ROSETTA STONE INC.

NOTES TO CONSOLIDATED FINANCIAL STATEMENTS

(UNAUDITED)

1. NATURE OF OPERATIONS

Rosetta Stone Inc. and its subsidiaries ("Rosetta Stone," or the "Company") develop, market and support a suite of language-learning, literacy and brain fitness solutions consisting of perpetual software products, web-based software subscriptions, online and professional services, audio practice tools and mobile applications. The Company's offerings are sold on a direct basis and through select third party ~~resellers, distributors~~retailers and ~~select retailers.~~distributors. The Company provides its solutions to customers through the sale of packaged software and web-based software subscriptions, domestically and in certain international markets.

On March ~~11, 2015,~~14, 2016, the Company announced athat it intends to exit the direct sales presence in almost all of its non-U.S. and non-northern European geographies related to the distribution of the Enterprise & Education Language offerings (the "2016 Restructuring Plan"). Where appropriate, the Company seeks to operate through partners in the geographies being exited. The Company also looks to initiate processes to close the software development operations in France and China. These actions are additive to the plan announced on March 11, 2015 (the "2015 Restructuring Plan") to accelerate and prioritize its focus on satisfying the needs of more passionate Corporate and K-12 learners, and emphasizing those who need to speak and read English. ~~In the first quarter of 2015, the Company began reductions to areas including Consumer sales and marketing, Consumer product investment, and general and administrative costs.~~ See Note 2 "Summary of Significant Accounting Policies," Note 1413 "Restructuring," Note 1716 "Segment Information" and Item 2 "Management's Discussion and Analysis of Financial Condition and Results of Operations" within Part 1 for additional information about these strategic undertakings and the associated impact to the Company's financial statements and financial results.

2. SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES

Principles of Consolidation

The accompanying consolidated financial statements include the accounts of Rosetta Stone and its wholly owned subsidiaries. All intercompany accounts and transactions have been eliminated in consolidation.

The equity method is used to account for investments in entities if the investment provides the Company with the ability to exercise significant influence over operating and financial policies of the investee. The Company determines its level of influence over an equity method investment by considering key factors such as ownership interest, representation on the ~~board of directors,~~investee's governing body, participation in policy-making decisions, and technological dependencies. The Company's proportionate share of the net income or loss of any equity method investments is reported in "Other income and (expense)" and included in the net loss on the consolidated statement of operations. The carrying value of any equity method investment is reported in "Other assets" on the consolidated balance sheets.

Basis of Presentation

The accompanying consolidated financial statements are unaudited. These unaudited interim consolidated financial statements have been prepared in accordance with U.S. generally accepted accounting principles ("GAAP") and applicable rules and regulations of the Securities and Exchange Commission ("SEC") regarding interim financial reporting. Certain information and note disclosures normally included in the financial statements prepared in accordance with GAAP have been condensed or omitted pursuant to such rules and regulations. Accordingly, these interim consolidated financial statements should be read in conjunction with the consolidated financial statements and notes thereto contained in the Company’s most recent Annual Report on Form 10-K filed with the SEC on March ~~16, 2015.~~14, 2016. The ~~September 30, 2015~~March 31, 2016 consolidated balance sheet included herein includes account balances as of December 31, ~~2014~~2015 that were derived from the audited financial statements as of that date. The Consolidated Financial Statements and the Notes to the Consolidated Financial Statements do not include all disclosures required for annual financial statements and notes.

The unaudited interim consolidated financial statements have been prepared on the same basis as the audited consolidated financial statements. In the opinion of management, all adjustments, consisting only of normal recurring adjustments, necessary for the fair presentation of the Company’s statement of financial position at ~~September 30, 2015~~March 31, 2016 and December 31, ~~2014,~~2015, the Company’s results of operations for the three ~~and nine~~ months ended ~~September 30,~~March 31, 2016 and 2015 ~~and 2014~~ and its cash flows for the ~~nine~~three months ended ~~September 30,~~March 31, 2016 and 2015 ~~and 2014~~ have been made. The results for the three ~~and nine~~ months ended ~~September 30, 2015~~March 31, 2016 are not necessarily indicative of the results to be expected for the year ending December 31, ~~2015.~~2016. All references to ~~September 30, 2015~~March 31, 2016 or to the three ~~and nine~~ months ended ~~September 30,~~March 31, 2016 and 2015 ~~and 2014~~ in the notes to the consolidated financial statements are unaudited.

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2. SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES (Continued)

Use of Estimates

The preparation of financial statements in accordance with GAAP requires ~~that~~ management to make certain estimates and assumptions. ~~Significant~~The amounts reported in the consolidated financial statements include significant estimates and assumptions that have been made, ~~regarding the~~including, but not limited to, those related to revenue recognition, allowance for doubtful accounts, estimated sales returns and reserves, stock-based compensation, restructuring costs, fair value of intangibles and goodwill, ~~inventory reserve,~~ disclosure of contingent assets and liabilities, disclosure of contingent litigation, and allowance for valuation of deferred tax assets. The Company bases its estimates and assumptions on historical experience and on various other judgments that are believed to be reasonable under the circumstances. The Company continuously evaluates its estimates and assumptions. Actual results may differ from these ~~estimates.~~estimates and assumptions.

Revenue Recognition

The Company's primary sources of revenue are web-based software subscriptions, online services, perpetual product software, and bundles of perpetual product software and ~~short-term~~ online services. The Company also generates revenue from the sale of audio practice products, mobile applications, and professional services. Revenue is recognized when all of the following criteria are met: there is persuasive evidence of an arrangement; the product has been delivered or services have been rendered; the fee is fixed or determinable; and collectability is reasonably assured. Revenue is recorded net of discounts.

The Company identifies the units of accounting contained within sales arrangements in accordance with Accounting Standards Codification ("ASC") subtopic 605-25, Revenue Recognition - Multiple Element Arrangements ("ASC 605-25"). In doing so, the Company evaluates a variety of factors including whether the undelivered element(s) have value to the customer on a stand-alone basis or if the undelivered element(s) could be sold by another vendor on a stand-alone basis.

For multiple element arrangements that contain perpetual software products and related online services, the Company allocates the total arrangement consideration to its deliverables based on the existence of vendor-specific objective evidence of fair value, or vendor-specific objective evidence ("VSOE"), in accordance with ASC subtopic 985-605-25, Software: Revenue Recognition-Multiple-Element Arrangements ("ASC 985-605-25"). The Company generates a substantial portion of its Consumer revenue from the CD and digital download formats of the Rosetta Stone language-learning product which is typically a multiple-element arrangement that includes two deliverables: the perpetual software, delivered at the time of sale, and the ~~short-term~~ online service, which is considered aan undelivered software-related element. The online service includes ~~short-term~~ access to conversational coaching services. Because the Company only sells the perpetual language-learning software on a stand-alone basis in its homeschool version, the Company does not have a sufficient concentration of stand-alone sales to establish VSOE for ~~this element. Accordingly,~~ the ~~Company allocates the arrangement consideration using the residual method based on the existence of~~perpetual product. Where VSOE of the undelivered ~~element,~~online services can be established, arrangement consideration is allocated using the ~~short-term online service.~~residual method. The Company determines VSOE ~~of the short-term online service~~ by reference to the range of comparable stand-alone renewal sales of the ~~three-month~~ online service. The Company reviews these stand-alone sales on a quarterly basis. VSOE is established if at least 80% of the stand-alone sales are within a range of plus or minus 15% of a midpoint of the range of prices, consistent with generally accepted industry practice. Where VSOE of the undelivered online services cannot be established, revenue is deferred and recognized commensurate with the delivery of the online services.

For non-software multiple element arrangements the Company allocates revenue to all deliverables based on their relative selling prices. The Company's non-software multiple element arrangements primarily occur as sales to its Enterprise & Education Language and Literacy customers. These arrangements can include web-based subscription services, audio practice materials and professional services or any combination thereof. The Company does not have a sufficient concentration of stand-alone sales of the various deliverables noted above to its Enterprise & Education Language and Literacy customers, and therefore cannot establish VSOE for each deliverable. Third party evidence of fair value does not exist for the web-based subscription, audio practice and professional services due to the lack of interchangeable language-learning products and services within the market. Accordingly, the Company determines the relative selling price of the web-based subscription, audio practice tools and professional services deliverables included in its non-software multiple-element arrangements using the best estimated selling price. The Company determines the best estimated selling price based on its internally published price list which includes suggested sales prices for each deliverable based on the type of client and volume purchased. This price list is derived from past experience and from the expectation of obtaining a reasonable margin based on what each deliverable costs the Company.

