge, lien, encumbrance or claim;

(vii) The Company has an authorized equity capitalization as set forth in the Pricing Prospectus under the headings “Capitalization” and “Description of Capital Stock”, and all of the issued and outstanding shares of capital stock of the Company have been duly authorized and validly issued, are fully paid and non-assessable and conform to the descriptions thereof contained in the Pricing Prospectus; and none of the issued and outstanding shares of capital stock of the Company are subject to any preemptive or similar rights;

(viii) The Shares to be issued and sold by the Company to the Underwriters hereunder have been duly authorized and, when issued and delivered to and paid for by the Underwriters in accordance with the terms of this Agreement, will be validly issued and fully paid and non-assessable and will conform to the descriptions thereof contained in the Prospectus; and the issuance of such Shares is not subject to any preemptive or similar rights;

(ix) This Agreement has been duly authorized, executed and delivered by the Company;

(x) The issue and sale of the Shares to be sold by the Company hereunder, the execution of this Agreement by the Company and the compliance by the Company with all of the provisions of this Agreement and the consummation of the transactions herein contemplated will not (1) conflict with or result in a breach or violation of any of the terms or provisions of, or constitute a default under, any indenture, mortgage, deed of trust, loan

 

4


agreement or other agreement or instrument to which the Company or any of the Subsidiaries is a party or by which the Company or any of the Subsidiaries is bound or to which any of the property or assets of the Company or any of the Subsidiaries is subject, (2) result in any violation of the provisions of the certificate or articles of incorporation or by-laws (or other organization documents) of the Company or any of the Subsidiaries or (3) result in any violation of any statute or any order, rule or regulation of any court or governmental agency or body having jurisdiction over the Company or any of the Subsidiaries or any of their properties, except, in the case of clauses (1) and (3) for any such conflict, violation, breach or default that would not have a Material Adverse Effect (as defined herein); and no consent, approval, authorization, order, registration or qualification of or with any such court or governmental agency or body is required for the issue and sale of the Shares to be sold by the Company hereunder or the consummation by the Company of the transactions contemplated by this Agreement, except the registration under the Securities Act of the Shares and such consents, approvals, authorizations, registrations or qualifications as may be required under state securities or Blue Sky laws or the rules and regulations of the Financial Industry Regulatory Authority, Inc, (“ FINRA ”) or the New York Stock Exchange in connection with the purchase and distribution of the Shares by the Underwriters;

(xi) KPMG LLP, who have certified certain financial statements of the Company and the Subsidiaries are independent public accountants as required by the Securities Act and the Rules and Regulations. The financial statements, together with related schedules and notes, included in the Registration Statement and the Pricing Prospectus comply in all material respects with the requirements of the Securities Act and present fairly in all material respects the consolidated financial position, results of operations and changes in financial position of the Company and the Subsidiaries on the basis stated in the Registration Statement at the respective dates or for the respective periods to which they apply; such financial statements and related schedules and notes have been prepared in accordance with generally accepted accounting principles consistently applied throughout the periods involved, except as disclosed therein; and the selected financial data and the summary financial data included in the Pricing Prospectus present fairly the information shown therein and have been compiled on a basis consistent with that of the financial statements included in the Registration Statement. The pro forma financial statements of the Company and the Subsidiaries and the related notes thereto included in the Registration Statement and the Pricing Prospectus present fairly the information shown therein, have been prepared in accordance with the applicable requirements of the Securities Act, and the assumptions used in the preparation thereof are reasonable and the adjustments used therein are appropriate to give effect to the transactions and circumstances referred to therein. All disclosures contained in the Registration Statement and the Pricing Prospectus regarding “non-GAAP financial measures” (as such term is defined by the rules and regulations of the Commission) comply with Regulation G of the Exchange Act and Item 10 of Regulation S-K of the Securities Act, to the extent applicable;

(xii) Neither the Company nor any Subsidiary has sustained, since the date of the latest audited financial statements included in the Pricing Prospectus, any material loss or interference with its business from fire, explosion, flood or other calamity, whether or not covered by insurance, or from any labor dispute or court or governmental action, order or decree, otherwise than as set forth or contemplated in the Pricing Prospectus; and, since the respective dates as of which information is given in the Registration Statement and the Pricing Prospectus,

 

5


(1) there has not been any change in the capital stock or long-term debt of the Company or any of the Subsidiaries, (2) there has not been any material adverse change, or any development involving a prospective material adverse change, in or affecting the general affairs, business, prospects, management, financial position, stockholders’ equity or results of operations of the Company and the Subsidiaries, considered as one enterprise (a “ Material Adverse Effect ”), (3) there have been no transactions entered into by, and no obligations or liabilities, contingent or otherwise, incurred by the Company or any of the Subsidiaries, whether or not in the ordinary course of business, which are material to the Company and the Subsidiaries, considered as one enterprise or (4) there has been no dividend or distribution of any kind declared, paid or made by the Company on any class of its capital stock, in each case, otherwise than as set forth or contemplated in the Pricing Prospectus;

(xiii) Neither the Company nor any of the Subsidiaries is (1) in violation of its certificate or articles of incorporation or bylaws (or other organization documents), (2) in violation of any law, ordinance, administrative or governmental rule or regulation applicable to the Company or any of the Subsidiaries, (3) in violation of any decree of any court or governmental agency or body having jurisdiction over the Company or any of the Subsidiaries, or (4) in default in the performance of any obligation, agreement or condition contained in any bond, debenture, note or any other evidence of indebtedness or in any agreement, indenture, lease or other instrument to which the Company or any of the Subsidiaries is a party or by which any of them or any of their respective properties may be bound, except, in the case of clauses (2), (3) and (4), where any such violation or default, individually or in the aggregate, would not have a Material Adverse Effect;

(xiv) Each of the Company and each Subsidiary has good and valid title to all real and personal property owned by it, in each case free and clear of all liens, encumbrances and defects except such pursuant to the Loan and Security Agreement [and as are described in the Pricing Prospectus or such as do not materially affect the value of such property and do not materially interfere with the use made and proposed to be made of such property by the Company or any Subsidiary]; and any real property and buildings held under lease by the Company or any Subsidiary are held under valid, subsisting and enforceable leases with such exceptions as are not material and do not materially interfere with the use made and proposed to be made of such property and buildings by the Company or any Subsidiary;

(xv) There are no legal or governmental proceedings pending to which the Company or any of the Subsidiaries is a party or of which any property of the Company or any of the Subsidiaries is the subject which, if determined adversely to the Company or the Subsidiary, individually or in the aggregate, would have or may reasonably be expected to have a Material Adverse Effect, or would prevent or impair the consummation of the transactions contemplated by this Agreement, or which are required to be described in the Registration Statement or the Pricing Prospectus; and, to the best of the Company’s knowledge, no such proceedings are threatened or contemplated by governmental authorities or others;

(xvi) The Company and the Subsidiaries possess all permits, licenses, approvals, consents and other authorizations (collectively, “ Permits ”) issued by the appropriate federal, state, local or foreign regulatory agencies or bodies necessary to conduct the businesses now operated by them except any Permits where the failure to so possess would not have a

 

6


Material Adverse Effect; the Company and the Subsidiaries are in compliance with the terms and conditions of all such Permits and all of the Permits are valid and in full force and effect, except, in each case, where the failure so to comply or where the invalidity of such Permits or the failure of such Permits to be in full force and effect, individually or in the aggregate, would not have a Material Adverse Effect; and neither the Company nor any Subsidiary has received any notice of proceedings relating to the revocation or material modification of any such Permits;

(xvii) (A) the Company and the Subsidiaries (i) own or possess, or can acquire on reasonable terms, all licenses, inventions, copyrights, know-how (including trade secrets and other unpatented and/or unpatentable proprietary or confidential information, systems or procedures), trademarks, service marks and trade names, patents and patent rights (collectively “ Intellectual Property ”) necessary to carry on their business as described in the Pricing Prospectus and, to the Company’s knowledge, necessary in connection with the products and services under development (“ Company Intellectual Property ”), without any conflict with or infringement of any third party Intellectual Property rights, and (ii) have taken commercially reasonable steps necessary to secure interests in such Company Intellectual Property and/or (iii) have taken commercially reasonable steps necessary to secure assignment of such Company Intellectual Property from its past and present employees and contractors; (B) neither the Company nor the Subsidiaries is a party to or bound by any options, licenses or agreements with respect to the Intellectual Property of any other person or entity that are required to be set forth in the Pricing Prospectus and the Prospectus but are not included therein; (C) none of the technology employed by the Company has been obtained or is being used by the Company or the Subsidiaries in violation of any contractual obligation binding on the Company or any of the Subsidiaries or, to the Company’s knowledge, any of its directors or executive officers or any of its employees or, to the Company’s knowledge, otherwise in violation of the contractual rights of any persons; (D) neither the Company nor any Subsidiary has received any correspondence relating to any Company Intellectual Property or notice of infringement of or conflict with asserted rights of others with respect to any third party Intellectual Property which would render any Company Intellectual Property invalid or inadequate to protect the interest of the Company and the Subsidiaries and which infringement or conflict (if the subject of any unfavorable decision, ruling or finding) or invalidity or inadequacy, individually or in the aggregate, would have or may reasonably be expected to have a Material Adverse Effect; and (E) the Company and the Subsidiaries have taken and will use commercially reasonable efforts to maintain measures to prevent the unauthorized dissemination or publication of their confidential information and, to the extent contractually required to do so, the confidential information of third parties in their possession;

(xviii) No material labor dispute with the employees of the Company or the Subsidiaries exists, or, to the knowledge of the Company, is imminent. The Company is not aware of any existing or imminent labor disturbance by the employees of any of its or any Subsidiary’s principal suppliers, manufacturers, customers or contractors, which, individually or in the aggregate, may reasonably be expected to result in a Material Adverse Effect;

(xix) The Company and the Subsidiaries are insured by insurers of recognized financial responsibility against such losses and risks and in such amounts as are in the Company’s judgment reasonable and customary in the businesses in which they are engaged; neither the Company nor any Subsidiary has been refused any insurance coverage sought or

 

7


applied for; and the Company has no reason to believe that either it or any Subsidiary will not be able to renew its existing insurance coverage as and when such coverage expires or to obtain similar coverage from similar insurers as may be necessary to continue its business at a cost that would not reasonably be expected by the Company to have a Material Adverse Effect;

(xx) The Company and each of its Subsidiaries have made and keep books, records and accounts, which, in reasonable detail, accurately and fairly reflect the transactions and dispositions of the assets of the Company and its Subsidiaries. The Company maintains a system of internal accounting controls sufficient to provide reasonable assurance that (1) transactions are executed in accordance with management’s general or specific authorizations; (2) transactions are recorded as necessary to permit preparation of financial statements in conformity with generally accepted accounting principles and to maintain accountability for assets; (3) access to assets is permitted only in accordance with management’s general or specific authorization; and (4) the recorded accountability for assets is compared with the existing assets at reasonable intervals and appropriate action is taken with respect to any differences;

(xxi) Other than as set forth in the Pricing Prospectus, since the date of the latest audited financial statements included in the Pricing Prospectus, (a) the Company has not been advised of (1) any significant deficiencies in the design or operation of internal controls that could adversely affect the ability of the Company and each of its Subsidiaries to record, process, summarize and report financial data, or any material weaknesses in internal controls and (2) any fraud, whether or not material, that involves management or other employees who have a significant role in the internal controls of the Company and each of its Subsidiaries, and (b) since that date, there has been no change in the Company’s internal control over financial reporting that has materially affected, or is reasonably likely to materially affect, the effectiveness of the Company’s internal control over financial reporting (it being understood that this subsection shall not require the Company to comply with Section 404 of the Sarbanes-Oxley Act of 2002 as of an earlier date than it would otherwise be required under applicable law).

(xxii) The Company maintains disclosure controls and procedures (as such term is defined in Rule 13a-15(e) of the Exchange Act) that comply with the requirements of the Exchange Act; and such disclosure controls and procedures are effective;

(xxiii) All United States federal income tax returns of the Company and the Subsidiaries required by law to be filed have been filed and all taxes shown by such returns or otherwise assessed, which are due and payable, have been paid, except assessments against which appeals have been or will be promptly taken and as to which adequate reserves in accordance therefor have been provided. The Company and the Subsidiaries have filed all other tax returns that are required to have been filed by them pursuant to applicable foreign, state, local or other law, except insofar as the failure to file such returns, individually or in the aggregate, would not result in a Material Adverse Effect, and have paid all taxes due pursuant to such returns or pursuant to any assessment received by the Company or any Subsidiary except for such taxes, if any, as are being contested in good faith and as to which adequate reserves in accordance therefor have been provided. The charges, accruals and reserves on the books of the Company and the Subsidiaries in respect of any income and corporation tax liability for any years not finally determined are adequate to meet any assessments or re-assessments for additional income tax for any years not finally determined, except to the extent of any inadequacy that would not result in a Material Adverse Effect;

 

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(xxiv) There are no statutes, regulations, documents or contracts of a character required to be described in the Registration Statement or the Pricing Prospectus or to be filed as an exhibit to the Registration Statement which are not described or filed as required;

(xxv) Neither the Company nor any of the Subsidiaries is in violation of any statute or any rule, regulation, decision or order of any governmental agency or body or any court, domestic or foreign, relating to the use, production, disposal or release of hazardous or toxic substances or relating to the protection or restoration of the environment or human exposure to hazardous or toxic substances (collectively, “ environmental laws ”), owns or operates any real property contaminated with any hazardous or toxic substance that is subject to any environmental laws, is liable for any off-site disposal or contamination pursuant to any environmental laws, or is subject to any claim relating to any environmental laws, which violation, contamination, liability or claim, individually or in the aggregate, would have a Material Adverse Effect; and the Company is not aware of any pending investigation which would reasonably be expected to lead to such a claim;

(xxvi) Each employee benefit plan, within the meaning of Section 3(3) of the Employee Retirement Income Security Act of 1974, as amended (“ ERISA ”), that is maintained, administered or contributed to by the Company or any Subsidiary for employees or former employees of the Company and its affiliates has been maintained in compliance with its terms and the requirements of any applicable statutes, orders, rules and regulations, including but not limited to ERISA and the Internal Revenue Code of 1986, as amended (the “ Code ”), except to the extent that failure to so comply, individually or in the aggregate, would not have a Material Adverse Effect. No prohibited transaction, within the meaning of Section 406 of ERISA or Section 4975 of the Code has occurred with respect to any such plan excluding transactions effected pursuant to a statutory or administrative exemption;

(xxvii) Neither the Company nor any of its Subsidiaries, or any director, officer, agent, employee or other person associated with or acting on behalf of the Company or any of its Subsidiaries, has (i) used any corporate funds of the Company or any Subsidiary for any unlawful contribution, gift, entertainment or other unlawful expense relating to political activity; (ii) made any direct or indirect unlawful payment to any foreign or domestic government official or employee from corporate funds of the Company or any Subsidiary, (iii) violated or is in violation of any provision of the Foreign Corrupt Practices Act of 1977, as amended, and the rules and regulations thereunder, or (iv) made any bribe, unlawful rebate, payoff, influence payment, kickback or other unlawful payment in connection with any activities by or on behalf of the Company or any of its Subsidiaries;

(xxviii) The operations of the Company and the Subsidiaries are and have been conducted at all times in compliance with applicable financial recordkeeping and reporting requirements of the Currency and Foreign Transactions Reporting Act of 1970, as amended, the money laundering statutes of all jurisdictions, the rules and regulations thereunder and any related or similar rules, regulations or guidelines, issued, administered or enforced by any governmental agency (collectively, the “ Money Laundering Laws ”) and no action, suit or proceeding by or before any court or governmental agency, authority or body or any arbitrator involving the Company or any of the Subsidiaries with respect to the Money Laundering Laws is pending or, to the Company’s knowledge, threatened;

(xxix) Neither the Company nor the Subsidiaries nor, to the knowledge of the Company, any director, officer, agent, employee or affiliate of the Company or the Subsidiaries is currently subject to any U.S. sanctions administered by the Office of Foreign Assets Control of the U.S. Treasury Department (“ OFAC ”); and the Company will not directly or indirectly use the proceeds of the offering of the Shares hereunder, or lend, contribute or otherwise make available such proceeds to any Subsidiary, joint venture partner or other person or entity, for the purpose of financing the activities of any person currently subject to any U.S. sanctions administered by OFAC;

 

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(xxx) There is and has been no failure on the part of the Company or any of the Company’s directors or officers, in their capacities as such, to comply with any provision of the Sarbanes-Oxley Act of 2002 and the rules and regulations promulgated in connection therewith, including Section 402 related to loans and Sections 302 and 906 related to certifications;

(xxxi) Except as set forth in the Pricing Prospectus, there are no persons with registration rights or other similar rights to have securities registered pursuant to the Registration Statement or otherwise registered by the Company under the Securities Act, other than those that have either been waived or exercised in connection with the offering of the Shares;

(xxxii) The Company is not and, after giving effect to the offering and sale of the Shares as contemplated herein and the application of the net proceeds therefrom as described in the Pricing Prospectus, will not be required to register as an “investment company”, as such term is defined in the Investment Company Act of 1940, as amended (the “ Investment Company Act ”);

(xxxiii) The Company has not distributed and, prior to the later to occur of the Closing Date (as defined in Section 4 hereof) and completion of distribution of the Shares, will not distribute any offering materials in connection with the offering and sale of the Shares, other than the Pricing Prospectus, the Prospectus and, subject to compliance with Section 6 hereof, any Issuer Free Writing Prospectus; and the Company has not taken and will not take, directly or indirectly, any action designed to cause or result in, or which constitutes or would reasonably be expected to constitute, the stabilization or manipulation of the price of any security of the Company to facilitate the sale of the Shares. The Company (a) has not alone engaged in any Testing-the-Waters Communication other than Testing-the-Waters Communications with the consent of the Representative with entities that are qualified institutional buyers within the meaning of Rule 144A under the Securities Act or institutions that are accredited investors within the meaning of Rule 501 under the Securities Act and (b) has not authorized anyone other than the Representative to engage in Testing-the-Waters Communications. The Company reconfirms that the Representative has been authorized to act on its behalf in undertaking Testing-the-Waters Communications; it being agreed that no such Testing-the-Waters Communications may be made by the Representative without the Company’s prior written consent. The Company has not distributed any Written Testing-the-Waters Communications other than those listed on Schedule III-B hereto. “ Written Testing-the-Waters Communication ” means any Testing-the-Waters Communication that is a written communication within the meaning of Rule 405 under the Securities Act;

(xxxiv) The statistical and market and industry-related data included in the Pricing Prospectus and the Prospectus are based on or derived from sources which the Company believes to be reliable and accurate or represent the Company’s good faith estimates that are made on the basis of data derived from such sources, and the Company has obtained the written consent to the use of such data from sources to the extent required;

 

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(xxxv) The audiovisual presentation made available to the public by the Company at [http://www.netroadshow.com/[address]][or Company address] is a “bona fide electronic roadshow” for purposes of Rule 433(d)(8)(ii) of the Securities Act, and such presentation, together with the Pricing Prospectus, does not contain any untrue statement of material fact or omit to state a material fact necessary to make the statements therein, in light of the circumstances under which they were made, not misleading, except that the representations and warranties set forth in this paragraph do not apply to statements in or omissions from such presentation or Pricing Prospectus made in reliance upon and in conformity with information furnished to the Company in writing by any Underwriter through the Representatives expressly for use therein; and

(xxxvi) Any certificate signed by any officer of the Company and delivered to the Underwriters or to counsel for the Underwriters in connection with the transactions contemplated by this Agreement shall be deemed a representation and warranty by the Company to the Underwriters as to the matters covered thereby.

(b) Each Selling Stockholder severally and not, jointly represents and warrants to, and agrees with, each of the Underwriters that, as of the date hereof and as of the Closing Date and each Option Closing Date, if any:

(i) All consents, approvals, authorizations and orders necessary for the execution and delivery by such Selling Stockholder of this Agreement and the Power of Attorney and Custody Agreement and for the sale and delivery of the Shares to be sold by such Selling Stockholder hereunder, have been obtained; and such Selling Stockholder has full right, power and authority to enter into this Agreement and the Power of Attorney and Custody Agreement and to sell, assign, transfer and deliver the Shares to be sold by such Selling Stockholder hereunder;

(ii) This Agreement and the Power of Attorney and Custody Agreement have each been duly authorized, executed and delivered by such Selling Stockholder; and the Power of Attorney and Custody Agreement constitutes the legal, valid and binding obligation of such Selling Stockholder, enforceable against such Selling Stockholder in accordance with its terms, except (i) as limited by bankruptcy, insolvency, reorganization, moratorium or similar laws affecting creditors’ rights generally, and (ii) that the remedy of specific performance and injunctive and other forms of equitable relief may be subject to equitable defenses and to the discretion of the court before which any proceeding may be brought;

(iii) Such Selling Stockholder, if not an individual, has been duly incorporated (or organized) and is validly existing as a corporation (or other organization) in good standing under the laws of its jurisdiction (or organization);

(iv) The sale of the Shares to be sold by such Selling Stockholder hereunder, the execution of this Agreement and the Power of Attorney and Custody Agreement by such Selling Stockholder and the compliance by such Selling Stockholder with all of the provisions of this Agreement and the Power of Attorney and Custody Agreement and the consummation of the transactions herein and therein contemplated will not conflict with or result in a breach or violation of any of the terms or provisions of, or constitute a default under, any indenture, mortgage, deed of trust, loan agreement or other agreement or instrument to which such Selling Stockholder is a party or by which such Selling Stockholder is bound or to which any of the property or assets of such Selling Stockholder is subject, nor will such action result in

 

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any violation of the provisions of the certificate or articles of incorporation or by-laws (or other organization documents) of such Selling Stockholder, if such Selling Stockholder is not an individual, or any statute or any order, rule or regulation of any court or governmental agency or body having jurisdiction over such Selling Stockholder or any of its properties; and no consent, approval, authorization, order, registration or qualification of or with any such court or governmental agency or body is required for the sale of the Shares to be sold by such Selling Stockholder hereunder or the consummation by such Selling Stockholder of the transactions contemplated by this Agreement and the Power of Attorney and Custody Agreement, except the registration under the Securities Act of the Shares and such consents, approvals, authorizations, registrations or qualifications as may be required under state securities or Blue Sky laws in connection with the purchase and distribution of the Shares by the Underwriters;

(v) Such Selling Stockholder has, and immediately prior to the Closing Date and each Option Closing Date will have, good and valid title to the Shares (or a valid “security entitlement” within the meaning of Section 8-501 of the New York Uniform Commercial Code (the “UCC”) in respect of) to be sold by such Selling Stockholder hereunder on such date free and clear of all liens, encumbrances, equities or claims; and, upon payment for such Shares to be sold by such Selling Stockholder pursuant to this Agreement, delivery of such Shares, as directed by the Underwriters, to Cede & Co. (“Cede”) or such other nominee as may be designated by the Depository Trust Company (“DTC”), registration of such Shares in the name of Cede or such other nominee and the crediting of such Shares on the books of DTC to securities accounts of the Underwriters (assuming that neither DTC nor any such Underwriter has notice of any adverse claim (within the meaning of Section 8-105 of the UCC to such Shares), (A) DTC shall be a “protected purchaser” of such Shares within the meaning of Section 8-303 of the UCC, (B) under Section 8-501 of the UCC, the Underwriters will acquire a valid security entitlement in respect of such Shares and (C) no action based on any “adverse claim”, within the meaning of Section 8-102 of the UCC, to such Shares may be successfully asserted against the Underwriters with respect to such security entitlement; for purposes of this representation, such Selling Stockholder may assume that when such payment, delivery and crediting occur, (x) such Shares will have been registered in the name of Cede or another nominee designated by DTC, in each case on the Company’s share registry in accordance with its certificate of incorporation, bylaws and applicable law, (y) DTC will be registered as a “clearing corporation” within the meaning of Section 8-102 of the UCC and (z) appropriate entries to the accounts of the several Underwriters on the records of DTC will have been made pursuant to the UCC;

(vi) Such Selling Stockholder has not taken and will not take, directly or indirectly, any action designed to cause or result in, or which constitutes or might reasonably be expected to constitute, the stabilization or manipulation of the price of any security of the Company to facilitate the sale or resale of the Shares;

(vii) There are no legal or governmental proceedings pending to which such Selling Stockholder is a party or of which any property of such Selling Stockholder is the subject which, if determined adversely to such Selling Stockholder, individually or in the aggregate, would prevent or impair the consummation of the transactions contemplated by this Agreement;

(viii) Each Selling Stockholder represents and warrants that the sale of the Shares by such Selling Stockholder pursuant to this Agreement is not prompted by any material information concerning the Company or any Subsidiary that is not set forth in the Pricing Disclosure Package or the Prospectus;

(ix) (1) At the respective times the Initial Registration Statement, any Rule 462(b) Registration Statement and any post-effective amendments thereto became effective and at the Closing Date (and, if any Option Shares are purchased, at each Option Closing Date), the Initial Registration Statement, any Rule 462(b) Registration Statement and any amendments and supplements thereto complied and will comply in all material respects with the requirements of the Securities Act and the Rules and Regulations and did not and will not contain an untrue statement of a material fact or omit to state a material fact required to be stated therein or necessary to make the statements therein not misleading, and (2) at the time the Pricing Prospectus, the Prospectus or any amendments or supplements thereto were issued and at the Closing Date (and, if any Option Shares are purchased, at each Option Closing Date), none of the Pricing Prospectus, the Prospectus nor any amendment or supplement thereto included or will

 

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include an untrue statement of a material fact or omitted or will omit to state a material fact necessary in order to make the statements therein, in the light of the circumstances under which they were made, not misleading; provided that the representations and warranties in clauses (1) and (2) above shall apply only to statements in or omissions from the Registration Statement or the Prospectus relating to such Selling Stockholder made in reliance upon and in conformity with the information furnished to the Company in writing by such Selling Stockholder expressly for use in the Registration Statement or the Prospectus, it being understood and agreed that for the purposes of this Agreement, the only information so furnished by such Selling Stockholder consists of (i) the legal name, address and the number of shares of Common Stock owned by such Selling Stockholder, (ii) the other information (excluding percentages) with respect to such Selling Stockholder which appear in the table (and corresponding footnotes) under the caption “Principal and Selling Stockholders” in the Registration Statement, any Preliminary Prospectus, the Prospectus, any Issuer Free Writing Prospectus or any Written Test-the-Waters Communication and (iii) the information with respect to such Selling Stockholder (if any) which appears under the caption “Management” in the Registration Statement, any Preliminary Prospectus, the Prospectus, any Issuer Free Writing Prospectus or any Written Test-the-Waters Communication (with respect to such Selling Stockholder, collectively, the “ Selling Stockholder Information ”); and

(x) Any certificate signed by, or on behalf of, such Selling Stockholder delivered to the Underwriters or to counsel for the Underwriters shall be deemed a representation and warranty by such Selling Stockholder to the Underwriters as to the matters covered thereby.

2. Subject to the terms and conditions herein set forth, (a) the Company and each Selling Stockholder agrees, severally and not jointly, to sell to each of the Underwriters, and each of the Underwriters agrees, severally and not jointly, to purchase from the Company and each Selling Stockholder, at a purchase price per share of $[        ] (the “ Purchase Price ”), the number of Firm Shares (to be adjusted by you so as to eliminate fractional shares) determined by multiplying the aggregate number of Firm Shares to be sold by the Company or such Selling Stockholder as set forth opposite the name of the Company or such Selling Stockholder in Schedule II hereto by a fraction, the numerator of which is the aggregate number of Firm Shares to be purchased by such Underwriter as set forth opposite the name of such Underwriter in Schedule I hereto and the denominator of which is the aggregate number of Firm Shares to be purchased by all of the Underwriters from the Company and the Selling Stockholders hereunder and (b) in the event and to the extent that the Underwriters shall exercise the election to purchase Option Shares as provided below, the Company and each Selling Stockholder agree, severally and not jointly, to sell to each of the Underwriters, and each of the Underwriters agrees, severally and not jointly, to purchase from the Company and each Selling Stockholder, at the Purchase Price, the number of Option Shares (to be adjusted by you so as to eliminate fractional shares) determined by multiplying (x) the product of the number of Option Shares as to which such election shall have been exercised and the ratio of the aggregate number of Option Shares to be sold by the Company or such Selling Stockholder as set forth opposite the name of the Company or such Selling Stockholder in Schedule II hereto and the aggregate number of Option Shares to be sold by the Company and all Selling Stockholders as set forth on Schedule II hereto by (y) the fraction set forth in clause (a) above.

 

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The Company and the Selling Stockholders, severally and not jointly, hereby grant to the Underwriters the right to purchase at their election up to [                ] Option Shares, at the Purchase Price, in connection with the sale of the Firm Shares. The Underwriters may exercise their option to acquire Option Shares in whole or in part from time to time only by written notice from the Representative to the Company, given within a period of 30 calendar days after the date of this Agreement and setting forth the aggregate number of Option Shares to be purchased and the date on which such Option Shares are to be delivered, as determined by the Representative but in no event earlier than the Closing Date or, unless the Representative and the Company otherwise agree in writing, earlier than two or later than ten business days after the date of such notice. The maximum number of Option Shares that may be purchased from each of the Company and each Selling Stockholder is set forth in the second column opposite their respective names in Schedule II hereto.

Certificates in negotiable form for the Shares to be sold by the Selling Stockholders hereunder have been placed in custody, for delivery under this Agreement, under the Power of Attorney and Custody Agreement made with Continental Stock Transfer and Trust Company, as custodian (“ Custodian ”). Each Selling Stockholder agrees that the shares represented by the certificates held in custody for the Selling Stockholders under such Power of Attorney and Custody Agreement are subject to the interests of the Underwriters hereunder, that the arrangements made by the Selling Stockholders for such custody are to that extent irrevocable and that the obligations of the Selling Stockholders hereunder shall not be terminated by operation of law, whether by the death of any individual Selling Stockholder, any dissolution in the case of a corporation, partnership or limited liability company, in the case of a trust, by the death of any trustee or trustees or the termination of such trust, or the occurrence of any other event. If any individual Selling Stockholder or any such trustee or trustees should die, or if any of such trusts should terminate, before the delivery of the Shares hereunder, certificates for such Shares shall be delivered by the Custodian in accordance with the terms and conditions of this Agreement as if such death or other event or termination had not occurred, regardless of whether or not the Custodian shall have received notice of such death or other event or termination.

3. It is understood that the several Underwriters propose to offer the Firm Shares for sale to the public upon the terms and conditions set forth in the Prospectus.

4. The Company and the Custodian will deliver the Firm Shares to the Representative through the facilities of the Depository Trust Company (“ DTC ”) for the accounts of the Underwriters, against payment of the purchase price therefor in Federal (same day) funds by wire transfer drawn to the order of the Company, in the case of Firm Shares sold by the Company, and to or on behalf of the Selling Stockholders, pro rata based on the number of Firm Shares sold by each of them, under instructions from the Custodian, in the case of Firm Shares sold by the Selling Stockholders, at the office of Goodwin Procter LLP, Exchange Place, 53 State Street, Boston, MA 02109, at 10:00 A.M., New York time, on [            ], 2014, or at such other time not later than seven full business days thereafter as Stifel, Nicolaus & Company, Incorporated (“ Stifel ”) and the Company determine, such time being herein referred to as the “ Closing Date ”. For purposes of Rule 15c6-1 under the Exchange Act, the Closing Date (if later than the otherwise applicable settlement date) shall be the settlement date for payment of funds and delivery of securities for all the Firm Shares. The certificates for the Firm Shares so to be delivered will be in definitive form, in such denominations and registered in such

 

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names as the Representative requests at least one full business day before the Closing Date and will be made available for checking and packaging by the Representative in the City of New York at least 24 hours prior to the Closing Date.

Each time for the delivery of and payment for the Option Shares, being herein referred to as an “Option Closing Date”, which may be the Closing Date, shall be determined by the Representative as provided above. The Company and the Custodian will deliver the Option Shares being purchased on each Option Closing Date to the Representative through the facilities of DTC for the accounts of the Underwriters, against payment of the purchase price therefor in Federal (same day) funds by wire transfer drawn to the order of the Company, in the case of Option Shares sold by the Company and to or on behalf of the Selling Stockholders, pro rata based on the number of Option Shares sold by each of them, under instructions from the Custodian, in the case of Option Shares sold by the Selling Stockholders, at the above office of Goodwin Procter LLP, at 10:00 A.M., New York time on the applicable Option Closing Date. The certificates for the Option Shares so to be delivered will be in definitive form, in such denominations and registered in such names as the Representative requests at least one full business day before the Closing Date and will be made available for checking and packaging by the Representative in the City of New York at least 24 hours prior to such Option Closing Date.

5. The Company covenants and agrees with each of the Underwriters as follows:

(a) The Company, subject to Section 5(b), will comply with the requirements of Rule 430A under the Securities Act, and will notify the Representative immediately, and confirm the notice in writing (which may be by email or other electronic transmission), (i) when any post-effective amendment to the Registration Statement shall become effective, or any supplement to the Prospectus or any amended prospectus shall have been filed, to furnish the Representative with copies thereof to the extent not available on EDGAR of the Company’s public website, and to file promptly all material required to be filed by the Company with the Commission pursuant to Rule 433(d) under the Securities Act, (ii) of the receipt of any comments from the Commission, (iii) of any request by the Commission for any amendment to the Registration Statement or any amendment or supplement to the Prospectus or for additional information, (iv) of the issuance by the Commission of any stop order suspending the effectiveness of the Registration Statement or of any order preventing or suspending the use of any Preliminary Prospectus, or of the suspension of the qualification of the Shares for offering or sale in any jurisdiction, or of the Company’s knowledge of the initiation or threatening of any proceedings for any of such purposes; and (v) if the Company ceases to be an Emerging Growth Company at any time prior to the later of (A) completion of the distribution of the Shares within the meaning of the Securities Act and (B) completion of the 180-day restricted period referred to in Section 5(j) hereof. The Company will promptly effect the filings necessary pursuant to Rule 424(b) under the Securities Act and will take such steps as it deems necessary to ascertain promptly whether the form of prospectus transmitted for filing under Rule 424(b) was received for filing by the Commission and, in the event that it was not, it will promptly file such prospectus. The Company will make every reasonable effort to prevent the issuance of any stop order and, if any stop order is issued, to obtain the lifting thereof at the earliest possible moment.

(b) The Company will give the Representative notice of its intention to file or prepare any amendment to the Registration Statement (including any filing under Rule 462(b)

 

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under the Securities Act), or any amendment, supplement or revision to the Prospectus, or any Issuer Free Writing Prospectus, will furnish the Representative with copies of any such documents a reasonable amount of time prior to such proposed filing or use, as the case may be, and will not file or use any such document to which the Representative or counsel for the Underwriters shall reasonably object.

(c) The Company will use its best efforts to qualify the Shares for offering and sale under the securities laws of such jurisdictions as you may reasonably request and to comply with such laws so as to permit the continuance of sales and dealings therein in such jurisdictions for as long as may be necessary to complete the distribution of the Shares, provided that nothing in this Section 5(c) shall require the Company to qualify as a foreign corporation in any jurisdiction in which it is not already so qualified, or to file a general consent to service of process in any jurisdiction.

(d) The Company has furnished or will deliver to the Representative, without charge, two signed copies of the Initial Registration Statement as originally filed, any Rule 462(b) Registration Statement and of each amendment to each (including exhibits, to the extent not available on EDGAR, filed therewith or incorporated by reference therein) and signed copies of all consents and certificates of experts, and will also, upon your request, deliver to the Representative, without charge, a conformed copy of the Registration Statement as originally filed and of each amendment thereto (without exhibits) for each of the Underwriters. The copies of the Registration Statement and each amendment thereto furnished to the Underwriters will be identical to the electronically transmitted copies thereof filed with the Commission pursuant to EDGAR, except to the extent permitted by Regulation S-T.

(e) The Company has delivered to each Underwriter, without charge, one electronic copy and as many written copies of each Preliminary Prospectus as such Underwriter reasonably requested, and the Company hereby consents to the use of such copies for purposes permitted by the Securities Act. The Company will furnish to each Underwriter, without charge, prior to 5:00 P.M. on the business day next succeeding the date of this Agreement and from time to time thereafter during the period when the Prospectus is required to be delivered in connection with sales of the Shares under the Securities Act or the Exchange Act or in lieu thereof, the notice referred to in Rule 173(a) under the Securities Act, one electronic copy and such number of written copies of the Prospectus (as amended or supplemented) as such Underwriter may reasonably request. The Prospectus and any amendments or supplements thereto furnished to the Underwriters will be identical to the electronically transmitted copies thereof filed with the Commission pursuant to EDGAR, except to the extent permitted by Regulation S-T.

(f) The Company will comply with the Securities Act and the Rules and Regulations so as to permit the completion of the distribution of the Shares as contemplated in this Agreement and in the Prospectus. If at any time when, in the opinion of counsel for the Underwriters, a prospectus is required to be delivered in connection with sales of the Shares under the Securities Act or the Exchange Act (or in lieu thereof, the notice referred to in Rule 173(a) under the Securities Act), any event shall occur or condition shall exist as a result of which it is necessary, in the opinion of counsel for the Underwriters or for the Company, to amend the Registration Statement or amend or supplement the Prospectus in order that the Prospectus will not include any untrue statements of a material fact or omit to state a material

 

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fact necessary in order to make the statements therein not misleading in the light of the circumstances existing at the time it (or in lieu thereof, the notice referred to in Rule 173(a) under the Securities Act) is delivered to a purchaser, or if it shall be necessary, in the opinion of either such counsel, at any such time to amend the Registration Statement or amend or supplement the Prospectus in order to comply with the requirements of the Securities Act or the Rules and Regulations, the Company will promptly prepare and file with the Commission, subject to Section 5(b), such amendment or supplement as may be necessary to correct such statement or omission or to make the Registration Statement or the Prospectus comply with such requirements, and the Company will furnish to the Underwriters one electronic copy and such number of written copies of such amendment or supplement as the Underwriters may reasonably request. The Company will provide the Representative with notice of the occurrence of any event during the period specified above that may give rise to the need to amend or supplement the Registration Statement or the Prospectus as provided in the preceding sentence promptly after the occurrence of such event. If at any time following the distribution of any Written Testing-the-Waters Communication there occurred or occurs an event or development as a result of which such Written Testing-the-Waters Communication included or would include an untrue statement of a material fact or omitted or would omit to state a material fact necessary in order to make the statements therein, in the light of the circumstances existing at that subsequent time, not misleading, the Company will promptly notify the Representative and will promptly amend or supplement, at its own expense, such Written Testing-the-Waters Communication to eliminate or correct such untrue statement or omission.

(g) The Company will make generally available (within the meaning of Section 11(a) of the Securities Act) to its security holders and to the Representative as soon as practicable, but not later than 45 days after the end of its fiscal quarter in which the first anniversary date of the effective date of the Registration Statement occurs, an earnings statement (in form complying with the provisions of Rule 158 under the Securities Act) covering a period of at least twelve consecutive months beginning after the effective date of the Registration Statement.

(h) The Company will use the net proceeds received by it from the sale of the Shares in the manner specified in the Pricing Prospectus under the heading “Use of Proceeds”.

(i) The Company will use its best efforts to effect the listing of the Common Stock (including the Shares) on the New York Stock Exchange.

(j) During a period of 180 days from the date of the Prospectus (the “Company Lock-Up Period”), the Company will not, without the prior written consent of Stifel, (i) offer, pledge, sell, contract to sell, sell any option or contract to purchase, purchase any option or contract to sell, grant or accelerate any option, right or warrant to purchase, lend or otherwise transfer or dispose of, directly or indirectly, any Common Stock or any securities convertible into or exercisable or exchangeable for Common Stock or (ii) enter into any swap or other agreement that transfers, in whole or in part, any of the economic consequences of ownership of Common Stock, whether any such transaction described in clause (i) or (ii) above is to be settled by delivery of Common Stock or such other securities, in cash or otherwise, other than (1) the Shares to be sold hereunder, (2) the issuance of options to acquire shares of Common Stock equity-based awards granted pursuant to the Company’s benefit plans existing on the date hereof that are referred to in the Prospectus, as such plans may be amended

 

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(the “ Company Incentive Plans ”); (3) the issuance of shares of Common Stock upon the exercise of any such equity-based awards; (4) any shares of stock of the Company issued upon the conversion of securities outstanding on the date of this Agreement and described in the Pricing Disclosure Package; (5) the filing of a registration statement on Form S-8 relating to the shares of Common Stock granted pursuant to the Company Incentive Plans; (6) shares of Common Stock, or any securities convertible into, or exercisable, or exchangeable for, shares of Common Stock, to be issued as payment of any accrued dividends described in the Pricing Disclosure Package; and (7) a number of shares of Common Stock or any securities convertible into, or exercisable, or exchangeable for, shares of Common Stock in the aggregate up to ten percent (10%) of the then outstanding shares of the Company’s common stock, sold or delivered in connection with any acquisition or strategic investment (including any joint venture, strategic alliance or partnership) as long as, in the case of clauses (7), each recipient of any such shares or other securities agrees to restrictions on the resale of such securities that are consistent with the lock-up letters described in Section 9(n) hereof for the remainder of the Company Lock-Up Period.

(k) If the Representative, in its sole discretion, agrees to release or waive the restrictions set forth in a “lock-up” agreement described in Section 9(n) hereof for an officer or director of the Company and provides the Company with notice of the impending release or waiver at least three business days before the effective date of the release or waiver, the Company agrees to announce the impending release or waiver by a press release substantially in the form of Exhibit C hereto through a major news service at least two business days before the effective date of the release or waiver.

(l) The Company, during the period when the Prospectus is required to be delivered in connection with sales of the Shares under the Securities Act or the Exchange Act (or in lieu thereof, the notice referred to in Rule 173(a) under the Securities Act), will file all documents required to be filed with the Commission pursuant to the Exchange Act within the time periods required by the Exchange Act and the rules and regulations of the Commission thereunder.

(m) The Company will file with the Commission such information on Form 10-Q or Form 10-K as may be required pursuant to Rule 463 under the Securities Act.

(n) During a period of five years from the effective date of the Registration Statement, the Company will, to the extent not available on EDGAR or the Company’s public website, furnish to you copies of all reports or other communications (financial or other) furnished to stockholders generally, and to deliver to you (i) as soon as they are available, to the extent not available on EDGAR or the Company’s public website, copies of any reports and financial statements furnished to or filed with the Commission or any national securities exchange on which any class of securities of the Company is listed; and (ii) subject to your delivery of a non-disclosure agreement in form and substance reasonably acceptable to the Company, such additional information concerning the business and financial condition of the Company as you may from time to time reasonably request (such financial statements to be on a consolidated basis to the extent the accounts of the Company and the Subsidiaries are consolidated in reports furnished to its stockholders generally or to the Commission).

 

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(o) If the Company elects to rely upon Rule 462(b) under the Securities Act, the Company will file a Rule 462(b) Registration Statement with the Commission in compliance with Rule 462(b) by 10:00 P.M., Washington, D.C. time, on the date of this Agreement, and at the time of filing either to pay to the Commission the filing fee for the Rule 462(b) Registration Statement or to give irrevocable instructions for the payment of such fee.

