Veritone, Inc. 10-Q

Item 2. Management’s Discussion and Analysis of Financial Condition and Results of Operations Forward-Looking Statements The following discussion and analysis of our financial condition and results of operations should be read together with and is qualified in its entirety by reference to the condensed consolidated financial statements and related notes that are included elsewhere in this Quarterly Report on Form 10-Q. This discussion contains 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 discussed under “Risk Factors,” set forth in Part I, Item 1A of our Annual Report on Form 10-K for the year ended December 31, 2023, “Risk Factors,” set forth in Part I, Item 1A of our Quarterly Report on Form 10-Q for the quarter ended June 30, 2024, and any updates thereto set forth in this Quarterly Report on Form 10-Q and our other filings with the Securities and Exchange Commission (“SEC”), including future SEC filings. See “Cautionary Note Regarding Forward-Looking Statements.” Overview Veritone, Inc., collectively with our subsidiaries, referred to as “Veritone,” “Company,” “we,” “our,” and “us,” is a provider of Artificial Intelligence (“AI”) solutions, powered by our proprietary AI operating system, aiWARE™, to deliver differentiated products and solutions to our Commercial Enterprise and Public Sector (which we previously referred to as Government & Regulated Industries) customers. Our Software Products & Services consist of revenues generated from Commercial Enterprise and Public Sector customers using our aiWARE platform and Veritone Hire solutions, any related support and maintenance services, and any related professional services associated with the deployment and/or implementation of such solutions. Our Managed Services consist of revenues generated from Commercial Enterprise customers using our content licensing and representation services, including influencer management and related operations. Through October 17, 2024, we operated a full-service advertising agency through a wholly-owned subsidiary, Veritone One (as defined below), that provided Managed Services to its customers. On October 17, 2024, we sold all of the issued and outstanding equity of Veritone One, LLC (formerly, Veritone One, Inc., referred herein collectively as “Veritone One”) to an affiliate of Insignia Capital Group L.P., pursuant to which, among other things, Purchaser acquired from the Company all of the issued and outstanding equity of Veritone One (such transaction, the “Divestiture”). The historical financial results of Veritone One are reflected in these condensed consolidated financial statements as discontinued operations and, as such, have been excluded from continuing operations for all periods presented on a retrospective basis, unless otherwise stated. During the three and nine months ended September 30, 2024, we generated revenue of $22.0 million and $70.2 million, respectively, as compared to $28.0 million and $72.9 million during the three and nine months ended September 30, 2023, respectively. Our Software Products & Services revenue was $14.7 million during the three months ended September 30, 2024 as compared to $20.4 million for the same period in 2023, while our Managed Services revenue was $7.3 million during the three months ended September 30, 2024 as compared to $7.6 million for the same period in 2023. Our Software Products & Services revenue was $45.5 million during the nine months ended September 30, 2024 as compared to $48.6 million for the same period in 2023, while our Managed Services revenue was $24.7 million during the nine months ended September 30, 2024 as compared to $24.3 million for the same period in 2023. During the three and nine months ended September 30, 2024, no customer represented more than 10% of our consolidated revenue. During the three and three and nine months ended September 30, 2023, our largest customer represented less than 10% and 12%, respectively, of our consolidated revenue. Recent Developments Appointment of Ryan Steelberg as Chairman. Ryan Steelberg, our Chief Executive Officer, was appointed Chairman of the Board, effective January 22, 2024, replacing Chad Steelberg who resigned as Chairman of the Board on the same date. Chad Steelberg continues to serve as a member of our Board. Operational Realignment and Restructuring. During the first quarter of 2024, we enacted certain operational and restructuring initiatives (the “Q1 2024 Restructuring”). As a result of the Q1 2024 Restructuring, we expect to reduce our annualized operating expenses by approximately $13.0 million. We have continued with additional cost reductions in the second half of 2024, which when combined with our Q1 2024 Restructuring, we expect will result in over $40.0 million of net annualized strategic cost reductions. We incurred $3.9 million in one-time severance and transition expenses in connection with the Q1 2024 Restructuring, all of which was paid as of September 30, 2024 and we have incurred approximately $1.4 million in related one-time severance and transition costs for our cost reduction initiatives after the Q1 2024 Restructuring of which $0.3 million was paid as of September 30, 2024. The cumulative results of these initiatives was an approximate 19% reduction in our global workforce. Election of Michael Keithley as a Class I Director . On June 13, 2024, at our 2024 annual meeting of stockholders (the “Annual Meeting”), Michael Keithley was elected as a Class I Director for a three-year term expiring at the Company’s annual meeting of stockholders in 2027. Jeffrey P. Gehl resigned as a member of the Board of Directors immediately prior to the commencement of the Annual Meeting. Divestiture of Media Agency. On October 17, 2024, we consummated the Divestiture for a total purchase price of up to $104.0 million. The Divestiture was strategic, allowing us to focus on our AI solutions, and secondarily to improve our financial liquidity with the net proceeds from the Divestiture. Net proceeds from the transaction were $59.1 million in cash, which reflected the aggregate purchase price of $104.0 32 million, less $18.0 million subject to an earnout described below, $20.3 million of purchase price adjustments, and $6.7 million placed in escrow accounts. We may receive the earnout of up to $18.0 million in cash proceeds based on the achievement of certain net revenue targets by Veritone One between January 1, 2025 and December 31, 2025. On October 22, 2024, we used net cash proceeds from the Divestiture to repay $30.5 million principal amount of our outstanding Term Loan, plus accrued interest and a prepayment premium in the aggregate amount of $3.3 million, and $3.9 million in deal-related expenses. As of October 22, 2024, immediately following the repayment of a portion of our Term Loan, we reported cash on hand of $27.3 million. During the third quarter of 2024, we determined that Veritone One met the criteria to be classified as discontinued operations. As a result, the historical financial results of Veritone One are reflected in our condensed consolidated financial statements herein as discontinued operations and, as such, have been excluded from continuing operations for all periods presented on a retrospective basis, unless otherwise stated. See Note 3 on Discontinued Operations for more information. Opportunities, Challenges and Risks During the nine months ended September 30, 2024 and 2023, we derived our revenue primarily through our Commercial Enterprise customers, and secondarily, through our Public Sector customers. We are a leader in AI-based Software Products & Services. Our proprietary AI operating system, aiWARE, uses machine learning algorithms, or AI models, together with a suite of powerful applications, to reveal valuable insights from vast amounts of structured and unstructured data. Historically, we have derived a large portion of our Software Product & Services revenue from applications we internally developed from our aiWARE platform and actively sell to various customers. While management believes there is a substantial opportunity to increase revenue longer term, current economic conditions have negatively impacted parts of our consumption-based operations and financial results, and there is no certainty that any future investments, which could be significant and include future potential acquisitions, will result in significant enterprise revenue realization or revenue growth when compared with historical revenue. Nevertheless, we continue to see significant opportunities for growth in Software Products & Services and our aiWARE platform sales to existing and newly acquired customers, and where our AI solutions could add near and long-term value in the Public Sector industries and content creation and distribution across the global media and entertainment industry. We believe there are significant near and long-term revenue and growth opportunities from our Software Products & Services. In June 2023, we completed the acquisition of Broadbean, a leader in subscription-based talent acquisition software-as-a-service which has approximately 3,000 subscription-based customers based throughout the world, integrated with over 100 applicant tracking systems (“ATS”) and has direct access to over 2,500 job