BLACKBAUD, INC.
 

SECURITIES AND EXCHANGE COMMISSION

Washington, D.C. 20549

FORM 8-K

CURRENT REPORT

Pursuant to Section 13 or 15(d) of
the Securities Exchange Act of 1934

Date of Report (Date of earliest event reported) September 22, 2004

BLACKBAUD, INC.


(Exact name of registrant as specified in its charter)
     
Delaware

(State or other jurisdiction of incorporation)
     
000-50600   11-2617163

 
 
 
(Commission File Number)   (IRS Employer ID Number)
     
2000 Daniel Island Drive, Charleston, South Carolina 29492

 
(Address of principal executive offices)   (Zip Code)
     
Registrant’s telephone number, including area code
  (843) 216-6200
 
 

Check the appropriate box below if the Form 8-K filing is intended to simultaneously satisfy the filing obligation of the registrant under any of the following provisions:

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

 


 

Item 7.01 Regulation FD Disclosure

     Beginning on September 22, 2004, the Chief Executive Officer and Chief Financial Officer of Blackbaud plan to make a presentation regarding its business to various members of the investment community, including in connection with the Banc of America Securities Annual Investment Conference to be held on September 23, 2004. As Blackbaud announced on September 20, 2004, a live webcast of the presentation and breakout session can be accessed online. A copy of the presentation is filed with this report as Exhibit 99.1.

     Blackbaud’s investor presentation includes disclosure of selected non-GAAP financial measures, including pro forma gross margin, pro forma operating income and margin, pro forma net income and pro forma earnings per share. Blackbaud utilizes these non-GAAP financial measures internally in analyzing its financial results, and believes they are useful to investors, as a supplement to GAAP measures, in evaluating Blackbaud’s ongoing operational performance. Blackbaud believes that the use of these non-GAAP financial measures provides an additional tool for investors to use in evaluating ongoing operating results and trends and in comparing its financial results with other companies in Blackbaud’s industry, many of which disclose similar non-GAAP financial measures to investors. As noted in the presentation, the non-GAAP financial measures presented exclude costs associated with Blackbaud’s IPO (completed on July 22nd) and the non-cash costs for expensing of stock option compensation.

     Non-GAAP financial measures should not be considered in isolation from, or as a substitute for, financial information prepared in accordance with GAAP. Investors are encouraged to review the reconciliation of these non-GAAP measures to their most directly comparable GAAP financial measure, as provided in Exhibit 99.2 filed herewith.

     The information furnished in Items 7.01 and 9.01 of this report shall not be deemed “filed” for purposes of Section 18 of the Securities Exchange Act of 1934, as amended, or otherwise subject to the liabilities of that section, nor shall such information be deemed incorporated by reference in any filing under the Securities Act of 1933, as amended, except as shall be expressly set forth by specific release in such a filing.

Item 9.01 Financial Statements and Exhibits

     
Exhibit 99.1
  Presentation given by Blackbaud in connection with the Bank of America Securities Annual Investment Conference on Thursday, September 23, 2004.
 
   
Exhibit 99.2
  Blackbaud’s reconciliation of non-GAAP financial measures to most directly comparable GAAP financial measures.

2


 

SIGNATURES

     Pursuant to the requirements of the Securities Exchange Act of 1934, the registrant has duly caused this report to be signed on its behalf by the undersigned hereunto duly authorized.

     
  BLACKBAUD, INC.
 
   
Date: September 22, 2004
  /s/ Timothy V. Williams
 
 
  Timothy V. Williams,
Vice President and Chief Financial Officer

3

EX-99.1
 

Exhibit 99.1

34th Annual Investment Conference Banc of America Securities September 23, 2004 Robert J. Sywolski, CEO BAS Investment Conference


 

