UNITED STATES

SECURITIES AND EXCHANGE COMMISSION

Washington, D.C. 20549

 

 

FORM 10-Q

 

 

(Mark One)

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

For the quarterly period ended March 31,June 30, 2009

or

 

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

For the transition period from            to            

Commission File Number: 1-11859

 

 

PEGASYSTEMS INC.

(Exact name of Registrant as specified in its charter)

 

 

 

Massachusetts 04-2787865

(State or other jurisdiction of

of incorporation or organization)

 

(IRS Employer

Identification No.)

101 Main Street Cambridge, MA 02142-1590
(Address of principal executive offices) (Zip Code)

(617) 374-9600

(Registrant’s telephone number including area code)

 

 

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. Yesx No¨

Indicate by check mark whether the registrant has submitted electronically and posted on its corporate Web site, if any, every Interactive Data File required to be submitted and posted 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 and post such files). Yes¨ No¨

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

 

Large accelerated filer¨ Accelerated filer  x¨  Non-acceleratedAccelerated filer¨ xNon-accelerated filer¨Smaller reporting company¨
   

(Do not check if smaller

reporting company)

 

Indicate by check mark whether the Registrant is a shell company (as defined in Rule 12b-2 of the Exchange Act). Yes¨ Nox

There were 35,656,40136,344,618 shares of the Registrant’s common stock, $.01 par value per share, outstanding on April 29,July 27, 2009.

 

 

 


PEGASYSTEMS INC.

Index to Form 10-Q

 

     Page

Part I—Financial Information

  

Item 1.

 

Unaudited Condensed Consolidated Financial Statements:

  
 

Unaudited Condensed Consolidated Balance Sheets at March 31,as of June 30, 2009 and December 31, 2008

  3
 

Unaudited Condensed Consolidated Statements of Income for the three and six months ended March 31,June 30, 2009 and 2008

  4
 

Unaudited Condensed Consolidated Statements of Cash Flows for the threesix months ended March 31,June 30, 2009 and 2008

  5
 

Notes to Unaudited Condensed Consolidated Financial Statements

  6

Item 2.

 

Management’s Discussion and Analysis of Financial Condition and Results of Operations

  14

Item 3.

 

Quantitative and Qualitative Disclosures About Market Risk

  24

Item 4.

 

Controls and Procedures

  25

Part II—Other Information

  

Item 1A.

 

Risk Factors

  25

Item 2.

 

Unregistered Sales of Equity Securities and Use of Proceeds

  25

Item 4.

Submission of Matters to Vote of Security Holders

26

Item 6.

 

Exhibits

  2526

SIGNATURE

  2627

PEGASYSTEMS INC.

UNAUDITED CONDENSED CONSOLIDATED BALANCE SHEETS

(in thousands)

 

  As of
March 31,
2009
  As of
December 31,
2008
   As of
June 30,
2009
      As of
December 31,
2008
ASSETS           

Current assets:

           

Cash and cash equivalents

  $37,799  $36,087 $  49,796    $  36,087

Marketable securities

   135,232   131,142      140,266         131,142
               

Total cash and cash equivalents and marketable securities

   173,031   167,229

Trade accounts receivable, net of allowances of $1,491

   45,996   42,801

Total cash, cash equivalents, and marketable securities

  190,062     167,229

Trade accounts receivable, net of allowances of $847 and $1,490

  32,377     42,801

Short-term license installments

   5,508   5,445  3,061     5,445

Deferred income taxes

   4,354   4,351  4,335     4,351

Other current assets

   3,936   4,151

Income taxes receivable and other current assets

  8,297     4,151
               

Total current assets

   232,825   223,977  238,132     223,977

Long-term license installments, net

   5,027   5,413  4,609     5,413

Property and equipment, net

   6,234   5,723  6,318     5,723

Long-term deferred income taxes and other assets

   8,365   8,117  8,504     8,117

Intangible assets, net

   443   479  408     479

Goodwill

   2,141   2,141  2,141     2,141
               

Total assets

  $255,035  $245,850 $  260,112    $  245,850
               
LIABILITIES AND STOCKHOLDERS’ EQUITY           

Current liabilities:

           

Accounts payable

  $2,792   4,726 $  1,844    $  4,726

Accrued expenses

   11,784   9,925  7,783     9,925

Accrued compensation and related expenses

   11,258   18,015  14,008     18,015

Deferred revenue

   44,260   32,231  36,114     32,231
               

Total current liabilities

   70,094   64,897  59,749     64,897

Income taxes payable

   5,802   5,665  5,871     5,665

Other long-term liabilities

   2,086   2,174  1,982     2,174
               

Total liabilities

   77,982   72,736  67,602     72,736
               

Commitments and contingencies

    

Commitments and contingencies (Note 8)

       

Stockholders’ equity:

           

Preferred stock, 1,000 shares authorized; no shares issued and outstanding

   —     —    —       —  

Common stock, 70,000 shares authorized; 35,663 shares and 35,810 shares issued and outstanding

   357   358

Common stock, 70,000 shares authorized; 36,346 shares and 35,810 shares issued and outstanding

  363     358

Additional paid-in capital

   113,988   117,926  118,678     117,926

Retained earnings

   61,502   53,935  71,653     53,935

Accumulated other comprehensive income

   1,206   895  1,816     895
               

Total stockholders’ equity

   177,053   173,114  192,510     173,114
               

Total liabilities and stockholders’ equity

  $255,035  $245,850 $  260,112    $  245,850
               

See notes to unaudited condensed consolidated financial statements.

PEGASYSTEMS INC.

UNAUDITED CONDENSED CONSOLIDATED STATEMENTS OF INCOME

(in thousands, except per share amounts)

 

  Three Months Ended
March 31,
     Three Months Ended
June 30,
        Six Months Ended
June 30,
  2009 2008     2009       2008        2009       2008

Revenue:

                         

Software license

  $28,036  $17,485  $       25,651    $       15,819      $   53,687    $       33,304

Maintenance

   11,948   8,899    12,171      10,083        24,119      18,982

Professional services

   22,383   22,094    26,056      25,217        48,439      47,311
                                 

Total revenue

   62,367   48,478    63,878      51,119            126,245      99,597
                                 

Cost of revenue:

                         

Cost of software license

   31   —      31      34        62      34

Cost of maintenance

   1,437   1,232    1,457      1,320        2,894      2,552

Cost of professional services

   19,063   18,320    20,104      19,419        39,167      37,739
                                 

Total cost of revenue

   20,531   19,552    21,592      20,773        42,123      40,325
                                 

Gross profit

   41,836   28,926    42,286      30,346        84,122      59,272
                                 

Operating expenses:

                         

Selling and marketing

   15,436   14,681    16,659      14,657        32,095      29,338

Research and development

   9,119   7,022    9,149      7,874        18,268      14,896

General and administrative

   4,946   5,057    4,648      5,231        9,594      10,288
                                 

Total operating expenses

   29,501   26,760    30,456      27,762        59,957      54,522
                                 

Income from operations

   12,335   2,166    11,830      2,584        24,165      4,750

Installment receivable interest income

   75   75    75      78        150      153

Other interest income, net

   802   1,655    881      1,298        1,683      2,953

Foreign currency transaction (loss) gain

   (812)  257

Foreign currency transaction gain (loss)

    2,923      (6      2,111      251

Other income, net

   10   24    7      75        17      99
                                 

Income before provision for income taxes

   12,410   4,177    15,716      4,029        28,126      8,206

Provision for income taxes

   3,768   1,233    4,475      1,177        8,243      2,410
                                 

Net income

  $8,642  $2,944  $   11,241    $   2,852      $   19,883    $   5,796
                                 

Earnings per share, basic

  $0.24  $0.08  $   0.31    $   0.08      $   0.56    $   0.16
                                 

Earnings per share, diluted

  $0.23  $0.08  $   0.30    $   0.08      $   0.53    $   0.15
                                 

Weighted-average number of common shares outstanding, basic

   35,670   36,098    35,965      36,264        35,818      36,144

Weighted-average number of common shares outstanding, diluted

   37,421   37,311    37,995      37,801        37,708      37,448

Dividends per share

  $0.03  $0.03  $   0.03    $   0.03      $   0.06    $   0.06
                           

See notes to unaudited condensed consolidated financial statements.

PEGASYSTEMS INC.

UNAUDITED CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS

(in thousands)

 

  Three Months Ended
March 31,
     Six Months Ended
June 30,
 
  2009 2008     2009        2008 

Operating activities:

            

Net income

  $8,642  $2,944  $   19,883      $   5,796  

Adjustment to reconcile net income to provided by operating activities:

   

Adjustment to reconcile net income to cash provided by operating activities:

         

Excess tax benefit from stock options

   (2,188)  (643)   (10,068      (1,717

Deferred income taxes

   (625)  (538)   (783      (844

Depreciation, amortization and other non-cash items

   609   456    1,259        896  

Amortization of investments

   943   91    1,918        533  

Stock-based compensation expense

   1,698   603    2,558        1,723  

Change in operating assets and liabilities:

            

Trade accounts receivable

   (3,195)  10,433    10,424        14,417  

License installments

   323   (1,036)   3,188        10,677  

Other current assets

   196   (277)

Income taxes receivable and other current assets

   (283      (539

Accounts payable and accrued expenses

   (4,691)  (6,986)   (2,697      (7,699

Deferred revenue

   12,029   8,727    3,883        7,084  

Other long-term assets and liabilities

   110   151    150        140  
                    

Cash provided by operating activities

   13,851   13,925          29,432              30,467  
                    

Investing activities:

            

Purchase of marketable securities

   (12,593)  (82,775)

Purchases of marketable securities

   (29,535      (145,310

Matured and called marketable securities

   7,975   23,150    18,535        46,980  

Sale of marketable securities

   —     42,356    —          73,224  

Payments for acquisition

   —     (779)   —          (798

Investment in property and equipment

   (1,160)  (474)   (1,789      (977
                    

Cash used in investing activities

   (5,778)  (18,522)   (12,789      (26,881
                    

Financing activities:

            

Issuance of common stock for share-based compensation plans

   551   530    3,042        4,847  

Excess tax benefit from stock options

   2,188   643    10,068        1,717  

Dividend payments to shareholders

   (1,080)  (1,085)   (2,155      (2,174

Repurchase of common stock

   (7,796)  (2,201)   (14,808      (5,423
                    

Cash used in financing activities

   (6,137)  (2,113)   (3,853      (1,033
                    

Effect of exchange rate on cash and cash equivalents

   (224)  134    919        123  
                    

Net increase (decrease) in cash and cash equivalents

   1,712   (6,576)

Net increase in cash and cash equivalents

   13,709        2,676  

Cash and cash equivalents, beginning of period

   36,087   26,710    36,087        26,710  
                    

Cash and cash equivalents, end of period

  $37,799  $20,134  $   49,796      $   29,386  
                    

Supplemental disclosures:

            

Income taxes

  $1,494  $173  $   3,604      $   3,749  

Non-cash financing activity:

            

Dividends payable

  $1,075  $1,089  $   1,090      $   1,099  

Repurchases of common stock unsettled

  $594  $140  $   —        $   870  

See notes to unaudited condensed consolidated financial statements.