boards globally. The acquisition of Broadbean was strategic to our growth across our Veritone Hire applications, as we plan in the near term to offer our existing product offerings to Broadbean’s 3,000 customers, including programmatic advertising capabilities. Over the long term, we plan to utilize our AI capabilities to analyze complex data sets through direct access to these ATS, including future integration with aiWARE. In Public Sector markets, we see significant near and long term growth opportunities with customer adoption of our aiWARE platform, including our recently announced iDEMS solution, to facilitate and improve existing and growing demand for more robust digital evidence management systems and services across the entire public safety industry, the U.S. Department of Justice and the Chief Digital and Artificial Intelligence Officer and Department of Defense. However, many enterprise-level opportunities with Public Sector customers can involve long sales cycles, during which we must invest significant time and resources without a guarantee of success. Growing our existing and new Software Products & Services customer base is critical for our success. Software Products & Services revenue decreased by 6.2% during the nine months ended September 30, 2024 as compared to the prior year period due to lower consumption across our Commercial Enterprise customer base, including Amazon and certain one-time software revenue recognized in 2023 that did not recur at the same rate in 2024, partially offset by the addition of Broadbean in the second quarter of 2023. During the nine months ended September 30, 2024, no customer represented more than 10% of our consolidated revenue as compared to one customer that represented 12% of our consolidated revenue during the nine months ended September 30, 2023. As a result of the recent pullback in the macroeconomic environment caused by high inflation, high interest rates, higher unemployment and geopolitical factors including the Russia-Ukraine conflict and the war in Israel, some of our customers reduced consumption-based spending across our Commercial Enterprise customer base, namely from our Veritone Hire solutions. As of September 30, 2024, our total Software Products & Services customers declined to 3,291, which was a decrease of 6.9% as compared to the end of the third quarter of 2023. The decrease in customers was largely driven by planned migration of legacy CareerBuilder customers off the Broadbean software platform, which did not have a significant impact on our financial results in 2023 or for the nine months ended September 30, 2024. To continue our effort to grow our customer base and overall revenue, we have been investing aggressively in existing customers and acquiring new customers. In addition, in February 2024, we announced certain cost reduction and restructuring initiatives, the results of which was a reduction in our global workforce of approximately 13% as of September 30, 2024. Since the first quarter of 2023, we have been actively realigning and restructuring our organization, which, as of September 30, 2024, is expected to result in over $40.0 million of net annualized strategic cost reductions, which includes expected cost reductions from our Q1 2024 Restructuring along with 33 additional cost reductions made in the second half of 2024. As a result of our efforts to diversify our customer base and increase sales within our existing customer base, as well as the June 2023 acquisition of Broadbean, we increased our sales and marketing spending in the near term as compared to the trailing twelve months; however, these increased investments were partially offset by our 2023 and 2024 cost-reduction initiatives. We believe our Software Products & Services will extend the capabilities of many third-party software platforms and products that are widely used today. For example, we believe that, when integrated with aiWARE, our Veritone Hire solutions customers will be given greater visibility and transparency in their hiring processes. Further and with the recently announced iDEMs launch, we now offer a suite of aiWARE applications to address the growing issue of unstructured digital data management faced by public safety and federal government sectors today. In addition, we recently announced that we achieved Amazon Web Services (“AWS”) Advanced Tier Services status, advancing the deployment of our AI solutions and capabilities across the AWS platform, and we have historically integrated aiWARE across many platforms, including Alteryx, Snowflake and the NVIDIA® CUDA® GPU-based platform, enabling dramatic increases in aiWARE’s processing speed and providing a wide range of new use cases for our technology. We are in the process of developing and marketing more specific use cases for these and future integrations, which we believe will open up new markets for our products and accelerate our long-term revenue growth opportunities. We believe our operating results and performance are, and will continue to be, driven by various factors that affect our industry. Our ability to attract, grow and retain customers for our aiWARE platform is highly sensitive to rapidly changing technology and is dependent on our ability to maintain the attractiveness of our platform, content and services to our customers. Our future revenue and operating growth will rely heavily on our ability to grow and retain our Software Products & Services customer base, continue to develop and deploy quality and innovative AI-driven applications and enterprise-level offerings, provide unique and attractive content and related services to our customers, continue to grow in newer markets such as Public Sector, expand aiWARE into larger and more expansive enterprise engagements and manage our corporate overhead costs. While we believe we will be successful in these endeavors, we cannot guarantee that we will succeed in generating substantial long term operating growth and profitability. Historically, we have pursued an opportunistic strategy of acquiring companies to help accelerate our organic growth. Our acquisition strategy has been threefold: (i) to increase the scale of our business in markets we are in today, (ii) to accelerate growth in new markets and product categories, including expanding our existing engineering and sales resources, and (iii) to accelerate the adoption of aiWARE as the universal AI operating system through venture or market-driven opportunities. While we believe there are strategic acquisition targets that can accelerate our entry into and expand our existing market share in key strategic markets, as well as our ability to grow our business, there is no certainty our historical or future acquisitions will achieve these objectives. Conversely, we have pursued and may continue to pursue opportunistic sales of certain business operations that are not strategic to us long-term, such as the divestitures of our Energy Group in the second quarter of 2023 and our media agency in October 2024. For the three and nine months ended September 30, 2024, our total revenues were $22.0 million and $70.2 million, respectively, as compared to $28.0 million and $72.9 million for the three and nine months ended September 30, 2023, respectively, a decrease of 21.8% and 3.7%, respectively, over the prior year periods. For the three and nine months ended September 30, 2024, our total loss from operations was $22.5 million and $67.2 million, respectively, as compared to $25.2 million and $79.8 million for the three and nine months ended September 30, 2023, respectively, an improvement of 10.7% and 15.8%, respectively, over the prior year periods. For the three and nine months ended September 30, 2024, our non-GAAP gross margin (calculated as described in “Non-GAAP Financial Measures” below) was approximately 71.2% and 72.1%, respectively, as compared to 74.9% and 70.7% for the three and nine months ended September 30, 2023, respectively, driven in large part by decreased customer margins and the mix of revenue as compared to the prior year periods. Our non-GAAP gross margin is impacted significantly by the mix of our Software Products & Services and our Managed Services revenue in any given period because our Managed Services revenue typically has a lower overall non-GAAP gross margin than our Software Products & Services revenue. Our non-GAAP gross profit (see “Non-GAAP Financial Measures” below) is also dependent upon our ability to grow our revenue by expanding our customer base and increasing business with existing customers, and to manage our costs by negotiating favorable economic terms with cloud computing providers such as AWS and Microsoft Azure. While we are focused on continuing to improve our non-GAAP gross profit, our ability to attract and retain customers to grow our revenue will be highly dependent on our ability to implement and continually improve upon our technology and services and improve our technology infrastructure and operations as we experience increased network capacity constraints due to our growth. During the three and nine months ended September 30, 2024, we reported a net loss from continuing operations of $22.6 million and $72.1 million, respectively, as compared to a net loss of $26.8 million and $ 79.8 