Document

Six Months Ended
June 30, 2019

(in thousands)

Total Fair Value

Non-qualified stock options

UNITED STATES

SECURITIES AND EXCHANGE COMMISSION

Washington, D.C. 20549

____________________________

FORM 10-Q

____________________________



☒	Quarterly Report pursuant to Section 13 or 15(d) of the Securities Exchange Act of 1934

For the quarterly period ended June 30, 2019



☐	Transition Report pursuant to Section 13 or 15(d) of the Securities Exchange Act of 1934

Commission File Number: 1-11859

____________________________

PEGASYSTEMS INC.

(Exact name of Registrant as specified in its charter)

____________________________

Massachusetts04-2787865

(State or other jurisdiction of incorporation or organization) (IRS Employer Identification No.)

One Rogers Street, Cambridge, MA 02142-1209

(Address of principal executive offices) (Zip Code)

(617) 374-9600

(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, $.01 par value per share	PEGA	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 for the past 90 days. Yes x 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 during the preceding 12 months (or for such shorter period that the Registrant was required to submit such files). Yes x 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 the definitions of “large accelerated filer,” “accelerated filer,” “smaller reporting company,” and “emerging growth company” in Rule 12b-2 of the Exchange Act.



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

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. ☐

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

There were 79,131,665 shares of the Registrant’s common stock, $0.01 par value per share, outstanding on July 30, 2019.

Table of Contents

PEGASYSTEMS INC.

QUARTERLY REPORT ON FORM 10-Q

TABLE OF CONTENTS



	Page
PART I - FINANCIAL INFORMATION

Item 1. Unaudited Condensed Consolidated Financial Statements
Unaudited Condensed Consolidated Balance Sheets as of June 30, 2019 and December 31, 2018	3
Unaudited Condensed Consolidated Statements of Operations for the three and six months ended June 30, 2019 and 2018	4
Unaudited Condensed Consolidated Statements of Comprehensive (Loss) for the three and six months ended June 30, 2019 and 2018	5
Unaudited Condensed Consolidated Statements of Stockholders’ Equity for the six months ended June 30, 2019 and 2018	6
Unaudited Condensed Consolidated Statements of Cash Flows for the six months ended June 30, 2019 and 2018	7
Notes to Unaudited Condensed Consolidated Financial Statements	8
Item 2. Management’s Discussion and Analysis of Financial Condition and Results of Operations	16
Item 3. Quantitative and Qualitative Disclosures About Market Risk	22
Item 4. Controls and Procedures	23

PART II - OTHER INFORMATION

Item 1A. Risk Factors	23
Item 2. Unregistered Sales of Equity Securities and Use of Proceeds	23
Item 6. Exhibits	24

Signature	25

Table of Contents

PART I - FINANCIAL INFORMATION

ITEM 1. UNAUDITED CONDENSED CONSOLIDATED FINANCIAL STATEMENTS

PEGASYSTEMS INC.

UNAUDITED CONDENSED CONSOLIDATED BALANCE SHEETS

(in thousands)



	June 30, 2019			December 31, 2018
Assets
Current assets:
Cash and cash equivalents	$	95,500		$	114,422
Marketable securities	59,549			93,001
Total cash, cash equivalents, and marketable securities	155,049			207,423
Accounts receivable	134,965			180,872
Unbilled receivables	169,554			172,656
Other current assets	77,290			49,684
Total current assets	536,858			610,635
Long-term unbilled receivables	117,889			151,237
Goodwill	79,037			72,858
Other long-term assets	206,833			147,823
Total assets	$	940,617		$	982,553
Liabilities and stockholders’ equity
Current liabilities:
Accounts payable	$	14,586		$	16,487
Accrued expenses	50,372			45,506
Accrued compensation and related expenses	62,880			84,671
Deferred revenue	169,009			185,145
Other current liabilities	14,576			—
Total current liabilities	311,423			331,809
Operating lease liabilities	54,292			—
Deferred income tax liabilities	6,918			6,939
Other long-term liabilities	10,697			22,274
Total liabilities	383,330			361,022
Stockholders’ equity:
Preferred stock, 1,000 shares authorized; none issued	—			—
Common stock, 200,000 shares authorized; 79,144 and 78,526 shares issued and outstanding at June 30, 2019 and December 31, 2018, respectively	791			785
Additional paid-in capital	122,880			123,205
Retained earnings	445,108			510,863
Accumulated other comprehensive (loss)	(11,492		)	(13,322		)
Total stockholders’ equity	557,287			621,531
Total liabilities and stockholders’ equity	$	940,617		$	982,553

See notes to unaudited condensed consolidated financial statements.

PEGASYSTEMS INC.

UNAUDITED CONDENSED CONSOLIDATED STATEMENTS OF OPERATIONS

(in thousands, except per share amounts)



	Three Months Ended June 30,						Six Months Ended June 30,
	2019			2018			2019			2018
Revenue
Software license	$	44,274		$	44,784		$	107,538		$	132,557
Maintenance	69,329			65,906			137,035			130,431
Services	91,989			86,089			173,565			168,973
Total revenue	205,592			196,779			418,138			431,961
Cost of revenue
Software license	928			1,262			2,306			2,517
Maintenance	6,292			5,874			12,627			11,956
Services	69,860			66,681			136,584			134,958
Total cost of revenue	77,080			73,817			151,517			149,431
Gross profit	128,512			122,962			266,621			282,530
Operating expenses
Selling and marketing	116,962			93,972			225,827			182,355
Research and development	49,714			41,972			100,310			88,757
General and administrative	14,174			10,181			26,850			26,645
Total operating expenses	180,850			146,125			352,987			297,757
(Loss) from operations	(52,338		)	(23,163		)	(86,366		)	(15,227		)
Foreign currency transaction gain (loss)	2,105			1,244			(1,607		)	159
Interest income, net	544			629			1,267			1,393
Other income, net	55			—			55			363
(Loss) before (benefit from) income taxes	(49,634		)	(21,290		)	(86,651		)	(13,312		)
(Benefit from) income taxes	(17,338		)	(10,881		)	(25,638		)	(15,103		)
Net (loss) income	$	(32,296	)	$	(10,409	)	$	(61,013	)	$	1,791
(Loss) earnings per share
Basic	$	(0.41	)	$	(0.13	)	$	(0.77	)	$	0.02
Diluted	$	(0.41	)	$	(0.13	)	$	(0.77	)	$	0.02
Weighted-average number of common shares outstanding
Basic	78,987			78,635			78,787			78,436
Diluted	78,987			78,635			78,787			83,247

See notes to unaudited condensed consolidated financial statements.

PEGASYSTEMS INC.

UNAUDITED CONDENSED CONSOLIDATED STATEMENTS OF COMPREHENSIVE (LOSS)

(in thousands)



	Three Months Ended June 30,						Six Months Ended June 30,
	2019			2018			2019			2018
Net (loss) income	$	(32,296	)	$	(10,409	)	$	(61,013	)	$	1,791
Other comprehensive (loss) income, net of tax
Unrealized gain (loss) on available-for-sale marketable securities	238			73			612			(115		)
Foreign currency translation adjustments	(409		)	(7,414		)	1,218			(2,964		)
Total other comprehensive (loss) income, net of tax	(171		)	(7,341		)	1,830			(3,079		)
Comprehensive (loss)	$	(32,467	)	$	(17,750	)	$	(59,183	)	$	(1,288	)

See notes to unaudited condensed consolidated financial statements.

PEGASYSTEMS INC.