(p) If so requested by the Representative, the Company shall cause to be prepared and delivered, at its expense, within one business day from the effective date of this Agreement, to the Representative an “electronic Prospectus” to be used by the Underwriters in connection with the offering and sale of the Shares. As used herein, the term “electronic Prospectus” means a form of the most recent Preliminary Prospectus, any Issuer Free Writing Prospectus or the Prospectus, and any amendment or supplement thereto, that meets each of the following conditions: (i) it shall be encoded in an electronic format, reasonably satisfactory to the Representative, that may be transmitted electronically by the Representative and the other Underwriters to offerees and purchasers of the Shares, (ii) it shall disclose the same information as such paper Preliminary Prospectus, Issuer Free Writing Prospectus or the Prospectus, as the case may be; and (iii) it shall be in or convertible into a paper format or an electronic format, reasonably satisfactory to the Representative, that will allow investors to store and have continuously ready access to such Preliminary Prospectus, Issuer Free Writing Prospectus or the Prospectus at any future time, without charge to investors (other than any fee charged for subscription to the Internet generally). The Company hereby confirms that, if so requested by the Representative, it has included or will include in the Prospectus filed with the Commission an undertaking that, upon receipt of a request by an investor or his or her representative, the Company shall transmit or cause to be transmitted promptly, without charge, a paper copy of such paper Preliminary Prospectus, Issuer Free Writing Prospectus or the Prospectus to such investor or representative.

6. (a) The Company represents and agrees that, without the prior consent of the Representative, it has not made and will not make any offer relating to the Shares that would constitute a “free writing prospectus” as defined in Rule 405 under the Securities Act; each Underwriter represents and agrees that, without the prior consent of the Company and the Representative, it has not made and will not make any offer relating to the Shares that would constitute a free writing prospectus; any such free writing prospectus the use of which has been consented to by the Company and the Representative is listed on Schedule III-B hereto;

(b) Each Selling Stockholder represents and agrees that it has not made and will not make any offer relating to the Shares that would constitute a “free writing prospectus” as defined in Rule 405 under the Securities Act;

(c) The Company has complied and will comply with the requirements of Rule 433 under the Securities Act applicable to any Issuer Free Writing Prospectus, including timely filing with the Commission or retention where required and legending; the Company represents that it has satisfied and agrees that it will satisfy the conditions under Rule 433 under the Securities Act to avoid a requirement to file with the Commission any electronic road show;

(d) The Company agrees that if at any time following issuance of an Issuer Free Writing Prospectus any event occurred or occurs as a result of which such Issuer Free

 

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Writing Prospectus would conflict with the information in the Registration Statement, the Pricing Prospectus or the Prospectus or would include an untrue statement of a material fact or omit to state any material fact necessary in order to make the statements therein, in light of the circumstances then prevailing, not misleading, the Company will give prompt notice thereof to the Representative and, if requested by the Representative, will prepare and furnish without charge to each Underwriter an Issuer Free Writing Prospectus or other document which will correct such conflict, statement or omission; provided, however, that this representation and warranty shall not apply to any statements or omissions in an Issuer Free Writing Prospectus made in reliance upon and in conformity with information furnished in writing to the Company by an Underwriter through the Representative expressly for use therein.

7. Each Selling Stockholder covenants and agrees with each of the Underwriters as follows:

(a) Such Selling Stockholder has executed a “lock-up” agreement, substantially in the form of Exhibit B hereto, relating to sales and certain other dispositions of shares of Common Stock or certain other securities, that is in full force and effect as of the date hereof and shall be in full force and effect as of the Closing Date;

(b) Such Selling Stockholder will deliver to the Representative, prior to or at the Closing Date, a properly completed and executed United States Treasury Department Form W-9 (or other applicable form or statement specified by the Treasury Department regulations in lieu thereof) in order to facilitate the Underwriters’ documentation of their compliance with the reporting and withholding provisions of the Tax Equity and Fiscal Responsibilities Act of 1982 with respect to the transactions contemplated by this Agreement.

8. The Company covenants and agree with the several Underwriters that, whether or not the transactions contemplated by this Agreement are consummated, (a) the Company will pay or cause to be paid (i) the fees, disbursements and expenses of the Company’s counsel, accountants and other advisors; (ii) filing fees and all other expenses in connection with the preparation, printing and filing of the Registration Statement, each Preliminary Prospectus, any Issuer Free Writing Prospectus and the Prospectus and amendments and supplements thereto and the mailing and delivering of copies thereof to the Underwriters and dealers; (iii) the cost of printing or producing this Agreement, closing documents (including any compilations thereof) and such other documents as may be required in connection with the offering, purchase, sale and delivery of the Shares; (iv) all expenses in connection with the qualification of the Shares for offering and sale under state securities laws as provided in Section 5(c), including (x) filing fees and (y) for the reasonable fees and disbursements of counsel for the Underwriters in connection with such qualification and in connection with the Blue Sky survey, up to a maximum of $10,000 (excluding disbursements); (v) all fees and expenses in connection with listing the Common Stock (including the Shares) on the New York Stock Exchange; (vi) the filing fees incident to, and the reasonable fees and disbursements of counsel for the Underwriters, up to a maximum of $30,000 (excluding disbursements), in connection with, securing any required review by FINRA of the terms of the sale of the Shares; (vii) all fees and expenses in connection with the preparation, issuance and delivery of the certificates representing the Shares to the Underwriters, including any stock or other transfer taxes and any stamp or other duties payable upon the sale, issuance or delivery of the Shares to the Underwriters; (viii) the cost and charges of any transfer

 

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agent or registrar; (ix) the transportation and other expenses incurred by the Company in connection with presentations to prospective purchasers of Shares; and (x) all other costs and expenses incident to the performance of its obligations hereunder which are not otherwise specifically provided for in this Section 8; and (b) each Selling Stockholder, severally and not jointly, covenants and agrees with the several Underwriters that, whether or not the transactions contemplated by this Agreement are consummated, such Selling Stockholder will pay or cause to be paid all expenses incident to the performance of such Selling Stockholders’ obligations under this Agreement which are not otherwise specifically provided for in this Section 8, including (i) all expenses and taxes incident to the sale and delivery of the Shares to be sold by such Selling Stockholder to the Underwriters hereunder and (ii) the fees, disbursements and expenses of the Selling Stockholders’ counsel and other advisors, if any. Except as provided in this Section 8 and in Section 9, the Underwriters shall pay their own expenses, including the fees and disbursements of their counsel.

9. The several obligations of the Underwriters hereunder to purchase the Shares on the Closing Date or each Option Closing Date, as the case may be, are subject to the performance by the Company and each of the Selling Stockholders of their respective obligations hereunder and to the following additional conditions:

(a) The Prospectus shall have been filed with the Commission pursuant to Rule 424(b) under the Securities Act within the applicable time period prescribed for such filing by the Rules and Regulations and in accordance with Section 5(a); all material required to be filed by the Company pursuant to Rule 433(d) under the Securities Act shall have been filed with the Commission within the applicable time period prescribed for such filing by Rule 433 under the Securities Act; if the Company has elected to rely upon Rule 462(b) under the Securities Act, the Rule 462(b) Registration Statement shall have become effective by 10:00 P.M., Washington, D.C. time, on the date of this Agreement; no stop order suspending the effectiveness of the Registration Statement or any part thereof or the Prospectus or any part thereof or any Issuer Free Writing Prospectus shall have been issued and no proceeding for that purpose shall have been initiated or threatened by the Commission or any state securities commission; and all requests for additional information on the part of the Commission shall have been complied with to your reasonable satisfaction.

(b) The respective representations and warranties of the Company and the Selling Stockholders contained herein are true and correct on and as of the Closing Date or the Option Closing Date, as the case may be, as if made on and as of the Closing Date or the Option Closing Date, as the case may be, and each of the Company and the Selling Stockholders shall have complied with all agreements and all conditions on its part to be performed or satisfied hereunder at or prior to the Closing Date or the Option Closing Date, as the case may be.

(c) Subsequent to the execution and delivery of this Agreement and prior to the Closing Date or the Option Closing Date, as the case may be, there shall not have occurred any downgrading, nor shall any notice have been given of (i) any downgrading, (ii) any intended or potential downgrading or (iii) any review or possible change that does not indicate an improvement, in the rating accorded any securities of or guaranteed by the Company or any Subsidiary by any “nationally recognized statistical rating organization”, as such term is defined for purposes of Rule 436(g)(2) under the Securities Act.

 

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(d) (i) Neither the Company nor any Subsidiary shall have sustained since the date of the latest audited financial statements included in the Pricing Prospectus any material loss or interference with its business from fire, explosion, flood or other calamity, whether or not covered by insurance, or from any labor dispute or court or governmental action, order or decree, otherwise than as set forth or contemplated in the Pricing Prospectus, and (ii) since the respective dates as of which information is given in the Registration Statement and the Prospectus, (1) there shall not have been any change in the capital stock or long-term debt of the Company or any Subsidiary or (2) there shall not have been any material adverse change, or any development involving a prospective material adverse change, in or affecting the general affairs, business, prospects, management, financial position, stockholders’ equity or results of operations of the Company and the Subsidiaries, considered as one enterprise, the effect of which, in any such case described in clause (i) or (ii), is in the judgment of the Representative so material and adverse as to make it impracticable or inadvisable to proceed with the public offering or the delivery of the Shares being delivered at such Closing Date or Option Closing Date, as the case may be, on the terms and in the manner contemplated in the Pricing Prospectus.

(e) the Representative shall have received on and as of the Closing Date or the Option Closing Date, as the case may be, (i) a certificate of the chief executive officer and chief financial officer of the Company, to the effect (1) set forth in Sections 9(b) (with respect to the respective representations, warranties, agreements and conditions of the Company) 9(c), (2) that none of the situations set forth in clause (i) or (ii) of Section 9(d) shall have occurred and (3) that no stop order suspending the effectiveness of the Registration Statement has been issued and to the knowledge of the Company, no proceedings for that purpose have been instituted or are pending or contemplated by the Commission, and (ii) a certificate of the Selling Stockholders, satisfactory to the Representative, to the effect set forth in Section 9(b) (with respect to the respective representations, warranties, agreements and conditions of the Selling Stockholders);

(f) On the Closing Date or Option Closing Date, as the case may be, Dentons US LLP, counsel for the Company, shall have furnished to the Representative their favorable written opinion and negative assurance letter, dated the Closing Date or the Option Closing Date, as the case may be, in form and substance satisfactory to counsel for the Underwriters.

(g) On the Closing Date or Option Closing Date, as the case may be, (i) Dentons UKMEA LLP, U.K. counsel for the Company, (ii) Amarchand & Mangaldas & Suresh A. Shroff & Co., India counsel for the Company, and (iii) Commerce & Finance Law Offices, Chinese counsel for the Company, shall have furnished to the Representative their favorable written opinion, dated the Closing Date or the Option Closing Date, as the case may be, in form and substance satisfactory to counsel for the Underwriters.

(h) On the Closing Date or Option Closing Date, as the case may be, each of (i) [                    ], counsel for certain of the Selling Stockholders, and (ii) [                    ], counsel for certain of the Selling Stockholders, shall have furnished to the Representative their favorable written opinion, dated the Closing Date or the Option Closing Date, as the case may be, in form and substance satisfactory to counsel for Underwriters.

(i) On the effective date of the Registration Statement and, if applicable, the effective date of the most recently filed post-effective amendment to the Registration Statement, KPMG LLP shall have furnished to the Representative a letter, dated the date of delivery thereof,

 

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in form and substance satisfactory to the Representative, containing statements and information of the type customarily included in accountants’ “comfort letters” to underwriters with respect to the financial statements and certain financial information contained in the Registration Statement and the Prospectus.

(j) On the Closing Date or Option Closing Date, as the case may be, the Representative shall have received from KPMG LLP a letter, dated the Closing Date or such Option Closing Date, as the case may be, to the effect that they reaffirm the statements made in the letter or letters furnished pursuant to Section 9(h), except that the specified date referred to shall be a date not more than three business days prior to the Closing Date or such Option Closing Date, as the case may be.

(k) On the Closing Date or Option Closing Date, as the case may be, Goodwin Procter LLP, counsel for the Underwriters, shall have furnished to the Representative their favorable opinion dated the Closing Date or the Option Closing Date, as the case may be, with respect to the due authorization and valid issuance of the Shares, the Registration Statement, the Prospectus and other related matters as the Representative may reasonably request, and their negative assurance letter, and such counsel shall have received such papers and information as they may reasonably request to enable them to pass upon such matters.

(l) The Shares to be delivered on the Closing Date or Option Closing Date, as the case may be, shall have been approved for listing on the New York Stock Exchange, subject to official notice of issuance.

(m) FINRA shall have confirmed that it has not raised any objection with respect to the fairness and reasonableness of the underwriting terms and conditions.

(n) The Representative shall have received “lock-up” agreements, each substantially in the form of Exhibit B hereto, from each of the executive officers and directors of the Company that is not a Selling Stockholder and holders representing, in the aggregate, over 97% of the outstanding shares of capital stock of the Company, and such agreements shall be in full force and effect on the Closing Date or Option Closing Date, as the case may be.

(o) the Representative shall have received on and as of the Closing Date or the Option Closing Date, as the case may be, a certificate of the Secretary of the Company, in form and substance reasonably satisfactory to the Representative;

(p) On or prior to the Closing Date or Option Closing Date, as the case may be, the Company and the Selling Stockholders shall have furnished to the Representative such further information, certificates and documents as the Representative shall reasonably request.

(q) On or after the Applicable Time there shall not have occurred any of the following: (i) a suspension or material limitation in trading in securities generally on the New York Stock Exchange; (ii) a suspension or material limitation in trading in the Company’s securities on the New York Stock Exchange; (iii) a general moratorium on commercial banking activities declared by any of Federal or New York State authorities or a material disruption in commercial banking or securities settlement or clearance services in the United States; (iv) the outbreak or escalation of hostilities involving the United States or the declaration by the United

 

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States of a national emergency or war or (v) the occurrence of any other calamity or crisis or any change in financial, political or economic conditions in the United States or elsewhere, if the effect of any such event specified in clause (iv) or (v) in the judgment of the Representative makes it impracticable or inadvisable to proceed with the public offering or the delivery of the Shares being delivered at such Closing Date or Option Closing Date, as the case may be, on the terms and in the manner contemplated in the Prospectus;

If any condition specified in this Section 9 shall not have been fulfilled when and as required to be fulfilled, this Agreement may be terminated, subject to the provisions of Section 13, by the Representative by notice to the Company at any time at or prior to the Closing Date or Option Closing Date, as the case may be, and such termination shall be without liability of any party to any other party, except as provided in Section 13.

10. (a) The Company agrees to indemnify and hold harmless each Underwriter and each person, if any, who controls any Underwriter within the meaning of Section 15 of the Securities Act or Section 20(a) of the Exchange Act against any and all losses, liabilities, claims, damages and expenses whatsoever as incurred (including without limitation, reasonable attorneys’ fees and any and all reasonable expenses whatsoever incurred in investigating, preparing or defending against any litigation, commenced or threatened, or any claim whatsoever, and any and all amounts paid in settlement of any claim or litigation), joint or several, to which they or any of them may become subject under the Securities Act, the Exchange Act or otherwise, insofar as such losses, liabilities, claims, damages or expenses (or actions in respect thereof) arise out of or are based upon any untrue statement or alleged untrue statement of a material fact contained in (i) the Initial Registration Statement, as originally filed or any amendment thereof, the Registration Statement, or any post-effective amendment thereof, any Preliminary Prospectus, the Pricing Prospectus or the Prospectus, or in any supplement thereto or amendment thereof, any Issuer Free Writing Prospectus, any Written Testing-the-Waters Communication, any “issuer information” filed or required to be filed pursuant to Rule 433(d) under the Securities Act, or (ii) in any materials or information provided to investors by, or with the approval of, the Company in connection with the marketing of the offering of the Shares (“ Marketing Materials ”), including any roadshow or investor presentations made to investors by the Company (whether in person or electronically), or arise out of or are based upon the omission or alleged omission to state therein a material fact required to be stated therein or necessary to make the statements therein not misleading; provided, however, that the Company will not be liable in any such case to the extent that any such loss, liability, claim, damage or expense arises out of or is based upon any such untrue statement or alleged untrue statement or omission or alleged omission made in the Initial Registration Statement, as originally filed or any amendment thereof, the Registration Statement, or any post-effective amendment thereof, any Preliminary Prospectus, the Pricing Prospectus or the Prospectus, or in any supplement thereto or amendment thereof, any Issuer Free Writing Prospectus, or any Written Testing-the-Waters Communication or any Marketing Materials in reliance upon and in conformity with the Underwriter Information.

(b) Each of the Selling Stockholders, severally and not jointly, agrees to indemnify and hold harmless (i) each Underwriter, its affiliates, directors and officers and each person, if any, who controls such Underwriter within the meaning of Section 15 of the Securities Act or Section 20 of the Exchange Act, and (ii) the Company, its directors, its director designees

 

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named in the Registration Statement, its officers who signed the Registration Statement and each person, if any, who controls the Company within the meaning of Section 15 of the Securities Act or Section 20 of the Exchange Act, to the same extent as the indemnity set forth in paragraph (a) above, except, in each case only to the extent as such losses, liabilities, claims, damages or expenses arise out of, or are based upon, any untrue statement or omission or alleged untrue statement or omission made in reliance upon and in conformity with any information relating to such Selling Stockholder furnished to the Company in writing by such Selling Stockholder expressly for use in the Initial Registration Statement, as originally filed or any amendment thereof, the Registration Statement, or any post-effective amendment thereof, any Preliminary Prospectus, the Pricing Prospectus or the Prospectus, or in any supplement thereto or amendment thereof, any Issuer Free Writing Prospectus, any Written Testing-the-Waters Communication, any “issuer information” filed or required to be filed pursuant to Rule 433(d) under the Securities Act, or in any Marketing Materials, it being understood and agreed that for the purposes of this Agreement, the only information so furnished by such Selling Stockholder consists of such Selling Stockholder’s Selling Stockholder Information; provided that the liability of a Selling Stockholder pursuant to this subsection (b) shall not exceed the product of the number of Shares sold by such Selling Stockholder pursuant to this Agreement and the initial public offering price of the Shares set forth in the Prospectus, less underwriting discounts and commissions.

(c) Each Underwriter severally, and not jointly, agrees to indemnify and hold harmless the Company, each Selling Stockholder, each of the directors of the Company, each of the director designees of the Company named in the Registration Statement, each of the officers of the Company who shall have signed the Registration Statement, and each other person, if any, who controls the Company or a Selling Stockholder within the meaning of Section 15 of the Securities Act or Section 20(a) of the Exchange Act, against any losses, liabilities, claims, damages and expenses whatsoever as incurred (including without limitation, reasonable attorneys’ fees and any and all reasonable expenses whatsoever incurred in investigating, preparing or defending against any litigation, commenced or threatened, or any claim whatsoever, and any and all amounts paid in settlement of any claim or litigation), joint or several, to which they or any of them may become subject under the Act, the Exchange Act or otherwise, insofar as such losses, liabilities, claims, damages or expenses (or actions in respect thereof) arise out of or are based upon any untrue statement or alleged untrue statement of a material fact contained in the Initial Registration Statement, as originally filed or any amendment thereof, the Registration Statement, or any post-effective amendment thereof, or any Preliminary Prospectus, the Pricing Prospectus or the Prospectus, or in any supplement thereto or amendment thereof, any Issuer Free Writing Prospectus or any Written Testing-the-Waters Communication, or arise out of or are based upon the omission or alleged omission to state therein a material fact required to be stated therein or necessary to make the statements therein not misleading, in each case to the extent, but only to the extent, that any such loss, liability, claim, damage or expense arises out of or is based upon any such untrue statement or alleged untrue statement or omission or alleged omission made therein in reliance upon and in conformity with written information furnished to the Company by or on behalf of such Underwriter through the Representative expressly for use therein, it being understood and agreed that the only such information furnished by any Underwriter consists of the following information in the Prospectus furnished on behalf of each Underwriter: [the last paragraph at the bottom of the cover page concerning the terms of the offering by the Underwriters, the concession and reallowance figures appearing in the              paragraph under the caption “Underwriting” and the information contained in the              and              paragraphs under the caption “Underwriting”] (the “ Underwriter Information ”).

 

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(d) Promptly after receipt by an indemnified party under Section 10(a), 10(b) or 10(c) of notice of the commencement of any action, such indemnified party shall, if a claim in respect thereof is to be made against the indemnifying party under such Section, notify each party against whom indemnification is to be sought in writing of the commencement thereof (but the failure so to notify an indemnifying party shall not relieve it from any liability which it may have under this Section 10). In case any such action is brought against any indemnified party, and it notifies an indemnifying party of the commencement thereof, the indemnifying party will be entitled to participate therein, and jointly with any other indemnifying party similarly notified, to the extent it may elect by written notice delivered to the indemnified party promptly after receiving the aforesaid notice from such indemnifying party, to assume the defense thereof with counsel reasonably satisfactory to such indemnified party (who shall not, except with the consent of the indemnified party, be counsel to the indemnified party). Notwithstanding the foregoing, the indemnified party or parties shall have the right to employ its or their own counsel in any such case, but the fees and expenses of such counsel shall be at the expense of such indemnified party or parties unless (i) the employment of such counsel shall have been authorized in writing by one of the indemnifying parties in connection with the defense of such action, (ii) the indemnifying parties shall not have employed counsel to have charge of the defense of such action within a reasonable time after notice of commencement of the action, or (iii) such indemnified party or parties shall have reasonably concluded that there may be defenses available to it or them which are different from or additional to those available to one or all of the indemnifying parties (in which case the indemnifying parties shall not have the right to direct the defense of such action on behalf of the indemnified party or parties), in any of which events such fees and expenses shall be borne by the indemnifying parties. In no event shall the indemnifying parties be liable for fees and expenses of more than one counsel (in addition to any local counsel) separate from their own counsel for all indemnified parties in connection with any one action or separate but similar or related actions in the same jurisdiction arising out of the same general allegations or circumstances, which counsel, in the event of indemnified parties under Section 10(a) and 10(b), shall be selected by Stifel. No indemnifying party shall, without the written consent of the indemnified party, effect the settlement or compromise of, or consent to the entry of any judgment with respect to, any pending or threatened action or claim in respect of which indemnification or contribution may be sought hereunder (whether or not the indemnified party is an actual or potential party to such action or claim) unless such settlement, compromise or judgment (i) includes an unconditional release of the indemnified party from all liability arising out of such action or claim and (ii) does not include a statement as to or an admission of fault, culpability or a failure to act, by or on behalf of any indemnified party.

(e) If the indemnification provided for in this Section 10 is unavailable to or insufficient to hold harmless an indemnified party under Section 10(a), 10(b) or 10(c) in respect of any losses, liabilities, claims, damages or expenses (or actions in respect thereof) referred to therein, then each indemnifying party shall contribute to the amount paid or payable by such indemnified party as a result of such losses, liabilities, claims, damages or expenses (or actions in respect thereof) in such proportion as is appropriate to reflect the relative benefits received by the Company and the Selling Stockholders on the one hand and the Underwriters on the other from the offering of the Shares. If, however, the allocation provided by the immediately preceding

 

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sentence is not permitted by applicable law, then each indemnifying party shall contribute to such amount paid or payable by such indemnified party in such proportion as is appropriate to reflect not only such relative benefits but also the relative fault of the Company and the Selling Stockholders on the one hand and the Underwriters on the other in connection with the statements or omissions which resulted in such losses, liabilities, claims, damages or expenses (or actions in respect thereof), as well as any other relevant equitable considerations. The relative benefits received by the Company and the Selling Stockholders on the one hand and the Underwriters on the other from the offering of the Shares shall be deemed to be in the same proportion as the total net proceeds from the offering (before deducting expenses) received by the Company and the Selling Stockholders bear to the total underwriting discounts and commissions received by the Underwriters, in each case as set forth in the table on the cover page of the Prospectus; provided, that the liability of a Selling Stockholder pursuant to this subsection (e) shall not exceed the product of the number of Shares sold by such Selling Stockholder and the initial public offering price of the Shares set forth in the Prospectus, less underwriting discounts and commissions. The relative fault shall be determined by reference to, among other things, whether the untrue or alleged untrue statement of a material fact or the omission or alleged omission to state a material fact relates to information supplied by the Company or the Selling Stockholders on the one hand or the Underwriters on the other and the parties’ relative intent, knowledge, access to information and opportunity to correct or prevent such statement or omission.

The Company, the Selling Stockholders and the Underwriters agree that it would not be just and equitable if contributions pursuant to this Section 10(e) were determined by pro rata allocation (even if the Underwriters were treated as one entity for such purpose) or by any other method of allocation which does not take account of the equitable considerations referred to above in this Section 10(e). The amount paid or payable by an indemnified party as a result of the losses, liabilities, claims, damages or expenses (or actions in respect thereof) referred to above in this Section 10(e) shall be deemed to include any legal or other expenses reasonably incurred by such indemnified party in connection with investigating or defending any such action or claim. Notwithstanding the provisions of this Section 10(e), no Underwriter shall be required to contribute any amount in excess of the amount by which the total price at which the Shares underwritten by it and distributed to the public were offered to the public exceeds the amount of any damages which such Underwriter has otherwise been required to pay by reason of such untrue or alleged untrue statement or omission or alleged omission.

No person guilty of fraudulent misrepresentation (within the meaning of Section 11(f) of the Securities Act) shall be entitled to contribution from any person who was not guilty of such fraudulent misrepresentation. The Underwriters’ obligations in this Section 10(e) to contribute are several in proportion to their respective underwriting obligations and not joint.

(f) The obligations of the parties to this Agreement contained in this Section 10 are not exclusive and shall not limit any rights or remedies which may otherwise be available to any indemnified party at law or in equity.

(g) The liability of each Selling Stockholder under the indemnity and contribution provisions of this Section 10 shall be limited to an amount equal to the number of Shares sold by such Selling Stockholder pursuant to this Agreement and the initial public offering price of the Shares set forth in the Prospectus, less underwriting discounts and commissions.

 

27


11. If any Underwriter or Underwriters default in its or their obligations to purchase Shares hereunder on the Closing Date or any Option Closing Date and the aggregate number of Shares that such defaulting Underwriter or Underwriters agreed but failed to purchase does not exceed 10% of the total number of Shares that the Underwriters are obligated to purchase on such Closing Date or Option Closing Date, as the case may be, the Representative may make arrangements satisfactory to the Company and the Selling Stockholders for the purchase of such Shares by other persons, including any of the Underwriters, but if no such arrangements are made by such Closing Date or Option Closing Date, as the case may be, the non-defaulting Underwriters shall be obligated severally, in proportion to their respective commitments hereunder, to purchase the Shares that such defaulting Underwriters agreed but failed to purchase on such Closing Date or Option Closing Date, as the case may be. If any Underwriter or Underwriters so default and the aggregate number of Shares with respect to which such default or defaults occur exceeds 10% of the total number of Shares that the Underwriters are obligated to purchase on such Closing Date or Option Closing Date, as the case may be, and arrangements satisfactory to the Representative, the Company and the Selling Stockholders for the purchase of such Shares by other persons are not made within 36 hours after such default, this Agreement will terminate, subject to the provisions of Section 13, without liability on the part of any non-defaulting Underwriter, the Company or the Selling Stockholders, except as provided in Section 13. Nothing herein will relieve a defaulting Underwriter from liability for its default.

In the event of any such default which does not result in a termination of this Agreement, either the Representative or the Company shall have the right to postpone the Closing Date or the relevant Option Closing Date, as the case may be, for a period not exceeding seven days in order to effect any required changes in the Registration Statement or Prospectus or in any other documents or arrangements. As used in this Agreement, the term “Underwriter” includes any person substituted for an Underwriter under this Section 11.

12. Notwithstanding anything herein contained, this Agreement (or the obligations of the several Underwriters with respect to any Option Shares which have yet to be purchased) may be terminated, subject to the provisions of Section 13, in the absolute discretion of the Representative, by notice given to the Company, if after the execution and delivery of this Agreement and prior to the Closing Date or the Option Closing Date, as the case may be, (a) trading generally on the NYSE MKT, the New York Stock Exchange, the NASDAQ Global Select Market or the NASDAQ Global Market shall have been suspended or materially limited, or minimum or maximum prices for trading have been fixed, or maximum ranges for prices have been required, by any of said exchanges or by such system or by order of the Commission, FINRA or any other governmental or regulatory authority, (b) trading of any securities of or guaranteed by the Company or any Subsidiary shall have been suspended on any exchange or in any over-the-counter market, (c) a general moratorium on commercial banking activities in New York shall have been declared by Federal or New York State authorities or a new restriction materially adversely affecting the distribution of the Firm Shares or the Option Shares, as the case may be, shall have become effective, or (d) there has occurred any material adverse change in the financial markets in the United States or the international financial markets, any outbreak of hostilities or escalation thereof or other calamity or crisis or any change or development

 

28


involving a prospective change in national or international political, financial or economic conditions, in each case the effect of which is such as to make it, in the judgment of the Representative, impracticable to market the Shares to be delivered on the Closing Date or Option Closing Date, as the case may be, or to enforce contracts for the sale of the Shares.

If this Agreement is terminated pursuant to this Section 12, such termination will be without liability of any party to any other party except as provided in Section 13 hereof.

13. The respective indemnities, agreements, representations, warranties and other statements of the Company or its officers, of the Selling Stockholders and of the several Underwriters set forth in or made pursuant to this Agreement will remain in full force and effect, regardless of any investigation, or statement as to the results thereof, made by or on behalf of any Underwriter, the Company, any Selling Stockholder, or any of their respective representatives, officers or directors or any controlling person, and will survive delivery of and payment for the Shares. If this Agreement is terminated pursuant to Section 9, 11 or 12 or if for any reason the purchase of any of the Shares by the Underwriters is not consummated, the Company and the Selling Stockholders shall remain responsible for the expenses to be paid or reimbursed by them pursuant to Section 8, the respective obligations of the Company, the Selling Stockholders and the Underwriters pursuant to Section 10 and the provisions of Sections 13, 14 and 17 shall remain in effect and, if any Shares have been purchased hereunder the representations and warranties in Section 1 and all obligations under Section 5, Section 6 and Section 7 shall also remain in effect. If this Agreement shall be terminated by the Underwriters, or any of them, under Section 9 or otherwise because of any failure or refusal on the part of the Company or the Selling Stockholders to comply with the terms or to fulfill any of the conditions of this Agreement, or if for any reason any of the Company or the Selling Stockholders shall be unable to perform its obligations under this Agreement or any condition of the Underwriters’ obligations cannot be fulfilled, the Company agrees to reimburse the Underwriters or such Underwriters as have so terminated this Agreement with respect to themselves, severally, for all out-of-pocket expenses (including the fees and expenses of its counsel) reasonably incurred by the Underwriter in connection with this Agreement or the offering contemplated hereunder.

14. This Agreement shall inure to the benefit of and be binding upon the Company, the Selling Stockholders and the Underwriters, the officers and directors of the Company referred to herein, any controlling persons referred to herein and their respective successors and assigns. Nothing expressed or mentioned in this Agreement is intended or shall be construed to give any other person, firm or corporation any legal or equitable right, remedy or claim under or in respect of this Agreement or any provision herein contained. No purchaser of Shares from any Underwriter shall be deemed to be a successor or assign by reason merely of such purchase.

15. All notices and other communications hereunder shall be in writing and shall be deemed to have been duly given upon receipt thereof by the recipient if mailed or transmitted by any standard form of telecommunication. Notices to the Underwriters shall be given to the Representative, c/o Stifel, Nicolaus & Company, Incorporated, 787 7th Avenue, 11th Floor, New York, New York 10019 (fax no.: 212-541-5335); Attention: General Counsel, with a copy (which shall not constitute service) to Goodwin Procter LLP, Exchange Place, 53 State Street, Boston, Massachusetts 02109, Attention: Kenneth J. Gordon, Esq. Notices to the Company shall be given to it at Amber Road, Inc., One Meadowlands Plaza, East Rutherford, New Jersey, 07073 (fax no.: 201-935-5187); Attention:

 

29


Chief Executive Officer, with a copy (which shall not constitute notice) to Dentons US LLP, 1221 Avenue of the Americas, New York, New York 10020, Attention: Victor H. Boyajian, Esq. Notices to each of the Selling Stockholders shall be given at his, her or its address set forth in II hereto.

16. This Agreement may be signed in counterparts, each of which shall be an original and all of which together shall constitute one and the same instrument.

17. THIS AGREEMENT SHALL BE GOVERNED BY AND CONSTRUED IN ACCORDANCE WITH THE LAWS OF THE STATE OF NEW YORK, WITHOUT REGARD TO SUCH STATE’S PRINCIPLES OF CONFLICTS OF LAWS.

18. The parties hereby submit to the jurisdiction of and venue in the federal courts located in the City of New York, New York in connection with any dispute related to this Agreement, any transaction contemplated hereby, or any other matter contemplated hereby.

19. The Company and each of the Selling Stockholders acknowledges and agrees that (i) the purchase and sale of the Shares pursuant to this Agreement, including the determination of the public offering price of the Shares and any related discounts and commissions, is an arm’s-length commercial transaction between the Company and the Selling Stockholders on the one hand, and the several Underwriters, on the other, (ii) in connection therewith and with the process leading to such transaction each Underwriter is acting solely as a principal and not the agent or fiduciary of the Company, the Selling Stockholders or their respective stockholders, creditors, employees or any other party, (iii) no Underwriter has assumed an advisory or fiduciary responsibility in favor of the Company or any Selling Stockholders with respect to the offering contemplated hereby or the process leading thereto (irrespective of whether such Underwriter has advised or is currently advising the Company or any Selling Stockholder on other matters) or any other obligation to the Company or any Selling Stockholder except the obligations expressly set forth in this Agreement, and (iv) the Company and each of the Selling Stockholders has consulted its own legal and financial advisors to the extent it deemed appropriate. The Company and each of the Selling Stockholders severally agrees that each will not claim that the Underwriters, or any of them, has rendered advisory services of any nature or respect, or owes a fiduciary or similar duty to the Company or such Selling Stockholder, in connection with such transaction or the process leading thereto. Each of the several Underwriters, the Company and each of the Selling Stockholders acknowledges and agrees that all representations, warranties, covenants, agreements or other obligations of the Selling Stockholders in this Agreement are several, and not joint, and no Selling Stockholder shall be responsible for any representations, warranties, covenants, agreements or other obligations of the Company or any other Selling Stockholder.

20. The Company acknowledges that the Underwriters’ research analysts and research departments are required to be independent from their respective investment banking divisions and are subject to certain regulations and internal policies, and that such Underwriters’ research analysts may hold views and make statements or investment recommendations and/or publish research reports with respect to the Company and/or the offering that differ from the views of their respective investment banking divisions. The Company hereby waives and releases, to the fullest extent permitted by law, any claims that the Company may have against

 

30


the Underwriters with respect to any conflict of interest that may arise from the fact that the views expressed by their independent research analysts and research departments may be different from or inconsistent with the views or advice communicated to the Company by such Underwriters’ investment banking divisions. The Company acknowledges that each of the Underwriters is a full service securities firm and as such from time to time, subject to applicable securities laws, may effect transaction for its own account or the account of its customers and hold long or short positions in debt or equity securities of the companies that may be the subject of the transactions contemplated by this Agreement.

21. This Agreement supersedes all prior agreements and understandings (whether written or oral) between the Company, the Selling Stockholders and the Underwriters, or any of them, with respect to the subject matter hereof.

22. The Company, the Selling Stockholders and each of the Underwriters hereby irrevocably waives, to the fullest extent permitted by applicable law, any and all right to trial by jury in any legal proceeding arising out of or relating to this Agreement or the transactions contemplated hereby.

 

31


If the foregoing is in accordance with your understanding of our agreement, please sign and return to the Company a counterpart hereof, whereupon this instrument will become a binding agreement among the Company, the Selling Stockholders and the Underwriters.

 

Very truly yours,
AMBER ROAD, INC.
By:  

 

Name:  
Title:  

[Signature Page to Underwriting Agreement]


THE SELLING STOCKHOLDERS NAMED IN SCHEDULE II HERETO.
By:  

 

Name:  
Title:   Attorney-in-fact acting on behalf of each of the Selling Stockholders named in Schedule II to this Agreement

[Signature Page to Underwriting Agreement]


Accepted as of the date hereof:

STIFEL, NICOLAUS & COMPANY, INCORPORATED

 

By:  

 

Name:  
Title:  

For itself and as Representative of the

other Underwriters named in Schedule I hereto

[Signature Page to Underwriting Agreement]


SCHEDULE I

 

Underwriter

   Number of Firm
Shares to be
Purchased
 

Stifel, Nicolaus & Company, Incorporated

     [                    

Pacific Crest Securities LLC

     [                    

Canaccord Genuity Inc.

     [                    

Needham & Company, LLC

     [                    

Raymond James & Associates, Inc.

     [                    
  

 

 

 

Total:

     [                    


SCHEDULE II

 

Selling Stockholder

   Number of Firm
Shares
to be Sold
    Number of Option
Shares
to be Sold
    Address  

[                    ]

     [                         [                         [                    

[                    ]

     [                         [                         [                    

[                    ]

     [                         [                         [                    

[                    ]

     [                         [                         [                    

[                    ]

     [                         [                         [                    

[                    ]

     [                         [                         [                    
  

 

 

   

 

 

   

 

 

 

Total:

     [                         [                      


SCHEDULE III-A

Pricing Terms

Number of Firm Shares to be sold: [                ]

Number of Option Shares to be sold: [                ]

Public Offering Price per share: $[        ]

Price to be paid by the Underwriters per share: $[        ]

SCHEDULE III-B

Free Writing Prospectuses and Written Testing-the-Waters Communications

Exhibit 3.1

AMENDED AND RESTATED

CERTIFICATE OF INCORPORATION

OF

AMBER ROAD, INC.

Pursuant to Section 242 and Section 245 of the General Corporation Law of the State of Delaware, Amber Road, Inc. has adopted this Amended and Restated Certificate of Incorporation restating, integrating and further amending its Certificate of Incorporation (originally filed October 7, 2013), which Amended and Restated Certificate of Incorporation has been duly proposed by the directors and adopted by the stockholders of this corporation (by written consent pursuant to Section 228 of said General Corporation Law) in accordance with the provisions of said Section 242 and Section 245.

Article I.

Name

The name of the corporation is Amber Road, Inc. (the “ Corporation ”).

Article II.

Registered Office and Agent

The address of the registered office of the Corporation in the State of Delaware is 2711 Centerville Road, Suite 400, City of Wilmington, County of New Castle, and the name of the registered agent of the Corporation in the State of Delaware at such address is Corporation Service Company.

Article III.

Purpose

The purpose of the Corporation is to engage in any lawful act or activity for which a corporation may be organized under the Delaware General Corporation Law (“ DGCL ”).

Article IV.

Capital Stock

A. This Corporation is authorized to issue two classes of stock to be designated, respectively, “ Common Stock ” and “ Preferred Stock .” The total number of shares which the Corporation is authorized to issue is One Hundred and Ten million (110,000,000) shares. One Hundred million (100,000,000) shares shall be Common Stock, each having a par value of one-tenth of one cent ($0.001). Ten million (10,000,000) shares shall be Preferred Stock, each having a par value of one-tenth of one cent ($0.001).

B. The Preferred Stock may be issued from time to time in one or more series. The Board of Directors is hereby expressly authorized to provide for the issue of all or any of the shares of the Preferred Stock in one or more series, and to fix the number of shares and to determine or alter for each such series, such voting powers, if any, and such designation, preferences, and relative, participating, optional, or other rights and such qualifications, limitations, or restrictions thereof, as shall be stated and expressed in the resolution or resolutions adopted by the Board of Directors providing for the issuance of such shares and as may be permitted by the DGCL. The Board of Directors is also expressly authorized to increase or decrease the number of shares of any series subsequent to the issuance of shares of that series, but not below the number of shares of such series then outstanding. In case the number of shares of any series shall be decreased in accordance with the foregoing sentence, the shares constituting such decrease shall resume the status that they had prior to the adoption of the resolution originally fixing the number of shares of such series.


C. Subject to the preferential rights of the Preferred Stock, the holders of the Common Stock are entitled to receive, to the extent permitted by law, such dividends as may be declared from time to time by the Board of Directors. In the event of the voluntary or involuntary liquidation, dissolution, distribution of assets or winding up of the Corporation, after distribution in full of the preferential amounts, if any, to be distributed to the holders of shares of Preferred Stock, holders of Common Stock shall be entitled to receive all of the remaining assets of the Corporation of whatever kind available for distribution to stockholders ratably in proportion to the number of shares of Common Stock held by them respectively. The Board of Directors may distribute in kind to the holders of Common Stock such remaining assets of the Corporation or may sell, transfer or otherwise dispose of all or any part of such remaining assets to any other corporation, trust or other entity and receive payment therefor in cash, stock or obligations of such other corporation, trust or other entity, or any combination thereof, and may sell all or any part of the consideration so received and distribute any balance thereof in kind to holders of Common Stock. The merger or consolidation of the Corporation into or with any other corporation, or the merger of any other corporation into it, or any purchase or redemption of shares of stock of the Corporation of any class, shall not be deemed to be a dissolution, liquidation or winding up of the Corporation for the purposes of this paragraph. Each outstanding share of Common Stock shall entitle the holder thereof to one vote on each matter properly submitted to the stockholders of the Corporation for their vote; provided , however , that, except as otherwise required by law, holders of Common Stock shall not be entitled to vote on any amendment to this Certificate of Incorporation (including any certificate of designation filed with respect to any series of Preferred Stock) that relates solely to the terms of one or more outstanding series of Preferred Stock if the holders of such affected series are entitled, either separately or together as a class with the holders of one or more other such series, to vote thereon by law or pursuant to this Certificate of Incorporation (including any certificate of designation filed with respect to any series of Preferred Stock). There shall be no cumulative voting.

Article V.

Board of Directors

For the management of the business and for the conduct of the affairs of the Corporation, and in further definition, limitation and regulation of the powers of the Corporation, of its directors and of its stockholders or any class thereof, as the case may be, it is further provided that:

1. The management of the business and the conduct of the affairs of the Corporation shall be vested in its Board of Directors. The number of directors constituting the Board of Directors shall be fixed from time to time, exclusively by resolutions adopted by a majority of the authorized number of directors constituting the Board of Directors. The directors of the Corporation need not be elected by written ballot unless the Bylaws so provide.

2. Subject to the rights of the holders of any series of Preferred Stock to elect additional directors under specified circumstances, immediately following the closing of the initial public offering pursuant to an effective registration statement under the Securities Act of 1933, as amended, covering the offer and sale of Corporation’s Common Stock to the public (the “ Initial Public Offering ”) the directors shall be divided into three classes designated as Class I, Class II and Class III, respectively. The Board of Directors is authorized to assign members of the Board of Directors already in office to such classes at the time the classification becomes effective. At the first annual meeting of stockholders following the closing of the Initial Public Offering, the term of office of the Class I directors shall expire and Class I directors shall be elected for a full term of three years. At the second annual meeting of stockholders following the closing of the Initial Public Offering, the term of office of the Class II directors shall expire and Class II directors shall be elected for a full term of three years. At the third annual meeting of stockholders following the closing of the Initial Public Offering, the term of office of the Class III directors shall expire and Class III directors shall be elected for a full term of three years. At each succeeding annual meeting of stockholders, directors shall be elected for a full term of three years to succeed the directors of the class whose terms

 

- 2 -


expire at such annual meeting. Notwithstanding the foregoing provisions of this section, each director shall hold office until such director’s successor is duly elected and qualified or until such director’s earlier death, resignation or removal. No decrease in the number of directors constituting the Board of Directors shall shorten the term of any incumbent director.