million during the three and nine months ended September 30, 2023, respectively. During the three and nine months ended September 30, 2024, we reported a non-GAAP net loss from continuing operations of $11,097 and $31,139, respectively, as compared to a non-GAAP net loss of $10,411 and $36,833 during the three and nine months ended September 30, 2023, respectively. To continue to grow our revenue, we will continue to make targeted investments in people, namely software engineers and sales personnel. Historically, we have also made investments in our corporate infrastructure, including new ERP and workforce systems to help us better manage the scale and growth of our business. However, considering the current challenging macro-economic environment, we have made and are continuing to make significant cost reductions to our operating structure to better 34 streamline our business and prioritization around our growth and corresponding investments throughout 2024 and into 2025. These cost reduction initiatives began in the latter half of 2022 and will continue through 2024 and 2025, and include reductions in workforce and certain legacy operating costs, as well as the integration of past acquisitions. As a result of these initiatives, we believe we will be able to accelerate our pathway toward long term profitability. With the June 2023 acquisition of Broadbean, we expanded our customer base throughout Europe and Asia Pacific. During the three and nine months ended September 30, 2024, 28.9% and 28.4%, respectively, of our consolidated revenue was from customers outside of the U.S., principally from customers located throughout Western Europe, as compared to 23.5% and 10.8% during the three and nine months ended September 30, 2023, respectively. We believe that there is a substantial opportunity for us to continue expanding our service offerings and customer base in countries outside of the United States. In the long term, we plan to expand our business further internationally in places such as Europe, Asia Pacific and Latin America, and as a result, we expect to continue to incur significant incremental upfront expenses associated with these expansion opportunities. Impact of Current Global Economic Conditions Global economic and business activities continue to face uncertainty as a result of macroeconomic and geopolitical factors, labor shortages, inflation rates, the U.S. presidential election and responses by central banking authorities to control inflation, monetary supply shifts, recession risks, disruptions from the Russia-Ukraine conflict, and the war in Israel. In particular, business operations at our Herzliya office location where we do development work on our Veritone Hire solutions products have been, and may continue to be, impacted by the war in Israel. A small portion of our Israel-based employees, and a number of their family members, have been conscripted into military service. The extent of the impact of these factors on our operational and financial performance, including our ability to execute our business strategies and initiatives in the expected time frame, will depend on future developments, and the impact on our customers, partners and employees, all of which have uncertainty and cannot be predicted. These global economic conditions and any continued or new disruptions caused by these conditions may negatively impact our business in a number of ways. For example, our Commercial Enterprise solutions are sold to businesses whose financial conditions fluctuate based on general economic and business conditions, particularly the overall demand for labor and the economic health of current and prospective employers. To the extent that economic uncertainty or attenuated economic conditions cause our customers and potential customers to freeze or reduce their headcount, and reduce their consumption-based spending, demand for our products and services may be negatively affected. These adverse economic conditions could also result in reductions in sales of our applications, longer sales cycles, reductions in contract duration and value, slower adoption of new technologies and increased price competition. In addition, economic recessions have historically resulted in overall reductions in spending on software and technology solutions as well as pressure from customers and potential customers for extended payment terms. If economic, political, or market conditions deteriorate, or if there is uncertainty around these conditions, our customers and potential customers may elect to decrease their software and technology solutions budgets by deferring or reconsidering product purchases, which would limit our ability to grow our business and negatively affect our operating results. Any of these events would likely have an adverse effect on our business, operating results and financial position. Due to the nature of our business, the effect of these macroeconomic conditions may not be fully reflected in our results of operations until future periods. We have assessed the potential credit deterioration of our customers due to changes in the macroeconomic environment and have determined that no additional allowance for credit losses was necessary due to credit deterioration as of September 30, 2024. The most significant risks to our business and results of operations are discussed in Part I, Item 1A (Risk Factors) of our Annual Report on Form 10-K for the year ended December 31, 2023, and Part II, Item 1A (Risk Factors) of this Quarterly Report on Form 10-Q. Non-GAAP Financial Measures and Key Performance Indicators In evaluating our cash flows and financial performance, we use certain non-GAAP financial measures, including Pro Forma Software Revenue, non-GAAP gross profit, non-GAAP gross margin, non-GAAP net income (loss), and non-GAAP net income (loss) per share. We also provide certain key performance indicators ( “ KPIs”), including Total Software Products & Services Customers, Annual Recurring Revenue, Annual Recurring Revenue (SaaS), Annual Recurring Revenue (Consumption), Total New Bookings and Gross Revenue Retention. “Pro Forma” information provided in this quarterly report on Form 10-Q represents our historical information combined with the historical information of Broadbean (as defined below) for the applicable period on a pro forma basis as if we had acquired Broadbean on January 1, 2022. We completed the acquisition of Broadbean on June 13, 2023, and therefore, periods commencing after June 13, 2023 are not presented on a Pro Forma basis. Pro Forma Software Revenue represents Software Products & Services revenue on a Pro Forma basis. Non-GAAP gross margin is defined as Non-GAAP gross profit divided by revenue. Non-GAAP gross profit is calculated as our loss from operations with adjustments to add back sales and marketing expense, research and development expense, general and administrative expense and amortization expense. Non-GAAP net loss (pro forma) is the Company’s net loss excluding the items set forth below. Non-GAAP net income (loss) and non-GAAP net income (loss) per share is the Company’s net income (loss) and net income (loss) per share, adjusted to exclude provision for income taxes, 35 depreciation expense, amortization expense, stock-based compensation expense, changes in fair value of contingent consideration, interest income, interest expense, foreign currency gains and losses, gain on debt extinguishment, acquisition and due diligence costs, gain or loss on sale of investment assets, loss from business held for sale, variable consultant performance bonus expense, severance and executive transition costs and net income from discontinued operations. The results for non-GAAP net income (loss), are presented below for the three and nine months ended September 30, 2024 and 2023. The items excluded from these non-GAAP financial measures, as well as a breakdown of GAAP net loss, non-GAAP net income (loss) and these excluded items between our Core Operations and Corporate, are detailed in the reconciliation below. In addition, we have provided supplemental non-GAAP measures of gross profit, operating expenses, loss from operations, other (expense) income, net, and loss before income taxes, excluding the items excluded from non-GAAP net loss as noted above, and reconciling such non-GAAP measures to the most directly comparable GAAP measures. We present these non-GAAP financial measures because management believes such information to be important supplemental measures of performance that are commonly used by securities analysts, investors and other interested parties in the evaluation of companies in our industry. Management also uses this information internally for forecasting and budgeting. These non-GAAP financial measures are not calculated and presented in accordance with GAAP and should not be considered as an alternative to net income (loss), operating income (loss) or any other financial measures so calculated and presented, nor as an alternative to cash flow from operating activities as a measure of liquidity. Other companies (including our competitors) may define these non-GAAP financial measures differently. These non-GAAP measures may not be indicative of our historical operating results or predictive of potential future