UNAUDITED CONDENSED CONSOLIDATED STATEMENTS OF STOCKHOLDERS’ EQUITY

(in thousands, except per share amounts)



	Common Stock					Additional Paid-In Capital			Retained Earnings			Accumulated Other Comprehensive (Loss) Income			Total Stockholders’ Equity
	Number of Shares		Amount			Additional Paid-In Capital			Retained Earnings			Accumulated Other Comprehensive (Loss) Income			Total Stockholders’ Equity
December 31, 2017	78,081		$	781		$	152,097		$	509,697		$	(6,705	)	$	655,870
Repurchase of common stock	(101	)	(1		)	(5,688		)	—			—			(5,689		)
Issuance of common stock for share-based compensation plans	566		5			(15,556		)	—			—			(15,551		)
Stock-based compensation	—		—			15,109			—			—			15,109
Cash dividends declared ($0.12 per share)	—		—			—			(2,355		)	—			(2,355		)
Other comprehensive income	—		—			—						4,262			4,262
Net income	—		—			—			12,200			—			12,200
March 31, 2018	78,546		785			145,962			519,542			(2,443		)	663,846
Repurchase of common stock	(171	)	(2		)	(10,179		)	—			—			(10,181		)
Issuance of common stock for share-based compensation plans	358		4			(11,395		)	—			—			(11,391		)
Issuance of common stock under Employee Stock Purchase Plan	15		—			849			—			—			849
Stock-based compensation	—		—			16,163			—			—			16,163
Cash dividends declared ($0.12 per share)	—		—			—			(2,364		)	—			(2,364		)
Other comprehensive loss	—		—			—			—			(7,341		)	(7,341		)
Net loss	—		—			—			(10,409		)	—			(10,409		)
June 30, 2018	78,748		$	787		$	141,400		$	506,769		$	(9,784	)	$	639,172

December 31, 2018	78,526		$	785		$	123,205		$	510,863		$	(13,322	)	$	621,531
Repurchase of common stock	(144	)	(1		)	(7,586		)	—			—			(7,587		)
Issuance of common stock for share-based compensation plans	514		5			(14,843		)	—			—			(14,838		)
Stock-based compensation	—		—			18,406			—			—			18,406
Cash dividends declared ($0.12 per share)	—		—			—			(2,367		)	—			(2,367		)
Other comprehensive income	—		—			—			—			2,001			2,001
Net (loss)	—		—			—			(28,717		)	—			(28,717		)
March 31, 2019	78,896		789			119,182			479,779			(11,321		)	588,429
Repurchase of common stock	(88	)	(1		)	(6,301		)	—			—			(6,302		)
Issuance of common stock for share-based compensation plans	320		3			(11,217		)	—			—			(11,214		)
Issuance of common stock under Employee Stock Purchase Plan	16		—			1,103			—			—			1,103
Stock-based compensation	—		—			20,113			—			—			20,113
Cash dividends declared ($0.12 per share)	—		—			—			(2,375		)	—			(2,375		)
Other comprehensive (loss)	—		—			—			—			(171		)	(171		)
Net (loss)	—		—			—			(32,296		)	—			(32,296		)
June 30, 2019	79,144		$	791		$	122,880		$	445,108		$	(11,492	)	$	557,287

See notes to unaudited condensed consolidated financial statements.

PEGASYSTEMS INC.

UNAUDITED CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS

(in thousands)



	Six Months Ended June 30,
	2019			2018
Operating activities
Net (loss) income	$	(61,013	)	$	1,791
Adjustments to reconcile net (loss) income to cash provided by operating activities
Stock-based compensation	38,397			31,165
Amortization and depreciation	33,788			20,921
Foreign currency transaction loss (gain)	1,607			(159		)
Other non-cash	(230		)	(846		)
Change in operating assets and liabilities, net	(4,829		)	22,560
Cash provided by operating activities	7,720			75,432
Investing activities
Purchases of investments	(10,497		)	(51,395		)
Proceeds from maturities and called investments	13,545			11,546
Sales of investments	29,965			—
Payments for acquisitions, net of cash acquired	(10,921		)	—
Investment in property and equipment	(4,882		)	(6,520		)
Cash provided by (used in) investing activities	17,210			(46,369		)
Financing activities
Dividend payments to shareholders	(4,730		)	(4,702		)
Common stock repurchases	(39,637		)	(41,123		)
Cash (used in) financing activities	(44,367		)	(45,825		)
Effect of exchange rate changes on cash and cash equivalents	515			(1,226		)
Net (decrease) in cash and cash equivalents	(18,922		)	(17,988		)
Cash and cash equivalents, beginning of period	114,422			162,279
Cash and cash equivalents, end of period	$	95,500		$	144,291

See notes to unaudited condensed consolidated financial statements.

PEGASYSTEMS INC.

NOTES TO UNAUDITED CONDENSED CONSOLIDATED FINANCIAL STATEMENTS

1. BASIS OF PRESENTATION

Pegasystems Inc. (together with its subsidiaries, “the Company”) has prepared the accompanying unaudited condensed consolidated financial statements pursuant to the rules and regulations of the U.S. Securities and Exchange Commission (“SEC”) regarding interim financial reporting. Accordingly, they do not include all the information required by accounting principles generally accepted in the United States of America (“U.S.”) for complete financial statements and should be read in conjunction with the Company’s audited financial statements included in the Annual Report on Form 10-K for the year ended December 31, 2018.

In the opinion of management, the Company has prepared the accompanying unaudited condensed consolidated financial statements on the same basis as its audited financial statements, and these financial statements include all adjustments, consisting only of normal recurring adjustments, necessary for a fair presentation of the results of the interim periods presented.

The operating results for the interim periods presented are not necessarily indicative of the results expected for the full year 2019.

2. NEW ACCOUNTING PRONOUNCEMENTS

Financial instruments

In June 2016, the Financial Accounting Standards Board (“FASB”) issued Accounting Standards Update No. 2016-13, “Financial Instruments - Credit Losses (Topic 326): Measurement of Credit Losses on Financial Instruments,” which requires measurement and recognition of expected credit losses for financial assets measured at amortized cost, including accounts receivable, upon initial recognition of that financial asset using a forward-looking expected loss model, rather than an incurred loss model. Credit losses relating to available-for-sale debt securities should be recorded through an allowance for credit losses when the fair value is below the amortized cost of the asset, removing the concept of “other-than-temporary” impairments. The effective date for the Company will be January 1, 2020, with early adoption permitted. The Company does not expect the adoption of this standard will have a material effect on its financial position or results of operations.

Leases

On January 1, 2019, the Company adopted Accounting Standards Codification 842 “Leases” (“ASC 842”) using the modified retrospective method, reflecting any cumulative effect as an adjustment to equity. Results for reporting periods beginning on or after January 1, 2019 are presented under ASC 842, while prior period amounts were not adjusted and continue to be reported in accordance with the Company’s historic accounting under ASC 840 “Leases”.

The Company elected the permitted practical expedients to not reassess the following related to leases that commenced before the effective date of ASC 842: (i) whether any expired or existing contracts contain leases; (ii) the lease classification for any expired or existing leases; and (iii) initial direct costs for any existing leases. Upon adoption, the Company recorded right of use assets of $41.8 million and lease liabilities of $54.2 million. The difference between the value of the right of use assets and lease liabilities is due to the reclassification of existing deferred rent, prepaid rent, and unamortized lease incentives as of January 1, 2019.

See Note 9. “Leases” for additional information.

3. MARKETABLE SECURITIES



	June 30, 2019
(in thousands)	Amortized Cost		Unrealized Gains		Unrealized Losses			Fair Value
Municipal bonds	$	29,495	$	156	$	(5	)	$	29,646
Corporate bonds	29,620		291		(8		)	29,903
	$	59,115	$	447	$	(13	)	$	59,549



	December 31, 2018
(in thousands)	Amortized Cost		Unrealized Gains		Unrealized Losses			Fair Value
Municipal bonds	$	44,802	$	13	$	(110	)	$	44,705
Corporate bonds	48,499		23		(226		)	48,296
	$	93,301	$	36	$	(336	)	$	93,001

As of June 30, 2019, maturities of marketable securities ranged from January 2020 to August 2022, with a weighted-average remaining maturity of approximately 1.5 years.

