Connecture Reports Financial Results for Fourth Quarter and Full Year 2015

BROOKFIELD, Wis., March 14, 2016 (GLOBE NEWSWIRE) -- Connecture, Inc. (Nasdaq:CNXR), a provider of web-based information systems used to create health insurance marketplaces, today announced financial results for the quarter and full year ended December 31, 2015.

“The fourth quarter of 2015 capped an important year for Connecture, highlighted by strong overall financial performance and many other accomplishments that position us well for the future,” remarked Jeff Surges, CEO of Connecture. “During 2015 we extended our contract and expanded our customer base by approximately 20%, including 13 new health plans and eight private exchange clients. And on the delivery side, we successfully completed a number of important customer implementations as part of the annual enrollment cycle, including a significant payvider organization, Memorial Hermann, and one of our largest implementations in the Company’s history with United Healthcare, which will contribute to our growth story going forward.”

Surges added, “The $52 million investment we separately announced today, led by Francisco Partners, when closed, will not only provide us capital to support continued growth and product innovation, but also provides us with a partner that brings a wealth of relevant healthcare experience and resources to our company.”

Full Year 2015 Results

  • Total revenue was $95.8 million, increasing 13.3% compared to $84.6 million in 2014. Excluding the Enterprise State segment, which was approximately 14% of total 2015 revenue, revenue increased approximately 31% over full year 2014.
  • Adjusted gross margin was $49.9 million, or 52.1% of total revenue, increasing 38.1% compared to $36.2 million, or 42.8% of total revenue, in 2014.
  • Operating loss was ($1.5) million, narrowing significantly from an operating loss of ($4.3) million in 2014.
  • Net loss was ($7.3) million, compared to net loss of ($10.2) million in 2014.
  • Adjusted EBITDA was $8.3 million, compared to Adjusted EBITDA of $1.3 million in 2014.

Fourth Quarter 2015 Financial Results

  • Total revenue was $29.1 million, increasing 4.7% compared to $27.8 million in the fourth quarter of 2014. Excluding the Enterprise State segment, which was approximately 6.3% of total fourth quarter 2015 revenue, revenue growth was approximately 24% over the same period the prior year.
  • Adjusted gross margin was $17.6 million, or 60.3% of total revenue, increasing 20.4% compared to $14.6 million, or 52.4% of total revenue, in the fourth quarter of 2014.
  • Operating income was $5.9 million, compared to operating income of $6.0 million in the fourth quarter of 2014.
  • Net income was $4.3 million, compared to net income of $4.8 million in the fourth quarter of 2014.
  • Adjusted EBITDA was $8.6 million, increasing 29.4% compared to Adjusted EBITDA of $6.6 million in the fourth quarter of 2014.
  • Cash and cash equivalents at December 31, 2015 totaled $5.4 million, compared to $7.4 million at September 30, 2015. Total liquidity was $14.9 million at December 31, 2015, inclusive of $9.5 million of our unused revolving credit facility.
  • Cash used in operations for the three months ended December 31, 2015 was $1.4 million, improving from cash used in operations of $4.8 million for the same period last year. Of note, while an improvement from the same period last year, cash used in operations for the three months ended December 31, 2015 was affected by the timing of $3.5 million of cash receipts from several large customers which were due in the fourth quarter but not received until the first half of January 2016. Had these payments been received on time, cash generated in the fourth quarter of 2015 would have been $2.1 million.

Recent Business Highlights

  • The contract, which we have supported for the past eleven years, was renewed during the fourth quarter of 2015 for a multi-year period.
  • Notable renewals, upsells and expansions during the fourth quarter included Aetna, BCBS of Massachusetts, BCBS of Michigan, Kaiser and Health Partners.
  • Total contracted backlog at December 31, 2015 was $89.7 million, compared to $82.9 million at September 30, 2015 and $78.2 million at December 31, 2014. The sequential increase from September 30, 2015, was primarily due to the contract renewal, offset by the expected completion of customer deliverables in the fourth quarter of 2015 associated with the open enrollment period.
  • Successful Annual and Open Enrollment launches of over 50 health insurance carriers, many of whom experienced significant volume increases over prior years.
  • Expanded product capabilities including: a new release of our Analytics suite and Executive Dashboard, and new mobile features for the consumer and broker markets, as well as new carrier additions for our Ancillary Store.

Business Outlook

Connecture is providing guidance for full year 2016 as indicated below:

  • Total revenue is expected to be in the range of $100.0 million to $110.0 million.
  • Adjusted EBITDA is expected to be in the range of $10.0 million to $15.0 million.