results. Investors should not consider this supplemental non-GAAP financial information in isolation or as a substitute for analysis of our results as reported in accordance with GAAP. Reconciliation of GAAP net loss to Non-GAAP net income (loss) (in thousands) Three Months Ended September 30, 2024 2023 Core Operations (1) Corporate (2) Total Core Operations (1) Corporate (2) Total Net loss $ (10,448 ) $ (11,298 ) $ (21,746 ) $ (10,689 ) $ (13,854 ) $ (24,543 ) Income from discontinued operations, net of income tax (765 ) — (765 ) (2,191 ) — (2,191 ) (Benefit from) provision for income taxes (2,575 ) — (2,575 ) (3,189 ) 2,186 (1,003 ) Depreciation and amortization 7,040 112 7,152 7,623 — 7,623 Stock-based compensation expense 1,002 1,097 2,099 1,367 586 1,953 Purchase consideration expense (3) — 367 367 — 816 816 Interest expense, net — 2,987 2,987 96 218 314 Foreign currency impact — (393 ) (393 ) 2,318 (24 ) 2,294 Acquisition and due diligence costs (4) — 368 368 — 3,177 3,177 Variable consultant performance bonus expense (6) — — — 397 — 397 Severance and executive transition costs 1,351 58 1,409 737 15 752 Non-GAAP net loss from continuing operations (4,395 ) (6,702 ) (11,097 ) (3,531 ) (6,880 ) (10,411 ) Non-GAAP net income from discontinued operations 3,984 — 3,984 2,468 — 2,468 Non-GAAP net loss $ (411 ) $ (6,702 ) $ (7,113 ) $ (1,063 ) $ (6,880 ) $ (7,943 ) 36 (in thousands) Nine Months Ended September 30, 2024 2023 Core Operations (1) Corporate (2) Total Core Operations (1) Corporate (2) Total Net loss $ (41,764 ) $ (27,411 ) $ (69,175 ) $ (38,464 ) $ (32,336 ) $ (70,800 ) Income from discontinued operations, net of income tax (2,897 ) — (2,897 ) (5,212 ) — (5,212 ) (Benefit from) provision for income taxes (3,713 ) — (3,713 ) (4,460 ) 1,787 (2,673 ) Depreciation and amortization 21,117 337 21,454 18,592 724 19,316 Stock-based compensation expense 2,586 3,105 5,691 5,267 2,936 8,203 Purchase consideration expense (3) — 1,252 1,252 — 1,467 1,467 Interest expense, net — 8,485 8,485 330 1,734 2,064 Foreign currency impact — (29 ) (29 ) (459 ) (67 ) (526 ) Gain on debt extinguishment — (8 ) (8 ) — — — Acquisition and due diligence costs (4) 3,257 — 3,257 — 8,253 8,253 Loss (gain) on sale — 172 172 — (2,572 ) (2,572 ) Contribution of business held for sale (5) — — — 1,789 — 1,789 Variable consultant performance bonus expense (6) — — — 1,028 — 1,028 Severance and executive transition costs 4,194 178 4,372 2,183 647 2,830 Non-GAAP net loss from continuing operations (17,220 ) (13,919 ) (31,139 ) (19,406 ) (17,427 ) (36,833 ) Non-GAAP net income from discontinued operations 9,560 — 9,560 6,310 — 6,310 Non-GAAP net loss $ (7,660 ) $ (13,919 ) $ (21,579 ) $ (13,096 ) $ (17,427 ) $ (30,523 ) (1) Core operations consists of our consolidated Software Products & Services and Managed Services that include our content licensing and representation services, and their supporting operations, including direct costs of sales as well as operating expenses for sales, marketing and product development and certain general and administrative costs dedicated to these operations. (2) Corporate consists of general and administrative functions such as executive, finance, legal, people operations, fixed overhead expenses (including facilities and information technology expenses), other income (expenses) and taxes, and other expenses that support the entire company, including public company driven costs. (3) Purchase consideration expense includes consideration related to acquisitions. (4) For the three and nine months ended September 30, 2024, acquisition and due diligence costs are comprised of professional fees related to acquisitions and divestitures. (5) Contribution of business held for sale relates to the net loss for the periods presented for our Energy Group that we divested during the second quarter of 2023. (6) Variable consultant performance bonus expense represents the bonus payments paid to Mr. Chad Steelberg as a result of his achievement of the performance goals pursuant to his consulting agreement with us. (in thousands) Three Months Ended September 30, 2024 2023 Core Operations Corporate Total Core Operations Corporate Total Net income from discontinued operations $ 765 $ — $ 765 $ 2,191 $ — $ 2,191 Provision for income taxes 26 — 26 26 — 26 Depreciation and amortization 87 — 87 235 — 235 Stock-based compensation expense 82 — 82 79 0 79 Interest expense, net 1,699 — 1,699 (96 ) — (96 ) Acquisition and due diligence costs (1) 1,292 — 1,292 — — — Severance and executive transition costs 33 — 33 33 — 33 Non-GAAP net income from discontinued operations $ 3,984 $ — $ 3,984 $ 2,468 $ — $ 2,468 37 (in thousands) Nine Months Ended September 30, 2024 2023 Core Operations Corporate Total Core Operations Corporate Total Net income from discontinued operations $ 2,897 $ — $ 2,897 $ 5,212 $ — $ 5,212 Provision for income taxes 76 — 76 51 — 51 Depreciation and amortization 245 — 245 837 — 837 Stock-based compensation expense 237 — 237 443 — 443 Interest expense, net 4,689 — 4,689 (321 ) — (321 ) Acquisition and due diligence costs (1) 1,369 — 1,369 — — — Severance and executive transition costs 47 — 47 88 — 88 Non-GAAP net income from discontinued operations $ 9,560 $ — $ 9,560 $ 6,310 $ — $ 6,310 (1) For the three and nine months ended September 30, 2024, acquisition and due diligence costs are comprised of professional fees related to acquisitions and divestitures. For the three months ended September 30, 2024, our loss from operations decreased to $22.5 million compared to $25.2 million in the corresponding prior year period. For the nine months ended September 30, 2024 our loss from operations decreased to $67.2 million compared to $79.8 million in the corresponding prior year period. The following tables set forth the calculation of our non-GAAP gross profit and non-GAAP gross margin, followed by a reconciliation of non-GAAP to GAAP financial information presented in our condensed consolidated financial statements for three and nine months ended September 30, 2024 and 2023. (dollars in thousands) Three Months Ended September 30, Nine Months Ended September 30, 2024 2023 2024 2023 Loss from operations $ (22,492 ) $ (25,183 ) $ (67,167 ) $ (79,773 ) Sales and marketing 10,186 10,997 31,230 32,895 Research and development 7,528 10,410 23,388 32,456 General and administrative 14,421 18,264 45,133 48,837 Amortization 6,025 6,454 18,006 17,087 Non-GAAP gross profit $ 15,668 $ 20,942 $ 50,590 $ 51,502 Non-GAAP gross margin 71.2 % 74.9 % 72.1 % 70.7 % (dollars in thousands) Three Months Ended September 30, Nine Months Ended September 30, 2024 2023 2024 2023 Revenue $ 21,993 $ 27,968 $ 70,204 $ 72,883 Cost of revenue 6,325 7,026 19,614 21,381 Non-GAAP gross profit $ 15,668 $ 20,942 $ 50,590 $ 51,502 Non-GAAP gross margin 71.2 % 74.9 % 72.1 % 70.7 % 38 Three Months Ended September 30, Nine Months Ended September 30, 2024 2023 2024 2023 Revenue $ 21,993 $ 27,968 $ 70,204 $ 72,883 Cost of revenue 6,325 7,026 19,614 21,381 Non-GAAP gross profit 15,668 20,942 50,590 51,502 GAAP cost of revenue 6,325 7,026 19,614 21,381 Stock-based compensation expense — 7 1 (32 ) Non-GAAP cost of revenue 6,325 7,033 19,615 21,349 GAAP sales and marketing expenses 10,186 10,997 31,230 32,895 Depreciation 59 46 171 124 Stock-based compensation expense (253 ) (189 ) (699 ) (824 ) Contribution of business held for sale (2) — — — (484 ) Severance and executive transition costs (188 ) (201 ) (1,169 ) (690 ) Non-GAAP sales and marketing expenses 9,804 10,653 29,533 31,021 GAAP research and development expenses 7,528 10,410 23,388 32,456 Depreciation (767 ) (334 ) (2,119 ) (854 ) Stock-based compensation expense (439 ) (953 ) (1,066 ) (3,622 ) Contribution of business held for sale (2) — — — (1,117 ) Severance and executive transition costs (926 ) (188 ) (2,384 ) (868 ) Non-GAAP research and development expenses 5,396 8,935 17,819 25,995 GAAP general and administrative expenses 14,421 18,264 45,133 48,837 Depreciation (419 ) (881 ) (1,500 ) (1,500 ) Stock-based compensation expense (1,407 ) (816 ) (3,927 ) (3,724 ) Purchase consideration expense (3) (367 ) (816 ) (1,252 ) (1,467 ) Variable consultant performance bonus expense (4) — (397 ) — (1,028 ) Contribution of business held for sale (2) — — — (188 ) Acquisition and due diligence costs (5) (368 ) (3,177 ) (3,257 ) (8,253 ) Severance and executive transition costs (295 ) (363 ) (819 ) (1,272 ) Non-GAAP general and administrative expenses 11,565 11,814 34,378 31,405 GAAP amortization (6,025 ) (6,454 ) (18,006 ) (17,087 ) GAAP loss from operations (22,492 ) (25,183 ) (67,167 ) (79,773 ) Total non-GAAP adjustments (1) 11,395 14,716 36,026 42,886 Non-GAAP loss from operations (11,097 ) (10,467 ) (31,141 ) (36,887 ) GAAP other income (expense), net (2,594 ) (2,552 ) (8,618 ) 1,088 Gain on debt extinguishment — — (8 ) — Loss (gain) on sale — — 172 (2,572 ) Foreign currency impact (393 ) 2,294 (29 ) (526 ) Interest expense, net 2,987 314 8,485 2,064 Non-GAAP other expense, net — 56 2 54 GAAP loss before income taxes (25,086 ) (27,735 ) (75,785 ) (78,685 ) Total non-GAAP adjustments (1) 13,989 17,324 44,646 41,852 Non-GAAP loss before income taxes (11,097 ) (10,411 ) (31,139 ) (36,833 ) (Benefit from) provision for income taxes (2,575 ) (1,003 ) (3,713 ) (2,673 ) GAAP net loss from continuing operations (22,511 ) (26,732 ) (72,072 ) (76,012 ) Total non-GAAP adjustments (1) 11,414 16,321 40,933 39,179 Non-GAAP net loss from continuing operations (11,097 ) (10,411 ) (31,139 ) (36,833 ) Non-GAAP net income from discontinued operations 3,984 2,468 9,560 6,310 Non-GAAP net loss $ (7,113 ) $ (7,943 ) $ (21,579 ) $ (30,523 ) Shares used in computing non-GAAP basic and diluted net loss per share (in 000's) 38,087 36,992 37,753 36,811 Basic and diluted net loss per share from continuing operations $ (0.29 ) $ (0.28 ) $ (0.82 ) $ (1.00 ) Basic and diluted net income per share from discontinued operations $ 0.10 $ 0.07 $ 0.25 $ 0.17 Non-GAAP basic and diluted net loss per share $ (0.19 ) $ (0.21 ) $ (0.57 ) $ (0.83 ) (1) Adjustments are comprised of the adjustments to GAAP cost of revenue, sales and marketing expenses, research and development expenses and general and administrative expenses and other income (expense), net (where applicable) listed above. (2) Contribution of business held for sale relates to the net loss for the periods presented for our Energy Group that we divested during Q2 2023. (3) Purchase consideration expense includes consideration related to acquisitions. 