PEGASYSTEMS INC.

NOTES TO UNAUDITED CONDENSED CONSOLIDATED FINANCIAL STATEMENTS (continued)

4. RECEIVABLES, CONTRACT ASSETS, AND DEFERRED REVENUE

Receivables



(in thousands)	June 30, 2019		December 31, 2018
Accounts receivable	$	134,965	$	180,872
Unbilled receivables	169,554		172,656
Long-term unbilled receivables	117,889		151,237
	$	422,408	$	504,765

Unbilled receivables are client committed amounts for which revenue recognition precedes billing, and billing is solely subject to the passage of time.

Unbilled receivables are expected to be billed in the future as follows:



(Dollars in thousands)	June 30, 2019
1 year or less	$	169,554	59	%
1-2 years	79,128		28	%
2-5 years	38,761		13	%
	$	287,443	100	%

Contract assets and deferred revenue



(in thousands)	June 30, 2019		December 31, 2018
Contract assets ⁽¹⁾	$	3,770	$	3,711
Long-term contract assets ⁽²⁾	2,190		2,543
	$	5,960	$	6,254

⁽¹⁾Included in other current assets.⁽²⁾ Included in other long-term assets.



(in thousands)	June 30, 2019		December 31, 2018
Deferred revenue	$	169,009	$	185,145
Long-term deferred revenue ⁽¹⁾	4,342		5,344
	$	173,351	$	190,489

⁽¹⁾Included in other long-term liabilities.

Contract assets are amounts under client contracts where revenue recognized exceeds the amount billed to the client and the right to payment is subject to conditions other than the passage of time, such as the completion of a related performance obligation. Deferred revenue consists of billings and payments received in advance of revenue recognition. Contract assets and deferred revenue are netted at the contract level for each reporting period.

The change in deferred revenue in the six months ended June 30, 2019 was primarily due to $135.8 million of revenue recognized, excluding the impact of netting contract assets and deferred revenue at the contract level, during the period that was included in deferred revenue at December 31, 2018, partially offset by new billings in advance of revenue recognition.

5. DEFERRED CONTRACT COSTS

The Company recognizes an asset for the incremental costs of obtaining a client contract, which primarily relate to sales commissions. The Company expects to benefit from those costs for more than one year, as the Company generally only pays sales commissions on the initial contract, and not any subsequent contract renewals. As a result, there are no commensurate commissions paid on contract renewals. Deferred costs are amortized on a straight-line basis over the benefit period, which is on average 5 years.



(in thousands)	June 30, 2019		December 31, 2018
Deferred contract costs ⁽¹⁾	$	64,809	$	64,367

⁽¹⁾ Included in other long-term assets.



	Three Months Ended June 30,				Six Months Ended June 30,
(in thousands)	2019		2018		2019		2018
Amortization of deferred contract costs ⁽¹⁾	$	5,878	$	3,809	$	14,179	$	7,598

⁽¹⁾Included in selling and marketing expenses.

PEGASYSTEMS INC.

NOTES TO UNAUDITED CONDENSED CONSOLIDATED FINANCIAL STATEMENTS (continued)

6. GOODWILL AND OTHER INTANGIBLE ASSETS

Goodwill

The change in the carrying amount of goodwill was:



(in thousands)	Six Months Ended June 30, 2019
Balance as of January 1,	$	72,858
Acquisition ⁽¹⁾	6,179
Currency translation adjustments	—
Balance as of June 30,	$	79,037

⁽¹⁾ In May 2019, the Company acquired In the Chat Communications Inc., a privately-held software provider of digital customer service software for $10.9 million, net of cash acquired. The Company also expects to issue up to approximately 15 thousand shares in retention-based bonus payments to a key employee upon the achievement of specified retention milestones. The principal assets and liabilities acquired as part of the business combination were additional goodwill and technology intangibles assets of $6.2 million and $5.1 million. The allocation of the purchase price is preliminary for income taxes as the Company is still gathering information.

Intangibles

Intangible assets are recorded at cost and amortized using the straight-line method over their estimated useful lives as follows:



		June 30, 2019
(in thousands)	Useful Lives	Cost		Accumulated Amortization			Net Book Value ⁽¹⁾
Client-related intangibles	4-10 years	$	63,115	$	(53,608	)	$	9,507
Technology	2-10 years	64,843		(52,605		)	12,238
Other	1 - 5 years	5,361		(5,361		)	—
		$	133,319	$	(111,574	)	$	21,745

⁽¹⁾Included in other long-term assets.



		December 31, 2018
(in thousands)	Useful Lives	Cost		Accumulated Amortization			Net Book Value ⁽¹⁾
Client-related intangibles	4-10 years	$	63,115	$	(51,224	)	$	11,891
Technology	2-10 years	59,742		(50,398		)	9,344
Other	1 - 5 years	5,361		(5,361		)	—
		$	128,218	$	(106,983	)	$	21,235

⁽¹⁾Included in other long-term assets.

Amortization of intangible assets was:



(in thousands)	Three Months Ended June 30,				Six Months Ended June 30,
(in thousands)	2019		2018		2019		2018
Cost of revenue	$	875	$	1,231	$	2,207	$	2,463
Selling and marketing	781		1,605		2,385		3,210
	$	1,656	$	2,836	$	4,592	$	5,673

7. ACCRUED EXPENSES



(in thousands)	June 30, 2019		December 31, 2018
Outside professional services expenses	$	8,513	$	10,367
Income and other taxes	6,401		10,387
Marketing and sales program expenses	12,115		5,860
Dividends payable	2,375		2,363
Employee-related expenses	5,378		3,536
Cloud hosting expenses	11,978		4,604
Other	3,612		8,389
	$	50,372	$	45,506

PEGASYSTEMS INC.

NOTES TO UNAUDITED CONDENSED CONSOLIDATED FINANCIAL STATEMENTS (continued)

8. FAIR VALUE MEASUREMENTS

Assets and liabilities measured at fair value on a recurring basis

The Company records its cash equivalents, marketable securities, and investments in privately-held companies at fair value on a recurring basis. Fair value is an exit price, representing the amount that would be received from the sale of an asset or paid to transfer a liability in an orderly transaction between market participants based on assumptions that market participants would use in pricing an asset or liability.

As a basis for classifying the fair value measurements, a three-tier fair value hierarchy, which classifies the fair value measurements based on the inputs used in measuring fair value, was established as follows:


•	Level 1 - observable inputs such as quoted prices in active markets for identical assets or liabilities;


•	Level 2 - significant other inputs that are observable either directly or indirectly; and


•	Level 3 - significant unobservable inputs on which there is little or no market data, which require the Company to develop its own assumptions. This hierarchy requires the Company to use observable market data, when available, and to minimize the use of unobservable inputs when determining fair value.

The Company’s cash equivalents are composed of money market funds and time deposits, which are classified within Level 1 and Level 2, respectively, in the fair value hierarchy. The Company’s marketable securities, which are classified within Level 2 of the fair value hierarchy are valued based on a market approach using quoted prices, when available, or matrix pricing compiled by third party pricing vendors, using observable market inputs such as interest rates, yield curves, and credit risk. The Company’s investments in privately-held companies are classified within Level 3 of the fair value hierarchy.

If applicable, the Company will recognize transfers into and out of levels within the fair value hierarchy at the end of the reporting period in which the actual event or change in circumstance occurs. There were no transfers between levels during the six months ended June 30, 2019.

The Company’s assets and liabilities measured at fair value on a recurring basis were:



	June 30, 2019
(in thousands)	Level 1		Level 2		Level 3		Total
Cash equivalents	$	5,653	$	—	$	—	$	5,653
Marketable securities:
Municipal bonds	$	—	$	29,646	$	—	$	29,646
Corporate bonds	—		29,903		—		29,903
Total marketable securities	$	—	$	59,549	$	—	$	59,549
Investments in privately-held companies ⁽¹⁾	$	—	$	—	$	3,890	$	3,890

⁽¹⁾ Included in other long-term assets.