3. Subject to the rights of any series of Preferred Stock to elect additional directors under specified circumstances, neither the Board of Directors nor any individual director may be removed without cause. Subject to any limitation imposed by law, any individual director or directors may be removed with cause by the affirmative vote of the holders of at least sixty-six and two-thirds percent (66  2 3 %) of the voting power of all then-outstanding shares of capital stock of the Corporation entitled to vote generally in the election of directors.

4. Subject to the rights of the holders of any series of Preferred Stock, any vacancies on the Board of Directors resulting from death, resignation, disqualification, removal or other causes and any newly created directorships resulting from any increase in the number of directors, shall, except as otherwise provided by law, be filled only by the affirmative vote of a majority of the directors then in office, even though less than a quorum of the Board of Directors, and not by the stockholders, unless the Board of Directors determines by resolution that any such vacancies or newly created directorships shall be filled by the stockholders. Any director elected in accordance with the preceding sentence shall hold office for the remainder of the full term of the director for which the vacancy was created or occurred and until such director’s successor shall have been elected and qualified.

Article VI.

Amendment of Bylaws

The Board of Directors is expressly empowered to adopt, amend or repeal the Bylaws of the Corporation. Any adoption, amendment or repeal of the Bylaws of the Corporation by the Board of Directors shall require the approval of a majority of the authorized number of directors. The stockholders shall also have power to adopt, amend or repeal the Bylaws of the Corporation; provided , however , that, in addition to any vote of the holders of any class or series of stock of the Corporation required by law or by this Certificate of Incorporation, such action by stockholders shall require the affirmative vote of the holders of at least sixty-six and two-thirds percent (66  2 3 %) of the voting power of all of the then-outstanding shares of the capital stock of the Corporation entitled to vote generally in the election of directors, voting together as a single class, provided , further , that if the Board of Directors recommends that stockholders approve such adoption, amendment or repeal at a meeting of stockholders, such adoption, amendment or repeal shall only require the affirmative vote of the majority of the outstanding shares entitled to vote on such amendment or repeal, voting together as a single class.

Article VII.

Stockholder Actions

A. No action shall be taken by the stockholders of the Corporation except at an annual or special meeting of stockholders called in accordance with the Bylaws, and no action shall be taken by the stockholders by written consent or electronic transmission.

B. Advance notice of stockholder nominations for the election of directors and of business to be brought by stockholders before any meeting of the stockholders of the Corporation shall be given in the manner provided in the Bylaws of the Corporation.

C. Except as otherwise required by statute and subject to the rights, if any, of the holders of any series of Preferred Stock, special meetings of the stockholders of the Corporation may be called only by the Board of

 

- 3 -


Directors acting pursuant to a resolution approved by the affirmative vote of a majority of the directors then in office, the Chief Executive Officer (of if there is no Chief Executive Officer, the President) or the Chairperson of the Board of Directors, and may not be called by any other person or persons. Only those matters set forth in the notice of the special meeting may be considered or acted upon at a special meeting of stockholders of the Corporation.

Article VIII.

Limitation on Director Liability; Indemnification

A. The liability of the directors for monetary damages shall be eliminated to the fullest extent under applicable law. If the DGCL is amended to authorize corporate action further eliminating or limiting the personal liability of directors, then the liability of a director of the Corporation shall be eliminated to the fullest extent permitted by the DGCL, as so amended.

B. In furtherance and not in limitation of the rights, powers, privileges, and discretionary authority granted or conferred by Title 8 of the DGCL or other statutes or laws of the State of Delaware, the Board of Directors is expressly authorized to provide indemnification of directors, officers, employees, agents, and other persons to the fullest extent permitted by law through bylaw provisions, agreements with indemnitees, vote of stockholders or disinterested directors or otherwise.

C. Any repeal or modification of this Article VIII shall be prospective and shall not affect the rights under this Article VIII in effect at the time of the alleged occurrence of any act or omission to act giving rise to liability or indemnification.

Article IX.

Choice of Forum

Unless the Corporation consents in writing to the selection of an alternative forum, the Court of Chancery of the State of Delaware will, to the fullest extent permitted by law, be the sole and exclusive forum for (1) any derivative action or proceeding brought on behalf of the Corporation, (2) any action asserting a claim of breach of a fiduciary duty owed by, or other wrongdoing by, any director, officer, employee or agent of the Corporation to the Corporation or the Corporation’s stockholders, (3) any action asserting a claim arising pursuant to any provision of the DGCL or this Certificate of Incorporation or Bylaws, (4) any action to interpret, apply, enforce or determine the validity of this Certificate of Incorporation or Bylaws, or (5) any action asserting a claim governed by the internal affairs doctrine, in each such case subject to said Court of Chancery having personal jurisdiction over the indispensable parties named as defendants therein. Any person or entity purchasing or otherwise acquiring any interest in shares of capital stock of the Corporation will be deemed to have notice of and consented to the provisions of this Article IX.

Article X.

Amendment of Certificate of Incorporation

A. The Corporation reserves the right to amend, alter, change or repeal any provision contained in this Certificate of Incorporation, in the manner now or hereafter prescribed by statute, except as provided in paragraph B. of this Article X, and all rights conferred upon the stockholders herein are granted subject to this reservation.

B. Notwithstanding any other provisions of this Certificate of Incorporation or any provision of law that might otherwise permit a lesser vote or no vote, but in addition to any affirmative vote of the holders of any particular class or series of the Corporation required by law or by this Certificate of Incorporation or any certificate of designation filed with respect to a series of Preferred Stock, the affirmative vote of the holders of at least sixty-six and two-thirds percent (66  2 3 %) of the voting power of all of the then-outstanding shares of capital stock of the Corporation entitled to vote generally in the election of directors, voting together as a single class, shall be required to alter, amend or repeal Articles V, VI, VII, VIII, IX and X.

 

- 4 -


I N W ITNESS W HEREOF , this Amended and Restated Certificate of Incorporation has been executed by a duly authorized officer of the Corporation on this      day of             , 2014.

 

By:  

 

  John W. Preuninger, President

 

- 5 -

Exhibit 4.1

 

LOGO

SPECIMEN
SPECIMEN
NUMBER
C SPECIMEN
Amber Road
SHARES
SPECIMEN
SEE REVERSE FOR CERTAIN DEFINITIONS
THIS CERTIFIES THAT:
IS THE OWNER OF
INCORPORATED UNDER THE LAWS OF THE STATE OF DELAWARE
COMMON STOCK
SPECIMEN - NOT NEGOTIABLE
FULLY PAID AND NON-ASSESSABLE SHARES OF COMMON STOCK OF $0.001 PAR VALUE EACH OF
AMBER ROAD, INC.
transferable on the books of the Corporation in person or by attorney upon surrender of this certificate duly endorsed or assigned. This certificate and the shares represented hereby are subject to the laws of the State of Delaware, and to the Certificate of Incorporation and Bylaws of the Corporation, as now existing or hereafter amended. This certificate is not valid until countersigned by the Transfer Agent.
WITNESS the facsimile seal of the Corporation and the facsimile signatures of its duly authorized officers.
DATED:
SECRETARY
AMBER ROAD, INC.
CORPORATE
SEAL
2013
DELAWARE
COUNTERSIGNED:
CONTINENTAL STOCK TRANSFER & TRUST COMPANY
NEW YORK, NY
TRANSFER AGENT
BY:
AUTHORIZED OFFICER
PRESIDENT
c 1990 COLUMBIA FINANCIAL PRINTING CORP.


LOGO

The following abbreviations, when used in the inscription on the face of this certificate, shall be construed as though they were written out in full according to applicable laws or regulations:
TEN COM - as tenants in common
TEN ENT - as tenants by the entireties
JT TEN - as joint tenants with right of survivorship and not as tenants in common
UNIF GIFT MIN ACT -
Custodian
(Cust) (Minor)
under Uniform Gifts to Minors
Act
(State)
Additional abbreviations may also be used though not in the above list.
For Value Received, hereby sell, assign and transfer unto
PLEASE INSERT SOCIAL SECURITY OR OTHER IDENTIFYING NUMBER OF ASSIGNEE
(PLEASE PRINT OR TYPE NAME AND ADDRESS, INCLUDING ZIP CODE, OF ASSIGNEE)
Shares of the stock represented by the within Certificate, and do hereby irrevocably constitute and appoint
Attorney to transfer the said stock on the books of the within named Corporation with full power of substitution in the premises.
Dated
NOTICE: THE SIGNATURE TO THIS ASSIGNMENT MUST CORRESPOND WITH THE NAME AS WRITTEN UPON THE FACE OF THE CERTIFICATE IN EVERY PARTICULAR, WITHOUT ALTERATION OR ANY CHANGE WHATSOEVER.
THE CORPORATION WILL FURNISH TO ANY STOCKHOLDER, UPON REQUEST AND WITHOUT CHARGE, A FULL STATEMENT OF THE DESIGNATIONS, RELATIVE RIGHTS, PREFERENCES AND LIMITATIONS OF THE SHARES OF EACH CLASS AND SERIES AUTHORIZED TO BE ISSUED, SO FAR AS THE SAME HAVE BEEN DETERMINED, AND OF THE AUTHORITY, IF ANY, OF THE BOARD TO DIVIDE THE SHARES INTO CLASSES OR SERIES AND TO DETERMINE AND CHANGE THE RELATIVE RIGHTS, PREFERENCES AND LIMITATIONS OF ANY CLASS OR SERIES. SUCH REQUEST MAY BE MADE TO THE SECRETARY OF THE CORPORATION OR TO THE TRANSFER AGENT NAMED ON THIS CERTIFICATE.
THE SIGNATURE TO THE ASSIGNMENT MUST CORRESPOND TO THE NAME AS WRITTEN UPON THE FACE OF THIS CERTIFICATE IN EVERY PARTICULAR, WITHOUT ALTERATION OR ENLARGEMENT OR ANY CHANGE WHATSOEVER, AND MUST BE GUARANTEED BY A COMMERCIAL BANK OR TRUST COMPANY OR A MEMBER FIRM OF A NATIONAL OR REGIONAL OR OTHER RECOGNIZED STOCK EXCHANGE IN CONFORMANCE WITH A SIGNATURE GUARANTEE MEDALLION PROGRAM.
COLUMBIA FINANCIAL PRINTING CORP. - www.stockinformation.com

Exhibit 5.1

 

LOGO  

Dentons US LLP

1221 Avenue of the Americas

New York, NY 10020-1089

USA

 

T    +1 212 398 5787

F    +1 212 768 6800

March 4, 2014

Amber Road, Inc.

One Meadowlands Plaza

East Rutherford, NJ 07073

Re: Amber Road, Inc.

Registration Statement on Form S-1 (File No. 333-193858)

Ladies and Gentlemen:

We have examined the Registration Statement on Form S-1, File No. 333-193858, as amended (the “ Registration Statement ”), of Amber Road, Inc., a Delaware corporation (the “ Company ”), filed with the Securities and Exchange Commission (the “ Commission ”) pursuant to the Securities Act of 1933, as amended (the “ Securities Act ”), in connection with the offering of up to 7,500,300 shares of the Company’s common stock (the “ Common Stock ”), par value $0.001 per share, which includes (i) up to 4,782,870 shares of Common Stock to be sold by the Company (the “ Company Shares ”) and (ii) up to 2,717,430 shares of Common Stock to be sold by certain selling stockholders (the “ Selling Stockholder Shares ”), including 978,300 Selling Stockholder Shares for which the underwriters have been granted an option to purchase.

We have examined the originals, or photostatic or certified copies, of such records of the Company and certificates of officers of the Company and of public officials and such other documents as we have deemed relevant and necessary as the basis for the opinions set forth below. In our examination, we have assumed the genuineness of all signatures, the legal capacity and competency of all natural persons, the authenticity of all documents submitted to us as originals and the conformity to original documents of all documents submitted to us as copies.

Based upon and subject to the foregoing qualifications, assumptions and limitations and the further limitations set forth below, and in reliance on statements of fact contained in the documents that we have examined, we are of the opinion that the Company Shares and the Selling Stockholder Shares have been duly authorized by the Company; the Company Shares, when issued against payment therefor, will be validly issued, fully paid and non-assessable; and the Selling Stockholder Shares are validly issued, fully paid and non-assessable.

This opinion is limited to the effect of the current state of the Delaware General Corporation Law and the facts as they currently exist. We assume no obligation to revise or supplement this opinion in the event of future changes in such laws or the interpretation thereof or such facts.

We consent to the filing of this opinion as an exhibit to the Registration Statement, and we further consent to the use of our name under the caption “Legal Matters” in the Registration Statement and the prospectus that forms a part thereof. In giving these consents, we do not thereby admit that we are within the category of persons whose consent is required under Section 7 of the Securities Act or the Rules and Regulations of the Commission.

 

Very truly yours,

/s/ DENTONS US LLP

Exhibit 10.3

MANAGEMENT DYNAMICS INC.

FOURTH AMENDED & RESTATED INVESTOR RIGHTS AGREEMENT

THIS FOURTH AMENDED & RESTATED INVESTOR RIGHTS AGREEMENT (the “ Agreement ”) is entered into as of this 16th day of July 2010, by and among Management Dynamics Inc., a New Jersey corporation (the “ Company ”), and the entities and persons who are signatories to this Agreement from time to time or a joinder agreement with respect hereto (the “ Investors ”).

RECITALS

WHEREAS, the Company and the holders of the Company’s Series A Convertible Preferred Stock, no par value per share (the “ Series A Holders ”), Series B Convertible Preferred Stock, no par value per share (the “ Series B Holders ”), Series C Convertible Preferred Stock, no par value per share (the “ Series C Holders ”) and Series D Convertible Preferred Stock, no par value per share (the “ Series D Holders ”) entered into the Third Amended & Restated Investor Rights Agreement dated as of January 16, 2009 (the “ Prior Rights Agreement ”);

WHEREAS, Goldman, Sachs & Co. (the “ Series E Investor ”) is purchasing up to an aggregate of 6,709,007 shares of the Company’s Series E Convertible Preferred Stock, no par value per share (the “ Series E Preferred Stock ”) pursuant to that certain Series E Preferred Stock Purchase Agreement (the “ Series E Purchase Agreement ”) dated as of July 16, 2010, by and between the Series E Investor and the Company;

WHEREAS, as a condition of consummating the Series E Purchase Agreement, the Series E Investor has requested that the Company extend to the Series E Investor registration rights, information rights and other rights as set forth below; and

WHEREAS, the Company, the Series A Holders, the Series B Holders, the Series C Holders and the Series D Holders desire to amend and restate the Prior Rights Agreement to include the Series E Investor and make certain other changes;

NOW, THEREFORE, in consideration of the mutual promises, representations, warranties, covenants and conditions set forth in this Agreement and in the Series A Purchase Agreement (as hereinafter defined), the Series B Purchase Agreement (as hereinafter defined), the Series C Purchase Agreement (as hereinafter defined), the Series D Purchase Agreement (as hereinafter defined) and the Series E Purchase Agreement, the parties, intending to be legally bound, hereby agree as follows:

SECTION 1. GENERAL

1.1 Definitions . As used in this Agreement the following terms shall have the following respective meanings:

Affiliate ” means any person who is an “affiliate” as defined in Rule 12b-2 of the General Rules and Regulations under the Exchange Act.


Board of Directors ” means the board of directors of the Company.

Conversion Shares ” means shares of Common Stock into which shares of Preferred Stock are converted.

Common Stock ” means the Company’s Common Stock, no par value per share.

Exchange Act ” means the Securities Exchange Act of 1934, as amended, and any rules or regulations promulgated thereunder.

Form S-3 ” means such form under the Securities Act as in effect on the date hereof or any successor registration form under the Securities Act subsequently adopted by the SEC which permits inclusion or incorporation of substantial information by reference to other documents filed by the Company with the SEC.

Holder ” means an Investor in its capacity as owner of shares of Preferred Stock or Registrable Securities, or any Person to whom shares of Preferred Stock or Registrable Securities have been transferred or any Person who derives his, her or its ownership of Preferred Stock or Registrable Securities from an Investor.

Initial Offering ” means the Company’s first firm commitment underwritten public offering of its Common Stock registered under the Securities Act.

Majority Investors ” means each of (i) the holders of Series A Preferred Stock and Conversion Shares who own at least a majority of the Series A Preferred Stock and Conversion Shares then outstanding, (ii) the holders of Series B Preferred Stock and Conversion Shares who own at least a majority of the Series B Preferred Stock and Conversion Shares then outstanding, (iii) the holders of Series C Preferred Stock and Conversion Shares who own at least 60% of the Series C Preferred Stock and Conversion Shares then outstanding and (iv) the holders of Series D Preferred Stock and Conversion Shares who own at least a majority of the Series D Preferred Stock and Conversion Shares then outstanding.

Person ” means any individual, corporation, partnership, firm, joint venture, association, limited liability company, limited liability partnership, joint-stock company, trust, unincorporated organization or governmental entity.

Preferred Directors ” mean collectively the Series A Preferred Director, the Series B Preferred Director and the Series E Preferred Director.

Preferred Stock ” mean the shares of Series A Preferred Stock, the shares of Series B Preferred Stock, the shares of Series C Preferred Stock, the shares of Series D Preferred Stock and the shares of Series E Preferred Stock.

Qualified Offering ” means the closing of the sale of shares of Common Stock to the public at a price of at least $7.5459 per share (subject to appropriate adjustment in the event of any stock dividend, stock split, combination or other similar recapitalization with respect to the Common Stock), in an underwritten public offering on a firm commitment basis pursuant to an effective registration statement (other than on Form S-4 or S-8 on any successor forms thereto)

 

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filed pursuant to the Securities Act, covering the offer and sale of Common Stock for the account of the Company in which the Company actually receives gross proceeds equal to or greater than $40,000,000 (calculated after deducting underwriters’ discounts and commissions and other offering expenses) and such shares of Common Stock are listed for trading on the New York Stock Exchange or NASDAQ National Market.

Register ,” registered ,” and “ registration ” means a registration effected by preparing and filing a registration statement in compliance with the Securities Act, and the declaration or ordering of effectiveness of such registration statement or document.

Registrable Securities ” means any Conversion Shares and any shares of Common Stock issued in payment of dividends. Notwithstanding the foregoing, Registrable Securities shall not include any securities sold by a person to the public either pursuant to a registration statement declared effective pursuant to the Securities Act or Rule 144 or sold in a private transaction in which the transferor’s rights under Section 2 of this Agreement are not assigned.

Registrable Securities then outstanding ” means the number of shares determined by calculating the total number of shares of the Company’s Common Stock that are Registrable Securities and either (a) are then issued and outstanding or (b) are issuable pursuant to then exercisable or convertible securities.

Registration Expenses ” means all expenses incurred by the Company in complying with Sections 2.2, 2.3 and 2.4 hereof, including, without limitation, all registration and filing fees, printing expenses, blue sky fees and expenses, the expense of any special audits incident to or required by any such registration, reasonable fees and expenses of one counsel for the majority of the holders of Series E Preferred Stock (but excluding the compensation of regular employees of the Company, which shall be paid in any event by the Company).

Restated Charter ” means the Company’s Fifth Amended & Restated Certificate of Incorporation filed with the Secretary of State of New Jersey as of the date hereof in connection with the purchase of the Series E Preferred Stock.

Rule 144 ” means Rule 144 promulgated under the Securities Act.

SEC ” means the U.S. Securities and Exchange Commission or any other federal agency at the time administering the Securities Act.

Securities Act ” means the Securities Act of 1933, as amended, and any rules or regulations promulgated thereunder.

Selling Expenses ” means all underwriting discounts and selling commissions applicable to the sale and any special counsel fees of the Holders.

Series A Preferred Director ” means one (1) individual elected by the holders of a majority of the then outstanding shares of Series A Preferred Stock.

Series A Preferred Stock ” means the shares of Series A Convertible Preferred Stock, without par value, of the Company.

 

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Series A Purchase Agreement ” means that certain Series A Preferred Stock Purchase Agreement dated as October 9, 2002, by and among the Series A Holders and the Company.

Series B Preferred Director ” means one (1) individual elected by the holders of a majority of the then outstanding shares of Series B Preferred Stock.

Series B Preferred Stock ” means the shares of Series B Convertible Preferred Stock, without par value, of the Company.

Series B Purchase Agreement ” means that certain Series B Preferred Stock Purchase Agreement dated as of December 30, 2004, by and among the Series B Holders and the Company.

Series C Preferred Stock ” means the shares of Series C Convertible Preferred Stock, without par value, of the Company.

Series C Purchase Agreement ” means that certain Series C Preferred Stock Purchase Agreement dated as of October 7, 2005, by and among the Series C Holders and the Company.

Series D Preferred Stock ” means the shares of Series D Convertible Preferred Stock, without par value, of the Company.

Series D Purchase Agreement ” means that certain Series D Preferred Stock Purchase Agreement dated as of January 16, 2009, by and among the Series D Holders and the Company.

Series E Preferred Director ” means one (1) individual elected by the holders of a majority of the then outstanding shares of Series E Preferred Stock.

Series E Holders ” means the holders of Series E Preferred Stock from time to time.

Shares ” means the shares of the Company’s Preferred Stock issued pursuant to the Series A Purchase Agreement, the Series B Purchase Agreement, the Series C Purchase Agreement, the Series D Purchase Agreement and the Series E Purchase Agreement held by the Investors and their assigns.

Subsidiaries ” means with respect to any Person (including the Company), any corporation, limited liability company, partnership, joint venture or other legal entity of which the specified Person (either alone or together with any other Subsidiary of the specified Person) owns, directly or indirectly, more than 50% of the stock or other equity, partnership, limited liability company or equivalent interests, the holders of which are generally entitled to vote for the election of the board of directors or other governing body of such corporation or other legal entity, or otherwise has the power to vote or direct the voting of sufficient securities to elect a majority of such board of directors or other governing body.

Super Majority Investors ” means each of (i) the holders of Series A Preferred Stock and Conversion Shares who own at least a majority of the Series A Preferred Stock and Conversion Shares then outstanding, (ii) the holders of Series B Preferred Stock and Conversion Shares who own at least a majority of the Series B Preferred Stock and Conversion Shares then

 

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outstanding, (iii) the holders of Series C Preferred Stock and Conversion Shares who own at least 60% of the Series C Preferred Stock and Conversion Shares then outstanding, (iv) the holders of Series D Preferred Stock and Conversion Shares who own at least a majority of the Series D Preferred Stock and Conversion Shares then outstanding and (v) the holders of Series E Preferred Stock and Conversion Shares who own at least a majority of the Series E Preferred Stock and Conversion Shares then outstanding.

SECTION 2. REGISTRATION; RESTRICTIONS ON TRANSFER

2.1 Restrictions on Transfer.

(a) Each Holder agrees not to make any disposition of all or any portion of the Shares or the Registrable Securities unless and until:

(i) There is then in effect a registration statement under the Securities Act covering such proposed disposition and such disposition is made in accordance with such registration statement; or

(ii) (A) Such Holder shall have notified the Company of the proposed disposition, (B) if reasonably requested by the Company, such Holder shall have furnished the Company with an opinion of counsel, reasonably satisfactory to the Company, that such disposition will not require registration of such shares under the Securities Act, and (C) in the event of a transfer in advance of the Company’s Initial Offering, the transferee has agreed in writing to become a party to, and receive the benefits of and be bound by the terms of, this Agreement. Notwithstanding anything herein to the contrary, it is agreed that the Company will not require opinions of counsel for transactions made pursuant to Rule 144 unless, after consultation with the Holder, the Company has a reasonable basis for believing that such disposition may not be made pursuant to Rule 144.

(iii) Notwithstanding the provisions of paragraphs (i) and (ii) above, no such registration statement or opinion of counsel shall be necessary for a transfer by a Holder which is (A) a partnership to its partners or former partners in accordance with partnership interests, (B) a corporation to its shareholders in accordance with their interest in the corporation, (C) a limited liability company to its members or former members in accordance with their interest in the limited liability company, (D) to an individual Holder’s family member or trust for the benefit of an individual Holder or such Holder’s family member; provided that in each case the transferee has agreed in writing to become a party to, and receive the benefits of and be bound by the terms of, this Agreement.

(b) Each certificate representing Shares or Registrable Securities shall (unless otherwise permitted by the provisions of this Agreement) be stamped or otherwise imprinted with legends substantially similar to the following (in addition to any legend required under applicable state securities laws):

THE SECURITIES REPRESENTED BY THIS CERTIFICATE HAVE NOT BEEN REGISTERED UNDER THE SECURITIES ACT OF 1933, AS AMENDED (THE “ACT”), AND MAY NOT BE OFFERED, SOLD OR OTHERWISE TRANSFERRED, ASSIGNED, PLEDGED OR

 

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HYPOTHECATED UNLESS AND UNTIL REGISTERED UNDER THE ACT OR UNLESS THE COMPANY HAS RECEIVED AN OPINION OF COUNSEL SATISFACTORY TO THE COMPANY AND ITS COUNSEL THAT SUCH REGISTRATION IS NOT REQUIRED.

THE SECURITIES REPRESENTED BY THIS CERTIFICATE ARE SUBJECT TO RESTRICTIONS ON TRANSFER SET FORTH IN AN AMENDED & RESTATED INVESTOR RIGHTS AGREEMENT BY AND AMONG THE COMPANY AND CERTAIN SHAREHOLDERS OF THE COMPANY. A COPY OF THE AMENDED & RESTATED INVESTOR RIGHTS AGREEMENT MAY BE OBTAINED FROM THE COMPANY WITHOUT CHARGE UPON THE WRITTEN REQUEST TO THE SECRETARY OF THE COMPANY.

(c) The Company shall be obligated to reissue promptly certificates bearing the second of the foregoing legends at the request of any holder thereof if the holder shall have obtained an opinion of counsel (which counsel may be counsel to the Company) reasonably acceptable to the Company to the effect that the securities proposed to be disposed of may lawfully be so disposed of without registration, qualification or the first of the foregoing legends.

(d) Any legend endorsed on an instrument pursuant to applicable state securities laws and the stop-transfer instructions with respect to such securities shall be removed upon receipt by the Company of an order of the appropriate blue sky authority authorizing such removal.

2.2 Demand Registration .

(a) Subject to the conditions of this Section 2.2, if the Company shall receive a written request from a Holder (the “ Initiating Holder ”) that the Company file a registration statement under the Securities Act covering the registration of at least 25% of the Registrable Securities owned by such Holder and its Affiliates (or a lesser amount if the anticipated aggregate offering price, net of underwriting discounts and commissions, would exceed $5,000,000), then, if the Company has received the prior written consent of (i) Series C Holders who own at least 60% of the Series C Preferred Stock then outstanding, (ii) Series D Holders who own at least 51% of the Series D Preferred Stock then outstanding (but no such consent shall be required from the Series C Holders for a request made by an Initiating Holder that is a Series D Holder) or (iii) Series E Holders who own at least 51% of the Series E Preferred Stock then outstanding, the Company shall, within fifteen (15) days after the receipt thereof, give written notice of such request to all Holders, and subject to the limitations of this Section 2.2, use its commercially reasonable best efforts to effect, as soon as practicable, the registration under the Securities Act of all Registrable Securities that the Initiating Holder requests to be registered and all Registrable Securities owned by any other Holder which notifies the Company in writing, within thirty (30) days after receipt of the Company’s notice contemplated by this paragraph, that it intends to participate in the demand registration contemplated herein (such notification to include the number of Registrable Securities sought to be included and the intended method or methods of distribution for such Registrable Securities), subject to and in accordance with the terms, conditions, procedures and limitations contained in this Agreement.

 

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(b) If the Initiating Holder intends to distribute the Registrable Securities covered by its request by means of an underwriting, it shall so advise the Company as a part of its request made pursuant to this Section 2.2 or any request pursuant to Section 2.4 and the Company shall include such information in the written notice referred to in Section 2.2(a) or Section 2.4(a), as applicable. In such event, the right of any Holder to include its Registrable Securities in such registration shall be conditioned upon such Holder’s participation in such underwriting and the inclusion of such Holder’s Registrable Securities in the underwriting to the extent provided herein. All Holders proposing to distribute their securities through such underwriting shall enter into an underwriting agreement in customary form with the underwriter or underwriters selected for such underwriting by a majority in interest of the Initiating Holders (which underwriter or underwriters shall be reasonably acceptable to the Company). Notwithstanding any other provision of this Section 2.2 or Section 2.4, if the underwriter advises the Company that marketing factors require a limitation of the number of securities to be underwritten (including Registrable Securities) then the Company shall so advise all Holders of Registrable Securities which would otherwise be underwritten pursuant hereto, and the number of shares that may be included in the underwriting shall be allocated first among the Series E Holders on a pro rata basis based on the number of Registrable Securities held by all such Series E Holders, second, to the extent available, to the Series D Holders on a pro rata basis based on the number of Registrable Securities held by all such Series D Holders, third, to the extent available, to the Series C Holders on a pro rata basis based on the number of Registrable Securities held by all such Series C Holders, fourth, to the extent available, among the Series B Holders on a pro rata basis based on the number of Registrable Securities held by all such Series B Holders and fifth, to the extent available, among the Series A Holders on a pro rata basis based on the number of Registrable Securities held by all such Series A Holders. The number of shares of Registrable Securities to be included in any underwriting and registration covered by this Section 2.2 shall not be reduced unless all other securities of the Company are first entirely excluded from the underwriting and registration. Any Registrable Securities excluded or withdrawn from any underwriting pursuant to this Section 2.2(b) shall be withdrawn from the registration.

(c) The Company shall not be required to effect a registration pursuant to this Section 2.2:

(i) prior to the earlier one hundred eighty (180) days following the effective date of the registration statement pertaining to the first Qualified Offering or the third anniversary of the Closing Date (as defined in the Series E Purchase Agreement);

(ii) after the Company has effected five (5) registrations initiated by the Holders pursuant to this Section 2.2 (including one (1) demand for the Series C Holders, two (2) demands for the Series D Holders and two (2) demands for the Series E Holders), and such registrations have been declared or ordered effective; provided , however , that a registration statement that does not become effective solely because the Holders participating in such registration refuse to proceed shall be deemed to have been effected by the Company at the request of such Holders unless the refusal to proceed is based upon the advice of counsel to such Holders relating to a matter with respect to the Company or such registration statement;

 

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(iii) if within thirty (30) days after receipt of a written request from the Initiating Holder pursuant to Section 2.2(a), the Company gives notice to the Holders of the Company’s intention to make a public offering within ninety (90) days; provided that such offering is, and remains, likely to be completed within such 90-day period;

(iv) if the Company shall furnish to the Initiating Holder requesting a registration statement pursuant to this Section 2.2 a certificate signed by the chief executive officer of the Company stating that in the good faith judgment of the Board of Directors, it would be seriously detrimental to the Company for such registration statement to be effected at such time, in which event the Company shall have the right to defer such filing for a period of not more than ninety (90) days after receipt of the request of the Initiating Holder; provided that such right to delay a request shall be exercised by the Company not more than once in any twelve (12) month period; or

(v) if the Initiating Holder proposes to dispose of shares of Registrable Securities that may be immediately registered on Form S-3 pursuant to a request made pursuant to Section 2.4 below.

2.3 Piggyback Registrations .

(a) Notice . The Company shall notify all Holders of Registrable Securities in writing at least thirty (30) days prior to the filing of any registration statement under the Securities Act for purposes of a public offering of securities of the Company (including, but not limited to, registration statements relating to secondary offerings of securities of the Company, but excluding registration statements relating to employee benefit plans or with respect to corporate reorganizations or other transactions under Rule 145 of the Securities Act) and will afford each such Holder an opportunity to include in such registration statement all or part of such Registrable Securities held by such Holder. Each Holder desiring to include in any such registration statement all or any part of the Registrable Securities held by it shall, within thirty (30) days after the above-described notice from the Company, so notify the Company in writing. Such notice shall state the intended method of disposition of the Registrable Securities by such Holder. If a Holder decides not to include all of its Registrable Securities in any registration statement thereafter filed by the Company, such Holder shall nevertheless continue to have the right to include any Registrable Securities in any subsequent registration statement or registration statements as may be filed by the Company with respect to offerings of its securities, all upon the terms and conditions set forth herein.

(b) Underwriting . If the registration statement under which the Company gives notice under this Section 2.3 is for an underwritten offering, the Company shall so advise the Holders of Registrable Securities. In such event, the right of any such Holder to be included in a registration pursuant to this Section 2.3 shall be conditioned upon such Holder’s participation in such underwriting and the inclusion of such Holder’s Registrable Securities in the underwriting to the extent provided herein. All Holders proposing to distribute their Registrable Securities through such underwriting shall enter into an underwriting agreement in customary form with the underwriter or underwriters selected for such underwriting by the Company. Notwithstanding any other provision of the Agreement, if the underwriter determines in good faith that marketing factors require a limitation of the number of shares to be

 

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underwritten, the number of shares that may be included in the underwriting shall be allocated, first among the Series E Holders on a pro rata basis based on the number of Registrable Securities held by all such Series E Holders, second, to the extent available, to the Series D Holders on a pro rata basis based on the number of Registrable Securities held by all such Series D Holders, third, to the extent available, to the Series C Holders on a pro rata basis based on the number of Registrable Securities held by all such Series C Holders, fourth, to the extent available, among the Series B Holders on a pro rata basis based on the number of Registrable Securities held by all such Series B Holder, fifth, to the extent available, among the Series A Holders on a pro rata basis based on the number of Registrable Securities held by all such Series A Holders and sixth, to any other shareholder of the Company (other than a Holder) on a pro rata basis. No such reduction shall (i) reduce the amount of securities being offered by the Company for its own account to be included in the registration and underwriting, or (ii) reduce the amount of securities of the selling Holders included in the registration below twenty-five percent (25%) of the total amount of securities included in such registration, unless such offering is the Initial Offering and such registration does not include shares of any other selling shareholders, in which event any or all of the Registrable Securities of the Holders may be excluded in accordance with the immediately preceding sentence. In no event will shares of any other selling shareholder be included in such registration which would reduce the number of shares which may be included by Holders without the written consent of Holders of not less than a majority of the Registrable Securities proposed to be sold in the offering. If any Holder disapproves of the terms of any such underwriting, such Holder may elect to withdraw therefrom by written notice to the Company and the underwriter, delivered at least ten (10) business days prior to the effective date of the registration statement. Any Registrable Securities excluded or withdrawn from such underwriting shall be excluded and withdrawn from the registration. For any Holder that is a partnership or corporation, the partners, retired partners and shareholders of such Holder, or the estates and family members of any such partners and retired partners and any trusts for the benefit of any of the foregoing persons shall be deemed to be a single “Holder,” and any pro rata reduction with respect to such “Holder” shall be based upon the aggregate amount of shares carrying registration rights owned by all entities and individuals included in such “Holder,” as defined in this sentence.

(c) Right to Terminate Registration . The Company shall have the right to terminate or withdraw any registration initiated by it under this Section 2.3 prior to the effectiveness of such registration whether or not any Holder has elected to include securities in such registration. The Registration Expenses of such withdrawn registration shall be borne by the Company in accordance with Section 2.5 hereof

2.4 Form S-3 Registration . After the first public offering of its securities registered under the Securities Act, the Company shall use its best efforts to qualify and remain qualified to register Registrable Securities pursuant to a registration statement on Form S-3 (or any successor form) under the Securities Act. A Holder of Registrable Securities anticipated to have an aggregate sale price (net underwriting discounts and commissions, if any) in excess of $500,000 shall have the right to require the Company to file registration statements, including a shelf registration statement, and if the Company is a “well known seasoned issuer”, an automatic shelf registration statement, on Form S-3 or any successor form under the Securities Act covering all or any part of their and their affiliates’ Registrable Securities, by delivering a written request therefor to the Company. Such request shall state the number of shares of Registrable Securities

 

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to be disposed of and the intended method of disposition of such shares by such Holder or Holders. The Company shall give notice to all other Holders of Registrable Securities of the receipt of a request for registration pursuant to this Section 2.4 and such Holders of Registrable Securities shall then have thirty (30) days to notify the Company in writing of their desire to participate in the registration. The Company shall use its best efforts to effect promptly the registration statement registering all shares on Form S-3 (or a comparable successor form) to the extent requested by such Holders. The Company shall use its best efforts to keep such registration statement effective until the earlier of 90 days or until such Holders have completed the distribution described in such registration statement. Notwithstanding the foregoing, to the extent that registration on Form S-3 is not available to a Holder that has requested registration under this Section 2.4, the Company shall use commercially reasonable efforts to effect such registration on Form S-1. The Company shall not be required to effect more than two (2) registrations under this Section 2.4 in any twelve (12) month period.

2.5 Expenses of Registration . Except as specifically provided herein, all Registration Expenses incurred in connection with any registration, qualification or compliance pursuant to Section 2.2 or any registration under Section 2.3 or Section 2.4 herein shall be borne by the Company. All Selling Expenses incurred in connection with any registrations hereunder, shall be borne by the holders of the securities so registered pro rata on the basis of the number of shares so registered.

2.6 Obligations of the Company . Whenever required to effect the registration of any Registrable Securities, the Company shall, as expeditiously as reasonably possible:

(a) Prepare and file with the SEC a registration statement with respect to such Registrable Securities and use its commercially reasonable best efforts to cause such registration statement to become effective and keep such registration statement effective for up to one hundred twenty (120) days (or two hundred seventy (270) days if the registration statement is on Form S-3) or, if earlier, until the Holder or Holders have completed the distribution related thereto;

(b) Prepare and file with the SEC such amendments and supplements to such registration statement and the prospectus used in connection with such registration statement as may be necessary to comply with the provisions of the Securities Act with respect to the disposition of all securities covered by such registration statement for the period set forth in paragraph (a) above;

(c) Furnish to the Holders such number of copies of a prospectus, including a preliminary prospectus, in conformity with the requirements of the Securities Act, and such other documents as they may reasonably request in order to facilitate the disposition of Registrable Securities owned by them;

(d) Use its commercially reasonable best efforts to register and qualify the securities covered by such registration statement under such other securities or Blue Sky laws of such jurisdictions as shall be reasonably requested by the Holders; provided that the Company shall not be required in connection therewith or as a condition thereto to qualify to do business or to file a general consent to service of process in any such states or jurisdictions;

 

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(e) In the event of any underwritten public offering, enter into and perform its obligations under an underwriting agreement, in usual and customary form, with the managing underwriter(s) of such offering. Each Holder participating in such underwriting shall also enter into and perform its obligations under such an agreement;

(f) Notify each Holder of Registrable Securities covered by such registration statement at any time when a prospectus relating thereto is required to be delivered under the Securities Act of the happening of any event as a result of which the prospectus included in such registration statement, as then in effect, includes an untrue statement of a material fact or omits to state a material fact required to be stated therein or necessary to make the statements therein not misleading in the light of the circumstances then existing; and

(g) Use its commercially reasonable best efforts to furnish, on the date that such Registrable Securities are delivered to the underwriters for sale, if such securities are being sold through underwriters, (i) an opinion, dated as of such date, of the counsel representing the Company for the purposes of such registration, in form and substance as is customarily given to underwriters in an underwritten public offering, addressed to the underwriters, if any, and (ii) a letter dated as of such date, from the independent certified public accountants of the Company, in form and substance as is customarily given by independent certified public accountants to underwriters in an underwritten public offering addressed to the underwriters.

2.7 Termination of Registration Rights . A Holder’s registration rights shall expire if all Registrable Securities held by and issuable to such Holder (and its affiliates, partners, former partners, members and former members) may be sold under Rule 144 during any ninety (90) day period.

2.8 Delay of Registration; Furnishing Information .

(a) No Holder shall have any right to obtain or seek an injunction restraining or otherwise delaying any such registration as the result of any controversy that might arise with respect to the interpretation or implementation of this Section 2.

(b) It shall be a condition precedent to the obligations of the Company to take any action pursuant to Sections 2.2, 2.3 or 2.4 that the selling Holders shall furnish to the Company such information regarding themselves, the Registrable Securities held by them and the intended method of disposition of such securities as shall be required to effect the registration of their Registrable Securities.

2.9 Indemnification . In the event any Registrable Securities are included in a registration statement under Sections 2.2, 2.3 or 2.4:

(a) To the extent permitted by law, the Company will indemnify and hold harmless each Holder, the partners, directors, officers of each Holder, any underwriter (as defined in the Securities Act) for such Holder and each person, if any, who controls such Holder or underwriter within the meaning of the Securities Act or the Exchange Act, against any losses, claims, damages, or liabilities (joint or several) to which they may become subject under the Securities Act, the Exchange Act or other federal or state law, insofar as such losses, claims, damages or liabilities (or actions in respect thereof) arise out of or are based upon any of the

 

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following statements, omissions or violations (each, a “ Violation ”): (i) any untrue statement or alleged untrue statement of a material fact contained in such registration statement, including any preliminary prospectus or final prospectus contained therein or any amendments or supplements thereto, (ii) the omission or alleged omission to state therein a material fact required to be stated therein, or necessary to make the statements therein not misleading, or (iii) any violation or alleged violation by the Company of the Securities Act, the Exchange Act, any state securities law or any rule or regulation promulgated under the Securities Act, the Exchange Act or any state securities law in connection with the offering covered by such registration statement; and the Company will pay as incurred to each such Holder, partner, officer, director, underwriter or controlling person any legal or other expenses reasonably incurred by them in connection with investigating or defending any such loss, claim, damage, liability or action, including amounts paid in settlement thereof; provided , however , that the indemnity agreement contained in this Section 2.9(a) shall not apply to amounts paid in settlement of any such loss, claim, damage, liability or action if such settlement is effected without the consent of the Company, which consent shall not be unreasonably withheld, nor shall the Company be liable to an indemnified party in any such case for any such loss, claim, damage, liability or action to the extent that it arises out of or is based upon a Violation which occurs in reliance upon and in conformity with written information furnished expressly for use in connection with such registration by such indemnified party, or any such loss, claim, damage, liability or action that arises out of or is based upon an untrue or alleged untrue statement or omission made in any preliminary prospectus or final prospectus if (A) the applicable Holder failed to send or deliver a copy of the final prospectus or prospectus supplement with or prior to the delivery of written confirmation of the sale of the Registrable Securities, and (B) the final prospectus or prospectus supplement would have corrected such untrue or alleged untrue statement or omission.

(b) To the extent permitted by law, each Holder will, if Registrable Securities held by such Holder are included in the securities as to which such registration qualification or compliance is being effected, indemnify and hold harmless the Company, each of its directors, its officers and each person, if any, who controls the Company within the meaning of the Securities Act, any underwriter and any other Holder selling securities under such registration statement or any of such other Holder’s partners, directors or officers or any person who controls such Holder, against any losses, claims, damages or liabilities (joint or several) to which the Company or any such director, officer, controlling person, underwriter other such Holder, or partner, director, officer or controlling person of such other Holder, may become subject under the Securities Act, the Exchange Act or other federal or state law, insofar as such losses, claims, damages or liabilities (or actions in respect thereof) arise out of or are based upon any Violation, in each case to the extent (and only to the extent) that such Violation occurs in reliance upon and in conformity with written information furnished by such Holder under an instrument duly executed by such Holder and stated to be specifically for use in connection with such registration; and each such Holder will pay as incurred any legal or other expenses reasonably incurred by the Company or any such director, officer, controlling person, underwriter or other Holder, or partner, officer, director or controlling person of such other Holder in connection with investigating or defending any such loss, claim, damage, liability or action if it is judicially determined that there was such a Violation; provided , however , that the indemnity agreement contained in this Section 2.9(b) shall not apply to amounts paid in settlement of any such loss, claim, damage, liability or action if such settlement is effected without the consent of the Holder, which consent shall not be unreasonably withheld; provided further , that in no event shall any indemnity amount under this Section 2.9 exceed the net proceeds from the offering received by such Holder.