39 (4) Variable consultant performance bonus expense represents the bonus payments paid to Mr. Chad Steelberg as a result of his achievement of the performance goals pursuant to his consulting agreement with us. (5) For the three and nine months ended September 30, 2024, acquisition and due diligence costs are comprised of professional fees related to acquisitions and divestitures. 40 Supplemental Financial Information We are providing the following unaudited supplemental financial information regarding our Software Products & Services as a lookback of prior years to explain our recent historical and year-over-year performance. The supplemental financial information for our Software Products & Services includes: (i) Pro Forma Software Revenue, (ii) Total Software Products & Services Customers, (iii) Annual Recurring Revenue, (iv) Total New Bookings, and (iv) Gross Revenue Retention, in each case as defined in the footnotes to the table below. In the past, we have provided supplemental financial information for our Managed Services including average billings per active Managed Services client, and revenue. Because Managed Services will comprise a smaller portion of our business after the Divestiture, we no longer will provide this supplemental information. Prior to the Divestiture, we experienced volatility in revenue from our Managed Services due to a number of factors, including: (i) the timing of new large customer agreements; (ii) loss of customers who chose to replace our services with new providers or by bringing their advertising placement in-house; (iii) customers who experience reductions in their advertising budgets due to issues with their own businesses; and (iv) the seasonality of the campaigns for certain large customers. We historically generated a significant portion of our revenue from a few major customers. After the Divestiture, we expect revenue from our Managed Services to continue to experience volatility. Software Products & Services Supplemental Financial Information The following table sets forth the results for each of our Software Products & Services supplemental financial information. Quarter Ended Mar 31, Jun 30, Sept 30, Dec 31, Mar 31, Jun 30, Sept 30, Dec 31, Mar 31, Jun 30, Sep 30, 2022 (1) 2022 (1) 2022 (1) 2022 (1) 2023 (1) 2023 (1) 2023 2023 2024 2024 2024 Pro Forma Software Revenue (in 000's) (2) $ 26,319 $ 26,650 $ 28,603 $ 35,612 $ 22,423 $ 20,859 $ 20,361 $ 19,824 $ 15,223 $ 15,632 $ 14,694 Total Software Products & Services Customers (3) 3,673 3,718 3,787 3,824 3,773 3,705 3,536 3,459 3,384 3,437 3,291 Annual Recurring Revenue (SaaS) (in 000's) (4) $ 48,392 $ 44,465 $ 43,925 $ 46,248 $ 45,453 $ 47,720 $ 47,756 $ 49,122 $ 49,064 $ 49,223 $ 48,269 Annual Recurring Revenue (Consumption) (in 000's) (5) $ 87,445 $ 85,901 $ 85,091 $ 71,754 $ 67,242 $ 60,229 $ 41,543 $ 30,967 $ 23,510 $ 18,701 $ 15,011 Total New Bookings (in 000's) (6) $ 16,643 $ 22,009 $ 23,793 $ 26,342 $ 22,794 $ 8,388 $ 15,501 $ 17,457 $ 12,964 $ 14,047 $ 16,471 Gross Revenue Retention (7) >90% >90% >90% >90% >90% >90% >90% >90% >90% >90% >90% (1) All of the supplemental financial information for this period is presented on a Pro Forma basis inclusive of Broadbean. (2) “Pro Forma Software Revenue” is a non-GAAP measure that represents Software Products & Services revenue on a Pro Forma basis. (3) “Total Software Products & Services Customers” includes Software Products & Services customers as of the end of each respective quarter set forth above with net revenues in excess of $10 and also excludes any customers categorized by us as trial or pilot status. In prior periods, we provided “Ending Software Customers,” which represented Software Products & Services customers as of the end of each fiscal quarter with trailing twelve-month revenues in excess of $2,400 for both Veritone, Inc. and PandoLogic Ltd. and/or deemed by the Company to be under an active contract for the applicable periods. Total Software Products & Services Customers is not comparable to Ending Software Customers. Total Software Products & Services Customers includes customers based on revenues in the last month of the quarter rather than on a trailing twelve-month basis. Total Software Products & Services Customers includes customers based on revenues in the last month of the quarter rather than on a trailing twelve-month basis and excludes any customers that are on trial or pilot status with us rather than including customers with active contracts. Management uses Total Software Products & Services Customers and we believe Total Software Products & Services Customers are useful to investors because it more accurately reflects our total customers for our Software Products & Services customers inclusive of Broadbean. (4) “Annual Recurring Revenue (SaaS)” represents an annualized calculation of monthly recurring revenue during the last month of the applicable quarter for all Total Software Products & Services customers, in each case on a Pro Forma basis. In prior periods, we provided “Average Annual Revenue,” which was calculated as the aggregate of trailing twelve-month Software Products & Services revenue divided by the average number of customers over the same period for both Veritone, Inc. and PandoLogic Ltd. Annual Recurring Revenue is not comparable to Average Annual Revenue (SaaS). Annual Recurring Revenue (SaaS) includes only subscription-based SaaS revenue, is not averaged among active customers and uses a calculation of recurring revenue as described above instead of annual revenue. Management uses “Annual Recurring Revenue (SaaS)” and we believe Annual Recurring Revenue (SaaS) is useful to investors because Broadbean significantly increases our mix of subscription-based SaaS revenues as compared to Consumption revenues and the split between the two allows the reader to delineate between predictable recurring SaaS revenues and more volatile Consumption revenues. (5) “Annual Recurring Revenue (Consumption)” represents the trailing twelve months of all non-recurring and/or consumption-based revenue for all active Total Software Products & Services customers, in each case, on a Pro Forma basis. In prior periods, we provided “Average Annual Revenue,” which was calculated as the aggregate of trailing twelve-month Software Products & Services revenue divided by the average number of customers over the same period for both Veritone, Inc. and PandoLogic Ltd. Annual Recurring Revenue (Consumption) is not comparable to Average Annual Revenue. Annual Recurring Revenue (Consumption) includes only non-recurring and/or consumption-based revenue, is not averaged among active customers and uses a calculation of recurring revenue as described above instead of annual revenue. Management uses “Annual Recurring Revenue (Consumption)” and we believe Annual Recurring Revenue (Consumption) is useful to investors because Broadbean significantly increases our mix of subscription-based SaaS revenues as compared to Consumption revenues and the split between the two allows the reader to delineate between predictable recurring SaaS revenues and more volatile Consumption revenues. (6) “Total New Bookings” represents the total fees payable during the full contract term for new contracts received in the quarter (including fees payable during any cancellable portion and an estimate of license fees that may fluctuate over the term), excluding any variable fees under the contract (e.g., fees for cognitive processing, storage, professional services and other variable services), in each case on a Pro Forma basis. (7) “Gross Revenue Retention” represents a calculation of our dollar-based gross revenue retention rate as of the period end by starting with the revenue from Software Products & Services Customers as of the 3 months in the prior year quarter to such period, or Prior Year Quarter Revenue. We then deduct from the Prior Year Quarter Revenue any revenue from Software Products & Services Customers who are no longer customers as of the current period end, or Current Period Ending Software Customer Revenue. We then