	December 31, 2018
(in thousands)	Level 1		Level 2		Level 3		Total
Cash equivalents	$	10,155	$	10,000	$	—	$	20,155
Marketable securities:
Municipal bonds	$	—	$	44,705	$	—	$	44,705
Corporate bonds	—		48,296		—		48,296
Total marketable securities	$	—	$	93,001	$	—	$	93,001
Investments in privately-held companies ⁽¹⁾	$	—	$	—	$	3,390	$	3,390

⁽¹⁾ Included in other long-term assets.

For certain other financial instruments, including accounts receivable and accounts payable, the carrying value approximates fair value due to the relatively short maturity of these items.

9. LEASES

The Company’s leases are primarily for office space used in the ordinary course of business.

Accounting policy

All the Company’s leases are operating leases. The Company accounts for a contract as a lease when it has the right to control the asset for a period of time while obtaining substantially all of the asset’s economic benefits. The Company determines the initial classification and measurement of its operating right of use assets and lease liabilities at the lease commencement date and thereafter if modified. Fixed lease costs are recognized on a straight-line basis over the term of the lease. Variable lease costs are recognized in the period in which the obligation for those payments is incurred. The Company combines lease and non-lease components in the determination of lease costs for its office space leases. The lease liability includes lease payments related to options to extend or renew the lease term, if the Company is

PEGASYSTEMS INC.

NOTES TO UNAUDITED CONDENSED CONSOLIDATED FINANCIAL STATEMENTS (continued)

reasonably certain it will exercise those options. The Company’s leases do not contain any material residual value guarantees or restrictive covenants.

Expense



(in thousands)	Three Months Ended June 30, 2019		Six Months Ended June 30, 2019
Operating lease costs ⁽¹⁾	$	4,281	$	8,581
Variable lease costs	1,362		2,683
	$	5,643	$	11,264

⁽¹⁾ Lease costs that are fixed.

Right of use assets and lease liabilities



(in thousands)	June 30, 2019
Right of use assets ⁽¹⁾	$	57,772
Lease liabilities ⁽²⁾	$	14,576
Long-term lease liabilities	$	54,292

⁽¹⁾An asset that represents the Company’s right to use the leased asset during the lease term. Included in other long-term assets. ⁽²⁾Included in other current liabilities.

The weighted-average remaining lease term and discount rate for the Company’s leases were:



	June 30, 2019
Weighted-average remaining lease term	4.3 years
Weighted-average discount rate ⁽¹⁾	5.7	%

⁽¹⁾The rates implicit in most of the Company’s leases are not readily determinable, and therefore the Company uses its incremental borrowing rate as the discount rate when measuring operating lease liabilities. The incremental borrowing rate represents an estimate of the interest rate the Company would incur to borrow an amount equal to the lease payments on a collateralized basis over the term of the lease.

Maturities of lease liabilities are:



(in thousands)	June 30, 2019
Remainder of 2019	$	8,290
2020	18,976
2021	17,099
2022	16,166
2023 and thereafter	17,393
Total lease payments	77,924
Less: imputed interest ⁽¹⁾	(9,056		)
	$	68,868

⁽¹⁾Lease liabilities are measured at the present value of the remaining lease payments using a discount rate determined at lease commencement unless the discount rate is updated as a result of a lease reassessment event.

As of December 31, 2018, the Company’s future minimum rental payments required under operating leases with noncancellable terms in excess of one year as determined prior to the adoption of ASC 842 were:



(in thousands)	Operating Leases ⁽¹⁾
2019	$	15,993
2020	14,807
2021	13,262
2022	12,279
2023	11,084
	$	67,425

⁽¹⁾Operating leases include future minimum rent payments, net of estimated sublease income for facilities that the Company has vacated pursuant to its restructuring activities.

PEGASYSTEMS INC.

NOTES TO UNAUDITED CONDENSED CONSOLIDATED FINANCIAL STATEMENTS (continued)

Cash flow information



(in thousands)	Six Months Ended June 30, 2019
Cash paid for leases	9,638
Right of use assets recognized for new leases and amendments (non-cash)	22,667

10. REVENUE

Geographic revenue



	Three Months Ended June 30,								Six Months Ended June 30,
(Dollars in thousands)	2019				2018				2019				2018
U.S.	$	119,682	59	%	$	110,349	55	%	$	223,673	54	%	$	224,334	52	%
Other Americas	8,873		4	%	9,627		5	%	37,702		9	%	27,342		6	%
United Kingdom (“U.K.”)	16,686		8	%	23,079		12	%	41,235		10	%	49,173		11	%
Europe (excluding U.K.), Middle East, and Africa	33,395		16	%	27,070		14	%	67,581		16	%	58,896		14	%
Asia-Pacific	26,956		13	%	26,654		14	%	47,947		11	%	72,216		17	%
	$	205,592	100	%	$	196,779	100	%	$	418,138	100	%	$	431,961	100	%

Revenue streams



	Three Months Ended June 30,				Six Months Ended June 30,
(in thousands)	2019		2018		2019		2018
Perpetual license	$	19,320	$	13,475	$	34,270	$	36,553
Term license	24,954		31,309		73,268		96,004
Revenue recognized at a point in time	44,274		44,784		107,538		132,557
Maintenance	69,329		65,906		137,035		130,431
Cloud	31,699		20,201		59,457		35,783
Consulting	60,290		65,888		114,108		133,190
Revenue recognized over time	161,318		151,995		310,600		299,404
	$	205,592	$	196,779	$	418,138	$	431,961



(in thousands)	Three Months Ended June 30,				Six Months Ended June 30,
(in thousands)	2019		2018		2019		2018
Term license	$	24,954	$	31,309	$	73,268	$	96,004
Cloud	31,699		20,201		59,457		35,783
Maintenance	69,329		65,906		137,035		130,431
Subscription ⁽¹⁾	125,982		117,416		269,760		262,218
Perpetual license	19,320		13,475		34,270		36,553
Consulting	60,290		65,888		114,108		133,190
	$	205,592	$	196,779	$	418,138	$	431,961

⁽¹⁾ Reflects client arrangements (term license, cloud, and maintenance) that are subject to renewal.

PEGASYSTEMS INC.

NOTES TO UNAUDITED CONDENSED CONSOLIDATED FINANCIAL STATEMENTS (continued)

Remaining performance obligations (“RPO”)

Expected future revenue on existing contracts:



	June 30, 2019
(Dollars in thousands)	Perpetual license		Term License		Maintenance		Cloud		Consulting		Total
1 year or less	$	8,429	$	38,080	$	173,421	$	124,134	$	16,259	$	360,323	57	%
1-2 years	915		4,678		12,530		98,842		942		117,907		19	%
2-3 years	1,306		641		5,801		75,828		227		83,803		13	%
Greater than 3 years	—		185		2,812		63,259		—		66,256		11	%
	$	10,650	$	43,584	$	194,564	$	362,063	$	17,428	$	628,289	100	%



	June 30, 2018
(Dollars in thousands)	Perpetual license		Term License		Maintenance		Cloud		Consulting		Total
1 year or less	$	28,626	$	20,457	$	111,086	$	41,036	$	12,039	$	213,244	45	%
1-2 years	15,862		9,878		43,837		66,529		4,103		140,209		29	%
2-3 years	2,423		5,665		5,265		50,250		—		63,603		13	%
Greater than 3 years	362		944		2,103		55,995		200		59,604		13	%
	$	47,273	$	36,944	$	162,291	$	213,810	$	16,342	$	476,660	100	%

11. STOCK-BASED COMPENSATION

Expense



	Three Months Ended June 30,						Six Months Ended June 30,
(in thousands)	2019			2018			2019			2018
Cost of revenues	$	4,911		$	4,257		$	9,430		$	7,958
Selling and marketing	8,364			6,038			15,738			10,696
Research and development	4,572			3,802			9,132			7,439
General and administrative	2,200			1,959			4,097			5,072
	$	20,047		$	16,056		$	38,397		$	31,165
Income tax benefit	$	(4,056	)	$	(3,341	)	$	(7,796	)	$	(6,482	)

As of June 30, 2019, the Company had $99.5 million of unrecognized stock-based compensation expense, net of estimated forfeitures, which is expected to be recognized over a weighted-average period of 2.2 years.