PEGASYSTEMS INC.

NOTES TO UNAUDITED CONDENSED CONSOLIDATED FINANCIAL STATEMENTS

1. ACCOUNTING POLICIES

1.ACCOUNTING POLICIES

Basis of Presentation

The Company has prepared the accompanying unaudited condensed consolidated financial statements pursuant to the rules and regulations of the Securities and Exchange Commission (“SEC”) regarding interim financial reporting. Accordingly, they do not include all of the information and footnotes 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, 2008.

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 2009.

Recent Accounting Pronouncements

In June 2009, the Financial Accounting Standards Board (“FASB”) issued Statement of Financial Accounting Standards (“SFAS”) No. 157 “Fair168, “The FASB Accounting Standards Codification and the Hierarchy of Generally Accepted Accounting Principles, a replacement of FASB Statement No. 162” (SFAS 168”).SFAS 168 establishes the FASB Accounting Standards Codification as the source of authoritative U.S. generally accepted accounting principles (“GAAP”) recognized by the FASB to be applied to nongovernmental entities and rules and interpretive releases of the SEC as authoritative GAAP for SEC registrants. SFAS 168 is effective for interim and annual periods ending after September 15, 2009. The adoption of this standard will not impact our consolidated results of operations and financial position.

In May 2009, the FASB issued SFAS No. 165, “Subsequent Events” (“SFAS No. 165”). SFAS No. 165 is intended to establish general standards of accounting for and disclosure of events that occur after the balance sheet date but before financial statements are issued or are available to be issued. Specifically, this standard sets forth the period after the balance sheet date during which management of a reporting entity should evaluate events or transactions that may occur for potential recognition or disclosure in the financial statements, the circumstances under which an entity should recognize events or transactions occurring after the balance sheet date in its financial statements, and the disclosures that an entity should make about events or transactions that occur after the balance sheet date. The Company adopted this standard effective June 30, 2009 and has evaluated any subsequent events through the date of this filing. The Company does not believe there are any material subsequent events requiring disclosure.

In April 2009, the FASB issued FASB staff position (“FSP”) SFAS No. 107-1 and Accounting Principles Board (“APB”) No. 28-1, “Interim Disclosures about Fair Value Measurements”of Financial Instruments” (“FSP SFAS No. 107-1 and APB No. 28-1”). This FSP amends FASB Statement No. 107, “Disclosure about Fair Value of Financial Instruments, (“ SFAS 157”), defines fair value, establishes a framework and gives guidance regarding the methods used for measuring fair value, and expandsto require disclosures about fair value measurements. The Company adopted SFAS 157of financial instruments for interim reporting periods of publicly traded companies as it relates to its recurring financial assets and liabilities on January 1, 2008 andwell as it relates to its nonfinancial assets and liabilities on January 1, 2009. The adoption of SFAS 157 in 2008 and 2009 did not have a significant impact on the Company’s consolidatedannual financial statements. See Note 2. “Cash, Marketable Securities,This FSP also amends APB Opinion No. 28, “Interim Financial Reporting”, to require disclosures in summarized financial information at interim reporting periods. FSP SFAS No. 107-1 and Fair Value Measurements” for further discussion ofAPB No. 28-1 was adopted by the impact of SFAS 157.Company effective June 30, 2009.

2.CASH, MARKETABLE SECURITIES AND FAIR VALUE MEASUREMENTS

As of March 31,June 30, 2009 and December 31, 2008, the Company’s cash and cash equivalents and marketable securities consisted of the following:

 

  As of March 31, 2009    As of June 30, 2009

(in thousands)

  Amortized
Cost
  Unrealized
Gains
  Unrealized
Losses
 Fair Value    Amortized
Cost
       Unrealized
Gains
       Unrealized
Losses
        Fair Value

Cash and cash equivalents:

       

Cash

  $30,195  $—    $—    $30,195

Money market mutual funds

   5,604   —     —     5,604

Marketable securities:

                     

Municipal bonds

   2,000   —     —     2,000 $       131,124    $       1,095    $   (28    $       132,191

Corporate bonds

   5,801      11      (6      5,806

Government sponsored enterprises

   2,252      17            —          2,269
                                      

Cash and cash equivalents

   37,799   —     —     37,799

Marketable securities

 $   139,177    $   1,123    $   (34    $   140,266
                                      
    As of December 31, 2008
(in thousands)    Amortized
Cost
       Unrealized
Gains
       Unrealized
Losses
        Fair Value

Marketable securities:

                            

Municipal bonds

   127,275   1,484   (11)  128,748 $   119,843    $   1,056    $   (3    $   120,896

Government sponsored enterprises

   2,252   4   —     2,256   5,999      19      —          6,018

Corporate bonds

   4,220   26   (18)  4,228   4,230      18      (20      4,228
                                      

Marketable securities

   133,747   1,514   (29)  135,232 $   130,072    $   1,093    $   (23    $   131,142
                                      

Cash and cash equivalents and marketable securities

  $171,546  $1,514  $(29) $173,031
            
  As of December 31, 2008

(in thousands)

  Amortized
Cost
  Unrealized
Gains
  Unrealized
Losses
 Fair Value

Cash and cash equivalents:

       

Cash

  $25,575  $—    $—    $25,575

Money market mutual funds

   10,512   —     —     10,512
            

Cash and cash equivalents

   36,087   —     —     36,087
            

Marketable securities:

       

Municipal bonds

   119,843   1,056   (3)  120,896

Government sponsored enterprises

   5,999   19   —     6,018

Corporate bonds

   4,230   18   (20)  4,228
            

Marketable securities

   130,072   1,093   (23)  131,142
            

Cash and cash equivalents and marketable securities

  $166,159  $1,093  $(23) $167,229
            

Fair

3.FAIR VALUE MEASUREMENTS

SFAS No. 157, “Fair Value Measurements

Measurements” (“SFAS 157157”), clarifies that 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. As such, fair value is a market-based measurement that should be determined based on assumptions that market participants would use in pricing an asset or liability. As a basis for considering such assumptions, SFAS 157 establishes a three-tier value hierarchy, which prioritizes the inputs used in measuring fair value as follows: (Level 1) observable inputs such as quoted prices in active markets; (Level 2) inputs other than the quoted prices in active markets that are observable either directly or indirectly; and (Level 3) unobservable inputs in which there is little or no market data, which requires 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. On a recurring basis, the Company measures certain financial assets and liabilities at fair value, including the Company’s marketable securities.

The Company’s investments are classified within Level 1 or Level 2 of the fair value hierarchy because they are valued using quoted market prices, or broker dealer quotations and matrix pricing compiled by third party pricing vendors, respectively, which are based on third party pricing sources with reasonable levels of price transparency.

The fair value hierarchy of the Company’s cash equivalents and marketable securities at fair value in connection with our adoption of SFAS 157 is as follows:

Assets Measured at Fair Value on a Recurring Basis

      Fair Value Measurements at Reporting
Date Using

(in thousands)

  As of
March 31, 2009
  Quoted Prices
in Active
Markets for
Identical Assets
(Level 1)
  Significant
Other Observable
Inputs (Level 2)

Cash equivalents:

      

Money market mutual funds

  $5,604  $5,604  $—  

Municipal bonds

   2,000   2,000   —  
            

Total cash equivalents:

  $7,604  $7,604  $—  
            

Marketable securities:

      

Municipal bonds

  $128,748  $22,800  $105,948

Government sponsored enterprises

   2,256   —     2,256

Corporate bonds

   4,228   4,228   —  
            

Total marketable securities:

  $135,232  $27,028  $108,204
            

We

      Fair Value Measurements at Reporting
Date Using
(in thousands)  As of
June 30, 2009
  Quoted Prices
in Active
Markets for
Identical Assets
(Level 1)
 Significant Other
Observable Inputs
(Level 2)

Cash equivalents:

     

Municipal bonds

      $2,801      $2,801     $—  

Money market mutual funds

   55   55  —  
           

Total cash equivalents:

   2,856   2,856  —  
           

Marketable securities:

     

Municipal bonds

           132,191             42,305            89,886

Corporate bonds

   5,806   5,806  —  

Government sponsored enterprises

   2,269   —    2,269
           

Total marketable securities:

      $140,266      $48,111     $92,155
           

Assets Measured at Fair Value on a Nonrecurring Basis

On January 1, 2009, we adopted SFAS 157 for all nonfinancial assets, such as property and nonfinancial liabilities, except those thatequipment, intangible assets and goodwill. These assets are recognized or disclosed at fair value in the financial statements on a recurring basis (at least annually) on January 1, 2009.when they are deemed to be other-than-temporarily impaired. During the second quarter and first quartersix months of 2009, we did not recordrecognize any fair value measurementsimpairment on any assets or liabilities that are measured at fair value on a nonrecurring basis.

 

3.4.TRADE ACCOUNTS RECEIVABLE, NET OF ALLOWANCES

Trade accounts receivable balances, which consist of billed and unbilled amounts, were $46.0$32.4 million and $42.8 million as of March 31,June 30, 2009 and December 31, 2008, respectively. Trade accounts receivable includes $7.2$7.3 million and $6.4 million for services earned under time and material arrangements that had not been invoiced as of March 31,June 30, 2009 and December 31, 2008, respectively. AsThe Company’s allowance for doubtful accounts was $0.2 million and $0.4 million as of March 31,June 30, 2009 and December 31, 2008, therespectively. The Company’s allowances include an allowance for doubtful accounts of $0.4 million and an allowance for sales credit memos was $0.7 million and $1.1 million as of $1.1 million.June 30, 2009 and December 31, 2008, respectively.