In the U.S. and Canada, the Company offers consumers who purchase packaged software and audio practice products directly from the Company a 30-day, unconditional, full money-back refund. The Company also permits some of our retailers and distributors to return unsold packaged products, subject to certain limitations. In accordance with ASC subtopic 985-605, Software: Revenue Recognition ("ASC 985-605"), the Company estimates and establishes revenue reserves for packaged

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2. SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES (Continued)

product returns at the time of sale based on historical return rates, estimated channel inventory levels, the timing of new product introductions and other factors.

The Company distributes its products and services both directly to the end customer and indirectly through resellers. Resellers earn commissions generally calculated as a fixed percentage of the gross sale to the end customer. The Company

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~~2. SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES (Continued)~~

evaluates each of its reseller relationships in accordance with ASC subtopic 605-45, Revenue Recognition - Principal Agent Considerations (“ASC 605-45”) to determine whether the revenue recognized from indirect sales should be the gross amount of the contract with the end customer or reduced for the reseller commission. In making this determination the Company evaluates a variety of factors including whether it is the primary obligor to the end customer. Revenue is recorded net of taxes.

Revenue for online services and web-based subscriptions is recognized ratably over the term of the service or subscription period, assuming all revenue recognition criteria have been met. The CD and digital download formats of Rosetta Stone language-learning products are bundled with ~~a short-term~~an online service where customers are allowed to begin their short-term online services at any point during a registration window, which is up to six months from the date of purchase from us or an authorized reseller. The ~~short-term~~ online services that are not activated during this registration window are forfeited and revenue is recognized upon expiry. Revenue from non-refundable upfront fees that are not related to products already delivered or services already performed is deferred and recognized over the term of the related arrangement because the period over which a customer is expected to benefit from the service that is included within our subscription arrangements does not extend beyond the contractual period. Accounts receivable and deferred revenue are recorded at the time a customer enters into a binding subscription agreement.

Software products include sales to end user customers and resellers. In many cases, revenue from sales to resellers is not contingent upon resale of the software to the end user and is recorded in the same manner as all other product sales. Revenue from sales of packaged software products and audio practice products is recognized as the products are shipped and title passes and risks of loss have been transferred. For many product sales, these criteria are met at the time the product is shipped. For some sales to resellers and certain other sales, the Company defers revenue until the customer receives the product because the Company legally retains a portion of the risk of loss on these sales during transit. In other cases where packaged software products are sold to resellers on a consignment basis, revenue is recognized for these consignment transactions once the end user sale has occurred, assuming the remaining revenue recognition criteria have been met. In accordance with ASC subtopic 605-50, Revenue Recognition: Customer Payments and Incentives (“ASC 605-50”), cash sales incentives to resellers are accounted for as a reduction of revenue, unless a specific identified benefit is identified and the fair value is reasonably determinable. Price protection for changes in the manufacturer suggested retail value granted to resellers for the inventory that they have on hand at the date the price protection is offered is recorded as a reduction to revenue at the time of sale.

The Company offers customers the ability to make payments for packaged software purchases in installments over a period of time, which typically ranges between three and five months. Given that these installment payment plans are for periods less than 12 months, a successful collection history has been established and these fees are fixed and determinable, revenue is recognized at the time of sale, assuming the remaining revenue recognition criteria have been met.

In connection with packaged software product sales and web-based software subscriptions, technical support is provided to customers, including customers of resellers, via telephone support at no additional cost for up to six months from the time of purchase. As the fee for technical support is included in the initial licensing fee, the technical support and services are generally provided within one year, the estimated cost of providing such support is deemed insignificant and no unspecified upgrades/enhancements are offered, technical support revenue is recognized together with the software product and web-based software subscription revenue. Costs associated with the technical support are accrued at the time of sale.

Sales commissions from non-cancellable web-based software subscription contracts are deferred and amortized in proportion to the revenue recognized from the related contract.

Restructuring Costs

InAs part of the ~~first quarter of 2015, as part of~~2016 Restructuring Plan and the 2015 Restructuring Plan, the Company announced and initiated actions to reduce headcount and other costs in order to support its strategic shift in business focus. In connection with ~~this plan,~~these plans, the Company incurred restructuring related costs, including employee severance and related benefit costs, contract termination costs, and other related costs. These costs are included in our operating expense line items on the Statement of Operations.

Employee severance and related benefit costs primarily include cash payments, outplacement services, continuing health insurance coverage, and other benefits. Where no substantive involuntary termination plan previously exists, these severance

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2. SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES (Continued)

costs are generally considered “one-time” benefits and recognized at fair value in the period in which a detailed plan has been approved by management and communicated to the terminated employees. Severance costs pursuant to ongoing benefit arrangements, including termination benefits provided for in existing employment contracts, are recognized when probable and reasonably estimable.

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~~NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)~~

~~2. SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES (Continued)~~

Contract termination costs include penalties to cancel certain service and license contracts. Contract termination costs are recognized at fair value in the period in which the contract is terminated in accordance with the contract terms.

Other related costs generally include external consulting and legal costs associated with the strategic shift in business focus of the Company’s Consumer business. Such costs are recognized at fair value in the period in which the costs are incurred.

Income Taxes

The Company accounts for income taxes in accordance with ASC topic 740, Income Taxes ("ASC 740"), which provides for an asset and liability approach to accounting for income taxes. Deferred tax assets and liabilities represent the future tax consequences of the differences between the financial statement carrying amounts of assets and liabilities versus the tax basis of assets and liabilities. Under this method, deferred tax assets are recognized for deductible temporary differences, and operating loss and tax credit carryforwards. Deferred liabilities are recognized for taxable temporary differences. Deferred tax assets are reduced by a valuation allowance when, in the opinion of management, it is more likely than not that some portion or all of the deferred tax assets will not be realized. The impact of tax rate changes on deferred tax assets and liabilities is recognized in the year that the change is enacted.

Deferred Tax Valuation Allowance

The Company has recorded a valuation allowance offsetting certain of its deferred tax assets as of ~~September 30, 2015.~~March 31, 2016. When measuring the need for a valuation allowance on a jurisdiction by jurisdiction basis, the Company assesses both positive and negative evidence regarding whether these deferred tax assets are realizable. In determining deferred tax assets and valuation allowances, the Company is required to make judgments and estimates related to projections of profitability, the timing and extent of the utilization of temporary differences, net operating loss carryforwards, tax credits, applicable tax rates, transfer pricing methodologies and tax planning strategies. The valuation allowance is reviewed quarterly and is maintained until sufficient positive evidence exists to support a reversal. Because evidence such as the Company’s operating results during the most recent three-year period is afforded more weight than forecasted results for future periods, the Company’s cumulative loss in certain jurisdictions represents significant negative evidence in the determination of whether deferred tax assets are more likely than not to be utilized in certain jurisdictions. This determination resulted in the need for a valuation allowance on the deferred tax assets of certain jurisdictions. The Company will release this valuation allowance when it is determined that it is more likely than not that its deferred tax assets will be realized. Any future release of valuation allowance may be recorded as a tax benefit increasing net income.

Fair Value of Financial Instruments

The Company values its assets and liabilities using the methods of fair value as described in ASC topic 820, Fair Value Measurements and Disclosures, ("ASC 820"). ASC 820 establishes a three-tier fair value hierarchy, which prioritizes the inputs used in measuring fair value. The three levels of fair value hierarchy are described below:

Level 1: Quoted prices for identical instruments in active markets.

Level 2: Quoted prices for similar instruments in active markets; quoted prices for identical or similar instruments in markets that are not active; and model-derived valuations whose inputs are observable or whose significant value drivers are observable.

Level 3: Significant inputs to the valuation model are unobservable.

The carrying amounts reported in the consolidated balance sheets for cash and cash equivalents, restricted cash, accounts receivable, accounts payable and other accrued expenses approximate fair value due to relatively short periods to maturity.

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2. SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES (Continued)

Divestitures

The Company deconsolidates divested subsidiaries when there is a loss of control or when appropriate when evaluated under the variable interest entity model. The Company recognizes a gain or loss at divestiture equal to the difference between the fair value of any consideration received and the carrying amount of the former subsidiary’s assets and liabilities. Any resulting gain or loss is reported in "Other income and (expense)" on the consolidated statement of operations.

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~~2. SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES (Continued)~~

~~Business Combinations~~

The Company recognizes all of the assets acquired, liabilities assumed and contractual contingencies from an acquired company as well as contingent consideration at fair value on the acquisition date. The excess of the total purchase price over the fair value of the assets and liabilities acquired is recognized as goodwill. Acquisition-related costs are recognized separately from the acquisition and expensed as incurred. Generally, restructuring costs incurred in periods subsequent to the acquisition date are expensed when incurred. Subsequent changes to the purchase price (i.e., working capital adjustments) or other fair value adjustments determined during the measurement period are recorded as adjustments to goodwill.