Grants

The Company granted the following stock-based compensation awards:

Vestings and exercises

During the six months ended June 30, 2019, 0.8 million shares of common stock were issued due to stock option exercises and RSU vestings under the Company’s stock-based compensation plans.

PEGASYSTEMS INC.

NOTES TO UNAUDITED CONDENSED CONSOLIDATED FINANCIAL STATEMENTS (continued)

12. INCOME TAXES

Effective income tax rate



	Six Months Ended June 30,
(Dollars in thousands)	2019			2018
(Benefit from) income taxes	$	(25,638	)	$	(15,103	)
Effective income tax rate	30		%	113		%

During the six months ended June 30, 2019, the Company’s effective income tax rate decreased primarily due to the Global Intangible Low-Taxed Income (“GILTI”) and Foreign Derived Intangible Income (“FDII”) provisions of the Tax Reform Act. The Company’s effective income tax rate was also affected by excess tax benefits from stock-based compensation, an increase in U.S. research and development tax credits, and a decrease in uncertain tax positions as a result of the lapse of the statute of limitations on certain foreign reserves.

13. EARNINGS PER SHARE

Basic earnings per share is computed using the weighted-average number of common shares outstanding during the applicable period. Diluted earnings per share is computed using the weighted-average number of common shares outstanding during the applicable period, plus the dilutive effect of outstanding stock options and RSUs, using the treasury stock method. In periods of loss, all stock options and RSUs are excluded, as their inclusion would be anti-dilutive.

The calculation of the basic and diluted earnings per share was:



	Three Months Ended June 30,						Six Months Ended June 30,
(in thousands, except per share amounts)	2019			2018			2019			2018
Basic
Net (loss) income	$	(32,296	)	$	(10,409	)	$	(61,013	)	$	1,791
Weighted-average common shares outstanding	78,987			78,635			78,787			78,436
(Loss) earnings per share, basic	$	(0.41	)	$	(0.13	)	$	(0.77	)	$	0.02

Diluted
Net (loss) income	$	(32,296	)	$	(10,409	)	$	(61,013	)	$	1,791
Weighted-average effect of dilutive securities:
Stock options	—			—			—			3,132
RSUs	—			—			—			1,679
Effect of dilutive securities	—			—			—			4,811
Weighted-average common shares outstanding, assuming dilution	78,987			78,635			78,787			83,247
(Loss) earnings per share, diluted	$	(0.41	)	$	(0.13	)	$	(0.77	)	$	0.02

Outstanding anti-dilutive stock options and RSUs ⁽¹⁾	6,253			6,500			5,908			242

⁽¹⁾ Certain outstanding stock options and RSUs were excluded from the computation of diluted earnings per share because they were anti-dilutive in the period presented. These awards may be dilutive in the future.

Table of Contents

ITEM 2. MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS

FORWARD-LOOKING STATEMENTS

This Quarterly Report on Form 10-Q contains or incorporates forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995. These statements include, but are not limited to, statements about our future financial performance and business plans, the adequacy of our liquidity and capital resources, the continued payment of quarterly dividends, the timing of revenue recognition, and are described more completely in Part I of our Annual Report on Form 10-K for the year ended December 31, 2018.

These forward-looking statements are based on current expectations, estimates, forecasts, and projections about the industry and markets in which we operate, and management’s beliefs and assumptions. In addition, other written or oral statements that constitute forward-looking statements may be made by us or on our behalf. Words such as “expect,” “anticipate,” “intend,” “plan,” “believe,” “could,” “estimate,” “may,” “target,” “strategy,” “is intended to,” “project,” “guidance,” “likely,” “usually,” or variations of such words and similar expressions are intended to identify such forward-looking statements.

Important factors that could cause actual future activities and results to differ materially from those expressed in such forward-looking statements include, among others, variation in demand for our products and services, reliance on third party relationships, reliance on key personnel, the inherent risks associated with international operations and the continued uncertainties in the global economy, our continued effort to market and sell both domestically and internationally, foreign currency exchange rates, the potential legal and financial liabilities and reputation damage due to cyber-attacks and security breaches, and management of our growth. These risks and other factors that could cause actual results to differ materially from those expressed in such forward-looking statements are described more completely in Part I of our Annual Report on Form 10-K for the year ended December 31, 2018 and other filings we make with the U.S. Securities and Exchange Commission (“SEC”).

Investors are cautioned not to place undue reliance on such forward-looking statements and there are no assurances that the results contained in such statements will be achieved. Although new information, future events, or risks may cause actual results to differ materially from future results expressed or implied by such forward-looking statements, except as required by applicable law, we do not undertake and specifically disclaim any obligation to publicly update or revise these forward-looking statements whether as the result of new information, future events, or otherwise.

BUSINESS OVERVIEW

We develop, market, license, and support enterprise software applications that help organizations transform the way they engage with their customers and process and complete work across their enterprise. We also license our no-code Pega Platform™ for rapid application development to clients that wish to build and extend their own business applications. Our cloud-architected portfolio of customer engagement and digital process automation applications leverages artificial intelligence (“AI”), case management, and robotic automation technology, built on our unified no-code Pega Platform, empowering businesses to quickly design, extend, and scale their enterprise applications to meet strategic business needs.

Our target clients are Global 3000 organizations and government agencies that require applications to differentiate themselves in the markets they serve. Our applications achieve and facilitate differentiation by increasing business agility, driving growth, improving productivity, attracting and retaining customers, and reducing risk. We deliver applications tailored to our clients’ specific industry needs.

Performance metrics

We utilize a number of performance measures in analyzing and assessing our overall performance, making operating decisions, and forecasting and planning for future periods.



(Dollars in thousands, except per share amounts)	Three Months Ended June 30,						Change					Six Months Ended June 30,					Change
(Dollars in thousands, except per share amounts)	2019			2018			Change					2019			2018		Change
Total revenue	$	205,592		$	196,779		$	8,813		4	%	$	418,138		$	431,961	$	(13,823	)	(3	)%
Subscription revenue ⁽¹⁾	$	125,982		$	117,416		$	8,566		7	%	$	269,760		$	262,218	$	7,542		3	%
Net (loss) income	$	(32,296	)	$	(10,409	)	$	(21,887	)	(210	)%	$	(61,013	)	$	1,791	$	(62,804	)	*
(Loss) earnings per share, diluted	$	(0.41	)	$	(0.13	)	$	(0.28	)	(215	)%	$	(0.77	)	$	0.02	$	(0.79	)	*

* not meaningful

⁽¹⁾ Reflects client arrangements (term license, cloud, and maintenance) that are subject to renewal.

Table of Contents

Annual Contract Value (“ACV”) ^{(1) (2)}

The change in ACV measures the growth and predictability of future cash flows from Pega Cloud and Client Cloud committed arrangements as of the end of the particular reporting period.



	June 30,				Change				Constant Currency Change
(Dollars in thousands)	2019		2018		Change				Constant Currency Change
Maintenance ACV	$	277,316	$	263,624	$	13,692	5	%	7	%
Term ACV	199,299		168,528		$	30,771	18	%	19	%
Client Cloud ACV	476,615		432,152		$	44,463	10	%	12	%
Pega Cloud ACV	136,074		82,376		53,698		65	%	67	%
Total ACV	$	612,689	$	514,528	$	98,161	19	%	21	%

⁽¹⁾ Total ACV, as of a given date, is the sum of the following two components:


•	Client Cloud: the sum of (1) the annual value of each term license contract in effect on such date, which is equal to its total license value divided by the total number of years and (2) maintenance revenue reported for the quarter ended on such date, multiplied by four. We do not provide hosting for Client Cloud arrangements.