 

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(c) Promptly after receipt by an indemnified party under this Section 2.9 of notice of the commencement of any action (including any governmental action), such indemnified party will, if a claim in respect thereof is to be made against any indemnifying party under this Section 2.9, deliver to the indemnifying party a written notice of the commencement thereof; provided , however , that the failure to give prompt notice shall not: (i) limit the indemnification obligations of the indemnifying party hereunder except to the extent that the delay in giving, or failure to give, prompt notice prejudices the ability of the indemnifying party to defend against such action, or (ii) relieve the indemnifying party of any liability that it may have to any indemnified party otherwise than under this Section 2.9. The indemnifying party shall have the right to participate in, and, to the extent the indemnifying party so desires, jointly with any other indemnifying party similarly noticed, to assume the defense thereof with counsel mutually satisfactory to the parties; provided , however , that an indemnified party shall have the right to retain its own counsel, with the fees and expenses to be paid by the indemnifying party, if (based upon the advice of counsel) representation of such indemnified party by the counsel retained by the indemnifying party would be inappropriate due to actual or potential differing interests between such indemnified party and any other party represented by such counsel in such proceeding, it being understood, however, that the indemnifying party shall not, in connection with any one such action or separate but substantially similar or related actions in the same jurisdiction arising out of the same general allegations or circumstances, be liable for the fees and expenses of more than one separate firm of attorneys (together with appropriate local counsel as required by the local rules of such jurisdiction) at any time for all such indemnified parties.

(d) If the indemnification provided for in this Section 2.9 is held by a court of competent jurisdiction to be unavailable to an indemnified party with respect to any losses, claims, damages or liabilities referred to herein, the indemnifying party, in lieu of indemnifying such indemnified party thereunder, shall to the extent permitted by applicable law contribute to the amount paid or payable by such indemnified party as a result of such loss, claim, damage or liability in such proportion as is appropriate to reflect the relative fault of the indemnifying party on the one hand and of the indemnified party on the other in connection with the Violation(s) that resulted in such loss, claim, damage or liability, as well as any other relevant equitable considerations. The relative fault of the indemnifying party and of the indemnified party shall be determined by a court of law by reference to, among other things, whether the untrue or alleged untrue statement of a material fact or the omission to state a material fact relates to information supplied by the indemnifying party or by the indemnified party and the parties’ relative intent, knowledge, access to information and opportunity to correct or prevent such statement or omission; provided that in no event shall the amount of any contribution by a Holder hereunder exceed the net proceeds from the offering received by such Holder. The parties hereto agree that it would not be just and equitable if contribution pursuant to this Section 2.9(d) were determined by pro rata allocation or by any other method of allocation which does not take account of the equitable considerations referred to in this paragraph.

(e) The obligations of the Company and Holders under this Section 2.9 shall survive completion of any offering of Registrable Securities in a registration statement and the

 

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termination of this Agreement. No indemnifying party, in the defense of any such claim or litigation, shall, except with the consent of each indemnified party, consent to entry of any judgment or enter into any settlement which does not include as an unconditional term thereof the giving by the claimant or plaintiff to such indemnified Party of a release from all liability in respect to such claim or litigation.

2.10 Assignment of Registration Rights . The rights to cause the Company to register Registrable Securities pursuant to this Section 2 may be assigned by a Holder to a permitted transferee or permitted assignee of Registrable Securities which (a) is a subsidiary, parent, general partner, limited partner, retired partner, member or retired member of a Holder, (b) is a Holder’s family member or trust for the benefit of an individual Holder or such Holder’s family member, or (c) acquires at least twenty-five percent (25%) of the Registrable Securities held by the Holder (as adjusted for stock splits and combinations); provided , however , that (i) the transferor shall, within twenty (20) days after such transfer, furnish to the Company written notice of the name and address of such transferee or assignee and the securities with respect to which such registration rights are being assigned, and (ii) such transferee shall agree in writing to become a party to, and receive the benefits of and be bound by the terms of, this Agreement.

2.11 Amendment of Registration Rights . Any provision of this Section 2 may be amended and the observance thereof may be waived (either generally or in a particular instance and either retroactively or prospectively), only with the written consent of the Company and the Super Majority Investors; provided , such amendment or waiver by the Super Majority Investors does not result in unequal treatment with respect to any such other Investors. Any amendment or waiver effected in accordance with this Section 2.11 shall be binding upon each Holder and the Company. By acceptance of any benefits under this Section 2, Holders of Registrable Securities hereby agree to be bound by the provisions hereunder.

2.12 Limitation on Subsequent Registration Rights . After the date of this Agreement, the Company shall not (i) without the prior written consent of the Super Majority Investors, enter into any agreement with any holder or prospective holder of any securities of the Company that would grant such holder registration rights pari passu or senior to those granted to the Holders hereunder or any way limit the registration rights granted pursuant to this Agreement, and (ii) without the prior approval of the Board of Directors (including the unanimous affirmative vote of the Preferred Directors), enter into any agreement with any holder or prospective holder of any securities of the Company that would grant such holder any registration rights junior to those granted to the Holders hereunder.

2.13 “Market Stand-Off” Agreement; Agreement to Furnish Information . Each Holder hereby agrees that such Holder shall not sell or otherwise transfer or dispose of any Common Stock (or other securities) of the Company held by such Holder (other than those included in the registration) for a period specified by the representative of the underwriters of Common Stock (or other securities) of the Company not to exceed one hundred eighty (180) days following the effective date of a registration statement of the Company filed under the Securities Act; provided that:

(a) such agreement shall apply only to the Company’s Initial Offering; and

(b) all officers and directors of the Company and holders of at least five percent (5%) of the Company’s voting securities enter into similar agreements.

 

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Each Holder agrees to execute and deliver such other agreements as may be reasonably requested by the Company or the underwriter which are consistent with the foregoing or which are necessary to give further effect thereto. In addition, if requested by the Company or the representative of the underwriters of Common Stock (or other securities) of the Company, each Holder shall provide, within ten (10) days of such request, such information as may be required by the Company or such representative in connection with the completion of any public offering of the Company’s securities pursuant to a registration statement filed under the Securities Act. The obligations described in this Section 2.13 shall not apply to a registration relating solely to employee benefit plans on Form S-1 or Form S-8 or similar forms that may be promulgated in the future, or a registration relating solely to a Rule 145 transaction on Form S-4 or similar forms that may be promulgated in the future. The Company may impose stop-transfer instructions with respect to the shares of Common Stock (or other securities) subject to the foregoing restriction until the end of said one hundred eighty (180) day period.

Notwithstanding anything in this Agreement, none of the provisions of this Agreement shall in any way limit the Series E Investor or any of its affiliates from engaging in any brokerage, investment advisory, financial advisory, anti-raid advisory, principaling, merger advisory, financing, asset management, trading, market making, arbitrage, investment activity and other similar activities conducted in the ordinary course of their business. Notwithstanding anything to the contrary set forth in this Agreement, the restrictions contained in this Agreement shall not apply to Common Stock or any securities convertible into or exercisable or exchangeable for Common Stock acquired by the Series E Investor or any of its affiliates following the effective date of the first registration statement of the Company covering Common Stock (or other securities) to be sold on behalf of the Company in an underwritten public offering.

2.14 Rule 144 Reporting . With a view to making available to the Holders the benefits of certain rules and regulations of the SEC which may permit the sale of the Registrable Securities to the public without registration, the Company agrees that it will use its best efforts to:

(a) make and keep public information available, as those terms are understood and defined in Rule 144 or any similar or analogous rule promulgated under the Securities Act, at all times after the effective date of the first registration filed by the Company for an offering of its securities to the general public;

(b) file with the SEC, in a timely manner, all reports and other documents required of the Company under the Exchange Act; and

(c) so long as a Holder owns any Registrable Securities, furnish to such Holder forthwith upon request: a written statement by the Company as to its compliance with the reporting requirements of said Rule 144 of the Securities Act, and of the Exchange Act (at any time after it has become subject to such reporting requirements); a copy of the most recent annual or quarterly report of the Company; and such other reports and documents as a Holder may reasonably request in availing itself of any rule or regulation of the SEC allowing it to sell any such securities without registration.

 

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2.15 Deemed Underwriter Related . The Company agrees that, if the Series E Investor or any of its affiliates (each a “ GS Entity ”) could reasonably be deemed to be an “underwriter,” as defined in Section 2(a)(11) of the Securities Act, in connection with any registration of the Company’s securities of any GS Entity pursuant to this Agreement, and any amendment or supplement thereof (any such registration statement or amendment or supplement a “ GS Underwriter Registration Statement ”), then the Company will cooperate with such GS Entity in allowing such GS Entity to conduct customary “underwriter’s due diligence” with respect to the Company and satisfy its obligations in respect thereof. In addition, at the Series E Investor’s request, the Company will furnish the Series E Investor, on the date of the effectiveness of any GS Underwriter Registration Statement and thereafter from time to time on such dates as the Series E Investor may reasonably request (i) a letter, dated such date, from the Company’s independent certified public accountants in form and substance as is customarily given by independent certified public accountants to underwriters in an underwritten public offering, addressed to the applicable GS Entity, and (ii) an opinion, dated as of such date, of counsel representing the Company for purposes of such GS Underwriter Registration Statement, in form, scope and substance as is customarily given in an underwritten public offering, including, without limitation, a standard “10b-5” opinion for such offering, addressed to the applicable GS Entity. The Company will also use reasonable efforts to permit legal counsel to the Series E Investor to review and comment upon any such GS Underwriter Registration Statement at least five business days prior to its filing with the SEC and all amendments and supplements to any such GS Underwriter Registration Statement within a reasonable number of days prior to their filing with the SEC and not file any GS Underwriter Registration Statement or amendment or supplement thereto in a form to which the Series E Investor’s legal counsel reasonably objects.

SECTION 3. COVENANTS OF THE COMPANY

3.1 Basic Financial Information and Reporting .

(a) The Company and its Subsidiaries shall maintain true books and records of account in which full and correct entries shall be made of all their business transactions pursuant to a system of accounting established and administered in accordance with generally accepted accounting principles consistently applied, and shall set aside on their books all such proper accruals and reserves as shall be required under generally accepted accounting principles consistently applied.

(b) As soon as practicable after the end of each fiscal year of the Company, and in any event within one hundred-eighty (180) days thereafter, the Company shall furnish each Investor that holds not less than ten percent (10%) of any of the Series A Preferred Stock, Series B Preferred Stock, Series C Preferred Stock, Series D Preferred Stock, Series E Preferred Stock or Conversion Shares a consolidated balance sheet of the Company and its Subsidiaries, as at the end of such fiscal year, and a consolidated statement of income and a statement of cash flows of the Company and its Subsidiaries, for such year, all prepared in accordance with generally accepted accounting principles consistently applied and setting forth in each case in comparative form the figures for the previous fiscal year, all in reasonable detail (the “ Audited Financial Statements ”). The Audited Financial Statements shall be accompanied by a report and opinion thereon by such firm of independent public accountants of national standing as is

 

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reasonably acceptable to the Investors (the “ Audit Report ”) and a Certificate of the Chief Executive Officer (or principal operating officer) of the Company certifying that (i) the information contained in the Audited Financial Statements fairly presents, in all material respects, the financial condition and results of operations of the Company for the applicable reporting period, (ii) the Audited Financial Statements do not contain any untrue statement of a material fact or omit to state a material fact necessary to make the statements contained therein not misleading and (iii) no information inconsistent with that set forth in the information in the Audited Financial Statements and the Audit Report has been filed with any governmental agency or given to the Company’s or its Subsidiaries’ lenders.

(c) The Company shall furnish each Investor that holds not less than ten percent (10%) of any of the Series A Preferred Stock, the Series B Preferred Stock, Series C Preferred Stock, Series D Preferred Stock, Series E Preferred Stock or Conversion Shares, as soon as practicable after the end of the first, second and third quarterly accounting periods in each fiscal year of the Company and its Subsidiaries, and in any event within forty-five (45) days thereafter, a consolidated balance sheet of the Company and its Subsidiaries as of the end of each such quarterly period, and a consolidated statement of income and a consolidated statement of cash flows of the Company and its Subsidiaries for such period and for the current fiscal year to date, prepared in accordance with generally accepted accounting principles, with the exception that no notes need be attached to such statements and year-end audit adjustments need not have been made, and setting forth in each case in comparative form the figures for such quarter in the previous fiscal year, all in reasonable detail, together with a quarterly management report (narrative) summarizing operations and business outlook.

(d) The Company shall furnish each Investor that holds not less than ten percent (10%) of any of the Series A Preferred Stock, the Series B Preferred Stock, Series C Preferred Stock, Series D Preferred Stock, Series E Preferred Stock or Conversion Shares (i) at least thirty (30) days prior to the beginning of each fiscal year an annual budget and operating plans of the Company and its Subsidiaries for such fiscal year (and as soon as available, any subsequent revisions thereto); and (ii) as soon as practicable after the end of each month, and in any event within thirty (30) days thereafter, a balance sheet of the Company and its Subsidiaries as of the end of each such month, and a consolidated statement of income and a consolidated statement of cash flows of the Company and its Subsidiaries for such month and for the current fiscal year to date, including a comparison to plan figures for such period, prepared in accordance with generally accepted accounting principles consistently applied, with the exception that no notes need be attached to such statements and year-end audit adjustments need not have been made. The monthly statements required by clause (ii) above include a comparison between the actual and projected amounts for the applicable fiscal year.

(e) The Company shall furnish to each Investor, within five (5) business days after an executive officer of the Company or its Subsidiaries, as the case may be, has knowledge of the occurrence of a default hereunder, or under any material agreement of the Company or its Subsidiaries, including without limitation any loan or financing agreement, the commencement of any lawsuit, action, administrative or arbitration or other proceeding against or investigation with respect to the Company or the occurrence of any event, dispute or other development which is reasonably likely (with or without the passage of time) to have a material adverse effect on, or any effect, condition, event, or circumstance that has resulted in a material and adverse effect on,

 

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the business, properties, assets, condition (financial or otherwise), results of operations, prospects or liabilities of the Company or its Subsidiaries, a statement from the Chief Executive Officer (or the principal operating officer) of the Company describing such occurrence and management’s anticipated response. The Company shall furnish to each Investor such other financial and other information of the Company and its Subsidiaries as any of the Investors may reasonably request with respect to the foregoing.

(f) The Company shall furnish to each Investor within five (5) days after the date of filing or delivery, copies of all materials of whatsoever nature filed or delivered by the Company or its Subsidiaries thereof (i) with the Securities and Exchange Commission; (ii) with any national or foreign securities exchange or quotation bureau; and (iii) to holders of any class of its capital stock or other securities.

(g) The Company shall furnish to each Investor within five (5) days after the Company’s receipt thereof, any material communications (written or otherwise) received by the Company from its auditors or any governmental agency.

(h) The Company shall provide to the Series D Holders and the Series E Holders such additional information as they may reasonable require from time-to-time.

3.2 Inspection Rights . Each Investor and its authorized representatives shall have the right (subject to prior approval of the Board of Directors) to visit and inspect any of the properties of the Company or any of its Subsidiaries (including books of account, reports and other papers), to make extracts therefrom, and to discuss the affairs, finances and accounts of the Company or any of their Subsidiaries with their officers, employees and accountants (and by this provision the Company and its Subsidiaries authorizes their accountants to discuss such finances and affairs with the Investors’ representatives), and to review such information as is reasonably requested all at such reasonable times and as often as may be reasonably requested; provided , however , that the Company and its Subsidiaries shall not be obligated under this Section 3.2 with respect to a competitor of the Company or its Subsidiaries or with respect to information which the Board of Directors determines in good faith is confidential and should not, therefore, be disclosed.

3.3 Confidentiality of Records . Each Investor agrees to use, and to use its best efforts to insure that its authorized representatives use, the same degree of care as such Investor uses to protect its own confidential information to keep confidential any information furnished to it which the Company or its Subsidiaries identifies as being confidential or proprietary (so long as such information is not in the public domain), except that such Investor may disclose such proprietary or confidential information to any partner, subsidiary or parent of such Investor for the purpose of evaluating its investment in the Company and its Subsidiaries as long as such partner, subsidiary or parent is advised of the confidentiality provisions of this Section 3.3.

3.4 Reservation of Common Stock . The Company and its shareholders shall take any and all action necessary to reserve for issuance the number of shares of Common Stock into which all of the shares of Preferred Stock then outstanding or to be sold pursuant to the Series E Purchase Agreement is convertible, and shall take such further action from time to time thereafter to increase the number of shares of Common Stock reserved for issuance as required by any increase in the number of shares of Common Stock into which the Preferred Stock may then be converted.

 

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3.5 Indemnification and Advancement .

(a) The Company and its Subsidiaries, jointly and severally, hereby agree to hold harmless and indemnify the Investors, the Investors’ direct and indirect subsidiaries, Affiliates and corporations, and each of their partners, officers, directors, employees, shareholders, agents, and representatives (collectively, referred to as the “ Indemnitees ”) against any and all expenses (including attorneys’ fees), damages, judgments, fines, amounts paid in settlements, or any other amounts that an Indemnitee incurs as a result of any claim or claims made against it in connection with any threatened, pending or completed action, suit, arbitration, investigation or other proceeding arising out of, or relating to the Indemnitee’s performance of its obligations or the exercise of its rights in accordance with the terms of this Agreement, including actions taken in their capacity as directors or shareholders of the Company; provided , however , that no Indemnitee shall be entitled to be held harmless or indemnified by the Company for acts, conduct or omissions by any Indemnitee involving gross negligence, intentional misconduct or knowing and culpable violation of the law.

(b) The Company or its Subsidiaries shall reimburse, promptly following request therefor, all reasonable expenses incurred by an Indemnitee in connection with any threatened, pending or completed action, suit, arbitration, investigation or other proceeding arising out of, or relating to, the Indemnitees’ actions in connection with any transaction undertaken in connection with this Agreement, but only to the extent permitted under Section 3.5(a) above.

(c) The Company’s and its Subsidiaries’ indemnity obligations set forth above are subject to the Indemnitees providing prompt written notice of a claim. The Company and its Subsidiaries shall control the defense of any such action and, at its discretion, may enter into a stipulation of discontinuance or settlement thereof; provided that the Company and its Subsidiaries may not discontinue any action or settle any claim in a manner that does not unconditionally release the Indemnitee or requires an admission by an Indemnitee or payment by an Indemnitee without such Indemnitee’s prior written approval. The Indemnitees shall, at the Company’s and its Subsidiaries’ expense and reasonable request, cooperate with the Company and its Subsidiaries in any such defense and shall make available to the Company and its Subsidiaries at the Company’s and its Subsidiaries’ expense all those persons, documents (excluding attorney/client or attorney work product materials) reasonably required by the Company and its Subsidiaries in the defense of any such action. The Indemnitees may, at their expense, assist in such defense.

3.6 Real Property Holding Corporation . The Company covenants that it will operate in a manner such that it will not become a “United States real property holding corporation” (“ USRPHC ”) as that term is defined in Section 897(c)(2) of the Internal Revenue Code of 1986, as amended, and the regulations thereunder (“ FIRPTA ”). The Company agrees to make determinations as to its status as a USRPHC, and will file statements concerning those determinations with the Internal Revenue Service, in the manner and at the times required under Reg. § 1.897-2(h), or any supplementary or successor provision thereto. Within 30 days of a

 

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request from an Investor or any of its partners, the Company will inform the requesting party, in the manner set forth in Reg. § 1.897- 2(h)(1)(iv) or any supplementary or successor provision thereto, whether that party’s interest in the Company constitutes a United States real property interest (within the meaning of Internal Revenue Code Section 897(c)(1) and the regulations thereunder) and whether the Company has provided to the Internal Revenue Service all required notices as to its USRPHC status.

3.7 Termination of Covenants . All covenants of the Company and its Subsidiaries contained in Section 3 of this Agreement shall expire and terminate as to each Investor on the earlier of (a) the effective date of the registration statement pertaining to the Company’s Initial Offering or (b) upon (i) the distribution to the Company’s shareholders of the proceeds received by the Company from the sale of all or substantially all of the assets of the Company in a single transaction or series of related transactions (collectively, a “ Transaction ”), (ii) an acquisition of the Company by another corporation or entity by consolidation, merger or other reorganization in which the holders of the Company’s outstanding voting stock immediately prior to such Transaction own, immediately after such Transaction, securities representing less than twenty-five percent (25%) of the voting power of the corporation or other entity surviving such transaction (a “ Change in Control ”) or (iii) the distribution of assets to the Company’s shareholders (if any assets are available for such distribution after the payment to, or appropriate reserves for, the Company’s creditors) from the liquidation, dissolution or winding-up of the Company.

3.8 Affiliated Transactions . The Company (nor any of its Subsidiaries) shall not directly or indirectly enter into a transaction or arrangement with an Affiliate of the Company without the prior affirmative vote or consent of a majority of the disinterested members of the Board of Directors, other than (i) transactions and/or arrangements between the Company and any of its Subsidiaries, (ii) employments arrangements entered into by the Company and/or any of its Subsidiaries in the ordinary course of business, (iii) transactions contemplated by this Agreement, (iv) reimbursement of expenses to members of the Board of Directors in connection with attendance of meetings of the Board of Directors or travel expenses in respect of performance of their duties and (v) transactions and/or arrangements entered into by the Company and/or any of its Subsidiaries in (a) an amount not to exceed $50,000 at any time in the aggregate with each and every Affiliate of the Company; or (b) any such transactions and/or arrangements exceeding $50,000 that are approved in writing in advance by the disinterested members of the Board of Directors.

3.9 [Intentionally Omitted] .

3.10 [Intentionally Omitted] .

3.11 [Intentionally Omitted] .

3.12 Restrictive Agreements . Neither the Company nor any of its Subsidiaries will enter into or become obligated under any agreement or contract (excluding sales agreements executed in the ordinary course of business) including, without limitation, any loan agreement, promissory note (or other evidence of indebtedness), mortgage, security agreement or lease, which by its terms prevents or restricts the Company or its Subsidiaries from performing its obligations under this Agreement, any related agreements or under the terms of the Preferred Stock.

 

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3.13 Board Meetings . The Company will cause regular meetings of its Board of Directors to be held at least quarterly (unless otherwise agreed by the Board of Directors), and at each regular meeting the chief executive officer and chief operating officer will review operating results and projections versus actual results. The Company shall provide sufficient notice to the Investors as to the time and place of all regular and special meetings, which notice shall be accompanied by copies of all meeting materials provided to the directors.

3.14 Option Vesting . Unless otherwise determined by the Board of Directors (including the unanimous affirmative vote of the Preferred Directors), all stock options and other stock equivalents issued after the date of this Agreement to Company employees, directors, consultants, advisors and other service providers shall vest twenty-five percent (25%) at the end of year one, year two, year three and year four (in monthly or quarterly installments during years two, three and four, as determined by the Board of Directors) during the first four (4) years following the date that such stock options or other stock equivalents are issued and shall have a term of no more than ten (10) years.

3.15 Insurance Policies . The Company shall carry and maintain, with an insurance company that is reasonably satisfactory to the Investors, key man insurance policies in the amounts of (i) $1,000,000 on the life of John W. Preuninger and (ii) $1,000,000 on the life of James W. Preuninger, and such policies shall not be cancelled without the prior written approval of the Investors. Such policies shall name the Company as the beneficiary and any proceeds from such policies shall be held in escrow for funding any redemptions of the Preferred Stock. The Company shall carry and maintain, with an insurance company that is reasonably satisfactory to the Investors, a directors and officers insurance policy in an amount reasonably satisfactory to the Investors.

3.16 Directors’ Liability and Indemnification . The Company’s Restated Charter and Bylaws shall provide (a) for elimination of the liability of directors and officers to the maximum extent permitted by law and (b) for indemnification of directors and officers for acts on behalf of the Company to the maximum extent permitted by law. The Company shall carry and maintain adequate liability insurance for directors and officers in such amounts and on such terms as are acceptable to the Investors, but in no event in an amount less than $5,000,000.

3.17 Operational Reviews . In addition to all other rights which the Investors may have as to inspection, access to Company information and audit, the Super Majority Investors shall have the right (subject to prior approval of the Board of Directors) to conduct four (4) operational reviews of the Company and its operations during each calendar year. The Company shall receive written notice of each operational review with a description of the purpose, the participants, the process or agenda, the expected deliverables and the materials needed from the Company for such review, at least ten (10) business days prior to each such review. Each operational review at the Company’s site will be completed within one day. Any written report or oral description of the results of such operational review will be provided to the Company at the same time as provided to the Investors. The actual and reasonable costs and expenses of such operational reviews, up to $4,000 per review, shall be borne by the Company, and the invoices for such review, shall be furnished to the Company.

 

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3.18 Qualified Small Business Stock . The Company shall cause the shares of Series E Preferred Stock issued pursuant to the Series E Purchase Agreement, as well as any shares into which such shares are converted, within the meaning of Section 1202(f) of the Internal Revenue Code (the “Code”), to constitute “qualified small business stock” as defined in Section 1202(c) of the Code; provided, however, that such requirement shall not be applicable if the Board of Directors determines, in its good-faith business judgment, that such qualification is inconsistent with the best interests of the Company. The Company shall submit to its shareholders (including the Investors) and to the Internal Revenue Service any reports that may be required under Section 1202(d)(1)(C) of the Code and the regulations promulgated thereunder.

SECTION 4. MISCELLANEOUS

4.1 Governing Law . This Agreement shall be governed in all respects by the laws of the State of New Jersey, without reference to conflicts of laws principles.

4.2 Survival . The representations, warranties, covenants, and agreements made herein shall survive any investigation made by any Holder and the closing of the transactions contemplated hereby until the expiration of all applicable statutes of limitation (including all periods of extension, whether automatic or permissive). All statements as to factual matters contained in any certificate or other instrument delivered by or on behalf of the Company or its Subsidiaries pursuant hereto in connection with the transactions contemplated hereby shall be deemed to be representations and warranties by the Company or its Subsidiaries hereunder solely as of the date of such certificate or instrument.

4.3 Successors and Assigns . Except as otherwise expressly provided herein, the provisions hereof shall inure to the benefit of, and be binding upon, the successors, assigns, heirs, executors, and administrators of the parties hereto and shall inure to the benefit of and be enforceable by each person who shall be a holder of Registrable Securities from time to time; provided , however , that prior to the receipt by the Company of adequate written notice of the transfer of any Registrable Securities specifying the full name and address of the transferee and the agreement by such transferee to be bound by the provisions of this Agreement, the Company may deem and treat the person listed as the holder of such shares in its records as the absolute owner and holder of such shares for all purposes, including the payment of dividends or any redemption price.

4.4 Entire Agreement . This Agreement, the exhibits and schedules hereto, the Series A Purchase Agreement, the Series B Purchase Agreement, the Series C Purchase Agreement, the Series D Purchase Agreement, the Series E Purchase Agreement and the other documents delivered pursuant thereto constitute the full and entire understanding and agreement among the parties with regard to the subjects hereof, and supercedes any prior or contemporaneous understandings or agreements between or among any of them, with respect to the subject matters hereof and thereof including, without limitation, the Prior Rights Agreement. No party shall be liable or bound to any other in any manner by any representations, warranties, covenants and agreements except as specifically set forth herein and therein.

 

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4.5 Severability . In case any provision of the Agreement shall be invalid, illegal, or unenforceable, the validity, legality, and enforceability of the remaining provisions shall not in any way be affected or impaired thereby.

4.6 Amendment and Waiver .

(a) Except as otherwise expressly provided, this Agreement may be amended or modified only upon the written consent of the Company and the Majority Investors; provided, such amendment or modification by the Majority Investors does not result in unequal treatment to any such other Investors.

(b) Except as otherwise expressly provided, the obligations of the Company, its Subsidiaries and the rights of the Holders under this Agreement may be waived only with the written consent of the Majority Investors; provided , such consent by the Majority Investors does not result in unequal treatment to any such other Investors.

(c) Notwithstanding the foregoing, this Agreement may be amended with only the written consent of the Company and its Subsidiaries to include additional purchasers of Shares as “Investors,” “Holders” and parties hereto in accordance with the provisions hereof, except that a Holder may assign the rights hereunder without such consent pursuant to the provisions set forth in Section 2.10 hereof.

(d) Notwithstanding anything to the contrary herein, this Section 4.6 may only be amended by the consent of the Company and all Investors.

4.7 Delays or Omissions . It is agreed that no delay or omission to exercise any right, power, or remedy accruing to any Holder, upon any breach, default or noncompliance of the Company under this Agreement shall impair any such right, power, or remedy, nor shall it be construed to be a waiver of any such breach, default or noncompliance, or any acquiescence therein, or of any similar breach, default or noncompliance thereafter occurring. It is further agreed that any waiver, permit, consent, or approval of any kind or character on any Holder’s part of any breach, default or noncompliance under the Agreement or any waiver on such Holder’s part of any provisions or conditions of this Agreement must be in writing and shall be effective only to the extent specifically set forth in such writing. All remedies, either under this Agreement, by law, or otherwise afforded to Holders, shall be cumulative and not alternative.

4.8 Notices . All notices required or permitted hereunder shall be in writing and shall be deemed effectively given: (a) upon personal delivery to the party to be notified, (b) when sent by confirmed facsimile if sent during normal business hours of the recipient; if not, then on the next business day, (c) five (5) days after having been sent by registered or certified mail, return receipt requested, postage prepaid, or (d) one (1) day after deposit with a nationally recognized overnight courier, specifying next day delivery, with written verification of receipt. All communications shall be sent to the party to be notified at the address as set forth on the signature pages hereof or Exhibit A hereto or at such other address as such party may designate by ten (10) days advance written notice to the other parties hereto.

4.9 Attorneys’ Fees . In the event that any dispute among the parties to this Agreement should result in litigation, the prevailing party in such dispute shall be entitled to

 

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recover from the losing party all fees, costs and expenses of enforcing any right of such prevailing party under or with respect to this Agreement, including without limitation, such reasonable fees and expenses of attorneys and accountants, which shall include, without limitation, all fees, costs and expenses of appeals.

4.10 Titles and Subtitles . The titles of the sections and subsections of this Agreement are for convenience of reference only and are not to be considered in construing this Agreement.

4.11 Counterparts . This Agreement may be executed in any number of counterparts, each of which shall be an original, but all of which together shall constitute one instrument.

4.12 CONSENT TO JURISDICTION. THE COMPANY AND INVESTORS HEREBY IRREVOCABLY AGREE THAT ANY SUIT, ACTION, PROCEEDING OR CLAIM AGAINST IT ARISING OUT OF OR IN ANY WAY RELATING TO THIS AGREEMENT OR ANY OF THE RELATED AGREEMENTS, OR UNDER OR IN CONNECTION WITH ANY AMENDMENT, INSTRUMENT, DOCUMENT OR AGREEMENT DELIVERED OR WHICH MAY IN THE FUTURE BE DELIVERED IN CONNECTION HEREWITH OR THEREWITH OR ARISING FROM ANY RELATIONSHIP EXISTING IN CONNECTION WITH THIS AGREEMENT OR ANY RELATED AGREEMENT, OR ANY JUDGMENT ENTERED BY ANY COURT IN RESPECT THEREOF, MAY BE BROUGHT OR ENFORCED IN THE STATE COURTS LOCATED IN ESSEX COUNTY, NEW JERSEY OR FEDERAL COURTS LOCATED IN NEWARK, NEW JERSEY AND THE COMPANY HEREBY IRREVOCABLY WAIVES, TO THE FULLEST EXTENT PERMITTED BY LAW, ANY OBJECTION WHICH IT MAY NOW OR HEREAFTER HAVE TO THE VENUE OF ANY PROCEEDING BROUGHT IN ESSEX COUNTY, NEW JERSEY OR NEWARK, NEW JERSEY, AS THE CASE MAY BE, AND FURTHER IRREVICABLY WAIVES ANY CLAIMS THAT ANY SUCH PROCEEDING HAS BEEN BROUGHT IN AN INCONVENIENT FORUM.

4.13 WAIVER OF JURY TRIAL. THE COMPANY AND INVESTORS HEREBY EXPRESSLY WAIVE ANY RIGHT TO A TRIAL BY JURY IN ANY ACTION OR PROCEEDING TO ENFORCE OR DEFEND ANY RIGHT, POWER, OR REMEDY UNDER OR IN CONNECTION WITH THIS AGREEMENT OR ANY OF THE RELATED AGREEMENTS OR UNDER OR IN CONNECTION WITH ANY AMENDMENT, INSTRUMENT, DOCUMENT OR AGREEMENT DELIVERED OR WHICH MAY IN THE FUTURE BE DELIVERED IN CONNECTION HEREWITH OR THEREWITH OR ARISING FROM ANY RELATIONSHIP EXISTING IN CONNECTION WITH THIS AGREEMENT OR ANY RELATED AGREEMENT, AND AGREE THAT ANY SUCH ACTION SHALL BE TRIED BEFORE A COURT AND NOT BEFORE A JURY. THE TERMS AND PROVISIONS OF THIS SECTION CONSTITUTE A MATERIAL INDUCEMENT FOR THE PARTIES ENTERING INTO THIS AGREEMENT.

 

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IN WITNESS WHEREOF, the parties hereto have executed this Fourth Amended & Restated Investor Rights Agreement as of the date set forth in the first paragraph hereof.

 

COMPANY :     INVESTORS :
MANAGEMENT DYNAMICS INC.     CROSS ATLANTIC TECHNOLOGY FUND II, L.P.
      By:   XATF Management II, L.P.
By:  

/s/ James W. Preuninger

    Title:   General Partner
Name:   James W. Preuninger      
Title:   CEO     By:   Cross Atlantic Capital Partners II, Inc.
      Title:   General Partner
      By:  

 

      Name:  
      Title:  
      THE CO-INVESTMENT 2000 FUND, L.P.
      By:   Co-Invest Management, L.P.
      Title:   General Partner
      By:   Co-Invest Capital Partners, Inc.
      Title:   General Partner
      By:  

 

      Name:  
      Title:  
      THE CO-INVESTMENT FUND II, L.P.
      By:   Co-Invest Management II, L.P.
      Title:   General Partner
      By:   Co-Invest Capital Partners II, Inc.
      Title:   General Partner
      By:  

 

      Name:   Brian Adamsky
      Title:   CFO & Treasurer


IN WITNESS WHEREOF, the parties hereto have executed this Fourth Amended & Restated Investor Rights Agreement as of the date set forth in the first paragraph hereof.

 

COMPANY :     INVESTORS :
MANAGEMENT DYNAMICS INC.     CROSS ATLANTIC TECHNOLOGY FUND II, L.P.
      By:   XATF Management II, L.P.
By:  

 

    Title:   General Partner
Name:        
Title:        
      By:   Cross Atlantic Capital Partners II, Inc.
      Title:   General Partner
      By:  

/s/ Brian Adamsky

      Name:   Brian Adamsky
      Title:   CFO & Treasurer
      THE CO-INVESTMENT 2000 FUND, L.P.
      By:   Co-Invest Management, L.P.
      Title:   General Partner
      By:   Co-Invest Capital Partners, Inc.
      Title:   General Partner
      By:  

/s/ Brian Adamsky

      Name:   Brian Adamsky
      Title:   CFO & Treasurer
      THE CO-INVESTMENT FUND II, L.P.
      By:   Co-Invest Management II, L.P.
      Title:   General Partner
      By:   Co-Invest Capital Partners II, Inc.
      Title:   General Partner
      By:  

/s/ Brian Adamsky

      Name:   Brian Adamsky
      Title:   CFO & Treasurer


NJTC VENTURE FUND SBIC, LP
By:   NJTC PARTNERS SBIC, LLC
Title:   General Partner
By:  

 

Name:   James T. Gunton
Title:   Managing Member

 

James W. Preuninger

 

John W. Preuninger
MEGUNTICOOK FUND II, L.P.
By:   Megunticook Partners II, LLC
Title:   General Partner
By:  

 

Name:   Tom Matlack
Title:   Managing Director
MEGUNTICOOK SIDE FUND II, L.P.
By:   Megunticook Side Fund Partners II, LLC
Title:   General Partner
By:  

 

Name:   Tom Matlack
Title:   Managing Director


NJTC VENTURE FUND SBIC, LP
By:   NJTC PARTNERS SBIC, LLC
Title:   General Partner
By:  

 

Name:  
Title:  

/s/ James W. Preuninger

James W. Preuninger

 

John W. Preuninger
MEGUNTICOOK FUND II, L.P.
By:   Megunticook Partners II, LLC
Title:   General Partner
By:  

 

Name:   Tom Matlack
Title:   Managing Director
MEGUNTICOOK SIDE FUND II, L.P.
By:   Megunticook Side Fund Partners II, LLC
Title:   General Partner
By:  

 

Name:   Tom Matlack
Title:   Managing Director


NJTC VENTURE FUND SBIC, LP
By:   NJTC PARTNERS SBIC, LLC
Title:   General Partner
By:  

 

Name:  
Title:  

 

James W. Preuninger

/s/ John W. Preuninger

John W. Preuninger
MEGUNTICOOK FUND II, L.P.
By:   Megunticook Partners II, LLC
Title:   General Partner
By:  

 

Name:   Tom Matlack
Title:   Managing Director
MEGUNTICOOK SIDE FUND II, L.P.
By:   Megunticook Side Fund Partners II, LLC
Title:   General Partner
By:  

 

Name:   Tom Matlack
Title:   Managing Director


UPDATA PARTNERS III, L.P.
By:   Updata Associates III, L.P.
Its:   General Partner
By:   NJVA III, LLC
Its:   General Partner
By:  

/s/ Conor Mullett

Name:  
Title:  
UPDATA VENTURE PARTNERS II, LP.
By:   Updata Venture Associates II, L.P.
Its:   General Partner
By:   NJVA, LLC
Its:   General Partner
By:  

/s/ Conor Mullett

Name:  
Title:  
UPDATA VENTURE PARTNERS II B, L.P.
By:   Updata Venture Associates II, L.P.
Its:   General Partner
By:   NJVA, LLC
Its:   General Partner
By:  

/s/ Conor Mullett

Name:  
Title:  
UVP II EXECUTIVE FUND, L.P.
By:   Updata Venture Associates II, L.P.
Its:   General Partner
By:   NJVA, LLC
Its:   General Partner
By:  

/s/ Conor Mullett

Name:  


GOLDMAN, SACHS & CO.
By:  

/s/ Albert F. Dombrowski

Name:   Albert Dombrowski
Title:   Authorized Signatory


Exhibit A

Addresses

Management Dynamics Inc.

One Meadowlands Plaza

East Rutherford, NJ 07450

Attn: John W. Preuninger

Updata Partners III, L.P.

125 Half Mile Road

Red Bank, NJ 07701

Attn: Conor Mullett

Updata Venture Partners II, L.P.

125 Half Mile Road

Red Bank, NJ 07701

Attn: Conor Mullett

Updata Venture Partners II B, L.P.

125 Half Mile Road

Red Bank, NJ 07701

Attn: Conor Mullett

UVP II Executive Fund, L.P.

125 Half Mile Road

Red Bank, NJ 07701

Attn: Conor Mullett

Cross Atlantic Technology Fund II, L.P.

Five Radnor Corporate Center

Suite 555

100 Matsonford Road

Radnor, PA 19087

Attn: Donald R. Caldwell

Chairman & Managing Director

The Co-Investment 2000 Fund, L.P.

Five Radnor Corporate Center

Suite 555

100 Matsonford Road

Radnor, PA 19087

Attn: Donald R. Caldwell

Chairman & Managing Director


The Co-Investment Fund II, L.P.

Five Radnor Corporate Center

Suite 555

100 Matsonford Road

Radnor, PA 19087

Attn: Donald R. Caldwell

Chairman & Managing Director

NJTC Venture Fund SBIC, LP

1001 Briggs Road

Suite 280

Mt. Laurel, NJ 08054

Attn: James Gunton

Megunticook Fund II, LP

143 Newbury Street

Boston, MA 02116

Attn: Tom Matlack

Megunticook Side Fund II, LP

143 Newbury Street

Boston, MA 02116

Attn: Tom Matlack

James W. Preuninger

85 Undercliff Road

Montclair, NJ 07042

John W. Preuninger

165 Melrose Place

Ridgewood, NJ 07450

Goldman, Sachs & Co.

200 West Street

New York, NY 10282

Attn: Gene Yoon


AGREEMENT

Dated as of March 4, 2014

W HEREAS , Amber Road, Inc., a Delaware corporation as successor to Amber Road, Inc., a New Jersey corporation f\k\a Management Dynamics Inc. (the “ Corporation ”), is contemplating an initial public offering (the “ IPO ”), including a secondary offering permitting the Investors (as such term is defined in the Fourth Amended & Restated Investor Rights Agreement (the “ Rights Agreement ”) dated as of July 16, 2010, by and among the Corporation and the Investors parties thereto) to participate in the IPO as selling stockholders. (Capitalized terms used but not defined herein shall have the meanings ascribed to them in the Rights Agreement.)

W HEREAS , in connection with the IPO, the Investors’ shares of Preferred Stock shall automatically convert into shares of Common Stock.

W HEREAS , by this Agreement, the Investors wish to agree among themselves to allocate the relative number of shares of Common Stock that each of them may sell in the IPO.

Accordingly, for good and valuable consideration, the receipt and sufficiency of which is hereby acknowledged, the Corporation and each of the Investors named below hereby agrees that, notwithstanding any understandings, arrangements or agreements between or among them to the contrary, the allocation of Common Stock for sale in the IPO among the Investors and other selling stockholders set forth on Exhibit A attached hereto, including the allocation of certain shares to be sold in the initial closing of the IPO and other shares to be sold only in any subsequent IPO closing pursuant to an exercise of the IPO underwriters’ overallotment option, is the agreed allocation among them. For avoidance of doubt, the Corporation and the Investors agree that (i) the Investors have invested in the Corporation through one or more entities, and each Investor shall have the right to designate the allocation of the shares set forth opposite its name on Exhibit A among the entities that it controls, (ii) the quantity of shares listed on Exhibit A next to the name of each Selling Stockholder is the maximum that each respective Investor and other selling stockholder listed on Exhibit A may sell, which amount is subject to adjustment in accordance with the Irrevocable Power of Attorney and Custody Agreement entered into or to be entered into among each Investor and other selling stockholder, the Corporation, the Custodian party thereto and the Attorneys-in-Fact parties thereto and (iii) in the case of any stock split, the quantity of shares listed on Exhibit A shall be subject to proportional adjustment.

Except to the extent inconsistent with or otherwise as expressly set forth in this Agreement, all the terms and conditions of the Rights Agreement are hereby ratified and confirmed. Section 4.1 (Governing Law), Section 4.12 (Consent to Jurisdiction) and Section 4.13 (Waiver of Jury Trial) of the Rights Agreement are hereby herein incorporated by reference, mutatis mutandis , as if fully set forth herein. This Agreement may be executed in any number of counterparts, each of which shall be an original, but all of which together shall constitute one and the same instrument.

[Signature pages follow.]


I N W ITNESS W HEREOF , the parties hereto have executed this Agreement as of the date first above written.