Stock-Based Compensation

The Company accounts for its stock-based compensation in accordance ASC topic 718, Compensation—Stock Compensation ("ASC 718"). Under ASC 718, all stock-based awards, including employee stock option grants, are recorded at fair value as of the grant date and recognized as expense in the statement of operations on a straight-line basis over the requisite service period, which is the vesting period. The fair value of each option grant is estimated on the date of grant using the Black-Scholes option pricing model.

The Company reviews a group of comparable industry-related companies and its own data to estimate its expected volatility over the most recent period commensurate with the estimated expected term of the awards. In addition to analyzing our own and peer group data, the Company also considers the contractual option term and vesting period when determining the expected option life and forfeiture rate. The Company estimates the expected term of options using a combination of peer company information and the simplified method for estimating the expected term. The Company uses its own historical stock price data to estimate its forfeiture rate and expected volatility over the most recent period commensurate with the estimated expected term of the awards. For the risk-free interest rate, the Company uses a U.S. Treasury Bond rate consistent with the estimated expected term of the option award.

The Company’s restricted stock and restricted stock unit grants are accounted for as equity awards. The grant date fair value is based on the market price of the Company’s common stock at the date of grant.

Foreign Currency Translation and Transactions

The functional currency of the Company's foreign subsidiaries is their local currency. Accordingly, assets and liabilities of the foreign subsidiaries are translated into U.S. dollars at exchange rates in effect on the balance sheet date. Income and expense items are translated at average rates for the period. Translation adjustments are recorded as a component of other comprehensive loss in stockholders' equity.

Cash flows of consolidated foreign subsidiaries, whose functional currency is their local currency, are translated to U.S. dollars using average exchange rates for the period. The Company reports the effect of exchange rate changes on cash balances held in foreign currencies as a separate item in the reconciliation of the changes in cash and cash equivalents during the period.

The following table presents the effect of exchange rate changes on total comprehensive loss (in thousands):


	Three Months Ended September 30,						Nine Months Ended September 30,						Three Months Ended March 31,
	2015			2014			2015			2014			2016			2015
Net loss	$	(7,301	)	$	(16,178	)	$	(35,360	)	$	(52,170	)	$	(7,507	)	$	(19,884	)
Foreign currency translation loss	(814		)	(994		)	(1,207		)	(1,095		)	(477		)	(1,147		)
Comprehensive loss	$	(8,115	)	$	(17,172	)	$	(36,567	)	$	(53,265	)	$	(7,984	)	$	(21,031	)

~~Components of accumulated other comprehensive loss as of September 30, 2015 are as follows (in thousands):~~

Foreign Currency Total
Balance at the beginning of the period on January 1, 2015 $ (678 ) $ (678 )
Other comprehensive loss before reclassifications (1,662 ) (1,662 )
Amounts reclassified from accumulated other comprehensive loss related to divestiture of foreign subsidiary 455
455
Net current period other comprehensive loss (1,207 ) (1,207 )
Accumulated other comprehensive loss at September 30, 2015 (1,885 ) (1,885 )

~~Advertising Costs~~

Costs for advertising are expensed as incurred. Advertising expense for the three and nine months ended September 30, 2015 was $10.1 million and $32.3 million, respectively, and for the three and nine months ended September 30, 2014 was $20.3 million and $50.4 million, respectively.

Recently Issued Accounting Standards Not Yet Adopted

In ~~April 2015,~~March 2016, the ~~Financial~~FASB issued ASU No. 2016-09, Compensation—Stock Compensation (Topic 718) Improvements to Employee Share-Based Payment Accounting ~~Standards Board ("FASB") issued Accounting Standards Update ("ASU") No. 2015-05,~~ ~~Intangibles - Goodwill and Other - Internal-Use Software (Subtopic 350-40): Customer's Accounting for Fees Paid in a Cloud Computing Arrangement~~ ("ASU ~~2015-05"~~2016-09"). Under ASU ~~2015-05 provides guidance regarding whether a cloud computing arrangement includes a software license. If a cloud computing arrangement includes a software license, then the entity should account~~2016-09, accounting for the software license element of the arrangement consistent with the acquisition of other software licenses. If a cloud computing arrangement does not include a software license, the entity should account for the arrangement as a service contract. ASU 2015-05 does not changeshare-based payment award transactions was simplified related to the accounting for ~~service contracts.~~(a) income tax effects; (b) minimum statutory tax withholding requirements; (c) and forfeitures. ASU ~~2015-05~~2016-09 is effective for public entities in annual periods beginning after December 15, 2016, including interim periods within those annual periods. Early adoption is permitted. The Company is in the process of evaluating the adoption date and impact of the new guidance on the Company's consolidated financial statements and disclosures.

In February 2016, the FASB issued ASU No. 2016-02, Leases (Topic 842) ("ASU 2016-02"). Under ASU 2016-02, entities will be required to recognize a lease liability and a right-of-use asset for all leases. Lessor accounting is largely unchanged. ASU 2016-02 is effective for public entities in fiscal years beginning after December 15, 2018, including interim periods within those fiscal ~~years, beginning after December 15, 2015.~~years. Early adoption is permitted. The Company ~~does not expect to early adopt~~is in the ~~guidance and does not believe that~~process of evaluating the ~~adoption~~impact of ~~this~~the new guidance ~~will have a material impact~~ on the Company's consolidated financial statements and disclosures.

In ~~April 2015,~~January 2016, the FASB issued ASU No. ~~2015-03,~~2016-01, ~~Interest - Imputation~~Financial Instruments-Overall (Subtopic 825-10): Recognition and Measurement of ~~Interest (Subtopic 835-30) Simplifying the Presentation of Debt Issuance Costs~~Financial Assets and Financial Liabilities ("ASU ~~2015-03"~~2016-01"). ASU ~~2015-03 requires that debt issuance costs related to a recognized debt liability be presented~~2016-01 changes how entities measure certain equity investments and present changes in the ~~balance sheet as a direct deduction from~~fair value of financial liabilities measured under the ~~carrying amount of~~fair value option that ~~debt liability, consistent with debt discounts. The recognition~~are attributable to their own credit. Under the new guidance, entities will be required to measure equity investments that do not result in consolidation and ~~measurement guidance for debt issuance costs~~ are not ~~affected by~~accounted for under the ~~amendments~~equity method at fair value and recognize any changes in fair value in net income unless the investments qualify for the new practicability exception. The accounting for other financial instruments, such as loans and investments in debt securities is largely unchanged. ASU ~~2015-03. ASU 2015-03 will be~~2016-01 is effective for ~~interim and annual financial statements issued for~~public entities in fiscal years beginning after December 15, ~~2015. Early adoption is permitted for financial statements that have not been previously issued.~~2017, including interim periods within those fiscal years. The Company does not believe that the adoption of this guidance will have a material impact on the Company's consolidated financial statements and disclosures.

In August 2014, the FASB issued ASU No. 2014-15, Presentation of Financial Statements - Going Concern (Subtopic 205-40) ("ASU 2014-15"). ASU 2014-15 addresses management’s responsibility to evaluate whether there is substantial doubt about an entity’s ability to continue as a going concern and to provide related footnote disclosures. Management’s evaluation should be based on relevant conditions and events that are known and reasonably knowable at the date that the financial statements are issued. ASU 2014-15 will be effective for the first interim period within annual reporting periods beginning after December 15, 2016. Early adoption is permitted. The Company does not expect to early adopt this guidance and does not believe that the adoption of this guidance will have a material impact on the Company's financial statements and disclosures.

In ~~June 2014, the FASB issued ASU No. 2014-12,~~ ~~Accounting for Share-Based Payments When the Terms of an Award Provide That a Performance Target Could Be Achieved after the Requisite Service Period~~ ~~("ASU 2014-12")~~. ASU 2014-12 requires that a performance target that affects vesting and that could be achieved after the requisite service period be treated as a performance condition. ASU 2014-12 is effective for annual reporting periods and interim periods within those annual reporting periods beginning after December 15, 2015. Early adoption is permitted. The Company does not expect to early adopt this guidance and does not believe that the adoption of this guidance will have a material impact on the Company's financial statements and disclosures.