This presentation contains "forward-looking statements". These statements relate to future events or our future financial performance and involve known and unknown risks, uncertainties and other factors that may cause our actual results, levels of activity, performance or achievements expressed or implied by these forward-looking statements. Although we believe that the expectations reflected in the forward-looking statements are reasonable, we cannot guarantee future results, levels of activity, performance or achievements. We caution you not to place undue reliance on forward-looking statements, which reflect our analysis only and speak only as of the date of this presentation. We undertake no obligation to update the forward-looking statements to reflect subsequent events or circumstances. This presentation contains trade names, trademarks and service marks of other companies. We do not intend our use or display of other parties' trade names, trademarks & service marks to imply a relationship with, or endorsement or sponsorship of, these other parties. Forward Looking Statements Financial Disclosures This presentation includes selected non-GAAP or "pro-forma" financial disclosures. For a presentation of and reconciliation to the most directly-comparable GAAP financial measures, go to our Form 8-K filings made on August 4, 2004 and September 22, 2004 available on the SEC's website at www.sec.gov or through the link on our website.


 

Blackbaud Overview and Highlights Blackbaud is the leading global end-to-end provider of software and related services to the nonprofit market Our offerings help nonprofits Increase donations Improve communications with constituents Manage their finances and operate more efficiently The market leader with 24 years of experience & 12,500 customers worldwide Solid Financial Performance TTM Revenue at June 30, 2004 - $128 million (Up 15% Y/Y) TTM "Pro forma" Operating Income - $36 million (28% Margin) TTM "Pro forma" Net Income - $22 million (Up 30% Y/Y) Diversified Revenue Sources 50% new sales 50% recurring maintenance and subscription services (with 94% renewal rate)


 

Giving Levels Line 9 Line 10 Line 11 Line 12 Line 13 Line 14 Line 15 Line 16 62 11.83 63 13.14 64 13.6 65 14.71 66 15.79 67 17.03 68 18.85 69 20.66 70 21.04 71 23.44 72 24.44 73 25.59 74 26.88 75 28.56 76 31.85 77 35.21 78 38.57 79 43.11 80 48.63 81 55.28 82 59.11 83 63.21 84 68.58 85 71.69 86 83.25 87 82.2 88 88.04 89 98.43 90 101.37 91 105.02 92 110.4 93 116.54 94 119.17 95 124 96 138.55 97 159.37 98 177.44 99 201.59 0 228.25 1 238.46 2 240.92 U.S. nonprofit contributions ($ billions) 8% CAGR Nonprofit Market is Large and Growing Over 1.5 million NPOs in the U.S. (360,000 in our addressable market) $241 billion annual contributions $600 billion in fees for services Over 1.5 million NPOs internationally NPOs contribute 8.5% to the U.S. GDP* Over $841 billion of annual total spend * US Department of Commerce


 

Addressable U.S. Market - 360,000 NPOs Source: Company estimates $500K-$2.4M $100M+ $2.5M-$9.9M <$500K $10M-$99.9M Annual revenue of target market $6.0 Billion Visible Domestic Market # U.S. Orgs 2,165 20,076 43,086 209,639 85,190 Estimated revenue opportunity for Blackbaud 2,000 Orgs @ $750K $1.5 BN 20,000 Orgs @ $75K 40,000 Orgs @ $20K 80,000 Orgs @ $15K 100,000 Orgs @ $10K $1.5 BN $0.8 BN $1.2 BN $1.0 BN


 

Nonprofits Face Unique Challenges Nonprofits are under pressure to improve performance and operate more like for profit businesses Raising more money and improving relationships with donors/constituents Managing finances with specific nonprofit requirements Improving operational efficiency Key Challenges for Nonprofits


 

Blackbaud Solutions Stack


 

Proven and Successful Business Model Key Revenue Drivers Accounts for ~50% of total revenue Maintenance ~ 94% renewal rate Accounts for ~25% of revenue ~ 45% of existing customers buy additional products and services each year


 

Competitive Landscape Internally developed solutions are the most common competition Small Mom and Pops (lifestyle companies) and divisions of larger orgs make up majority of vendor competition Blackbaud dominates Fundraising and leads all major application categories in non- profit sector Fundraising Blackbaud 4500 Campagne 3000 Softerware (Donerperfect) 2500 eTapestry 2100 JSI (Sage) 1500 BSR (SunGard) 200 TargetSoftware 100 Blackbaud Campagne Softerware eTapestry JSI (Sage) BSR (Sungard) TargetSoftware


 