Conference Call

Connecture’s management will host a conference call at 5:00 p.m. EDT on Monday, March 14, 2016, to discuss the fourth quarter and full year 2015 results. The conference call will be accessible by dialing 877-930-8068 (U.S.) or 253-336-8043 (international) and referencing conference ID 48876082. A live webcast of the conference call will also be available on the investor relations section of the company's website at

Use of Non-GAAP Measures

To provide additional information regarding Connecture’s financial results, Connecture has disclosed in this press release adjusted gross margin and adjusted EBITDA margin, each a non-GAAP financial measure. Connecture defines adjusted gross margin as gross margin before depreciation and amortization expense, as well as stock-based compensation expense. Connecture defines adjusted EBITDA as net income (loss) before net interest, other expense, taxes, depreciation and amortization expense, adjusted to eliminate stock-based compensation and non-cash changes in fair value of contingent consideration and impairments of goodwill, intangible and long-lived assets, if any.

Connecture has included adjusted gross margin and adjusted EBITDA as supplemental financial measures in this press release because they are key measures used by its management and board of directors to understand and evaluate its core operating performance and trends, to prepare and approve its annual budget and to develop short- and long-term operational plans, and because management believes that they provide useful information in understanding and evaluating Connecture’s operating results. However, use of adjusted gross margin and adjusted EBITDA as analytical tools has limitations, and you should not consider them in isolation or as substitutes for analysis of Connecture’s financial results as reported under GAAP. A reconciliation to the closest GAAP measures of these non-GAAP measures is contained in the accompanying tables.

About Connecture

Connecture (NASDAQ:CNXR) is a leading web-based consumer shopping, enrollment and retention platform for health insurance distribution. Connecture offers a personalized health insurance shopping experience that recommends the best fit insurance plan based on an individual's preferences, health status, preferred providers, medications and expected out-of-pocket costs. Connecture's customers are health insurance marketplace operators such as health plans, brokers and exchange operators, who must distribute health insurance in a cost-effective manner to a growing number of insured consumers. Connecture's solutions automate key functions in the health insurance distribution process, allowing its customers to price and present plan options accurately to consumers and efficiently enroll, renew and manage plan members.

Forward-Looking Statements

This press release contains forward-looking statements that involve substantial risks and uncertainties. All statements, other than statements of historical facts, contained in this press release, including statements regarding Connecture’s strategy, future operations, future financial position, ability to close on its $52 million financing, future revenues, projected costs, prospects, plans and objectives of management, are forward-looking statements. The words “anticipate,” “believe,” “estimate,” “expect,” “intend,” “may,” “plan,” “predict,” “project,” “target,” “potential,” “will,” “would,” “could,” “should,” “continue,” and similar expressions are intended to identify forward-looking statements, although not all forward-looking statements contain these identifying words.

These forward-looking statements include, among other things, statements about management’s estimates regarding future market growth, revenues and financial performance and other statements about management’s beliefs, intentions or goals. Connecture may not actually achieve the plans, intentions or expectations disclosed in the forward-looking statements, and you should not place undue reliance on Connecture’s forward-looking statements. These forward-looking statements involve risks and uncertainties that could cause actual results or events to differ materially from the expectations disclosed in the forward-looking statements, including, but not limited to, risks related to (1) Connecture’s ability to successfully implement the strategic relationship with Francisco Partners; (2) Connecture’s ability to manage its growth, including accurately planning and forecasting its financial results and hiring, retaining and motivating employees; (3) the competitive environment for Connecture’s business and the market for Connecture’s solutions; (4) Connecture’s ability to maintain historical contract terms; (5) Connecture’s ability to operate its proprietary software, transition to new platforms and provide innovative and high quality software and services; (6) errors, interruptions or delays in Connecture’s services; (7) breaches of Connecture’s security measures; (8) Connecture’s ability to comply with regulatory requirements; (9) technological and regulatory developments; (10) litigation related to intellectual property and other matters and any related claims, negotiations and settlements; and (11) other risks and potential factors that could affect Connecture’s business and financial results identified in Connecture’s filings with the Securities and Exchange Commission (the “SEC”), including Connecture’s Annual Report on Form 10-K and its quarterly reports on Form 10-Q. The forward-looking statements contained in this press release reflect Connecture’s current views with respect to future events, and Connecture assumes no obligation to update or revise any forward-looking statements except as required by applicable law.