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~~2. SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES (Continued)~~

In May 2014, the FASB issued ASU No. 2014-09, Revenue from Contracts with Customers (Topic 606)~~("ASU 2014-09")~~, which replaces the current revenue accounting guidance. In ~~July~~August 2015, the FASB ~~voted to defer~~issued ASU No. 2015-14, Revenue from Contracts with Customers (Topic 606): Deferral of the Effective Date which defers the effective date of the updated guidance on revenue recognitionby one ~~year to make~~year. In March 2016, the FASB issued ASU ~~2014-09 effective for annual periods beginning after December 15, 2017.~~No. 2016-08, Revenue from Contracts with Customers (Topic 606): Principal versus Agent Considerations (Reporting Revenue Gross versus Net), which clarifies and improves the operability and understandability of the implementation guidance on principal versus agent considerations. In April 2016, the FASB issued ASU No. 2016-10, Revenue from Contracts with Customers (Topic 606): Identifying Performance Obligations and Licensing, which clarifies and improves the operability and understandability of the implementation guidance on identifying performance obligations and licensing. Collectively these ASUs comprise the new revenue standard ("New Revenue Standard"). The core principle of ~~ASU 2014-09~~the New Revenue Standard is that an entity should recognize revenue to depict the transfer of promised goods or services to customers in an amount that reflects the consideration to which the entity expects to be entitled in exchange for those goods or services. To achieve that core principle, an entity should apply a five step model to 1) identify the contract(s) with a customer, 2) identify the performance obligations in the contract, 3) determine the transaction price, 4) allocate the transaction price to the performance obligations in the contract and 5) recognize revenue when (or as) the entity satisfies a performance obligation. The New Revenue Standard is effective for annual periods beginning after December 31, 2017. Entities may choose from two adoption methods, with certain practical expedients. The Company isexpects that it will adopt the New Revenue Standard beginning in the ~~process~~first quarter of 2018 and is currently evaluating the appropriate transition method and any impact of the ~~new guidance~~New Revenue Standard on the Company's consolidated financial statements and ~~disclosures and the adoption method.~~disclosures.

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3. ~~ACQUISITIONS AND~~ DIVESTITURES

~~2015 Divestitures:~~

As part of the shift in strategy initiated in early 2015, the Company determined that its ownership of the consumer-oriented Rosetta Stone Korea Ltd. ("RSK") entity no longer ~~fit in~~agreed with the Company’s overall strategy to focus on the Enterprise & Education ~~business.~~Language and Literacy businesses. In September 2015, the Company completed the divestiture of 100% of the Company's capital stock of RSK to the ~~current~~then-current President of RSK for consideration equal to the assumption of RSK's net liabilities at the date of sale. This divestiture resulted in a pre-tax gain of $0.7 million reported in “Other income and (expense)” of the consolidated statement of operations. This gain was comprised of a gain of $0.2 million equal to the value of the net liabilities transferred and a $0.5 million gain on the transfer of the foreign subsidiary's cumulative translation adjustment on the date of sale.

As part of the transaction, the Company has agreed to continue to provide to RSK certain of its online product offerings for resale and distribution and RSK is committed to purchase those products, for an initial term ending December 31, 2025. In addition, the Company has loaned RSK $0.5 million as of October 2, 2015, which will be repaid in five equal installments due every six months beginning December 31, 2016. As a result of this loan receivable and the level of financial support it represents, the Company concluded that it holds a variable interest in RSK whereby the Company is not the primary beneficiary. The ~~Company's variable interest is the loan receivable, which will be recorded in the period that the loan is made. The~~ maximum exposure to loss as a result of this involvement in the variable interest entity is limited to the $0.5 million amount of the loan.

~~2014 Acquisitions:~~

In January 2014, the Company acquired Vivity Labs, Inc. and Tell Me More S.A. Under the acquisition method of accounting, the total purchase price was allocated to the tangible and intangible assets acquired on the basis of their respective estimated fair values at the date of acquisition. The valuation of the identifiable intangible assets and their useful lives acquired reflects management's estimates.

~~Vivity Labs Inc.~~

On January 2, 2014, the Company completed its acquisition of Vivity Labs, Inc. (the "Vivity Labs Merger" and "Vivity"). Vivity’s principal business activity is the development of brain fitness games aimed at improving the user’s cognitive function through activity, awareness and motivation through its flagship product, Fit Brains. The applications are designed for use on mobile, web and social platforms. Vivity’s emphasis on mobile solutions is especially compatible with Rosetta Stone’s focus on cloud-based technology to enable on-the-go learning. The aggregate amount of consideration paid by the Company was $12.2 million in cash.

The acquisition of Vivity resulted in goodwill of approximately $9.3 million, none of which is deductible for tax purposes. This amount represents the residual amount of the total purchase price after allocation to the assets acquired and liabilities assumed.

All expenditures incurred in connection with the Vivity Labs Merger were expensed and are included in general and administrative expenses. Transaction costs incurred in connection with the Vivity Labs Merger were zero and $57,000 during the nine months ended September 30, 2015 and 2014, respectively. The results of operations for Vivity have been included in the consolidated results of operations since January 2, 2014.

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~~ROSETTA STONE INC.~~

~~NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)~~

~~3. ACQUISITIONS AND DIVESTITURES (Continued)~~

The Company has allocated the purchase price based on current estimates of the fair values of assets acquired and liabilities assumed in connection with the Vivity Labs Merger. The table below summarizes the estimates of fair value of the Vivity Labs assets acquired, liabilities assumed and related deferred income taxes as of the acquisition date.

~~The Company finalized its allocation of the purchase price for Vivity as of December 31, 2014. The purchase price was allocated as follows (in thousands):~~

Cash $ 14
Accounts receivable 452
Other current assets (3 )
Accounts payable and accrued expenses (307 )
Net deferred tax liability (919 )
Net tangible assets acquired (763 )
Goodwill 9,336
Amortizable intangible assets 3,577
Purchase price $ 12,150

~~The acquired amortizable intangible assets and the related estimated useful lives consist of the following (in thousands):~~

Estimated Useful Lives Estimated Value January 2, 2014
Tradename 3 years $ 188
Technology platform 5 years 2,448
Customer relationships 3 years 941
Total assets $ 3,577

~~Tell Me More S.A.~~

On January 9, 2014, the Company completed its acquisition of Tell Me More S.A., (the "Tell Me More Merger" and "Tell Me More") a company organized under the laws of France. Tell Me More provides online language-learning subscriptions and learning services primarily to corporate and educational organizations. Tell Me More offers a robust suite of SaaS-based language-learning products and services that provide intermediate, advanced and business language solutions in nine languages. The Tell Me More Merger strengthens the Company's growing Enterprise & Education business and expands its global footprint. The aggregate amount of consideration paid by the Company was €22.1 million ($30.2 million), including assumed net debt.

The Tell Me More Merger resulted in goodwill of approximately $21.7 million, none of which is deductible for tax purposes. This amount represents the residual amount of the total purchase price after allocation to the assets acquired and liabilities assumed.

All expenditures incurred in connection with the Tell Me More Merger were expensed and are included in general and administrative expenses. Transaction costs incurred in connection with the Tell Me More Merger were zero and $1.0 million during the nine months ended September 30, 2015 and 2014, respectively. The results of operations for Tell Me More have been included in the consolidated results of operations since January 9, 2014.

The Company has allocated the purchase price based on current estimates of the fair values of assets acquired and liabilities assumed in connection with the Tell Me More Merger. The table below summarizes the estimates of fair value of the Tell Me More assets acquired, liabilities assumed and related deferred income taxes as of the acquisition date.

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~~ROSETTA STONE INC.~~

~~NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)~~

~~3. ACQUISITIONS AND DIVESTITURES (Continued)~~

~~The Company finalized its allocation of the purchase price for Tell Me More as of December 31, 2014. The purchase price was allocated as follows (in thousands):~~

Cash $ 2,323
Accounts receivable 2,979
Inventory 246
Prepaid expenses 243
Fixed assets 5,595
Other non-current assets 330
Accounts payable (732 )
Accrued compensation (2,855 )
Deferred revenue (2,190 )
Other current liabilities (1,211 )
Obligation under capital lease (3,958 )
Net deferred tax liability (1,392 )
Net tangible assets acquired (622 )
Goodwill 21,703
Amortizable intangible assets 9,105
Purchase price $ 30,186

~~The acquired amortizable intangible assets and the related estimated useful lives consist of the following (in thousands):~~

Estimated Useful Lives Estimated Value January 9, 2014
Customer relationships 5 years $ 4,348
Technology platform 5 years 4,144
Tradename 1 year 613
Total assets $ 9,105

4. NET LOSS PER SHARE

Net loss per share is computed under the provisions of ASC topic 260, Earnings Per Share. Basic loss per share is computed using net loss and the weighted average number of shares of common stock outstanding. Diluted earnings per share reflect the weighted average number of shares of common stock outstanding plus any potentially dilutive shares outstanding during the period. Potentially dilutive shares consist of shares issuable upon the exercise of stock options, restricted stock awards, restricted stock units and conversion of shares of preferred stock. Common stock equivalent shares are excluded from the diluted computation if their effect is anti-dilutive.

