PERFICIENT INC - Quarter Report: 2020 March (Form 10-Q)

UNITED STATES

SECURITIES AND EXCHANGE COMMISSION

WASHINGTON, DC 20549

FORM 10-Q

(Mark One)


☑			QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934

For the quarterly period ended March 31, 2020


☐			TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934

For the transition period from to

Commission file number: 001-15169

PERFICIENT, INC.

(Exact name of registrant as specified in its charter)

Delaware

No.

74-2853258

(State or other jurisdiction of incorporation or organization)

(I.R.S. Employer Identification No.)

555 Maryville University Drive

Suite 600

Saint Louis, Missouri 63141

(Address of principal executive offices)

(314) 529-3600

(Registrant’s telephone number, including area code)

Securities registered pursuant to Section 12(b) of the Act:


Title of each class	Trading Symbol(s)	Name of each exchange on which registered
Common Stock, $0.001 par value	PRFT	The Nasdaq Global Select Market

Indicate by check mark whether the registrant: (1) has filed all reports required to be filed by Section 13 or 15(d) of the Securities Exchange Act of 1934 during the preceding 12 months (or for such shorter period that the registrant was required to file such reports), and (2) has been subject to such filing requirements during the past 90 days. þ Yes o No

Indicate by check mark whether the registrant has submitted electronically every Interactive Data File required to be submitted pursuant to Rule 405 of Regulation S-T (§232.405 of this chapter) during the preceding 12 months (or for such shorter period that the registrant was required to submit such files). þ Yes o No

Indicate by check mark whether the registrant is a large accelerated filer, an accelerated filer, a non-accelerated filer, a smaller reporting company, or an emerging growth company. See definition of “large accelerated filer,” “accelerated filer,” “smaller reporting company,” and “emerging growth company” in Rule 12b-2 of the Exchange Act.


Large accelerated filer	þ	Accelerated filer	☐
Non-accelerated filer	o	Smaller reporting company	☐
Emerging growth company	o

If an emerging growth company, indicate by check mark if the registrant has elected not to use the extended transition period for complying with any new or revised financial accounting standards provided pursuant to Section 13(a) of the Exchange Act. o

Indicate by check mark whether the registrant is a shell company (as defined in Rule 12b-2 of the Exchange Act). Yes ☐ No þ

As of April 30, 2020 there were 33,082,455 shares of Common Stock outstanding.

TABLE OF CONTENTS


Part I.	Financial Information	1

Item 1.	Financial Statements	1

	Condensed Consolidated Balance Sheets as of March 31, 20 20 (unaudited) and December 31, 2019	1

	Unaudited Condensed Consolidated Statements of Operations for the Three Months Ended March 3 1 , 20 20 and 2 019	2

	Unaudited Condensed Consolidated Statements of Comprehensive Income for the Three Months Ended March 3 1 , 20 20 and 20 19	3

	Unaudited Condensed Consolidated Statements of Stockholders' Equity for the Three Months Ended March 31 , 20 20 and 20 19	4

	Unaudited Condensed Consolidated Statements of Cash Flows for the Three Months Ended March 31, 2020 and 2019	5

	Notes to Interim Unaudited Condensed Consolidated Financial Statements	6

Item 2.	Management's Discussion and Analysis of Financial Condition and Results of Operations	21

Item 3.	Quantitative and Qualitative Disclosures about Market Risk	26

Item 4.	Controls and Procedures	27

Part II.	Other Information	27

Item 1A.	Risk Factors	27

Item 2.	Unregistered Sales of Equity Securities and Use of Proceeds	27

Item 5.	Other Information	28

Item 6.	Exhibits	29

	Signatures	30

PART I. FINANCIAL INFORMATION

SPECIAL NOTE REGARDING FORWARD-LOOKING STATEMENTS

Certain statements contained in this Quarterly Report on this Form 10-Q (“Form 10-Q”) are not purely historical statements and discuss future expectations, contain projections of results of operations or financial condition, or state other forward-looking information. Those statements are subject to known and unknown risks, uncertainties, and other factors that could cause the actual results to differ materially from those contemplated by the statements. The “forward-looking” information is based on various factors and was derived using numerous assumptions. In some cases, you can identify these so-called forward-looking statements by words like “may,” “will,” “should,” “expects,” “plans,” “anticipates,” “believes,” “estimates,” “predicts,” “potential,” or “continue” or the negative of those words and other comparable words. You should be aware that those statements only reflect our predictions and are subject to risks and uncertainties. Actual events or results may differ substantially. Important factors that could cause our actual results to be materially different from the forward-looking statements include (but are not limited to) the following, many of which are, or may be, amplified by the novel coronavirus (COVID-19) pandemic:

(1)the impact of the general economy and economic and political uncertainty on our business;

(2)the impact of the COVID-19 pandemic on our business;

(3)risks associated with potential changes to federal, state, local and foreign laws, regulations, and policies;

(4)risks associated with the operation of our business generally, including:

a. client demand for our services and solutions;

b. maintaining a balance of our supply of skills and resources with client demand;

c. effectively competing in a highly competitive market;

d. protecting our clients’ and our data and information;

e. risks from international operations including fluctuations in exchange rates;

f. changes to immigration policies;

g. obtaining favorable pricing to reflect services provided;

h. adapting to changes in technologies and offerings;

i. risk of loss of one or more significant software vendors;

j. making appropriate estimates and assumptions in connection with preparing our consolidated financial statements;

k. maintaining effective internal controls; and

l. changes to tax levels, audits, investigations, tax laws or their interpretation;

(5)risks associated with managing growth organically and through acquisitions;

(6)risks associated with servicing our debt, the potential impact on the value of our common stock from the conditional conversion features of our debt and the associated convertible note hedge transactions;

(7)legal liabilities, including intellectual property protection and infringement or the disclosure of personally identifiable information; and

(8)the risks detailed from time to time within our filings with the Securities and Exchange Commission (the “SEC”).

This discussion is not exhaustive, but is designed to highlight important factors that may impact our forward-looking statements. Because the factors referred to above, as well as the statements included under the heading “Risk Factors” in our Annual Report on Form 10-K for the year ended December 31, 2019 and in this Form 10-Q, including documents incorporated by reference therein and herein, could cause actual results or outcomes to differ materially from those expressed in any forward-looking statement made by us or on our behalf, you should not place undue reliance on any 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 are under no duty to update any of the forward-looking statements after the date of this Form 10-Q to conform such statements to actual results.

All forward-looking statements, express or implied, included in this report and the documents we incorporate by reference and that are attributable to Perficient, Inc. and its subsidiaries (collectively, “we,” “us,” “Perficient,” or the “Company”) are expressly qualified in their entirety by this cautionary statement. This cautionary statement should also be considered in connection with any subsequent written or oral forward-looking statements that the Company or any persons acting on our behalf may issue.

Item 1. Financial Statements

Perficient, Inc.

Condensed Consolidated Balance Sheets

(in thousands, except share and per share information)


	March 31, 2020 (unaudited)		December 31, 2019
Assets
Current assets:
Cash and cash equivalents	$	29,301	$	70,728
Accounts receivable, net	126,728		129,118
Prepaid expenses	6,493		4,647
Other current assets	6,600		7,404
Total current assets	169,122		211,897
Property and equipment, net	12,300		12,170
Operating lease right-of-use assets	30,562		27,748
Goodwill	361,537		335,564
Intangible assets, net	49,666		37,953
Other non-current assets	14,471		15,160
Total assets	$	637,658	$	640,492

Liabilities and Stockholders’ Equity
Current liabilities:
Accounts payable	$	15,498	$	23,081
Other current liabilities	49,864		61,503
Total current liabilities	65,362		84,584
Long-term debt, net	125,847		124,664
Operating lease liabilities	21,855		19,649
Other non-current liabilities	31,070		30,580
Total liabilities	$	244,134	$	259,477
Stockholders’ equity:
Preferred stock (par value $0.001 per share; 8,000,000 authorized; no shares issued or outstanding as of March 31, 2020 and December 31, 2019)	$	—	$	—
Common stock (par value $0.001 per share; 100,000,000 authorized; 49,759,929 shares issued and 32,061,167 shares outstanding as of March 31, 2020; 49,272,243 shares issued and 31,686,991 shares outstanding as of December 31, 2019)	50		49
Additional paid-in capital	465,123		455,465
Accumulated other comprehensive loss	(3,624)		(2,650)
Treasury stock, at cost (17,698,762 shares as of March 31, 2020; 17,585,252 shares as of December 31, 2019)	(266,459)		(261,624)
Retained earnings	198,434		189,775
Total stockholders’ equity	393,524		381,015
Total liabilities and stockholders’ equity	$	637,658	$	640,492

See accompanying notes to interim unaudited condensed consolidated financial statements.

Perficient, Inc.

Unaudited Condensed Consolidated Statements of Operations

(in thousands, except per share information)


	Three Months Ended March 31,
	2020		2019
Revenues
Services	$	145,402	$	132,866
Software and hardware	160		949
Total revenues	145,562		133,815

Cost of revenues (exclusive of depreciation and amortization, shown separately below)
Cost of services	93,217		86,071

Total cost of revenues	93,217		86,071

Selling, general and administrative	33,221		32,523
Depreciation	1,288		1,016
Amortization	3,922		4,137
Acquisition costs	1,813		(38)
Adjustment to fair value of contingent consideration	(335)		(424)
Income from operations	12,436		10,530

Net interest expense	1,926		1,793
Net other expense (income)	7		(35)
Income before income taxes	10,503		8,772
Provision for income taxes	1,529		1,746

Net income	$	8,974	$	7,026

Basic net income per share	$	0.28	$	0.22
Diluted net income per share	$	0.27	$	0.22
Shares used in computing basic net income per share	31,637		31,376
Shares used in computing diluted net income per share	32,876		32,214

See accompanying notes to interim unaudited condensed consolidated financial statements.

Perficient, Inc.

Unaudited Condensed Consolidated Statements of Comprehensive Income

(in thousands)


	Three Months Ended March 31,
	2020		2019

Net income	$	8,974	$	7,026
Other comprehensive (loss) income:
Foreign currency translation adjustment	(974)		171
Comprehensive income	$	8,000	$	7,197

See accompanying notes to interim unaudited condensed consolidated financial statements.

Perficient, Inc.

Unaudited Condensed Consolidated Statements of Stockholders’ Equity

(in thousands)


		Three Months Ended March 31,
		2020			2019


Common Stock
Beginning of period			$	49		$	48
	Stock compensation related to restricted stock vesting and retirement savings plan contributions	1			1
End of period			50			49
Additional Paid-in Capital
Beginning of period			455,465			437,250
	Proceeds from the sales of stock through the Employee Stock Purchase Plan	40			44
	Stock compensation related to restricted stock vesting and retirement savings plan contributions	4,726			4,247
	Issuance of stock in conjunction with acquisition including stock attributed to future compensation	4,892			—




End of period			465,123			441,541
Accumulated Other Comprehensive Loss
Beginning of period			(2,650)			(2,588)
	Foreign currency translation adjustment	(974)			171
End of period			(3,624)			(2,417)
Treasury Stock
Beginning of period			(261,624)			(233,676)
	Purchases of treasury stock and buyback of shares for taxes	(4,835)			(15,360)

End of period			(266,459)			(249,036)
Retained Earnings
Beginning of period			189,775			152,650
	Cumulative effect of accounting changes (See Note 3)	(315)			—
	Net income	8,974			7,026
End of period			198,434			159,676
Total Shareholders’ Equity			$	393,524		$	349,813






Common Stock, shares
Beginning of period			31,687		31,771
	Sales of stock through the Employee Stock Purchase Plan	1		2
	Stock compensation related to restricted stock vesting and retirement savings plan contributions	320		380
	Purchases of treasury stock and buyback of shares for taxes	(114)		(554)
	Issuance of stock in conjunction with acquisition including stock attributed to future compensation	167		—

End of period			32,061		31,599

See accompanying notes to interim unaudited condensed consolidated financial statements.