Why Blackbaud Wins Financial strength and scale Customers depend on Blackbaud stability and longevity Continual development of innovative solutions Customizable products and services that address specific nonprofit needs Integrated solutions We own the "backend" and provide fundraising, accounting, analytics, web support, and professional services Proven track record of reliability and customer service Largest installed customer base of over 12,500 nonprofits


 

Grow customer base Continued penetration of existing markets Expand in Enterprise and Federated organizations Expand existing relationships Leverage user base to cross-sell additional integrated products & services Base Growth Drivers Acquisitions - Geographic expansion in North America and ROW in our current markets New positions in adjacent non profit markets Supplement and enhance offering with new applications and services Product roadmap to address emerging nonprofit challenges Acquisition and Int'l expansion New products and services Expansionary Growth Drivers Growth Strategy


 

Solid Revenue Growth 94% maintenance renewal rate creates strong recurring revenue base Maintenance and subscriptions License fees Services $39 $47 $53 $58 $24 $19 $20 $21 $14 $19 $27 $34 $84 $90 $105 $118 2000 2001 2002 2003 12.2% CAGR Total Revenue ($ millions) Other


 

Line 1 Line 2 Line 3 Column 1 Column 2 Column 3 Column 4 Column 5 Column 6 Column 7 Column 8 Column 9 Column 10 Column 11 Column 12 Column 13 Column 14 Column 15 Column 16 1999 2000 0.23 19 2001 0.25 22 2002 0.28 29 2003 0.28 33 Margin PF Operating Income Note: Results exclude stock option compensation expense in 2003, there are no "Pro forma" adjustments to the results for 2000, 2001 and 2002 "Pro Forma" Operating Income $ millions 20.2% CAGR Line 1 Line 2 Line 3 Column 1 Column 2 Column 3 Column 4 Column 5 Column 6 Column 7 Column 8 Column 9 Column 10 Column 11 Column 12 Column 13 Column 14 Column 15 Column 16 1999 2000 0.06 5 2001 0.1 9 2002 0.15 16 2003 0.16 19 Margin PF Net Income "Pro Forma" Net Income 56.0% CAGR Consistent Growth in Profitability & Cash Flow


 

Other Financial Highlights Cash flow generation (from operating and investing activities) ~$33M in 2003 and ~$15M in 1H 2004, up 43% vs 1H 2003 Paid off of $115M LBO debt in 4 years, 18 months early Liquidity and cash position $32M today and $30M committed line of credit Deferred tax benefit of $85M at 6/30/04 Provides $7.5M of annual tax liability reduction Financial controls DSO's less than 40 days "Clean" balance sheet No capitalized software


 

2Q Performance Review and Guidance (8/17) 2Q04 $7.3 $35.5 $25.1 71% $10.6 30% $0.14 YoY Change 29% 19% 17% License revenue Total revenue "Pro forma" gross profit % margin "Pro forma" operating income % margin "Pro forma" EPS ($ millions) Note: Results exclude stock option compensation expense & IPO related expenses 3Q04 Guidance Highlights FY2004 $5.8 $33.5 - 34.5 26-28% $0.13 $24.6 $134 - 136 27-28% $0.50 - 0.51


 

Uniquely Positioned Franchise The leader in the nonprofit space Nonprofit Expertise Focused on nonprofit organizations for over 24 years Continued development of innovative solutions targeting specific nonprofit needs Pricing Power Implemented maintenance price increase Services gross margins in excess of ~50% Proven Track Record Largest installed customer base of over 12,500 nonprofits Mid-90's customer retention rates Financial Strength/Scale Continued growth throughout the economic downturn Customers depend on Blackbaud's stability and longevity
EX-99.2
 

Exhibit 99.2

BLACKBAUD, INC.
RECONCILIATION OF GAAP TO NON-GAAP FINANCIAL MEASURES
(Unaudited)

                         
    Trailing Twelve Months Ended   Year Ended
    June 30,   December 31,
    2004
  2003
  2003
GAAP revenue
  $ 127,788     $ 111,027     $ 118,093  
 
   
 
     
 
     
 
 
GAAP gross margin
  $ 87,437     $ 75,378     $ 78,719  
Pro forma adjustments:
                       
