Upland Software Reports Fourth Quarter and Full Year 2016 Financial Results; Provides Positive First Quarter 2017 Guidance Update

Fourth Quarter and Full Year 2016 Business Highlights

• Added 106 new customer relationships, including 7 major accounts, during the fourth quarter for a total addition of 356 new customer relationships, including 25 major accounts, for the full year 2016.
• Delivered 95% annual net dollar retention rate (NDRR) as of December 31, 2016.
• Raised our long-term Adjusted EBITDA margin target to 35%.
• Increased our annualized recurring revenue (ARR) to $64.0 million from $58.9 million.
• Expanded our Workflow Automation product family by acquiring Advanced Process and Imaging (API), a highly effective content management platform, and expanded our Digital Engagement product family by acquiring LeadLander, a powerful new cloud-based web analytics offering, and Hipcricket, growing our Mobile Commons cloud-based mobile messaging platform. All three acquisitions were accretive to Adjusted EBITDA per share.
• Focused on driving differentiated value through the UplandOne platform -- Upland's unified platform that sets the foundation for 100% customer success.  Made numerous platform improvements including:
  • High-touch Customer Success Program: Rolled out Premier Success plans and quarterly customer virtual user conferences as two key additions to drive towards our commitment of 100% customer success.
  • Quality-focused R&D:  Drove across-the-board improvements to the reliability, security and performance of our product foundations, enabling continuous value delivery.
  • Customer-driven innovation:  Influenced by Customer Advisory Boards and product feedback through Upland communities, launched 11 major product feature releases in 2016 including improvements to user interfaces, reporting, analytics, administration, integration, and performance.
  • Expert professional services:  Maintained strong profitability through improved resource utilization, and enhanced service delivery through process optimization.
  • 24x7 global customer support:  Expanded capacity to guarantee response times as fast as one hour for platinum level customers, and developed new self-service, trouble-shooting content.
  • Enterprise cloud platform:  Consolidated existing data centers and began migration to a large, global cloud infrastructure provider driving measurable improvements in platform uptime, ease of deployment and configuration, scalability, flexibility, and security at significant long term cost savings.

Business Outlook

On January 11, 2017, Upland announced that, for the quarter ending March 31, 2017, it expected reported total revenue to be in the range of $20.0 to $20.8 million including recurring revenue in the range of $17.5 to $18.1 million, for growth in recurring revenue of 17% at the mid-point over the quarter ended March 31, 2016. Adjusted EBITDA was expected to be in the range of $5.0 to $5.5 million, for an Adjusted EBITDA margin of 26% at the mid-point, representing growth of 162% at the mid-point over the quarter-ended March 31, 2016. Due to strong operating performance, Upland expects revenue and Adjusted EBITDA to be at the upper end of previously announced guidance ranges.

For the full year ending December 31, 2017, Upland expects reported total revenue to be in the range of $82.5 to $86.5 million including recurring revenue in the range of $71.7 to $74.7 million, for growth in recurring revenue of 12% at the mid-point over the year ended December 31, 2016. Adjusted EBITDA is expected to be in the range of $23.0 to $26.0 million, for an Adjusted EBITDA margin of 29% at the mid-point, representing growth of 94% at the mid-point over the year-ended December 31, 2016.

"2017 promises to be another record year and is off to a strong start, as we have already completed our first accretive acquisition, Omtool, issued record guidance and raised our target Adjusted EBITDA margin to 35%," said Mr. McDonald.

Conference Call Details

Upland's executive team will host a live conference call and webcast at 5:00 p.m. Eastern Time today to review Upland's financial results and outlook for the business. The conference call may be accessed within North America by dialing 1.888.684.7501 and outside of North America by dialing 1.925.418.7884, referencing conference code 67662965. The conference call will be simultaneously webcast on Upland's investor relations website, which can be accessed at investor.uplandsoftware.com. This webcast will contain forward-looking statements and other material information regarding Upland's financial and operating results.

Following completion of the live call, a recorded replay of the webcast will be available on Upland's website at investor.uplandsoftware.com. A replay of the conference call will be available as of 8:30 p.m. Eastern Time on March 23, 2017 through 11:59 p.m. Eastern Time on April 6, 2017 at investor.uplandsoftware.com.

About Upland Software

Upland Software (Nasdaq: UPLD) is a leading provider of cloud-based Enterprise Work Management software. Our family of applications enables users to manage their projects, professional workforce and IT investments, automate document-intensive business processes and effectively engage with their customers, prospects and community via the web and mobile technologies. With more than 2,500 customers and over 250,000 users around the world, Upland Software solutions help customers run their operations smoothly, adapt to change quickly, and achieve better results every day. To learn more, visit www.uplandsoftware.com.

Non-GAAP Financial Measures

To supplement our consolidated financial statements, which are prepared and presented in accordance with GAAP, we use the following non-GAAP financial measures: Adjusted EBITDA, non-GAAP net income (loss) and non-GAAP net income (loss) per share.