 

CROSS ATLANTIC TECHNOLOGY FUND II, L.P.
By:   XATF Management II, L.P.
Title:   General Partner
By:   Cross Atlantic Capital Partners II, Inc.
Title:   General Partner
By:  

 

Name:  
Title:  
THE CO-INVESTMENT 2000 FUND, L.P.
By:   Co-Invest Management, L.P.
Title:   General Partner
By:   Co-Invest Capital Partners, Inc.
Title:   General Partner
By:  

 

Name:  
Title:  
THE CO-INVESTMENT FUND II, L.P.
By:   Co-Invest Management II, L.P.
Title:   General Partner
By:   Co-Invest Capital Partners II, Inc.
Title:   General Partner
By:  

 

Name:  
Title:  

 

2


NJTC INVESTMENT FUND, L.P.
By:   NJTC PARTNERS SBIC, LLC
Title:   General Partner
By:  

 

Name:  
Title:  
GOLDMAN, SACHS & CO.
By:  

 

Name:  
Title:  

 

James W. Preuninger

 

John W. Preuninger
UPDATA PARTNERS III, L.P.
By:   Updata Associates III, L.P.
Its:   General Partner
By:   NJVA III, LLC
Its:   General Partner
By:  

 

Name:  
Title:  
UPDATA VENTURE PARTNERS II, L.P.
By:   Updata Venture Associates II, L.P.
Its:   General Partner
By:   NJVA, LLC
Its:   General Partner
By:  

 

Name:  
Title:  

 

3


UPDATA VENTURE PARTNERS II B, L.P.
By:   Updata Venture Associates II, L.P.
Its:   General Partner
By:   NJVA, LLC
Its:   General Partner
By:  

 

Name:  
Title:  
UVP II EXECUTIVE FUND, L.P.
By:   Updata Venture Associates II, L.P.
Its:   General Partner
By:   NJVA, LLC
Its:   General Partner
By:  

 

Name:  
Title:  
Accepted and Agreed to:
AMBER ROAD, INC.
By:  

 

Name:  
Title:  

 

4


Exhibit A

IPO Selling Stockholder Allocation

 

Selling Stockholder

   Initial IPO Shares      Overallotment Shares  

Al Cooke

     30,000         0   

Amish Seth

     10,000         0   

Anthony Hardenburgh

     15,000         0   

Barry Williams

     35,000         0   

Bill Jackowski

     20,000         0   

Cross Atlantic*

     832,001         671,202   

Glenn Gorman

     30,000         0   

Goldman, Sachs & Co.

     371,841         299,976   

James Preuninger

     250,000         0   

John Preuninger

     250,000         0   

NJTC Investment Fund, L.P.

     168,643         136,050   

ORIX Venture Finance LLC

     18,390         0   

Scott Byrnes

     25,000         0   

Stephanie Miles

     70,000         0   

Tom Conway

     20,000         0   

Ty Bordner

     15,000         0   

Updata*

     443,291         357,617   

 

* Includes investment through two or more entities. Investor shall have the right to designate the allocation of the shares among the entities that it controls.

 

5

Exhibit 10.4

EMPLOYMENT AGREEMENT

This Employment Agreement (the “Agreement”) is entered into on March 3, 2014, by and between AMBER ROAD, INC., a Delaware corporation (the “Company”), and JAMES W. PREUNINGER (the “Executive”).

WHEREAS, the Executive is currently employed by the Company as its Chief Executive Officer pursuant to the terms of an employment agreement dated October 9, 2002 (the “Existing Employment Agreement”),

WHEREAS, the Company desires that the Executive continue to be retained to serve in the capacity of Chief Executive Officer of the Company;

WHEREAS, the Company and the Executive desire to replace the Existing Employment Agreement in its entirety with this Agreement;

NOW, THEREFORE, in consideration of the premises and mutual covenants contained herein, and for other valuable consideration, the Company and the Executive hereby agree as follows:

1. Certain Definitions . Capitalized terms shall have the meanings set forth on Exhibit A attached hereto.

2. Term of Employment . Upon the consummation of the initial public offering of the common stock of the Company not later than June 30, 2014, this Agreement shall be effective as of January 1, 2014 (the “Effective Date”). The Company shall continue to employ the Executive and, and the Executive shall accept such continued employment, upon the terms and conditions set forth in this Agreement for the period commencing on the Effective Date and ending on the earlier of (i) twenty-four (24) months after the date hereof (unless extended by the mutual written agreement of the Executive and the Company) and (ii) the Executive’s Date of Termination as provided in Section 6 (such period referred to as the “Term of Employment”). The Executive agrees to sign all documentation evidencing the foregoing as may be presented to the Executive for signature by the Company.

3. Executive’s Duties and Obligations .

(a) Duties . The Executive shall continue to serve as the Company’s Chief Executive Officer. The Executive shall be responsible for all duties customarily associated with a Chief Executive Officer in a publicly-traded company. The Executive shall report directly to the Company’s Board of Directors (the “Board”) and shall be subject to reasonable policies established by the Board. During the Term of Employment the Executive will also serve on the Company’s Board of Directors to the extent elected by the stockholders of the Company.

(b) Location of Employment . The Executive’s principal place of business shall be at the Company’s headquarters located in East Rutherford, New Jersey. In addition, the Executive acknowledges and agrees that the performance by the Executive of the Executive’s duties shall require frequent travel including, without limitation, overseas travel from time to time.


(c) Confidential Information, Assignment of Rights, Non-Solicitation and Non- Competition Agreement . In consideration of the covenants contained herein, the Executive has executed and agrees to be bound by the Confidential Information, Assignment of Rights, Non-Solicitation and Non-Competition Agreement (the “Confidentiality Agreement”) attached to this Agreement as Exhibit B. The Executive shall comply at all times with the covenants (including covenants not to compete or solicit employees, consultants and independent contractors) and other terms and conditions of the Confidentiality Agreement and all other reasonable policies of the Company governing its confidential and proprietary information. The Executive’s obligations under the Confidentiality Agreement shall survive the Term of Employment.

4. Devotion of Time to the Company’s Business .

(a) Full-Time Efforts . During the Term of Employment, the Executive shall devote substantially all of his business time, attention and effort to the affairs of the Company, excluding any periods of disability, vacation, or sick leave to which Executive is entitled, and shall use his reasonable best efforts to perform the duties properly assigned to him hereunder and to promote the interests of the Company.

(b) Other Activities . Executive may serve on corporate, civic or charitable boards or committees, deliver lectures, fulfill speaking engagements and may manage personal investments; provided that such activities do not individually or in the aggregate significantly interfere with the performance of his duties under this Agreement.

5. Compensation and Benefits.

(a) Base Salary . The Company shall pay to the Executive in accordance with its normal payroll practices (but not less frequently than monthly) an annual salary at a rate of not less than $350,000 per annum (“Base Salary”). The Executive’s Base Salary shall be reviewed at least annually for the purposes of determining increases, if any, based on the Executive’s performance, the performance of the Company, the then prevailing salary scales for comparable positions, inflation and other relevant factors. Effective as of the date of any increase in the Executive’s Base Salary, Base Salary as so increased shall be considered the new Base Salary for all purposes of this Agreement and may not thereafter be reduced. Any increase in Base Salary shall not limit or reduce any other obligation of the Company to Executive under this Agreement.

(b) Cash Bonuses . The Company shall pay the Executive an annual cash bonus (“Annual Bonus”) in accordance with the terms hereof and the terms of the Company’s incentive plan for key executive officers, as amended from time to time (the “Key Executive Incentive Plan”) during the Term of Employment. If the Executive achieves his target performance goals for a Fiscal Year, which goals shall be determined by the Compensation Committee on an annual or more frequent basis, the Annual Bonus shall be not less than 100% of the Executive’s Base Salary (the “Target Annual Bonus”). If the Executive achieves his maximum performance goals for a Fiscal Year, which goals shall be determined by the Committee on an annual or more frequent basis, the Annual Bonus shall be not less than 120% of the Executive’s Base Salary (the “Maximum Annual Bonus”). In the event that the Compensation Committee determines that the Executive has earned an Annual Bonus, the Company shall pay the entire Annual Bonus in a lump-sum cash payment within five (5) days after the Company’s annual earnings report is released but in no event later than the 15th day of the third calendar month following the end of such Fiscal Year.

(c) Annual Equity Awards . The Company shall grant to Executive Equity Awards each year in the discretion of the Compensation Committee. The number of

 

- 2 -


shares of the common stock subject to such annual grant of Equity Awards shall be based on Executive’s performance across a wide set of criteria, with a target number of shares of the Company’s common stock that would cause such annual grant of Equity Awards to have a fair value (determined using the accounting methods employed by the Company for financial reporting purposes under Generally Accepted Accounting Principles) as of the date of grant of such Equity Award equal to 100% of Executive’s Base Salary in effect on the date of grant of the Equity Award; it being understood that the actual number of shares of common stock subject to an Equity Award may be more or less than the number determined above, based on the performance criteria considered by the Compensation Committee.

(d) Benefits . During the Term of Employment, the Executive shall be entitled to participate in all employee benefit plans, programs and arrangements made available generally to the Company’s senior executives or to other full-time employees on substantially the same basis that such benefits are provided to such senior executives of a similar level or to other full-time employees (including, without limitation profit-sharing, savings and other retirement plans or programs (e.g., a 401(k) plan), long-term cash incentive plan, program or arrangement, medical, dental, hospitalization, vision, short- term and long-term disability and life insurance plans or programs, accidental death and dismemberment protection, travel accident insurance, and any other fringe benefit or employee welfare benefit plans or programs that may be sponsored by the Company from time to time, including any plans or programs that supplement the above-listed types of plans or programs, whether funded or unfunded); provided, however, that during the Term of Employment, the Executive shall not be eligible to participate in any generally available severance benefit plan, program or arrangement sponsored or maintained by the Company. Nothing in this Agreement shall be construed to require the Company to establish or maintain any such fringe or employee benefit plans, programs or arrangements. If a conflict should exist between similar benefits afforded under any Company policy and the benefits afforded under this Agreement, to the extent that this Agreement shall provide for greater benefits, the terms of this Agreement shall control.

(e) Vacations . During the Term of Employment, the Executive shall be entitled to twenty five (25) days paid vacation per year, or such greater amount as may be earned under the Company’s standard vacation policy.

(f) Reimbursement of Expenses . During the Term of Employment, the Executive shall be entitled to receive prompt reimbursement for all reasonable business- or employment-related expenses incurred by the Executive upon the receipt by the Company of reasonable documentation in accordance with standard practices, policies and procedures applicable to other senior executives of the Company.

6. Termination of Employment . The Term of Employment shall be automatically terminated upon the first to occur of the following:

(a) Death . The Executive’s employment shall terminate immediately upon the Executive’s death.

(b) Disability . If the Executive is Disabled, either party may terminate the Executive’s employment due to such Disability upon delivery of written notice to the other party. The effective date of such termination of employment will be the Date of Termination set forth in such written notice or immediately upon delivery of such written notice if no effective date is specified in the written notice. For avoidance of doubt, If the Executive’s employment is terminated pursuant to this Section 6(b), his employment will not constitute a termination of employment by the Company without Cause or by the Executive for Good Reason.

 

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(c) Termination by the Executive Without Good Reason . The Executive may terminate his employment for any reason other than Good Reason upon his delivery of written notice to the Company at least thirty (30) days prior to his Date of Termination.

(d) Termination by the Executive for Good Reason . The Executive may terminate his employment for Good Reason if (i) not later than ninety (90) days after the occurrence of any act or omission that constitutes Good Reason, the Executive provides the Company with a written notice setting forth in reasonable detail the acts or omissions that constitute Good Reason, (ii) the Company fails to correct or cure the acts or omissions within thirty (30) days after it receives such written notice, and (iii) Executive terminates his employment with the Company after the expiration of such cure period but not later than sixty (60) days after the expiration of such cure period.

(e) Termination by the Company Without Cause . The Company may terminate the Executive’s employment without Cause upon delivery of written notice to the Executive at least thirty (30) days prior to his Date of Termination.

(f) Termination by the Company for Cause . Upon the occurrence of any act or omission that constitutes Cause, the Company may terminate the Executive’s employment if:

 

  (i) No fewer than 30 days prior to the Date of Termination, the Company provides Executive with written notice (the “Notice of Consideration”) of its intent to consider termination of Executive’s employment for Cause, including a reasonably detailed description of the acts or omissions that the Board believes constitute Cause;

 

  (ii) The Executive fails to cure the acts or omissions that constitute Cause within 30 days after receiving such Notice of Consideration;

 

  (iii) The Executive is provided an opportunity to appear before the Board, with or without legal representation, at Executive’s election, during the 30 day period following the Executive’s receipt of the Notice of Consideration to present arguments and evidence on his own behalf; and

 

  (iv) Following the presentation to the Board described in clause (iii) above or the Executive’s failure to appear before the Board at a reasonable date and time specified in the Notice of Consideration, the Board, by the affirmative vote of at least 75% of its members (excluding Executive), determines that (x) the acts or omissions of the Executive specified in the Notice of Consideration actually occurred, (y) the Executive has failed to cure such acts or omissions during the 30 day period following the Executive’s receipt of the Notice of Consideration, and (z) the Executive’s employment should accordingly be terminated for Cause.

The Executive’s termination of employment will be deemed to be a termination of employment by the Company without Cause unless the Company establishes its full compliance with the substantive and procedural requirements of this Section 6(f) prior to the Executive’s Date of Termination. Notwithstanding the foregoing, the determination by the Board in clause (iv) above, shall be without prejudice to the Executive’s right to dispute in arbitration pursuant to Section 16 of this Agreement the Board’s determination

 

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that Cause for the Executive’s termination existed and the arbitrator shall determine, without any deference to the Board’s factual determinations or deliberations, whether Cause for the Executive’s termination existed based on all relevant facts and circumstances.

7. Compensation and Benefits Payable Upon of Termination of Employment .

(a) Payment of Accrued But Unpaid Compensation and Benefits . Upon the Executive’s termination of employment for any reason, the Executive (or his Beneficiary following Executive’s death) shall receive (i) a lump sum payment on the Date of Termination in an amount equal to the sum of the Executive’s earned but unpaid Base Salary through his Date of Termination plus his accrued but unused vacation days at the Executive’s Base Salary in effect as of his Date of Termination; plus (ii) any other benefits or rights the Executive has accrued or earned through his Date of Termination in accordance with the terms of the applicable fringe or employee benefit plans and programs of the Company. Except as provided in Section 7(b) or (c) below or as expressly provided pursuant to the terms of any employee benefit plan, the Executive will not be entitled to earn or accrue any additional compensation or benefits for any period following his Date of Termination.

(b) Termination of Employment Due to Death or Disability . In addition to the compensation and benefits payable under Section 7(a) above, if the Executive’s employment is terminated due to his death or Disability, the Executive (or his Beneficiary following Executive’s death) shall receive:

 

  (i) the Executive’s accrued but unpaid Annual Bonus, if any, for the Fiscal Year ended prior to his Termination Date payable at the same time such annual bonuses for such Fiscal Year are paid to other key executives of the Company pursuant to the terms of the Key Executive Incentive Plan;

 

  (ii) 100% of the Executive’s outstanding Equity Awards as of the Date of Termination will be fully vested and exercisable.

(c) Termination of Employment by the Company Without Cause or by the Executive for Good Reason . In addition to the compensation and benefits payable under Section 7(a) above, if the Executive’s employment is terminated by the Company without Cause or by the Executive for Good Reason and the Executive returns an executed Release to the Company, which becomes final, binding and irrevocable within sixty (60) days following the Executive’s Date of Termination his Date in accordance with Section 8, the Executive (or his Beneficiary following Executive’s death) shall receive:

 

  (i) the Executive’s accrued but unpaid Annual Bonus, if any, for the Fiscal Year ended prior to his Termination Date payable at the same time annual bonuses for such Fiscal Year are paid to other key executives of the Company pursuant to the terms of the Key Executive Incentive Plan,

 

  (ii) if the Executive’s Date of Termination occurs during the Post- Change of Control Period, 100% of the Executive’s outstanding Equity Awards as of the Date of Termination will be fully vested and exercisable and the period of time during which such Equity Awards may be exercised will be extended to the earlier of the date such Equity Awards would have terminated if the Executive was still employed or the third (3rd) anniversary of the Date of Termination; and

 

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  (iii) a lump sum severance payment payable in a lump sum within five (5) business days after the Executive’s Release becomes final, binding and irrevocable in accordance with Section 8, in an amount equal to twenty-four (24) months of Base Salary; and

 

  (iv) reimbursement of the COBRA premiums, if any, paid by the Executive for continuation coverage for the Executive, his spouse and dependents under the Company’s group health, dental and vision plans for the lesser of twenty-four (24) months or the maximum COBRA continuation period.

Notwithstanding the foregoing, if the Executive materially breaches this Agreement or the Executive’s Confidential Agreement, then the Company’s continuing obligations under this Section 7(c) shall cease as of the date of the breach and the Executive shall be entitled to no further payments hereunder.

8. Release . As a condition of receiving the compensation and benefits described in Section 7(c), Executive must execute a release of any and all claims arising out of Executive’s employment with the Company or Executive’s separation from such employment (including, without limitation, claims relating to age, disability, sex or race discrimination to the extent permitted by law), excepting (i) claims for benefits under any employee benefit plan in accordance with the terms of such employee benefit plan, (ii) any right to exercise Equity Awards that are vested on the Date of Termination pursuant to the terms of such Equity Awards (as modified by the Employment Agreement) (iii) claims based on breach of the Company’s obligations to pay the compensation and benefits described in Sections 5 and 7(a) or (c) of this Employment Agreement, (iv) claims arising under the Age Discrimination in Employment Act after the date Executive signs such release, and (v) any right to indemnification by the Company or to coverage under directors and officers liability insurance to which Executive is otherwise entitled in accordance with this Agreement and the Company’s articles of incorporation or by laws or other agreement between Executive and the Company (the “Release”). Such Release shall be in a form tendered to the Executive by the Company within five (5) business days following the termination of the Executive’s employment by the Company without Cause or by the Executive for Good Reason, which shall comply with any applicable legislation or judicial requirements, including, but not limited to, the Older Workers Benefit Protection Act, and shall be substantially in the form of release attached as Exhibit C. The compensation and benefits described in Section 7(c) will not be paid to the Executive if the Executive fails to execute the Release within the time frame specified in such Release (but in no event later than more than fifty-three (53) days after the Date of Termination), if the Executive revokes the Release within the applicable revocation period set forth in such Release or if the revocation period expires more than sixty (60) days following the Executive’s Date of Termination.

9. Mitigation of Damages . The Executive will not be required to mitigate damages or the amount of any payment or benefit provided for under this Agreement by seeking other employment or otherwise. The amount of any payment or benefit provided for under this Agreement will not be reduced by any compensation or benefits earned by the Executive as the result of self-employment or employment by another employer or otherwise.

10. Excess Parachute Excise Tax . Anything in this Agreement to the contrary notwithstanding, in the event it shall be determined that any payment, award, benefit or distribution (including any acceleration) by the Company or any entity which effectuates a transaction described in Section 280G(b)(2)(A)(i) of the Code to or for the benefit of the Executive (whether pursuant to the terms of this Agreement or otherwise, but determined before application of any reductions required pursuant to this Section 10) (a “Payment”) would be subject to the

 

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excise tax imposed by Section 4999 of the Code or any interest or penalties are incurred with respect to such excise tax by the Executive (such excise tax, together with any such interest and penalties, are hereinafter collectively referred to as the “Excise Tax”), the Company will automatically reduce such Payments to the extent, but only to the extent, necessary so that no portion of the remaining Payments will be subject to the Excise Tax, unless the amount of such Payments that the Executive would retain after payment of the Excise Tax and all applicable Federal, state and local income taxes without such reduction would exceed the amount of such Payments that the Executive would retain after payment of all applicable Federal, state and local taxes after applying such reduction. Unless otherwise elected by the Executive, to the extent permitted under Code Section 409A, such reduction shall first be applied to any severance payments payable to the Executive under this Agreement, then to the accelerated vesting on any Equity Awards, starting with stock options and stock appreciation rights reversing accelerated vesting of those options and stock appreciation rights with the smallest spread between fair market value and exercise price first and after reversing the accelerated vesting of all stock options and stock appreciation rights, thereafter reversing accelerated vesting of restricted stock, restricted stock units and performance shares, performance units or other similar Equity Awards on a pro rata basis.

All determinations required to be made under this Section 10, including the assumptions to be utilized in arriving at such determination, shall be made by the Company’s independent auditors or such other certified public accounting firm of national standing reasonably acceptable to the Executive as may be designated by the Company (the “Accounting Firm”) which shall provide detailed supporting calculations both to the Company and the Executive within 15 business days of the receipt of notice from the Executive that there has been a Payment, or such earlier time as is requested by either the Company or the Executive. All fees and expenses of the Accounting Firm shall be borne solely by the Company. If the Accounting Firm determines that no Excise Tax is payable by the Executive, it shall furnish the Executive with a written opinion to such effect. Any determination by the Accounting Firm shall be binding upon the Company and the Executive.

11. Legal Fees . All reasonable legal fees and related expenses (including costs of experts, evidence and counsel) paid or incurred by the Executive pursuant to any claim, dispute or question of interpretation relating to this Agreement shall be paid or reimbursed by the Company if the Executive is successful on the merits pursuant to a legal judgment or arbitration. Except as provided in this Section 11, each party shall be responsible for its own legal fees and expenses in connection with any claim or dispute relating to this Agreement.

12. Liability Insurance and Indemnification . The Company shall maintain directors’ and officers’ liability insurance for the Executive during the Term of Employment, and for a six (6) year period following the Executive’s Date of Termination at a level equivalent to the most favorable and protective coverage for any active officer or director of the Company. The Company agrees to indemnify the Executive for any job-related liability to the fullest extent permitted under applicable law, and its by-laws.

13. Beneficiary . If the Executive dies prior to receiving all of the amounts payable to him in accordance with the terms of this Agreement, such amounts shall be paid to one or more beneficiaries (each, a “Beneficiary”) designated by the Executive in writing to the Company during his lifetime, or if no such Beneficiary is designated, to the Executive’s estate. Such payments shall be made in accordance with the terms of this Agreement. The Executive, without the consent of any prior Beneficiary, may change his designation of Beneficiary or Beneficiaries at any time or from time to time by a submitting to the Company a new designation in writing.

 

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14. Notices . All notices, requests, demands and other communications hereunder shall be in writing and shall be deemed to have been duly given if delivered by hand, email or mailed within the continental United States by first class certified mail, return receipt requested, postage prepaid, addressed as follows:

If to the Board or the Company:

Amber Road, Inc.

One Meadowlands Plaza

East Rutherford, NJ 07073

Attn: Chief Financial Officer

email: thomasconway@amberroad.com

With a copy to:

Dentons US LLP

1221 Avenue of the Americas

New York, NY 10020

Attn: Victor H. Boyajian, Esq.

email: victor.boyajian@dentons.com

If to the Executive:

To the address on file with the records of the Company.

Addresses may be changed by written notice sent to the other party at the last recorded address of that party.

15. Withholding . The Company shall be entitled to withhold from payments due hereunder any required federal, state or local withholding or other taxes.

16. Arbitration .

(a) If the parties are unable to resolve any dispute or claim relating directly or indirectly to this agreement or any dispute or claim between the Executive and the Company or its officers, directors, agents, or employees (a “Dispute”), then either party may require the matter to be settled by final and binding arbitration by sending written notice of such election to the other party clearly marked “Arbitration Demand.” Thereupon such Dispute shall be arbitrated in accordance with the terms and conditions of this Section 16. Notwithstanding the foregoing, either party may apply to a court of competent jurisdiction for a temporary restraining order, a preliminary injunction, or other equitable relief to preserve the status quo or prevent irreparable harm or to enforce the terms of the Confidentiality Agreement.

(b) The Dispute shall be resolved by a single arbitrator in an arbitration administered by the American Arbitration Association in accordance with its Employment Arbitration Rules and judgment upon the award rendered by the arbitrator may be entered in any court having jurisdiction thereof. The decision of the arbitrator shall be final and binding on the parties, and specific performance giving effect to the decision of the arbitrator may be ordered by any court of competent jurisdiction.

(c) Nothing contained herein shall operate to prevent either party from asserting counterclaim(s) in any arbitration commenced in accordance with this Agreement, and any such party need not comply with the procedural provisions of this Section 16 in order to assert such counterclaim(s).

(d) The arbitration shall be filed with the office of the American Arbitration Association (“AAA”) located in New Jersey or such other AAA office as the parties may

 

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agree upon (without any obligation to so agree). The arbitration shall be conducted pursuant to the Employment Arbitration Rules of AAA as in effect at the time of the arbitration hearing, such arbitration to be completed in a 60-day period. In addition, the following rules and procedures shall apply to the arbitration:

 

  (i) The arbitrator shall have the sole authority to decide whether or not any Dispute between the parties is arbitrable and whether the party presenting the issues to be arbitrated has satisfied the conditions precedent to such party’s right to commence arbitration as required by this Section 16.

 

  (ii) The decision of the arbitrator, which shall be in writing and state the findings, the facts and conclusions of law upon which the decision is based, shall be final and binding upon the parties, who shall forthwith comply after receipt thereof. Judgment upon the award rendered by the arbitrator may be entered by any competent court. Each party submits itself to the jurisdiction of any such court, but only for the entry and enforcement to judgment with respect to the decision of the arbitrator hereunder.

 

  (iii) The arbitrator shall have the power to grant all legal and equitable remedies (including, without limitation, specific performance) and award compensatory and punitive damages if authorized by applicable law.

 

  (iv) Except as otherwise provided in Section 11 or by law, the parties shall bear their own costs in preparing for and participating in the resolution of any Dispute pursuant to this Section 16, and the costs of the arbitrator(s) shall be equally divided between the parties.

 

  (v) Except as provided in the last sentence of Section 16(a), the provisions of this Section 16 shall be a complete defense to any suit, action or proceeding instituted in any federal, state or local court or before any administrative tribunal with respect to any Dispute arising in connection with this Agreement. Any party commencing a lawsuit in violation of this Section 16 shall pay the costs of the other party, including, without limitation, reasonable attorney’s fees and defense costs.

17. Miscellaneous .

(a) Governing Law . This Agreement shall be interpreted, construed, governed and enforced according to the laws of the State of New Jersey without regard to the application of choice of law rules.

(b) Entire Agreement . This Agreement contains the entire agreement between the parties with respect to the subject matter hereof and supersedes the Existing Employment Agreement and any and all other prior agreements, promises, understandings and representations regarding the Executive’s employment, compensation, severance or other payments contingent upon the Executive’s termination of employment, whether written or otherwise.

(c) Amendments . No amendment or modification of the terms or conditions of this Agreement shall be valid unless in writing and signed by the parties hereto.

 

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(d) Severability . If one or more provisions of this Agreement are held to be invalid or unenforceable under applicable law, such provisions shall be construed, if possible, so as to be enforceable under applicable law, or such provisions shall be excluded from this Agreement and the balance of the Agreement shall be interpreted as if such provision were so excluded and shall be enforceable in accordance with its terms.

(e) Binding Effect . This Agreement shall be binding upon and inure to the benefit of the beneficiaries, heirs and representatives of the Executive (including the Beneficiary) and the successors and assigns of the Company. The Company shall require any successor (whether direct or indirect, by purchase, merger, reorganization, consolidation, acquisition of property or stock, liquidation, or otherwise) to all or substantially all of its assets, by agreement in form and substance satisfactory to the Executive, expressly to assume and agree to perform this Agreement in the same manner and to the same extent that the Company would be required to perform this Agreement if no such succession had taken place. Regardless whether such agreement is executed, this Agreement shall be binding upon any successor of the Company in accordance with the operation of law and such successor shall be deemed the Company for purposes of this Agreement.

(f) Successors and Assigns; Nonalienation of Benefits . Except as provided in Section(e) in the case of the Company, or to the Beneficiary in the case of the death of the Executive, this Agreement is not assignable by any party. Compensation and benefits payable to the Executive under this Agreement shall not be subject in any manner to anticipation, alienation, sale, transfer, assignment, pledge, encumbrance, charge, garnishment, execution or levy of any kind, either voluntary or involuntary, prior to actually being received by the Executive or a Beneficiary, as applicable, and any such attempt to dispose of any right to benefits payable hereunder shall be void. and no payment to be made hereunder shall be subject to anticipation, alienation, sale, transfer, assignment, pledge, encumbrance or other charge.

(g) Remedies Cumulative; No Waiver . No remedy conferred upon either party by this Agreement is intended to be exclusive of any other remedy, and each and every such remedy shall be cumulative and shall be in addition to any other remedy given hereunder or now or hereafter existing at law or in equity. No delay or omission by either party in exercising any right, remedy or power hereunder or existing at law or in equity shall be construed as a waiver thereof, and any such right, remedy or power may be exercised by such party from time to time and as often as may be deemed expedient or necessary by such party in such party’s sole discretion.

(h) Survivorship . Notwithstanding anything in this Agreement to the contrary, all terms and provisions of this Agreement that by their nature extend beyond the Date of Termination shall survive termination of this Agreement.

(i) Counterparts . This Agreement may be executed in two or more counterparts, each of which shall constitute an original, but all of which, when taken together, shall constitute one document.

18. No Contract of Employment . Nothing contained in this Agreement will be construed as a right of the Executive to be continued in the employment of the Company, or as a limitation of the right of the Company to discharge the Executive with or without Cause.

19. Section 409A of the Code . The intent of the parties is that payments and benefits under this Agreement comply with, or be exempt from, Section 409A of the Code and, accordingly, to the maximum extent permitted, this Agreement shall be construed and

 

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interpreted in accordance with such intent. The Executive’s termination of employment (or words to similar effect) shall not be deemed to have occurred for purposes of this Agreement unless such termination of employment constitutes a “separation from service” within the meaning of Code Section 409A and the regulations and other guidance promulgated thereunder.

Notwithstanding any provision in this Agreement to the contrary, if the Executive is deemed on the date of the Executive’s separation from service to be a “specified employee” within the meaning of that term under Code Section 409A(a)(2)(B) and using the identification methodology selected by the Company from time to time, or if none, the default methodology set forth in Code Section 409A, then with regard to any payment or the providing of any benefit that constitutes “non-qualified deferred compensation” pursuant to Code Section 409A and the regulations issued thereunder that is payable due to the Executive’s separation from service, to the extent required to be delayed in compliance with Code Section 409A(a)(2)(B), such payment or benefit shall not be made or provided to the Executive prior to the earlier of (i) the expiration of the six (6)-month period measured from the date of the Executive’s separation from service, and (ii) the date of the Executive’s death (the “Delay Period”). On the first day of the seventh month following the date of the Executive’s separation from service or, if earlier, on the date of the Executive’s death, all payments delayed pursuant to this Section 19 shall be paid or reimbursed to the Executive in a lump sum, and any remaining payments and benefits due to the Executive under this Agreement shall be paid or provided in accordance with the normal payment dates specified for them herein.

To the extent any reimbursement of costs and expenses (including reimbursement of COBRA premiums pursuant to Section 7(c)(v)) provided for under this Agreement constitutes taxable income to the Executive for Federal income tax purposes, such reimbursements shall be made as soon as practicable after the Executive provides proper documentation supporting reimbursement but in no event later than December 31 of the calendar year next following the calendar year in which the expenses to be reimbursed are incurred. With regard to any provision herein that provides for reimbursement of expenses or in-kind benefits, except as permitted by Code Section 409A, (i) the right to reimbursement or in-kind benefits is not subject to liquidation or exchange for another benefit, and (ii) the amount of expenses eligible for reimbursement, or in-kind benefits, provided during any taxable year shall not affect the expenses eligible for reimbursement, or in-kind benefits to be provided, in any other taxable year.

If under this Agreement, any amount is to be paid in two or more installments, each such installment shall be treated as a separate payment for purposes of Section 409A.

20. Executive Acknowledgement . The Executive hereby acknowledges that the Executive has read and understands the provisions of this Agreement, that the Executive has been given the opportunity for the Executive’s legal counsel to review this Agreement, that the provisions of this Agreement are reasonable and that the Executive has received a copy of this Agreement.

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IN WITNESS WHEREOF, the parties hereto have caused this Employment Agreement to be executed as of March 3, 2014.

 

AMBER ROAD, INC.
By:  

/s/ Elliott Brecher

Name:   ELLIOTT BRECHER
Title:   GENERAL COUNSEL, SECRETARY
EXECUTIVE

/s/ James W. Preuninger

JAMES W. PREUNINGER

 

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EXHIBIT A

(a) “Annual Bonus” shall have the meaning set forth in Section 5(b) of the Employment Agreement.

(b) “Base Salary” shall have the meaning set forth in Section 5(a) of the Employment Agreement.

(c) “Beneficiary” shall have the meaning set forth in Section 13 of the Employment Agreement.

(d) “Board” means the Board of Directors of the Company.

(e) “Cause” means one or more of the following:

 

  (i) The Executive’s willful failure to perform his duties hereunder (other than as a result of illness or injury) that directly, materially and demonstrably impairs or damages the property, goodwill, reputation, business or finances of the Company;

 

  (ii) The Executive’s willful misconduct or gross negligence in the performance of his duties hereunder that directly, materially and demonstrably impairs or damages the property, goodwill, reputation, business or finances of the Company;

 

  (iii) The conviction of, or plea of nolo contendere by, the Executive to, a felony or a crime involving moral turpitude that materially and demonstrably impairs or damages the property, goodwill, reputation, business or finances of the Company; or

 

  (iv) The Executive’s commission of any willful acts of personal dishonesty in connection with his responsibilities as an employee of the Company that directly, materially and demonstrably impairs or damages the property, goodwill, reputation, business or finances of the Company.

For purposes of this definition, no act or failure to act on the part of the Executive shall be considered “willful” unless it is done, or omitted to be done, by the Executive in bad faith or without a reasonable belief that the action or omission was in the best interests of the Company. Any act, or failure to act, based on authority given pursuant to a resolution duly adopted by the Board or any committee thereof, or the advice of counsel to the Company, will be conclusively presumed to be done, or omitted to be done, by the Executive in good faith and in the best interests of the Company.

 

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(f) “Change of Control” means the occurrence of any one of the following events:

 

  (i) any “person” (as defined in Sections 13(d) and 14(d) of the Securities Exchange Act of 1934 (the “Exchange Act”)), other than the Company, any trustee or other fiduciary holding securities under an employee benefit plan of the Company, an underwriter temporarily holding securities pursuant to an offering of such securities or any corporation owned, directly or indirectly, by the stockholders of the Company in substantially the same

proportions as their ownership of stock of the Company, directly or indirectly (x) acquires “beneficial ownership” (as defined in Rule 13d-3 under the Exchange Act) of securities representing more than 50% of the combined voting power of the Company’s then outstanding securities or; (y) acquires within a twelve (12) consecutive month period “beneficial ownership” (as defined in Rule 13d-3 under the Exchange Act) of securities representing 35% of the combined voting power of the Company’s then outstanding securities.

 

  (ii) persons who comprise a majority of the Board are replaced during any twelve (12) consecutive month period by directors whose appointment or election is not endorsed by a majority of the members of the Board before the date of such appointment or election;

 

  (iii) the consummation of a reorganization, merger, statutory share exchange, consolidation or similar corporate transaction (each, a “Business Combination”) other than a Business Combination in which all or substantially all of the individuals and entities who were the beneficial owners of the Company’s voting securities immediately prior to such Business Combination beneficially own, directly or indirectly, 50% or more of the combined voting power of the voting securities of the entity resulting from such Business Combination (including, without limitation, an entity which as a result of the Business Combination owns the Company or all or substantially all of the Company’s assets either directly or through one or more subsidiaries) in substantially the same proportions as their ownership of the Company’s voting securities immediately prior to such Business Combination; or

 

  (iv) any “person” (as defined in Sections 13(d) and 14(d) of the Exchange Act) acquires all or substantially all of the assets of the Company within any twelve (12) consecutive month period.

Notwithstanding the forgoing, none of the foregoing events shall constitute a Change of Control of the Company unless such event also constitutes a change in ownership of the Company within the meaning of Treasury Regulation Section 1.409A-3(i)(5)(v), a change in the effective control of the Company within the meaning of Treasury Regulation Section 1.409A-3(i)(5)(vi) or a change in ownership of a substantial portion of the assets of the Company within the meaning of Treasury Regulation Section 1.409A-3(i)(5)(vii).

(g) “Change of Control Date” means any date after the date hereof on which a Change of Control occurs; provided, however, that if a Change of Control occurs and if the

 

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Executive’s employment with the Company is terminated or an event constituting Good Reason (as defined below) occurs prior to the Change of Control, and if it is reasonably demonstrated by the Executive that such termination or event (i) was at the request of a third party who has taken steps reasonably calculated to effect the Change of Control, or (ii) otherwise arose in connection with or in anticipation of the Change of Control then, for all purposes of this Agreement, the Change of Control Date shall mean the date immediately prior to the date of such termination or event.

(h) “Code” means the Internal Revenue Code of 1986, as amended and the regulations promulgated thereunder.

(i) “Compensation Committee” means the compensation committee of the Board or such other committee of the Board that exercises the duties and responsibilities typically assigned to a compensation committee.

(j) “Confidentiality Agreement” means the Confidential Information, Assignment of Rights, Non-Solicitation and Non-Competition Agreement between the Company and the Executive, a copy of which is attached to this Agreement as Exhibit B, pursuant to which the Executive has agreed to abide by certain covenants (including covenants to maintain not to disclose confidential information, compete with the Company or solicit employees, consultants or independent contractors of the Company, main).

(k) “Date of Termination” means the date specified in a written notice of termination delivered pursuant to Section 6 hereof, or the Executive’s last date as an active employee of the Company before a termination of employment due to his death.

(l) “Disabled” or “Disability” means a mental or physical condition that renders the Executive substantially incapable of performing his duties and obligations under this Agreement, after taking into account provisions for reasonable accommodation, as determined by a medical doctor (such doctor to be mutually determined in good faith by the parties) for four (4) or more consecutive months or for a total of four (4) months during any twelve (12) consecutive months.

(m) “Equity Awards” means stock options, stock appreciation rights, restricted shares, restricted stock units, deferred stock, performance shares or performance units or any other stock-based awards granted by the Company to the Executive whether pursuant to the terms of an equity incentive plan or otherwise, and shall include, without limitation, the Retention Equity Award.

(n) “Fiscal Quarter” means a three consecutive calendar month period beginning on the first day of the first, fourth, seventh and tenth month of any Fiscal Year.

(o) “Fiscal Year” means the fiscal year of the Company, which is the calendar year.

(p) “Good Reason” means, unless the Executive has consented in writing thereto, the occurrence of any of the following:

 

  (i) the assignment to the Executive of any duties materially inconsistent with the Executive’s position, including any change in status, title, authority, duties or responsibilities or any other action which results in a material diminution in such status, title, authority, duties or responsibilities;

 

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  (ii) a reduction in the Executive’s Base Salary by the Company or any breach by the Company of its obligations pursuant to Section 5(e) with respect to the Executive’s benefits;

 

  (iii) the relocation of the Executive’s office to a location more than 25 miles from East Rutherford, New Jersey;

 

  (iv) the failure of the Company to obtain the assumption in writing of the Company’s obligation to perform this Agreement by any successor to all or substantially all of the assets of the Company within 15 days after a Business Combination or a sale or other disposition of all or substantially all of the assets of the Company;

 

  (v) the requirement that the Executive report to any person other than the Board;

 

  (vi) any material reduction in the Company’s willingness or obligation to indemnify the Executive against liability for actions (or inaction, as the case may be) in his capacity as an officer, director or employee of the Company;

 

  (vii) a material breach of this Agreement by the Company; or

 

  (viii) the failure to nominate or elect the Executive to the Board.

(q) “Key Executive Incentive Plan” shall have the meaning set forth in Section 5(b) of the Employment Agreement.

(r) “Maximum Annual Bonus” shall have the meaning set forth in Section 5(b) of the Employment Agreement.

(s) “Post-Change of Control Period” means the period beginning on the Change of Control Date and ending 24 months after the date of the related Change of Control.

(t) “Release” shall have the meaning set forth in Section 8 of the Employment Agreement.

(u) “Target Annual Bonus” shall have the meaning set forth in Section 5(b) of the Employment Agreement.

(v) “Term of Employment” shall have the meaning set forth in Section 2 of the Employment Agreement.

 

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EXHIBIT B

CONFIDENTIAL INFORMATION, ASSIGNMENT OF RIGHTS,

NON-SOLICITATION AND NON-COMPETITION AGREEMENT

In consideration of my continued employment with Amber Road, Inc., or any of its subsidiaries, in connection with the performance of my duties as an employee of the Amber Road, Inc. or any of its subsidiaries (“Company”) (hereinafter, my “Employment”), I hereby agree and acknowledge effective as of                      that:

Confidential Information

 

1. As a result of my Employment, I may come to possess Confidential Information, and the Company has informed me that it will not retain me unless I agree to the terms of this Agreement and abide by them. As used in this Agreement, “Confidential Information” includes, without limitation, information, whether or not in tangible form, which has not been publicly disclosed regarding Company, any of Company’s customers, remarketing and/or support agreements made between Company and its business partners which disclose product data, commission rates, territories, quotas, and terms of licenses; the identities and locations of vendors and consultants furnishing materials and services to Company and the terms of such arrangements (including prices) negotiated by Company with such vendors and consultants; data relating to sales and license volumes, by customer, by location or by product; data relating to consulting agreements between Company and its customers which disclose billing rates, budgets, deliverables, time schedules and staff assignments; customer and product licensee and prospective product licensee lists; financial information that has not been released to the public by Company; employee lists of Company; future business plans, licensing strategies, advertising campaigns and the like; data provided to you which is marked as confidential or proprietary to Company, one of Company’s customers or business partners; proposed or actual acquisitions of stock or assets by Company; and/or any other information concerning or used in Company’s business, its manner of operations, its plan, processes or other data.

The definition of Confidential Information also shall include “Trade Secrets”, which are defined as the whole or any portion or phase of any scientific or technical information, design, process, procedure, formula, data-processing technique, computer program, or improvement that is valuable and secret (in the sense that it is not generally known to competitors of Company or competitors of its business partners). To the extent consistent with the foregoing, Trade Secrets include, without limitation, the specialized information and technology embodied in computer program material, including source and object code, system and user documentation, and program and system designs that provide Company or its business partners with an advantage over their competitors in the development, sales, implementation and support of their application software and products.

I acknowledge that Company has developed its Confidential Information through its own efforts and at great expense. I further acknowledge that Company has a legitimate interest in protecting its Confidential Information.


2. I will not at any time, except as required by my duties at Company, duplicate, remove, transfer, use, disclose or communicate, or knowingly allow any other person to duplicate, remove, transfer, use, disclose or communicate, any Confidential Information. I will safeguard all Confidential Information at all times so that it is not exposed to, or taken by, unauthorized persons and will exercise my best efforts to assure its safekeeping. I understand that the maintenance of the confidentiality of Confidential Information is material and essential to Company and its disclosure would have a severe adverse effect on the conduct of Company’s business, and Company’s competitive position and goodwill.

 

3. Upon termination of my Employment, whether voluntary or involuntary, or upon Company’s request at any time during the term of my Employment, I will deliver to Company all written and other materials which contain or relate to Confidential Information, whether formal or informal, whether prepared by me or by others and whether required by my employment or for my personal use, including, without limitation, all documents, notes, computer programs and data prepared for or stored in or obtained from any automated information system, all of which materials shall be and remain the property of Company. In addition, I shall also provide any information, such as passwords or codes, necessary to allow Company to fully utilize its property.

 

4. I will not make any unauthorized disclosure of trade secrets or confidential information to any third person, including any such information which is subject to a confidentiality agreement between Company and such third person, to which I gain access as a result of my Employment.

 

5. My obligations under this Agreement will remain in effect both during the term of my Employment and thereafter, whatever the reason for termination of my Employment, and shall survive any termination of this Agreement.