 

4.5.ACQUISITIONINCOME TAXES RECEIVABLE AND OTHER CURRENT ASSETS

On March 21, 2008,Income taxes receivable and other currents assets consist of the Company acquiredfollowing:

(in thousands)  As of
June 30,
2009
 As of
December 31,
2008

Income taxes receivable

      $4,309     $514

Interest receivables

         2,209        2,061

Prepaid expenses

   1,428  838

Sales tax receivable

   176  511

Reimbursable expenses

   175  227
       
      $8,297     $4,151
       

6.ACCRUED EXPENSES

Accrued expenses consist of the following:

(in thousands)  As of
June 30,

2009
  As of
December 31,
2008

Accrued other taxes

      $2,595      $2,552

Accrued employee travel expense

       1,243   1,019

Dividends payable

   1,090       1,080

Accrued income taxes

   —     2,555

Accrued other

   2,855   2,340

Repurchases of common stock unsettled

   —     379
        
      $7,783      $9,925
        

7.DEFERRED REVENUE

Deferred revenue consists of the following:

(in thousands)  As of
June 30,
2009
  As of
December 31,
2008

Software license

      $9,025      $12,740

Maintenance

       22,539       15,688

Professional services and other

   4,550   3,803
        
      $36,114      $32,231
        

8.COMMITMENTS AND CONTINGENCIES

As of June 30, 2009, there have been no material changes in the Company’s purchase commitments for customer support services and operating leases since December 31, 2008.

In addition to the initial purchase consideration for the Company’s acquisition of certain assets of privately held Focus Technology Group, Inc. and a related entity (collectively, “Focus”). Focus provides software products to the banking industry designed to detect and prevent financial fraud and money laundering. The Company believes that the acquisition will extend the Company’s software capabilities and frameworks with respect to its anti-fraud and anti-money laundering offerings to the Company’s customers. The initial consideration for the acquisition was approximately $0.8 million in cash, including transaction costs. In addition to the initial purchase consideration,, up to approximately $2.1 million of contingent consideration may be due to the former owners of Focus, based on the achievement of certain performance milestones and sales targets during a period of 30 months from the March 21, 2008 acquisition date. A majority of the contingent consideration will be accounted for as compensation expense, if earned. As a result of the purchase price allocation, the Company recorded intangible assets of $0.8 million, consisting of $0.5 million of technology designs, $0.1 million of non-compete agreements and $0.2 million of goodwill which is deductible by the Company for tax purposes. The technology designs and non-compete agreements are being amortized over their estimated useful lives of four and five years, respectively. No amount of contingent consideration was earned or paid in 2008 or during the first quartersix months of 2009. The results of

See Note 12. “Income Taxes” for discussion on the operations of Focus are included in the results of operations of the Company from the date of acquisition and were nominal.Company’s FIN 48 liability.

5.ACCRUED EXPENSES

Accrued expenses consist of the following:

(in thousands)

  As of
March 31,
2009
  As of
December 31,
2008

Accrued income taxes

  $3,118  $2,555

Accrued other taxes

   2,315   2,552

Dividends payable

   1,075   1,080

Repurchases of common stock unsettled

   594   379

Accrued other

   4,682   3,359
        

Balance at the end of period

  $11,784  $9,925
        

6.DEFERRED REVENUE

Deferred revenue consists of the following:

(in thousands)

  As of
March 31,
2009
  As of
December 31,
2008

Software license

  $17,369  $12,740

Maintenance

   23,213   15,688

Professional services and other

   3,678   3,803
        

Balance at the end of period

  $44,260  $32,231
        

7.9.COMPREHENSIVE INCOME

Components of comprehensive income include net income and certain transactions that have generally been reported in the consolidated statement of stockholders’ equity. Other comprehensive income is comprised of currency translation adjustments and available-for-sale securities valuation adjustments. The Company’s total comprehensive income is as follows:

 

  Three Months Ended
March 31,
 Three Months Ended
June 30,
 Six Months Ended
June 30,
 

(in thousands)

  2009 2008 2009 2008 2009  2008 

Comprehensive income:

        

Net income

  $8,642  $2,944 $    11,241   $      2,852   $    19,883  $    5,796  

Other comprehensive income:

        

Unrealized gain on securities, net of tax

   421   181

Unrealized (loss) gain on securities, net of tax

  (401  (391  20   (210

Foreign currency translation adjustments

   (110)  83  1,011    86    901   169  
                  

Comprehensive income

  $8,953  $3,208
      
 $11,851   $2,547   $20,804  $5,755  
            

 

8.10.STOCK-BASED COMPENSATION

The Company accounts forFor the second quarter and first six months of 2009 and 2008, stock-based compensation expense recorded in accordance with SFAS No. 123(R), “Share-Based Payment” (“SFAS 123(R)”), which requires all share-based payments be recognized as expense based on their fair values at the grant date over the requisite service period, which is generally five years, other than the service period for restricted stock units (“RSUs”) under the Company’s Corporate Incentive Compensation Plan (the “CICP”), which is one year. Stock-based compensation expense is recognized under the ratable method, which treats each vesting tranche as if it were an individual grant, and is adjusted each period for anticipated forfeitures. The Company periodically grants stock options and RSUs for a fixed number of shares to employees and non-employee Directors. In addition, employees may elect to receive 50% of their target incentive compensation under the CICP in the form of RSUs instead of cash. For the three months ended March 31, 2009, the Company issued approximately 295,000 shares from option exercises and vesting of restricted stock units and approximately 2,000 shares to its non-employee Directors. As of March 31, 2009, there were approximately 2,307,000 shares available for future issuance under the Company’s stock plans.

The following table summarizes stock-based compensation aswas reflected in the Company’s unaudited condensed consolidated statements of income:income as follows:

 

   Three Months Ended
March 31,
 

(in thousands)

  2009  2008 

Stock-based compensation expense:

   

Cost of revenue

  $506  $204 

Selling and marketing

   370   160 

Research and development

   248   85 

General and administrative

   574   154 
         

Total stock-based compensation before tax

   1,698   603 

Income tax benefit

   (584)  (219)
         

Net stock-based compensation expense

  $1,114  $384 
         
  Three Months Ended
June 30,
  Six Months Ended
June 30,
 
(in thousands) 2009  2008  2009  2008 

Stock-based compensation expense:

    

Cost of services

 $        128   $        261   $        634   $        465  

Operating expenses

  732    859    1,924    1,258  
                

Total stock-based compensation before tax

  860    1,120    2,558   $1,723  

Income tax benefit

  (155  (307  (739  (526
                

Stock-based compensation expense, net of tax benefit

 $705   $813   $1,819   $1,197  
                

During the first six months of 2009, the Company issued approximately 1,089,000 shares to its employees under the Company’s share-based compensation plans and approximately 18,000 shares to its non-employee Directors.

Stock Options

The fair value of stock options was estimated on the date of grant using a Black-Scholes option valuation model with the following weighted- average assumptions:

 

  Three Months Ended
March 31,
  Three Months Ended
June 30,
 Six Months Ended
June 30,
 
  2009 2008  2009 2008 2009 2008 

Expected volatility (1)

   43%  51%  42  48  42  50

Expected term in years (2)

   5.9   5.9   5.9    5.9    5.9    5.9  

Risk-free interest rate (3)

   1.98%  2.46%  2.87  3.34  2.40  2.78

Expected annual dividend yield (4)

   1.02%  1.13%  0.93  1.11  0.98  1.12

Weighted-average grant date fair value

  $6.07  $4.37  $        9.98   $        5.22   $        7.90   $        4.68  

 

(1)The expected volatility for each grant is determined based on the average of historical weekly price changes of the Company’s common stock over a period of time which approximates the expected option term.

(2)The expected option term for each grant is determined based on the historical exercise behavior of employees and post-vesting employment termination behavior.

(3)The risk-free interest rate is based on the yield of zero-coupon U.S. Treasury securities with a term that corresponds to the expected option term at the time of grant.

(4)The expected annual dividend yield is based on the weighted-average of the dividend yield assumption used for options granted during the period. The expected annual dividend yield is based on the expected dividend of $0.12 per share, per year ($0.03 per share, per quarter times 4 quarters) divided by the average stock price.

Beginning in December 2007, the Company began issuing options that allow for the settlement of vested stock options on a net share basis (“net settled stock options”), instead of settlement with a cash payment (“cash settled stock options”). With net settled stock options, the employee will not surrender any cash or existing shares upon exercise. Rather, the Company will withhold the number of shares to cover the option exercise price and the minimum statutory tax withholding obligations from the shares that would otherwise be issued upon exercise. The employee receives the number of shares equal to the number of options being exercised less the number of shares necessary to satisfy the cost to exercise the options and, if applicable, taxes due on exercise based on the fair value of the shares at the exercise date. The settlement of vested stock options on a net share basis will result in fewer shares issued by the Company. In the second quarter of 2008, the Company began offering certain employees the opportunity to modify and convert certain outstanding cash settled stock options to net settled stock options. These modifications did not result in any material additional compensation expense. During the first quartersix months of 2009, the Company granted approximately 149,000 stock options with a weighted-average exercise price of $19.86. During the first six months of 2009, option holders net settled stock options representing the right to purchase a total of approximately 451,0001,622,000 shares, of which 247,000710,000 shares were issued to the

option holders and the balance of the shares were surrendered to the Company to pay for the exercise price and the applicable taxes.

The following table summarizes the combined stock option activity under the Company’s stock option plans for the three months ended March 31, 2009:

   Cash settled
options (in
thousands)
  Net settled
options (in
thousands)
  Weighted-
average exercise
price
  Weighted-
average
remaining
contractual term
(in years)
  Aggregate
intrinsic
value (in
thousands)

Options outstanding as of January 1, 2009

   1,202   5,045  $9.09  4.77  $24,063

Granted

   —     79   15.48    

Modified (cash settled to net settled)

   (80)  80   10.53    

Exercised

   (87)  (363)  6.08    

Cancelled

   (8)  (18)  12.81    
              

Outstanding as of March 31, 2009

   1,027   4,823  $9.40  4.71  $52,843

Weighted-average exercise price of options outstanding, as of March 31, 2009

  $9.72  $9.33      

Ending vested and expected to vest as of March 31, 2009

   956   4,515  $9.28  4.44  $50,066

Weighted-average exercise price of options vested and expected to vest, as of March 31, 2009

  $9.75  $9.18      

Ending exercisable as of March 31, 2009

   832   3,838  $8.94  3.71  $44,377

Weighted-average exercise price of options exercisable, as of March 31, 2009

  $9.79  $8.76      

As of March 31,June 30, 2009, the Company had approximately $2.7$2.4 million of unrecognized stock-based compensation expense related to the unvested portion of stock options that is expected to be recognized over a weighted-average period of approximately 1.92.3 years.