Perficient, Inc.

Unaudited Condensed Consolidated Statements of Cash Flows

(in thousands)


	Three Months Ended March 31,
	2020		2019
Operating Activities
Net income	$	8,974	$	7,026
Adjustments to reconcile net income to net cash used in operations:
Depreciation	1,288		1,016
Amortization	3,922		4,137
Deferred income taxes	1,608		1,994
Non-cash stock compensation and retirement savings plan contributions	4,607		4,248
Amortization of debt discount and issuance costs	1,201		1,147
Adjustment to fair value of contingent consideration for purchase of business	(335)		(424)

Changes in operating assets and liabilities, net of acquisitions:
Accounts receivable	7,656		7,293
Other assets	479		(5,458)
Accounts payable	(7,583)		(11,776)
Other liabilities	(26,201)		(9,548)
Net cash used in operating activities	(4,384)		(345)

Investing Activities
Purchase of property and equipment	(1,513)		(1,312)
Capitalization of internally developed software costs	(497)		(135)
Purchase of businesses	(29,785)		(352)
Net cash used in investing activities	(31,795)		(1,799)

Financing Activities







Proceeds from the sale of stock through the Employee Stock Purchase Plan	40		44
Purchases of treasury stock	—		(11,435)
Remittance of taxes withheld as part of a net share settlement of restricted stock vesting	(4,835)		(3,925)
Net cash used in financing activities	(4,795)		(15,316)
Effect of exchange rate on cash and cash equivalents	(453)		210
Change in cash and cash equivalents	(41,427)		(17,250)
Cash and cash equivalents at beginning of period	70,728		44,984
Cash and cash equivalents at end of period	$	29,301	$	27,734





Supplemental Disclosures:
Cash paid for income taxes	$	397	$	436
Cash paid for interest	$	1,759	$	1,797

Non-Cash Investing Activity:
Stock issued for purchase of business	$	4,239	$	—

Liability incurred for purchase of property, plant and equipment	$	307	$	—

See accompanying notes to interim unaudited condensed consolidated financial statements.

PERFICIENT, INC.

NOTES TO INTERIM UNAUDITED CONDENSED CONSOLIDATED FINANCIAL STATEMENTS

MARCH 31, 2020

1. Basis of Presentation

The accompanying interim unaudited condensed consolidated financial statements of Perficient, Inc. and its subsidiaries (collectively, the “Company”) have been prepared in accordance with U.S. generally accepted accounting principles (“U.S. GAAP”) and are presented in accordance with the rules and regulations of the Securities and Exchange Commission (the “SEC”) applicable to interim financial information. Accordingly, certain note disclosures have been condensed or omitted. In the opinion of management, the interim unaudited condensed consolidated financial statements reflect all adjustments (consisting of only normal recurring adjustments) necessary for a fair presentation of the Company’s financial position, results of operations and cash flows for the periods presented. These financial statements should be read in conjunction with the Company’s consolidated financial statements and notes thereto filed with the SEC in the Company’s Annual Report on Form 10-K for the year ended December 31, 2019.

Through March 31, 2020, the Company had not experienced a material impact to its business, operations or financial results as a result of the novel coronavirus (COVID-19) pandemic. However, operating results for the three months ended March 31, 2020 are not necessarily indicative of the results that may be expected for the year ended December 31, 2020, particularly in light of the COVID-19 pandemic and its effects on domestic and global economies. To limit the spread of COVID-19, governments have imposed, and may continue to impose, among other things, travel and business operation restrictions and stay-at-home orders and social distancing guidelines, causing some businesses to adjust, reduce or suspend operating activities. These disruptions and restrictions could adversely affect our operating results due to, among other things, reduced demand for our services and solutions, requests for discounts or extended payment terms, or customer bankruptcies. For more information, refer to the statements included under the heading “Risk Factors” in our Annual Report on Form 10-K for the year ended December 31, 2019 and in “Part I – Item 2 – Management’s Discussion and Analysis of Financial Condition and Results of Operations” and “Part II – Item 1A – Risk Factors” in this Form 10-Q.

2. Summary of Significant Accounting Policies

Use of Estimates

The preparation of financial statements in conformity with U.S. GAAP requires management to make estimates and assumptions that affect the reported amounts of assets and liabilities and disclosure of contingent assets and liabilities at the date of the financial statements and the reported amounts of revenues and expenses during the reporting periods. Actual results could differ from those estimates, and such differences could be material to the financial statements.

Except for the accounting policies related to the allowance for credit losses that were updated as a result of the adoption of Accounting Standards Update (“ASU”) No. 2016-13, Financial Instruments - Credit Losses (Topic 326): Measurement of Credit Losses on Financial Instruments issued by the Financial Accounting Standards Board (the “FASB”), there have been no changes to significant accounting policies described in the Annual Report on Form 10-K for the year ended December 31, 2019, filed with the SEC on February 25, 2020, that have had a material impact on the Company’s condensed consolidated financial statements and related notes. See Note 8, Allowance for Credit Losses, for updated policies related to the allowance for credit losses.

3. Recent Accounting Pronouncements

In June 2016, the FASB issued ASU No. 2016-13, which amended the guidance of FASB Accounting Standards Codification ("ASC") Topic 326, Financial Instruments - Credit Losses (Topic 326): Measurement of Credit Losses on Financial Instruments. ASU No. 2016-13 requires the immediate recognition of estimated credit losses expected to occur over the remaining life of many financial assets, including trade receivables. The Company adopted this ASU on January 1, 2020 using a modified retrospective approach, which allows the impact of adoption to be recorded through a cumulative effect adjustment to retained earnings without restating comparative periods. The cumulative effect adjustment for adoption of ASU No. 2016-13 resulted in a decrease of $0.4 million in Accounts receivable, net and a decrease of $0.3 million in Retained earnings, net of tax, as of January 1, 2020. Refer to Note 8, Allowance for Credit Losses, for additional disclosures resulting from the adoption of ASU No. 2016-13.

4. Revenue

The Company’s revenues consist of services and software and hardware sales. In accordance with ASC Topic 606, Revenue from Contracts with Customers, revenues are recognized when control of services or goods are transferred to clients, in an amount that reflects the consideration the Company expects to be entitled to in exchange for those services or goods.

Services Revenues

Services revenues are primarily comprised of professional services that include developing, implementing, automating and extending business processes, technology infrastructure, and software applications. The Company’s professional services span multiple industries, platforms and solutions; however, the Company has remained relatively diversified and does not believe that it has significant revenue concentration within any single industry, platform or solution.

Professional services revenues are recognized over time as services are rendered. Most projects are performed on a time and materials basis, while a portion of revenues is derived from projects performed on a fixed fee or fixed fee percent complete basis. For time and material contracts, revenues are generally recognized and invoiced by multiplying the number of hours expended in the performance of the contract by the hourly rates. For fixed fee contracts, revenues are generally recognized and invoiced by multiplying the fixed rate per time period established in the contract by the number of time periods elapsed. For fixed fee percent complete contracts, revenues are generally recognized using an input method based on the ratio of hours expended to total estimated hours, and the client is invoiced according to the agreed-upon schedule detailing the amount and timing of payments in the contract.

Clients are typically billed monthly for services provided during that month but can be billed on a more or less frequent basis as determined by the contract. If the time is worked and approved at the end of a fiscal period and the invoice has not yet been sent to the client, the amount is recorded as revenue once the Company verifies all other revenue recognition criteria have been met, and the amount is classified as a receivable as the right to consideration is unconditional at that point. Amounts invoiced in excess of revenues recognized are contract liabilities, which are classified as deferred revenues in the Unaudited Condensed Consolidated Balance Sheet. The term between invoicing and payment due date is not significant. Contracts for professional services provide for a general right, to the client or the Company, to cancel or terminate the contract within a given period of time (generally 10 to 30 days’ notice is required). The client is responsible for any time and expenses incurred up to the date of cancellation or termination of the contract. Certain contracts may include volume discounts or holdbacks, which are accounted for as variable consideration, but are not typically significant. The Company estimates variable consideration based on historical experience and forecasted sales and includes the variable consideration in the transaction price.

Other services revenues are comprised of hosting fees, partner referral fees, maintenance agreements, training and internally developed software-as-a-service (“SaaS”) sales. Revenues from hosting fees, maintenance agreements, training and internally developed SaaS sales are generally recognized over time using a time-based measure of progress as services are rendered. Partner referral fees are recorded at a point in time upon meeting specified requirements set by each partner to earn the respective fee.

On many professional service projects, the Company is also reimbursed for out-of-pocket expenses including travel and other project-related expenses. These reimbursements are included as a component of the transaction price of the respective professional services contract and are invoiced as the expenses are incurred. The Company structures its professional services arrangements to recover the cost of reimbursable expenses without a markup.

Software and Hardware Revenues

Software and hardware revenues are comprised of third-party software and hardware resales, in which the Company is considered the agent, and sales of internally developed software, in which the Company is considered the principal. Third-party software and hardware revenues are recognized and invoiced when the Company fulfills its obligation to arrange the sale, which occurs when the purchase order with the vendor is executed and the customer has access to the software or the hardware has been shipped to the customer. Internally developed software revenues are recognized and invoiced when control is transferred to the customer, which occurs when the software has been made available to the customer and the license term has commenced. Revenues from third-party software and hardware sales are recorded on a net basis, while revenues from internally developed software sales are recorded on a gross basis. There are no significant cancellation or termination-type provisions for the Company’s software and hardware sales, and the term between invoicing and payment due date is not significant.

Revenues are presented net of taxes assessed by governmental authorities. Sales taxes are generally collected and subsequently remitted on all software and hardware sales and certain services transactions as appropriate.

Arrangements with Multiple Performance Obligations

Arrangements with clients may contain multiple promises such as delivery of software, hardware, professional services or post-contract support services. These promises are accounted for as separate performance obligations if they are distinct. For arrangements with clients that contain multiple performance obligations, the transaction price is allocated to the separate performance obligations based on estimated relative standalone selling price, which is estimated by the expected cost plus a margin approach, taking into consideration market conditions and competitive factors. Because contracts that contain multiple performance obligations are typically short term due to the contract cancellation provisions, the allocation of the transaction price to the separate performance obligations is not considered a significant estimate.

Contract Costs

In accordance with the terms of the Company’s sales commission plan, commissions are not earned until the related revenue is recognized. Therefore, sales commissions are expensed as they are earned. Certain sales incentives are accrued based on achievement of specified bookings goals. For these incentives, the Company applies the practical expedient that allows the Company to expense the incentives as incurred, since the amortization period would have been one year or less.