Assignment of Right

 

6.   (a)    All intellectual property in whatever form including, without limitation, inventions, discoveries, ideas, computer programs, programs based upon or developed from computer programs, improvements, codes, methods, algorithms, trade secrets, know-how, system documentation, technical data, drawings, flow charts, prototypes, design specifications, and any other documentation, notes and materials related to the foregoing (whether or not patentable or copyrightable) that are conceived or made by me, either alone or with others, during the course of or derived from my Employment by Company and in any way related to my Employment or to any business in which Company is engaged at any time during the term of my Employment or (if it should reasonably be known by me) is considering in engaging (“Discoveries”), shall be deemed to be “works made for hire” if permitted by applicable law and shall belong to Company.

 

  (b) I will promptly disclose all Discoveries to Company.

 

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  (c) To the extent that any Discovery does not constitute a work made for hire pursuant to applicable law, I hereby transfer, grant, convey, assign and relinquish exclusively to Company all of my rights to, title to and interest in all Discoveries, in perpetuity (or for the longest period of time otherwise permitted by law), including:

 

  (i) all of my rights, title, interest, and benefit (including the right to make, use, or sell under patent law; to copy, adapt, distribute, display, and perform under copyright law; and to use and disclose under trade secret law) in and to all United States and foreign patents and patent applications, patent license rights, patentable inventions, trade secrets, trademarks, service marks, trade names (including, in the case of trademarks, service marks and trade names, all goodwill pertaining thereto), copyrights, technology licenses, know-how, confidential information, shop rights, and all other intellectual property rights owned or claimed or acquired in the future by me as embodied in the Discoveries; and

 

  (ii) all of my rights, title, interest, and benefit and all powers and privileges, in, to, and under all technical data, drawings, prototypes, engineering files, system documentation, flow charts, and design specifications developed by, owned, or acquired previously or in the future by me in connection with the development of the programming, inventions, processes, and apparatus entailed by the Discoveries.

 

  (d) I will execute and deliver, from time to time after the date hereof, upon Company’s request, such further conveyance instruments, and take such further actions, as may be necessary or desirable to evidence more fully the transfer of ownership of all the Discoveries to Company, or the original ownership of all the Discoveries on the part of Company, to the fullest extent possible. I therefore agree to:

 

  (i) execute, acknowledge, and deliver any affidavits or documents of assignment and conveyance regarding the Discoveries.

 

  (ii) provide testimony in connection with any proceeding affecting the right, title, interest, or benefit of Company in or to the Discoveries.

 

  (iii) perform any other acts deemed necessary to carry out the intent of this Agreement including, without limitation, assisting in the application, perfection, maintenance and enforcement of the Discoveries and all rights relating thereto.

 

  (e) In furtherance of this Agreement, I hereby acknowledge that, from this date forward, or a previous date if rights were earlier transferred, Company has succeeded to all of my rights, title, and standing to:

 

  (i) receive all rights and benefits pertaining to the Discoveries.

 

  (ii) institute and prosecute all suits and proceedings and take all actions that Company, in its sole discretion may deem necessary or proper to collect, assert, or enforce any claim, right, or title of any kind in and to any and all of the Discoveries.

 

  (iii) defend and compromise any and all such actions, suits, or proceedings relating to such transferred and assigned rights, title, interest, and benefits, and do all other such acts and things in relation thereto as Company, in its sole discretion, deems advisable.

 

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  (f) Upon termination of my Employment, I will immediately surrender to Company all materials and work product in my possession or within my control (including all copies thereof) relating in any way to the Discoveries.

 

  (g) To effectuate the terms of this paragraph 6, I hereby name and irrevocably constitute and appoint Company, with the full power of substitution therein, as my true and lawful attorney-in-fact to exercise the rights assigned hereby.

 

  (h) I represent and warrant that no consents of any other parties are necessary or appropriate under any agreements concerning any of the Discoveries in order for the transfer and assignment of any of the Discoveries under this Agreement to be legally effective.

 

  (i) I represent and warrant that, to the best of my knowledge, upon consummation of this Agreement, Company will have good and marketable title to the Discoveries, free and clear of any and all liens, mortgages, encumbrances, pledges, security interests, or charges of any nature whatsoever.

 

7. I have listed on the Schedule attached to this Agreement all inventions, if any, conceived or made by me prior to my Employment by Company and which are to be excluded from this Agreement, as well as any restrictions on any work for Company or any obligations under this Agreement arising from any prior employment or other agreement. I am not required to list on the Schedule any inventions conceived or made by me prior to my Employment by Company that (i) are unrelated to the business, operations, services or products of Company or (ii) are solely related to my personal hobbies and not to the business, operations, service or products of Company.

Non-Solicitation

 

8. I agree that all Company relationships, whether or not contractual, including but not limited to, relationships with employees, contractors, consultants, partners (collectively “Relationships”) are the sole property of Company. I agree that, during and after my Employment with Company, unless Company provides written consent, I will not directly or indirectly provide information, including but not limited to, employee lists, resumes, independent contractor agreements, employment information and contact information, to other entities or individuals. I agree not to interfere with these Relationships by hiring or soliciting for hire individuals or entities, directly or indirectly, to work with or for any person or entity external to Company without the written consent of Company, during, and for a period of 1 year after the termination of, my Employment with Company.

 

9. I agree that all Company relationships with customers, partners, resellers, vendors and suppliers and all information, whether or not in writing, are and shall be the exclusive property of Company (collectively “Customer Information”). Customer Information shall not be used outside the duties of my Employment with Company without the written consent of Company, either during or after the termination of my Employment with Company.

 

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Non-Competition

 

10   (a)    I further agree that, during the term of my Employment with Company, and for a period of twelve months following the termination (whether voluntary or involuntary) of such Employment, I will not engage in any capacity (including without limitation, as an employee, officer, director, consultant or shareholder (other than as an owner of 1% or less of the outstanding shares of any publicly-traded company), in any Competing Business in any geographical area in which Company (or any of Company’s affiliates) transacts such business. For purposes of this Agreement a “Competing Business” means any business engaged in providing services similar to Company’s or in the marketing, sale, development and distribution of products that are similar to Company’s.

 

  (b) The covenants contained in this Section 10 shall be enforced to the fullest extent permissible under the laws of each jurisdiction in which enforcement is sought. Accordingly, I agree that if any of the provisions of this Section 10 shall be adjudicated to be invalid or unenforceable for any reason whatsoever, said provision shall be construed (only with respect to the operation thereof in the particular jurisdiction in which such adjudication is made) by limiting and reducing it so as to be enforceable to the fullest extent permissible, without invalidating the remaining provisions of this Agreement or affecting the validity or enforceability of said provision in any other jurisdiction.

 

11. Breach by me of any provision of this Agreement will cause Company irreparable injury and damage for which money damages may not be adequate. In addition to all other remedies that are available to it, Company shall be entitled to preliminary and permanent injunctive and equitable relief to prevent or remedy a breach of this Agreement by me.

 

12. This Agreement:

 

  (a) shall bind my heirs, executors, administrators, legal representatives and assigns, and supersedes any prior agreements concerning Confidential Information executed by me with or in favor of Company, if any.

 

  (b) constitutes the entire understanding between Company and me concerning Confidential Information and no waiver or amendment of any provision of this Agreement shall be valid or effective unless in writing and signed by the party against whom enforcement thereof is sought.

 

  (c) shall be enforceable by Company or any of its successors or assigns.

 

  (d) shall be enforced and construed in accordance with the laws of the State of New Jersey, without giving effect to the choice of laws principles of New Jersey that would result in the application of the laws of any other jurisdiction.

 

13 Should any part of this Agreement for any reason be declared by any court of competent jurisdiction to be invalid, that decision shall not affect the validity of the remaining portion, which shall continue in full force and effect as if this Agreement had been executed with the invalid portion eliminated, provided, however, that this Agreement shall be interpreted to carry out to the greatest extent possible the intent of the parties and to provide to Company substantially the same benefits as Company would have received under this Agreement if such invalid part of this Agreement had been enforceable.

 

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14. I represent that I am not a party to, or bound by, any confidentiality agreements, non-compete agreements, restrictive covenants, non-solicitation agreements, invention and assignment agreements, or any other agreements or obligations to any former employer or other entity that will prevent me from performing, or impede me in performance of service for Company. I also represent that I have disclosed to Company all contracts or agreements that could prevent me from carrying out my responsibilities for Company. I further acknowledge that I have not and will not take or remove from my prior employment the originals or copies of any documents maintained as confidential or proprietary information by my prior employer, and that I have not and will not disclose any confidential or proprietary information of my prior employer. Therefore, I am “free and clear” to be employed by Company. I acknowledge that Company is relying on my representation in making its offer of employment, in employing me, or in continuing my employment with Company. I further agree not to enter into any agreement either written or oral in conflict with my Employment with Company.

 

15. I further agree that this Agreement does not constitute a contract of employment, and that I have the right to resign and Company has the right to terminate my employment at any time, for any reason, with or without cause, subject to the provisions of any written employment agreement between Company and me. I hereby acknowledge that I have read this Agreement, understand it and agree to be bound by its restrictions.

 

 

JAMES W. PREUNINGER

 

(Date Signed)

ACCEPTED AND DATED AS OF                     

 

AMBER ROAD, INC.
By:  

 

  Name:  
  Title:  

 

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EXHIBIT A

Amber Road, Inc.

One Meadowlands Plaza

East Rutherford, NJ 07073

Attn:

1. The following is a complete list of all inventions or improvements relevant to the subject matter of my employment by Amber Road, Inc. (the “Company”) that have been made or conceived or first reduced to practice by me, alone or jointly with others, prior to my employment by the Company that I desire to remove from the operation of the Company’s Confidential Information, Assignment of Rights, Non-Solicitation and Non-Competition Agreement.

 

 

   No inventions or improvements.

 

   See below: Any and all inventions regarding

 

   Additional sheets attached.

2. I propose to bring to my employment the following materials and documents of a former employer:

 

 

   No materials or documents.

 

   See below:

 

 

  

 

  
Date   

 

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EXHIBIT C

WAIVER AND RELEASE

This is a Waiver and Release (“Release”) between James W. Preuninger (“Executive”) and Amber Road, Inc. (the “Company”). The Company and the Executive agree that they have entered into this Release voluntarily, and that it is intended to be a legally binding commitment between them.

In consideration for and contingent upon the Executive’s right to receive the benefits described in the Employment Agreement between the Company and the Executive (the “Employment Agreement”) and this Release, Executive hereby agrees as follows:

(a) General Waiver and Release . Except as provided in Paragraph (e) below, Executive and any person acting through or under the Executive hereby release, waive and forever discharge the Company, its past and present subsidiaries and affiliates, and their respective successors and assigns, and their respective past and present officers, trustees, directors, shareholders, executives and agents of each of them, from any and all claims, demands, actions, liabilities and other claims for relief and remuneration whatsoever (including without limitation attorneys’ fees and expenses), whether known or unknown, absolute, contingent or otherwise (each, a “Claim”), arising or which could have arisen up to and including the date of his execution of this Release, including without limitation those arising out of or relating to Executive’s employment or cessation and termination of employment, or any other written or oral agreement, any change in Executive’s employment status, any benefits or compensation, any tortious injury, breach of contract, wrongful discharge (including any Claim for constructive discharge), infliction of emotional distress, slander, libel or defamation of character, and any Claims arising under Title VII of the Civil Rights Act of 1964 (as amended by the Civil Rights Act of 1991), the Americans With Disabilities Act, the Rehabilitation Act of 1973, the Equal Pay Act, the Older Workers Benefits Protection Act, the Age Discrimination in Employment Act, the Employee Retirement Income Security Act of 1974, or any other federal, state or local statute, law, ordinance, regulation, rule or executive order, any tort or contract claims, and any of the claims, matters and issues which could have been asserted by Executive against the Company or its subsidiaries and affiliates in any legal, administrative or other proceeding. Executive agrees that if any action is brought in his name before any court or administrative body, Executive will not accept any payment of monies in connection therewith.

(b) Miscellaneous . Executive agrees that Section 7(c) of the Employment Agreement (which is specifically incorporated herein by reference) specifies payments from the Company to himself, the total of which meets or exceeds any and all funds due him by the Company, and that he will not seek to obtain any additional funds from the Company with the exception of non-reimbursed business expenses. (This covenant does not preclude the Executive from seeking workers compensation, unemployment compensation, or benefit payments from the Company’s insurance carriers that could be due him.)

(c) Non-Solicitation, Confidentiality and Non-Solicitation Covenants . Executive warrants that Executive has, and will continue to comply fully with Section 3(c) of the Employment Agreement and the provisions of the Confidential Information, Assignment of Rights, Non-Solicitation and Non-Competition Agreement by and between the Company and the Executive.


(d) THE COMPANY AND THE EXECUTIVE AGREE THAT THE BENEFITS DESCRIBED IN SECTION 7(c) OF THE EMPLOYMENT AGREEMENT AS SUBJECT TO EXECUTIVE’S COMPLIANCE WITH SECTION 8 THEREOF ARE CONTINGENT UPON THE EXECUTIVE SIGNING THIS RELEASE. THE EXECUTIVE FURTHER UNDERSTANDS AND AGREES THAT IN SIGNING THIS RELEASE, EXECUTIVE IS RELEASING POTENTIAL LEGAL CLAIMS AGAINST THE COMPANY. THE EXECUTIVE UNDERSTANDS AND AGREES THAT IF HE DECIDES NOT TO SIGN THIS RELEASE, OR IF HE REVOKES THIS RELEASE, THAT HE WILL IMMEDIATELY REFUND TO THE COMPANY ANY AND ALL SEVERANCE PAYMENTS AND OTHER BENEFITS HE MAY HAVE ALREADY RECEIVED.

(e) The waiver contained in Paragraph (a) and (b) above does not apply to:

 

  (i) Any claims for benefits under employee benefit plans in accordance with the terms of the applicable employee benefit plan, including the Executive’s right to elect continuation coverage under the Company’s group health, dental and/or visions plans pursuant to the Consolidated Omnibus Budget Reconciliation Act of 1985, as amended (COBRA),

 

  (ii) Any right to exercise stock options or stock appreciation rights that were vested and exercisable on the Date of Termination in accordance with the terms thereof (as modified by the Employment Agreement);

 

  (iii) Any Claim under or based on a breach of the Company’s obligations to pay the compensation and benefits described in Sections 5 or 7(a) or (c) of the Employment Agreement,

 

  (iv) Rights or Claims that may arise under the Age Discrimination in Employment Act after the date that Executive signs this Release,

 

  (v) Any right to indemnification by the Company or to coverage under directors and officers liability insurance to which Executive is otherwise entitled in accordance with Section 12 of Employment or the Company’s articles of incorporation or by-laws or other agreement between the Executive and the Company.

(f) EXECUTIVE ACKNOWLEDGES THAT HE HAS READ AND IS VOLUNTARILY SIGNING THIS RELEASE. EXECUTIVE ALSO ACKNOWLEDGES THAT HE IS HEREBY ADVISED TO CONSULT WITH AN ATTORNEY, HE HAS BEEN GIVEN AT LEAST [21][45] DAYS TO CONSIDER THIS RELEASE BEFORE THE DEADLINE FOR SIGNING IT; [HE HAS RECEIVED A RECEIVED A WRITTEN DESCRIPTION OF THE JOB TITLES AND AGES ALL INDIVIDUALS SELECTED FOR THIS JOB ELIMINATION PROGRAM AND THE AGES OF ANY INDIVIDUALS IN THE SAME JOB CLASSIFICATIONS WHO ARE NOT SELECTED FOR THIS JOB ELIMINATION PROGRAM AS PROVIDED BY THE ADEA (SUCH DESCRIPTION ATTACHED AS EXHIBIT A HERETO)] ; AND HE UNDERSTANDS THAT HE MAY REVOKE THE RELEASE WITHIN SEVEN (7) DAYS AFTER SIGNING IT. IF NOT REVOKED WITHIN SUCH PERIOD, THIS RELEASE WILL BECOME EFFECTIVE ON THE EIGHTH (8) DAY AFTER IT IS SIGNED BY EXECUTIVE.

 

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BY SIGNING BELOW, BOTH THE COMPANY AND EXECUTIVE AGREE THAT THEY UNDERSTAND AND ACCEPT EACH PART OF THIS RELEASE.

 

 

JAMES W. PREUNINGER

 

(Date Signed)

ACCEPTED AND DATED AS OF                     

 

AMBER ROAD, INC.
By:  

 

Name:  
Title:  

 

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Exhibit 10.5

EMPLOYMENT AGREEMENT

This Employment Agreement (the “Agreement”) is entered into on March 3, 2014, by and between AMBER ROAD, INC., a Delaware corporation (the “Company”), and JOHN W. PREUNINGER (the “Executive”).

WHEREAS, the Executive is currently employed by the Company as its President and Chief Operating Officer pursuant to the terms of an employment agreement dated October 9, 2002 (the “Existing Employment Agreement”),

WHEREAS, the Company desires that the Executive continue to be retained to serve in the capacity of President and Chief Operating Officer of the Company;

WHEREAS, the Company and the Executive desire to replace the Existing Employment Agreement in its entirety with this Agreement;

NOW, THEREFORE, in consideration of the premises and mutual covenants contained herein, and for other valuable consideration, the Company and the Executive hereby agree as follows:

1. Certain Definitions . Capitalized terms shall have the meanings set forth on Exhibit A attached hereto.

2. Term of Employment . Upon the consummation of the initial public offering of the common stock of the Company not later than June 30, 2014, this Agreement shall be effective as of January 1, 2014 (the “Effective Date”). The Company shall continue to employ the Executive and, and the Executive shall accept such continued employment, upon the terms and conditions set forth in this Agreement for the period commencing on the Effective Date and ending on the earlier of (i) twenty-four (24) months after the date hereof (unless extended by the mutual written agreement of the Executive and the Company) and (ii) the Executive’s Date of Termination as provided in Section 6 (such period referred to as the “Term of Employment”). The Executive agrees to sign all documentation evidencing the foregoing as may be presented to the Executive for signature by the Company.

3. Executive’s Duties and Obligations .

(a) Duties . The Executive shall continue to serve as the Company’s President and Chief Operating Officer. The Executive shall be responsible for all duties customarily associated with a President and Chief Operating Officer in a publicly-traded company. The Executive shall report directly to the Company’s Board of Directors (the “Board”) and shall be subject to reasonable policies established by the Board. During the Term of Employment the Executive will also serve on the Company’s Board of Directors to the extent elected by the stockholders of the Company.

(b) Location of Employment . The Executive’s principal place of business shall be at the Company’s headquarters located in East Rutherford, New Jersey. In addition, the Executive acknowledges and agrees that the performance by the Executive of the Executive’s duties shall require frequent travel including, without limitation, overseas travel from time to time.


(c) Confidential Information, Assignment of Rights, Non-Solicitation and Non-Competition Agreement . In consideration of the covenants contained herein, the Executive has executed and agrees to be bound by the Confidential Information, Assignment of Rights, Non-Solicitation and Non-Competition Agreement (the “Confidentiality Agreement”) attached to this Agreement as Exhibit B. The Executive shall comply at all times with the covenants (including covenants not to compete or solicit employees, consultants and independent contractors) and other terms and conditions of the Confidentiality Agreement and all other reasonable policies of the Company governing its confidential and proprietary information. The Executive’s obligations under the Confidentiality Agreement shall survive the Term of Employment.

4. Devotion of Time to the Company’s Business .

(a) Full-Time Efforts . During the Term of Employment, the Executive shall devote substantially all of his business time, attention and effort to the affairs of the Company, excluding any periods of disability, vacation, or sick leave to which Executive is entitled, and shall use his reasonable best efforts to perform the duties properly assigned to him hereunder and to promote the interests of the Company.

(b) Other Activities . Executive may serve on corporate, civic or charitable boards or committees, deliver lectures, fulfill speaking engagements and may manage personal investments; provided that such activities do not individually or in the aggregate significantly interfere with the performance of his duties under this Agreement.

5. Compensation and Benefits.

(a) Base Salary . The Company shall pay to the Executive in accordance with its normal payroll practices (but not less frequently than monthly) an annual salary at a rate of not less than $350,000 per annum (“Base Salary”). The Executive’s Base Salary shall be reviewed at least annually for the purposes of determining increases, if any, based on the Executive’s performance, the performance of the Company, the then prevailing salary scales for comparable positions, inflation and other relevant factors. Effective as of the date of any increase in the Executive’s Base Salary, Base Salary as so increased shall be considered the new Base Salary for all purposes of this Agreement and may not thereafter be reduced. Any increase in Base Salary shall not limit or reduce any other obligation of the Company to Executive under this Agreement.

(b) Cash Bonuses . The Company shall pay the Executive an annual cash bonus (“Annual Bonus”) in accordance with the terms hereof and the terms of the Company’s incentive plan for key executive officers, as amended from time to time (the “Key Executive Incentive Plan”) during the Term of Employment. If the Executive achieves his target performance goals for a Fiscal Year, which goals shall be determined by the Compensation Committee on an annual or more frequent basis, the Annual Bonus shall be not less than 100% of the Executive’s Base Salary (the “Target Annual Bonus”). If the Executive achieves his maximum performance goals for a Fiscal Year, which goals shall be determined by the Committee on an annual or more frequent basis, the Annual Bonus shall be not less than 120% of the Executive’s Base Salary (the “Maximum Annual Bonus”). In the event that the Compensation Committee determines that the Executive has earned an Annual Bonus, the Company shall pay the entire Annual Bonus in a lump-sum cash payment within five (5) days after the Company’s annual earnings report is released but in no event later than the 15th day of the third calendar month following the end of such Fiscal Year.

(c) Annual Equity Awards . The Company shall grant to Executive Equity Awards each year in the discretion of the Compensation Committee. The number of

 

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shares of the common stock subject to such annual grant of Equity Awards shall be based on Executive’s performance across a wide set of criteria, with a target number of shares of the Company’s common stock that would cause such annual grant of Equity Awards to have a fair value (determined using the accounting methods employed by the Company for financial reporting purposes under Generally Accepted Accounting Principles) as of the date of grant of such Equity Award equal to 100% of Executive’s Base Salary in effect on the date of grant of the Equity Award; it being understood that the actual number of shares of common stock subject to an Equity Award may be more or less than the number determined above, based on the performance criteria considered by the Compensation Committee.

(d) Benefits . During the Term of Employment, the Executive shall be entitled to participate in all employee benefit plans, programs and arrangements made available generally to the Company’s senior executives or to other full-time employees on substantially the same basis that such benefits are provided to such senior executives of a similar level or to other full-time employees (including, without limitation profit-sharing, savings and other retirement plans or programs (e.g., a 401(k) plan), long-term cash incentive plan, program or arrangement, medical, dental, hospitalization, vision, short-term and long-term disability and life insurance plans or programs, accidental death and dismemberment protection, travel accident insurance, and any other fringe benefit or employee welfare benefit plans or programs that may be sponsored by the Company from time to time, including any plans or programs that supplement the above-listed types of plans or programs, whether funded or unfunded); provided, however, that during the Term of Employment, the Executive shall not be eligible to participate in any generally available severance benefit plan, program or arrangement sponsored or maintained by the Company. Nothing in this Agreement shall be construed to require the Company to establish or maintain any such fringe or employee benefit plans, programs or arrangements. If a conflict should exist between similar benefits afforded under any Company policy and the benefits afforded under this Agreement, to the extent that this Agreement shall provide for greater benefits, the terms of this Agreement shall control.

(e) Vacations . During the Term of Employment, the Executive shall be entitled to twenty five (25) days paid vacation per year, or such greater amount as may be earned under the Company’s standard vacation policy.

(f) Reimbursement of Expenses . During the Term of Employment, the Executive shall be entitled to receive prompt reimbursement for all reasonable business-or employment-related expenses incurred by the Executive upon the receipt by the Company of reasonable documentation in accordance with standard practices, policies and procedures applicable to other senior executives of the Company.

6. Termination of Employment . The Term of Employment shall be automatically terminated upon the first to occur of the following:

(a) Death . The Executive’s employment shall terminate immediately upon the Executive’s death.

(b) Disability . If the Executive is Disabled, either party may terminate the Executive’s employment due to such Disability upon delivery of written notice to the other party. The effective date of such termination of employment will be the Date of Termination set forth in such written notice or immediately upon delivery of such written notice if no effective date is specified in the written notice. For avoidance of doubt, If the Executive’s employment is terminated pursuant to this Section 6(b), his employment will not constitute a termination of employment by the Company without Cause or by the Executive for Good Reason.

 

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(c) Termination by the Executive Without Good Reason . The Executive may terminate his employment for any reason other than Good Reason upon his delivery of written notice to the Company at least thirty (30) days prior to his Date of Termination.

(d) Termination by the Executive for Good Reason . The Executive may terminate his employment for Good Reason if (i) not later than ninety (90) days after the occurrence of any act or omission that constitutes Good Reason, the Executive provides the Company with a written notice setting forth in reasonable detail the acts or omissions that constitute Good Reason, (ii) the Company fails to correct or cure the acts or omissions within thirty (30) days after it receives such written notice, and (iii) Executive terminates his employment with the Company after the expiration of such cure period but not later than sixty (60) days after the expiration of such cure period.

(e) Termination by the Company Without Cause . The Company may terminate the Executive’s employment without Cause upon delivery of written notice to the Executive at least thirty (30) days prior to his Date of Termination.

(f) Termination by the Company for Cause . Upon the occurrence of any act or omission that constitutes Cause, the Company may terminate the Executive’s employment if:

 

  (i) No fewer than 30 days prior to the Date of Termination, the Company provides Executive with written notice (the “Notice of Consideration”) of its intent to consider termination of Executive’s employment for Cause, including a reasonably detailed description of the acts or omissions that the Board believes constitute Cause;

 

  (ii) The Executive fails to cure the acts or omissions that constitute Cause within 30 days after receiving such Notice of Consideration;

 

  (iii) The Executive is provided an opportunity to appear before the Board, with or without legal representation, at Executive’s election, during the 30 day period following the Executive’s receipt of the Notice of Consideration to present arguments and evidence on his own behalf; and

 

  (iv) Following the presentation to the Board described in clause (iii) above or the Executive’s failure to appear before the Board at a reasonable date and time specified in the Notice of Consideration, the Board, by the affirmative vote of at least 75% of its members (excluding Executive), determines that (x) the acts or omissions of the Executive specified in the Notice of Consideration actually occurred, (y) the Executive has failed to cure such acts or omissions during the 30 day period following the Executive’s receipt of the Notice of Consideration, and (z) the Executive’s employment should accordingly be terminated for Cause.

The Executive’s termination of employment will be deemed to be a termination of employment by the Company without Cause unless the Company establishes its full compliance with the substantive and procedural requirements of this Section 6(f) prior to the Executive’s Date of Termination. Notwithstanding the foregoing, the determination by the Board in clause (iv) above, shall be without prejudice to the Executive’s right to dispute in arbitration pursuant to Section 16 of this Agreement the Board’s determination

 

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that Cause for the Executive’s termination existed and the arbitrator shall determine, without any deference to the Board’s factual determinations or deliberations, whether Cause for the Executive’s termination existed based on all relevant facts and circumstances.

7. Compensation and Benefits Payable Upon of Termination of Employment .

(a) Payment of Accrued But Unpaid Compensation and Benefits . Upon the Executive’s termination of employment for any reason, the Executive (or his Beneficiary following Executive’s death) shall receive (i) a lump sum payment on the Date of Termination in an amount equal to the sum of the Executive’s earned but unpaid Base Salary through his Date of Termination plus his accrued but unused vacation days at the Executive’s Base Salary in effect as of his Date of Termination; plus (ii) any other benefits or rights the Executive has accrued or earned through his Date of Termination in accordance with the terms of the applicable fringe or employee benefit plans and programs of the Company. Except as provided in Section 7(b) or (c) below or as expressly provided pursuant to the terms of any employee benefit plan, the Executive will not be entitled to earn or accrue any additional compensation or benefits for any period following his Date of Termination.

(b) Termination of Employment Due to Death or Disability . In addition to the compensation and benefits payable under Section 7(a) above, if the Executive’s employment is terminated due to his death or Disability, the Executive (or his Beneficiary following Executive’s death) shall receive:

 

  (i) the Executive’s accrued but unpaid Annual Bonus, if any, for the Fiscal Year ended prior to his Termination Date payable at the same time such annual bonuses for such Fiscal Year are paid to other key executives of the Company pursuant to the terms of the Key Executive Incentive Plan;

 

  (ii) 100% of the Executive’s outstanding Equity Awards as of the Date of Termination will be fully vested and exercisable.

(c) Termination of Employment by the Company Without Cause or by the Executive for Good Reason . In addition to the compensation and benefits payable under Section 7(a) above, if the Executive’s employment is terminated by the Company without Cause or by the Executive for Good Reason and the Executive returns an executed Release to the Company, which becomes final, binding and irrevocable within sixty (60) days following the Executive’s Date of Termination his Date in accordance with Section 8, the Executive (or his Beneficiary following Executive’s death) shall receive:

 

  (i) the Executive’s accrued but unpaid Annual Bonus, if any, for the Fiscal Year ended prior to his Termination Date payable at the same time annual bonuses for such Fiscal Year are paid to other key executives of the Company pursuant to the terms of the Key Executive Incentive Plan,

 

  (ii) if the Executive’s Date of Termination occurs during the Post-Change of Control Period, 100% of the Executive’s outstanding Equity Awards as of the Date of Termination will be fully vested and exercisable and the period of time during which such Equity Awards may be exercised will be extended to the earlier of the date such Equity Awards would have terminated if the Executive was still employed or the third (3rd) anniversary of the Date of Termination; and

 

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  (iii) a lump sum severance payment payable in a lump sum within five (5) business days after the Executive’s Release becomes final, binding and irrevocable in accordance with Section 8, in an amount equal to twenty-four (24) months of Base Salary; and

 

  (iv) reimbursement of the COBRA premiums, if any, paid by the Executive for continuation coverage for the Executive, his spouse and dependents under the Company’s group health, dental and vision plans for the lesser of twenty-four (24) months or the maximum COBRA continuation period.

Notwithstanding the foregoing, if the Executive materially breaches this Agreement or the Executive’s Confidential Agreement, then the Company’s continuing obligations under this Section 7(c) shall cease as of the date of the breach and the Executive shall be entitled to no further payments hereunder.

8. Release . As a condition of receiving the compensation and benefits described in Section 7(c), Executive must execute a release of any and all claims arising out of Executive’s employment with the Company or Executive’s separation from such employment (including, without limitation, claims relating to age, disability, sex or race discrimination to the extent permitted by law), excepting (i) claims for benefits under any employee benefit plan in accordance with the terms of such employee benefit plan, (ii) any right to exercise Equity Awards that are vested on the Date of Termination pursuant to the terms of such Equity Awards (as modified by the Employment Agreement) (iii) claims based on breach of the Company’s obligations to pay the compensation and benefits described in Sections 5 and 7(a) or (c) of this Employment Agreement, (iv) claims arising under the Age Discrimination in Employment Act after the date Executive signs such release, and (v) any right to indemnification by the Company or to coverage under directors and officers liability insurance to which Executive is otherwise entitled in accordance with this Agreement and the Company’s articles of incorporation or by laws or other agreement between Executive and the Company (the “Release”). Such Releaseshall be in a form tendered to the Executive by the Company within five (5) business days following the termination of the Executive’s employment by the Company without Cause or by the Executive for Good Reason, which shall comply with any applicable legislation or judicial requirements, including, but not limited to, the Older Workers Benefit Protection Act, and shall be substantially in the form of release attached as Exhibit C. The compensation and benefits described in Section 7(c) will not be paid to the Executive if the Executive fails to execute the Release within the time frame specified in such Release (but in no event later than more than fifty-three (53) days after the Date of Termination), if the Executive revokes the Release within the applicable revocation period set forth in such Release or if the revocation period expires more than sixty (60) days following the Executive’s Date of Termination.

9. Mitigation of Damages . The Executive will not be required to mitigate damages or the amount of any payment or benefit provided for under this Agreement by seeking other employment or otherwise. The amount of any payment or benefit provided for under this Agreement will not be reduced by any compensation or benefits earned by the Executive as the result of self-employment or employment by another employer or otherwise.

10. Excess Parachute Excise Tax . Anything in this Agreement to the contrary notwithstanding, in the event it shall be determined that any payment, award, benefit or distribution (including any acceleration) by the Company or any entity which effectuates a transaction described in Section 280G(b)(2)(A)(i) of the Code to or for the benefit of the Executive (whether pursuant to the terms of this Agreement or otherwise, but determined before application of any reductions required pursuant to this Section 10) (a “Payment”) would be subject to the

 

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excise tax imposed by Section 4999 of the Code or any interest or penalties are incurred with respect to such excise tax by the Executive (such excise tax, together with any such interest and penalties, are hereinafter collectively referred to as the “Excise Tax”), the Company will automatically reduce such Payments to the extent, but only to the extent, necessary so that no portion of the remaining Payments will be subject to the Excise Tax, unless the amount of such Payments that the Executive would retain after payment of the Excise Tax and all applicable Federal, state and local income taxes without such reduction would exceed the amount of such Payments that the Executive would retain after payment of all applicable Federal, state and local taxes after applying such reduction. Unless otherwise elected by the Executive, to the extent permitted under Code Section 409A, such reduction shall first be applied to any severance payments payable to the Executive under this Agreement, then to the accelerated vesting on any Equity Awards, starting with stock options and stock appreciation rights reversing accelerated vesting of those options and stock appreciation rights with the smallest spread between fair market value and exercise price first and after reversing the accelerated vesting of all stock options and stock appreciation rights, thereafter reversing accelerated vesting of restricted stock, restricted stock units and performance shares, performance units or other similar Equity Awards on a pro rata basis.

All determinations required to be made under this Section 10, including the assumptions to be utilized in arriving at such determination, shall be made by the Company’s independent auditors or such other certified public accounting firm of national standing reasonably acceptable to the Executive as may be designated by the Company (the “Accounting Firm”) which shall provide detailed supporting calculations both to the Company and the Executive within 15 business days of the receipt of notice from the Executive that there has been a Payment, or such earlier time as is requested by either the Company or the Executive. All fees and expenses of the Accounting Firm shall be borne solely by the Company. If the Accounting Firm determines that no Excise Tax is payable by the Executive, it shall furnish the Executive with a written opinion to such effect. Any determination by the Accounting Firm shall be binding upon the Company and the Executive.

11. Legal Fees . All reasonable legal fees and related expenses (including costs of experts, evidence and counsel) paid or incurred by the Executive pursuant to any claim, dispute or question of interpretation relating to this Agreement shall be paid or reimbursed by the Company if the Executive is successful on the merits pursuant to a legal judgment or arbitration. Except as provided in this Section 11, each party shall be responsible for its own legal fees and expenses in connection with any claim or dispute relating to this Agreement.

12. Liability Insurance and Indemnification . The Company shall maintain directors’ and officers’ liability insurance for the Executive during the Term of Employment, and for a six (6) year period following the Executive’s Date of Termination at a level equivalent to the most favorable and protective coverage for any active officer or director of the Company. The Company agrees to indemnify the Executive for any job-related liability to the fullest extent permitted under applicable law, and its by-laws.

13. Beneficiary . If the Executive dies prior to receiving all of the amounts payable to him in accordance with the terms of this Agreement, such amounts shall be paid to one or more beneficiaries (each, a “Beneficiary”) designated by the Executive in writing to the Company during his lifetime, or if no such Beneficiary is designated, to the Executive’s estate. Such payments shall be made in accordance with the terms of this Agreement. The Executive, without the consent of any prior Beneficiary, may change his designation of Beneficiary or Beneficiaries at any time or from time to time by a submitting to the Company a new designation in writing.

 

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14. Notices . All notices, requests, demands and other communications hereunder shall be in writing and shall be deemed to have been duly given if delivered by hand, email or mailed within the continental United States by first class certified mail, return receipt requested, postage prepaid, addressed as follows:

If to the Board or the Company:

Amber Road, Inc.

One Meadowlands Plaza

East Rutherford, NJ 07073

Attn: Chief Financial Officer

email: thomasconway@amberroad.com

With a copy to:

Dentons US LLP

1221 Avenue of the Americas

New York, NY 10020

Attn: Victor H. Boyajian, Esq.

email: victor.boyajian@dentons.com

If to the Executive:

To the address on file with the records of the Company.

Addresses may be changed by written notice sent to the other party at the last recorded address of that party.

15. Withholding . The Company shall be entitled to withhold from payments due hereunder any required federal, state or local withholding or other taxes.

16. Arbitration .

(a) If the parties are unable to resolve any dispute or claim relating directly or indirectly to this agreement or any dispute or claim between the Executive and the Company or its officers, directors, agents, or employees (a “Dispute”), then either party may require the matter to be settled by final and binding arbitration by sending written notice of such election to the other party clearly marked “Arbitration Demand.” Thereupon such Dispute shall be arbitrated in accordance with the terms and conditions of this Section 16. Notwithstanding the foregoing, either party may apply to a court of competent jurisdiction for a temporary restraining order, a preliminary injunction, or other equitable relief to preserve the status quo or prevent irreparable harm or to enforce the terms of the Confidentiality Agreement.

(b) The Dispute shall be resolved by a single arbitrator in an arbitration administered by the American Arbitration Association in accordance with its Employment Arbitration Rules and judgment upon the award rendered by the arbitrator may be entered in any court having jurisdiction thereof. The decision of the arbitrator shall be final and binding on the parties, and specific performance giving effect to the decision of the arbitrator may be ordered by any court of competent jurisdiction.

(c) Nothing contained herein shall operate to prevent either party from asserting counterclaim(s) in any arbitration commenced in accordance with this Agreement, and any such party need not comply with the procedural provisions of this Section 16 in order to assert such counterclaim(s).

(d) The arbitration shall be filed with the office of the American Arbitration Association (“AAA”) located in New Jersey or such other AAA office as the parties may

 

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agree upon (without any obligation to so agree). The arbitration shall be conducted pursuant to the Employment Arbitration Rules of AAA as in effect at the time of the arbitration hearing, such arbitration to be completed in a 60-day period. In addition, the following rules and procedures shall apply to the arbitration:

 

  (i) The arbitrator shall have the sole authority to decide whether or not any Dispute between the parties is arbitrable and whether the party presenting the issues to be arbitrated has satisfied the conditions precedent to such party’s right to commence arbitration as required by this Section 16.

 

  (ii) The decision of the arbitrator, which shall be in writing and state the findings, the facts and conclusions of law upon which the decision is based, shall be final and binding upon the parties, who shall forthwith comply after receipt thereof. Judgment upon the award rendered by the arbitrator may be entered by any competent court. Each party submits itself to the jurisdiction of any such court, but only for the entry and enforcement to judgment with respect to the decision of the arbitrator hereunder.

 

  (iii) The arbitrator shall have the power to grant all legal and equitable remedies (including, without limitation, specific performance) and award compensatory and punitive damages if authorized by applicable law.

 

  (iv) Except as otherwise provided in Section 11 or by law, the parties shall bear their own costs in preparing for and participating in the resolution of any Dispute pursuant to this Section 16, and the costs of the arbitrator(s) shall be equally divided between the parties.

 

  (v) Except as provided in the last sentence of Section 16(a), the provisions of this Section 16 shall be a complete defense to any suit, action or proceeding instituted in any federal, state or local court or before any administrative tribunal with respect to any Dispute arising in connection with this Agreement. Any party commencing a lawsuit in violation of this Section 16 shall pay the costs of the other party, including, without limitation, reasonable attorney’s fees and defense costs.

17. Miscellaneous .

(a) Governing Law . This Agreement shall be interpreted, construed, governed and enforced according to the laws of the State of New Jersey without regard to the application of choice of law rules.

(b) Entire Agreement . This Agreement contains the entire agreement between the parties with respect to the subject matter hereof and supersedes the Existing Employment Agreement and any and all other prior agreements, promises, understandings and representations regarding the Executive’s employment, compensation, severance or other payments contingent upon the Executive’s termination of employment, whether written or otherwise.

(c) Amendments . No amendment or modification of the terms or conditions of this Agreement shall be valid unless in writing and signed by the parties hereto.

 

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(d) Severability . If one or more provisions of this Agreement are held to be invalid or unenforceable under applicable law, such provisions shall be construed, if possible, so as to be enforceable under applicable law, or such provisions shall be excluded from this Agreement and the balance of the Agreement shall be interpreted as if such provision were so excluded and shall be enforceable in accordance with its terms.

(e) Binding Effect . This Agreement shall be binding upon and inure to the benefit of the beneficiaries, heirs and representatives of the Executive (including the Beneficiary) and the successors and assigns of the Company. The Company shall require any successor (whether direct or indirect, by purchase, merger, reorganization, consolidation, acquisition of property or stock, liquidation, or otherwise) to all or substantially all of its assets, by agreement in form and substance satisfactory to the Executive, expressly to assume and agree to perform this Agreement in the same manner and to the same extent that the Company would be required to perform this Agreement if no such succession had taken place. Regardless whether such agreement is executed, this Agreement shall be binding upon any successor of the Company in accordance with the operation of law and such successor shall be deemed the Company for purposes of this Agreement.

(f) Successors and Assigns; Nonalienation of Benefits . Except as provided in Section(e) in the case of the Company, or to the Beneficiary in the case of the death of the Executive, this Agreement is not assignable by any party. Compensation and benefits payable to the Executive under this Agreement shall not be subject in any manner to anticipation, alienation, sale, transfer, assignment, pledge, encumbrance, charge, garnishment, execution or levy of any kind, either voluntary or involuntary, prior to actually being received by the Executive or a Beneficiary, as applicable, and any such attempt to dispose of any right to benefits payable hereunder shall be void. and no payment to be made hereunder shall be subject to anticipation, alienation, sale, transfer, assignment, pledge, encumbrance or other charge.

(g) Remedies Cumulative; No Waiver . No remedy conferred upon either party by this Agreement is intended to be exclusive of any other remedy, and each and every such remedy shall be cumulative and shall be in addition to any other remedy given hereunder or now or hereafter existing at law or in equity. No delay or omission by either party in exercising any right, remedy or power hereunder or existing at law or in equity shall be construed as a waiver thereof, and any such right, remedy or power may be exercised by such party from time to time and as often as may be deemed expedient or necessary by such party in such party’s sole discretion.

(h) Survivorship . Notwithstanding anything in this Agreement to the contrary, all terms and provisions of this Agreement that by their nature extend beyond the Date of Termination shall survive termination of this Agreement.

(i) Counterparts . This Agreement may be executed in two or more counterparts, each of which shall constitute an original, but all of which, when taken together, shall constitute one document.

18. No Contract of Employment . Nothing contained in this Agreement will be construed as a right of the Executive to be continued in the employment of the Company, or as a limitation of the right of the Company to discharge the Executive with or without Cause.

19. Section 409A of the Code . The intent of the parties is that payments and benefits under this Agreement comply with, or be exempt from, Section 409A of the Code and, accordingly, to the maximum extent permitted, this Agreement shall be construed and

 

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interpreted in accordance with such intent. The Executive’s termination of employment (or words to similar effect) shall not be deemed to have occurred for purposes of this Agreement unless such termination of employment constitutes a “separation from service” within the meaning of Code Section 409A and the regulations and other guidance promulgated thereunder.