•	Pega Cloud: the total of the annual value of each cloud contract in effect on such date, which is equal to its total value divided by the total number of years.

⁽²⁾ As foreign currency exchange rates are an important factor in understanding period to period comparisons, we believe the presentation of ACV growth rates on a constant currency basis enhances the understanding of our results and evaluation of our performance in comparison to prior periods. The percent change in constant currency is calculated by applying the applicable current period exchange rates to prior period ACV.

Table of Contents

Remaining performance obligations (“RPO”)

Expected future revenue on existing contracts:



	June 30, 2019
(Dollars in thousands)	Perpetual license			Term license			Maintenance			Cloud			Consulting			Total
1 year or less	$	8,429		$	38,080		$	173,421		$	124,134		$	16,259		$	360,323		57	%
1-2 years	915			4,678			12,530			98,842			942			117,907			19	%
2-3 years	1,306			641			5,801			75,828			227			83,803			13	%
Greater than 3 years	—			185			2,812			63,259			—			66,256			11	%
	$	10,650		$	43,584		$	194,564		$	362,063		$	17,428		$	628,289		100	%
Change in RPO Since June 30, 2018
	$	(36,623	)	$	6,640		$	32,273		$	148,253		$	1,086		$	151,629
	(77		)%	18		%	20		%	69		%	7		%	32		%



	June 30, 2018
(Dollars in thousands)	Perpetual license		Term license		Maintenance		Cloud		Consulting		Total
1 year or less	$	28,626	$	20,457	$	111,086	$	41,036	$	12,039	$	213,244	45	%
1-2 years	15,862		9,878		43,837		66,529		4,103		140,209		29	%
2-3 years	2,423		5,665		5,265		50,250		—		63,603		13	%
Greater than 3 years	362		944		2,103		55,995		200		59,604		13	%
	$	47,273	$	36,944	$	162,291	$	213,810	$	16,342	$	476,660	100	%

CRITICAL ACCOUNTING POLICES

Management’s Discussion and Analysis of Financial Condition and Results of Operations is based upon our unaudited condensed consolidated financial statements, which have been prepared in accordance with accounting principles generally accepted in the United States (“U.S.”) and the rules and regulations of the SEC for interim financial reporting. The preparation of these financial statements requires us to make estimates and judgments that affect the reported amounts of assets, liabilities, revenues, and expenses, and the related disclosure of contingent assets and liabilities. We base our estimates and judgments on historical experience, knowledge of current conditions, and expectations of what could occur in the future given available information.

For more information regarding our critical accounting policies, we encourage you to read the discussion contained in the following locations in our Annual Report on Form 10-K for the year ended December 31, 2018:


•	“Critical Accounting Estimates and Significant Judgments” in Item 7. “Management’s Discussion and Analysis of Financial Condition and Results of Operations”; and


•	Note 2. “Significant Accounting Policies” in Item 8. “Financial Statements and Supplementary Data”.

There have been no significant changes to our critical accounting policies as disclosed in our Annual Report on Form 10-K for the year ended December 31, 2018.

RESULTS OF OPERATIONS

Revenue



(Dollars in thousands)	Three Months Ended June 30,								Change					Six Months Ended June 30,								Change
(Dollars in thousands)	2019				2018				Change					2019				2018				Change
Cloud	$	31,699	15	%	$	20,201	10	%	$	11,498		57	%	$	59,457	14	%	$	35,783	8	%	$	23,674		66	%
Term license	24,954		12	%	31,309		16	%	(6,355		)	(20	)%	73,268		18	%	96,004		22	%	(22,736		)	(24	)%
Maintenance	69,329		34	%	65,906		34	%	3,423			5	%	137,035		33	%	130,431		31	%	6,604			5	%
Subscription ⁽¹⁾	125,982		61	%	117,416		60	%	8,566			7	%	269,760		65	%	262,218		61	%	7,542			3	%
Perpetual license	19,320		9	%	13,475		7	%	5,845			43	%	34,270		8	%	36,553		8	%	(2,283		)	(6	)%
Consulting	60,290		30	%	65,888		33	%	(5,598		)	(8	)%	114,108		27	%	133,190		31	%	(19,082		)	(14	)%
	$	205,592	100	%	$	196,779	100	%	$	8,813		4	%	$	418,138	100	%	$	431,961	100	%	$	(13,823	)	(3	)%

⁽¹⁾ Reflects client arrangements (term license, cloud, and maintenance) that are subject to renewal.

Our license revenue is derived from sales of our applications and Pega Platform. Our cloud revenue is derived from our hosted Pega Platform and software applications.

Table of Contents

We expect our revenue mix to continue to shift in favor of our subscription offerings, particularly cloud arrangements, which could result in slower total revenue growth in the near term. Revenue from cloud arrangements is generally recognized over the service period, while revenue from term and perpetual license arrangements is generally recognized upfront when the license rights become effective.

Subscription revenue

The increases in cloud revenue in the three and six months ended June 30, 2019 reflect the shift in client preferences to cloud arrangements from other types of arrangements.

The decreases in term license revenue in the three and six months ended June 30, 2019 were due to revenue recognized from several large, multi-year term license contracts in the three and six months ended June 30, 2018 and reflect the shift in client preferences in favor of our cloud offerings. The decreases are also attributable to revenue recognized from term license contracts in the six months ended June 30, 2019 with multi-year committed maintenance periods, which resulted in a greater portion of the contract value being allocated to maintenance.

The increases in maintenance revenue in the three and six months ended June 30, 2019 were primarily due to the continued growth in the aggregate value of the installed base of our software and strong renewal rates in excess of 90%.

Perpetual license

The increase in perpetual license revenue in the three months ended June 30, 2019 was primarily due to revenue recognized from a large perpetual license contract in the second quarter of 2019. The decrease in perpetual license revenue in the six months ended June 30, 2019 reflects the shift in client preferences in favor of our cloud offerings instead of our perpetual license arrangements.

Consulting

Our consulting revenue fluctuates depending upon the mix of new implementation projects we perform as compared to those performed by our enabled clients or led by our partners. The decreases in consulting revenue in the three and six months ended June 30, 2019 were primarily due to a decrease in billable hours.

Gross profit



	Three Months Ended June 30,								Change					Six Months Ended June 30,								Change
(Dollars in thousands)	2019				2018				Change					2019				2018				Change
Software license	$	43,346	98	%	$	43,522	97	%	$	(176	)	—	%	$	105,232	98	%	$	130,040	98	%	$	(24,808	)	(19	)%
Maintenance	63,037		91	%	60,032		91	%	3,005			5	%	124,408		91	%	118,475		91	%	5,933			5	%
Cloud	15,052		47	%	11,423		57	%	3,629			32	%	29,512		50	%	19,284		54	%	10,228			53	%
Consulting	7,077		12	%	7,985		12	%	(908		)	(11	)%	7,469		7	%	14,731		11	%	(7,262		)	(49	)%
	$	128,512	63	%	$	122,962	62	%	$	5,550		5	%	$	266,621	64	%	$	282,530	65	%	$	(15,909	)	(6	)%

The recent shift in our revenue mix toward cloud arrangements has resulted in slower total gross profit growth as our cloud business continues to grow and scale. Revenue from cloud arrangements is generally recognized over the service period, while revenue from term and perpetual license arrangements is generally recognized upfront when the license rights become effective.

The increase in total gross profit in the three months ended June 30, 2019 was primarily due to an increase in cloud revenue reflecting the shift in client preferences to cloud arrangements from other types of arrangements, and an increase in maintenance revenue due to the continued growth in the aggregate value of the installed base of our software and strong renewal rates in excess of 90%. The decrease in total gross profit in the six months ended June 30, 2019 was primarily due to a decrease in term and perpetual license revenue reflecting the shift in client preferences toward our cloud offerings and a decrease in consulting revenue due to a decrease in billable hours.