Restricted Stock Units

TheDuring the first six months of 2009, the Company granted approximately 52,000 restricted stock units (“RSUs”) with a weighted-average grant date fair value of RSUs is based on the closing price of the Company’s common stock on the grant date, less the present value of expected dividends, as the employee is not entitled to dividends during the requisite service period. The following table summarizes the combined RSU activity for periodic grants and the CICP grants under the 2004 Long-term Incentive Plan for the three months ended March 31, 2009:

   RSUs
(in thousands)
  Weighted-
average
Grant Date
Fair Value
  Weighted-
average
Remaining
Contractual
Term (in years)
  Aggregate
Intrinsic
Value
(in thousands)

Nonvested as of January 1, 2009

  412  $11.41    

Granted

  52   17.20    

Vested

  (74)  10.39    

Forfeited

  (7)  11.64    
         

Nonvested as of March 31, 2009

  383  $12.38  2.07  $7,117
           

Expected to vest as of March 31, 2009

  278  $12.56  1.87  $5,156
           

The RSUs associated with periodic grants vest over five years with 20% vesting after one year and the remaining 80% vesting in equal quarterly installments over the remaining four years. The RSUs granted in connection with the 2009 CICP will vest 100% on March 10, 2010. Vesting is contingent upon threshold funding of the CICP and continued active employment with the Company.$17.20. As of March 31,June 30, 2009, the Company had approximately $2.8$2.2 million of unrecognized stock-based compensation expense related to all unvested RSUs that is expected to be recognized over a weighted-average period of 2.12.0 years.

9.11.EARNINGS PER SHARE

Basic earnings per share is computed using the weighted-average number of common shares outstanding during the period. Diluted earnings per share is computed using the weighted-average number of common shares outstanding during the period, plus the dilutive effect of outstanding options, RSUs, and warrants, using the treasury stock method and the average market price of our common stock during the applicable period. Certain shares related to some of our outstanding stock options, RSUs, and warrants were excluded from the computation of diluted earnings per share because they were anti-dilutive in the periods presented, but could be dilutive in the future.

 

  Three Months Ended
March 31,
  Three Months Ended
June 30,
  Six Months Ended
June 30,

(in thousands, except per share amounts)

  2009  2008  2009  2008  2009  2008

Basic

            

Net income

  $8,642  $2,944  $    11,241  $    2,852  $    19,883  $    5,796
                  

Weighted-average common shares outstanding

   35,670   36,098   35,965   36,264   35,818   36,144
            
      

Earnings per share, basic

  $0.24  $0.08  $0.31  $0.08  $0.56  $0.16
                  

Diluted

            

Net income

  $8,642  $2,944  $11,241  $2,852  $19,883  $5,796
                  

Weighted-average common shares outstanding

   35,670   36,098   35,965   36,264   35,818   36,144

Effect of assumed exercise of stock options, RSUs and warrants

   1,751   1,213   2,030   1,537   1,890   1,304
                  

Weighted-average common shares outstanding, assuming dilution

   37,421   37,311   37,995   37,801   37,708   37,448
                  

Earnings per share, diluted

  $0.23  $0.08  $0.30  $0.08  $0.53  $0.15
                  

Outstanding options, RSUs, and warrants excluded as impact would be anti-dilutive

   1,183   1,801   51   1,554   617   1,648

 

10.12.INCOME TAXES

As of June 30, 2009, the amount of unrecognized tax benefits totaled approximately $5.9 million, of which $4.9 million, if recognized, would impact the Company’s effective tax rate. During the second quarter of 2009, the Company settled its income tax audit with the United Kingdom government for the tax years 2001 through 2005, which resulted in a $0.4 million reduction in the total unrecognized tax benefits. The Company expects that the changes in the unrecognized benefits within the next twelve months will be approximately $1.3 million related to tax positions for which the ultimate settlement is highly certain but for which there is uncertainty about the timing of such recognition. The Company recognizes interest and penalties related to uncertain tax positions in income tax expense.

The Company files income tax returns in the U.S. federal and state jurisdictions and foreign jurisdictions. Generally, the Company is no longer subject to U.S. federal, state or local, or foreign, income tax examinations by tax authorities for the years before 2005. With few exceptions, the statute of limitations remains open in all jurisdictions for the tax years 2005 to the present.

13.SEGMENT REPORTING

The Company operates in one operating segment—rules-based business process management, or BPM, software. The Company derives substantially all of its revenue from the sale and support of one group of similar products and services. Substantially all of the Company’s assets are located within the U.S. The Company derived its revenue from the following geographic areas (sales outside the U.S. are principally through export from the U.S.):

 

   Three Months Ended
March 31,
 

(Dollars in thousands)

  2009  2008 

U.S.

  $39,767  64% $28,851  60%

United Kingdom

   9,863  16%  10,864  22%

Europe, other

   10,171  16%  6,097  13%

Other

   2,566  4%  2,666  5%
               
  $62,367  100% $48,478  100%
               

   Three Months Ended
June 30,
  Six Months Ended
June 30,
 
(Dollars in thousands)  2009  2008  2009  2008 

U.S.

  $    41,709  65 $    33,582  66 $81,476  65 $62,433  63

United Kingdom

   10,944  17  10,292  20  20,807  16  21,156  21

Europe, other

   8,020  13  4,269  8  18,191  14  10,366  10

Other

   3,205  5  2,976  6  5,771  5  5,642  6
                             
  $63,878    100 $51,119    100 $  126,245    100 $    99,597    100
                             

The following table summarizes the Company’s concentration of credit risk associated with customers accounting for 10% or more than 10% of the Company’s total revenue, outstanding trade receivables, and short and long-term license installments:

 

  Three Months Ended
March 31,
   Three Months Ended
June 30,
 Six Months Ended
June 30,

(Dollars in thousands)

  2009 2008   2009  2008 2009  2008

Total Revenue

  $62,367   $48,478    $    63,878    $    51,119     $  126,245    $    99,597

Customer A

   7,631  12%   —  %   —     12.6  —     —  

 

(Dollars in thousands)

  As of
March 31,
2009
 As of
December 31,
2008
    As of
June 30,
2009
   As of
December 31,
2008
 

Trade receivables

  $45,996  $42,801  $      32,377   $      42,801  

Customer A

   23 %  —  %

Customer B

   —     12 %  18.7  11.7 

Long and short-term license installments

  $10,535  $10,858  $  7,670   $  10,858  

Customer C

   31%  30%  42.9  29.7

Customer D

   15%  16%  19.0  16.1

Customer E

   13%  —  %  14.7  11.9

Customer F

   12%  12%  12.3  10.5

Customer G

   10%  11%

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 section 27A of the Securities Act of 1933 and section 21E of the Securities Exchange Act of 1934. 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,” “project,” or variations of such words and similar expressions are intended to identify such forward-looking statements. These statements are not guarantees of future performance and involve certain risks, uncertainties and assumptions that are difficult to predict.

We encourage you to carefully review the risk factors we have identified in Item 1A of Part I of our Annual Report on Form 10-K for the year ended December 31, 2008. We believe these risk factors could cause our actual results to differ materially from the forward-looking statements we make. We do not intend to update publicly any forward-looking statements, whether as a result of new information, future events or otherwise.

Our products and services

We develop and license rules-based BPM software and provide professional services, maintenance, and training related to our software. We focus our sales efforts on target accounts, which are companies or divisions within companies, and are typically large organizations that are among the leaders in their industry. Our strategy is to sell initial licenses to these target accounts that are focused on a specific purpose or area of operations, rather than selling large enterprise licenses. This strategy allows our customers to quickly realize business value from our software and limits their initial investment. Once a customer has realized this initial value, we work with the customer to identify opportunities for follow-on sales.

Our license revenue is primarily derived from sales of our PegaRULES Process Commander (“PRPC”) software and related solution frameworks. PRPC is a comprehensive platform for building and managing BPM applications that unifies business rules and business processes. Our solution frameworks are built on the capabilities of PRPC and are purpose- or industry -specific collections of best practice functionality to allow organizations to quickly implement new customer-facing practices and processes, bring new offerings to market, and provide customized or specialized processing. These products often require less implementation assistance than prior generations of our software products. In many cases this has resulted in a shorter sales process and implementation period. PRPC and related solution frameworks can be used by a broad range of customers within financial services, insurance and healthcare markets, as well as other markets, such as life sciences and government.

Almost all of our customers also purchase maintenance on our products, which includes rights to upgrades and new releases, incident resolution and technical assistance. Maintenance revenue is a significant portion of our total revenue and is directly attributable to the installed basedbase of our software licenses.

Our customers typically request professional services and training to assist them in implementing our products. Professional services are provided directly by us and through our network of partners. By utilizing these partners, we have increased the supply of skilled service consultants that can assist our customers.

Business overview

Despite the current economic crisis, we achieved license revenue growth of 60% in62% and 61% during the second quarter and first quartersix months of 2009, respectively, compared to the first quarter ofsame periods in 2008, including a 76%70% and 73% increase in perpetual license revenue, respectively, and 32%a 61% and 44% increase in term license revenue.revenue, respectively. We generated approximately $13.9$29.4 million and $30.5 million in cash from operations in each of the first quartersix months of 2009 and 2008.2008, respectively.

The value of new license arrangements executed in the firstsecond quarter of 2009 and first six months of 2009 was significantly higher than in the firstsame periods in 2008. During the second quarter of 2008, but, as expected, was lower2009, we executed a higher value of license arrangements with new customers than in the fourth quarterour historical levels, evidencing our success with companies across a broader range of 2008. The percentage ofindustries. We also continue to successfully execute new license arrangements fromwith existing customers during the first quarter of 2009 was consistent with prior periods.customers.

We believe these results reflect our ability to quickly and successfully deliver our versatile Build for Change® technology to Fortune® 500 customers across industries and international borders, allowing these customers to reduce operating costs and increase revenues after a short implementation period. These operational efficiencies experienced by our customers are part of the strong value proposition our technology provides to our customers.

We believe that the ongoing challenges for our business include continuing to drive revenue growth, despite the current economic crisis, continuing to expand our expertise in new and existing industries, and maintaining our leadership position in the BPM market.

To address these challenges, during the first quartersix months of 2009, we:

 

Executed license arrangements with customers in new industries;

 

Created and staffed strategic roles within our internal organization, focused on partners and alliances;

Enhanced our training curriculum to increase the number of our professional services consultants with the master level of PRPC certification;

 

Invested in our research and development efforts by increasing headcount; and

 

Continued to hire sales and marketing professionals.