Notwithstanding any provision in this Agreement to the contrary, if the Executive is deemed on the date of the Executive’s separation from service to be a “specified employee” within the meaning of that term under Code Section 409A(a)(2)(B) and using the identification methodology selected by the Company from time to time, or if none, the default methodology set forth in Code Section 409A, then with regard to any payment or the providing of any benefit that constitutes “non-qualified deferred compensation” pursuant to Code Section 409A and the regulations issued thereunder that is payable due to the Executive’s separation from service, to the extent required to be delayed in compliance with Code Section 409A(a)(2)(B), such payment or benefit shall not be made or provided to the Executive prior to the earlier of (i) the expiration of the six (6)-month period measured from the date of the Executive’s separation from service, and (ii) the date of the Executive’s death (the “Delay Period”). On the first day of the seventh month following the date of the Executive’s separation from service or, if earlier, on the date of the Executive’s death, all payments delayed pursuant to this Section 19 shall be paid or reimbursed to the Executive in a lump sum, and any remaining payments and benefits due to the Executive under this Agreement shall be paid or provided in accordance with the normal payment dates specified for them herein.

To the extent any reimbursement of costs and expenses (including reimbursement of COBRA premiums pursuant to Section 7(c)(v)) provided for under this Agreement constitutes taxable income to the Executive for Federal income tax purposes, such reimbursements shall be made as soon as practicable after the Executive provides proper documentation supporting reimbursement but in no event later than December 31 of the calendar year next following the calendar year in which the expenses to be reimbursed are incurred. With regard to any provision herein that provides for reimbursement of expenses or in-kind benefits, except as permitted by Code Section 409A, (i) the right to reimbursement or in-kind benefits is not subject to liquidation or exchange for another benefit, and (ii) the amount of expenses eligible for reimbursement, or in-kind benefits, provided during any taxable year shall not affect the expenses eligible for reimbursement, or in-kind benefits to be provided, in any other taxable year.

If under this Agreement, any amount is to be paid in two or more installments, each such installment shall be treated as a separate payment for purposes of Section 409A.

20. Executive Acknowledgement . The Executive hereby acknowledges that the Executive has read and understands the provisions of this Agreement, that the Executive has been given the opportunity for the Executive’s legal counsel to review this Agreement, that the provisions of this Agreement are reasonable and that the Executive has received a copy of this Agreement.

[REMAINDER OF THIS PAGE INTENTIONALLY LEFT BLANK]

 

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IN WITNESS WHEREOF, the parties hereto have caused this Employment Agreement to be executed as of March 3, 2014.

 

AMBER ROAD, INC.
By:  

/s/ Elliot Brecher

Name:   ELLIOT BRECHER
Title:   GENERAL COUNSEL, SECRETARY
EXECUTIVE

/s/ John W. Preuninger

JOHN W. PREUNINGER

 

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EXHIBIT A

(a) “Annual Bonus” shall have the meaning set forth in Section 5(b) of the Employment Agreement.

(b) “Base Salary” shall have the meaning set forth in Section 5(a) of the Employment Agreement.

(c) “Beneficiary” shall have the meaning set forth in Section 13 of the Employment Agreement.

(d) “Board” means the Board of Directors of the Company.

(e) “Cause” means one or more of the following:

 

  (i) The Executive’s willful failure to perform his duties hereunder (other than as a result of illness or injury) that directly, materially and demonstrably impairs or damages the property, goodwill, reputation, business or finances of the Company;

 

  (ii) The Executive’s willful misconduct or gross negligence in the performance of his duties hereunder that directly, materially and demonstrably impairs or damages the property, goodwill, reputation, business or finances of the Company;

 

  (iii) The conviction of, or plea of nolo contendere by, the Executive to, a felony or a crime involving moral turpitude that materially and demonstrably impairs or damages the property, goodwill, reputation, business or finances of the Company; or

 

  (iv) The Executive’s commission of any willful acts of personal dishonesty in connection with his responsibilities as an employee of the Company that directly, materially and demonstrably impairs or damages the property, goodwill, reputation, business or finances of the Company.

For purposes of this definition, no act or failure to act on the part of the Executive shall be considered “willful” unless it is done, or omitted to be done, by the Executive in bad faith or without a reasonable belief that the action or omission was in the best interests of the Company. Any act, or failure to act, based on authority given pursuant to a resolution duly adopted by the Board or any committee thereof, or the advice of counsel to the Company, will be conclusively presumed to be done, or omitted to be done, by the Executive in good faith and in the best interests of the Company.

 

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(f) “Change of Control” means the occurrence of any one of the following events:

 

  (i) any “person” (as defined in Sections 13(d) and 14(d) of the Securities Exchange Act of 1934 (the “Exchange Act”)), other than the Company, any trustee or other fiduciary holding securities under an employee benefit plan of the Company, an underwriter temporarily holding securities pursuant to an offering of such securities or any corporation owned, directly or indirectly, by the stockholders of the Company in substantially the same

proportions as their ownership of stock of the Company, directly or indirectly (x) acquires “beneficial ownership” (as defined in Rule 13d-3 under the Exchange Act) of securities representing more than 50% of the combined voting power of the Company’s then outstanding securities or; (y) acquires within a twelve (12) consecutive month period “beneficial ownership” (as defined in Rule 13d-3 under the Exchange Act) of securities representing 35% of the combined voting power of the Company’s then outstanding securities.

 

  (ii) persons who comprise a majority of the Board are replaced during any twelve (12) consecutive month period by directors whose appointment or election is not endorsed by a majority of the members of the Board before the date of such appointment or election;

 

  (iii) the consummation of a reorganization, merger, statutory share exchange, consolidation or similar corporate transaction (each, a “Business Combination”) other than a Business Combination in which all or substantially all of the individuals and entities who were the beneficial owners of the Company’s voting securities immediately prior to such Business Combination beneficially own, directly or indirectly, 50% or more of the combined voting power of the voting securities of the entity resulting from such Business Combination (including, without limitation, an entity which as a result of the Business Combination owns the Company or all or substantially all of the Company’s assets either directly or through one or more subsidiaries) in substantially the same proportions as their ownership of the Company’s voting securities immediately prior to such Business Combination; or

 

  (iv) any “person” (as defined in Sections 13(d) and 14(d) of the Exchange Act) acquires all or substantially all of the assets of the Company within any twelve (12) consecutive month period.

Notwithstanding the forgoing, none of the foregoing events shall constitute a Change of Control of the Company unless such event also constitutes a change in ownership of the Company within the meaning of Treasury Regulation Section 1.409A- 3(i)(5)(v), a change in the effective control of the Company within the meaning of Treasury Regulation Section 1.409A-3(i)(5)(vi) or a change in ownership of a substantial portion of the assets of the Company within the meaning of Treasury Regulation Section 1.409A-3(i)(5)(vii).

(g) “Change of Control Date” means any date after the date hereof on which a Change of Control occurs; provided, however, that if a Change of Control occurs and if the

 

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Executive’s employment with the Company is terminated or an event constituting Good Reason (as defined below) occurs prior to the Change of Control, and if it is reasonably demonstrated by the Executive that such termination or event (i) was at the request of a third party who has taken steps reasonably calculated to effect the Change of Control, or (ii) otherwise arose in connection with or in anticipation of the Change of Control then, for all purposes of this Agreement, the Change of Control Date shall mean the date immediately prior to the date of such termination or event.

(h) “Code” means the Internal Revenue Code of 1986, as amended and the regulations promulgated thereunder.

(i) “Compensation Committee” means the compensation committee of the Board or such other committee of the Board that exercises the duties and responsibilities typically assigned to a compensation committee.

(j) “Confidentiality Agreement” means the Confidential Information, Assignment of Rights, Non-Solicitation and Non-Competition Agreement between the Company and the Executive, a copy of which is attached to this Agreement as Exhibit B, pursuant to which the Executive has agreed to abide by certain covenants (including covenants to maintain not to disclose confidential information, compete with the Company or solicit employees, consultants or independent contractors of the Company, main).

(k) “Date of Termination” means the date specified in a written notice of termination delivered pursuant to Section 6 hereof, or the Executive’s last date as an active employee of the Company before a termination of employment due to his death.

(l) “Disabled” or “Disability” means a mental or physical condition that renders the Executive substantially incapable of performing his duties and obligations under this Agreement, after taking into account provisions for reasonable accommodation, as determined by a medical doctor (such doctor to be mutually determined in good faith by the parties) for four (4) or more consecutive months or for a total of four (4) months during any twelve (12) consecutive months.

(m) “Equity Awards” means stock options, stock appreciation rights, restricted shares, restricted stock units, deferred stock, performance shares or performance units or any other stock-based awards granted by the Company to the Executive whether pursuant to the terms of an equity incentive plan or otherwise, and shall include, without limitation, the Retention Equity Award.

(n) “Fiscal Quarter” means a three consecutive calendar month period beginning on the first day of the first, fourth, seventh and tenth month of any Fiscal Year.

(o) “Fiscal Year” means the fiscal year of the Company, which is the calendar year.

(p) “Good Reason” means, unless the Executive has consented in writing thereto, the occurrence of any of the following:

 

  (i) the assignment to the Executive of any duties materially inconsistent with the Executive’s position, including any change in status, title, authority, duties or responsibilities or any other action which results in a material diminution in such status, title, authority, duties or responsibilities;

 

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  (ii) a reduction in the Executive’s Base Salary by the Company or any breach by the Company of its obligations pursuant to Section 5(e) with respect to the Executive’s benefits;

 

  (iii) the relocation of the Executive’s office to a location more than 25 miles from East Rutherford, New Jersey;

 

  (iv) the failure of the Company to obtain the assumption in writing of the Company’s obligation to perform this Agreement by any successor to all or substantially all of the assets of the Company within 15 days after a Business Combination or a sale or other disposition of all or substantially all of the assets of the Company;

 

  (v) the requirement that the Executive report to any person other than the Board;

 

  (vi) any material reduction in the Company’s willingness or obligation to indemnify the Executive against liability for actions (or inaction, as the case may be) in his capacity as an officer, director or employee of the Company;

 

  (vii) a material breach of this Agreement by the Company; or

 

  (viii) the failure to nominate or elect the Executive to the Board.

(q) “Key Executive Incentive Plan” shall have the meaning set forth in Section 5(b) of the Employment Agreement.

(r) “Maximum Annual Bonus” shall have the meaning set forth in Section 5(b) of the Employment Agreement.

(s) “Post-Change of Control Period” means the period beginning on the Change of Control Date and ending 24 months after the date of the related Change of Control.

(t) “Release” shall have the meaning set forth in Section 8 of the Employment Agreement.

(u) “Target Annual Bonus” shall have the meaning set forth in Section 5(b) of the Employment Agreement.

(v) “Term of Employment” shall have the meaning set forth in Section 2 of the Employment Agreement.

 

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EXHIBIT B

CONFIDENTIAL INFORMATION, ASSIGNMENT OF RIGHTS,

NON-SOLICITATION AND NON-COMPETITION AGREEMENT

In consideration of my continued employment with Amber Road, Inc., or any of its subsidiaries, in connection with the performance of my duties as an employee of the Amber Road, Inc. or any of its subsidiaries (“Company”) (hereinafter, my “Employment”), I hereby agree and acknowledge effective as of                      that:

Confidential Information

 

1. As a result of my Employment, I may come to possess Confidential Information, and the Company has informed me that it will not retain me unless I agree to the terms of this Agreement and abide by them. As used in this Agreement, “Confidential Information” includes, without limitation, information, whether or not in tangible form, which has not been publicly disclosed regarding Company, any of Company’s customers, remarketing and/or support agreements made between Company and its business partners which disclose product data, commission rates, territories, quotas, and terms of licenses; the identities and locations of vendors and consultants furnishing materials and services to Company and the terms of such arrangements (including prices) negotiated by Company with such vendors and consultants; data relating to sales and license volumes, by customer, by location or by product; data relating to consulting agreements between Company and its customers which disclose billing rates, budgets, deliverables, time schedules and staff assignments; customer and product licensee and prospective product licensee lists; financial information that has not been released to the public by Company; employee lists of Company; future business plans, licensing strategies, advertising campaigns and the like; data provided to you which is marked as confidential or proprietary to Company, one of Company’s customers or business partners; proposed or actual acquisitions of stock or assets by Company; and/or any other information concerning or used in Company’s business, its manner of operations, its plan, processes or other data.

The definition of Confidential Information also shall include “Trade Secrets”, which are defined as the whole or any portion or phase of any scientific or technical information, design, process, procedure, formula, data-processing technique, computer program, or improvement that is valuable and secret (in the sense that it is not generally known to competitors of Company or competitors of its business partners). To the extent consistent with the foregoing, Trade Secrets include, without limitation, the specialized information and technology embodied in computer program material, including source and object code, system and user documentation, and program and system designs that provide Company or its business partners with an advantage over their competitors in the development, sales, implementation and support of their application software and products.

I acknowledge that Company has developed its Confidential Information through its own efforts and at great expense. I further acknowledge that Company has a legitimate interest in protecting its Confidential Information.


2. I will not at any time, except as required by my duties at Company, duplicate, remove, transfer, use, disclose or communicate, or knowingly allow any other person to duplicate, remove, transfer, use, disclose or communicate, any Confidential Information. I will safeguard all Confidential Information at all times so that it is not exposed to, or taken by, unauthorized persons and will exercise my best efforts to assure its safekeeping. I understand that the maintenance of the confidentiality of Confidential Information is material and essential to Company and its disclosure would have a severe adverse effect on the conduct of Company’s business, and Company’s competitive position and goodwill.

 

3. Upon termination of my Employment, whether voluntary or involuntary, or upon Company’s request at any time during the term of my Employment, I will deliver to Company all written and other materials which contain or relate to Confidential Information, whether formal or informal, whether prepared by me or by others and whether required by my employment or for my personal use, including, without limitation, all documents, notes, computer programs and data prepared for or stored in or obtained from any automated information system, all of which materials shall be and remain the property of Company. In addition, I shall also provide any information, such as passwords or codes, necessary to allow Company to fully utilize its property.

 

4. I will not make any unauthorized disclosure of trade secrets or confidential information to any third person, including any such information which is subject to a confidentiality agreement between Company and such third person, to which I gain access as a result of my Employment.

 

5. My obligations under this Agreement will remain in effect both during the term of my Employment and thereafter, whatever the reason for termination of my Employment, and shall survive any termination of this Agreement.

Assignment of Right

 

6.   (a)   All intellectual property in whatever form including, without limitation, inventions, discoveries, ideas, computer programs, programs based upon or developed from computer programs, improvements, codes, methods, algorithms, trade secrets, know-how, system documentation, technical data, drawings, flow charts, prototypes, design specifications, and any other documentation, notes and materials related to the foregoing (whether or not patentable or copyrightable) that are conceived or made by me, either alone or with others, during the course of or derived from my Employment by Company and in any way related to my Employment or to any business in which Company is engaged at any time during the term of my Employment or (if it should reasonably be known by me) is considering in engaging (“Discoveries”), shall be deemed to be “works made for hire” if permitted by applicable law and shall belong to Company.

 

  (b) I will promptly disclose all Discoveries to Company.

 

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  (c) To the extent that any Discovery does not constitute a work made for hire pursuant to applicable law, I hereby transfer, grant, convey, assign and relinquish exclusively to Company all of my rights to, title to and interest in all Discoveries, in perpetuity (or for the longest period of time otherwise permitted by law), including:

 

  (i) all of my rights, title, interest, and benefit (including the right to make, use, or sell under patent law; to copy, adapt, distribute, display, and perform under copyright law; and to use and disclose under trade secret law) in and to all United States and foreign patents and patent applications, patent license rights, patentable inventions, trade secrets, trademarks, service marks, trade names (including, in the case of trademarks, service marks and trade names, all goodwill pertaining thereto), copyrights, technology licenses, know-how, confidential information, shop rights, and all other intellectual property rights owned or claimed or acquired in the future by me as embodied in the Discoveries; and

 

  (ii) all of my rights, title, interest, and benefit and all powers and privileges, in, to, and under all technical data, drawings, prototypes, engineering files, system documentation, flow charts, and design specifications developed by, owned, or acquired previously or in the future by me in connection with the development of the programming, inventions, processes, and apparatus entailed by the Discoveries.

 

  (d) I will execute and deliver, from time to time after the date hereof, upon Company’s request, such further conveyance instruments, and take such further actions, as may be necessary or desirable to evidence more fully the transfer of ownership of all the Discoveries to Company, or the original ownership of all the Discoveries on the part of Company, to the fullest extent possible. I therefore agree to:

 

  (i) execute, acknowledge, and deliver any affidavits or documents of assignment and conveyance regarding the Discoveries.

 

  (ii) provide testimony in connection with any proceeding affecting the right, title, interest, or benefit of Company in or to the Discoveries.

 

  (iii) perform any other acts deemed necessary to carry out the intent of this Agreement including, without limitation, assisting in the application, perfection, maintenance and enforcement of the Discoveries and all rights relating thereto.

 

  (e) In furtherance of this Agreement, I hereby acknowledge that, from this date forward, or a previous date if rights were earlier transferred, Company has succeeded to all of my rights, title, and standing to:

 

  (i) receive all rights and benefits pertaining to the Discoveries.

 

  (ii) institute and prosecute all suits and proceedings and take all actions that Company, in its sole discretion may deem necessary or proper to collect, assert, or enforce any claim, right, or title of any kind in and to any and all of the Discoveries.

 

  (iii) defend and compromise any and all such actions, suits, or proceedings relating to such transferred and assigned rights, title, interest, and benefits, and do all other such acts and things in relation thereto as Company, in its sole discretion, deems advisable.

 

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  (f) Upon termination of my Employment, I will immediately surrender to Company all materials and work product in my possession or within my control (including all copies thereof) relating in any way to the Discoveries.

 

  (g) To effectuate the terms of this paragraph 6, I hereby name and irrevocably constitute and appoint Company, with the full power of substitution therein, as my true and lawful attorney-in-fact to exercise the rights assigned hereby.

 

  (h) I represent and warrant that no consents of any other parties are necessary or appropriate under any agreements concerning any of the Discoveries in order for the transfer and assignment of any of the Discoveries under this Agreement to be legally effective.

 

  (i) I represent and warrant that, to the best of my knowledge, upon consummation of this Agreement, Company will have good and marketable title to the Discoveries, free and clear of any and all liens, mortgages, encumbrances, pledges, security interests, or charges of any nature whatsoever.

 

7. I have listed on the Schedule attached to this Agreement all inventions, if any, conceived or made by me prior to my Employment by Company and which are to be excluded from this Agreement, as well as any restrictions on any work for Company or any obligations under this Agreement arising from any prior employment or other agreement. I am not required to list on the Schedule any inventions conceived or made by me prior to my Employment by Company that (i) are unrelated to the business, operations, services or products of Company or (ii) are solely related to my personal hobbies and not to the business, operations, service or products of Company.

Non-Solicitation

 

8. I agree that all Company relationships, whether or not contractual, including but not limited to, relationships with employees, contractors, consultants, partners (collectively “Relationships”) are the sole property of Company. I agree that, during and after my Employment with Company, unless Company provides written consent, I will not directly or indirectly provide information, including but not limited to, employee lists, resumes, independent contractor agreements, employment information and contact information, to other entities or individuals. I agree not to interfere with these Relationships by hiring or soliciting for hire individuals or entities, directly or indirectly, to work with or for any person or entity external to Company without the written consent of Company, during, and for a period of 1 year after the termination of, my Employment with Company.

 

9. I agree that all Company relationships with customers, partners, resellers, vendors and suppliers and all information, whether or not in writing, are and shall be the exclusive property of Company (collectively “Customer Information”). Customer Information shall not be used outside the duties of my Employment with Company without the written consent of Company, either during or after the termination of my Employment with Company.

Non-Competition

 

10   (a)   I further agree that, during the term of my Employment with Company, and for a period of twelve months following the termination (whether voluntary or

 

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  involuntary) of such Employment, I will not engage in any capacity (including without limitation, as an employee, officer, director, consultant or shareholder (other than as an owner of 1% or less of the outstanding shares of any publicly-traded company), in any Competing Business in any geographical area in which Company (or any of Company’s affiliates) transacts such business. For purposes of this Agreement a “Competing Business” means any business engaged in providing services similar to Company’s or in the marketing, sale, development and distribution of products that are similar to Company’s.

 

  (b) The covenants contained in this Section 10 shall be enforced to the fullest extent permissible under the laws of each jurisdiction in which enforcement is sought. Accordingly, I agree that if any of the provisions of this Section 10 shall be adjudicated to be invalid or unenforceable for any reason whatsoever, said provision shall be construed (only with respect to the operation thereof in the particular jurisdiction in which such adjudication is made) by limiting and reducing it so as to be enforceable to the fullest extent permissible, without invalidating the remaining provisions of this Agreement or affecting the validity or enforceability of said provision in any other jurisdiction.

 

11. Breach by me of any provision of this Agreement will cause Company irreparable injury and damage for which money damages may not be adequate. In addition to all other remedies that are available to it, Company shall be entitled to preliminary and permanent injunctive and equitable relief to prevent or remedy a breach of this Agreement by me.

 

12. This Agreement:

 

  (a) shall bind my heirs, executors, administrators, legal representatives and assigns, and supersedes any prior agreements concerning Confidential Information executed by me with or in favor of Company, if any.

 

  (b) constitutes the entire understanding between Company and me concerning Confidential Information and no waiver or amendment of any provision of this Agreement shall be valid or effective unless in writing and signed by the party against whom enforcement thereof is sought.

 

  (c) shall be enforceable by Company or any of its successors or assigns.

 

  (d) shall be enforced and construed in accordance with the laws of the State of New Jersey, without giving effect to the choice of laws principles of New Jersey that would result in the application of the laws of any other jurisdiction.

 

13 Should any part of this Agreement for any reason be declared by any court of competent jurisdiction to be invalid, that decision shall not affect the validity of the remaining portion, which shall continue in full force and effect as if this Agreement had been executed with the invalid portion eliminated, provided, however, that this Agreement shall be interpreted to carry out to the greatest extent possible the intent of the parties and to provide to Company substantially the same benefits as Company would have received under this Agreement if such invalid part of this Agreement had been enforceable.

 

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14. I represent that I am not a party to, or bound by, any confidentiality agreements, non-compete agreements, restrictive covenants, non-solicitation agreements, invention and assignment agreements, or any other agreements or obligations to any former employer or other entity that will prevent me from performing, or impede me in performance of service for Company. I also represent that I have disclosed to Company all contracts or agreements that could prevent me from carrying out my responsibilities for Company. I further acknowledge that I have not and will not take or remove from my prior employment the originals or copies of any documents maintained as confidential or proprietary information by my prior employer, and that I have not and will not disclose any confidential or proprietary information of my prior employer. Therefore, I am “free and clear” to be employed by Company. I acknowledge that Company is relying on my representation in making its offer of employment, in employing me, or in continuing my employment with Company. I further agree not to enter into any agreement either written or oral in conflict with my Employment with Company.

 

15. I further agree that this Agreement does not constitute a contract of employment, and that I have the right to resign and Company has the right to terminate my employment at any time, for any reason, with or without cause, subject to the provisions of any written employment agreement between Company and me. I hereby acknowledge that I have read this Agreement, understand it and agree to be bound by its restrictions.

 

 

JOHN W. PREUNINGER

 

(Date Signed)

ACCEPTED AND DATED AS OF                     

 

AMBER ROAD, INC.
By:  

 

  Name:
  Title:

 

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EXHIBIT A

Amber Road, Inc.

One Meadowlands Plaza

East Rutherford, NJ 07073

Attn:

1. The following is a complete list of all inventions or improvements relevant to the subject matter of my employment by Amber Road, Inc. (the “Company”) that have been made or conceived or first reduced to practice by me, alone or jointly with others, prior to my employment by the Company that I desire to remove from the operation of the Company’s Confidential Information, Assignment of Rights, Non-Solicitation and Non-Competition Agreement.

 

 

   No inventions or improvements.

 

   See below: Any and all inventions regarding

 

   Additional sheets attached.

2. I propose to bring to my employment the following materials and documents of a former employer:

 

 

   No materials or documents.

 

   See below:

 

 

  

 

  
Date   

 

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EXHIBIT C

WAIVER AND RELEASE

This is a Waiver and Release (“Release”) between John W. Preuninger (“Executive”) and Amber Road, Inc. (the “Company”). The Company and the Executive agree that they have entered into this Release voluntarily, and that it is intended to be a legally binding commitment between them.

In consideration for and contingent upon the Executive’s right to receive the benefits described in the Employment Agreement between the Company and the Executive (the “Employment Agreement”) and this Release, Executive hereby agrees as follows:

(a) General Waiver and Release . Except as provided in Paragraph (e) below, Executive and any person acting through or under the Executive hereby release, waive and forever discharge the Company, its past and present subsidiaries and affiliates, and their respective successors and assigns, and their respective past and present officers, trustees, directors, shareholders, executives and agents of each of them, from any and all claims, demands, actions, liabilities and other claims for relief and remuneration whatsoever (including without limitation attorneys’ fees and expenses), whether known or unknown, absolute, contingent or otherwise (each, a “Claim”), arising or which could have arisen up to and including the date of his execution of this Release, including without limitation those arising out of or relating to Executive’s employment or cessation and termination of employment, or any other written or oral agreement, any change in Executive’s employment status, any benefits or compensation, any tortious injury, breach of contract, wrongful discharge (including any Claim for constructive discharge), infliction of emotional distress, slander, libel or defamation of character, and any Claims arising under Title VII of the Civil Rights Act of 1964 (as amended by the Civil Rights Act of 1991), the Americans With Disabilities Act, the Rehabilitation Act of 1973, the Equal Pay Act, the Older Workers Benefits Protection Act, the Age Discrimination in Employment Act, the Employee Retirement Income Security Act of 1974, or any other federal, state or local statute, law, ordinance, regulation, rule or executive order, any tort or contract claims, and any of the claims, matters and issues which could have been asserted by Executive against the Company or its subsidiaries and affiliates in any legal, administrative or other proceeding. Executive agrees that if any action is brought in his name before any court or administrative body, Executive will not accept any payment of monies in connection therewith.

(b) Miscellaneous . Executive agrees that Section 7(c) of the Employment Agreement (which is specifically incorporated herein by reference) specifies payments from the Company to himself, the total of which meets or exceeds any and all funds due him by the Company, and that he will not seek to obtain any additional funds from the Company with the exception of non-reimbursed business expenses. (This covenant does not preclude the Executive from seeking workers compensation, unemployment compensation, or benefit payments from the Company’s insurance carriers that could be due him.)

(c) Non-Solicitation, Confidentiality and Non-Solicitation Covenants . Executive warrants that Executive has, and will continue to comply fully with Section 3(c) of the Employment Agreement and the provisions of the Confidential Information, Assignment of Rights, Non-Solicitation and Non-Competition Agreement by and between the Company and the Executive.

 

Prepared by Dentons US LLP

6/26/2013


(d) THE COMPANY AND THE EXECUTIVE AGREE THAT THE BENEFITS DESCRIBED IN SECTION 7(c) OF THE EMPLOYMENT AGREEMENT AS SUBJECT TO EXECUTIVE’S COMPLIANCE WITH SECTION 8 THEREOF ARE CONTINGENT UPON THE EXECUTIVE SIGNING THIS RELEASE. THE EXECUTIVE FURTHER UNDERSTANDS AND AGREES THAT IN SIGNING THIS RELEASE, EXECUTIVE IS RELEASING POTENTIAL LEGAL CLAIMS AGAINST THE COMPANY. THE EXECUTIVE UNDERSTANDS AND AGREES THAT IF HE DECIDES NOT TO SIGN THIS RELEASE, OR IF HE REVOKES THIS RELEASE, THAT HE WILL IMMEDIATELY REFUND TO THE COMPANY ANY AND ALL SEVERANCE PAYMENTS AND OTHER BENEFITS HE MAY HAVE ALREADY RECEIVED.

(e) The waiver contained in Paragraph (a) and (b) above does not apply to:

 

  (i) Any claims for benefits under employee benefit plans in accordance with the terms of the applicable employee benefit plan, including the Executive’s right to elect continuation coverage under the Company’s group health, dental and/or visions plans pursuant to the Consolidated Omnibus Budget Reconciliation Act of 1985, as amended (COBRA),

 

  (ii) Any right to exercise stock options or stock appreciation rights that were vested and exercisable on the Date of Termination in accordance with the terms thereof (as modified by the Employment Agreement);

 

  (iii) Any Claim under or based on a breach of the Company’s obligations to pay the compensation and benefits described in Sections 5 or 7(a) or (c) of the Employment Agreement,

 

  (iv) Rights or Claims that may arise under the Age Discrimination in Employment Act after the date that Executive signs this Release,

 

  (v) Any right to indemnification by the Company or to coverage under directors and officers liability insurance to which Executive is otherwise entitled in accordance with Section 12 of Employment or the Company’s articles of incorporation or by-laws or other agreement between the Executive and the Company.

(f) EXECUTIVE ACKNOWLEDGES THAT HE HAS READ AND IS VOLUNTARILY SIGNING THIS RELEASE. EXECUTIVE ALSO ACKNOWLEDGES THAT HE IS HEREBY ADVISED TO CONSULT WITH AN ATTORNEY, HE HAS BEEN GIVEN AT LEAST [21][45] DAYS TO CONSIDER THIS RELEASE BEFORE THE DEADLINE FOR SIGNING IT; [HE HAS RECEIVED A RECEIVED A WRITTEN DESCRIPTION OF THE JOB TITLES AND AGES ALL INDIVIDUALS SELECTED FOR THIS JOB ELIMINATION PROGRAM AND THE AGES OF ANY INDIVIDUALS IN THE SAME JOB CLASSIFICATIONS WHO ARE NOT SELECTED FOR THIS JOB ELIMINATION PROGRAM AS PROVIDED BY THE ADEA (SUCH DESCRIPTION ATTACHED AS EXHIBIT A HERETO)] ; AND HE UNDERSTANDS THAT HE MAY REVOKE THE RELEASE WITHIN SEVEN (7) DAYS AFTER SIGNING IT. IF NOT REVOKED WITHIN SUCH PERIOD, THIS RELEASE WILL BECOME EFFECTIVE ON THE EIGHTH (8) DAY AFTER IT IS SIGNED BY EXECUTIVE.

 

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BY SIGNING BELOW, BOTH THE COMPANY AND EXECUTIVE AGREE THAT THEY UNDERSTAND AND ACCEPT EACH PART OF THIS RELEASE.

 

 

JOHN W. PREUNINGER

 

(Date Signed)

ACCEPTED AND DATED AS OF                     

 

AMBER ROAD, INC.
By:  

 

Name:  
Title:  

 

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Exhibit 10.11

EMPLOYEE STOCK OPTION

AMBER ROAD, INC.

2012 Omnibus Incentive Compensation Plan

Stock Option Award Certificate

Stock Option Agreement (the “Agreement”), dated as of [                    ] (the “Date of Grant”), between Amber Road, Inc., a Delaware corporation (the “Company”), and [                    ] (the “Grantee”). This Agreement is pursuant to the terms of the Company’s 2012 Omnibus Incentive Compensation Plan, as amended (the “Plan”). The applicable terms of the Plan are incorporated herein by reference, including the definition of terms contained in the Plan (unless any such term is otherwise defined herein).

 

  1. Stock Option Award. The Company grants to the Grantee, on the terms and conditions hereinafter set forth, an option (the “Option”) with respect to [                ] shares of the Company’s Common Stock (the “Option Shares”). The Option is intended to qualify as an Incentive Stock Option under Section 422 of the Code to the maximum extent permitted by law. To the extent that any portion of the Option shall not satisfy the requirements of such section, such Option shall not be treated as an Incentive Stock Option and shall instead be treated as a Nonqualified Stock Option under the Plan.

 

  2. Exercise Price. The exercise price per share of the Option Shares shall be [$            ] per share.

 

  3. Vesting of Stock Option. Subject to Sections 5 and 6 hereof, the Option Shares shall become vested and exercisable based on the passage of time according to the following vesting schedule: 25% of granted options commensurate with the one-year anniversary of [this Agreement][Grantee’s employment commencement date] which is [                    ], and 6.25% at the end of each three-month period thereafter.

 

  4. Option Term. Option Shares that become exercisable pursuant to Section 3 or Section 6 hereof may be purchased at any time during the Option Term. For purposes hereof, the “Option Term” shall commence on the Date of Grant and shall expire on the tenth anniversary thereof, unless earlier terminated upon the Grantee’s termination from service as an employee or consultant as provided in Section 5 hereof. Upon the expiration of the Option Term, any unexercised Option Shares shall be cancelled and shall be of no further force or effect.

 

  5. Termination of Service. If Grantee’s service as an employee or consultant of the Company is terminated for any reason prior to the occurrence of any otherwise applicable vesting date or event provided in Section 3 or Section 6 hereof, the Grantee shall (i) forfeit his interest in any Option Shares that have not yet become vested, which shall be cancelled and be of no further force or effect, and (ii) retain the right to exercise any Option Shares that have previously become vested until the expiration of 90 days after the effective date of such termination of service or, in the event such termination of service is as a result of death or permanent and total disability (within the meaning of Section 22(e)(3) of the Code), until the expiration of one year after the date of termination; provided , however , that in the event of termination of service or employment of the Grantee for Cause (as defined hereafter), the Grantee’s right to exercise any unexercised portion of the Option shall immediately terminate and all rights thereunder shall cease. Notwithstanding the foregoing, to the extent that this Option is exercised more than 3 months after the Grantee ceases to be an employee of the Company or any Subsidiary Corporation for any reason other death or permanent and total disability, this Option shall no longer qualify as an Incentive Stock Option under Section 422 of the Code.


  6. Accelerated Vesting. [Use the following paragraph if the Grantee is subject to a Change in Control Agreement.] In the event that the Grantee’s employment with the Company is terminated by the Company without Cause (as defined in the Change in Control Agreement between the Company and the Grantee dated [                    ] (the “Change in Control Agreement”)) or by the Grantee for Good Reason (as defined in the Change in Control Agreement) in either case within 12 months following a Change in Control (as defined in the Change in Control Agreement) of the Company, 100% of the remaining unvested Option Shares shall vest and become exercisable in accordance with and subject to the terms of the Change in Control Agreement (including, without limitation, the condition set forth in Section 4(a) thereof that the Grantee waive and release claims against the Company).

[Use the following if the Grantee is NOT subject to a Change in Control Agreement] In the event that the Grantee’s employment with the Company is terminated by the Company without Cause (as herein defined) or by the Grantee for Good Reason (as herein defined) within 12 months following a Change in Control (as hereinafter) of the Company, 100% of the remaining unvested Option Shares shall vest and become exercisable; subject to the Grantee signing and not revoking a release of claims agreement in a form reasonably acceptable to the Company, and such release becoming effective and irrevocable within sixty (60) days of the Grantee’s termination or such earlier deadline required by the release (such deadline, the “Release Deadline”). No Options granted herein will vest and become exercisable in accordance with the terms of this Section unless and until the release becomes effective and irrevocable on or before the Release Deadline.

The following terms shall have the following meaning for purposes of this Section,

 

  (a) Cause ” means”

 

  (i) The Grantee’s willful and continued failure to perform the duties and responsibilities of his or her position (other than as a result of illness or injury);

 

  (ii) Any material act of personal dishonesty taken by Grantee in connection with his responsibilities as an employee of the Company with the intention that such action may result in the substantial personal enrichment of the Grantee;

 

  (iii) the Grantee’s conviction of, or plea of nolo contendere to, a felony that the Company’s Chief Executive Officer reasonably believes has had or will have a material detrimental effect on the Company’s reputation or business; or

 

  (iv) A material breach of any agreement by and between the Grantee and the Company which material breach has not been cured within fifteen days following receipt by the Grantee of written notice from the Company identifying such material breach.

 

  (b) Change in Control ” of the Company shall occur on:

 

  (i)

the date that any one person (or more than one person acting as a group) acquires (or has acquired during the 12-month period ending on the date of the most recent acquisition by such person or group) assets from the Company that have a total gross fair market value equal to or more than 80 percent of the total gross fair

 

2


  market value of all of the assets of the Company immediately before such acquisition or acquisitions (as determined in accordance with Section 1.409A-3(i)(5)(vii) of the regulations issued under Section 409A of the Code (the “Treasury Regulations”)), or

 

  (ii) the date that any one person, or more than one person acting as a group, acquires ownership of stock of the Company (including by way of merger, consolidation or otherwise) that, together with stock of the Company previously held by such person or group, constitutes more than 50 percent of the total fair market value or total voting power of the stock of the Company (as determined in accordance with Treasury Section 1.409A-3(i)(5)(v)).

Notwithstanding the foregoing, a Change in Control shall not include any transaction effected primarily for the purpose of financing the Company with cash (as determined by the Board acting in good faith and without regard to whether such transaction is effectuated by a merger, equity financing or otherwise) or for reincorporation purposes.

(c) “ Good Reason ” shall mean a material diminution in the Grantee’s responsibilities, duties or compensation or a relocation of the Grantee to a location more than 50 miles from the Company’s (or its subsidiary, as applicable) office to which the Grantee is then currently assigned.

 

  7. Procedure for Exercise. The Option may be exercised, in whole or part (for the purchase of whole shares only), by delivery of a written notice in the form attached as Exhibit 1 (the “Notice”), along with payment in full of the exercise price set forth in Section 2 hereof, from the Grantee to the Company at the Company’s principal office, which Notice shall: (i) state the number of Option Shares being exercised; and (ii) in the event that the Option shall be exercised by any person other than the Grantee pursuant to Section 11 hereof, include appropriate proof of the right of such person to exercise the Option; and (iv) comply with such further requirements consistent with the Plan as the Committee may from time to time prescribe.

 

  8. Payment of Exercise Price. Payment of the exercise price shall be made in cash.

 

  9. No Rights as Shareholder or Employee/Consultant .

 

  (a) The Grantee shall not have any privileges of a shareholder of the Company with respect to any Option Shares subject to (but not acquired upon valid exercise of) the Option, nor shall the Company have any obligation to issue any dividends or otherwise afford any rights to which shares of Common Stock are entitled with respect to any such Option Shares, until the date of the issuance to the Grantee of a stock certificate evidencing such shares.

 

  (b) Nothing in this Agreement or the Option shall confer upon the Grantee any right to continue as an employee or consultant of the Company or to interfere in any way with the right of the Company to terminate the Grantee’s employment or service at any time.

 

  10 Adjustments. If at any time while the Option is outstanding, the number of outstanding shares of Common Stock is changed by reason of a reorganization, recapitalization, stock split or any of the other events described in Section 4.2(a) of the Plan, the number and kind of Option Shares and/or the exercise price of such Option Shares shall be adjusted in accordance with the provisions of the Plan.

 

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  11. Restriction on Transfer of Option. The Option may not be transferred, pledged, assigned, hypothecated or otherwise disposed of in any way by the Grantee, except by will or by the laws of descent and distribution. In the event the Grantee becomes legally incapacitated, the Option shall be exercisable by his legal guardian, committee or legal representative. If the Grantee dies, the Option shall thereafter be exercisable by the Grantee’s executors or administrators. The Option shall not be subject to execution, attachment or similar process. Any attempted assignment, transfer, pledge, hypothecation or other disposition of the Option contrary to the provisions hereof, and the levy of any execution, attachment or similar process upon the Option, shall be null and void and without effect.

 

  12. Notices. Any notice hereunder by the Grantee shall be given to the Company in writing and such notice shall be deemed duly given only upon receipt thereof at the Company’s office at One Meadowlands Plaza, East Rutherford, New Jersey 07073, or at such other address as the Company may designate by notice to the Grantee. Any notice hereunder by the Company shall be given to the Grantee in writing and such notice shall be deemed duly given only upon receipt thereof at such address as the Grantee may have on file with the Company.

 

  13. Construction. The construction of this Agreement is vested in the Committee, and the Committee’s construction shall be final and conclusive.

 

  14. Governing Law. This Agreement shall be construed and enforced in accordance with the laws of the State of Delaware, without giving effect to the choice of law principles thereof.

 

  15. Entire Agreement . This Agreement and the Plan constitute and contain the complete understanding with respect to the subject matter hereof and supersede and replace all prior negotiations and agreements, if any, whether written or oral, concerning the subject matter hereof. To the extent there exists any inconsistency between this Agreement and any other agreement to which the Grantee is a party, the terms of this Agreement shall prevail.

IN WITNESS WHEREOF, the undersigned parties have executed this Agreement as of the Date of Grant.

 

AMBER ROAD, INC.
By:  

 

  Name:   James W. Preuninger
  Title:   Chief Executive Officer
GRANTEE

 

 

Name

 

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EMPLOYEE STOCK OPTION

Exhibit 1

Amber Road, Inc.

One Meadowlands Plaza

East Rutherford, New Jersey 07073

 

Re: Exercise of Stock Option

Gentlemen:

This letter is written pursuant to the Stock Option Agreement (the “Agreement”) between Amber Road, Inc. (the “Company”) and me dated                     , as notice of my election to exercise the options granted pursuant to the Agreement.

I hereby notify you that I am exercising such portion of the stock options granted to me under the Agreement as represent                  shares of the common stock of the Company (the “Stock”) and wish to consummate the purchase on the date hereof. Pursuant to the Agreement, I am enclosing with this letter my check in the amount of $             in payment of the exercise price for the purchase of the Stock on the date hereof. Please notify me of any withholding requirements respecting the issuance of the Stock so that they may be appropriately satisfied.

I acknowledge that I have received, read and understood the 2012 Amber Road Omnibus Incentive Compensation Plan, as amended and the Agreement and agree to abide by and be bound by their terms and conditions. I hereby restate and reaffirm all of the representations and warranties made by me in the Agreement.

If I sell or otherwise dispose of any of the Stock acquired pursuant to the Agreement on or before the later of (i) the date two years after the date of grant, or (ii) the date one year after the date of exercise, I shall immediately notify the Company in writing of such disposition. I acknowledge and agree that I may be subject to income tax withholding by the Company on the compensation income recognized by me from the early disposition by payment in cash or out of the current earnings paid to me.

I understand that I may suffer adverse tax consequences as a result of my purchase or disposition of the Stock. I represent that I have consulted with any tax consultants I deem advisable in connection with the purchase or disposition of the Stock and that I am not relying on the Company for any tax advice.

Please issue to me a stock certificate for the Stock so purchased.

Very truly yours,

Exhibit 10.12

AMBER ROAD, INC.

2012 Omnibus Incentive Compensation Plan

Stock Option Award Certificate

This Stock Option Award Certificate (the “Award Certificate”) memorializes the grant by AMBER ROAD, INC. a Delaware corporation (the “Company”), to [                    ] (“Grantee”) of an option (the “Option”) to purchase all or any part of the number of Shares of Common Stock of the Company indicated below (the “Underlying Shares,” with such Shares once issued being referred to herein as “Option Shares”) at the Exercise Price per share indicated.

 

Number of Shares Underlying Options (“Underlying Shares”):    [                    ]
Grant Date:    [                    ]
Term:    10 years from Grant Date
Exercise Price/Share:    [$                ]

 

  1. General . This Option has been granted pursuant to the terms of the Amber Road, Inc. 2012 Omnibus Incentive Compensation Plan (the “Plan”). All of the applicable terms, conditions and other provisions of the Plan are incorporated by reference herein. Capitalized terms used in this Award Certificate but not defined herein shall have the same meanings as in the Plan. If there is any conflict between the provisions of this document and mandatory provisions of the Plan, the provisions of the Plan govern. By accepting the grant of the Options, the Grantee hereby agrees to be bound by all of the terms and provisions of the Plan, the rules and regulations under the Plan adopted from time to time, and the decisions and determinations of the Committee made from time to time.

 

  2. Vesting and Exercisability . Subject to such further limitations as are provided in the Plan and Section 2 of this Award Certificate, the Option shall become vested and exercisable according to the following vesting schedule: [    %] of the Option shall vest and become exercisable on the 1 st anniversary of [this Agreement][Grantee’s service commencement date] which is [                    ] , and additional [    %] of the Option shall vest and become exercisable at the end of each three-month period thereafter.