divide 41 the total Current Period Ending Software Customer Revenue by the total Prior Year Quarter Revenue to arrive at our dollar-based gross retention rate, which is the percentage of revenue from all Software Products & Services Customers from our Software Products & Services as of the year prior that is not lost to customer churn. All numbers used to determine Gross Revenue Retention are calculated on a Pro Forma basis. The following table sets forth the reconciliation of revenue to pro forma revenue and the calculation of pro forma annual recurring revenue. Quarter Ended Mar 31, Jun 30, Sept 30, Dec 31, Mar 31, Jun 30, Sept 30, Dec 31, Mar 31, Jun 30, Sep 30, 2022 2022 2022 2022 2023 2023 2023 2023 2024 2024 2024 Software Products & Services Revenue (in 000’s) $ 18,167 $ 18,379 $ 20,812 $ 27,220 $ 14,127 $ 14,093 $ 20,361 $ 19,820 $ 15,220 $ 15,632 $ 14,694 Broadbean Revenue (in 000’s) (1) 6,204 6,974 7,639 8,230 8,156 8,374 8,739 8,662 8,517 8,690 8,169 Broadbean Revenue included in Software Products & Services Revenue (in 000’s) — — — — — (1,716 ) (8,739 ) (8,662 ) (8,517 ) (8,690 ) (8,169 ) Pro Forma Software Revenue (in 000’s) $ 24,371 $ 25,353 $ 28,451 $ 35,450 $ 22,283 $ 20,751 $ 20,361 $ 19,820 $ 15,220 $ 15,632 $ 14,694 Managed Services Revenue (in 000’s) 16,240 15,856 16,384 16,670 16,136 13,874 14,772 14,377 16,416 15,360 7,299 Total Pro Forma Revenue (in 000’s) $ 40,611 $ 41,209 $ 44,835 $ 52,120 $ 38,419 $ 34,625 $ 35,133 $ 34,197 $ 31,636 $ 30,992 $ 21,993 Trailing Twelve Months Ended Mar 31, Jun 30, Sept 30, Dec 31, Mar 31, Jun 30, Sept 30, Dec 31, Mar 31, Jun 30, Sep 30, 2022 2022 2022 2022 2023 2023 2023 2023 2024 2024 2024 Software Products & Services Revenue (in 000’s) $ 72,997 $ 85,796 $ 97,581 $ 84,578 $ 80,538 $ 76,252 $ 75,801 $ 68,401 $ 69,494 $ 71,033 $ 65,366 Broadbean Revenue (in 000’s) (1) 29,599 30,006 30,136 29,047 30,999 32,399 33,499 33,931 34,292 34,608 34,038 Broadbean Revenue included in Software Products & Services Revenue (in 000’s) — — — — — (1,716 ) (10,455 ) (19,117 ) (27,634 ) (34,608 ) (34,038 ) Pro Forma Software Revenue (in 000’s) $ 102,596 $ 115,802 $ 127,717 $ 113,625 $ 111,537 $ 106,935 $ 98,845 $ 83,215 $ 76,152 $ 71,033 $ 65,366 Managed Services Revenue (in 000’s) 58,419 60,546 63,406 65,150 65,046 63,064 61,452 59,159 59,439 60,925 53,452 Total Pro Forma Revenue (in 000’s) $ 161,015 $ 176,348 $ 191,123 $ 178,775 $ 176,583 $ 169,999 $ 160,297 $ 142,374 $ 135,591 $ 131,958 $ 118,818 Pro Forma Total Number of Customers 3,673 3,718 3,787 3,824 3,773 3,705 3,536 3,459 3,384 3,437 3,291 Pro Forma Annual Recurring Revenue (in 000’s) (2) $ 135,837 $ 130,366 $ 129,016 $ 118,002 $ 112,695 $ 107,949 $ 89,299 $ 80,089 $ 72,574 $ 67,924 $ 63,280 (1) “Pro Forma Software Revenue” includes historical Software Products & Services Revenue from the past eleven (11) fiscal quarters of each of Veritone, Inc. and Broadbean and presents such revenue on a combined pro forma basis treating Broadbean as owned by Veritone, Inc. since January 1, 2022. (2) “Pro Forma Annual Recurring Revenue” represents an annualized calculation of the monthly recurring revenue in the last period of the calculated quarter, combined with the trailing twelve month calculation for all non-recurring and/or consumption based revenue for all active customers. 42 Results of Operations The following tables set forth our results of operations for the three and nine months ended September 30, 2024 and 2023, in dollars and as a percentage of our revenue for those periods. The period-to-period comparisons of our historical results are not necessarily indicative of the results that may be expected in the future. (dollars in thousands) Three Months Ended September 30, Nine Months Ended September 30, 2024 2023 2024 2023 Revenue $ 21,993 $ 27,968 $ 70,204 $ 72,883 Operating expenses: Cost of revenue 6,325 7,026 19,614 21,381 Sales and marketing 10,186 10,997 31,230 32,895 Research and development 7,528 10,410 23,388 32,456 General and administrative 14,421 18,264 45,133 48,837 Amortization 6,025 6,454 18,006 17,087 Total operating expenses 44,485 53,151 137,371 152,656 Loss from operations (22,492 ) (25,183 ) (67,167 ) (79,773 ) Other income (expense), net (2,594 ) (2,552 ) (8,618 ) 1,088 Loss before provision for income taxes (25,086 ) (27,735 ) (75,785 ) (78,685 ) (Benefit from) provision for income taxes (2,575 ) (1,003 ) (3,713 ) (2,673 ) Net loss from continuing operations (22,511 ) (26,732 ) (72,072 ) (76,012 ) Net income from discontinued operations 765 2,191 2,897 5,212 Net loss $ (21,746 ) $ (24,541 ) $ (69,175 ) $ (70,800 ) Three Months Ended September 30, Nine Months Ended September 30, 2024 2023 2024 2023 Revenue 100.0 % 100.0 % 100.0 % 100.0 % Operating expenses: Cost of revenue 28.8 25.1 27.9 29.3 Sales and marketing 46.3 39.3 44.6 45.2 Research and development 34.2 37.2 33.3 44.6 General and administrative 65.6 65.3 64.3 67.0 Amortization 27.4 23.1 25.6 23.4 Total operating expenses 202.3 190.0 195.7 209.5 Loss from operations (102.3 ) (90.0 ) (95.7 ) (109.5 ) Other income (expense), net (11.8 ) (9.2 ) (12.2 ) 1.5 Loss before provision for income taxes (114.1 ) (99.2 ) (107.9 ) (108.0 ) (Benefit from) provision for income taxes (11.7 ) (3.6 ) (5.2 ) (3.7 ) Net loss from continuing operations (102.4 ) (95.6 ) (102.7 ) (104.3 ) Net income from discontinued operations 3.5 7.9 4.2 7.3 Net loss (98.9 )% (87.7 )% (98.5 )% (97.1 )% 43 Three and Nine Months Ended September 30, 2024 Compared with Three and Nine Months Ended September 30, 2023 Revenue Three Months Ended September 30, 2024 2023 Commercial Public Commercial Public Enterprise Sector Total Enterprise Sector Total Software Products & Services $ 13,098 $ 1,596 $ 14,694 $ 18,885 $ 1,476 $ 20,361 Managed Services 7,299 — 7,299 7,607 — 7,607 Revenue $ 20,397 $ 1,596 $ 21,993 $ 26,492 $ 1,476 $ 27,968 Nine Months Ended September 30, 2024 2023 Commercial Public Commercial Public Enterprise Sector Total Enterprise Sector Total Software Products & Services $ 41,310 $ 4,236 $ 45,546 $ 44,109 $ 4,472 $ 48,581 Managed Services 24,658 — 24,658 24,302 — 24,302 Revenue $ 65,968 $ 4,236 $ 70,204 $ 68,411 $ 4,472 $ 72,883 Commercial Enterprise Commercial Enterprise Software Products & Services revenue decreased $5.8 million, or 30.6%, in the three months ended September 30, 2024 compared to the corresponding prior year period and decreased $2.8 million, or 6.3%, in the nine months ended September 30, 2024 compared to the corresponding prior year period, in each case, primarily due to decreased revenue from one-time software sales and from consumption-based customers, including Amazon, partially offset by the addition of Broadbean in the second quarter of 2023. Commercial Enterprise Managed Services decreased $0.3 million, or 4.0%, in the three months ended September 30, 2024 compared to the corresponding prior year period primarily due to lower revenue from licensing customers, partially offset by increased revenue from representation services. Commercial Enterprise Managed Services increased $0.4 million, or 1.5%, in the nine months ended September 30, 2024 compared to the corresponding prior year period, primarily due to lower revenue from licensing customers, partially offset by increased revenue from representation services. Public Sector Public Sector Software Products & Services revenue increased $0.1 million, or 8.1%, in the three months ended September 30, 2024 compared to the corresponding prior year period and decreased $0.2 million, or 5.3%, in the nine months ended September 30, 2024 compared to the corresponding prior year period, primarily due to fluctuations in timing and magnitude of spend by public safety and federal customers. In some cases, Software Products & Services revenue from Public Sector customers in certain markets, particularly our government customers, can be project-based and impacted by the timing of such projects. As such, we expect that our revenue from these markets could fluctuate significantly from period to period Operating Expenses (dollars in thousands) Three Months Ended September 30, Nine Months Ended September 30, 2024 2023 $ Change % Change 2024 2023 $ Change % Change Cost of revenue $ 6,325 $ 7,026 $ (701 ) (10.0 )% $ 19,614 $ 21,381 $ (1,767 ) (8.3 )% Sales and marketing 10,186 10,997 (811 ) (7.4 )% 31,230 32,895 (1,665 ) (5.1 )% Research and development 7,528 10,410 (2,882 ) (27.7 )% 23,388 32,456 (9,068 ) (27.9 )% General and administrative 14,421 18,264 (3,843 ) (21.0 )% 45,133 48,837 (3,704 ) (7.6 )% Amortization 6,025 6,454 (429 ) (6.6 )% 18,006 17,087 919 5.4 % Total operating expenses $ 44,485 $ 53,151 $ (8,666 ) (16.3 )% $ 137,371 $ 152,656 $ (15,285 ) (10.0 )% Cost of Revenue. Cost of revenue decreased by $0.7 million and $1.8 million in the three and nine months ended September 30, 2024, respectively, compared to the corresponding prior year periods, in each case, primarily due to the decline in revenues, especially in the higher margin Software Products & Services. During the nine months ended September 30, 2024, Software Products & Services products accounted for 64.9% of revenues compared to 66.7% in the prior year period. Cost of revenues as a percentage of revenue increased to 28.8% from 25.1% 44 in the three months ended September 30, 2024, respectively, as