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Classified in: Science and technology, Business
Subjects: EARNINGS, Conference Call, Webcast

Semrush Announces Third Quarter 2023 Financial Results


Semrush Holdings, Inc. (NYSE: SEMR), a leading online visibility management SaaS platform, today reported financial results for the third quarter ended September 30, 2023.

"In the third quarter, we achieved strong results, with revenue growth accelerating to 20%, ARR growth of 21%, and customers increasing roughly 14% year-over-year," said Oleg Shchegolev, CEO and Co-Founder of Semrush. "We have built a business focused on driving strong, sustainable growth with improving profitability. We remain focused on three main growth pillars to set us up for long-term, durable success: increasing new user growth, maximizing the value we generate from our users, and adding new products to our portfolio to address client needs and market trends. Looking ahead, we are excited about what the future holds and are committed to making Semrush the platform of choice for businesses of all sizes, across all industries, all around the world, to improve their online visibility," added Mr. Shchegolev.

Third Quarter Financial Highlights

See "Non-GAAP Financial Measures & Definitions of Key Metrics" below for how Semrush defines ARR, dollar-based net revenue retention, non-GAAP net income (loss), and the financial tables that accompany this release for reconciliations of each non-GAAP financial measure to its closest comparable GAAP financial measure.

Third Quarter 2023 Business Highlights

We are committed to empowering our customers with the best-in-class platform needed to boost their online presence and gain an edge in the market. In the third quarter, we advanced and expanded many of our offerings:

As of September 30, 2023, we had approximately 106,800 paying customers, accounting for $322.8 million in ARR, an increase from 94,000 paying customers accounting for $267.3 million in ARR as of September 30, 2022.

Business Outlook

"Looking at the fourth quarter, I am confident in the underlying trends in the business and capabilities of our team as we continue on the path to delivering strong growth and profitability. As a result, we are meaningfully raising our non-GAAP net income guidance to account for our improved efficiency and tightening our previously issued top line guidance," said Brian Mulroy, CFO of Semrush. "We believe we will continue to make progress on our revenue growth pillars and maintain a disciplined and balanced approach to improving efficiency and profitability while also investing in future growth opportunities that we expect will drive long-term value."

Based on information as of today, November 1, 2023, we are issuing the following financial guidance:

Fourth Quarter 2023 Financial Outlook

Full-Year 2023 Financial Outlook

Reconciliation of non-GAAP net income guidance to the most directly comparable GAAP measure is not available without unreasonable efforts on a forward-looking basis due to the high variability, complexity and low visibility with respect to the charges excluded from this non-GAAP measure, in particular the measures and effects of share-based compensation expense, employer taxes and tax deductions specific to equity compensation awards that are directly impacted by future hiring, turnover and retention needs. We expect the variability of the above charges to have a significant, and potentially unpredictable, impact on our future GAAP financial results.

Conference Call Details

Semrush will host a conference call and webcast to discuss its financial results, business highlights, outlook and other matters, the details for which are provided below.

Date: Thursday, November 2, 2023

Time: 8:30 a.m. ET

Hosts: Oleg Shchegolev, CEO, Eugene Levin, President, and Brian Mulroy, CFO

Conference ID: 3520221

Participant Toll Free Dial-In Number: 1 (888) 350-3436

Participant International Dial-In Number: 1 (646) 960-0185

Registration:

The live webcast of the conference call as well as the replay can be accessed for a limited time from the Semrush investor relations website at http://investors.semrush.com/.

About Semrush

Semrush is a leading online visibility management SaaS platform that enables businesses globally to run search engine optimization, pay-per-click, content, social media and competitive research campaigns and get measurable results from online marketing. Semrush offers insights and solutions for companies to build, manage, and measure campaigns across various marketing channels. Semrush, with approximately 106,800 paying customers, is headquartered in Boston and has offices in Philadelphia, Trevose, Austin, Dallas, Amsterdam, Barcelona, Belgrade, Berlin, Limassol, Prague, Warsaw, and Yerevan.

Forward-looking Statements

This press release contains forward-looking statements within the meaning of the federal securities laws, which are statements that involve substantial risks and uncertainties. Forward-looking statements generally relate to future events or our future financial or operating performance. In some cases, you can identify forward-looking statements because they contain words such as "may," "will," "shall," "should," "expects," "plans," "anticipates," "could," "intends," "target," "projects," "contemplates," "believes," "estimates," "predicts," "potential" or "continue" or the negative of these words or other similar terms or expressions that concern our expectations, strategy, plans or intentions. Forward-looking statements include, but are not limited to, guidance on financial results for the fourth quarter and full year of 2023, including revenue and non-GAAP net income; statements about future operating results, growth opportunities, our ability to add new products and address user needs, business trends, capability to deliver profits, cost reduction and structures, product development and consumer growth.