The current economic crisis has had an adverse impact on market participantsour target markets including, among other things, volatility in security prices, diminished liquidity, and limited access to funding. These conditions could impact the ability and willingness of our financial services and insurance customers, and possibly our customers in other industries, to make investments in technology and pay their trade obligations. Our financial services and insurance customers as a group represent a significant amount of our revenues, including those associated with our non-cancellable term licenses as detailed on page 22 and our receivables. We considered these facts and determined they did not have a material adverse impact on our allowances for doubtful accounts and sales credit memos as of March 31,June 30, 2009.

As of March 31,June 30, 2009, our cash, cash equivalents, and marketable securities totaled $173.0$190.1 million, a $5.8$22.8 million increase compared to December 31, 2008. We believe that our current cash, cash equivalents, marketable securities, and cash flow from operations will be sufficient to fund our operations and our share repurchase program for at least the next 12 months. We also evaluate acquisition and other strategic opportunities from time to time, which if pursued, could require use of our funds. Material risks to cash flow from operations include delayed or reduced cash payments accompanying sales of new licenses or a decline in our overall business.

Critical accounting policies and estimates

Management’s Discussion and Analysis of Financial Condition and Results of Operations is based upon the condensed consolidated financial statements, which have been prepared in accordance with accounting principles generally accepted in the United States of America (“U.S.”). 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 related disclosure of contingent assets and liabilities. We base our estimates and judgments on historical experience, knowledge of current conditions and beliefs of what could occur in the future given available information. We consider the following accounting policies to be both those most important to the portrayal of our financial condition and those that require the most subjective judgment. If actual results differ significantly from management’s estimates and projections, there could be a material effect on our financial statements. The significant accounting policies that we believe are the most critical to aid in fully understanding and evaluating our reported financial results include the following:

 

Revenue recognition,

 

Allowance for doubtful accounts and sales credit memos,

 

Stock-based compensation, and

 

Accounting for income taxes.

There have been no changes in our critical accounting policies or significant accounting estimates as disclosed in our Annual Report on Form 10-K for the year ended December 31, 2008. For more information regarding our critical accounting policies, we encourage you to read the discussion contained in Item 7 under the heading “Critical Accounting Policies and Estimates” and Note 2. “Significant Accounting Policies” included in the notes to the Consolidated Financial Statements contained in our Annual Report on Form 10-K for the year ended December 31, 2008.

Results of Operations

 

  Three Months Ended
March 31,
  Increase   Three Months Ended
June 30,
    Six Months Ended
June 30,
    

(Dollars in thousands)

  2009  2008    2009  2008  Increase 2009  2008  Increase 

Total revenue

  $62,367  $48,478  $13,889  29%  $63,878  $51,119  $12,759  25 $126,245  $99,597  $26,648  27

Gross profit

   41,836   28,926   12,910  45%   42,286   30,346   11,940  39  84,122   59,272   24,850  42

Total operating expenses

   29,501   26,760   2,741  10%   30,456   27,762   2,694  10  59,957   54,522   5,435  10

Income before provision for income taxes

  $12,410  $4,177  $8,233  197%  $15,716  $4,029  $11,687  290 $28,126  $8,206  $19,920  243

Despite the current economic crisis, we continue to experience an increase in demand for our software products and related services, which we believe is due to the strong value proposition, short implementation period, and flexible licensing terms we offer our customers. Our success is also due to the growth in the BPM sector and our position as leader in this market space.

The increaseincreases in gross profit during the second quarter and first quartersix months of 2009 compared to the same periodperiods in 2008 waswere due to the increaseincreases in both license and maintenance revenue. The increaseincreases in income before provision for income taxes during the second quarter and first quartersix months of 2009 compared to the same periodperiods in 2008 waswere primarily due to the higher growth rate of our license and maintenance revenue compared to the lower growth rate of our operating expenses. During 2008, dueDue to credit market turmoil and adverse changes in the economy during 2008, we changed the mix of our investment portfolio to increase our holdings of pre-refunded municipal bonds, which resulted in $0.9$0.4 million and $1.3 million of lower interest income during the second quarter and first quartersix months of 2009, respectively, compared to the same periodperiods in 2008. Our income before provision for income taxes was also negativelypositively impacted by $0.8$2.9 million and $2.1 million of foreign currency transaction losses.gains during the second quarter and first six months of 2009, respectively.

A small number of high value license arrangements or the mix between perpetual and term licenses can cause our revenues to fluctuate from quarter to quarter. The revenue growth rate achieved in any historical period is not necessarily indicative of the results expected for future periods.

Revenue

 

  Three Months Ended
March 31,
 Increase   Three Months Ended
June 30,
 Increase Six Months Ended
June 30,
   

(Dollars in thousands)

  2009 2008   2009 2008 (Decrease) 2009 2008 Increase 

License revenue

                            

Perpetual licenses

  $17,488  63% $9,910  57% $7,578  76%    $16,130  63   $9,478  60   $6,652   70   $33,618  63   $19,388  58   $14,230  73

Term licenses

   9,333  33%  7,078  40%  2,255  32%   8,455  33  5,261  33  3,194   61  17,788  33  12,339  37  5,449  44

Subscription

   1,215  4%  497  3%  718  144%   1,066  4  1,080  7  (14 (1)%   2,281  4  1,577  5  704  45
                                                  

Total license revenue

  $28,036  100% $17,485  100% $10,551  60%

Total License revenue

    $25,651  100   $15,819  100   $9,832   62   $53,687  100   $33,304  100   $20,383  61
                                                  

The increaseincreases in perpetual license revenue during the second quarter and first quartersix months of 2009 compared to the same periodperiods in 2008 was primarilywere driven by an increaseincreases in the average value and number of perpetual licenses. The mix between perpetual and term license arrangements fluctuates based on customer circumstances and the intended use of our software. For the first six months of 2009, new perpetual license arrangements comprised a higher portion of our total license arrangements as compared to the first six months of 2008. In addition, many of the perpetual license arrangements include extended payment terms and/or additional rights of use that delay the recognition of revenue to future periods. See the table of future cash receipts by year from these perpetual licenses on page 22.

We recognize revenue for our term license arrangements over the term of the agreement as payments become due or earlier if prepaid. The increaseincreases in term license revenue during the second quarter and first quartersix months of 2009 compared to the same periodperiods in 2008 waswere each due to the increase in the aggregate value of payments for non-cancellable term licenses signed during 2008 and 2007 for which a portion of these agreements was recognized as revenue during the second quarter and first quartersix months of 2009 and the2009. The remainder of these agreements will be recognized as revenue in future periods. The aggregate value of payments due under these term licenses increased to $84.4$78.0 million as of March 31,June 30, 2009 compared to $66.9$73.5 million as of March 31,June 30, 2008. The aggregate value of future payments due under non-cancellable term licenses as of March 31,June 30, 2009 includes $19.9$11.7 million of term license payments that we expect to

recognize as revenue during the remainder of 2009. However, our actual term license revenue for the remainder of 2009 could be higher than $19.9$11.7 million as we complete new term license agreements in 2009.2009 or if we receive prepayments from existing term license agreements. See the table of future cash receipts by year from these term licenses on page 22.

Subscription revenue primarily relates to our arrangements that include a right to unspecified future products and is recognized ratably over the economic life or term of the arrangement. The increase in subscription revenue isduring the first six months of 2009 compared to the same period in 2008 was primarily due to the revenue recognition for one customer arrangement for the entire first quarter ofperiod in 2009 as compared to recognition for only part of the first quarter ofperiod in 2008.

  Three Months Ended
March 31,
  Increase  Three Months Ended
June 30,
      Six Months Ended
June 30,
      

(Dollars in thousands)

  2009  2008   2009    2008    Increase 2009    2008    Increase 

Maintenance revenue

                                  

Maintenance

  $11,948  $8,899  $3,049  34% $12,171    $10,083    $2,088    21 $24,119    $18,982    $5,137    27
           

The increaseincreases in maintenance revenue during the second quarter and first quartersix months of 2009 compared to the same periodperiods in 2008 waswere due to the continued increase in the aggregate value of the installed base of our software.

 

  Three Months Ended
March 31,
 Increase
(Decrease)
   Three Months Ended
June 30,
 Increase Six Months Ended
June 30,
 Increase 

(Dollars in thousands)

  2009 2008   2009 2008 (Decrease) 2009 2008 (Decrease) 

Professional services revenue

                          

Consulting services

  $21,173  95% $20,543  93% $630  3%

Consulting Services

    $25,108  96   $23,866  95   $1,242   5   $46,281  96   $44,409  94   $1,872   4

Training

   1,210  5%  1,551  7%  (341) (22)%   948  4  1,351  5  (403 (30)%   2,158  4  2,902  6  (744 (26)% 
                                 
                 

Total Professional services

  $22,383  100%  22,094  100% $289  1%    $26,056  100   $25,217  100   $839   3   $48,439  100   $47,311  100   $1,128   2
                                                  

Professional services are primarily consulting services related to new license implementations. The increase in consulting services revenue during the firstsecond quarter of 2009 compared to the same period in 2008 was due to a $5.1$4.8 million increase in revenue due to a higher number of professional service hours delivered, partially offset by a $2.2$1.6 million decrease due to the decline in value of European currencies relative to the U.S. dollar and a $2.3$1.7 million decrease due to downward rate pressure caused by the current decline in economic conditions. Despite these factors, we expectThe increase in consulting services revenue growthduring the first six months of 2009 compared to the same period in 2008 was due to a $9.9 million increase in revenue due to a higher number of professional servicesservice hours delivered, partially offset by a $3.8 million decrease due to the decline in value of European currencies relative to the remainder ofU.S. dollar and a $4.0 million decrease due to downward rate pressure caused by the year.current decline in economic conditions. Our training revenues have been negatively impacted by the weakened global economy.

 

  Three Months Ended
March 31,
 Increase
(Decrease)
   Three Months Ended
June 30,
   Six Months Ended
June 30,
   

(Dollars in thousands)

  2009 2008   2009 2008 Increase 2009 2008 Increase 

Gross Profit

               

Software license

  $28,005  $17,485  $10,520  60%    $25,620     $15,785     $9,835  62   $53,625     $33,270     $20,355   61

Maintenance

   10,511   7,667   2,844  37%   10,714    8,763    1,951  22  21,225    16,430    4,795   29

Professional services

   3,320   3,774   (454) (12)%   5,952    5,798    154  3  9,272    9,572    (300 (3)% 
                                

Total gross profit

  $41,836  $28,926  $12,910  45%    $42,286     $30,346     $11,940  39   $84,122     $59,272     $24,850   42
                                

Maintenance gross margin

   88%  86%  

Professional services gross margin

   15%  17%  

Maintenance gross profit percent

   88  87     88  87  

Professional services gross profit percent

   23  23     19  20  

The increaseincreases in software license gross profit wasduring the second quarter and first six months of 2009 compared to the same periods in 2008 were due to the increaseincreases in our license revenue, which had no significant incremental associated direct costs. The increaseincreases in maintenance gross profit wasduring the second quarter and first six months of 2009 compared to the same periods in 2008 were due to higher maintenance revenue and lower incremental direct costs.