Deferred Revenue

The Company’s deferred revenue balance as of March 31, 2020 and December 31, 2019 was $8.5 million and $7.7 million, respectively. During the three months ended March 31, 2020, deferred revenue balances of $4.0 million were assumed in the Company's acquisitions and $4.8 million was recognized in revenue that was included in the deferred revenue balance at the beginning of the period.

Transaction Price Allocated to Remaining Performance Obligations

Due to the ability of the client or the Company to cancel or terminate the contract within a given period of time (generally 10 to 30 days’ notice is required), the majority of the Company’s contracts have a term of less than one year. The Company does not disclose the value of unsatisfied performance obligations for contracts with an original maturity date of one year or less or time and materials contracts for which the Company has the right to invoice for services performed. Revenue related to unsatisfied performance obligations for remaining contracts as of March 31, 2020 was immaterial.

Disaggregation of Revenue

The following table presents revenue disaggregated by revenue source and pattern of revenue recognition (in thousands):


	Three Months Ended March 31,
	2020										2019
	Over Time		Point In Time		Total Revenues		Over Time		Point In Time		Total Revenues
Time and materials contracts	$	99,991	$	—	$	99,991	$	88,378	$	—	$	88,378
Fixed fee percent complete contracts	11,621		—		11,621		12,458		—		12,458
Fixed fee contracts	25,028		—		25,028		24,180		—		24,180
Reimbursable expenses	4,394		—		4,394		3,914		—		3,914
Total professional services fees	141,034		—		141,034		128,930		—		128,930
Other services revenue*	3,630		738		4,368		3,345		591		3,936
Total services	144,664		738		145,402		132,275		591		132,866
Software and hardware	—		160		160		—		949		949
Total revenues	$	144,664	$	898	$	145,562	$	132,275	$	1,540	$	133,815

* Other services revenue primarily consists of hosting fees, maintenance, training, internally developed SaaS and partner referral fees.

The following table presents revenue disaggregated by geographic area, as determined by the billing address of customers (in thousands):


	Three Months Ended March 31,
	2020		2019
United States	$	142,570	$	130,446
Canada	1,079		581
Other countries	1,913		2,788
Total revenues	$	145,562	$	133,815

5. Stock-Based Compensation

Stock-based compensation is accounted for in accordance with ASC Topic 718, Compensation – Stock Compensation. Under this guidance, the Company recognizes share-based compensation ratably using the straight-line attribution method over the requisite service period, which is generally three years. In addition, the Company has elected to estimate the amount of expected forfeitures when calculating share-based compensation, instead of accounting for forfeitures as they occur. The fair value of restricted stock awards is based on the value of the Company’s common stock on the date of the grant.

Stock Award Plans

The Company’s Second Amended and Restated 2012 Long Term Incentive Plan (as amended, the “Incentive Plan”) allows for the granting of various types of stock awards, not to exceed a total of 7.0 million shares, to eligible individuals. The Compensation Committee of the Board of Directors administers the Incentive Plan and determines the terms of all stock awards made under the Incentive Plan. As of March 31, 2020, there were 1.6 million shares of common stock available for issuance under the Incentive Plan.

Stock-based compensation cost recognized for the three months ended March 31, 2020 was $4.6 million, which included $0.8 million of expense for retirement savings plan contributions. The associated current and future income tax benefit recognized was $1.5 million for the three months ended March 31, 2020. Stock-based compensation cost recognized for the three months ended March 31, 2019 was $4.5 million, which included $0.7 million of expense for retirement savings plan contributions. The associated current and future income tax benefit recognized was $0.9 million for the three months ended March 31, 2019. As of March 31, 2020, there was $28.6 million of total unrecognized compensation cost related to non-vested share-based awards with a weighted-average remaining life of two years.

Restricted stock activity for the three months ended March 31, 2020 was as follows (shares in thousands):


	Shares	Weighted-Average Grant Date Fair Value
Restricted stock awards outstanding at December 31, 2019	1,097	$	27.14
Awards granted	179	44.06
Awards vested	(291)	22.96
Awards forfeited	(12)	32.56
Restricted stock awards outstanding at March 31, 2020	973	$	31.24

6. Net Income per Share

The following table presents the calculation of basic and diluted net income per share (in thousands, except per share information):


	Three Months Ended March 31,
	2020		2019
Net income	$	8,974	$	7,026
Basic:
Weighted-average shares of common stock outstanding	31,637		31,376
Shares used in computing basic net income per share	31,637		31,376
Effect of dilutive securities:
Restricted stock subject to vesting	529		542
Shares issuable for acquisition consideration (1)	181		296
Shares issuable for conversion of convertible senior notes	529		—
Shares used in computing diluted net income per share	32,876		32,214

Basic net income per share	$	0.28	$	0.22
Diluted net income per share	$	0.27	$	0.22

(1)For the three months ended March 31, 2020, this represents the shares held in escrow pursuant to: (i) the Asset Purchase Agreement with RAS & Associates, LLC ("RAS"); (ii) the Asset Purchase Agreement with Zeon Solutions Incorporated and certain related entities (collectively, "Zeon"); (iii) the Asset Purchase Agreement with Stone Temple Consulting Corporation ("Stone Temple"); (iv) the Asset Purchase Agreement with Sundog Interactive, Inc. ("Sundog"); (v) the Asset Purchase Agreement with MedTouch LLC ("MedTouch"); and (vi) the Asset Purchase Agreement with Catalyst Networks, Inc. ("Brainjocks"), as part of the consideration. For the three months ended March 31, 2019, this represents the shares held in escrow pursuant to: (i) the Asset Purchase Agreement with Zeon; (ii) the Asset Purchase Agreement with RAS; (iii) the Asset Purchase Agreement with Southport Services Group, LLC ("Southport"); (iv) the Asset Purchase Agreement with Stone Temple; and (v) the Agreement and Plan of Merger with Elixiter, Inc. ("Elixiter"), as part of the consideration.

The number of anti-dilutive securities not included in the calculation of diluted net income per share were as follows (in thousands):


	Three Months Ended March 31,
	2020	2019
Restricted stock subject to vesting	69	105
Convertible senior notes	—	3,823
Warrants related to the issuance of convertible senior notes	3,823	3,823
Total anti-dilutive securities	3,892	7,751

See Note 11, Long-term Debt for further information on the convertible senior notes and warrants related to the issuance of convertible notes.

The Company’s Board of Directors has authorized the repurchase of up to $265.0 million of Company common stock through a stock repurchase program through June 30, 2021. The program could be suspended or discontinued at any time, based on market, economic, or business conditions. The timing and amount of repurchase transactions will be determined by management based on its evaluation of market conditions, share price, and other factors. Since the program’s inception on August 11, 2008, the Company has repurchased approximately $220.0 million (15.4 million shares) of outstanding common stock through March 31, 2020.

7. Balance Sheet Components


	March 31, 2020 (unaudited)		December 31, 2019
Accounts receivable:	(in thousands)
Billed accounts receivable, net	$	77,313	$	87,021
Unbilled revenues, net	49,415		42,097

Total	$	126,728	$	129,118


Property and equipment:
Computer hardware (useful life of 3 years)	$	13,667	$	12,995
Software (useful life of 1 to 7 years)	5,275		5,272
Furniture and fixtures (useful life of 5 years)	4,098		3,883
Leasehold improvements (useful life of 5 years)	5,952		5,674
Less: Accumulated depreciation	(16,692)		(15,654)
Total	$	12,300	$	12,170


Other current liabilities:
Estimated fair value of contingent consideration liability (1)	$	10,228	$	4,196
Current operating lease liabilities	9,538		8,992
Accrued variable compensation	8,377		27,030
Deferred revenues	8,521		7,733
Other current liabilities	6,462		5,841
Payroll related costs	3,031		3,716
Professional fees	1,815		1,758
Accrued medical claims expense	1,568		1,905
Accrued subcontractor fees	324		332
Total	$	49,864	$	61,503


Other non-current liabilities:
Deferred income taxes	$	12,434	$	11,108
Deferred compensation liability	4,943		5,566
Non-current software accrual	4,949		5,226
Other non-current liabilities	8,744		8,680
Total	$	31,070	$	30,580

(1)As of March 31, 2020, represents the fair value estimate of revenue and earnings-based contingent consideration that was realized by Elixiter and may be realized by Sundog, MedTouch, and Brainjocks, 12 months after the respective acquisitions. As of December 31, 2019, represents the fair value estimate of revenue and earnings-based contingent consideration that was realized by Elixiter and may be realized by Sundog 12 months after the respective acquisitions.

8. Allowance for Credit Losses

The Company adopted ASU No. 2016-13 on January 1, 2020. See Note 3, Recent Accounting Pronouncements, for a discussion of the ASU and the impact of adoption. As a result of the adoption, the Company amended its accounting policies for the allowance for credit losses. In accordance with ASU No. 2016-13, the Company evaluates its allowance based on expected losses rather than incurred losses, which is known as the current expected credit loss (“CECL”) model. The allowance is determined using the loss rate approach and is measured on a collective (pool) basis when similar risk characteristics exist. Where financial instruments do not share risk characteristics, they are evaluated on an individual basis. The allowance is based on relevant available information, from internal and external sources, relating to past events, current conditions, and reasonable and supportable forecasts. A higher allowance for credit losses was recorded during the three months ended March 31, 2020 due to the likely adverse impact the COVID-19 pandemic has had and will have on factors that affect our estimate of future credit losses.

Activity in the allowance for credit losses is summarized as follows (in thousands):


	Three Months Ended March 31, 2020
Balance at December 31, 2019	$	464
Impact of ASU No. 2016-13 adoption	423
Opening balance at January 1, 2020	887
Charges to expense	830
Uncollected balances written off, net of recoveries	(94)
Balance at March 31, 2020	$	1,623

9. Business Combinations

2020 Acquisitions

Acquisition of MedTouch

On January 6, 2020, the Company acquired substantially all of the assets of MedTouch, pursuant to the terms of an Asset Purchase Agreement. The acquisition of MedTouch expands the Company’s digital healthcare marketing services.

The Company has initially estimated the total allocable purchase price consideration to be $21.3 million. The purchase price was comprised of $13.9 million in cash paid and $1.9 million in Company common stock issued at closing, increased by $1.4 million for an estimated net working capital adjustment due to the seller. The purchase price also included $4.1 million representing the initial fair value estimate of additional revenue and earnings-based contingent consideration, which may be realized by the seller 12 months after the closing date of the acquisition with a maximum cash payout of $10.2 million. The Company incurred approximately $0.6 million in transaction costs, which were expensed when incurred.

The Company has estimated the allocation of the total purchase price consideration between tangible assets, identified intangible assets, liabilities, and goodwill as follows (in millions):


Acquired tangible assets	$	4.6
Identified intangible assets	6.7
Liabilities assumed	(6.0)
Goodwill	16.0
Total purchase price	$	21.3

The amount of goodwill expected to be deductible for tax purposes, excluding contingent consideration, is $12.7 million.