 

  3. [Accelerated Vesting Due to Change of Control .

The Options granted hereunder shall immediately vest and become fully exercisable immediately consummation of a Change in Control (as herein defined) of the Company,

For purposes of this Section, a “ Change in Control ” of the Company shall occur on:

 

  (i) the date that any one person (or more than one person acting as a group) acquires (or has acquired during the 12-month period ending on the date of the most recent acquisition by such person or group) assets from the Company that have a total gross fair market value equal to or more than 80 percent of the total gross fair market value of all of the assets of the Company immediately before such acquisition or acquisitions (as determined in accordance with Section 1.409A-3(i)(5)(vii) of the regulations issued under Section 409A of the Code (the “Treasury Regulations”)), or

 

  (ii) the date that any one person, or more than one person acting as a group, acquires ownership of stock of the Company (including by way of merger, consolidation or otherwise) that, together with stock of the Company previously held by such person or group, constitutes more than 50 percent of the total fair market value or total voting power of the stock of the Company (as determined in accordance with Treasury Section 1.409A-3(i)(5)(v)).


Notwithstanding the foregoing, a Change in Control shall not include any transaction effected primarily for the purpose of financing the Company with cash (as determined by the Board acting in good faith and without regard to whether such transaction is effectuated by a merger, equity financing or otherwise) or for reincorporation purposes.]

 

  4. Exercise of Option . During the Term of this Option (or prior to such earlier date provided in Section 5 below), the Grantee may exercise this Option to the extent then vested and exercisable by delivering a written Option exercise notice to the Corporate Secretary of the Company on the form attached hereto as Exhibit I or such other form as may be approved or provided by the Committee along with full payment of the Exercise Price (in any manner permitted under Section 6.5(a) through (e) of the Plan) and, if applicable, the amount needed to satisfy applicable tax withholding requirements in accordance with Section 7 below. The exercise notice shall indicate the Grantee’s election to purchase some or all of the Underlying Shares with respect to which this Option is vested and exercisable at the time of such notice. The Option may not be exercised for any fractional shares.

 

  5. Termination of Affiliation . Except as the Committee may otherwise expressly provide, or as may otherwise be expressly provided in any agreement between the Company and the Grantee, if the Grantee has a Termination of Affiliation with the Company and all of its Affiliates, the period within which the Grantee may exercise this Option may be subject to earlier termination as set forth below:

(a) Termination of Affiliation Due to Death or Disability . If the Grantee’s Termination of Affiliation occurs by reason of such Grantee’s death or Disability, this Option may be exercised, to the extent exercisable on the date of such termination, by the Grantee or by the Grantee’s legal representative or legatee for a period of twelve (12) months from the date of such termination or until the expiration of the Term of this Option, if earlier.

(b) Termination for Cause . If the Grantee has a Termination of Affiliation for Cause, all Options (unvested and vested) shall terminate immediately.

For purposes of this Award Certificate, “ Cause ” means conduct by the Grantee that materially and adversely affects the best interests of the Company or any of its Affiliates such as to make it unreasonable to expect the Company to continue to retain the services of the Grantee or which is likely to bring the Company into disrepute, in each case in the reasonable opinion of the Board, including, without limitation:

 

  (i) the conviction of a felony or a crime of the third degree;

 

  (ii) the commission or attempted commission of any act of willful misconduct or dishonesty or malfeasance;

 

  (iii) the material or persistent failure to perform or gross negligence in the performance by the Grantee of his or her duties to the Company or any Affiliate; or

 

  (iv) the violation or attempted violation of any provision of any consulting, confidentiality or other agreement between the Company and the Grantee;

 

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provided, however, that if the term “Cause” is defined in a consulting agreement or other agreement between Grantee and the Company, then as to Grantee, such definition of “Cause” shall govern for purposes of this Award Certificate.

(c) Other Termination . If the Grantee’s Termination of Affiliation occurs for any reason other than death or Disability or Cause, this Option may be exercised, to the extent exercisable on the date of such termination, by the Grantee for a period of ninety (90) days from the date of termination or until the expiration of the Term of this Option, if earlier.

(d) Treatment of Unvested Options on Termination of Affiliation . Except as provided in Section 3, any portion of this Option that is not exercisable on the date of the Grantee’s Termination of Affiliation for any reason shall terminate immediately and be null and void and of no further force and effect, unless the Committee exercises its discretion within thirty (30) days after the Grantee’s Termination of Affiliation to accelerate the vesting and cause all or any portion of such unvested Options to become exercisable following the Grantee’s Termination of Affiliation.

 

  6. Status of Option . This Option is not intended to qualify as an “incentive stock option” as defined in Section 422(b) of the Code.

 

  7. Tax Withholding . Upon exercise of any Options hereunder (a “Taxable Event”), the Grantee must remit or, in appropriate cases, agree to remit when due, the minimum amount necessary for the Company to satisfy all of its federal, state and local withholding (including FICA) tax requirements, if any, relating to such Taxable Event. The Committee may require the Grantee to satisfy these minimum withholding tax obligations by any (or a combination) of the following means: (i) a cash payment; (ii) delivering to the Company unencumbered Shares of Common Stock having a Fair Market Value equal to the amount of the withholding obligation, (iii) authorizing the Company to withhold from the Option Shares purchased upon exercise of this Option a number of Shares of Common Stock having a Fair Market Value equal to the amount of the withholding obligation; or (iv) withholding from compensation otherwise payable to the Grantee. The Company will not deliver to the Grantee certificates for any Shares of Common Stock otherwise deliverable to the Grantee as a result of the exercise of this Option unless the Grantee remits (or in appropriate cases agrees to remit) all withholding tax requirements relating to the Taxable Event.

 

  8. Miscellaneous .

(a) Adjustments . The number of Underlying Shares and the Exercise Price shall be appropriately adjusted, in order to prevent dilution or enlargement of Grantee’s rights with respect to this Option to reflect any changes in the number of outstanding shares of Common Stock resulting from any event referred to in Section 4.2(a) of the Plan. Any such adjustment shall be made in accordance with Section 4.2(a) of the Plan.

(b) Binding Agreement; Written Amendments . This Award Certificate shall be binding upon the heirs, executors, administrators and successors of the Grantee and the Company. No amendment or alteration of this Award Certificate which may impose any additional obligation upon the Company shall be valid unless expressed in a written instrument duly executed in the name of the Company, and no amendment, alteration, suspension or termination of this Award Certificate which may materially impair the rights of the Grantee with respect to the Options granted hereunder shall be valid unless expressed in a written instrument executed by the Grantee.

 

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(c) No Promise of Service . The Options granted hereunder shall not constitute or be evidence of any agreement or understanding, express or implied, that the Grantee has a right to continue as an employee of, non-employee consultant to, or Non-Employee Director of the Company or any Affiliate for any period of time, or at any particular rate of compensation.

(d) Governing Law . The validity, construction, and effect of this Award Certificate shall be determined in accordance with the laws (including those governing contracts) of the state of Delaware, without giving effect to principles of conflicts of laws, and applicable federal law.

(e) Shareholder Rights . The Grantee shall not have any rights with respect to any Shares (including voting rights) underlying the Options granted herein prior to the exercise of this Option and purchase of Option Shares in accordance with the provisions herein.

IN WITNESS WHEREOF, AMBER ROAD, INC. has caused this Award Certificate to be executed by its officer thereunto duly authorized.

 

AMBER ROAD, INC.
By:  

 

  James W. Preuninger,
  Chief Executive Officer

 

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Exhibit I

Amber Road, Inc.

One Meadowlands Plaza

East Rutherford, New Jersey 07073

 

Re: Exercise of Stock Option

Corporate Secretary:

 

Re:    Option Being Exercised:    Date of Grant:   

 

      Exercise Price:   

$

   Number of Shares of      
   Common Stock Being Purchased:      

 

   Total Exercise Price:      

 

I hereby notify you of my intention to purchase pursuant to the above-captioned Option the number of Shares I have designated above, effective on the date of your receipt of this Notice.

Payment of Exercise Price

Payment of the exercise price is being made by one or more of:

 

¨    Cash or negotiable personal check enclosed in the amount of                     
¨    Electronic funds transfer to the Company’s account number                      in the amount of $            
¨    The tender of                      Shares having a Fair Market Value of $             on the effective date of this exercise, by enclosed duly executed stock transfer powers
¨    Cashless exercise through my account #                     with the brokerage firm of                      by duplicate copy of this Notice sent to such firm

Authority to Exercise

I certify that I am either the person to whom the Option was originally granted, or that evidence of my authority to exercise such Option is enclosed.

 

Dated:  

 

    Signature of Grantee:  

 

Exhibit 10.22

Amber Road, Inc. Management Severance Policy

ARTICLE I.

PURPOSE

The Amber Road, Inc. Management Severance Policy (“this Policy”) is established to provide eligible senior management employees of Amber Road, Inc. (the “Company”) or its wholly-owned subsidiaries (collectively, the “Employers”) with severance pay and other benefits upon an Involuntary Termination of Employment (as defined below) in accordance with and subject to the terms and conditions set forth in this Policy.

This Policy is intended to be an unfunded employee welfare benefit plan maintained for a select group of management or highly compensated employees for purposes of the Employee Retirement Income Security Act of 1974, as amended. All previously existing severance pay policies, plans, programs, agreements (other than Change in Control Agreements, as herein defined) and practices, whether formal or informal, are hereby revoked and terminated for any Participant (as defined below). This Policy document applies to Participants upon an Involuntary Termination of Employment on and after 2014. The payment of severance benefits, if any, payable to any executive who incurred a Termination of Employment prior to the effective date of this Policy shall be determined in accordance with the terms of the severance pay policy, plan, program, agreement or practice, applicable to such executive at the time of such Termination of Employment.

ARTICLE II.

DEFINITIONS

When used in this Policy, the following words shall have the following meaning unless the context clearly indicates otherwise.

Section 2.01 Accrued Obligations ” means the sum of (i) the Executive’s unpaid base salary earned through the date of his or her Termination of Employment, (ii) the Executive’s unpaid commissions earned through the date of his or her Termination of Employment in accordance with the terms of the Company’s commission plans and policies, (iii) any unpaid bonus earned by the Executive for any performance period ending on or prior to the date of the Executive’s Termination of Employment in accordance with the terms of the applicable bonus plan, (iv) any reimbursable business expenses incurred prior to the Executive’s Termination of Employment, (v) any earned but unpaid vacation pay as of the Executive’s Termination of Employment and (vi) any vested benefits to which the Executive is entitled under the terms of any benefit plan, program or arrangement maintained by the Company.

Section 2.02 Administrator ” shall be the Committee.

Section 2.03 Base Annual Salary ” means the Participant’s gross annual base salary as in effect immediately prior to the Participant’s Termination of Employment or as in effect immediately prior to any reduction in the Participant’s Base Annual Salary that results in the Participant’s Termination of Employment for Good Reason.

Section 2.04 Board ” means the board of directors of the Company.


Section 2.05 Cause ” means any of the following:

 

  (a) The Participant’s willful and continued failure to perform the duties and responsibilities of his or her position (other than as a result of the Participant’s illness or injury) after there has been delivered to the Participant a written demand for performance from the CEO which describes the basis for the CEO’s belief that the Participant has not substantially performed his or her duties and provides the Participant with a reasonable period (as determined in the sole discretion of the CEO, but not to exceed thirty (30) days) to take corrective action;

 

  (b) Any material act of personal dishonesty taken by the Participant in connection with his or her responsibilities as an employee of the Company with the intention that such action may result in the substantial personal enrichment of the Participant;

 

  (c) The Participant’s conviction of, or plea of nolo contendere to, a felony that the CEO reasonably believes has had or will have a material detrimental effect on the Company’s reputation or business; or

 

  (d) A material breach of any agreement (including, without limitation, any Confidential Information Agreement) by and between the Participant and the Company which material breach has not been cured within thirty (30) days following receipt by the Participant of written notice from the CEO identifying such material breach.

Section 2.06 CEO ” means the Chief Executive Officer of the Company.

Section 2.07 Change in Control Agreement ” means a written agreement between the Participant and Company in effect on the date of the Participant’s Termination of Employment, pursuant to which the Participant will be entitled to receive severance benefits as a result of the Participant’s involuntary separation from service during the applicable Change in Control Period under such agreement if the Participant satisfies all of the terms and conditions set forth in such agreement for receiving such severance benefits. For avoidance of doubt, no stock option agreement or any other cash or equity incentive compensation award agreement that provides for acceleration of vesting of stock options or acceleration of vesting and/or payment of the cash or equity incentive compensation award upon the Participant’s involuntary separation from service at any time after a change in control of the Company (as defined in such stock option or other cash or equity incentive compensation award agreement) shall constitute a Change in Control Agreement for purposes of this Policy.

Section 2.08 Change in Control Period ” means, with respect to any Participant who is party to a Change in Control Agreement, the period of time following a change in control of the Company (as set forth in the Participant’s Change in Control Agreement) during which the Participant’s involuntary separation from service must occur for the Participant to be eligible to receive the severance benefits under such Change in Control Agreement.

Section 2.09 COBRA ” means the provisions regarding healthcare continuation coverage set forth in Section 601 et seq. of ERISA and Section 4980B of the Code.

 

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Section 2.10 COBRA Premium ” means the monthly premium (including the administrative charges) for healthcare continuation coverage for a qualified beneficiary under COBRA, as adjusted from time to time.

Section 2.11 Code ” means the Internal Revenue Code of 1986, as amended.

Section 2.12 Committee ” means the Compensation Committee of the Board.

Section 2.13 Company ” means Amber Road, Inc. and its successors and assigns.

Section 2.14 Confidential Information Agreement ” means any Confidential Information, Assignment of Rights, Non-Solicitation and Non-Competition Agreement or any similar form of agreement entered into by and between the Participant and the Company.

Section 2.15 Eligible Participant ” means a Participant who satisfies the eligibility conditions set forth in Section 3.01 for receiving Severance Benefits under this Policy.

Section 2.16 Employer ” means the Company and any corporation, trade or business if it and the Company are members of the same controlled group of corporations (as defined in Section 414(b) of the Code) or under common control (as defined in Section 414(c) of the Code).

Section 2.17 ERISA ” means the Employee Retirement Income Security Act of 1974, as amended.

Section 2.18 Good Reason ” means the occurrence of any of the following, without the Participant’s express written consent:

 

  (a) A material reduction of the Participant’s authority, duties or responsibilities;

 

  (b) A material reduction in the Participant’s base compensation (other than a general reduction applicable to substantially all members of the Company’s senior management); or

 

  (c) A material change in the geographic location at which the Participant must perform his or her services; provided that in no instance will the relocation of the Participant to a facility or a location of fifty (50) miles or less from the Participant’s then current office location be deemed material for purposes of this Policy;

provided, however, that before the Participant may resign for Good Reason, (A) the Participant must provide the CEO with written notice within ninety (90) days of the initial event that the Participant believes constitutes “Good Reason” specifically identifying the facts and circumstances claimed to constitute the grounds for the Participant’s resignation for Good Reason and the proposed termination date (which will not be more than forty-five (45) days after the giving of written notice hereunder by the Participant to the CEO), and (B) the Participant’s Employer must have an opportunity of at least thirty (30) days following delivery of such notice to cure the Good Reason condition and the Employer must have failed to cure such Good Reason condition.

 

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Section 2.19 Involuntary Termination of Employment ” means a Participant’s Termination of Employment (i) by his or her Employer for any reason other than for Cause or (ii) by the Participant for Good Reason. Notwithstanding the foregoing, however, an Involuntary Termination of Employment shall not include a termination of a Participant’s employment due to:

 

  (a) the Participant’s death, total and permanent disability or his or her voluntary resignation or retirement (other than for Good Reason); or

 

  (b) the sale or other disposition of any subsidiary, division or business unit of an Employer or the outsourcing of any operations of an Employer if the Participant receives a written offer of comparable employment from the purchaser of such subsidiary, division or business unit or from the entity that acquires the outsourced operations or from any direct or indirect parent, subsidiary or affiliate of such purchaser or entity (a “Successor Employer”) whether or not the Participant accepts such offer of comparable employment.

An offer of employment from a Successor Employer will not be considered to be an offer of “comparable employment” for purposes of (b) unless all of the following conditions are satisfied: (i) the Participant is offered Base Annual Salary and annual cash incentive compensation opportunity in an amount equal to or exceeding 100% of the Participant’s Base Annual Salary and annual cash incentive compensation opportunity immediately prior to the consummation of such transaction, (ii) the Participant is offered employment by the Successor Employer at a principal place of employment that is located not more than fifty (50) miles from the Participant’s office location immediately prior to the consummation of such transaction and (iii) the Successor Employer offers the Participant employment in a position that is not expected to result in a material diminution in the authority, duties or responsibilities the Participant held immediately prior to his or her Termination of Employment, regardless of his or her title or position with the Successor Employer.

Section 2.20 Participant ” means a senior management employee of an Employer who is designated as a Participant in Exhibit A, which is attached to, and will be treated as part of, this Policy. The CEO and the President and Chief Operating Officer of the Company are each hereby authorized to amend Exhibit A from time to time to designate additional senior management employees as Participants hereunder, subject to any requisite review and approval of the Compensation Committee.

Section 2.21 Release ” means a general release of a Participant’s claims against the Company in a form substantially similar to the form attached hereto as Exhibit B; provided, however that the Administrator may modify or replace the form of release in Exhibit B from time to time.

Section 2.22 Severance Benefits ” means the Severance Pay and other benefits payable to an Eligible Participant pursuant to Article IV of this Policy.

Section 2.23 Severance Pay ” means the cash payments made to an Eligible Participant pursuant to Section 4.01 of this Policy.

 

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Section 2.24 Termination of Employment ” or words to similar effect means the Participant’s separation from service (as defined in regulations under Section 409A of the Code) with the Employers.

ARTICLE III.

ELIGIBILITY FOR SEVERANCE BENEFITS

Section 3.01 Eligibility for Severance Benefits . A Participant will become an Eligible Participant who is entitled to receive Severance Benefits under this Policy if, and only if

 

  (a) such Participant’s employment is terminated due to an Involuntary Termination of Employment,

 

  (b) such Participant timely executes a Release within the time frame specified in such Release, and

 

  (c) such Participant does not revoke such Release within the applicable revocation period provided under applicable law for revocation of a release of employment-based claims (including, without limitation, the revocation period specified in the Older Workers Benefit Protection Act applicable to the release of claims under the Age Discrimination in Employment Act).

Notwithstanding the foregoing, a Participant will not be eligible to receive any benefits under this Policy if the Participant is party to a Change in Control Agreement and has a Termination of Employment during a Change in Control Period, it being understood that under those circumstances the terms and conditions for payment of any severance pay or benefits shall be determined in accordance with the terms of such Change of Control Agreement.

Section 3.02 Release . The Company will provide a Participant with an executable form of Release no later than five business days after such Participant’s Involuntary Termination of Employment. The Release will specify the date by which the Release must be executed, which will be no less than less than 21 days and no more than 45 days after the Participant receives an executable copy of the Release, and the applicable revocation period during which the Participant may revoke an executed Release.

ARTICLE IV.

SEVERANCE BENEFITS

An Eligible Participant who satisfies the eligibility requirements set forth in Section 3.01 will receive Severance Pay and other Severance Benefits as provided in this Article IV.

Section 4.01 Severance Pay . Subject to Section 4.03, an Eligible Participant will receive Severance Pay in an amount equal to 130% of his or her Base Annual Salary payable in equal semi-monthly installments over a twelve (12) month period in accordance with the Employer’s regular payroll schedule commencing as of the Eligible Participant’s Termination of Employment.

 

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Notwithstanding the foregoing, the payment of any Severance Pay that is otherwise due and payable to an Eligible Participant prior to the expiration of the applicable revocation period specified in the Release shall be suspended and shall not be paid to the Eligible Participant until the expiration of such revocation period. The payments suspended pursuant to this paragraph will be paid in a lump sum as soon as practicable after the applicable revocation period expires; provided that the Eligible Participant has not revoked the Release during such applicable revocation period.

Section 4.02 COBRA Continuation Coverage . The Eligible Participant’s Employer shall pay the COBRA Premiums for the Participant’s group health continuation coverage under COBRA during the period specified below at the same level of health coverage and benefits as in effect for on the day immediately preceding the date of termination; provided, however, that the Eligible Participant (or his or her dependent(s), as applicable) remains a qualified beneficiary, as defined in Section 4980(B)(g)(1) of the Code and elects continuation coverage pursuant to COBRA, within the time period prescribed pursuant to COBRA. The Employer will pay such COBRA Premiums on behalf of the Eligible Participant and his or her eligible dependents until the earlier of the end of the 12-month period following the Eligible Participant’s Termination of Employment or the date such COBRA continuation coverage expires. The Eligible Participant (or his or her eligible dependent(s), as applicable) will be responsible for the payment of COBRA Premiums for the COBRA continuation coverage, if any, that continues after the end of the 12-month period.

Section 4.03 Compliance with Section 409A of the Code .

 

  (a) The portion, if any, of the Severance Pay and Severance Benefits payable to the Eligible Participant pursuant to this Policy that constitutes deferred compensation for purposes of Section 409A of the Code shall be referred herein as the “Deferred Compensation Separation Benefits.” Notwithstanding any provision in this Policy to the contrary:

 

  (i) If the Eligible Participant’s Termination of Employment occurs on or after November 1 of any calendar year, any such Deferred Compensation Separation Payments that would otherwise be payable to the Eligible Participant pursuant to this Policy during the calendar year in such Termination of Employment occurs shall be suspended until the first payroll date of the following calendar year; and

 

  (ii) If the Eligible Participant is a “specified employee” (as defined in Treasury Regulation Section 1.409A-1(i)) at the time of the Eligible Participant’s Termination of Employment, any such Deferred Compensation Separation Payments that are otherwise payable to the Eligible Participant pursuant to this Policy during the period commencing on the Eligible Participant’s Termination of Employment and ending on the earlier of the (x) the date that is six (6) months and one (1) day following the date of the Eligible Participant’s Termination of Employment or (y) the date of the Eligible Participant’s death (the “Section 409A Specified Employee Suspension Period”) will be suspended until the first payroll date that occurs on or after the end of the Section 409A Specified Employee Suspension Period.

 

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  (b) For purposes of determining the portion, if any, of the Severance Pay and Severance Benefits that are Deferred Compensation Separation Benefits, any Severance Pay or Severance Benefits amount paid under this Policy that satisfies the requirements of the “short-term deferral” rule set forth in Treasury Regulation Section 1.409A-1(b)(4) or the “separation pay” exception set forth in Treasury Regulation Section 1.409A-1(b)(9)(iii) or (v) shall not constitute Deferred Compensation Separation Benefits for purposes of this Section 4.03, and consequently shall be paid to the Eligible Participant in accordance with Sections 4.01 and 4.02 of this Policy without regard to this Section 4.03(a). Each payment and benefit payable under this Policy is intended to constitute a separate payment made for purposes of Section 1.409A-2(b)(2) of the Treasury Regulations.

 

  (c) The foregoing provisions are intended to comply with the requirements of Section 409A of the Code so that none of the Severance Pay or Severance Benefits provided hereunder will be subject to the additional tax imposed under Section 409A of the Code, and any ambiguities herein will be construed to so comply.

Section 4.04 Death of an Eligible Participant . If an Eligible Participant dies after having satisfied all of the eligibility conditions set forth in Section 3.01 and before the end of the Severance Period, any remaining Severance Pay will continue to be paid to the beneficiary designated by the Participant to the Company, in writing and the Participant’s dependents will continue to receive Severance Benefits in accordance with Section 4.02 for the remainder of the Severance Period. If a Participant has not designated a beneficiary (or if the beneficiary does not survive the Participant), the remaining Severance Pay, if any, will be paid to the Eligible Participant’s estate.

Section 4.05 Violation of Post-Employment Obligations and Covenants . Notwithstanding any provision in this Policy to the contrary, if any Eligible Participant breaches the terms of any Confidential Information Agreement with the Company, such Eligible Employee shall immediately forfeit any and all rights he or she may have to any unpaid Severance Pay and other Severance Benefits hereunder and such Eligible Participant shall return to the Company any Severance Pay previously received under this Policy, net of any United States federal, state or local or foreign taxes previously paid by the Eligible Participant on such Severance Pay.

ARTICLE V.

POLICY ADMINISTRATION

This Policy shall be administered by the Administrator. The Administrator shall have the discretionary authority to determine eligibility for Severance Benefits under this Policy and to construe the terms of this Policy, including the making of factual determinations. Benefits under this Policy shall be paid or provided only if the Administrator determines that Participant is entitled to such benefits under the terms of this Policy. The decisions of the Administrator shall be final and conclusive with respect to all questions concerning administration of this Policy. The Administrator may, in its discretion, delegate all or a portion of its duties under this Policy to the CEO; provided, however, that the Committee’s express approval is required for the payment of any compensation or benefits as a result of any Participant’s Termination of Employment that are not Accrued Obligations or otherwise authorized under this Policy. The actions of the CEO with respect to his or her delegated duties shall be treated as if such actions were taken by the Administrator.

 

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ARTICLE VI.

CLAIMS PROCEDURE

Section 6.01 Filing a Claim . No formal claim for benefits shall be required for Severance Benefits to be paid or provided under this Policy. The Administrator will inform any Participant upon his or her Involuntary Termination of Employment that such Participant will be eligible for Severance Benefits under this Policy if the Participant satisfies the conditions set forth in Section 3.01. However, any individual who believes he or she is eligible for Severance Benefits under this Policy that have not been provided (a “Claimant”) may submit a written claim (“Claim”) for Severance Benefits to the Administrator. A Claimant shall have no right to seek review of a denial of Severance Benefits, or to bring any legal action or proceeding to enforce a Claim, prior to filing a Claim and exhausting his or her administrative remedies under this Article VI. When a Claim has been filed properly, the Administrator shall evaluate it and shall notify the Claimant of the approval or the denial of the Claim within 90 days after the Administrator receives such Claim unless special circumstances require an extension of time for processing the Claim. If such an extension of time for processing is required, the Administrator shall furnish the Claimant with written notice of the extension prior to the termination of the initial 90-day period. The notice of extension will specify the special circumstances requiring an extension and the date by which a final decision will be reached. The extension may not exceed 180 days after the date on which the Claim was initially filed. The Administrator shall provide the Claimant with a written notice advising the Claimant as to whether the Claim is granted or denied, in whole or in part. If a Claim is denied, in whole or in part, the notice will contain (a) the specific reasons for the denial, (b) references to pertinent provisions of this Policy upon which the denial is based, (c) a description of any additional material or information, if any, that is necessary to perfect the Claim and an explanation of why such material or information is necessary, and (d) the Claimant’s right to seek review of the denial.

Section 6.02 Review of Claim Denial . If a Claim is denied, in whole or in part, the Claimant shall have the right to (a) request that the Committee review the denial, (b) review pertinent documents, and (c) submit issues and comments in writing, provided that the Claimant files a written request for review with the Committee within 60 days after the date on which the Claimant received written notification of the denial. Within 60 days after a request for review is received, the Committee shall review the Claim and advise the Claimant in writing of the Committee’s decision on review. If special circumstances require an extension of time for processing the review, the Committee shall provide the Claimant with written notice within the initial 60-day review period specifying the reasons for the extension and when such review shall be completed. The extension of the review period may not exceed 120 days after the date on which the request for review was filed. The Committee shall notify the Claimant of its decision on review in writing, which will include specific reasons for the decision and reference to the provisions of this Policy upon which the decision is based. A decision on review shall be final and binding on all persons for all purposes.

 

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ARTICLE VII.

AMENDMENT AND TERMINATION

The Board or the Committee reserves the right to amend this Policy (including Exhibit A) from time to time or to terminate this Policy; provided, however, that no such amendment or termination shall reduce the amount of Severance Pay or Severance Benefits payable to any Eligible Participant with respect to any Involuntary Termination of Employment that occurs prior to the first anniversary of the date the Board authorizes and approves the amendment or termination of this Policy. This Policy may not be amended, modified or terminated in a manner that would subject any Participant to taxation of his or her Severance Pay or any other Severance Benefits under Section 409A(a)(1) of the Code.

ARTICLE VIII.

MISCELLANEOUS

Section 8.01 Accrued Obligations . Notwithstanding any provision in this Policy to the contrary, a Participant who has a Termination of Employment shall receive all of the Accrued Obligations to which such Participant is entitled in accordance with the Company’s customary payroll practices and/or the terms of any applicable plan, program, policy or arrangement maintained by the Company without regard to whether the Participant is or may become entitled to any Severance Pay or Severance Benefits under this Policy.

Section 8.02 No duty to Mitigate . An Eligible Participant will not be required to mitigate the amount of any payment contemplated under this Policy, nor will any earnings that the Eligible Participant may receive from any other source reduce any payments due under this Policy.

Section 8.03 Successors and Assigns . The obligations of the Company under this Policy shall be assumed by its successors and assigns.

Section 8.04 Employment Rights . The existence of this Policy shall not confer any legal or other rights upon any employee to continuation of employment. The Company and its subsidiaries reserve the right to terminate any employee with or without cause at any time, notwithstanding the provisions of this Policy.

Section 8.05 Controlling Law . The provisions of this Policy shall be governed, construed and administered in accordance with ERISA. To the extent that ERISA does not apply, the laws of the State of Delaware shall be controlling, other than Delaware law concerning conflicts of law.

Section 8.06 Interests Not Transferable . The interest of persons entitled to Severance Benefits under this Policy are not subject to their debts or other obligations and, except as provided in Sections 4.04 and 8.03 above and Section 8.12 below, as required by federal or state garnishment orders issued to this Policy or any Employer, or as may be required by ERISA, may not be voluntarily or involuntarily sold, transferred, alienated, assigned or encumbered.

Section 8.07 Representations Contrary to this Policy . No officer or employee of the Company or any Employer has the authority to alter, vary or modify the terms of this Policy or the Severance Benefits available to any Eligible Participant without the written consent of the Board

 

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or the Committee. No verbal or written representations contrary to the terms of this Policy and any duly authorized written consent of the Board or Committee shall be binding upon the Company or any Employer.

Section 8.08 Plan Funding . No Participant or beneficiary thereof shall acquire by reason of this Policy any right in or title to any assets, funds, or property of any Employer. Any Severance Benefits that become payable under this Policy are unfunded obligations of the Eligible Participant’s Employer, and shall be paid from the general assets of such Employer. No employee, officer, director or agent of the Company or any Employer guarantees in any manner the payment of Severance Benefits.

Section 8.09 Headings . The headings in this Plan are for convenience of reference and shall not be given substantive effect.

Section 8.10 Gender . Except when the context indicates to the contrary, when used in this Policy, masculine terms shall be deemed to include the feminine.

Section 8.11 Severability . If any provision of this Policy is held illegal or invalid for any reason, the other provisions of this Policy shall not be affected.

Section 8.12 Tax Withholding . Notwithstanding any other provision of this Policy, the Employers may withhold from any and all Severance Benefits such United States federal, state or local or foreign taxes as may be required to be withheld pursuant to any applicable law or regulation.

Section 8.13 Non-Exclusivity of Rights . The terms of this Policy shall not prevent or limit the right of a Participant to receive any base annual salary, pension or welfare benefit, perquisite, bonus or other payment provided by the Company to the Participant, except for such rights as the Participant may have specifically waived in writing. Amounts that are vested benefits or which the Participant is otherwise entitled to receive under any benefit policy or program provided by the Company shall be payable in accordance with the terms of such policy or program.

Section 8.14 Indemnification . The CEO and the individuals serving on the Committee shall be indemnified to the fullest extent permitted by applicable law and the Company’s Bylaws, as amended and/or restated from time to time.

Adopted by the Compensation Committee

on January 29, 2014

 

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EXHIBIT A

ELIGIBILITY TO PARTICIPATE

IN THE

SEVERANCE POLICY

AS OF JANUARY 29, 2014 :

Kae-por Chang

Albert Cooke

Thomas Conway

Ty Bordner

Elliot Brecher

M. Scott Byrnes

Glenn Gorman

Amish Sheth

Stephanie Miles

William Jackowski

Anthony Hardenburgh

 

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EXHIBIT B

FORM OF RELEASE

This is a Waiver and Release (“Release”) between                      (the “Executive”) and Amber Road, Inc. (the “Company”). The Company and the Executive agree that they have entered into this Release voluntarily, and that it is intended to be a legally binding commitment between them.

In consideration for and contingent upon the Executive’s right to receive the Severance Pay and Severance Benefits described in Article IV of the Amber Road, Inc. Management Severance Policy (the “Severance Policy”) and this Release, the Executive hereby agrees as follows:

1. General Waiver and Release . Except as provided in Paragraphs 2 and 5 below, the Executive and any person acting through or under the Executive hereby release, waive and forever discharge the Company, its past and present subsidiaries and affiliates, and their respective successors and assigns, and their respective past and present officers, directors, shareholders, employees and agents of each of them (collectively the “Released Parties” and individually a “Released Party”), from any and all claims, demands, actions, liabilities and other claims for relief and remuneration whatsoever (including without limitation attorneys’ fees and expenses), whether known or unknown, absolute, contingent or otherwise (each, a “Claim”), arising or which could have arisen up to and including the date of the Executive’s execution of this Release, including without limitation those arising out of or relating to the Executive’s employment or cessation and termination of employment, or any other written or oral agreement, any change in Executive’s employment status, any benefits or compensation, any tortious injury, breach of contract, wrongful discharge (including any Claim for constructive discharge), infliction of emotional distress, slander, libel or defamation of character, and any Claims arising under Title VII of the Civil Rights Act of 1964 (as amended by the Civil Rights Act of 1991), the Americans With Disabilities Act, the Rehabilitation Act of 1973, the Equal Pay Act, the Older Workers Benefits Protection Act, the Age Discrimination in Employment Act, the Employee Retirement Income Security Act of 1974, or any other federal, state or local statute, law, ordinance, regulation, rule or executive order, any tort or contract claims, and any of the claims, matters and issues which could have been asserted by the Executive against any Released Party in any legal, administrative or other proceeding. The Executive agrees that if any action is brought in his or her name before any court or administrative body, the Executive will not accept any payment of monies in connection therewith.

2. Nothing in this Release shall limit or impede the Executive’s right to file or pursue an administrative charge with, or participate in, any investigation before the Equal Employment Opportunity Commission (“EEOC”), or any similar local, state or federal agency, or, to file a claim for unemployment compensation benefits, and/or any causes of action which by law the Executive may not legally waive. The Executive agrees, however, that if the Executive or anyone acting on the Executive’s behalf, brings any action concerning or related to any cause of action or liability released in this Release, the Executive waives any right to, and will not accept, any payments, monies, damages, or other relief, awarded in connection therewith.

3. The Executive agrees that the Severance Pay and Severance Benefits provided pursuant to Article IV of the Severance Policy are conditioned upon the Executive’s continued compliance with the terms of any Confidential Information Agreement (as defined in the Severance Policy) by and between Executive and the Company. In the event that the Executive breaches the terms of any Confidential Information Agreement with the Company, the Executive shall immediately forfeit any and all rights the Executive may have to any unpaid Severance Pay and other Severance Benefits under the Severance Policy and the Executive shall return to the Company any Severance Pay previously received, net of any net of any United States federal, state or local or foreign taxes previously paid by the Executive on such Severance Pay.

 

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4. THE COMPANY AND THE EXECUTIVE AGREE THAT THE SEVERANCE PAY AND SEVERANCE BENEFITS DESCRIBED IN THE SEVERANCE POLICY ARE CONTINGENT UPON THE EXECUTIVE SIGNING THIS RELEASE. THE EXECUTIVE FURTHER UNDERSTANDS AND AGREES THAT IN SIGNING THIS RELEASE, EXECUTIVE IS RELEASING POTENTIAL LEGAL CLAIMS AGAINST THE COMPANY. THE EXECUTIVE UNDERSTANDS AND AGREES THAT IF EXECUTIVE DECIDES NOT TO SIGN THIS RELEASE, OR IF EXECUTIVE REVOKES THIS RELEASE, THAT EXECUTIVE WILL NOT BE ENTITLED TO RECEIVE ANY SEVERANCE PAY OR SEVERANCE BENEFITS UNDER THE SEVERANCE POLICY.

5. The waiver contained in Paragraphs 1 and 2 above does not apply to:

 

  (i) Any Accrued Obligations, as defined in Section 2.01 of the Severance Policy;

 

  (ii) Any rights or claims that may arise under the Age Discrimination in Employment Act after the date that Executive signs this Release; and

 

  (iii) Any right to indemnification by the Company or to coverage under directors and officers liability insurance to which Executive is otherwise entitled in accordance with the Company’s articles of incorporation or by-laws or other agreement between the Executive and the Company.

6. EXECUTIVE ACKNOWLEDGES THAT HE OR SHE HAS READ AND IS VOLUNTARILY SIGNING THIS RELEASE. EXECUTIVE ALSO ACKNOWLEDGES THAT EXECUTIVE IS HEREBY ADVISED TO CONSULT WITH AN ATTORNEY, HAS BEEN GIVEN AT LEAST [21][45] DAYS TO CONSIDER THIS RELEASE BEFORE THE DEADLINE FOR SIGNING IT, AND UNDERSTANDS THAT EXECUTIVE MAY REVOKE THE RELEASE WITHIN SEVEN (7) DAYS AFTER SIGNING IT. IF NOT REVOKED WITHIN SUCH PERIOD, THIS RELEASE WILL BECOME EFFECTIVE ON THE EIGHTH (8) DAY AFTER IT IS SIGNED BY EXECUTIVE.

BY SIGNING BELOW, BOTH THE COMPANY AND EXECUTIVE AGREE THAT THEY UNDERSTAND AND ACCEPT EACH PART OF THIS RELEASE.

 

EXECUTIVE       AMBER ROAD, INC.

 

    By:  

 

[Name of Executive]     Its:  

 

Date  

 

      Date:  

 

 

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Exhibit 10.23

 

LOGO

August 30, 2013

Mr. Kae-por Chang

EasyCargo (Shanghai) Co., Ltd.

2/F Building 2

350 Xianxia Road Shanghai, PRC 200336

Re: Offer of Continued Employment

Dear Kae-por:

Pursuant to the acquisition of 100% of the shares of Sunrise International, Ltd through a Share Purchase Agreement, dated September 3, 2013 (the “SPA”), by Amber Road, Inc. (“Amber Road”), I am pleased to present our offer for your employment with EasyCargo (Shanghai) Co. Ltd. (the “Company”) in the role of Managing Director, China (with a Chinese title of                     ) for a term of five (5) years. This offer is to be effective on the closing date of the SPA and on or as soon as practicable following the same date, the Company will enter into a new employment contract with you, which will be prepared according to the terms of this offer. It is considered that you accept this offer and agree to sign such new employment contract, subject to your determination in your reasonable discretion that its terms are not less advantageous to you than the terms of this offer, with your signature below and the delivery of the other items discussed in this letter.

Responsibilities : Your responsibilities are summarized in the table below. You are expected to work closely with the Amber Road executives listed in the table in order to synchronize our efforts to achieve our goals. The time allocations listed in the table are only rough estimates aimed at setting your expectations and understanding your role. The actual time you spend in any given month may differ depending on business circumstances. We expect that we will work on a transition to this role over the balance of 2013 and be fully in place by January 1, 2014. Refer to Exhibit D of the Share Purchase Agreement, dated                     , for more information concerning operating guidelines.

 

Name    Kae-por Chang
Title    Managing Director, China
Reports to    President, Amber Road
Member of    Senior MgtTeam (SMT)


Time
Allocation

    

Daily Activity

  

%

    

Coordinate
with

  

Note

80%      General & Administrative    5      CFO    CFO to directly run G&A; He may request Kae-por’s assistance from time to time.
     Marketing    0      VP-Mktg    Time allocation exception for Kae-por to speak at conferences and seminars.
     Sales    10%      VP-Sales    KP is senior customer contact in China; VP-Sales will set strategy and determine deal tactics with input from Kae-por.
     Prof Svc/Support    15%      COO    Kae-por directly runs this department per standard practices established in agreement with COO.
     Product Mgt/Eng - China    70%      VP-Eng/COO    Kae-por is primary leader for product mgt and engineering in China. He will consult with VP-Engineering and COO on all projects and will utilize Amber Road technologies wherever possible.
     Hosting    0%      CTO    CTO has sole responsibility.

 

Time
Allocation

    

Strategic Activity

  

%

  

Network
with

  

Note

20%      Product Mgt - All GTM    50%    SMT    Kae-por will be required to attend planning session in the USA from time to time, as well as participate in late evening conference calls.
     Business Dev - China    10%      
     Corp Communications    10%      
     Strategy - All GTM    30%      

Base Salary : Your starting salary will be 94,041.67 RMB payable monthly, which is equivalent to 1,128,500 RMB on an annual basis, subject to applicable deductions. We expect that your salary and performance will be reviewed periodically and you may receive an increase, as decided by the Amber Road COO at his sole discretion.

Incentive Compensation Plan : For 2013 and beyond, Amber Road may develop incentive programs for you that are consistent with your role and responsibilities in the Company and a member of Amber Road’s SMT. Any incentive compensation plan will be determined solely at Amber Road’s COO discretion. Your annual at-target incentive bonus is set at 366,000 RMB. For 2013, your bonus will be tied to the COO’s determination that you achieved the objectives and delivered the deliverables, which will be outlined in September, for a 90-day integration plan between Company and Amber Road. The method and manner by which your incentive compensation is administered will be consistent with other members of the senior management team, although your specific objectives may be different given your role. The bonus amount shall be paid within 90 days of year-end, or in accordance with the payment schedule of other members of the Senior Management Team, if shorter.


Stock Options : Upon your employment, and contingent upon the Amber Road’s board of directors approval, you will be granted stock options to purchase 100,000 common shares in the Amber Road, subject to the price, terms and conditions of Amber Road’s stock option agreement and stock option plan.

Benefits : You are eligible for the following benefits: (a) Taiwanese Healthcare cost reimbursement up to $200 per month for you and your family, (b) twelve round-trip airline tickets per year between Shanghai and Taipei, booked in coach, (c) use of Company automobile while in Shanghai, (d) reimbursement for the expenses you incur for your tax filing by Ernst & Young, and (e) such other benefits as are provided to all other members of the SMT, provided they can be affordably offered in China.

Vacation and Sick Days : You will be entitled to 20 vacation and 5 sick days each full year while you are employed by Company. Amber Road has a policy that does not allow employees to carry over unused vacation from one year to the next and should you leave the Company any unused vacation will be forfeited.

Other Arrangements : Please understand that this offer of employment is contingent on your agreement to and execution of a Confidential Information, Assignment of Rights, Non-solicitation, and Non-competition Agreement. Lastly, enclosed with this letter is the Amber Road’s Business Conduct Guidelines and related Letter of Understanding, which you are required to read, acknowledge, sign, and abide by.

The terms of this letter are confidential.


We hope to welcome you to Amber Road and are excited about the contribution you can make to our success. If you have any additional questions or concerns, please contact me directly.

 

Sincerely,
AMBER ROAD, INC.

/s/ James W Preuninger

James W Preuninger
CEO

 

Accepted and Agreed to:

/s/ Kae-por Chang

Kae-por Chang

Exhibit 23.1

Consent of Independent Registered Public Accounting Firm

The Board of Directors

Amber Road, Inc.:

We consent to the use of our report dated February 10, 2014, except as to the effects of the reverse stock split described in Note 15, which is as of March 4, 2014, included herein and to the reference to our firm under the heading “Experts” in the prospectus.

/s/ KPMG LLP

Philadelphia, Pennsylvania

March 5, 2014