The increase in total gross profit percent in the three months ended June 30, 2019 was driven by an increase in higher margin maintenance revenue. The decrease in total gross profit percent in the six months ended June 30, 2019 was driven by the shift in client preferences in favor of cloud arrangements, which are lower margin than our term and perpetual license revenue streams.

The decreases in cloud gross profit percent in the three and six months ended June 30, 2019 were driven by an increase in costs as we accelerated our investments in cloud infrastructure and service delivery to support future growth. The decrease in consulting gross profit percent in the six months ended June 30, 2019 was driven by a decrease in billable hours as consulting resources were transitioning to new projects after completing a large project and an increase in consulting resource availability as we continue growing and leveraging our partner network.

Table of Contents

Operating expenses

Selling and marketing



	Three Months Ended June 30,						Change				Six Months Ended June 30,						Change
(Dollars in thousands)	2019			2018			Change				2019			2018			Change
Selling and marketing ⁽¹⁾	$	116,962		$	93,972		$	22,990	24	%	$	225,827		$	182,355		$	43,472	24	%
As a percent of total revenue	57		%	48		%					54		%	42		%
Selling and marketing headcount, end of period											1,428			1,159			269		23	%

⁽¹⁾ Includes compensation, benefits, and other headcount-related expenses associated with selling and marketing activities, as well as advertising, promotions, trade shows, seminars, and the amortization of client-related intangibles.

The increases in the three and six months ended June 30, 2019 were primarily due to increases in compensation and benefits of $17.7 million and $35.4 million, attributable to increased headcount, equity compensation, and increases of $2.1 million and $6.6 million in deferred contract cost amortization. The increase in headcount reflects our efforts to increase our sales capacity to deepen relationships with existing clients and target new accounts.

Research and development



	Three Months Ended June 30,						Change				Six Months Ended June 30,						Change
(Dollars in thousands)	2019			2018			Change				2019			2018			Change
Research and development ⁽¹⁾	$	49,714		$	41,972		$	7,742	18	%	$	100,310		$	88,757		$	11,553	13	%
As a percent of total revenue	24		%	21		%					24		%	21		%
Research and development headcount, end of period											1,667			1,563			104		7	%

⁽¹⁾ Includes compensation, benefits, contracted services, and other headcount-related expenses associated with the development of our products, as well as enhancements and design changes to existing products and the integration of acquired technologies.

The increases in the three and six months ended June 30, 2019 were primarily due to increases in compensation and benefits of $4.6 million and $6.7 million, attributable to an increase in headcount and equity compensation, and increases of $1.7 million and $3.3 million in cloud hosting expenses as we expand our cloud-focused research and development activities.

General and administrative



	Three Months Ended June 30,						Change				Six Months Ended June 30,						Change
(Dollars in thousands)	2019			2018			Change				2019			2018			Change
General and administrative ⁽¹⁾	$	14,174		$	10,181		$	3,993	39	%	$	26,850		$	26,645		$	205	1	%
As a percent of total revenue	7		%	5		%					6		%	6		%
General and administrative headcount, end of period ⁽²⁾											383			310			73		24	%

⁽¹⁾ Includes compensation, benefits, and other headcount-related expenses associated with finance, legal, corporate governance, and other administrative headcount. Also includes accounting, legal, and other professional consulting and administrative fees. ⁽²⁾ The headcount includes employees in corporate services departments, whose costs are partially allocated to other operating expense areas.

The increase in the three months ended June 30, 2019 was primarily due to an increase in compensation and benefits of $1.7 million, due to increased headcount.

Stock-based compensation



	Three Months Ended June 30,				Change				Six Months Ended June 30,				Change
(Dollars in thousands)	2019		2018		Change				2019		2018		Change
Cost of revenues	$	4,911	$	4,257	$	654	15	%	$	9,430	$	7,958	$	1,472		18	%
Selling and marketing	8,364		6,038		2,326		39	%	15,738		10,696		5,042			47	%
Research and development	4,572		3,802		770		20	%	9,132		7,439		1,693			23	%
General and administrative	2,200		1,959		241		12	%	4,097		5,072		(975		)	(19	)%
	$	20,047	$	16,056	$	3,991	25	%	$	38,397	$	31,165	$	7,232		23	%

The increases in the three and six months ended June 30, 2019 were primarily due to the increased value of our annual periodic equity awards granted in March 2019 and 2018. These awards generally have a five-year vesting schedule.

Table of Contents

Other income (expense), net



	Three Months Ended June 30,				Change					Six Months Ended June 30,					Change
(Dollars in thousands)	2019		2018		Change					2019			2018		Change
Foreign currency transaction gain (loss)	$	2,105	$	1,244	$	861		69	%	$	(1,607	)	$	159	$	(1,766	)	*
Interest income, net	544		629		(85		)	(14	)%	1,267			1,393		(126		)	(9	)%
Other income, net	55		—		55			—	%	55			363		(308		)	(85	)%
	$	2,704	$	1,873	$	831		44	%	$	(285	)	$	1,915	$	(2,200	)	*

* not meaningful

The changes in foreign currency transaction gain (loss) were primarily due to the impact of fluctuations in foreign currency exchange rates associated with our foreign currency denominated cash, accounts receivable, and intercompany receivables and payables held by our United Kingdom (“U.K.”) subsidiary.

(Benefit from) income taxes



	Three Months Ended June 30,						Six Months Ended June 30,
(Dollars in thousands)	2019			2018			2019			2018
(Benefit from) income taxes	$	(17,338	)	$	(10,881	)	$	(25,638	)	$	(15,103	)
Effective income tax rate							30		%	113		%

The inclusion of excess tax benefits from stock-based compensation in the provision for income taxes has increased the variability of the effective tax rates in recent periods. This fluctuation may continue in future periods, as the amount of excess tax benefits from stock-based compensation awards varies depending on our future stock price in relation to the fair value of awards, the timing of RSU vestings, the exercise behavior of our stock option holders, and the total value of future grants of stock-based compensation awards.

During the six months ended June 30, 2019, the Company’s effective income tax rate changed primarily due to the Global Intangible Low-Taxed Income (“GILTI”) and Foreign Derived Intangible Income (“FDII”) provisions of the Tax Reform Act. The Company’s effective income tax rate was also affected by excess tax benefits from stock-based compensation, an increase in U.S. research and development tax credits, and a decrease in uncertain tax positions as a result of the lapse of the statute of limitations on certain foreign reserves.

LIQUIDITY AND CAPITAL RESOURCES



	Six Months Ended June 30,
(in thousands)	2019			2018
Cash provided by (used in):
Operating activities	$	7,720		$	75,432
Investing activities	17,210			(46,369		)
Financing activities	(44,367		)	(45,825		)
Effect of exchange rates on cash and cash equivalents	515			(1,226		)
Net (decrease) in cash and cash equivalents	$	(18,922	)	$	(17,988	)



(in thousands)	June 30, 2019		December 31, 2018
Held by U.S. entities	$	81,482	$	143,533
Held by foreign entities	73,567		63,890
Total cash, cash equivalents, and marketable securities	$	155,049	$	207,423

We believe that our current cash, cash equivalents, marketable securities, and cash flow from operations will be sufficient to fund our operations, quarterly cash dividends, and stock repurchases for at least the next 12 months.

If it became necessary to repatriate foreign funds, we may be required to pay U.S. state and local taxes, as well as foreign taxes, upon repatriation. Due to the complexity of income tax laws and regulations, and the effects of the Tax Reform Act, it is impracticable to estimate the amount of taxes we would have to pay.