Connecture, Inc.
Condensed Consolidated Statements of Operations and Comprehensive Income (Loss)
(In thousands, except share and per share data)
Three Months Ended
December 31,
Year Ended
December 31,
2015 2014 2015 2014
Revenue $29,139 $27,825 $95,847 $84,579
Cost of revenue (1) 12,732 14,235 50,670 52,431
Gross margin 16,407 13,590 45,177 32,148
Operating expenses:
Research and development (1) 4,860 4,447 22,718 18,125
Sales and marketing (1) 1,993 1,947 9,507 7,729
General and administrative (1) 3,616 1,241 14,439 10,552
Total operating expenses 10,469 7,635 46,664 36,406
Income (loss) from operations 5,938 5,955 (1,487) (4,258)
Other expenses:
Interest expense 1,390 1,705 5,665 5,937
Other expense (income), net 132 (611) 140 (68)
Income (loss) before income taxes 4,416 4,861 (7,292) (10,127)
Income tax expense (93) (77) (51) (33)
Net income (loss) $4,323 $4,784 $(7,343) $(10,160)
Comprehensive income (loss) $4,323 $4,784 $(7,343) $(10,160)
Net income (loss) per common share:
Basic $0.20 0.80 $(0.34) (10.27)
Diluted $0.19 0.30 $(0.34) (10.27)
Weighted-average common shares outstanding:
Basic 21,960,077 4,857,869 21,813,407 1,362,109
Diluted 22,784,888 12,979,040 21,813,407 1,362,109
(1) Cost of revenue and operating expenses include following stock-based compensation expense:
Cost of revenue $184 $31 $922 $123
Research and development 479 18 1,379 78
Sales and marketing 146 7 519 32
General and administrative 585 307 1,892 1,203

Connecture, Inc.
Condensed Consolidated Balance Sheets
(In thousands)

As of

December 31,

As of

December 31,
Current assets:
Cash and cash equivalents $5,424 $28,252
Accounts receivable - net of allowances 10,792 12,128
Prepaid expenses and other current assets 652 1,557
Total current assets 16,868 41,937
Property and equipment, net 2,109 1,892
Goodwill 26,779 26,779
Other intangibles, net 11,392 15,350
Deferred implementation costs 24,565 24,552
Other assets 976 880
Total assets $82,689 $111,390
Liabilities and stockholders' deficit
Current liabilities:
Accounts payable $6,853 $5,737
Accrued payroll and related liabilities 3,560 3,880
Other liabilities 2,188 4,373
Current maturities of debt 1,441 4,479
Deferred revenue 34,049 42,578
Total current liabilities 48,091 61,047
Deferred revenue 18,529 31,159
Long-term debt 46,964 47,627
Other long-term liabilities 285 398
Total liabilities 113,869 140,231
Total stockholders' deficit (31,180) (28,841)
Total liabilities and stockholders' deficit $82,689 $111,390

Connecture, Inc.
Condensed Consolidated Statements of Cash Flows
(In thousands)
Year Ended
December 31,
2015 2014
Cash flows from operating activities:
Net loss $(7,343) $(10,160)
Adjustments to reconcile net loss to net cash used in operating activities:
Depreciation and amortization 5,043 5,101
Stock-based compensation expense 4,712 1,436
Other 970 1,061
Changes in operating assets and liabilities:
Accounts receivable 1,291 8,782
Prepaid expenses and other assets 757 (495)
Deferred implementation costs (13) (4,653)
Accounts payable 1,856 (3,463)
Accrued expenses and other liabilities (2,306) (3,744)
Deferred revenue (21,159) (14,118)
Net cash used in operating activities (16,192) (20,253)
Cash flows from investing activities:
Purchase of property and equipment (1,317) (837)
Net cash used in financing activities (1,317) (837)
Cash flows from financing activities:
Net (repayments) borrowings of debt (4,365) 13,631
Other (954) 33,434
Net cash (used in) provided by financing activities (5,319) 47,065
Net (decrease) increase in cash and cash equivalents (22,828) 25,975
Cash and cash equivalents - beginning of period 28,252 2,277
Cash and cash equivalents - end of period $5,424 $28,252

Connecture, Inc.
Reconciliation of GAAP to Non-GAAP Measures
(In thousands)
Three Months Ended
December 31,
Year Ended
December 31,
2015 2014 2015 2014
Reconciliation from Gross Margin to Adjusted Gross Margin:
Gross margin $16,407 $13,590 $45,177 $32,148
Depreciation and amortization 974 964 3,846 3,892
Stock-based compensation expense 184 31 922 123
Adjusted gross margin $17,565 $14,585 $49,945 $36,163
Reconciliation from Net Income (Loss) to Adjusted EBITDA:
Net income (loss) $4,323 $4,784 $(7,343) $(10,160)
Depreciation and amortization 1,246 1,260 5,043 5,101
Interest expense 1,390 1,705 5,665 5,937
Other expense (income) 132 (611) 140 (68)
Income taxes 93 77 51 33
Stock-based compensation expense 1,394 363 4,712 1,436
Change in fair value of contingent consideration - (951) - (951)
Total net adjustments 4,255 1,843 15,611 11,488
Adjusted EBITDA $8,578 $6,627 $8,268 $1,328

Investor Contact: Peter Vozzo Westwicke Partners, LLC. Phone: 443-213-0500 Media Contact: Carolyn Edwards ReviveHealth Phone: 615-760-3681