compared a decrease to 27.9% from 29.3% in the nine months ended September 30, 2023. Sales and Marketing . Sales and marketing expenses decreased by $0.8 million and $1.7 million in the three and nine months ended September 30, 2024, respectively, compared to the corresponding prior year periods, in each case, primarily due to cost reduction initiatives announced in the first quarter of 2024 partially offset by increased advertising expense and sales and marketing expense as a result of the acquisition of Broadbean in June 2023. As a percentage of revenue, sales and marketing expenses increased to 46.3% from 39.3% during the three months ended September 30, 2024, and decreased to 44.6% from 45.2% during the nine months ended September 30, 2023. Research and Development. Research and development expenses decreased by $2.9 million, or 27.7%, and $9.1 million, or 27.9%, in the three and nine months ended September 30, 2024, respectively, compared with the corresponding prior year periods, in each case, principally due to decreased personnel-related costs resulting from various cost reduction initiatives, partially offset by increased amortization expenses from increased capitalized costs for internal use software and the acquisition of Broadbean in June 2023. As a percentage of revenue, research and development expenses decreased to 34.2% and 33.3% during the three and nine months ended September 30, 2024, respectively, from 37.2% and 44.6% during the three and nine months ended September 30, 2023, respectively. General and Administrative. General and administrative expenses decreased by $3.8 million, or 21.0% in the three months ended September 30, 2024 compared with the corresponding prior year period, principally due to reductions in non-recurring professional fees largely associated with the Broadbean acquisition and personnel-related costs resulting from various cost reduction initiatives. General and administrative expenses decreased by $3.7 million, or 7.6% in the nine months ended September 30, 2024 compared with the corresponding prior year period, primarily due to the decrease described above, partially offset by a net increase in the first half of 2024 compared to the prior year period driven by increased costs from the June 2023 Broadbean acquisition. Amortization Expense. Amortization expense decreased in the three months ended September 30, 2024 compared with the corresponding prior period primarily due to certain intangible assets being fully amortized in the third quarter of 2023, and increased in the nine months ended September 30, 2024 compared with the corresponding prior year period primarily due to the addition of amortization expense related to our June 2023 acquisition of Broadbean. Other Income (Expense), Net Other expense, net of $2.6 million for the three months ended September 30, 2024 was primarily due to interest expense, net of $3.0 million, driven by increased interest expense from our Term Loan, partially offset by a foreign translation gain of $0.4 million. Other expense, net of $2.6 million for the three months ended September 30, 2023 was comprised primarily of a foreign exchange loss of $2.3 million. Other expense, net of $8.6 million for the nine months ended September 30, 2024 was primarily due to interest expense, net of $8.5 million, driven by increased interest expense from our Term Loan. Other income, net of $1.1 million for the nine months ended September 30, 2023 was comprised primarily of a gain on the sale of the energy group of $2.6 million and a foreign exchange gain of $0.5 million, offset by interest expense, net of $2.1 million. Net income from discontinued operations On October 17, 2024, we consummated the Divestiture. The Divestiture was strategic, allowing us to focus on our AI solutions, and secondarily to improve our financial liquidity with the net proceeds from the Divestiture. During the third quarter of 2024, we determined that Veritone One met the criteria to be classified as discontinued operations. As a result, the historical financial results of Veritone One are reflected in our condensed consolidated financial statements herein as discontinued operations and, as such, have been excluded from continuing operations for all periods presented on a retrospective basis, unless otherwise stated. See Note 3 on Discontinued Operations for more information. Net income from discontinued operations was $0.8 million for the three months ended September 30, 2024 and primarily consisted of (i) revenue of $8.6 million, offset by cost of revenue of $0.3 million, other operating expenses of $5.8 million and $1.7 million of net interest expense allocations primarily due to the repayment of our Term Loan as a result of the Divestiture. Net income from discontinued operations was $2.9 million for the nine months ended September 30, 2024 and primarily consisted of (i) revenue of $23.0 million, offset by cost of revenue of $0.7 million, other operating expenses of $14.7 million and $4.7 million of net interest expense allocations primarily due to the repayment of our Term Loan as a result of the Divestiture. 45 Non-GAAP Gross Profit Our non-GAAP gross profit is calculated as our revenue less our cost of revenue for the three and nine months ended September 30, 2024 and 2023. A reconciliation of non-GAAP gross profit to loss from operations presented in our condensed consolidated financial statements for the three and nine months ended September 30, 2024 and 2023 is shown below. (dollars in thousands) Three Months Ended September 30, Nine Months Ended September 30, 2024 2023 $ Change % Change 2024 2023 $ Change % Change Loss from operations $ (22,492 ) $ (25,183 ) $ 2,691 (10.7 )% $ (67,167 ) $ (79,773 ) $ 12,606 (15.8 )% Sales and marketing 10,186 10,997 (811 ) (7.4 )% 31,230 32,895 (1,665 ) (5.1 )% Research and development 7,528 10,410 (2,882 ) (27.7 )% 23,388 32,456 (9,068 ) (27.9 )% General and administrative 14,421 18,264 (3,843 ) (21.0 )% 45,133 48,837 (3,704 ) (7.6 )% Amortization 6,025 6,454 (429 ) (6.6 )% 18,006 17,087 919 5.4 % Non-GAAP gross profit $ 15,668 $ 20,942 $ (5,274 ) (25.2 )% $ 50,590 $ 51,502 $ (912 ) (1.8 )% Non-GAAP gross margin 71.2 % 74.9 % 72.1 % 70.7 % (dollars in thousands) Three Months Ended September 30, Nine Months Ended September 30, 2024 2023 $ Change % Change 2024 2023 $ Change % Change Revenue $ 21,993 $ 27,968 $ (5,975 ) (21.4 )% $ 70,204 $ 72,883 $ (2,679 ) (3.7 )% Cost of revenue 6,325 7,026 (701 ) (10.0 )% 19,614 21,381 (1,767 ) (8.3 )% Non-GAAP gross profit $ 15,668 $ 20,942 $ (5,274 ) (25.2 )% $ 50,590 $ 51,502 $ (912 ) (1.8 )% Non-GAAP gross margin 71.2 % 74.9 % 72.1 % 70.7 % The improvement in loss from operations for the three and nine months ended September 30, 2024 compared to the prior year periods resulted primarily from cost reduction initiatives over the trailing eighteen months, offset by the declines in revenue and corresponding decline in Non-GAAP gross profit. The decline in non-GAAP gross margin for the three months ended September 30, 2024 compared with the corresponding prior year period was primarily due to the decline in higher margin Commercial Enterprise revenue, including one-time software revenue and consumption based revenue from customers such as Amazon. Liquidity, Capital Resources and Going Concern We have historically financed our business through the sale of equity and debt securities. Our principal sources of liquidity are our cash and cash equivalents, which totaled $11.4 million as of September 30, 2024, compared with total cash and cash equivalents of $46.6 million as of December 31, 2023. The decrease in our cash and cash equivalents as of September 30, 2024 as compared with December 31, 2023 was primarily due to cash used in operating activities of $24.2 million during the nine months ended September 30, 2024. As of September 30, 2024 and December 31, 2023, the Company also had cash from discontinued operations of $34.5 million and $32.8 million, respectively. In December 2023, we and certain of our subsidiaries, as guarantors, entered into a Credit and Guaranty Agreement (the “Credit Agreement”), by and among the Company and certain of our subsidiaries, as guarantors, and certain funds managed by Highbridge Capital Management, LLC and with certain other lenders (collectively, the “Lenders”) and Wilmington Savings Fund Society, FSB, as administrative agent and collateral agent. The Credit Agreement provides for a $77.5 million senior secured term loan (the “Term Loan”), which was fully drawn by us on closing of the Term Loan. On October 17, 2024, we consummated the Divestiture for a total purchase price of up to $104.0 million. Net proceeds from the transaction were $59.1 million in cash, which reflected the aggregate purchase price of $104.0 million, less $18.0 million subject to the Earnout described below, $20.3 million of purchase price adjustments, and $6.7 million placed in escrow accounts. We may receive the Earnout of up to $18.0 million in cash proceeds based on the achievement of certain net revenue targets by the Divestiture between January 1, 2025 and December 31, 2025. On October 22, 2024, we used net cash proceeds from the Divestiture to repay $30.5 million principal amount of the Term Loan, plus accrued interest and prepayment premiums in the aggregate amount of $3.3 million. As of October 22, 2024, immediately following the Divestiture and the repayment of a portion of our Term Loan, we reported cash on hand of $27.3 million Based on our liquidity position at September 30, 2024 after giving effect to the impact of the Divestiture and the repayment of a portion of our Term Loan, and our current forecast of operating results and cash flows, absent any other action, management determined that there is substantial doubt about our ability to continue as a going concern over the twelve months following the filing of this Quarterly Report on Form 10-Q, principally driven by our current debt service obligations, historical negative cash flows and recurring losses. We will require additional liquidity to continue our operations over the next twelve months. In the near term, and to meet our obligations as they come due, management is evaluating strategies to obtain funding for future operations. These strategies may include, but are not limited to, obtaining equity financing, debt and/or further restructuring of operations to grow revenues and decrease operating expenses, which include capturing past cost reductions and potential future cost synergies from our past acquisitions. 