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~~ROSETTA STONE INC.~~

~~NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)~~

~~4. NET LOSS PER SHARE (Continued)~~

The following table sets forth the computation of basic and diluted net loss per common share (in thousands, except per share amounts):


	Three Months Ended September 30,						Nine Months Ended September 30,						Three Months Ended March 31,
	2015			2014			2015			2014			2016			2015
Numerator:
Net loss	$	(7,301	)	$	(16,178	)	$	(35,360	)	$	(52,170	)	$	(7,507	)	$	(19,884	)
Denominator:
Weighted average number of common shares:
Basic	21,771			21,305			21,493			21,228			21,867			21,018
Diluted	21,771			21,305			21,493			21,228			21,867			21,018
Loss per common share:
Basic	$	(0.34	)	$	(0.76	)	$	(1.65	)	$	(2.46	)	$	(0.34	)	$	(0.95	)
Diluted	$	(0.34	)	$	(0.76	)	$	(1.65	)	$	(2.46	)	$	(0.34	)	$	(0.95	)

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~~Comparison of the nine months ended September 30, 2015 and the nine months ended September 30, 2014~~

~~The following table sets forth our consolidated statement of operations for the periods indicated (in thousands, except percentages):~~

Nine Months Ended September 30, 2015 Versus 2014
2015 2014 Change % Change
Revenue:
Product $ 48,088
$ 92,888
$ (44,800 ) (48.2 )%
Subscription and service 111,567
89,707
21,860
24.4 %
Total revenue 159,655
182,595
(22,940 ) (12.6 )%
Cost of revenue:
Cost of product revenue 12,728
23,010
(10,282 ) (44.7 )%
Cost of subscription and service revenue 16,260
14,109
2,151
15.2 %
Total cost of revenue 28,988
37,119
(8,131 ) (21.9 )%
Gross profit 130,667
145,476
(14,809 ) (10.2 )%
Operating expenses:
Sales and marketing 100,939
120,700
(19,761 ) (16.4 )%
Research and development 22,981
25,830
(2,849 ) (11.0 )%
General and administrative 39,727
44,805
(5,078 ) (11.3 )%
Impairment 809
2,199
(1,390 ) (63.2 )%
Lease abandonment and termination —
3,635
(3,635 ) (100.0 )%
Total operating expenses 164,456
197,169
(32,713 ) (16.6 )%
Loss from operations (33,789 ) (51,693 ) 17,904
(34.6 )%
Other income and (expense):
Interest income 12
13
(1 ) (7.7 )%
Interest expense (271 ) (153 ) (118 ) 77.1 %
Other expense (1,265 ) (772 ) (493 ) 63.9 %
Total other income and (expense) (1,524 ) (912 ) (612 ) 67.1 %
Loss before income taxes (35,313 ) (52,605 ) 17,292
(32.9 )%
Income tax expense (benefit) 47
(435 ) 482
(110.8 )%
Net loss $ (35,360 ) $ (52,170 ) $ 16,810
(32.2 )%

Total revenue decreased to $159.7 million for the nine months ended September 30, 2015 from $182.6 million for the nine months ended September 30, 2014. The change in revenue was due to an increase in Enterprise & Education revenue of $12.0 million, which was more than offset by a decrease in Consumer revenue of $34.9 million.

The operating loss for the nine months ended September 30, 2015 totaled $33.8 million, compared to an operating loss of $51.7 million for the nine months ended September 30, 2014. Operating expenses decreased $32.7 million, which included a $1.4 million reduction in goodwill and other impairment charges and a $3.6 million reduction in lease abandonment and termination expenses. Excluding the impairment and lease-related costs, operating expenses decreased $27.7 million, comprised of decreases of $19.8 million in sales and marketing expenses, $2.8 million in research and development expenses, and $5.1 million in general and administrative expenses. The decrease in operating expenses, excluding the impairment and lease-related costs, reflects the up-front restructuring costs incurred at the beginning of the implementation of our shift in strategy. Gross profit decreased $14.8 million, driven by an $22.9 million decrease in revenue only partially offset by an $8.1 million decrease in cost of revenue.

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~~The following table sets forth revenue for our two operating segments for the nine months ended September 30, 2015 and 2014 (in thousands, except percentages):~~

Nine Months Ended September 30, 2015 Versus 2014
2015 2014 Change % Change
Enterprise & Education $ 71,791
45.0 % $ 59,828
32.8 % $ 11,963
20.0 %
Consumer 87,864
55.0 % 122,767
67.2 % (34,903 ) (28.4 )%
Total Revenue $ 159,655
100.0 % $ 182,595
100.0 % $ (22,940 ) (12.6 )%

~~Enterprise & Education Segment~~

Total Enterprise & Education revenue increased $12.0 million, or 20%, from the nine months ended September 30, 2014 to the nine months ended September 30, 2015. Enterprise & Education literacy revenue increased $8.5 million. Enterprise & Education language revenue increased $3.5 million, comprised primarily of an increase of $3.4 million in our education sales channels. Enterprise & Education revenue increased, in part, due to the revenue recognition of subscription service contracts recorded as deferred revenue in prior periods. Due to purchase accounting, deferred revenue associated with Lexia and Tell Me More was recorded at fair value, which is lower than the book value, and resulted in lower 2014 revenue. As a result, we expect year over year revenues to become more comparable as we move beyond the purchase accounting impact, which will result in lower revenue growth rates than what we experienced since the start of 2015.

~~Consumer Segment~~

Consumer revenue decreased $34.9 million, or 28%, from the nine months ended September 30, 2014 to the nine months ended September 30, 2015. This decrease was largely due to reductions in revenue from our direct-to-consumer and retail sales channels of $28.0 million and $8.2 million, respectively, slightly offset by an increase of $1.3 million in revenue related to our Fit Brains offerings. These declines reflect the decision to significantly curtail promotional pricing under our shift in strategy.

~~Revenue by Product Revenue and Subscription and Service Revenue~~

~~The following table sets forth revenue for products and subscription and services for the nine months ended September 30, 2015 and 2014 (in thousands, except percentages):~~

Nine Months Ended September 30, 2015 Versus 2014
2015 2014 Change % Change
Product $ 48,088
30.1 % $ 92,888
50.9 % $ (44,800 ) (48.2 )%
Subscription and service 111,567
69.9 % 89,707
49.1 % 21,860
24.4 %
Total revenue $ 159,655
100.0 % $ 182,595
100.0 % $ (22,940 ) (12.6 )%

~~Product Revenue~~

Product revenue decreased $44.8 million, or 48%, to $48.1 million during the nine months ended September 30, 2015 from $92.9 million during the nine months ended September 30, 2014. Product revenue decreased $36.9 million, $7.0 million, and $0.9 million in the direct-to-consumer, retail, and homeschool sales channels, respectively. Product revenue also decreased primarily due to the decrease in the average sale price of our bundled language-learning software products from promotional pricing, a decline in product unit sales volume, and the increase in the revenue amount allocated and deferred to online service revenue due to the change in VSOE associated with this bundled service from $25 to $39 in late 2014.We expect to continue to shift away from product revenue as we carry out our strategy to accelerate the migration of our Consumer business to our subscription-based products. However, it is important to note that these subscribers generally only stay for the duration of the subscription period, which could negatively impact our revenue in the future.

~~Subscription and Service Revenue~~

Subscription and service revenue increased $21.9 million, or 24%, to $111.6 million for the nine months ended September 30, 2015 from $89.7 million for the nine months ended September 30, 2014. Within the Enterprise & Education segment, the increase in subscription and service revenue was primarily due to an increase of $8.5 million in literacy revenue combined with language revenue increases of $2.9 million and $0.6 million in the education and non-profit service sales channels, respectively. The Consumer segment realized increases of $8.9 million and $1.3 million in direct-to-consumer and Fit Brains service sales, respectively. Subscription and service revenue also increased due to the increase in the amount allocated to online service revenue due to the change in VSOE associated with the bundled service from $25 to $39 in late 2014. Our

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2014 subscription and service revenue was lower due to the write-down effects of purchase accounting on the pre-acquisition deferred revenue balances associated with Lexia and Tell Me More. As a result, we expect the growth rates from our Enterprise & Education segment to mitigate over time.

~~Cost of Product Revenue and Subscription and Service Revenue and Gross Profit~~

The following table sets forth cost of product revenue and subscription and service revenue, as well as gross profit for the nine months ended September 30, 2015 and 2014 (in thousands, except percentages):

Total cost of revenue decreased $8.1 million for the nine months ended September 30, 2015 from $37.1 million for the nine months ended September 30, 2014. The decrease in total cost of revenue was primarily due to decreases in inventory expense, payroll and benefits expense, and freight and payment processing fees. Inventory expense declined $3.4 million due to the decrease in product sales combined with higher first quarter 2014 charges to inventory obsolescence in our Asian operations and a higher standard cost revaluation. Payroll and benefit expenses declined $3.1 million driven by reduced headcount as a result of the 2015 Restructuring Plan and lower variable incentive compensation expenses based on reduced funding expectations. Freight and processing fees decreased $1.5 million due to the decrease in sales.