Amortization of deferred stock compensation
    2,868       1,608       3,847  
 
   
 
     
 
     
 
 
Pro forma gross profit
  $ 90,305     $ 76,986     $ 82,566  
 
   
 
     
 
     
 
 
Pro forma gross margin
    71 %     69 %     70 %
 
   
 
     
 
     
 
 
GAAP income from operations
  $ 17,711     $ 17,590     $ 5,696  
Pro forma adjustments:
                       
Amortization of deferred stock compensation
    16,538       12,822       27,538  
Costs of initial public offering
    1,650              
 
   
 
     
 
     
 
 
Total pro forma adjustments
    18,188       12,822       27,538  
 
   
 
     
 
     
 
 
Pro forma income from operations
  $ 35,899     $ 30,412     $ 33,234  
 
   
 
     
 
     
 
 
Pro forma operating margin
    28 %     27 %     28 %
 
   
 
     
 
     
 
 
GAAP net income(loss)
  $ 9,159     $ 7,177     $ (478 )
Pro forma adjustments:
                       
Total pro forma adjustments affecting income from operations
    18,188       12,822       27,538  
Tax impact related to pro forma adjustments
    (5,627 )     (3,180 )     (7,767 )
 
   
 
     
 
     
 
 
Pro forma net income
  $ 21,720     $ 16,819     $ 19,293  
 
   
 
     
 
     
 
 

 


 

BLACKBAUD, INC.
RECONCILIATION OF GAAP TO NON-GAAP FINANCIAL MEASURES
(Unaudited)
(In thousands, except per share amounts; unaudited)

                                 
    Three Months Ended   Six Months Ended
    June 30,
  June 30,
    2004
  2003
  2004
  2003
GAAP revenue
  $ 35,489     $ 29,840     $ 66,844     $ 57,148  
 
   
 
     
 
     
 
     
 
 
GAAP gross margin
  $ 25,070     $ 19,889     $ 46,798     $ 38,080  
Pro forma adjustments:
                               
Amortization of deferred stock compensation
    298       893       629       1608  
 
   
 
     
 
     
 
     
 
 
Pro forma gross profit
  $ 25,368     $ 20,782     $ 47,427     $ 39,688  
 
   
 
     
 
     
 
     
 
 
Pro forma gross margin
    71 %     70 %     71 %     69 %
 
   
 
     
 
     
 
     
 
 
GAAP income/(loss) from operations
  $ 9,062     $ 2,447     $ 15,654     $ 3,640  
Pro forma adjustments:
                               
Amortization of deferred stock compensation
    824       6,661       1,822       12,822  
Costs of initial public offering
    700             1,650        
 
   
 
     
 
     
 
     
 
 
Total pro forma adjustments
    1,524       6,661       3,472       12,822  
 
   
 
     
 
     
 
     
 
 
Pro forma income from operations
  $ 10,586     $ 9,108     $ 19,126     $ 16,462  
 
   
 
     
 
     
 
     
 
 
Pro forma operating margin
    30 %     31 %     29 %     29 %
 
   
 
     
 
     
 
     
 
 
GAAP net income(loss)
  $ 5,343     $ (246 )   $ 9,340     $ (297 )
Pro forma adjustments:
                               
Total pro forma adjustments affecting income from operations
    1,524       6,661       3,472       12,822  
Tax impact related to pro forma adjustments
    (419 )     (1,142 )     (1,056 )     (3,180 )
 
   
 
     
 
     
 
     
 
 
Pro forma net income
  $ 6,448     $ 5,273     $ 11,756     $ 9,345  
 
   
 
     
 
     
 
     
 
 
GAAP shares used in computing diluted income(loss) per share
    45,984       42,403       45,944       42,382  
Pro forma adjustments:
                               
Incremental shares related to stock options
    (198 )     2,171       (175 )     1,764  
 
   
 
     
 
     
 
     
 
 
Shares used in computing proforma earnings per diluted share
    45,786       44,574       45,769       44,146  
 
   
 
     
 
     
 
     
 
 
Pro forma earnings per diluted share
  $ 0.14     $ 0.12     $ 0.26     $ 0.21