The forward-looking statements contained in this release are also subject to other risks and uncertainties, including those more fully described in our filings with the Securities and Exchange Commission ("SEC"), including in the sections entitled "Risk Factors" and "Management's Discussion and Analysis of Financial Condition and Results of Operations'' in our filings with the Securities and Exchange Commission ("SEC"), including our most recent annual report on form 10-K, and our subsequently filed quarterly reports and other SEC filings. Although we believe that our plans, intentions, expectations, strategies and prospects as reflected in or suggested by those forward-looking statements are reasonable, we can give no assurance that the plans, intentions, expectations or strategies will be attained or achieved. The forward-looking statements in this release are based on information available to us as of the date hereof, and we disclaim any obligation to update any forward-looking statements, except as required by law. These forward-looking statements should not be relied upon as representing our views as of any date subsequent to the date of this press release.

Additional information regarding these and other factors that could affect our results is included in our SEC filings, which may be obtained by visiting our Investor Relations page on its website at investors.semrush.com or the SEC's website at www.sec.gov.

Non-GAAP Financial Measures & Definitions of Key Metrics

Semrush has provided in this release the non-GAAP financial measures of non-GAAP income (loss) from operations and non-GAAP net income (loss). Semrush uses these non-GAAP financial measures internally in analyzing its financial results and believes it is useful to investors, as a supplement to GAAP measures, in evaluating Semrush's ongoing operational performance. Semrush believes that the use of these non-GAAP financial measures provides an additional tool for investors to use in evaluating ongoing operating results and trends and in comparing its financial results with other companies in Semrush's industry, many of which present similar non-GAAP financial measures to investors.

Non-GAAP financial measures have limitations as an analytical tool and should not be considered in isolation from, or as a substitute for, financial information prepared in accordance with GAAP. Investors are encouraged to review the reconciliation of non-GAAP measures to their most directly comparable GAAP financial measures. A reconciliation of our non-GAAP financial measures to their most directly comparable GAAP measures has been provided in the financial statement tables included below in this press release.

ARR is defined as of a given date as the monthly recurring revenue that we expect to contractually receive from all paid subscription agreements that are actively generating revenue as of that date multiplied by 12. We include both monthly recurring paid subscriptions, which renew automatically unless canceled, as well as the annual recurring paid subscriptions so long as we do not have any indication that a customer has canceled or intends to cancel its subscription and we continue to generate revenue from them.

Dollar-based net revenue retention is defined as (a) the revenue from our customers during the twelve-month period ending one year prior to such period as the denominator and (b) the revenue from those same customers during the twelve months ending as of the end of such period as the numerator. This calculation excludes revenue from new customers and any non-recurring revenue.

Non-GAAP income (loss) from operations. We define non-GAAP income (loss) from operations as GAAP income (loss) from operations, excluding stock-based compensation expense. We believe non-GAAP income (loss) from operations provides our management and investors consistency and comparability with our past financial performance and facilitates period-to-period comparisons of operations, as it eliminates the effect of stock-based compensation, which is often unrelated to overall operating performance.

Non-GAAP net income (loss). We define non-GAAP net income (loss) as GAAP net income (loss), excluding stock-based compensation expense. We believe non-GAAP net income (loss) provides our management and investors consistency and comparability with our past financial performance and facilitates period-to-period comparisons of operations, as it eliminates the effect of stock-based compensation, which is often unrelated to overall operating performance.

Semrush Holdings, Inc.

UNAUDITED CONDENSED CONSOLIDATED STATEMENTS OF OPERATIONS

(in thousands, except per share data)

 

 

Three months ended September 30,

 

Nine months ended September 30,

 

2023

 

2022

 

2023

 

2022

Revenue

$

78,718

 

$

65,793

 

 

$

224,281

 

 

$

185,531

 

Cost of revenue ¹

 

13,032

 

 

12,405

 

 

 

38,643

 

 

 

36,590

 

Gross profit

 

65,686

 

 

53,388

 

 

 

185,638

 

 

 

148,941

 

Operating expenses

 

 

 

 

 

 

 

Sales and marketing ¹

 

30,094

 

 

30,569

 

 

 

95,827

 

 

 

87,293

 

Research and development ¹

 

14,075

 

 

10,134

 

 

 

42,071

 

 

 

27,943

 

General and administrative ¹

 

18,769

 

 

17,007

 

 

 

56,797

 

 

 

45,388

 

Exit costs

 

?