~~Cost of Product Revenue~~

Cost of product revenue for the nine months ended September 30, 2015 was $12.7 million, a decrease of $10.3 million, or 45%, from the nine months ended September 30, 2014. As a percentage of product revenue, cost of product revenue increased to 26% from 25% for the nine months ended September 30, 2015 compared to the same prior year period. The increase in cost as a percentage of revenue was primarily attributable to a decline in product revenue. The dollar decrease in cost of product revenue is primarily due to decreases of $3.4 million, $3.0 million, and $1.0 million in payroll and benefits, inventory costs, and freight costs, respectively, due to the shift away from hard product sales to online subscription sales.

~~Cost of Subscription and Service Revenue~~

Cost of subscription and service revenue for the nine months ended September 30, 2015 was $16.3 million, an increase of $2.2 million, or 15%, from the nine months ended September 30, 2014. As a percentage of subscription and service revenue, cost of subscription and service revenue decreased to 15% for the nine months ended September 30, 2015 from 16% compared to the same prior year period. The dollar increase was primarily due to increases in hosting and amortization of intangibles due to the shift in sales mix to subscription service sales.

~~Gross Profit~~

Gross profit decreased $14.8 million to $130.7 million for the nine months ended September 30, 2015 compared to $145.5 million for the nine months ended September 30, 2014. Gross profit percentage increased to 82% from 80% for the nine months ended September 30, 2015 compared to the nine months ended September 30, 2014. The dollar decrease in gross profit was primarily due to the decrease in revenue. The increase in gross profit percentage was primarily due to the decrease in inventory and freight costs associated with hard product sales as we continue to shift to online subscription sales.

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~~Operating Expenses~~

Nine Months Ended September 30, 2015 Versus 2014
2015 2014 Change % Change
(in thousands, except percentages)
Sales and marketing $ 100,939
$ 120,700
$ (19,761 ) (16.4 )%
Research and development 22,981
25,830
(2,849 ) (11.0 )%
General and administrative 39,727
44,805
(5,078 ) (11.3 )%
Impairment 809
2,199
(1,390 ) (63.2 )%
Lease abandonment and termination —
3,635
(3,635 ) (100.0 )%
Total operating expenses $ 164,456
$ 197,169
$ (32,713 ) (16.6 )%

~~Sales and Marketing Expenses~~

Sales and marketing expenses for the nine months ended September 30, 2015 were $100.9 million, a decrease of $19.8 million, or 16%, from the nine months ended September 30, 2014. As a percentage of total revenue, sales and marketing expenses decreased to 63% from 66% for the nine months ended September 30, 2015 compared to the nine months ended September 30, 2014. The decrease in sales and marketing expense was due to decreases in media and marketing expenses, payroll and benefit expenses, and amortization expense, which were partially offset by an increase in commission expense. Media spend decreased $13.6 million due to a decrease of $11.7 million in spend from offline media like TV, radio, and print and a $1.9 million decrease in spend in online and social media expenses. Marketing expenses also decreased by $4.6 million due to decreased spend in creative development and advertising expenses as a result of the strategic shift in focus and the positioning of the Consumer business for profitability. Payroll and benefit expense decreased $3.2 million due to salary savings from the reduced headcount as a result of the 2015 Restructuring Plan, lower variable incentive compensation expenses based on reduced funding expectations, and the absence of LTIP expense as the plan ended in 2014. Amortization expense decreased $0.8 million due to the fully depreciated Tell Me More trade name at the end of 2014. Commission expense increased $4.0 million primarily driven by an increase in Enterprise & Education literacy revenue.

~~Research and Development Expenses~~

Research and development expenses were $23.0 million for the nine months ended September 30, 2015, a decrease of $2.8 million, or 11%, from the nine months ended September 30, 2014. As a percentage of total revenue, research and development expenses remained flat at 14% for the nine months ended September 30, 2015 and the nine months ended September 30, 2014. The dollar decrease was primarily due to a reduction in payroll and benefits expense of $2.5 million due to the headcount reductions from the 2015 Restructuring Plan, coupled with a decrease of $0.8 million due to the higher production costs associated with Kids Reading and Kids Storytime in the third quarter of 2014.

~~General and Administrative Expenses~~

General and administrative expenses decreased $5.1 million to $39.7 million for the nine months ended September 30, 2015 compared to $44.8 million for the nine months ended September 30, 2014. As a percentage of revenue, general and administrative expenses remained flat at 25% for the nine months ended September 30, 2015 and 2014. The decrease in general and administrative expenses was due to reductions in payroll and benefits, third party services, communications, bad debt, travel, and rent expenses, which were partially offset by an increase in professional services expense. Payroll and benefits decreased $2.4 million driven by the reduction in headcount related to the 2015 Restructuring Plan, lower variable incentive compensation expenses based on reduced funding expectations, and the absence of LTIP expense as the plan ended in 2014, partially offset by increases in severance and stock compensation expenses related to the change in CEO effective April 1, 2015. Third party services expense decreased $1.5 million mainly driven by decreased software and hardware maintenance expenses in 2015. Communications expense decreased $0.5 million due to cost savings identified related to hosting, network, and telephone charges. Bad debt expense decreased by $0.4 million due to improvements in accounts receivable aging as compared to 2014. Travel expenses decreased $0.3 million as a result of the international trips in support of acquisition related activities in the first quarter of 2014. Rent expense decreased $0.3 million due to the Arlington 6th floor rent expense incurred in January 2014 prior to the lease termination. These decreases are slightly offset by an increase in professional services expense of $0.8 million associated with consulting expenses related to the strategic business and growth review and higher audit fees primarily associated with our 2014 goodwill impairment charges

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~~Impairment~~

Impairment expenses were $0.8 million for the nine months ended September 30, 2015, a decrease of $1.4 million, or 63%, from the nine months ended September 30, 2014. The decrease was primarily attributable to a $2.2 million goodwill impairment charge related to our former Rest of World Consumer Language reporting unit taken in 2014, partially offset by 2015 impairment charges totaling $0.8 million related to the abandonment of a previously capitalized internal-use software project.

~~Lease Abandonment and Termination~~

Lease abandonment and termination expenses were zero for the nine months ended September 30, 2015, compared to $3.6 million during the nine months ended September 30, 2014. The decrease is attributable to the 2014 lease abandonment of the sixth floor space in the Arlington, VA office of $3.1 million as well as the closure of the Japan office resulting in lease abandonment costs of $0.4 million.

~~Interest and Other Income (Expense)~~

Nine Months Ended September 30, 2015 Versus 2014
2015 2014 Change % Change
(in thousands, except percentages)
Interest income $ 12
$ 13
$ (1 ) (7.7 )%
Interest expense (271 ) (153 ) (118 ) 77.1 %
Other expense (1,265 ) (772 ) (493 ) 63.9 %
Total other income and (expense) $ (1,524 ) $ (912 ) $ (612 ) 67.1 %

Interest income for the nine months ended September 30, 2015 was $12,000, a decrease of $1,000, or 8%, from the nine months ended September 30, 2014. Interest income represents interest earned on our cash and cash equivalents.

Interest expense for the nine months ended September 30, 2015 was $0.3 million, an increase of $0.1 million from the nine months ended September 30, 2014, attributable to interest on our capital leases and the recognition of our financing fees associated with our undrawn revolving credit facility.

Other expense for the nine months ended September 30, 2015 was $1.3 million, an increase of $0.5 million, from the nine months ended September 30, 2014. The fluctuation is primarily attributable to foreign exchange losses partially offset by the divestiture of our Korea entity of $0.7 million.

~~Income Tax Expense (Benefit)~~

Nine Months Ended September 30, 2015 Versus 2014
2015 2014 Change % Change
(in thousands, except percentages)
Income tax expense (benefit) $ 47
$ (435 ) $ 482
(110.8 )%

Our income tax expense for the nine months ended September 30, 2015 was $47,000, compared to an income tax benefit of $0.4 million for the nine months ended September 30, 2014. The change primarily resulted from the tax benefits related to the goodwill impairment charge taken during the first quarter of 2014 related to the former Rest of World Consumer Language reporting unit. The goodwill that was written off related to acquisitions from prior years, a portion of which resulted in a tax benefit as a result of writing off of a deferred tax liability previously recorded (i.e., goodwill had tax basis and was amortized for tax).

Liquidity and Capital Resources

Our principal source of liquidity at March 31, 2016 consisted of $43.0 million in cash and cash equivalent and short-term investments, a decrease of $4.8 million compared to December 31, 2015. Our primary operating cash requirements include the payment of salaries, incentive compensation, employee benefits and other personnel related costs, as well as direct advertising expenses, costs of office facilities, and costs of information technology systems. ~~We fund~~Historically, we have primarily funded these requirements through cash flow from our operations. For the three months ended March 31, 2016, we generated negative cash flows from operations as reflected in our consolidated statements of cash flows.

