ON24 (NYSE:ONTF) Reports Q3 In Line With Expectations Guidance Underwhelms

Full Report / November 09, 2022
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Virtual events software company (NYSE:ONTF) reported results in line with analyst expectations in Q3 FY2022 quarter, with revenue down 3.62% year on year to $47.5 million. However, guidance for the next quarter was less impressive, coming in at $46.2 million at the midpoint, being 4.19% below analyst estimates. ON24 made a GAAP loss of $14.3 million, down on its loss of $9.4 million, in the same quarter last year.

ON24 (ONTF) Q3 FY2022 Highlights:

  • Revenue: $47.5 million vs analyst estimates of $47.3 million (small beat)
  • EPS (non-GAAP): -$0.07 vs analyst estimates of -$0.16
  • Revenue guidance for Q4 2022 is $46.2 million at the midpoint, below analyst estimates of $48.2 million
  • Free cash flow was negative $4.18 million, compared to negative free cash flow of $3.35 million in previous quarter
  • Gross Margin (GAAP): 72%, down from 75.5% same quarter last year

Started in 1998 as a platform to broadcast press conferences, ON24’s (NYSE:ONTF) software helps organizations organize online webinars and other virtual events and convert prospects into customers.

The Covid-19 pandemic has accelerated the shift to a digital-first world. Given the growing difficulty of organizing physical meetings, more companies are adopting digital channels to engage with customers and are realizing it is harder than just video streaming a presentation. One directional online webinars are missing the interactivity of real world conferences and potential customers either give up during the stream or leave without being able to engage anybody from the company to ask questions.

ON24’s software as a service helps companies organize interactive online events like webinars or conferences and create a library of engaging pre-recorded content. The software provides users with tools that handle everything from registrations, streaming the video itself, to analytics on how customers reacted during the talk. Most importantly it allows companies to enhance their webinars with interactive features that allow the viewers to ask questions, immediately start a free trial of the product or request a meeting with the company’s representative. ON24 also connects with marketing and sales automation data to provide better insights to sales teams, making it easier to convert prospects into paying users.

Online marketing and sales are expanding at a rapid pace. Compared to the offline advertising market, which has been affected by the Covid pandemic and is challenging to measure and improve, more organizations are expected to adopt data-driven digital engagement platforms to better engage their customers online.

ON24 faces competition from marketing and web engagement tools provided by companies including Zoom (NASDAQ:ZM), LogMeIn (NASDAQ:LOGM), Intrado, Cisco (NASDAQ:CSCO), and Cvent.

Sales Growth

As you can see below, ON24's revenue growth has been strong over the last two years, growing from quarterly revenue of $42.5 million in Q3 FY2020, to $47.5 million.

ON24 Total Revenue

But this quarter ON24's revenue was down 3.62% year on year, which might be a disappointment to some shareholders.

ON24 is guiding for revenue to decline next quarter 11.2% year on year to $46.2 million, a further deceleration on the 2.34% year-over-year decrease in revenue the company had recorded in the same quarter last year. Before the earnings results were announced, Wall St analysts covering the company were estimating revenues to decline 0.69% over the next twelve months.


What makes the software as a service business so attractive is that once the software is developed, it typically shouldn't cost much to provide it as an ongoing service to customers. ON24's gross profit margin, an important metric measuring how much money there is left after paying for servers, licenses, technical support and other necessary running expenses was at 72% in Q3.

ON24 Gross Margin (GAAP)

That means that for every $1 in revenue the company had $0.72 left to spend on developing new products, marketing & sales and the general administrative overhead. Despite it going down over the last year, this is still around the lower average of what we typically see in SaaS businesses. Gross margin has a major impact on a company’s ability to invest in developing new products and sales & marketing, which may ultimately determine the winner in a competitive market so it is important to track.

Cash Is King

If you have followed StockStory for a while, you know that we put an emphasis on cash flow. Why, you ask? We believe that in the end cash is king, as you can't use accounting profits to pay the bills. ON24 burned through $4.18 million in Q3, increasing the cash burn by 161% year on year.

ON24 Free Cash Flow

ON24 has burned through $20.9 million in cash over the last twelve months, a negative 10.6% free cash flow margin. This low FCF margin is a result of ON24's need to still heavily invest in the business.

Key Takeaways from ON24's Q3 Results

Since it has still been burning cash over the last twelve months it is worth keeping an eye on ON24’s balance sheet, but we note that with a market capitalization of $346.1 million and more than $341.8 million in cash, the company has the capacity to continue to prioritise growth over profitability.

We struggled to find many strong positives in these results. On the other hand, revenue growth was quite weak and the revenue guidance for the next quarter missed analysts' expectations. Overall, this quarter's results could have been better. The company is down 1.72% on the results and currently trades at $6.83 per share.

Is Now The Time?

ON24 may have had a bad quarter, but investors should also consider its valuation and business qualities, when assessing the investment opportunity. Although ON24 is not a bad business, it probably wouldn't be one of our picks. Its revenue growth has been solid, though we don't expect it to maintain historical growth rates. But while its very efficient customer acquisition hints at the potential for strong profitability, unfortunately its cash burn raises the question if it can sustainably maintain its growth.

ON24's price to sales ratio based on the next twelve months is 1.7x, suggesting that the market has lower expectations of the business, relative to the high growth tech stocks. In the end, beauty is in the eye of the beholder. While ON24 wouldn't be our first pick, if you like the business, the shares are trading at a pretty interesting price point right now.

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