 

 

5,932

 

 

 

1,292

 

 

 

9,417

 

Total operating expenses

 

62,938

 

 

63,642

 

 

 

195,987

 

 

 

170,041

 

Income (loss) from operations

 

2,748

 

 

(10,254

)

 

 

(10,349

)

 

 

(21,100

)

Other income, net

 

2,104

 

 

1,483

 

 

 

6,728

 

 

 

2,353

 

Income (loss) before income taxes

 

4,852

 

 

(8,771

)

 

 

(3,621

)

 

 

(18,747

)

Provision for income taxes

 

637

 

 

321

 

 

 

2,303

 

 

 

1,200

 

Net income (loss)

$

4,215

 

$

(9,092

)

 

$

(5,924

)

 

$

(19,947

)

 

 

 

 

 

 

 

 

Net income (loss) per share attributable to common stockholders:

 

 

 

 

 

 

 

Basic

$

0.03

 

$

(0.06

)

 

$

(0.04

)

 

$

(0.14

)

Diluted

$

0.03

 

$

(0.06

)

 

$

(0.04

)

 

$

(0.14

)

Weighted-average number of shares of common stock used in computing net income (loss) per share attributable to common stockholders:

 

 

 

 

 

 

 

Basic

 

142,837

 

 

141,256

 

 

 

142,247

 

 

 

141,034

 

Diluted

 

146,271

 

 

141,256

 

 

 

142,247

 

 

 

141,034

 

¹ includes stock-based compensation expense as follows:

 

 

 

 

 

 

 

 

Three months ended September 30,

 

Nine months ended September 30,

 

2023

 

2022

 

2023

 

2022

Cost of revenue

$

33

 

$

20

 

 

$

82

 

 

$

52

 

Sales and marketing

 

822

 

 

189

 

 

 

2,190

 

 

 

599

 

Research and development

 

579

 

 

329

 

 

 

1,464

 

 

 

836

 

General and administrative

 

2,769

 

 

1,442

 

 

 

7,028

 

 

 

3,629

 

Total stock-based compensation

$

4,203

 

$

1,980

 

 

$

10,764

 

 

$

5,116

 

 

 

 

 

 

 

 

 

 

Three months ended September 30,

 

Nine months ended September 30,

 

2023

 

2022

 

2023

 

2022

Reconciliation of Non-GAAP income (loss) from operations

 

 

 

 

 

 

 

Income (loss) from operations

$

2,748

 

$

(10,254

)

 

$

(10,349

)

 

$

(21,100

)

Stock-based compensation expense

 

4,203

 

 

1,980

 

 

 

10,764

 

 

 

5,116

 

Non-GAAP income (loss) from operations

$

6,951

 

$

(8,274

)

 

$

415

 

 

$

(15,984

)

 

 

 

 

 

 

 

 

 

Three months ended September 30,

 

Nine months ended September 30,

 

2023

 

2022

 

2023

 

2022

Reconciliation of Non-GAAP net income (loss)

 

 

 

 

 

 

 

Net income (loss)

$

4,215

 

$

(9,092

)

 

$

(5,924

)

 

$

(19,947

)

Stock-based compensation expense

 

4,203

 

 

1,980

 

 

 

10,764

 

 

 

5,116

 

Non-GAAP net income (loss)

$

8,418

 

$

(7,112

)

 

$

4,840

 

 

$

(14,831

)

Semrush Holdings, Inc.

UNAUDITED CONDENSED CONSOLIDATED BALANCE SHEETS

(in thousands)

 

 

As of

 

September 30, 2023

 

December 31, 2022

Assets

 

 

 

Current assets

 

 

 

Cash and cash equivalents

$

41,189

 

 

$

79,765

 

Short-term investments

 

188,882

 

 

 

157,774

 

Accounts receivable

 

5,820

 

 

 

3,559

 

Deferred contract costs, current portion

 

8,192

 

 

 

6,974

 

Prepaid expenses and other current assets

 

16,403

 

 

 

9,307

 

Total current assets

 

260,486

 

 

 

257,379

 

Property and equipment, net

 

5,661

 

 

 

8,076

 

Operating lease right-of-use assets

 

10,942

 

 

 

12,009

 

Intangible assets, net

 

12,901

 

 

 

10,286

 

Goodwill

 

7,738

 

 

 

6,529

 

Deferred contract costs, net of current portion

 

3,189

 

 

 

2,082

 

Other long-term assets

 

1,045

 

 

 

2,329

 

Total assets

$

301,962

 

 

$

298,690

 