As part of our strategic shift, we have begun and ~~will~~ continue to reorganize our business around our Enterprise & Education ~~segment~~Language and Literacy segments while we optimize our ~~media~~Consumer segment for profitability and ~~marketing spend to focus on the passionate learners of our Consumer~~

segment. Beginning in the second quarter of 2015, we saw reductions in the overall top line from our Consumer business due to the effects of reduced media and marketing spend, coupled with less promotional pricing and a focus on the passionate learner. As we grow and center our business on the Enterprise & Education segment and continue to realign and right-size our business, we expect our cash ~~flows from our Consumer business to stabilize. In addition,~~generation. Our operating segments are affected by different sales-to-cash patterns. Within our Enterprise & Education ~~business~~Language and Literacy segments, revenue in our education, government, and corporate sales channels are seasonally stronger in the second half of the calendar year due to purchasing and budgeting cycles. Our Consumer ~~business are~~revenue is affected by ~~variations in different sales-to-cash patterns.~~seasonal trends associated with the holiday shopping season. Consumer sales typically turn to cash more quickly than Enterprise & Education Language and Literacy sales, which tend to have longer collection cycles. Historically, in the first half of the year we have been a net user of cash and in the second half of the year we have been a net generator of cash. We expect ~~these historical trends~~this trend to ~~continue but~~continue. In 2016, we expect our cash balance to decline in part as we execute the ~~magnitude of the second-half cash generation could be impacted by the changing mix of~~restructuring actions in accordance with our sales, shifting away from Consumer sales that typically turn to cash quickly to Enterprise & Education sales that have longer collection cycles. Our Consumer revenue is affected by seasonal trends associated with the holiday shopping season. In addition, we extend payments to certain vendors in order to minimize the amount of working capital deployed in the business. We expect these trends to continue.revised strategy and other initiatives, as well as anticipated near-term lower operating results.

We believe our current cash and cash equivalents, short-term investments and funds generated from our ~~operations~~sales will be sufficient to meet our ~~working capital and capital expenditure requirements through the foreseeable future, including~~cash needs for at least the next 12twelve months. ~~In order to maximize~~We have generated significant operating losses as reflected in our ~~cash position,~~accumulated deficit and we ~~will~~may continue to manage our existing inventory, receivable, and payable balances. In addition, borrowings under our revolving credit facility can be utilized to meet working capital requirements, anticipated capital expenditures, and other obligations.

~~We expect~~incur operating losses in the future that ~~our future growth~~ may continue to require additional working ~~capital.~~capital to execute strategic initiatives to grow our business. Our future capital requirements will depend on many factors, including development of new products, market acceptance of our products, the levels of advertising and promotion required to launch additional products and improve our competitive position in the marketplace, the expansion of our sales, support and marketing organizations, the optimization of office space in the U.S. and worldwide, ~~and~~ building the infrastructure necessary to support our growth, the response of competitors to our products and services, and our relationships with suppliers. We extend payments to certain vendors in order to minimize the amount of working capital deployed in the business. In order to maximize our cash position, we will continue to manage our existing inventory, receivable, and payable balances. In addition, borrowings under our revolving credit facility can be utilized to meet working capital requirements, anticipated capital expenditures, and other obligations.

On October 28, 2014, we entered into a $25.0 million revolving credit Loan and Security Agreement with Silicon Valley Bank, which was amended effective March 31, 2015, May 1, 2015, June 29, 2015, December 29, 2015, and further amended effective ~~June 29, 2015.~~March 14, 2016. Under the amended agreement, we may borrow up to $25.0 million, including a sub-facility, which reduces available borrowings, for letters of credit in the aggregate availability amount of $4.0 million (the "credit facility"). Borrowings by RSL under the credit facility are guaranteed by us as the ultimate parent. The ~~revolving~~ credit facility has a term ~~of 3 years~~that expires on January 1, 2018, during which wetime RSL may borrow and re-pay loan amounts and re-borrow the loan amounts subject to customary borrowing conditions.

The total obligations under the credit facility cannot exceed the lesser of (i) the total revolving commitment of $25.0 million or (ii) the borrowing base, which is calculated as 80% of eligible accounts receivable. As a result, the borrowing base will fluctuate and we expect it will follow the general seasonality of cash and accounts receivable (lower in the first half of the year and higher in the second half of the year). If the borrowing base less any outstanding amounts, plus the cash held at SVB ("Availability") is greater than $25.0 million, then we may borrow up to an additional $5.0 million, but in no case can borrowings exceed $25.0 million. Interest on borrowings accrue at the Prime Rate provided that we maintain a minimum cash and Availability balance of $17.5 million. If cash and Availability is below $17.5 million, interest will accrue at the Prime Rate plus 1%.

As of the date of this filing, no borrowings have been made under the revolving credit agreement and $4we were eligible to borrow $13.5 million of available credit less $4.0 million in letters of credit have been issued by Silicon Valley Bank on ~~the Company's~~our behalf.

We are subject to certain financial and restrictive covenants under the credit facility, which have been amended to reflect the revised outlook in connection with our ~~2015~~2016 Restructuring Plan. We are required to maintain compliance with a minimum liquidity ratio and maintain a minimum Adjusted EBITDA. As of ~~September 30, 2015,~~March 31, 2016, we were in compliance with all of the covenants under the revolving credit agreement.

The total amount of cash that was held by foreign subsidiaries as of ~~September 30, 2015~~March 31, 2016 was ~~$10.9~~$15.6 million. IfAs of March 31, 2016, we ~~were~~do not intend to repatriate the cash from our foreign subsidiaries, ~~a significant~~however, if we were to repatriate this foreign cash, no tax liability ~~could result.~~

~~Cash Flow Analysis~~

Nine Months Ended September 30, 2015 Versus 2014
2015 2014 Change % Change
(in thousands, except percentages)
Net cash used in operating activities $ (19,373 ) $ (12,056 ) $ (7,317 ) 60.7 %
Net cash used in investing activities $ (9,365 ) $ (36,600 ) $ 27,235
(74.4 )%
Net cash (used in) provided by financing activities $ (479 ) $ 166
$ (645 ) (388.6 )%

~~Net Cash Used in Operating Activities~~

Net cash used in operating activities for the nine months ended September 30, 2015 was $19.4 million. The primary factors affecting our operating cash flows during the period were our net loss of $35.4 million, adjusted for non-cash charges totaling $19.4 million, and an unfavorable overall change in operating assets and liabilities of $3.4 million. Non-cash items primarily consisted of $10.2 million in depreciation and amortization expense, $5.4 million in stock-based compensation expense, $1.6 million in bad debt expense, $1.3 million of loss on foreign currency transactions, and $0.8 million in impairment loss. The primary drivers of the change in operating assets and liabilities were a decrease in other current liabilities of $21.4 million, a decrease of $8.9 million in accounts payable, a decrease in accrued compensation of $5.0 million, an increase in deferred sales commissions of $4.3 million, and an increase of $1.6 million in inventory, partially offset by a decrease in

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accounts receivable of $26.3 million and an increase of $13.1 million in deferred revenue. The decrease in other current liabilities and accounts payable is related to having less obligations due for marketing, advertising, rebates, and inventorywould result due to the ~~fourth quarter seasonality of our business~~current period and as a result of our shift in strategy. The decrease in accrued compensation is primarily attributable to the timing of our cash payments, including payment of annual bonuses in March 2015 coupled with the reduction of payroll, benefits, and variable compensation due to the 2015 Restructuring Plan. The increase in deferred sales commission was primarily attributable to the 2014 acquisitions and an increase in Lexia deferred commissions. Inventory increased primarily due to additional inventory on hand to fulfill summer and back-to-school learning orders compared to lower inventory on hand following the fourth quarter holiday season. The decrease in accounts receivable was primarily related to the timing of credit sales compared to when payments are made along with the increase in sales during the fourth quarter 2014 holiday season. The increase in deferred revenue was primarily due to the seasonality of our offerings, specifically due to the timing of purchases and renewals in the education sales channel. Included in thecarryforward net ~~cash used in~~ operating ~~activities for the nine months ended September 30, 2015 are non-recurring cash payments of $6.7 million related to our 2015 Restructuring Plan.~~losses.

Net cash used in operating activities for the nine months ended September 30, 2014 was $12.1 million. The primary factors affecting our operating cash flows during the period were our net loss of $52.2 million, adjusted for non-cash charges totaling $19.7 million, and a favorable overall change in operating assets and liabilities of $20.4 million. Non-cash items primarily consisted of $10.2 million in depreciation and amortization expense, $5.5 million in stock-based compensation expense, $2.2 million in impairment loss, and $2.0 million in bad debt expense. The primary drivers of the change in operating assets and liabilities were an increase of $30.5 million in deferred revenue, partially offset by a decrease in other current liabilities of $6.3 million and an increase in deferred sales commissions of $6.0 million. The increases in deferred revenue and deferred sales commissions were primarily due to the new sales associated with acquired companies that did not exist in 2013. The decrease in other current liabilities is primarily due to the timing of our cash payments.