Professional services marginsgross profit during the first quartersix months of 2009 compared to the same period in 2008 werewas adversely impacted by pricing pressures associated with the current decline in economic conditions. In the second half of 2009, we expect a significant number of our professional services consultants to complete our enhanced training curriculum to achieve the master level of PRPC certification. We expect this investment in training may negatively impact professional services gross profit.

Operating expenses

 

  Three Months Ended
March 31,
 Increase   Three Months Ended
June 30,
   Six Months Ended
June 30,
   

(Dollars in thousands)

  2009 2008   2009 2008 Increase 2009 2008 Increase 

Selling and marketing

                 

Selling and marketing

  $15,436  $14,681  $755  5%  $16,659   $14,657   $2,002  14 $32,095   $29,338   $2,757  9

As a percent of total revenue

   25%  30%      26  29     25  29   

Selling and marketing headcount

   204   169   35  21%        215    175    40  23

Selling and marketing expenses include compensation, benefits, and other headcount-related expenses associated with our selling and marketing personnel as well as advertising, promotions, trade shows, seminars, and other programs. The increase in selling

and marketing expenses was primarily due to $0.9 million higher sales commissions during the firstsecond quarter of 2009 compared to the same period in 2008 was primarily due to $1.1 million higher sales commissions associated with the increase in our new license arrangements, a $1.0 million increase in compensation and benefit expenses associated with higher headcount, and a $0.2 million increase in marketing campaigns, partially offset by a $0.3 million decrease in travel and entertainment expenses. The increase in selling and marketing expenses during the first six months of 2009 compared to the same period in 2008 was primarily due to $2.0 million higher sales commissions associated with the increase in our new license arrangements, and a $0.6$1.6 million increase in compensation and benefit expenses associated with higher headcount, partially offset by a $0.3$0.6 million decrease in travel and entertainment expenses and a $0.4$0.3 million decrease in external marketing and recruiting agency fees.

 

  Three Months Ended
March 31,
 Increase   Three Months Ended
June 30,
   Six Months Ended
June 30,
   

(Dollars in thousands)

  2009 2008   2009 2008 Increase 2009 2008 Increase 

Research and development

                 

Research and development

  $9,119  $7,022  $2,097  30%  $9,149   $7,874   $1,275  16 $18,268   $14,896   $3,372  23

As a percent of total revenue

   15%  14%      14  15     14  15   

Research and development headcount

   170   127   43  34%        201    140    61  44

Research and development expenses include compensation, benefits, contracted services, and other headcount-related expenses associated with research and development. The increase in research and development expenses during the firstsecond quarter of 2009 compared to the same period in 2008 was primarily due to a $1.4$0.9 million increase in compensation and benefit expenses associated with higher headcount and $0.6$0.8 million of expenses associated with our research and development center in India.India, partially offset by a $0.2 million decrease in contractor expenses. The increase in research and development expenses during the first six months of 2009 compared to the same period in 2008 was primarily due to a $2.2 million increase in compensation and benefit expenses associated with higher headcount, $1.4 million of expenses associated with our research and development center in India, partially offset by a $0.2 million decrease in contractor expenses. During the first quarterthree quarters of 2008, the research and development center in India was not operational and therefore associated start-up expenses were classified as general and administrative expenses. Subsequent to becoming operational in October 2008, all expenses associated with our development center are classified as research and development.

  Three Months Ended
March 31,
 Increase
(Decrease)
   Three Months Ended
June 30,
   Six Months Ended
June 30,
 Increase 

(Dollars in thousands)

  2009 2008   2009 2008 (Decrease) 2009 2008 (Decrease) 

General and administrative

              

General and administrative

  $4,946  $5,057  $(111) (2)%  $4,648   $5,231   $(583 (11)%  $9,594   $10,288   $(694 (7)% 

As a percent of total revenue

   8%  10%     7  10    8  10  

General and administrative headcount

   131   114   17  15%       141    129    12   9

General and administrative expenses include compensation, benefits, and other headcount-related expenses associated with the finance, legal, corporate governance, and other administrative headcount, as well as accounting, legal, and other administrative fees.

As discussed above, theThe start-up expenses associated with our research and development center in India were classified inas general and administrative expenses in the firstsecond quarter of 2008 and were classified in research and development in the firstsecond quarter of 2009. The change in classification of these expenses resulted in a $0.6$0.8 million and a $1.4 million decrease in general and administrative expenses during the second quarter and first quartersix months of 2009, respectively, compared to the same periodperiods in 2008, which was2008. During the second quarter and first six months of 2009, general and administrative expenses decreased by $0.2 million due to the recovery of previously recorded doubtful accounts. These decreases in general and administrative expenses were partially offset by a $0.5 million and $1.0 million increase in compensation and benefit expenses relatedduring the second quarter and first six months of 2009, respectively, compared to increased headcount.the same periods in 2008.

Stock-based compensation

In accordance with Statement of Financial Accounting Standards (“SFAS”) No. 123(R), “Share-Based Payment” (“SFAS 123(R)”), we recognize stock-based compensation expense associated with equity awards in our consolidated statements of income based on the fair value of these awards at the date of grant. The following table summarizes stock-based compensation expense included in our consolidated statements of income:

   Three Months Ended
June 30,
     Six Months Ended
June 30,
    
(Dollars in thousands)  2009  2008  (Decrease)  2009  2008  Increase 

Stock-based compensation expense:

          

Cost of services

    $128     $261     $(133 (51)%    $634     $465     $169  36

Operating expenses

   732    859    (127 (15)%   1,924    1,258    666  53
                           

Total stock-based compensation before tax

   860    1,120     $(260 (23)%    $2,558     $1,723     $835  48

Income tax benefit

   (155  (307    (739  (526   
                      

Net stock-based compensation expense

    $705     $813       $1,819     $1,197     
                      

   Three Months Ended
March 31,
  Increase 

(in thousands, except per share amounts)

  2009  2008  

Stock-based compensation expense:

      

Cost of revenue

  $506  $204  $302  148%

Selling and marketing

   370   160   210  131%

Research and development

   248   85   163  192%

General and administrative

   574   154   420  273%
              

Total stock-based compensation before tax

   1,698   603  $1,095  182%
        

Income tax benefit

   (584)  (219)   
            

Net stock-based compensation expense

  $1,114  $384    
            

During the second quarter of 2009, we refined our forfeiture estimate, which resulted in lower stock-based compensation expense compared to the same period in 2008. The increase in stock-based compensation during the first quartersix months of 2009 compared to the same period in 2008 was primarily due to periodic stock option grants made in March 2008 and December 2008, stock option grants to new employees, an increase in the annual stock award to our Board of Directors and the addition of two directors, and the recognition of a full quartersix months of expense associated with restricted stock units (“RSUs”) under our Corporate Incentive Compensation Plan (“CICP”), higher stock-based compensation associated with periodic stock option grants made in December 2007 and 2008, and expense associated with stock option grants to new employees..

As of March 31,June 30, 2009, we had approximately $2.7$2.4 million of unrecognized stock-based compensation expense related to the unvested portion of all our stock options that is expected to be recognized over a weighted-average period of approximately 1.92.3 years. As of March 31,June 30, 2009, we had approximately $2.8$2.2 million of unrecognized stock-based compensation expense related to all unvested RSUs that is expected to be recognized over a weighted-average period of 2.12.0 years. See Note 8. “Stock-Based Compensation” in the notes to the accompanying unaudited condensed consolidated financial statements for further information on our stock-based awards.

Interest income and Other income

 

  Three Months Ended
March 31,
  (Decrease)   Three Months Ended
June 30,
  Increase Six Months Ended
June 30,
  Increase 

(Dollars in thousands)

  2009 2008    2009  2008  (Decrease) 2009  2008  (Decrease) 

Installment receivable interest income

  $75  $75  $—    —  %    $75    $78    $(3 (4)%    $150    $153    $(3 (2)% 

Other interest income, net

   802   1,655   (853) (52)%   881   1,298   (417 (32)%   1,683   2,953   (1,270 (43)% 

Other income (expense), net

   (802)  281   (1,083) (385)%

Other income, net

   2,930   69   2,861   n/m    2,128   350   1,778   508
                                

Interest income and other

  $75  $2,011  $(1,936) (96)%    $3,886    $1,445    $2,441   169   $3,961    $3,456    $505   15
                                

n/m- not meaningful

The decreasedecreases in interest income during the second quarter and first quartersix months of 2009 compared to the same periodperiods in 2008 waswere primarily due to our investment in lower yielding tax-exempt municipal bonds. During 2008, due to credit market turmoil and adverse changes in the economy, we changed the mix of our investment portfolio to increase our holdings of pre-refunded municipal bonds. These bonds are collateralized by the issuer purchasing U.S. Treasury securities to fund all the cash flows of the refunded municipal bonds that will mature when the issuer’s bond matures.

Other income, (expense), net, consists primarily of foreign currency exchange gains and losses and realized gains and losses on the sale of our investments. The decreaseincreases in other income, (expense), net, during the second quarter and first six months of 2009 compared to the same periods in 2008 resulted primarily from the significant decreaseincrease in the value of foreign currency denominated net assets held in the U.S., consisting primarily of cash, receivables, license installments, and accounts payable. As a result of the decreaseincrease in the value of the British pound and Euro relative to the U.S. dollar during the second quarter and first quartersix months of 2009, we recorded a $0.8$2.9 million and $2.1 million foreign currency exchange transaction gain, respectively. During the second quarter and first six months of 2008, we recorded a $6,000 foreign exchange transaction loss as compared toand a $0.3 million foreign exchange transaction gain, in the first quarter of 2008.respectively. See Item 7A. “Quantitative and Qualitative Disclosure about Market Risk” for further discussion of our foreign currency exchange risk.

Provision for income taxes

The provision for income taxes represents current and future amounts owed for federal, state, and foreign taxes. During the firstsecond quarter of 2009 and 2008, we recorded a $3.8$4.5 million and $1.2 million provision, respectively, which resulted in an effective tax rate of 30.4%28.5% and 29.5%29.2%, respectively. During the first six months of 2009 and 2008, we recorded an $8.2 million and $2.4 million provision, respectively, which resulted in an effective tax rate of 29.3% and 29.4%, respectively.