Acquisition of Brainjocks

On March, 23, 2020, the Company acquired substantially all of the assets of Brainjocks, pursuant to the terms of an Asset Purchase Agreement. The acquisition of Brainjocks expands the Company’s strategic marketing and technical delivery services.

The Company has initially estimated the total allocable purchase price consideration to be $20.7 million. The purchase price was comprised of $15.4 million in cash paid and $2.3 million in Company common stock issued at closing, increased by $0.8 million for an estimated net working capital adjustment due to the seller. The purchase price also included $2.2 million representing the initial fair value estimate of additional revenue and earnings-based contingent consideration, which may be realized by the seller 12 months after the closing date of the acquisition with a maximum cash payout of $4.8 million. The Company incurred approximately $1.0 million in transaction costs, which were expensed when incurred. On May 4, 2020 pursuant to a separate Asset Purchase Agreement, the Company completed the acquisition of substantially all of the assets of Brainjocks Europe d.o.o. Novi Sad, an affiliate of Brainjocks operating in Serbia. With the completion of this acquisition, the Company now has facilities located in Novi Sad, Serbia.

The Company has estimated the allocation of the total purchase price consideration between tangible assets, identified intangible assets, liabilities, and goodwill as follows (in millions):


Acquired tangible assets	$	6.8
Identified intangible assets	8.5
Liabilities assumed	(4.8)
Goodwill	10.2
Total purchase price	$	20.7

The amount of goodwill expected to be deductible for tax purposes, excluding contingent consideration, is $8.6 million.

The above purchase price accounting estimates are pending finalization of certain acquired tangible and intangible assets, contingent consideration valuation, and a net working capital settlement that is subject to final adjustment as the Company evaluates information during the measurement period.

The following table presents details of the intangible assets acquired during the three months ended March 31, 2020 (dollars in millions).


	Weighted Average Useful Life	Estimated Useful Life	Aggregate Acquisitions
Customer relationships	7 years	7 years	$	13.2
Customer backlog	1 year	1 year	1.1
Non-compete agreements	5 years	5 years	0.1
Trade name	1 year	1 year	0.1
Developed software	3 years	3 years	0.7
Total acquired intangible assets			$	15.2

2019 Acquisition

Acquisition of Sundog

On May 22, 2019, the Company acquired substantially all of the assets of Sundog, pursuant to the terms of an Asset Purchase Agreement. The Company’s total allocable purchase price consideration was $14.1 million. The purchase price was comprised of $10.3 million in cash paid and $1.3 million in Company common stock issued at closing, increased by $0.6 million as a result of the net working capital adjustment paid to the seller in the first quarter of 2020. The purchase price also included $1.9 million representing the initial fair value estimate of additional revenue and earnings-based contingent consideration, which may be realized by the seller 12 months after the closing date of the acquisition with a maximum cash payout of $3.6 million. As of March 31, 2020, the Company’s best estimate of the fair value of the contingent consideration was $2.5 million. The Company recorded a pre-tax adjustment in “Adjustment to fair value of contingent consideration” on the Unaudited Condensed Consolidated Statements of Operations of $0.4 million during the three months ended March 31, 2020.

The results of the 2019 and 2020 acquisitions have been included in the Company's interim unaudited condensed consolidated financial statements since the respective acquisition dates.

The aggregate amounts of revenue and net income of the MedTouch and Brainjocks acquisitions in the Unaudited Condensed Consolidated Statements of Operations from the respective acquisition dates to March 31, 2020 are as follows (in thousands):


	Acquisition Date to March 31, 2020
Revenues	$	4,380
Net income	$	42

Pro-forma Results of Operations

The following presents the unaudited pro-forma combined results of operations of the Company with the 2019 and 2020 acquisitions for the three months ended March 31, 2020 and 2019, after giving effect to certain pro-forma adjustments and assuming the 2020 acquisitions were acquired as of the beginning of 2019 and the 2019 acquisitions were acquired as of the beginning of 2018.

These unaudited pro-forma results are presented in compliance with the adoption of ASU No. 2010-29, Business Combinations (Topic 805): Disclosure of Supplementary Pro Forma Information for Business Combinations, and are not necessarily indicative of the actual consolidated results of operations had the acquisitions actually occurred on January 1, 2019 or January 1, 2018 or of future results of operations of the consolidated entities (in thousands except per share data):


	Three Months Ended March 31,
	2020		2019
Revenues	$	148,172	$	143,388
Net income	$	9,605	$	5,478
Basic net income per share	$	0.30	$	0.17
Diluted net income per share	$	0.29	$	0.17
Shares used in computing basic net income per share	31,800		31,468
Shares used in computing diluted net income per share	32,981		32,434

10. Goodwill and Intangible Assets

Goodwill represents the excess purchase price over the fair value of net assets acquired, or net liabilities assumed, in a business combination. In accordance with ASC Topic 350, Intangibles – Goodwill and Other, the Company performs an annual impairment review in the fourth quarter and more frequently if events or changes in circumstances indicate that goodwill might be impaired. There was no indication that goodwill became impaired as of March 31, 2020.

Other intangible assets include customer relationships, non-compete arrangements, trade names, customer backlog, and developed software, which are being amortized over the assets’ estimated useful lives using the straight-line method. Estimated useful lives range from less than one year to ten years. Amortization of customer relationships, non-compete arrangements, trade names, customer backlog, and developed software is considered an operating expense and is included in “Amortization” in the accompanying Unaudited Condensed Consolidated Statements of Operations. The Company periodically reviews the estimated useful lives of its identifiable intangible assets, taking into consideration any events or circumstances that might result in a lack of recoverability or revised useful life. There was no indication that other intangible assets became impaired as of March 31, 2020.

Goodwill

The changes in the carrying amount of goodwill for the three months ended March 31, 2020 are as follows (in thousands):


Balance at December 31, 2019	$	335,564
Purchase price allocation for acquisitions	26,203
Effect of foreign currency translation adjustments	(230)
Balance at March 31, 2020	$	361,537

Intangible Assets with Definite Lives

The following table presents a summary of the Company’s intangible assets that are subject to amortization (in thousands):


	March 31, 2020										December 31, 2019
	Gross Carrying Amounts		Accumulated Amortization		Net Carrying Amounts		Gross Carrying Amounts		Accumulated Amortization		Net Carrying Amounts
Customer relationships	$	79,702	$	(36,885)	$	42,817	$	82,431	$	(49,716)	$	32,715
Non-compete agreements	1,357		(668)		689		1,264		(601)		663
Customer backlog	1,105		(144)		961		1,102		(987)		115
Trade name	170		(67)		103		60		(37)		23
Developed software	12,144		(7,048)		5,096		10,984		(6,547)		4,437
Total	$	94,478	$	(44,812)	$	49,666	$	95,841	$	(57,888)	$	37,953

The estimated useful lives of identifiable intangible assets are as follows:


Customer relationships			5 - 10 years
Non-compete agreements			4 - 5 years
Customer backlog			1 year
Trade name			1 year
Developed software			1 - 7 years

Estimated annual amortization expense for the next five years ended December 31 and thereafter is as follows: (in thousands):


2020 remaining	$	12,154
2021	$	12,876
2022	$	11,331
2023	$	6,701
2024	$	3,758
Thereafter	$	2,846

11. Long-term Debt

Revolving Credit Facility

On June 9, 2017, the Company entered into a Credit Agreement, as amended (the “Credit Agreement”), with Wells Fargo Bank, National Association, as administrative agent and the other lenders parties thereto. The Credit Agreement provides for revolving credit borrowings up to a maximum principal amount of $125.0 million, subject to a commitment increase of $75.0 million. All outstanding amounts owed under the Credit Agreement become due and payable no later than the final maturity date of June 9, 2022.

The Credit Agreement also allows for the issuance of letters of credit in the aggregate amount of up to $10.0 million at any one time; outstanding letters of credit reduce the credit available for revolving credit borrowings. As of March 31, 2020, the Company had one outstanding letter of credit for $0.2 million. Substantially all of the Company’s assets are pledged to secure the credit facility.

Borrowings under the Credit Agreement bear interest at the Company’s option of the prime rate (3.25% on March 31, 2020) plus a margin ranging from 0.00% to 0.50% or one month LIBOR (0.99% on March 31, 2020) plus a margin ranging from 1.00% to 1.75%. The Company incurs an annual commitment fee of 0.15% to 0.20% on the unused portion of the line of credit. The additional margin amount and annual commitment fee are dependent on the level of outstanding borrowings. As of March 31, 2020, the Company had $124.8 million of unused borrowing capacity.

The Company is required to comply with various financial covenants under the Credit Agreement. Specifically, the Company is required to maintain a ratio of earnings before interest, taxes, depreciation, and amortization (“EBITDA”) plus stock compensation to interest expense for the previous four consecutive fiscal quarters of not less than 3.00 to 1.00 and a ratio of indebtedness to EBITDA plus stock compensation (“Leverage Ratio”) of not more than 3.00 to 1.00. Additionally, the Credit

Agreement currently restricts the payment of dividends that would result in a pro-forma Leverage Ratio of more than 2.00 to 1.00.

At March 31, 2020, the Company was in compliance with all covenants under the Credit Agreement.

Convertible Senior Notes due 2023

On September 11, 2018, the Company issued $143.8 million aggregate principal amount of 2.375% Convertible Senior Notes Due 2023 (the “Notes”) in a private placement to qualified institutional purchasers pursuant to an exemption from registration provided by Section 4(a)(2) and Rule 144A under the Securities Act of 1933, as amended (the “Securities Act”). The net proceeds from the offerings, after deducting the initial purchasers’ discount and issuance costs of $4.4 million, were $139.4 million. The Company used (i) $49.0 million of the net proceeds to pay down the Company’s revolving credit facility, (ii) $38.8 million of the net proceeds to repurchase 1.3 million shares of the Company’s common stock concurrently with the pricing of the Notes offering in privately negotiated transactions and (iii) $8.6 million of the net proceeds to fund the cost of entering into the Notes Hedges (as defined below), after such cost was partially offset by the proceeds that the Company received from entering into the Notes Warrants (as defined below). The remaining proceeds were used for working capital or other general corporate purposes.

The Notes bear interest at a rate of 2.375% per year. Interest is payable in cash on March 15 and September 15 of each year, with the first payment made on March 15, 2019. The Notes mature on September 15, 2023, unless earlier converted, redeemed or repurchased in accordance with their terms prior to such date. The initial conversion rate is 26.5957 shares of the Company’s common stock per $1,000 principal amount of Notes, which is equivalent to an initial conversion price of approximately $37.60 per share of common stock. After consideration of the Notes Hedges and Notes Warrants, the conversion rate is effectively hedged to a price of $46.62 per share of common stock. The conversion rate, and thus the conversion price, may be adjusted under certain circumstances as described in the indenture governing the Notes (the “Indenture”). The Company may settle conversions by paying or delivering, as applicable, cash, shares of its common stock or a combination of cash and shares of its common stock, at the Company’s election, based on the applicable conversion rate(s). If a “make-whole fundamental change” (as defined in the Indenture) occurs, then the Company will in certain circumstances increase the conversion rate for a specified period of time. The Company’s intent is to settle the principal amount of the Notes in cash upon conversion.