Cash provided by operating activities

As client preferences continue to shift in favor of cloud arrangements, we could continue to experience slower operating cash flow growth in the near term. Cash from cloud arrangements is generally collected over an average service period of three years, while cash from perpetual license arrangements is generally collected upfront, shortly after the license rights become effective.

Table of Contents

The primary driver of the decrease in the six months ended June 30, 2019 was the recent shift in our revenue mix toward cloud arrangements, which are generally collected over an average service period of three years, and increased costs as the Company accelerated investments in its cloud offerings and selling and marketing activities to support future growth.

Cash provided by (used in) investing activities

The change in cash provided by (used in) investing activities was primarily driven by the timing of investment maturities and sales, purchases of new investments, and the payment of consideration for the acquisition of In the Chat Communications Inc. in May 2019.

Cash (used in) financing activities

We primarily used cash in financing activities for repurchases of our common stock under our publicly announced stock repurchase programs, stock repurchases for tax withholdings for the net settlement of our equity awards, and the payment of our quarterly dividend.

Stock repurchase program ⁽¹⁾

The changes in the remaining stock repurchase authority was:



	Six Months Ended June 30,
(in thousands)	2019
January 1,	$	6,620
Authorizations ⁽²⁾	60,000
Repurchases	(13,889		)
June 30,	$	52,731

⁽¹⁾ Purchases under these programs have been made on the open market. ⁽²⁾ On March 15, 2019, we announced that our Board of Directors extended the expiration date of the current stock repurchase program to June 30, 2020 and increased the amount of common stock we are authorized to repurchase by $60 million between March 15, 2019 and June 30, 2020.

Common stock repurchases



	Six Months Ended June 30,
	2019			2018
(in thousands)	Shares	Amount		Shares	Amount
Tax withholdings for net settlement of equity awards	390	$	26,054	454	$	26,992
Stock repurchase program ⁽¹⁾
Repurchases paid	229	13,689		254	14,871
Repurchases unsettled at period end	3	200		18	998
Activity in period ⁽²⁾	622	$	39,943	726	$	42,861

⁽¹⁾ Represents activity under our publicly announced stock repurchase programs. ⁽²⁾ During the six months ended June 30, 2019 and 2018, instead of receiving cash from the equity holders, we withheld shares with a value of $23.1 million and $21.1 million, respectively, for the exercise price of options. These amounts have been excluded from the table above.

Dividends



	Six Months Ended June 30,
(in thousands)	2019		2018
Dividend payments to shareholders	$	4,730	$	4,702

It is our current intention to pay a quarterly cash dividend of $0.03 per share, however, the Board of Directors may terminate or modify the dividend program at any time without prior notice.

ITEM 3. QUANTITATIVE AND QUALITATIVE DISCLOSURES ABOUT MARKET RISK

There have been no material changes during the six months ended June 30, 2019 to the market risk exposure disclosed in our Annual Report on Form 10-K for the year ended December 31, 2018.

Table of Contents

ITEM 4. CONTROLS AND PROCEDURES

(a) Evaluation of disclosure controls and procedures

Our management, with the participation of our Chief Executive Officer (“CEO”) and Chief Financial Officer (“CFO”), evaluated the effectiveness of our disclosure controls and procedures (as defined in Rules 13a-15(e) and 15d-15(e) under the Securities Exchange Act of 1934, as amended (“Exchange Act”)) as of June 30, 2019. In designing and evaluating our disclosure controls and procedures, our management recognized that any controls and procedures, no matter how well designed and operated, can provide only reasonable assurance of achieving their objectives, and our management necessarily applied its judgment in evaluating the cost-benefit relationship of possible controls and procedures. Based on this evaluation, our CEO and CFO concluded that our disclosure controls and procedures were effective as of June 30, 2019.

(b) Changes in internal control over financial reporting

There have been no changes in our internal control over financial reporting (as defined in Rules 13a-15(f) and 15d-15(f) under the Exchange Act) during the quarter ended June 30, 2019 that have materially affected, or are reasonably likely to materially affect, our internal control over financial reporting.

PART II - OTHER INFORMATION

ITEM 1A. RISK FACTORS

We encourage you to carefully consider the risk factors identified in Item 1A. “Risk Factors” of our Annual Report on Form 10-K for the year ended December 31, 2018. These risk factors could materially affect our business, financial condition, and future results and could cause our actual business and financial results to differ materially from those contained in forward-looking statements made in this Quarterly Report on Form 10-Q or elsewhere by management from time to time.

There have been no material changes during the six months ended June 30, 2019 to the risk factors disclosed in our Annual Report on Form 10-K for the year ended December 31, 2018.

ITEM 2. UNREGISTERED SALES OF EQUITY SECURITIES AND USE OF PROCEEDS

Issuer Purchases of Equity Securities

The following table sets forth information regarding our repurchases of our common stock during the three months ended June 30, 2019.



(in thousands, except per share amounts)	Total Number of Shares Purchased ⁽¹⁾	Average Price Paid per Share ⁽¹⁾		Total Number of Shares Purchased as Part of Publicly Announced Share Repurchase Program	Approximate Dollar Value of Shares That May Yet Be Purchased at Period End Under Publicly Announced Share Repurchase Programs ⁽²⁾
April 1, 2019 - April 30, 2019	39	$	70.05	30	$	56,930
May 1, 2019 - May 31, 2019	189	$	71.57	30	$	54,731
June 1, 2019 - June 30, 2019	170	$	71.19	28	$	52,731
	398	$	71.26

⁽¹⁾Shares withheld to cover the option exercise price and tax withholding obligations under the net settlement provisions of our stock compensation awards have been included in these amounts.

⁽²⁾ On March 15, 2019, we announced that our Board of Directors extended the expiration date of the current stock repurchase program to June 30, 2020 and increased the amount of common stock we are authorized to repurchase by $60 million between March 15, 2019 and June 30, 2020 (the “Current Program”). Under the Current Program, purchases may be made from time to time on the open market or in privately negotiated transactions. Shares may be repurchased in such amounts as market conditions warrant, subject to regulatory and other considerations. We have established a pre-arranged stock repurchase plan, intended to comply with the requirements of Rule 10b5-1 under the Exchange Act, and Rule 10b-18 under the Exchange Act (the “10b5-1 Plan”). All stock repurchases under the Current Program during closed trading window periods will be made pursuant to the 10b5-1 Plan.

Recent Sales of Unregistered Securities

In connection with our acquisition of In the Chat Communications Inc. on May 10, 2019 and in reliance on the Regulation D exemption from registration requirements under the Securities Act, we granted an employee the right to obtain up to 14,497 shares of our common stock, which will be issued in five equal tranches contingent upon continued employment. No general solicitation or advertising to market the securities occurred.

Table of Contents

ITEM 6. EXHIBITS



Exhibit No.		Description
31.1		Certification pursuant to Exchange Act Rules 13a-14 and 15d-14 of the Chief Executive Officer.
31.2		Certification pursuant to Exchange Act Rules 13a-14 and 15d-14 of the Chief Financial Officer.
32+		Certification pursuant to 18 U.S.C. Section 1350 of the Chief Executive Officer and the Chief Financial Officer.
101.INS		XBRL Instance Document - the instance document does not appear in the Interactive Data File because its XBRL tags are embedded within the Inline XBRL document.
101.SCH		XBRL Taxonomy Extension Schema Document.
101.CAL		XBRL Taxonomy Calculation Linkbase Document.
101.DEF		XBRL Taxonomy Extension Definition Linkbase Document.
101.LAB		XBRL Taxonomy Label Linkbase Document.
101.PRE		XBRL Taxonomy Presentation Linkbase Document.

+ Indicates that the exhibit is being furnished with this report and is not filed as a part of it.

Table of Contents

SIGNATURE

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.



		Pegasystems Inc.

Dated:	August 7, 2019	By:	/s/ KENNETH STILLWELL
			Kenneth Stillwell
			Chief Financial Officer and Chief Administrative Officer
			(Principal Financial Officer)