Our effective tax rate during the second quarters and first quartersix months of 2009 and 2008 waswere below the statutory federal income tax rate primarily due to the investment in tax-exempt municipal bonds and the benefit from the SEZ India tax holiday.

The determination of the provision for income tax expense, deferred tax assets and liabilities and related valuation allowance involves judgment. As a global company, we are required to calculate and provide for income taxes in each of the tax jurisdictions where we operate. This involves making judgments regarding the recoverability of deferred tax assets, which can affect the overall effective tax rate. As of March 31,June 30, 2009, the amount of unrecognized tax benefits totaled approximately $6.2$5.9 million, of which $5.2$4.9 million, if recognized, would impact our effective tax rate. During the second quarter of 2009, we settled our income tax audit with the United Kingdom government for the tax years 2001 through 2005, which resulted in a $0.4 million reduction in the total unrecognized tax benefits. We expect that the changes in the unrecognized benefits within the next twelve months will be approximately $1.3 million related to tax positions for which the ultimate settlement is highly certain but for which there is uncertainty about the timing of such recognition.

Liquidity and capital resources

 

  Three Months Ended
March 31,
   Six Months Ended
June 30,
 

(in thousands)

  2009 2008   2009 2008 

Cash provided by (used in)

   

Cash provided by (used in):

   

Operating activities

  $13,851  $13,925     $29,432     $30,467  

Investing activities

   (5,778)  (18,522)   (12,789  (26,881

Financing activities

   (6,137)  (2,113)   (3,853  (1,033

Effect of exchange rate on cash

   (224)  134    919    123  
              

Net increase (decrease) in cash and cash equivalents

  $1,712  $(6,576)

Net increase in cash and cash equivalents

    $13,709     $2,676  
              
  As of
March 31, 2009
 As of
December 31, 2008
   As of
June 30, 2009
 As of
December 31, 2008
 

Total cash and cash equivalents and marketable securities

  $173,031  $167,229 

Total cash, cash equivalents, and marketable securities

    $            190,062     $            167,229  
              

We have funded our operations primarily from cash provided by operations. As of March 31,June 30, 2009, we had cash, cash equivalents and marketable securities of $173.0$190.1 million, a $5.8$22.8 million increase from $167.2 million as of December 31, 2008. This increase was primarily due to $13.9$29.4 million of cash provided by operations and $10.1 million of excess tax benefit from stock options, partially offset by $7.8$14.8 million used to repurchase shares of our common stock, $1.2$1.8 million investment in property and equipment, and $1.1$2.2 million used for dividend payments to our shareholders. Working capital was $162.7$178.4 million as of March 31,June 30, 2009 compared to $159.1 million as of December 31, 2008.

We believe that our current cash, cash equivalents, marketable securities, and cash flow from operations will be sufficient to fund our operations and our share repurchase program for at least the next 12 months. We also evaluate acquisition opportunities from time to time, which if pursued, could require use of our funds. Material risks to cash flow from operations include delayed or reduced cash payments on sales of new licenses or a decline in our services business. The current economic crisis has had an adverse impact on market participantsour target markets including, among other things, volatility in security prices, diminished liquidity, and limited access to funding. These conditions could impact the ability and willingness of our financial services and insurance customers, and possibly our customers in other industries, to make investments in technology and pay their trade obligations. Our financial services and insurance customers as a group represent a significant amount of our revenues and receivables, which we considered and determined did not have a material adverse impact on our allowances for doubtful accounts and sales credit memos as of March 31,June 30, 2009. There can be no assurance that changes in our plans or other events affecting our operations will not result in materially accelerated or unexpected expenditures.

Cash provided by operating activities

Cash provided by operating activities during the first quartersix months of 2009 was unchanged at $13.9$29.4 million, a $1.0 million decrease as compared to the first quartersix months of 2008.

The primary components of cash provided by operations during the first quartersix months of 2009 were $8.6$19.9 million of net income and a $12.0 million increase in deferred revenue partially offset by a $4.7$10.4 million decrease in accounts payable and accrued expenses primarily relatedreceivable due to the paymenttiming of incentive compensation and a $3.2 million increasetheir collection.

Future Cash Receipts from License Arrangements

The following table summarizes the cash receipts due in accounts receivable associatedconnection with increased billings.

our existing license agreements:

As of June 30,(in thousands)

  Installment
payments for
licenses recorded on
the balance sheet (1)
  Installment
payments for term
licenses not recorded
on the balance sheet (2)
  Other license payments not
recorded on the balance
sheet (3)

Remainder of 2009

  $2,061   $11,744  $13,410

2010

   2,829    24,680   14,564

2011

   2,232    20,809   82

2012

   1,292    13,384   165

2013

   —      5,151   —  

Thereafter

   —      2,184   —  
            

Total

   8,414   $77,952  $28,221
         

Unearned installment interest income

   (744   
        

Total license installments receivable, net

  $7,670     
        

(1)These license installment payments have already been recognized as license revenue and are included in short- and long-term license installments in the accompanying unaudited condensed consolidated balance sheet as of June 30, 2009.
(2)These amounts will be recognized as revenue in the future over the term of the agreement as payments become due or earlier if prepaid.
(3)These amounts will be recognized as revenue in future periods and relate to perpetual licenses with extended payment terms and/or additional rights of use.

Cash used in investing activities

Cash used in investing activities during the first quartersix months of 2009 and 2008 was primarily for purchases of marketable debt securities of $12.6$29.5 million and $82.8$145.3 million, respectively, partially offset by the proceeds received from the sales, maturities and called marketable debt securities of $8.0$18.5 million and $65.5$120.2 million, respectively.

During the first quartersix months of 2009, we invested $1.2$1.8 million in computer equipment and leasehold improvements primarily for our locations in Cambridge and India.

In March 2008, we paid approximately $0.8 million in cash to acquire certain assets of privately held Focus Technology Group, Inc. and a related entity (collectively, “Focus”), that provides anti-fraud and anti-money laundering software to the banking industry. In addition to the initial purchase consideration, maximum contingent consideration of approximately $2.1 million in cash may be due to the former owners of Focus upon the achievement of certain performance milestones and sales targets to be paid over a period of 30 months from the acquisition date. No amount of contingent consideration was earned or paid in 2008 or during the first six months of 2009.

Cash used in financing activities

Cash used in financing activities during the first quartersix months of 2009 and 2008 was primarily for repurchases of our common stock and the payment of our quarterly dividend. In each of February and December 2008, our Board of Directors approved a $15.0 million share repurchase program. The December 2008 repurchase program expires on December 31, 2009. Since 2004, our Board of Directors has approved annual stock repurchase programs that have authorized the repurchase in the aggregate up to $60.0 million of our common stock. Purchases under these programs have been made on the open market.

Share repurchases

The following table is a summary of our repurchase activity under all of our repurchase programs during the first quartersix months of 2009 and 2008:

 

  2009 2008   2009 2008 

(Dollars in thousands)

  Shares  Amount Shares  Amount   Shares    Amount Shares    Amount 

Prior year authorization as of January 1,

    $12,862    $1,210       $  12,862       $1,210  

Authorizations

     —       15,000        —          15,000  

Repurchases paid

  411,043   (5,905) 214,714   (2,201)  570,954     (8,824 503,080     (5,423

Repurchases unsettled

  32,344   (594) 14,700   (140)  —       —     65,472     (870
                          

Authorization remaining as of March 31,

    $6,363    $13,869 

Authorization remaining as of June 30,

      $4,038       $    9,917  
                          

In addition to the share repurchases made under our repurchase programs, we net settled the majority of our employee stock option exercises and restricted stock unit vesting, which resulted in the withholding of shares to cover the option exercise price and the minimum statutory tax withholding obligations. During the first quartersix months of 2009 and 2008, we withheld shares with a value of $1.5$14.1 million and $0.6 million, respectively, in connection with the net settlement of stock options.options and restricted stock units. The share repurchases and shares withheld for net settlement of our employee stock option exercises and vesting of restricted stock units more than offset the shares issued and proceeds received under our various share-based compensation plans during the first quartersix months of 2009 and 2008. During the first quartersix months of 2009 and 2008, option holders net settled stock options and vested restricted stock units representing the right to purchase a total of approximately 451,0001,704,000 shares and 88,000 shares, respectively, of which 247,000764,000 shares and 23,000 shares, respectively, were issued to the option and restricted stock unit holders and the balance of the shares were surrendered to us to pay for the exercise price and the applicable taxes.

Dividends

The Company declared a cash dividend of $0.03 per share for each of the quarters in 2008 and in the first quarterand second quarters of 2009 and 2008, and2009. Accordingly, the Company paid cash dividends of $1.1$2.2 million in botheach of the first quartersix months of 2009 and 2008. It is our current intention to pay a quarterly cash dividend of $0.03 per share to shareholders of record as of the first trading day of each quarter, however, the Board of Directors may terminate or modify this dividend program at any time without notice.

The following table summarizes the cash receipts due in connection with our existing license agreements:

As of March 31,(in thousands)

  Installment
payments for

licenses recorded on
the balance sheet (1)
  Installment
payments for term
licenses not recorded
on the balance sheet (2)

Remainder of 2009

  $5,001  $19,909

2010

   2,829   23,807

2011

   2,232   20,414

2012

   1,292   13,022

2013

   —     5,049

Thereafter

   —     2,181
        

Total

   11,354  $84,382
     

Unearned installment interest income

   (819) 
      

Total license installments receivable, net

  $10,535  
      

(1)These license installment payments have already been recognized as license revenue and are included in short- and long-term license installments in the accompanying unaudited condensed consolidated balance sheet as of March 31, 2009.

(2)These amounts will be recognized as revenue in the future over the term of the agreement as payments become due or earlier if prepaid.

Fair Value Inputs

We adopted SFAS 157 on January 1, 2008. See Note 1. “Accounting Policies” and Note 2. “Cash, Marketable Securities, and Fair3. “Fair Value Measurements” in the notes to the unaudited condensed consolidated financial statements for further discussion. Fair value is a market-based measurement that is determined based on assumptions that market participants would use in pricing an asset or liability. The use of fair value to measure investments, with related unrealized gains or losses on investments, is a significant component to our consolidated results of operations.