A Note may be converted at the holder’s option prior to the close of business on the business day immediately preceding September 15, 2023, but only under the following circumstances:

•during any calendar quarter commencing after the calendar quarter ending on December 31, 2018, if the last reported sale price per share of the Company’s common stock exceeds 130% of the conversion price for each of at least 20 trading days during the 30 consecutive trading days ending on, and including, the last trading day of the immediately preceding calendar quarter;

•during the five consecutive business days immediately after any 10 consecutive trading day period (such 10 consecutive trading day period, the “measurement period”) in which the trading price per $1,000 principal amount of notes for each trading day of the measurement period was less than 98% of the product of the last reported sale price per share of the Company’s common stock on such trading day and the conversion rate on such trading day;

•upon the occurrence of certain corporate events or distributions on the Company’s common stock described in the Indenture; and

•at any time from, and including, March 15, 2023 until the close of business on the second scheduled trading day immediately before the maturity date.

The Company may not redeem the Notes at its option before maturity. If a “fundamental change” (as defined in the Indenture) occurs, then, except as described in the Indenture, noteholders may require the Company to repurchase their notes at a cash repurchase price equal to the principal amount of the Notes to be repurchased, plus accrued and unpaid interest, if any.

As of March 31, 2020, none of the conditions permitting holders to convert their Notes had been satisfied and no shares of the Company’s common stock had been issued in connection with any conversions of the Notes. Based on the closing price of our common stock of $27.09 per share on March 31, 2020, the conversion value of the Notes was less than the principal amount of the Notes outstanding on a per Note basis.

In accordance with accounting for debt with conversions and other options, the Company bifurcated the principal amount of the Notes into liability and equity components. The initial liability component of the Notes was valued at $122.9 million based on the contractual cash flows discounted at an appropriate comparable market non-convertible debt borrowing

rate at the date of issuance of 5.7%. The equity component representing the conversion option and calculated as the residual amount of the proceeds was recorded as an increase in additional paid-in capital within stockholders’ equity of $20.9 million, partially offset by the associated deferred tax effect of $5.4 million. The amount recorded within additional paid-in capital is not to be remeasured as long as it continues to meet the conditions for equity classification. The resulting debt discount of $20.9 million is being amortized to interest expense using the effective interest method with an effective interest rate of 5.7% over the period from the issuance date through the contractual maturity date of September 15, 2023. The Company utilizes the treasury stock method to calculate the effects of the Notes on diluted earnings per share.

Issuance costs totaling $4.8 million were allocated pro rata based on the relative fair values of the liability and equity components. Issuance costs of $4.1 million attributable to the liability component were recorded as a direct deduction from the carrying value of the Notes and are being amortized to interest expense using the effective interest method over the term of the Notes. Issuance costs of $0.7 million attributable to the equity component were recorded as a charge to additional paid-in capital within stockholders’ equity, partially offset by the associated deferred tax effect of $0.2 million.

The liability and equity components of the Notes consisted of the following (in thousands):


	March 31, 2020 (unaudited)		December 31, 2019
Liability component:
Principal	$	143,750	$	143,750
Less: Unamortized debt discount	(15,055)		(16,033)
Unamortized debt issuance costs	(2,848)		(3,053)
Net carrying amount	$	125,847	$	124,664

Equity component:
Debt discount for conversion option, net of taxes	$	15,547	$	15,547
Less: Issuance costs, net of taxes	(523)		(523)
Net carrying amount	$	15,024	$	15,024

Interest expense for the three months ended March 31, 2020 and 2019 related to the Notes consisted of the following (in thousands):


	Three Months Ended March 31,
	2020		2019
Coupon interest	$	854	$	854
Amortization of debt discount	977		923
Amortization of debt issuance costs	206		206
Total interest expense recognized	$	2,037	$	1,983

2023 Convertible Notes Hedges

In connection with the issuance of the Notes, the Company entered into privately negotiated convertible note hedge transactions (the “Notes Hedges”) with certain of the initial purchasers or their respective affiliates and/or other financial institutions (the “Option Counterparties”). The Notes Hedges provide the Company with the option to acquire, on a net settlement basis, approximately 3.8 million shares of common stock at a strike price of $37.60, which is equal to the number of shares of common stock that notionally underlie the Notes and corresponds to the conversion price of the Notes. If the Company elects cash settlement and exercises the Notes Hedges, the aggregate amount of cash received from the Option Counterparties will cover the aggregate amount of cash that the Company would be required to pay to the holders of the Notes, less the principal amount thereof. The Notes Hedges do not meet the criteria for separate accounting as a derivative as they are indexed to the Company’s stock and are accounted for as freestanding financial instruments. The Notes Hedges were recorded as a reduction in additional paid-in capital within stockholders’ equity of $20.7 million, partially offset by the deferred tax effect of $5.3 million.

2023 Convertible Notes Warrants

In connection with the issuance of the Notes, the Company also sold net-share-settled warrants (the “Notes Warrants”) in privately negotiated transactions with the Option Counterparties. The strike price of the Notes Warrants was approximately $46.62 per share, and is subject to certain adjustments under the terms of the Notes Warrants. As a result of the Notes Warrants and related transactions, the Company is required to recognize incremental dilution of earnings per share to the extent the average share price is over $46.62 for any fiscal quarter. The Notes Warrants expire over a period of 100 trading days commencing on December 15, 2023 and may be settled in net shares of common stock or net cash at the Company’s election. The Notes Warrants were recorded as an increase in additional paid-in capital within stockholders’ equity of $12.1 million.

12. Income Taxes

The Company files income tax returns in the U.S. federal jurisdiction and various state and foreign jurisdictions. The Internal Revenue Service (the “IRS”) has completed examinations of the Company’s U.S. income tax returns or the statute of limitations has passed on returns for the years through 2015. The Company’s 2016 and 2017 U.S. income tax returns are currently under examination by the IRS. The IRS has sought to disallow research credits in the total amount of $5.7 million on the Company’s 2011 through 2015 U.S. income tax returns. The Company has exhausted all administrative appeals and formal mediation and has filed suit to resolve this dispute. The Company is awaiting a court date to be set by the U.S. Tax Court for the 2011 through 2013 returns. The Company believes the research credits taken are appropriate and intends to vigorously defend its position. An amount of adjustment, if any, and the timing of such adjustment are not reasonably possible to estimate at this time. The total amount of research credits taken, or expected to be taken, in the Company’s income tax returns for 2011 through March 31, 2020 is approximately $16.2 million.

Under the provisions of the ASC Subtopic 740-10-25, Income Taxes - Recognition, the Company had an unrecognized tax benefit of $4.8 million (excluding $0.7 million of interest) as of March 31, 2020.

The Company’s effective tax rate was 14.6% for the three months ended March 31, 2020 compared to 19.9% for the three months ended March 31, 2019. The effective tax rate decreased during the three months ended March 31, 2020 primarily due to the increase in tax benefits recognized related to share-based compensation deductions during the three months ended March 31, 2020 compared to the prior-year quarter. As of March 31, 2020, the Company’s net non-current deferred tax liability was $12.4 million. Deferred tax liabilities primarily relate to goodwill, other intangibles, fixed assets, prepaid expenses and issuance of the Notes. Net non-current deferred tax liabilities are recorded in “Other non-current liabilities” on the Condensed Consolidated Balance Sheets as of March 31, 2020 (unaudited) and December 31, 2019.

In general, it is the Company’s practice and intention to reinvest the earnings of the Company’s foreign subsidiaries in those operations. However, the Company has determined that the foreign earnings of the Company’s Chinese subsidiary are no longer permanently reinvested and may repatriate available earnings from time to time. Management intends to continue to permanently reinvest all other remaining current and prior earnings in its other foreign subsidiaries.

Excluding China, foreign unremitted earnings of entities not included in the United States tax return have been included in the consolidated financial statements without giving effect to the United States taxes that may be payable on distribution to the United States because it is not anticipated such earnings will be remitted to the United States. Under current applicable tax laws, if the Company elects to remit some or all of the funds it has designated as indefinitely reinvested outside the United States, the amount remitted would be subject to non-U.S. withholding taxes. As of March 31, 2020, the aggregate unremitted earnings of the Company’s foreign subsidiaries for which a deferred income tax liability has not been recorded was approximately $11.6 million, and the unrecognized deferred tax liability on unremitted earnings was approximately $0.4 million.

13. Derivatives

In the normal course of business, the Company uses derivative financial instruments to manage foreign currency exchange rate risk. Currency exposure is monitored and managed by the Company as part of its risk management program which seeks to reduce the potentially adverse effects that market volatility could have on operating results. The Company’s derivative financial instruments consist of non-deliverable foreign currency forward contracts. Derivative financial instruments are neither held nor issued by the Company for trading purposes.

Derivatives Not Designated as Hedging Instruments

Both the gain or loss on the derivatives not designated as hedging instruments and the offsetting loss or gain on the hedged item attributable to the hedged risk are recognized in current earnings. Realized gains or losses and changes in the estimated fair value of foreign currency forward contracts that have not been designated as hedges were immaterial during each of the three months ended March 31, 2020 and 2019. Gains and losses on these contracts are recorded in net other expense (income) and net interest expense in the Unaudited Condensed Consolidated Statements of Operations and are offset by losses and gains on the related hedged items.

The notional amounts of the Company’s derivative instruments outstanding were as follows (in thousands):


	March 31, 2020		December 31, 2019
Derivatives not designated as hedges
Foreign exchange contracts	$	2,373	$	2,523
Total derivatives not designated as hedges	$	2,373	$	2,523

14. Fair Value Measurements

The fair value hierarchy is based on inputs to valuation techniques that are used to measure fair value that are either observable or unobservable. Observable inputs reflect assumptions market participants would use in pricing an asset or liability based on market data obtained from independent sources while unobservable inputs reflect a reporting entity’s pricing based upon its own market assumptions.

The fair value hierarchy consists of the following three levels:

•Level 1 – Inputs are quoted prices in active markets for identical assets or liabilities.

•Level 2 – Inputs are quoted prices for similar assets or liabilities in an active market, quoted prices for identical or similar assets or liabilities in markets that are not active, inputs other than quoted prices that are observable and market-corroborated inputs which are derived principally from or corroborated by observable market data.

•Level 3 – Inputs are derived from valuation techniques in which one or more significant inputs or value drivers are unobservable.

All highly liquid investments with maturities at date of purchase of three months or less are considered to be cash equivalents. Based on their short-term nature, the carrying value of cash equivalents approximate their fair value. As of March 31, 2020, $22.6 million of the Company’s cash and cash equivalents balance related to money-market fund investments and $0.1 million related to fixed time deposits. As of December 31, 2019, $64.2 million of the Company’s cash and cash equivalents balance related to money-market fund investments and $3.0 million related to fixed time deposits. These short-term money-market funds and fixed time deposits are considered Level 1 investments.

The Company has a deferred compensation plan, which is funded through company-owned life insurance ("COLI") policies. The COLI asset is carried at fair value derived from quoted market prices of investments within the COLI policies, which are considered Level 2 inputs. The fair value of the COLI asset was $5.3 million and $5.6 million as of March 31, 2020 and December 31, 2019, respectively.