We use these non-GAAP financial measures for financial and operational decision-making and as a means to evaluate period-to-period comparisons. Our management believes that these non-GAAP financial measures provide meaningful supplemental information regarding our performance and liquidity by excluding certain expenses and expenditures that may not be indicative of our recurring core business operating results, such as our revenues excluding the impact for foreign currency fluctuations or our operating performance excluding not only non-cash charges, but also discrete cash charges that are infrequent in nature. We believe that both management and investors benefit from referring to these non-GAAP financial measures in assessing our performance and when planning, forecasting, and analyzing future periods. These non-GAAP financial measures also facilitate management's internal comparisons to our historical performance and liquidity as well as comparisons to our competitors' operating results. We believe these non-GAAP financial measures are useful to investors both because they allow for greater transparency with respect to key metrics used by management in its financial and operational decision-making and they are used by our institutional investors and the analyst community to help them analyze the health of our business. For a reconciliation of these non-GAAP financial measures to the most directly comparable GAAP financial measures, see the tables provided below in this release.

Upland defines Adjusted EBITDA as net income (loss), calculated in accordance with GAAP, plus net income (loss) from discontinued operations, depreciation and amortization expense, interest expense, net, other expense (income), net, provision for income taxes, stock-based compensation expense, acquisition-related expenses, non-recurring litigation costs, and purchase accounting adjustments for deferred revenue.

Upland defines non-GAAP net income (loss) as net income (loss), calculated in accordance with GAAP, plus discontinued operations, plus the impact of amortization of purchased intangible assets, amortization debt discount, stock-based compensation expenses, acquisition-related costs, nonrecurring litigation expenses, purchase accounting adjustments for deferred revenue, nonrecurring provision for income tax, and the related tax effect of the adjustments above.

Annualized recurring revenue value as of December 31 equals the monthly value of our recurring revenue contracts measured as of December 31 multiplied by 12. We define annual dollar renewal rate (also referred to as net dollar retention rate) as of December 31 as the aggregate annualized recurring revenue value at December 31 from those customers that were also customers as of December 31 of the prior fiscal year, divided by the aggregate annualized recurring revenue value from all customers as of December 31 of the prior fiscal year.

Upland's earnings press releases containing such non-GAAP reconciliations can be found on the Investor Relations section of Upland's website at investor.uplandsoftware.com.

Forward-looking Statements

This release contains forward-looking statements which are subject to substantial risks, uncertainties and assumptions. Accordingly, you should not place undue reliance on these forward-looking statements. Forward-looking statements include any statement that does not directly relate to any historical or current fact and often include words such as "believe," "expect," "anticipate," "intend," "plan," "estimate," "seek," "will," "may" or similar expressions. Actual results may differ materially from those indicated by such forward-looking statements as a result of various important factors, including: our financial performance and our ability to achieve, sustain or increase profitability or predict financial results; our ability to attract and retain customers; our ability to deliver high-quality customer service; lack of demand growth for enterprise work management applications; our ability to effectively manage our growth; our ability to consummate and integrate acquisitions and mergers; maintaining our senior management and key personnel; our ability to maintain and expand our direct sales organization; the performance of our resellers; our ability to adapt to changing market conditions and competition; our ability to successfully enter new markets and manage our international expansion; fluctuations in currency exchange rates; the operation and reliability of our third-party data centers and other service providers; and factors that could affect our business and financial results identified in Upland's filings with the Securities and Exchange Commission (the "SEC"), including Upland's most recent 10-K and our recent Quarterly Report on Form 10-Q filed with the SEC. Additional information will also be set forth in Upland's future quarterly reports on Form 10-Q, annual reports on Form 10-K and other filings that Upland makes with the SEC. The forward-looking statements herein represent Upland's views as of the date of this press release and these views could change. However, while Upland may elect to update these forward-looking statements at some point in the future, Upland specifically disclaims any obligation to do so. These forward-looking statements should not be relied upon as representing the views of Upland as of any date subsequent to the date of this press release.

Investor Relations Contact:
Mike Hill
Upland Software
512.960.1031
investor-relations@uplandsoftware.com

Media Contact:
Kaley Ganino
Upland Software
512.960.1010
media@uplandsoftware.com

Upland Software, Inc. Condensed Consolidated Statements of Operations (Unaudited, in thousands, except per share data)
	Three Months Ended December 31,								Twelve Months Ended December 31,
	2016				2015				2016				2015
Revenue:
Subscription and support	$	17,062			$	14,719			$	65,552			$	57,193
Perpetual license	542				608				1,650				2,805
Total product revenue	17,604				15,327				67,202				59,998
Professional services	1,770				2,273				7,565				9,913
Total revenue	19,374				17,600				74,767				69,911
Cost of revenue:
Subscription and support	6,127				5,242				22,734				19,586
Professional services	1,056				1,768				4,831				7,085
Total cost of revenue	7,183				7,010				27,565				26,671
Gross profit	12,191				10,590				47,202				43,240
Operating expenses:
Sales and marketing	3,041				3,058				12,160				12,965
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