• Third quarter total revenue of $39.2 million
• Exceeded Q3 2023 profitability targets
• Launching new AI-powered solution, ACE, “Analytics and Content Engine”
• Continued to execute on capital return program; returned approximately $25 million to stockholders in Q3

ON24 (NYSE: ONTF), a leading sales and marketing platform for B2B digital engagement, today announced financial results for the third quarter ended September 30, 2023.

“We are pleased with our performance for the third quarter. We delivered results ahead of guidance across all metrics, and despite the tough macroeconomic environment, we see positive momentum in our business. We are focused on executing against our strategic growth pillars, and are excited to be launching ACE, our new AI-powered Analytics and Content Engine. ACE will be available across our platform and will fuel the next generation of our customers’ experiences,” said Sharat Sharan, co-founder and CEO of ON24. “The progress we have made internally, coupled with signs of stability in the renewal base, give us the confidence to raise our full year 2023 guidance. We believe that we are well positioned for growth in 2024.”

Third Quarter 2023 Financial Highlights

• Revenue:
  • Revenue from our Core Platform, including services, was $38.1 million.
  • Total revenue was $39.2 million.
• ARR:
  • Core Platform ARR of $136.5 million as of September 30, 2023.
  • Total ARR of $140.2 million as of September 30, 2023.

• GAAP Operating Loss was $14.1 million, compared to GAAP operating loss of $14.8 million in the third quarter of 2022.
• Non-GAAP Operating Loss was $1.1 million, compared to non-GAAP operating loss of $3.6 million in the third quarter of 2022.
• GAAP Net Loss was $11.5 million, or $(0.26) per diluted share, compared to GAAP net loss of $14.4 million, or $(0.30) per diluted share in the third quarter of 2022.
• Non-GAAP Net Income was $1.5 million, or $0.03 per diluted share, compared to a non-GAAP net loss of $3.3 million, or $(0.07) per diluted share in the third quarter of 2022.
• Adjusted EBITDA was $0.1 million.
• Cash Flow: Net cash used in operating activities was $2.9 million, compared to $3.5 million used in operating activities in the third quarter of 2022. Free cash flow was negative $3.2 million for the quarter, compared to negative $4.2 million in the third quarter of 2022.
• Cash, Cash Equivalents and Marketable Securities totaled $213.7 million as of September 30, 2023.

For more information regarding non-GAAP operating income (loss), non-GAAP net income (loss) and free cash flows, see the section titled “Non-GAAP Financial Measures” below. For reconciliations of these non-GAAP financial measures to the most directly comparable GAAP financial measure, see the tables at the end of this press release.

Recent Business Highlights:

• Fueling the next generation of the ON24 platform with the launch of ACE, a new AI-powered Analytics and Content Engine that is currently in Beta.
• Continued focus on differentiation as an enterprise-grade, secure platform achieving ISO certifications that demonstrate a continued commitment to security and privacy protections.
• Gained traction with highly regulated industries to enable mission-critical go to market use cases with an aggregate YoY ARR growth in these use cases in the high single digits. These use cases include healthcare professional engagement, member enrollment and continuing professional education and certification.
• Recognized by the third-party tech analyst firm, Research in Action, as the top-ranking platform globally for greatest breadth and depth of solution offering and highest customer satisfaction and price-vs-value ratio.

Financial Outlook

For the fourth quarter of 2023, ON24 expects:

• Core Platform Revenue, including services, to be in the range of $35.8 million to $36.8 million.
• Total revenue of $36.8 million to $37.8 million.
• Non-GAAP operating loss of $1.4 million to $0.8 million.
• Non-GAAP net income per share of $0.01 to $0.02 using approximately 45.8 million diluted shares outstanding.
  • Restructuring charge of $0.4 million to $0.8 million, excluded from the Non-GAAP amounts above.

For the full year 2023, ON24 now expects:

• Core Platform Revenue, including services, to be in the range of $155.6 million to $156.6 million.
• Total revenue of $161.2 million to $162.2 million.
• Non-GAAP operating loss of $7.5 million to $6.9 million.
• Non-GAAP net income per share of $0.04 to $0.06 per share using approximately 49.2 million diluted shares outstanding.