The Company estimates the fair value of each foreign exchange forward contract by using the present value of expected cash flows. The estimate takes into account the difference between the current market forward price and contracted forward price for each foreign exchange contract and applies the difference in the rates to each outstanding contract. Valuations for all derivatives fall within Level 2 of the GAAP valuation hierarchy. The fair value of the Company’s derivative instruments outstanding as of March 31, 2020 was immaterial.

The Company has contingent consideration liabilities related to acquisitions which are measured on a recurring basis and recorded at fair value, determined using the discounted cash flow method. The inputs used to calculate the fair value of the contingent consideration liabilities are considered to be Level 3 inputs due to the lack of relevant market activity and significant management judgment. An increase in future cash flows may result in a higher estimated fair value while a decrease in future cash flows may result in a lower estimated fair value of the contingent consideration liabilities. Remeasurements to fair value

are recorded in adjustment to fair value of contingent consideration in the Consolidated Statements of Operations. Refer to Note 7, Balance Sheet Components, for the estimated fair value of the contingent consideration liabilities as of March 31, 2020.

The fair value of the Notes is measured using quoted price inputs. The Notes are not actively traded, and thus the price inputs represent a Level 2 measurement. As the quoted price inputs are highly variable from day to day, the fair value estimates could significantly increase or decrease.

The Notes are carried at their principal amount less unamortized debt discount and issuance costs, and are not carried at fair value at each period end. The original debt discount was calculated at a market interest rate for nonconvertible debt at the time of issuance, which represented a Level 3 fair value measurement. The approximate fair value of the Notes as of March 31, 2020 was $137.0 million, which is estimated on the basis of inputs that are observable in the market and is considered a Level 2 fair value measurement.

15. Leases

The Company leases office space under various operating lease agreements, which have remaining lease terms of less than one year to nine years. Operating leases are included in operating lease right-of-use assets, other current liabilities, and operating lease liabilities on the consolidated balance sheet. Operating lease expense for the three months ended March 31, 2020 and 2019 was $2.8 million and $2.1 million, respectively.

Supplemental balance sheet information related to leases was as follows (in thousands):


	March 31, 2020		December 31, 2019
Other current liabilities	$	9,538	$	8,992
Operating lease liabilities	21,855		19,649
Total	$	31,393	$	28,641

Future minimum lease payments under non-cancellable leases as of March 31, 2020 were as follows (in thousands):


	March 31, 2020
2020 remaining	$	6,701
2021	8,172
2022	6,320
2023	5,363
2024	3,942
Thereafter	4,193
Total future lease payments	34,691
Less implied interest	(3,298)
Total	$	31,393

16. Commitments and Contingencies

From time to time the Company is involved in legal proceedings, claims and litigation related to employee claims, contractual disputes and taxes in the ordinary course of business. Although the Company cannot predict the outcome of such matters, currently the Company has no reason to believe the disposition of any current matter could reasonably be expected to have a material adverse impact on the Company’s financial position, results of operations or the ability to carry on any of its business activities.

Item 2. Management’s Discussion and Analysis of Financial Condition and Results of Operations

Statements made in this Form 10-Q, including without limitation this Management's Discussion and Analysis of Financial Condition and Results of Operations, other than statements of historical information, are forward looking statements within the meaning of Section 27A of the Securities Act, and Section 21E of the Securities Exchange Act of 1934, as amended (the “Exchange Act”). These forward-looking statements may sometimes be identified by such words as “may,” “will,” “should,” “expects,” “plans,” “anticipates,” “believes,” “estimates,” “predicts,” “potential,” or “continue” or the negative of those words and other comparable words. We believe that it is important to communicate our future expectations to investors. However, these forward-looking statements involve many risks and uncertainties. Our actual results could differ materially from those indicated in such forward-looking statements as a result of certain factors, including but not limited to, those set forth under “Risk Factors” in our Annual Report on Form 10-K previously filed with the SEC, as updated by “Part II – Item 1A – Risk Factors” in this Form 10-Q and elsewhere in this Form 10-Q. We are under no duty to update any of the forward-looking statements after the date of this Form 10-Q to conform these statements to actual results. For additional information, see the “Special Note Regarding Forward-Looking Statements" contained in this Form 10-Q.

Overview

We are a digital consultancy serving Global 2000® and other large enterprise companies with a primary focus on the United States. We help clients gain competitive advantage by designing, building and delivering digital solutions that: make their businesses more responsive to market opportunities; strengthen relationships with customers, suppliers, and partners; improve productivity; and reduce technology costs. Our unparalleled technology, management consulting, and creative capabilities, across industries, enable these benefits by developing, integrating, automating, and extending business processes, technology infrastructure and software applications end-to-end within an organization and with key partners, suppliers, and customers. Our solutions include custom applications, analytics, management consulting, commerce, portals and collaboration, content management, business integration, customer relationship management, business process management, platform implementations and artificial intelligence, among others. Our solutions enable our clients to operate a real-time enterprise that delivers exceptional front-end customer experiences and dynamically adapts business processes and the systems that support them, to meet the changing demands of an increasingly global and competitive marketplace.

COVID-19 Pandemic

In March 2020, the World Health Organization recognized a novel strain of coronavirus (COVID-19) as a pandemic. In response to the pandemic, the United States and various foreign, state and local governments have, among other actions, imposed travel and business restrictions and required or advised communities in which we do business to adopt stay-at-home orders and social distancing guidelines, causing some businesses to adjust, reduce or suspend operating activities. The pandemic and the various governments’ response have caused significant and widespread uncertainty, volatility and disruptions in the U.S. and global economies, including in the regions in which we operate.

Through March 31, 2020, we have not experienced a material impact to our business, operations or financial results as a result of the pandemic. However, in the current and future periods, we may experience weaker customer demand, requests for discounts or extended payment terms, customer bankruptcies, supply chain disruption, employee staffing constraints and difficulties, government restrictions or other factors that could negatively impact the Company and its business, operations and financial results. As we cannot predict the duration or scope of the pandemic or its impact on economic and financial markets, any negative impact to our results cannot be reasonably estimated, but it could be material.

We continue to monitor closely the Company’s financial health and liquidity and the impact of the pandemic on the Company. We are able to serve the needs of our customers while taking steps to protect the health and safety of our employees, customers, partners, and communities. Among these steps, we have transitioned to primarily working remotely and ceasing travel, which has not resulted in a material disruption to the Company's operations. See Part II – Item 1A – Risk Factors” of this Form 10-Q for additional information regarding the potential impact of COVID-19 on the Company.

Services Revenues

Services revenues are derived from professional services that include developing, implementing, integrating, automating and extending business processes, technology infrastructure, and software applications. Professional services revenues are recognized over time as services are rendered. Most of our projects are performed on a time and materials basis, while a portion of our revenues is derived from projects performed on a fixed fee or fixed fee percent complete basis. For time and material projects, revenues are recognized and billed by multiplying the number of hours our professionals expend in the performance of the project by the hourly rates. For fixed fee contracts, revenues are recognized and billed by multiplying the established fixed rate per time period by the number of time periods elapsed. For fixed fee percent complete projects, revenues are generally recognized using an input method based on the ratio of hours expended to total estimated hours. Fixed fee percent

complete engagements represented 8% of our services revenues for the three months ended March 31, 2020 and 9% for the three months ended March 31, 2019. On most projects, we are reimbursed for out-of-pocket expenses including travel and other project-related expenses. These reimbursements are included as a component of the transaction price of the respective professional services contract. The aggregate amount of reimbursed expenses will fluctuate depending on the location of our clients, the total number of our projects that require travel, the impact of travel restrictions imposed as a result of the COVID-19 pandemic, and whether our arrangements with our clients provide for the reimbursement of such expenses. In conjunction with services provided, we occasionally receive referral fees under partner programs. These referral fees are recognized at a point in time when earned and recorded within services revenues.

Software and Hardware Revenues

Software and hardware revenues are derived from sales of third-party software and hardware resales, in which we are considered the agent, and sales of internally developed software, in which we are considered the principal. Revenues from sales of third-party software and hardware are recorded on a net basis, while revenues from internally developed software sales are recorded on a gross basis. Software and hardware revenues are expected to fluctuate depending on our clients’ demand for these products, which may be impacted by the COVID-19 pandemic.

There are no significant cancellation or termination-type provisions for our software and hardware sales. Contracts for our professional services provide for a general right, to the client or us, to cancel or terminate the contract within a given period of time (generally 10 to 30 days’ notice is required). The client is responsible for any time and expenses incurred up to the date of cancellation or termination of the contract.

Cost of Revenues

Cost of revenues consists of cost of services primarily related to cash and non-cash compensation and benefits (including bonuses and non-cash compensation related to equity awards), costs associated with subcontractors, reimbursable expenses and other project-related expenses. Cost of revenues does not include depreciation of assets used in the production of revenues which are primarily personal computers, servers, and other information technology related equipment. In accordance with Accounting Standards Codification (“ASC”) Topic 606, sales of third-party software and hardware are presented on a net basis, and as such, third-party software and hardware costs are not presented within cost of revenues.

Our cost of services as a percentage of services revenues is affected by the utilization rates of our professionals (defined as the percentage of our professionals’ time billed to clients divided by the total available hours in the respective period), the salaries we pay our professionals, and the average billing rate we receive from our clients. If a project ends earlier than scheduled, we retain professionals in advance of receiving project assignments, or demand for our services declines, our utilization rate will decline and adversely affect our cost of services as a percentage of services revenues.

Selling, General, and Administrative Expenses

Selling, general and administrative (“SG&A”) expenses are primarily composed of sales-related costs, general and administrative salaries, stock compensation expense, office costs, recruiting expense, variable compensation costs, marketing costs and other miscellaneous expenses. We have access to sales leads generated by our software vendors whose products we use to design and implement solutions for our clients. These relationships enable us to optimize our selling costs and sales cycle times and increase win rates through leveraging our partners’ marketing efforts and endorsements.

Plans for Growth and Acquisitions

Our goal is to continue to build one of the leading information technology consulting firms by expanding our relationships with existing and new clients and through the continuation of our disciplined acquisition strategy. Our future growth plan includes expanding our business with a primary focus on customers in the United States, both organically and through acquisitions. We also intend to further leverage our existing offshore capabilities to support our future growth and provide our clients flexible options for project delivery. Our ability to continue to implement our growth plan may be negatively affected by the impact of the COVID-19 pandemic on our operations.

When analyzing revenue growth by base business compared to acquired companies in the Results of Operations section below, revenue attributable to base business includes revenue from an acquired company that has been owned for a full four quarters after the date of acquisition.

Adoption of ASU No. 2016-13

As further detailed in Note 3, Recent Accounting Pronouncements, in the Notes to Interim Unaudited Condensed Consolidated Financial Statements, we adopted Accounting Standards Update (“ASU”) No. 2016-13, Financial Instruments - Credit Losses (Topic 326): Measurement of Credit Losses on Financial Instruments using the modified retrospective method. ASU No. 2016-13 requires the immediate recognition of estimated credit losses expected to occur over the remaining life of many financial assets, including trade receivables. The Company adopted this ASU on January 1, 2020 using a modified retrospective approach, which allows the impact of adoption to be recorded through a cumulative effect adjustment to retained earnings without restating comparative periods. The cumulative effect adjustment for adoption of ASU No. 2016-13 resulted in a decrease of $0.4 million in Accounts receivable, net, and a decrease of $0.3 million in Retained earnings, net of tax, as of January 1, 2020. Refer to Note 8, Allowance for Credit Losses, for additional disclosures resulting from the adoption of ASU No. 2016-13.