46 The going concern assumption contemplates the realization of assets and satisfaction of liabilities in the normal course of business, including the ability to meet minimum liquidity thresholds under our Term Loan Credit Agreement. We may not be able to access additional equity under acceptable terms, and may not be successful in future operational restructurings, earning any of our deferred purchase consideration, meeting our minimum liquidity threshold under our Credit Agreement, growing our revenue base and our ability to execute on our operating plans may be materially adversely impacted. If we become unable to continue as a going concern, we may have to dispose of other or additional assets and might realize significantly less value than the values at which they are carried on our condensed consolidated financial statements. These actions may cause stockholders to lose all or part of their investment in our common stock. Our condensed consolidated financial statements do not include any adjustments that might result from our being unable to continue as a going concern. If we cannot continue as a going concern, adjustments to the carrying values and classification of our assets and liabilities and the reported amounts of income and expenses could be required and could be material. Cash Flows A summary of cash flows from our operating, investing and financing activities is shown in the table below. (in thousands) Nine Months Ended September 30, 2024 2023 Cash used in operating activities $ (24,223 ) $ (48,111 ) Cash used in investing activities (3,334 ) (53,745 ) Cash used in financing activities (5,895 ) (10,487 ) Net decrease in cash, cash equivalents and restricted cash $ (33,452 ) $ (112,343 ) Operating Activities Our operating activities used cash of $24.2 million in the nine months ended September 30, 2024, due primarily to our net loss of $69.2 million, adjusted by $28.1 million in non-cash expenses, including $21.7 million in depreciation and amortization, $5.9 million in stock-based compensation expense and $4.6 million of amortized debt issuance costs, partially offset by $5.0 million from deferred taxes. Cash used in operating activities in the nine months ended September 30, 2024 was partially offset by a net working capital impact of $16.8 million, primarily due to the timing of accrued media payments of $14.0 million and client advances of $19.7 million, partially offset by net cash outflows from expenditures billable to clients of $17.6 million. Our operating activities used cash of $48.1 million in the nine months ended September 30, 2023, due primarily to our net loss of $70.8 million, adjusted by $26.7 million in non-cash expenses, including $20.2 million in depreciation and amortization and $8.6 million in stock-based compensation expense, as well as the net working capital decrease of $4.0 million, primarily due to decreases in accrued media payments of $17.7 million, partially offset by decreases in accounts receivable of $14.1 million. Investing Activities Our investing activities for the nine months ended September 30, 2024 used cash of $3.3 million driven by capital expenditures, partially offset by proceeds from the sale of our interest in GridBeyond Limited, an Ireland-based privately held company. Our investing activities for the nine months ended September 30, 2023 used cash of $53.7 million primarily for $50.2 million in cash paid for the Broadbean acquisition net of cash acquired and $4.0 million in capital expenditures, with these uses of cash partially offset by $0.5 million in proceeds from the Energy Sale. Financing Activities Our financing activities for the nine months ended September 30, 2024 used cash of $5.9 million, driven primarily by $3.9 million of principal paid on our Term Loan and $1.8 million in deferred consideration paid related to the 2022 acquisitions. Our financing activities for the nine months ended September 30, 2023 used cash of $10.5 million, consisting of $7.8 million to pay the 2022 earnout for PandoLogic, $2.7 million in deferred consideration primarily related to the March 2022 Acquisition and the VocaliD acquisition, and $1.1 million to pay taxes paid related to the net share settlement of equity awards, offset by $1.1 million in proceeds received from the exercise of stock options and purchases of shares under our ESPP. Discontinued Operations The cash flows related to discontinued operations have not been segregated and are included in the condensed consolidated statements of cash flows. The total net cash provided by operating activities from discontinued operations was $1.9 million for the nine months ended September 30, 2024, which primarily relates to net income from discontinued operations of $2.9 million and the impact from net working capital of $19.9 million, partially offset by net transfers from the Company of $21.4 million. Net cash used in operating activities from discontinued operations was $28.6 million for the nine months ended September 30, 2023, which primarily relates to net transfers from the 47 Company of $21.2 million and net income from discontinued operations of $5.3 million, partially offset by the impact from net working capital of $13.9 million. Net cash used in investing activities was $0.2 million and $0.3 million for the nine months ended September 30, 2024 and 2023, respectively, related to capital expenditures. Contractual Obligations and Known Future Cash Requirements As of September 30, 2024, our debt obligations are comprised of our Term Loan and our 1.75% convertible senior notes due in 2026 (the “Convertible Notes”). As of September 30, 2024, we have $75.6 million principal amount outstanding under our Term Loan that matures in December 2027 and $91.2 million aggregate principal amount outstanding of our Convertible Notes that mature in November 2026. On October 22, 2024, we repaid $30.5 million principal amount of our Term Loan and, after such repayment, $43.1 million principal amount remained outstanding under our Term Loan. As of September 30, 2024, we have no other present agreements or commitments with respect to any material acquisitions of businesses or technologies or any other material capital expenditures. As of September 30, 2024, we have recorded $2.0 million of gross liability for uncertain tax positions, including interest and penalties. Based upon the information available and possible outcomes, we cannot reasonably estimate the amount and period in which the liability might be paid. Critical Accounting Policies and Estimates The preparation of financial statements in accordance with accounting principles generally accepted in the United States requires management to make estimates and assumptions about future events that affect amounts reported in our condensed consolidated financial statements and related notes, as well as the related disclosure of contingent assets and liabilities at the date of the financial statements. Management evaluates its accounting policies, estimates and judgments on an on-going basis. Management bases its estimates and judgments on historical experience and various other factors that are believed to be reasonable under the circumstances. Actual results may differ from these estimates under different assumptions and conditions. Our critical accounting estimates reflecting management’s estimates and judgments are described in our Annual Report on Form 10-K for the year ended December 31, 2023. We have reviewed recently adopted accounting pronouncements and determined that the adoption of such pronouncements is not expected to have a material impact, if any, on our condensed consolidated financial statements. Accordingly, there have been no material changes to critical accounting policies and estimates as disclosed in our Annual Report on Form 10-K for the year ended December 31, 2023. 48 Item 3. Quantitative and Qualitat ive Disclosures About Market Risk As a smaller reporting company, we are not required to provide the information required by Item 305 of Regulation S-K.