Conference Call Information

ON24 will host a conference call and live webcast for analysts and investors today at 2:00 p.m. Pacific Time. Parties in the United States can access the call by dialing (877) 497-9071 or +1 (201) 689-8727.

A webcast and management’s prepared remarks for today’s call will be accessible on ON24’s investor relations website at investors.on24.com. Approximately one hour after completion of the live call, an archived version of the webcast will be available on the Company’s investor relations website.

Definitions of Certain Key Business Metrics

Core Platform: The ON24 Core Platform products include:

ON24 Elite: live, interactive webinar experience that engages prospective customers in real-time and can be made available in an on-demand format.

ON24 Breakouts: live breakout room experience that facilitates networking, collaboration and interactivity between users.

ON24 Forums: live, interactive experience that facilitates video-to-video interaction between presenters and audiences.

ON24 Go Live: live, interactive video event experience that enables presenters and attendees to engage face-to-face in real-time and can also be made available in an on-demand format.

ON24 Engagement Hub: always-on, rich multimedia content experience that prospective customers can engage anytime, anywhere.

ON24 Target: personalize and curate, rich landing page experience that engages specific segments of prospective customers to drive desired action.

Annual Recurring Revenue (“ARR”): ARR is calculated as the sum of the annualized value of our subscription contracts as of the measurement date, including existing customers with expired contracts that we expect to be renewed. Our ARR amounts exclude professional services, overages from subscription customers and Legacy revenue.

Non-GAAP Financial Measures

In addition to our results determined in accordance with generally accepted accounting principles in the United States, or “GAAP”, we consider our non-GAAP operating income (loss), non-GAAP net income (loss) and free cash flow in evaluating our operating performance. We define non-GAAP operating income (loss) as net income (loss) excluding, interest expense, other (income) expense, net, income tax, stock-based compensation, amortization of acquired intangible assets, shareholder activism related costs, restructuring costs, charges for underutilized real estate, and certain other costs. We define non-GAAP net income (loss) as net income (loss) excluding stock-based compensation, amortization of acquired intangible assets, shareholder activism related costs, restructuring costs, charges for underutilized real estate, and certain other costs. We define free cash flow as net cash provided by (used in) operating activities, less purchases of property and equipment.

We use non-GAAP operating income (loss) and non-GAAP net income (loss) to evaluate our ongoing operations and for internal planning and forecasting purposes, and we use free cash flow to measure and evaluate cash generated through normal business operations. We believe non-GAAP operating income (loss) and non-GAAP net income (loss) may be helpful to investors because they provide consistency and comparability with past financial performance. We believe free cash flow may be helpful to investors because it reflects that some purchases of property and equipment are necessary to support ongoing operations, while providing a measure of cash available to acquire customers, expand within existing customers and otherwise pursue our business strategies.

However, these non-GAAP financial measures are each presented for supplemental informational purposes only, have limitations as analytical tools and should not be considered in isolation or as a substitute for financial information presented in accordance with GAAP. Non-GAAP financial measures have no standardized meanings prescribed by GAAP and are not prepared under a comprehensive set of accounting rules or principles. In addition, other companies, including companies in our industry, may calculate similarly-titled non-GAAP financial measures differently or may use other measures to evaluate their performance, all of which could reduce the usefulness of our non-GAAP financial measure as a tool for comparison.

We do not provide a quantitative reconciliation of the forward-looking non-GAAP financial measures included in this press release to the most directly comparable GAAP measures due to the high variability and difficulty to predict certain items excluded from these non-GAAP financial measures; in particular, the effects of stock-based compensation expense, and restructuring and transaction expenses. We expect the variability of these excluded items may have a significant, and potentially unpredictable, impact on our future GAAP financial results.

Reconciliations of these non-GAAP financial measures to their most directly comparable GAAP financial measure are included in the tables at the end of this press release.