Results of Operations

Three months ended March 31, 2020 compared to three months ended March 31, 2019

Revenues. Total revenues increased 9% to $145.6 million for the three months ended March 31, 2020 from $133.8 million for the three months ended March 31, 2019.


	Financial Results (in thousands)										Explanation for Increases (Decreases) Over Prior Year Period (in thousands)
	Three Months Ended March 31,						Total Increase (Decrease) Over Prior Year Period		Increase Attributable to Acquired Companies		Increase (Decrease) Attributable to Base Business
	2020		2019
Services revenues	$	145,402	$	132,866	$	12,536	$	6,589	$	5,947
Software and hardware revenues	160		949		(789)		—		(789)
Total revenues	$	145,562	$	133,815	$	11,747	$	6,589	$	5,158

Services revenues increased 9% to $145.4 million for the three months ended March 31, 2020 from $132.9 million for the three months ended March 31, 2019. Services revenues attributable to our base business increased by $5.9 million while services revenues attributable to acquired companies was $6.6 million, resulting in a total increase of $12.5 million.

Software and hardware revenues decreased 83% to $0.2 million for the three months ended March 31, 2020 from $0.9 million for the three months ended March 31, 2019.

Cost of Revenues (exclusive of depreciation and amortization, discussed separately below). Cost of revenues increased 8% to $93.2 million for the three months ended March 31, 2020 from $86.1 million for the three months ended March 31, 2019 primarily due to higher headcount in response to higher services revenues. Services costs as a percentage of services revenues decreased to 64.1% for the three months ended March 31, 2020 from 64.8% for the three months ended March 31, 2019, primarily due to increased average bill rate. The average bill rate for our professionals was $127 per hour for the three months ended March 31, 2020 and $126 per hour for the three months ended March 31, 2019.

Selling, General and Administrative. SG&A expenses increased 2% to $33.2 million for the three months ended March 31, 2020 from $32.5 million for the three months ended March 31, 2019, primarily due to increased headcount to support our growth, increased office costs related to our office expansion in India, and acquisitions, partially offset by lower bonus costs. SG&A expenses as a percentage of revenues decreased to 22.8% for the three months ended March 31, 2020 from 24.3% for the three months ended March 31, 2019.

Depreciation. Depreciation expense increased 27% to $1.3 million for the three months ended March 31, 2020 from $1.0 million for the three months ended March 31, 2019. Depreciation expense as a percentage of revenues increased to 0.9% for the three months ended March 31, 2020 from 0.8% for the three months ended March 31, 2019.

Amortization. Amortization expense decreased 5% to $3.9 million for the three months ended March 31, 2020 from $4.1 million for the three months ended March 31, 2019. Amortization expense as a percentage of revenues was 2.7% for the three months ended March 31, 2020 and 3.1% for the three months ended March 31, 2019.

Acquisition Costs. Acquisition-related costs were $1.8 million for the three months ended March 31, 2020 and were immaterial for the three months ended March 31, 2019. Costs were incurred for legal, accounting, tax, investment bank and advisor fees, and valuation services performed by third parties in connection with merger and acquisition-related activities.

Adjustment to Fair Value of Contingent Consideration. An adjustment of $0.3 million was recorded during the three months ended March 31, 2020 which represents the fair market adjustment to the Sundog Interactive, Inc. (“Sundog”) revenue and earnings-based consideration liability, partially offset by accretion. An adjustment of $0.4 million was recorded during the three months ended March 31, 2019 which represents the net impact of the fair market value adjustments to the Southport Services Group, LLC (“Southport”), Stone Temple Consulting Corporation (“Stone Temple”), and Elixiter, Inc. (“Elixiter”) revenue and earnings-based contingent consideration liability, partially offset by accretion.

Net Interest Expense. Net interest expense increased to $1.9 million for the three months ended March 31, 2020 from $1.8 million for the three months ended March 31, 2019.

Provision for Income Taxes. We provide for federal, state and foreign income taxes at the applicable statutory rates adjusted for non-deductible expenses. Our effective tax rate decreased to 14.6% for the three months ended March 31, 2020 from 19.9% for the three months ended March 31, 2019. The decrease in the effective tax rate was primarily due to the increase in tax benefits recognized related to share-based compensation deductions during the three months ended March 31, 2020 compared to the prior-year quarter.

Liquidity and Capital Resources

Selected measures of liquidity and capital resources are as follows (in millions):


	March 31, 2020		December 31, 2019
Cash and cash equivalents (1)	$	29.3	$	70.7
Working capital (including cash and cash equivalents) (2)	$	103.8	$	127.3
Amounts available under credit facility	$	124.8	$	124.8

(1) The balance at March 31, 2020 includes $5.5 million held by our Canadian, Indian and United Kingdom subsidiaries which is not available to fund domestic operations unless the funds would be repatriated. We currently do not plan or foresee a need to repatriate such funds. The balance also includes $1.2 million in cash held by our Chinese subsidiary.

(2) Working capital is total current assets less total current liabilities.

Net Cash Used in Operating Activities

Net cash used in operating activities for the three months ended March 31, 2020 was $4.4 million compared to $0.3 million for the three months ended March 31, 2019. For the three months ended March 31, 2020, the primary components of operating cash flows were net income of $9.0 million, non-cash charges of $12.3 million and net operating asset investments of $25.6 million, primarily attributable to the payout of variable compensation. For the three months ended March 31, 2019, the primary components of operating cash flows were net income of $7.0 million, non-cash charges of $12.1 million and net operating asset investments of $19.4 million.

Net Cash Used in Investing Activities

During the three months ended March 31, 2020, we used $2.0 million to purchase property and equipment and to develop software and $29.8 million for the acquisition of MedTouch LLC ("MedTouch") and Catalyst Networks, Inc. ("Brainjocks") and for a net working capital settlement related to an acquisition. During the three months ended March 31, 2019, we used $1.4 million to purchase property and equipment and to develop software and $0.4 million for a net working capital settlement related to an acquisition.

Net Cash Used in Financing Activities

During the three months ended March 31, 2020, we used $4.8 million to remit taxes withheld as part of a net share settlement of restricted stock vesting. During the three months ended March 31, 2019, used $11.4 million to repurchase shares of our common stock through the stock repurchase program and $3.9 million to remit taxes withheld as part of a net share settlement of restricted stock vesting.

Availability of Funds from Bank Line of Credit Facility

On June 9, 2017, we entered into a Credit Agreement, as amended (the “Credit Agreement”), with Wells Fargo Bank, National Association, as administrative agent and the other lenders parties thereto. The Credit Agreement provides for revolving credit borrowings up to a maximum principal amount of $125.0 million, subject to a commitment increase of $75.0 million. All outstanding amounts owed under the Credit Agreement become due and payable no later than the final maturity date of June 9, 2022.

The Credit Agreement also allows for the issuance of letters of credit in the aggregate amount of up to $10.0 million at any one time; outstanding letters of credit reduce the credit available for revolving credit borrowings. As of March 31, 2020, the Company had one outstanding letter of credit for $0.2 million. Substantially all of our assets are pledged to secure the credit facility.

Borrowings under the Credit Agreement bear interest at our option of the prime rate (3.25% on March 31, 2020) plus a margin ranging from 0.00% to 0.50% or one-month LIBOR (0.99% on March 31, 2020) plus a margin ranging from 1.00% to 1.75%. We incur an annual commitment fee of 0.15% to 0.20% on the unused portion of the line of credit. The additional margin amount is dependent on the level of outstanding borrowings. As of March 31, 2020, we had $124.8 million of maximum borrowing capacity.

At March 31, 2020, the Company was in compliance with all covenants under the Credit Agreement.

Stock Repurchase Program

The Company’s Board of Directors have authorized the repurchase of up to $265.0 million of Company common stock through a stock repurchase program through June 30, 2021. The program could be suspended or discontinued at any time, based on market, economic, or business conditions. The timing and amount of repurchase transactions will be determined by management based on its evaluation of market conditions, share price, and other factors. Since the program’s inception on August 11, 2008, the Company has repurchased approximately $220.0 million (15.4 million shares) of outstanding common stock through March 31, 2020.

From time to time, we establish a written trading plan in accordance with Rule 10b5-1 of the Exchange Act, pursuant to which we make a portion of our stock repurchases. Additional repurchases will be at times and in amounts as the Company deems appropriate and will be made through open market transactions in compliance with Rule 10b-18 of the Exchange Act, subject to market conditions, applicable legal requirements, and other factors.

Contractual Obligations

There were no material changes outside the ordinary course of our business in lease obligations in the first three months of 2020. See Note 15, Leases, in the Notes to Interim Condensed Consolidated Financial Statements for further description of our lease obligations.

As of March 31, 2020 and December 31, 2019, there were no balances outstanding under the Credit Agreement. Balances outstanding under the Credit Agreement would be classified as “Long-term debt” within the Condensed Consolidated Balance Sheet and would become due and payable no later than the final maturity date of June 9, 2022. Additionally, there were $125.8 million of outstanding Notes, net of unamortized debt discount and issuance costs, as of March 31, 2020 compared to $124.7 million as of December 31, 2019. The amounts are classified as “Long-term debt” within the Condensed Consolidated Balance Sheets as of March 31, 2020 (unaudited) and December 31, 2019 and will become due and payable no later than the final maturity date of September 15, 2023.

Off Balance Sheet Arrangements

We do not have any off-balance sheet arrangements that have or are reasonably likely to have a current or future effect on our financial condition, changes in financial condition, revenues or expenses, results of operations, liquidity, capital expenditures or capital resources that are material to investors.

Conclusion

Of the total cash and cash equivalents reported on the Condensed Consolidated Balance Sheet as of March 31, 2020 (unaudited) of $29.3 million, $5.5 million was held by the Company’s Canadian, Indian and United Kingdom subsidiaries and is considered to be indefinitely reinvested in those operations. The Company is able to fund its liquidity needs outside of these subsidiaries, primarily through cash flows generated by domestic operations and our credit facility, as well as the proceeds from the Notes issuance in the third quarter of 2018. Therefore, the Company has no current plans to repatriate cash from these foreign subsidiaries in the foreseeable future. As of March 31, 2020, the aggregate unremitted earnings of the Company’s foreign subsidiaries for which a deferred income tax liability has not been recorded was approximately $11.6 million, and the unrecognized deferred tax liability on unremitted earnings was approximately $0.4 million. As of March 31, 2020, $1.2 million of the total cash and cash equivalents was held by the Company's Chinese subsidiary, the earnings of which are not considered to be permanently reinvested and may be repatriated from time to time.