We value our investments by using quoted market prices and broker or dealer quotations which are based on third party pricing sources with reasonable levels of price transparency. The types of instruments valued based on quoted market prices in active markets include some of the government debt securities, some of the municipal debt securities, money market securities and most of the corporate debt securities. We do not adjust the quoted price for such instruments. The types of instruments valued based on other observable inputs include most of the municipal debt securities and some of the corporate debt securities. The price for each security at the measurement date is sourced from an independent pricing vendor. Periodically, management may assess the reasonableness of these sourced prices by comparing them to the prices provided by our portfolio managers to derive the fair value of these financial instruments. Management assesses the inputs of the pricing in order to categorize the financial instruments into the appropriate hierarchy levels.

Recent accounting pronouncements

See Note 1. “Accounting Policies” in the notes to the unaudited condensed consolidated financial statements for further discussion.

Significant customers

The following table summarizes the Company’s concentration of credit risk associated with customers accounting for 10% or more than 10% of the Company’s total revenue, outstanding trade receivables, and short and long-term license installments:

 

  Three Months Ended
March 31,
   Three Months Ended June 30, Six Months Ended
June 30,

(Dollars in thousands)

  2009 2008   2009  2008 2009  2008

Total Revenue

  $62,367   $48,478      $    63,878    $    51,119     $  126,245    $    99,597

Customer A

   7,631  12%   —  %   —     12.6  —     —  

 

   As of
June 30,

2009
    As of
December 31,

2008
 

(Dollars in thousands)

  As of
March 31,
2009
 As of
December 31,
2008
  

Trade receivables

  $45,996  $42,801  $      32,377   $      42,801  

Customer A

   23 %  —  %

Customer B

   —     12 %  18.7  11.7

Long and short-term license installments

  $10,535  $10,858  $  7,670   $  10,858  

Customer C

   31%  30%  42.9  29.7

Customer D

   15%  16%  19.0  16.1

Customer E

   13%  —  %  14.7  11.9

Customer F

   12%  12%  12.3  10.5

Customer G

   10%  11%

Item 3.Quantitative and Qualitative Disclosures about Market Risk

Market risk represents the risk of loss that may affect us due to adverse changes in financial market prices and rates. Our market risk exposure is primarily related to fluctuations in foreign exchange rates and interest rates. We have not entered into derivative or hedging transactions to manage risk in connection with such fluctuations.

Foreign currency exposure

We derived approximately 36%35% and 40%37% of our total revenue from sales to customers based outside of the U.S. during the first quartersix months of 2009 and 2008, respectively. Our international license and professional services have increasingly become denominated in foreign currencies. However, the operating expenses of our foreign operations are primarily denominated in foreign currencies, which partially offset our foreign currency exposure. A decrease in the value of foreign currencies, particularly the British pound and the Euro relative to the U.S. dollar, could adversely impact our revenues and operating results.

Most of our transactions with customers are invoiced from our offices in the U.S. For those transactions that are denominated in currencies other than the U.S. dollar, we have receivables and license installments that are valued in foreign currencies. In addition, our U.S. operating company holds cash and investments in foreign currencies in order to support our foreign operations. Our functional currency is primarily the U.S. dollar, therefore, when there are changes in the foreign currency exchange rates versus the U.S. dollar, we recognize a foreign currency transaction gain or (loss) in our consolidated statements of income. As of March 31,June 30, 2009, we had net monetary assets valued in foreign currencies, consisting primarily of cash, receivables, and license installments, partially offset by accounts payable and accrued expenses, with a carrying value of approximately $47.2$38.3 million. During the first quartersix months of 2009, we recorded a $0.8$2.1 million foreign currency transaction lossgain due to the decreaseincrease in the value of foreign currencies, primarily the Euro and to a lesser extent the British pound, relative to the U.S. dollar. As of March 31,June 30, 2009, a ten percent change in foreign currency exchange rates would have materially changed the carrying value of our net monetary assets by approximately $4.7$3.8 million as of that date with a corresponding currency gain (loss) recognized in our consolidated statement of income.

Interest rate exposure

Our balance sheet contains interest bearing assets which have fixed rates of interest. These assets include license installments receivable generated in the normal course of business through transactions with customers and our investments in marketable debt securities.

License installments receivable bear interest at the rate in effect when the license revenue was recognized, which does not vary throughout the life of the contractual cash flow stream. Changes in market rates do not affect net earnings as the license installments receivable are carried at cost and, since they are not financial instruments and are held until maturity, are not marked to market to reflect changes in the fair value of the portfolio. The carrying value of our total license installments receivable was $10.5 million as of March 31, 2009.

We invest primarily in tax-exempt municipal bonds, government sponsored enterprises, and corporate bonds that are fixed rate marketable-marketable debt securities. A 200 basis point increase in market interest rates would have reduced the fair value of our marketable debt securities by approximately $2.2 million as of March 31,June 30, 2009. Changes in market rates and the related impact on fair value of the marketable securities do not generally affect net earnings as our marketable securities are fixed rate securities and are classified as available-for-sale and as such, unrealized gains and losses, net of tax effect, are recorded in accumulated other comprehensive income in our accompanying consolidated balance sheets. However, when the marketable securities are sold, the unrealized gains and losses are recorded as realized gains and losses and included in net income in the accompanying consolidated statements of income.

We analyze our investments for impairments on an ongoing basis. As of the date of this filing, we are not aware of any downgrades, losses, or other significant deterioration in the fair value of our marketable securities.

Item 4.Controls and Procedures

(a) Evaluation of Disclosure Controls and Procedures.

(a)Evaluation of Disclosure Controls and Procedures.

Our management, with the participation of our Chief Executive Officer, or CEO, and Chief Financial Officer, or 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) as of March 31,June 30, 2009. 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 March 31,June 30, 2009.

(b) Changes in Internal Control over Financial Reporting.

(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 Securities Exchange Act) during the quarter ended March 31,June 30, 2009 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 Part I, Item 1A. “Risk Factors” in our Annual Report on Form 10-K for the year ended December 31, 2008. 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 first quarter ended March 31,six months of 2009 to the risk factors disclosed in our Annual Report on Form 10-K for the year ended December 31, 2008.

 

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

The following table sets forth information regarding our repurchases of our common stock during the firstsecond quarter of 2009:

 

Period  Total Number
of Shares
Purchased
  Average Price
Paid per
Share
  Total Number
of Shares
Purchased as Part
of Publicly
Announced Share
Repurchase
Programs (1)
  Approximate Dollar
Value of Shares That
May Yet Be Purchased
Under Publicly
Announced Share
Repurchase Programs
(in thousands) (1)
1/1/09-1/31/09  132,886  $12.62  132,886  $11,185
2/1/09-2/28/09  140,867   14.52  140,867   9,139
3/1/09-3/31/09  169,634   16.36  169,634   6,363
         
Total  443,387  $14.66    

Period

  Total Number
of Shares
Purchased
  Average Price
Paid per
Share
  Total Number
of Shares
Purchased as Part
of Publicly
Announced Share
Repurchase
Programs (1)
  Approximate Dollar
Value of Shares That
May Yet Be Purchased
Under Publicly
Announced Share
Repurchase Programs
(in thousands) (1)

4/1/09-4/30/09

  123,079  $18.28  123,079  $4,113

5/1/09-5/31/09

  4,488   16.66  4,488   4,038

6/1/09-6/30/09

  —     —    —     4,038
         

Total

  127,567  $18.23    

 

(1)On December 1, 2008, we publicly announced that our Board of Directors approved a $15.0 million share repurchase program effective December 1, 2008 and expiring on December 31, 2009 (the “Fourth Program”). The Fourth Program replaced an existing program that expired on December 31, 2008. Under the Fourth Program, purchases will 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. The Company has established a pre-arranged stock repurchase plan, intended to comply with the requirements of Rule 10b5-1 under the Securities Exchange Act of 1934, as amended, and of Rule 10b-18 of the Exchange Act (the “10b5-1 Plan”). All share repurchases under the Fourth Program during closed trading window periods will be made pursuant to the 10b5-1 Plan.

Item 4.Submission of Matters to a Vote of Security Holders

Our Annual Meeting of Stockholders was held on June 5, 2009. The following matters were voted upon:

The stockholders elected the following individuals to serve on our Board of Directors until our 2010 Annual Meeting of Stockholders and until their successors are duly elected and qualified:

 

Name

  Votes For  Votes Against  Votes Withheld

Craig Conway

  34,105,181  81,694  19,251

Peter Gyenes

  33,884,169  302,706  19,251

Richard Jones

  33,782,433  404,442  19,251

Steven Kaplan

  34,079,943  106,932  19,251

James O’Halloran

  33,834,522  352,353  19,251

Alan Trefler

  34,087,652  116,470  2,004

William Wyman

  34,073,012  113,863  19,251

The stockholders ratified the Audit Committee’s selection of Deloitte & Touche LLP as our independent registered public accounting firm for the year ending December 31, 2009, with 34,049,123 votes “FOR”, 135,935 votes “AGAINST” and 21,068 votes “WITHHELD”.

Item 6.Exhibits

The exhibits listed in the Exhibit Index immediately preceding such exhibits are filed as part of this report and such Exhibit Index is incorporated herein by reference.

SIGNATURES

Pursuant to the requirements of the Securities Exchange Act of 1934, the Registrant has duly caused this report to be signed on its behalf by the undersigned thereunto duly authorized.

 

  Pegasystems Inc.
Date: May 5,August 4, 2009  By: 

/s/ Craig Dynes

   Craig Dynes
   Senior Vice President, Chief Financial Officer
   

(principal financial officer)

(duly authorized officer)

PEGASYSTEMS INC.

Exhibit Index

 

Exhibit No.

 

Description

  3.1Amended and Restated Bylaws of Pegasystems Inc. (Filed as Exhibit 99.3 to the Registrant’s April 1, 2009 Form 8-K and incorporated herein by reference.)
10.1Director Indemnification Agreement dated as of March 8, 2009 by and between Pegasystems Inc. and Peter Gyenes. (Filed as Exhibit 99.1 to the Registrant’s March 11, 2009 Form 8-K and incorporated herein by reference.)
10.22009 Section 16 Officer/FLT Member Corporate Incentive Compensation Plan. (Filed as Exhibit 99.1 to the Registrant’s March 19, 2009 Form 8-K and incorporated herein by reference.)
10.32009 Executive Officers Base Salaries and Target Bonus Payments. (Filed as Exhibit 99.2 to the Registrant’s March 19, 2009 Form 8-K and incorporated herein by reference.)
10.4Director Indemnification Agreement dated as of March 26, 2009 by and between Pegasystems Inc. and Craig Conway. (Filed as Exhibit 99.1 to the Registrant’s April 1, 2009 Form 8-K and incorporated herein by reference.)

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.

 

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