Liabilities and stockholders' equity

 

 

 

Current liabilities

 

 

 

Accounts payable

$

9,904

 

 

$

15,495

 

Accrued expenses

 

17,923

 

 

 

17,847

 

Deferred revenue

 

55,240

 

 

 

49,354

 

Current portion of operating lease liabilities

 

3,713

 

 

 

3,694

 

Other current liabilities

 

1,878

 

 

 

2,311

 

Total current liabilities

 

88,658

 

 

 

88,701

 

Deferred revenue, net of current portion

 

405

 

 

 

122

 

Deferred tax liability

 

24

 

 

 

11

 

Operating lease liabilities, net of current portion

 

7,880

 

 

 

8,929

 

Other long-term liabilities

 

226

 

 

 

1,023

 

Total liabilities

 

97,193

 

 

 

98,786

 

Stockholders' equity

 

 

 

Class A common stock

 

1

 

 

 

?

 

Class B common stock

 

?

 

 

 

1

 

Additional paid-in capital

 

285,831

 

 

 

274,057

 

Accumulated other comprehensive deficit

 

(2,191

)

 

 

(1,206

)

Accumulated deficit

 

(78,872

)

 

 

(72,948

)

Total stockholders' equity

 

204,769

 

 

 

199,904

 

Total liabilities and stockholders' equity

$

301,962

 

 

$

298,690

 

Semrush Holdings Inc.

UNAUDITED CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS

(in thousands)

 

 

Nine Months Ended

 

September 30,

 

2023

 

2022

Operating Activities

 

 

 

Net loss

$

(5,924

)

 

$

(19,947

)

Adjustments to reconcile net loss to net cash (used in) provided by operating activities

 

 

 

Depreciation and amortization expense

 

4,807

 

 

 

6,626

 

Amortization of deferred contract costs

 

7,510

 

 

 

7,145

 

Amortization (accretion) of premiums and discounts on investments

 

(4,667

)

 

 

?

 

Non-cash lease expense

 

2,828

 

 

 

?

 

Stock-based compensation expense

 

10,764

 

 

 

5,116

 

Non-cash interest expense

 

158

 

 

 

149

 

Change in fair value of convertible debt securities

 

(335

)

 

 

(889

)

Deferred taxes

 

12

 

 

 

290

 

Loss on disposal of subsidiaries

 

?

 

 

 

1,738

 

Other non-cash items

 

771

 

 

 

?

 

Changes in operating assets and liabilities

 

 

 

Accounts receivable

 

(2,261

)

 

 

(344

)

Deferred contract costs

 

(9,835

)

 

 

(8,358

)

Prepaid expenses and other current assets

 

(5,411

)

 

 

(1,395

)

Accounts payable

 

(5,570

)

 

 

4,824

 

Accrued expenses

 

174

 

 

 

(2,772

)

Other current liabilities

 

?

 

 

 

1,562

 

Deferred revenue

 

6,198

 

 

 

6,299

 

Other long-term liabilities

 

?

 

 

 

(38

)

Change in operating lease liability

 

(2,786

)

 

 

?

 

Net cash (used in) provided by operating activities

 

(3,567

)

 

 

6

 

Investing Activities

 

 

 

Purchases of property and equipment

 

(1,065

)

 

 

(4,016

)

Purchases of short-term investments

 

(182,381

)

 

 

?

 

Proceeds from sales and maturities of short-term investments

 

154,741

 

 

 

?

 

Purchases of convertible debt securities

 

(319

)

 

 

(2,000

)

Capitalization of internal-use software development costs

 

(3,913

)

 

 

(1,273

)

Cash paid for acquisition of businesses, net of cash acquired

 

(1,232

)

 

 

(13,993

)

Purchases of other investments

 

(150

)

 

 

?

 

Net cash used in investing activities

 

(34,319

)

 

 

(21,282

)

Financing Activities

 

 

 

Proceeds from exercise of stock options

 

746

 

 

 

1,539

 

Proceeds from issuance of shares in connection with Employee Stock Purchase Plan

 

264

 

 

 

257

 

Payment of finance leases

 

(1,938

)

 

 

(1,967

)

Net cash used in financing activities

 

(928

)

 

 

(171

)

Effect of exchange rate changes on cash and cash equivalents

 

238

 

 

 

(1,664

)

Decrease in cash, cash equivalents and restricted cash

 

(38,576

)

 

 

(23,111

)

Cash, cash equivalents and restricted cash, beginning of period

 

79,765

 

 

 

269,665

 

Cash, cash equivalents and restricted cash, end of period

$

41,189

 

 

$

246,554

 

 


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