We believe that currently available funds, access to capital from our credit facility, and cash flows generated from operations will be sufficient to meet our working capital requirements and other capital needs for the next 12 months. However, while the Company did not experience a material impact on the business, operations or financial results from the COVID-19 pandemic in its first quarter, the pandemic may materially and adversely affect our business, operations and financial results, including our cash flows, in the future as a result of, among other things, weaker customer demand, requests for discounts or extended payment terms, customer bankruptcies, supply chain disruption, employee staffing constraints and difficulties, government restrictions or other factors. For example, subsequent to quarter end, we have experienced certain of our customers requesting discounts or extended payment terms, pausing or slowing services, or considering bankruptcy. Additionally, we have experienced some delays in obtaining new commitments from customers. Given the uncertain duration and scope of the pandemic and its impact on economic and financial markets, we cannot reliably predict or estimate the impact of the pandemic on our business, operations or financial results. See “Part II – Item 1A – Risk Factors” of this Form 10-Q for additional information regarding the potential impact of COVID-19 on the Company.

Critical Accounting Policies

Our accounting policies are fully described in Note 2, Summary of Significant Accounting Policies, to our Consolidated Financial Statements in our Annual Report on Form 10-K for the year ended December 31, 2019 and Note 8, Allowance for Credit Losses, to our Interim Unaudited Condensed Consolidated Financial Statements in this Quarterly Report on Form 10-Q for the three months ended March 31, 2020. We believe our most critical accounting policies include revenue recognition, purchase accounting and related fair value measurements and income taxes.

Item 3. Quantitative and Qualitative Disclosures about Market Risk

We are exposed to market risks related to changes in foreign currency exchange rates and interest rates. We believe our exposure to market risks is immaterial.

Exchange Rate Sensitivity

We are exposed to market risks associated with changes in foreign currency exchange rates because we generate a portion of our revenues and incur a portion of our expenses in currencies other than the U.S. dollar. As of March 31, 2020, we were exposed to changes in exchange rates between the U.S. dollar and the Canadian dollar, Indian rupee, Chinese yuan, British pound, and Euro. Subsequent to March 31, 2020, we become exposed to changes in exchange rates between the U.S dollar and the Serbian dinar. We hedge material foreign currency exchange rate exposures when feasible using forward contracts. These instruments are subject to fluctuations in foreign currency exchange rates and credit risk. Credit risk is managed through careful selection and ongoing evaluation of the financial institutions utilized as counter parties. Refer to Note 13, Derivatives, in the Notes to Interim Unaudited Consolidated Financial Statements for further discussion.

Interest Rate Sensitivity

As of March 31, 2020, there was no outstanding balance and $124.8 million of available borrowing capacity under our credit facility. To the extent we have outstanding borrowings under the credit facility, our interest expense will fluctuate as the interest rate for the line of credit floats based, at our option, on the prime rate plus a margin or the one-month LIBOR rate plus a margin.

During the third quarter of 2018, we issued Notes which have a fixed interest rate of 2.375%. The fair value of the Notes may increase or decrease for various reasons, including fluctuations in the market price of our common stock,

fluctuations in market interest rates and fluctuations in general economic conditions. Based upon the quoted market price as of March 31, 2020, the fair value of the Notes was approximately $137.0 million.

We had unrestricted cash and cash equivalents totaling $29.3 million at March 31, 2020 and $70.7 million at December 31, 2019. The unrestricted cash and cash equivalents are primarily held for working capital purposes and acquisitions. We do not enter into investments for trading or speculative purposes.

Item 4. Controls and Procedures

The Company maintains disclosure controls and procedures that are designed to ensure that information required to be disclosed in the Company’s reports under the Exchange Act is recorded, processed, summarized, and reported within the time periods specified in the SEC’s rules and forms, and that such information is accumulated and communicated to management, including the principal executive officer and principal financial officer of the Company, as appropriate, to allow timely decisions regarding required disclosure. The Company’s management, with the participation of the Company’s principal executive officer and principal financial officer, has evaluated the effectiveness of the Company’s disclosure controls and procedures as of the end of the period covered by this Form 10-Q. Based on that evaluation, the Company’s principal executive and principal financial officers have determined that the Company’s disclosure controls and procedures were effective.

There was no change in the Company’s internal control over financial reporting as defined in Exchange Act Rule 13a-15(f) during the three months ended March 31, 2020, that has materially affected, or is reasonably likely to materially affect, the Company’s internal control over financial reporting. The Company's transition to primarily working remotely as a result of the COVID-19 pandemic has not resulted in a material impact to the Company's internal controls over financial reporting.

PART II. OTHER INFORMATION

Item 1A. Risk Factors

In evaluating all forward-looking statements, you should specifically consider various risk factors that may cause actual results to vary from those contained in the forward-looking statements. In addition to the following, our risk factors are described in our Annual Report on Form 10-K for the year ended December 31, 2019, as filed with the SEC on February 25, 2020 and available at www.sec.gov.

The COVID-19 pandemic may materially and adversely affect the Company’s business, operations, financial results and/or stock price.

The COVID-19 pandemic has created significant and widespread volatility, uncertainty and disruptions in the U.S. and global economies, including in the regions in which we operate. The extent to which the pandemic impacts our business, operations and financial results will depend on numerous evolving factors that we may not be able to accurately predict, including: the duration and scope of the pandemic; governmental, business and individuals’ actions that have been and continue to be taken in response to the pandemic; the impact of the pandemic on economic activity and actions taken in response; the effect on our clients and client demand for our services and solutions; our ability to sell and provide our services and solutions, including as a result of travel restrictions and people working from home; the ability of our clients to pay for our services and solutions; any changes to our clients’ payment terms; any closures of our offices and facilities as we transitioned to working remotely; and any closures of our clients’ offices and facilities because of government orders, recommendations or otherwise. Clients may also slow down decision making, delay planned work or seek to terminate or amend existing agreements in a manner adverse to the Company. Any of these events could cause or contribute to the other risks and uncertainties faced by the Company, as described in the Company’s Annual Report, and could materially adversely affect our business, operations, financial results and/or stock price.

Item 2. Unregistered Sales of Equity Securities and Use of Proceeds

Issuer Purchases of Securities

Stock Repurchase Program

management based on its evaluation of market conditions, share price, and other factors. Since the program’s inception on August 11, 2008, the Company has repurchased approximately $220.0 million (15.4 million shares) of outstanding common stock through March 31, 2020.


Period	Total Number of Shares Purchased	Average Price Paid Per Share (1)		Total Number of Shares Purchased as Part of Publicly Announced Plans or Programs	Approximate Dollar Value of Shares that May Yet Be Purchased Under the Plans or Programs
Beginning balance as of December 31, 2019	15,390,569	$	14.30	15,390,569	$	44,964,924
January 1-31, 2020	—	$	—	—	$	44,964,924
February 1-29, 2020	—	$	—	—	$	44,964,924
March 1-31, 2020	—	$	—	—	$	44,964,924
Ending balance as of March 31, 2020	15,390,569	$	14.30	15,390,569

(1)Average price paid per share includes commission.

Unregistered Sales of Equity Securities

On January 6, 2020, the Company acquired substantially all of the assets of MedTouch, pursuant to the terms of an Asset Purchase Agreement. The consideration paid in this transaction included 55,514 shares of Company common stock issued at closing with an aggregate value of approximately $2.4 million based on the average closing sales price for the 30 consecutive trading days ending on the date immediately before the acquisition’s closing date.

On March, 23, 2020, the Company acquired substantially all of the assets of Brainjocks, pursuant to the terms of an Asset Purchase Agreement. The consideration paid in this transaction included 111,003 shares of Company common stock issued at closing with an aggregate value of approximately $4.8 million based on the average closing sales price for the 30 consecutive trading days ending on the date immediately before the acquisition’s closing date.

We relied on Section 4(a)(2) of the Securities Act, as the basis for exemption from registration for each of these issuances. These shares were issued in privately negotiated transactions and not pursuant to a public solicitation.

Item 5. Other Information

None.

EXHIBITS INDEX


Exhibit Number			Description
3.1			Certificate of Incorporation of Perficient, Inc., previously filed with the Securities and Exchange Commission as an Exhibit to our Registration Statement on Form SB-2 (File No. 333-78337) declared effective on July 28, 1999 by the Securities and Exchange Commission and incorporated herein by reference
3.2			Certificate of Amendment to Certificate of Incorporation of Perficient, Inc., previously filed with the Securities and Exchange Commission as an Exhibit to our Form 8-A (File No. 000-51167) filed with the Securities and Exchange Commission pursuant to Section 12(g) of the Securities Exchange Act of 1934 on February 15, 2005 and incorporated herein by reference
3.3			Certificate of Amendment to Certificate of Incorporation of Perficient, Inc., previously filed with the Securities and Exchange Commission as an Exhibit to our Registration Statement on Form S-8 (File No. 333-130624) filed on December 22, 2005 and incorporated herein by reference
3.4			Certificate of Amendment to Certificate of Incorporation of Perficient, Inc., previously filed with the Securities and Exchange Commission as an Exhibit to our Quarterly Report on Form 10-Q (File No. 001-15169) filed August 3, 2017 and incorporated herein by reference
3.5			Amended and Restated Bylaws of Perficient, Inc., previously filed with the Securities and Exchange Commission as an Exhibit to our Annual Report on Form 10-K for the year ended December 31, 2012 (File No. 001-15169) filed March 7, 2013 and incorporated herein by reference
4.1			Specimen Certificate for shares of Perficient, Inc. common stock, previously filed with the Securities and Exchange Commission as an Exhibit to our Quarterly Report on Form 10-Q (File No. 001-15169) filed May 7, 2009 and incorporated herein by reference
31.1*			Certification by the Chief Executive Officer of Perficient, Inc. as required by Section 302 of the Sarbanes-Oxley Act of 2002
31.2*			Certification by the Chief Financial Officer of Perficient, Inc. as required by Section 302 of the Sarbanes-Oxley Act of 2002
32.1**			Certification by the Chief Executive Officer and Chief Financial Officer of Perficient, Inc. pursuant to 18 U.S.C. Section 1350, as adopted pursuant to Section 906 of the Sarbanes-Oxley Act of 2002
101*			The following financial information from Perficient, Inc.'s Quarterly Report on Form 10-Q for the quarterly period ended March 31, 2020 formatted in iXBRL (inline eXtensible Business Reporting Language): (i) Condensed Consolidated Balance Sheets as of March 31, 2020 (Unaudited) and December 31, 2019, (ii) Unaudited Condensed Consolidated Statements of Operations for the three months ended March 31, 2020 and 2019, (iii) Unaudited Condensed Consolidated Statements of Comprehensive Income for the three months ended March 31, 2020 and 2019, (iv) Unaudited Condensed Consolidated Statements of Shareholders' Equity for the three months ended March 31, 2020 and 2019, (v) Unaudited Condensed Consolidated Statements of Cash Flows for the three months ended March 31, 2020 and 2019, and (vi) the Notes to Interim Unaudited Condensed Consolidated Financial Statements
104			Cover Page Interactive Data File (formatted as iXBRL and contained in Exhibit 101)
*			Filed herewith.
**			Included but not to be considered "filed" for the purposes of Section 18 of the Securities Exchange Act of 1934, as amended, or otherwise subject to the liabilities of that section.

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, thereunto duly authorized.

PERFICIENT, INC.

Date:

May 7, 2020

By:

/s/ Jeffrey S. Davis

Jeffrey S. Davis

Chief Executive Officer (Principal Executive Officer)

Date:

May 7, 2020

By:

/s/ Paul E. Martin

Paul E. Martin

Chief Financial Officer (Principal Financial Officer)