Forward-Looking Statements

This document contains “forward-looking statements” under applicable securities laws. Such statements can be identified by words such as: “outlook,” “expect,” “convert,” “believe,” “plan,” “future,” “may,” “should,” “will,” and similar references to future periods. Forward-looking statements include express or implied statements regarding our expected financial and operating results, the execution of our capital return program, the size of our market opportunity, the success of our new products and capabilities, including our new AR-powered Analytics and Content Engine, and other statements regarding our ability to achieve our business strategies, growth, or other future events or conditions. Such statements are based on our current beliefs, expectations, and assumptions about future events or conditions, which are subject to inherent risks and uncertainties, including our ability to attract new customers and expand sales to existing customers, decline in our growth rate; fluctuation in our performance, our history of net losses and expected increases in our expenses; competition and technological development in our markets and any decline in demand for our solutions; our ability to expand our sales and marketing capabilities and otherwise achieve our growth; the impact of the resumption of in-person marketing activities on our customer growth rate; disruptions or other issues with our technology or third-party services; compliance with data privacy, import and export controls, customs, sanctions and other laws and regulations; intellectual property matters; and matters relating to our common stock, along with the other risks and uncertainties discussed in the filings we make from time to time with the Securities and Exchange Commission. Actual results may differ materially from those indicated in forward-looking statements, and you should not place undue reliance on them. All statements herein are based only on information currently available to us and speak only as of the date hereof. Except as required by law, we undertake no obligation to update any such statement.

About ON24

ON24 is on a mission to re-imagine how companies engage, understand and build relationships with their audience in a digital world. Through our leading sales and marketing platform for digital engagement, businesses use our portfolio of webinar, virtual event and content experiences to drive engagement and generate first-party data, delivering revenue growth across the enterprise – from demand generation to customer success to partner enablement.

ON24 powers digital engagement for industry-leading customers worldwide, including 3 of the 5 largest global technology companies, 3 of the 6 largest US banks, 3 of the 5 largest global healthcare companies, and 3 of the 5 largest global industrial manufacturers, enabling organizations to reach millions of professionals a month for billions of engagement minutes per year with all the first-party data being captured, generated and integrated from one place. ON24 is headquartered in San Francisco with global offices in North America, EMEA, and APAC. For more information, visit www.ON24.com.

© 2023 ON24, Inc. All rights reserved. ON24 and the ON24 logo are trademarks owned by ON24, Inc., and are registered in the United States Patent and Trademark Office and in other countries.

ON24, INC.

Condensed Consolidated Balance Sheets

(in thousands)

(Unaudited)

ON24, INC.

Condensed Consolidated Statements of Operations

(in thousands, except share and per share data)

(Unaudited)

(1) Includes stock-based compensation as follows:

(2) Research and development expense includes amortization of acquired intangible asset of $142 thousand and $419 thousand for the three and nine months ended September 30, 2023, respectively, and $148 thousand and $285 thousand for the three and nine months ended September 30, 2022, in connection with the Vibbio acquisition in April 2022.

(3) General and administrative expense for the three and nine months ended September 30, 2023 includes fees related to shareholder activism of nil and $2,656 thousand, respectively.

(4) The results of operations for the three and nine months ended September 30, 2023 includes restructuring costs, which primarily represent severance and related expense due to restructuring activities, and impairment charges on our headquarters lease, as follows:

The results of operations for the three and nine months ended September 30, 2022 includes restructuring costs, which primarily represent severance and related expense due to restructuring activities.

ON24, INC.

Condensed Consolidated Statements of Cash Flows

(In thousands)

(Unaudited)

ON24, INC.

Reconciliation of GAAP to Non-GAAP Results

(in thousands, except share and per share data)

(Unaudited)

Reconciliation of gross profit and gross margin

Reconciliation of operating expenses

ON24, INC.

Reconciliation of GAAP to Non-GAAP Results

(in thousands, except share and per share data)

(Unaudited)

Reconciliation of net loss to non-GAAP operating loss

Reconciliation of net loss to Adjusted EBITDA

Reconciliation of net loss to non-GAAP net income (loss)

ON24, INC.

Reconciliation of GAAP to Non-GAAP Results

(in thousands, except share and per share data)

(Unaudited)

Reconciliation of GAAP to Non-GAAP basic and diluted net income (loss) per share

ON24, INC.

Reconciliation of GAAP to Non-GAAP Results

(in thousands)

(Unaudited)

Reconciliation of GAAP Cash Flow from Operating Activities to Free Cash Flow

ON24, INC.

Revenue

(in thousands)

(Unaudited)