~~Net Cash Used in Investing Activities~~

Net cash used in investing activities was $9.4 million for the nine months ended September 30, 2015, compared to $36.6 million for the nine months ended September 30, 2014, a change of $27.2 million. Purchases of property and equipment totaled $7.2 million during the nine month periods ended September 30, 2015 and 2014. Net cash used in investing activities decreased primarily due to the 2014 acquisition related cash outflows of $29.4 million pertaining to the acquisitions of Tell Me More and Vivity during the first quarter of 2014. In the first quarter of 2015, we paid the remaining holdback of $1.7 million related to the 2013 acquisition of Lexia.

~~Net Cash Used In (Provided By) Financing Activities~~

Net cash used in financing activities was $0.5 million for the nine months ended September 30, 2015 compared to cash provided by financing activities of $0.2 million for the nine months ended September 30, 2014. The decrease in net cash related to financing activities was primarily due to the decrease in proceeds from the exercise of stock options of $0.5 million due to the decrease in our stock price. Capital lease payments totaled $0.5 million during the nine month periods ended September 30, 2015 and 2014.

During the last three years, inflation has not had a material effect on our business and we do not expect that inflation or changing prices will materially affect our business in the foreseeable future.

Cash Flow Analysis



	Three Months Ended March 31,						2016 Versus 2015
	2016			2015			Change			% Change
	(in thousands, except percentages)
Net cash used in operating activities	$	(2,546	)	$	(13,307	)	$	10,761		(80.9	)%
Net cash used in investing activities	$	(2,586	)	$	(4,070	)	$	1,484		(36.5	)%
Net cash used in financing activities	$	(315	)	$	(272	)	$	(43	)	15.8	%

Net Cash Used in Operating Activities

Net cash used in operating activities for the three months ended March 31, 2016 was $2.5 million. The primary factors affecting our operating cash flows during the period were our net loss of $7.5 million, adjusted for non-cash charges totaling $2.8 million, and an favorable overall change in operating assets and liabilities of $2.2 million. Non-cash items primarily consisted of $3.4 million in depreciation and amortization expense, $0.4 million in stock-based compensation expense, and $0.2 million in bad debt expense, which were partially offset by a $1.5 million gain on foreign currency transactions.

Net cash used in operating activities for the three months ended March 31, 2015 was $13.3 million. The primary factors affecting our operating cash flows during the period were our net loss of $19.9 million, adjusted for non-cash charges totaling $7.0 million, and an unfavorable overall change in operating assets and liabilities of $0.5 million. Non-cash items primarily consisted of $3.4 million in depreciation and amortization expense, $1.4 million in foreign currency exchange losses, $1.3 million in stock-based compensation expense, $0.3 million in impairment loss, and $0.4 million in bad debt expense.

The change in the gain/loss on foreign currency translations is the result of volatile exchange rates compared to the prior year rates and volume of foreign currency transactions. The decrease in stock compensation expense was due to the timing of annual variable incentive share-based award grants and the timing of terminations in the first quarter in 2016 and 2015 causing increased cancellations. Bad debt expense also decreased due to improved collection efforts.

For the three months ended March 31, 2016, the primary drivers of the change in operating assets and liabilities were a decrease in accounts receivable of $17.6 million, an increase in accrued compensation of $2.3 million, and a decrease of $1.8 million in deferred sales commission. These changes were partially offset by a decrease of $11.0 million in deferred revenue and a decrease in other current liabilities of $8.2 million. The decrease in accounts receivable was primarily related to the timing of sales compared to when payments are made along with the increase in sales during the fourth quarter 2015 holiday season. The increase in accrued compensation is primarily attributable to the timing of our payroll cycles at each period end, including payment of 2015 annual bonuses in the second quarter of 2016. The decrease in deferred sales commission was attributable to the decrease in first quarter 2016 sales as compared to fourth quarter 2015 sales due to seasonality. The decrease in deferred revenue was primarily due to the seasonality of our offerings, specifically due to the higher renewals in the corporate sales channel in the fourth quarter. The decrease in other current liabilities is related to having less obligations due for marketing, advertising, rebates, and inventory due to the fourth quarter seasonality of our business and as a result of our shift in strategy.

For the three months ended March 31, 2015, the primary drivers of the change in operating assets and liabilities were a decrease in other current liabilities of $9.0 million, a decrease of $6.2 million in deferred revenue, a decrease of $4.4 million in accounts payable, an increase of $2.0 million in inventory, and other operating asset and liability fluctuations that were partially offset by a decrease in accounts receivable of $24.5 million. These changes primarily reflect the impacts from our initial shift in strategy and cost reduction efforts.

Net Cash Used in Investing Activities

Net cash used in investing activities was $2.6 million for the three months ended March 31, 2016, compared to $4.1 million for the three months ended March 31, 2015, a change of $1.5 million. Purchases of property and equipment, which primarily relates to capitalized labor on product and corporate IT projects increased $0.2 million related to the development of the Language Learning Suite for Enterprise and other new products. Cash used in acquisition activities decreased by $1.7 million when the remaining holdback associated with the 2013 Lexia acquisition was paid in the first quarter of 2015.

Net Cash Used In Financing Activities

Net cash used in financing activities remained flat at $0.3 million for the three month periods ended March 31, 2016 and March 31, 2015. Deferred financing fees slightly increased due to the costs associated with the March 2016 amendment to our revolving credit facility. Capital lease payments totaled $0.2 million during the three month period ended March 31, 2016.

Off-Balance Sheet Arrangements

We do not engage in any off-balance sheet financing arrangements. We do not have any material interest in entities referred to as variable interest entities, which include special purpose entities and other structured finance entities.

Contractual Obligations

WeAs discussed in Notes 9 and 15 of Part 1 - Item 1, Financial Statements, we lease buildings, parking spaces, equipment, and office space under operating lease agreements. We also lease certain equipment, software and a building near Versailles, France under capital lease agreements. The following table summarizes our future minimum rent payments under non-cancellable operating and capital lease agreements as of ~~September 30, 2015~~March 31, 2016 and the effect such obligations are expected to have on our liquidity and cash flow in future periods.


	Total	Less than 1 Year	1-3 Years	3-5 Years	More than 5 Years	Total		Less than 1 Year		1-3 Years		3-5 Years		More than 5 Years
	(in thousands)					(in thousands)
Capitalized leases and other financing arrangements	3,532	510	1,014	1,005	1,003	$	3,491	$	668	$	1,040	$	1,023	$	760
Operating leases	17,499	5,877	8,108	2,729	785	15,006		5,186		7,325		2,101		394
Total	21,031	6,387	9,122	3,734	1,788	$	18,497	$	5,854	$	8,365	$	3,124	$	1,154

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PART II. OTHER INFORMATION

Item 1. Legal Proceedings

See Note 1615 "Commitments and Contingencies" of Part I – Item 1, Financial Statements – for information about our legal proceedings.

Item 1A. Risk Factors

The following description of risk factors includes any material changes to, and supersedes the description of, risk factors associated with our business previously disclosed in our ~~Quarterly~~Annual Report on Form ~~10-Q~~10-K filed on ~~August 6, 2015~~March 14, 2016 with the ~~U.S. Securities and Exchange Commission~~SEC for the period ended ~~June 30,~~December 31, 2015. An investment in our common stock involves a substantial risk of loss. Investors should carefully consider these risk factors, together with all of the other information included herewith, before deciding to purchase shares of our common stock. If any of the following risks actually occur, our business, financial condition, or results of operations could be materially adversely affected. In such case, the market price of our common stock could decline and all or part of an investment may be lost.

The risks described below are not the only ones facing us. Our business is also subject to the risks that affect many other companies, such as general economic conditions and geopolitical events. Further, additional risks not currently known to us or that we currently believe are immaterial could have a material adverse effect on our business, financial condition, cash flows and results of operations. In addition to the other information set forth in this quarterly report on Form 10-Q, you should carefully consider the risk factors discussed below and in other documents we file with the SEC that could materially affect our business, financial condition, cash flows or future results.

Our business could be impacted as a result of actions by activist shareholders or others.

We may be subject, from time to time, to legal and business challenges in the operation of our ~~Company~~company due to proxy contests, shareholder proposals, media campaigns and other such actions instituted by activist shareholders or others. Responding to such actions could be costly and time-consuming, disrupt our operations, may not align with our business strategies and could divert the attention of our Board of Directors and senior management from the pursuit of current business strategies. Perceived uncertainties as to our future direction as a result of shareholder activism or potential changes to the composition of the Board of Directors may lead to the perception of a change in the direction of the business or other instability ~~and~~that may make it more difficult to attract and retain qualified personnel and business partners, and could have a materially adverse effect on the Company's stock price.

We might not be successful in executing our strategy of focusing on the Enterprise & Education segment and on more passionate language learners in the Consumer segment, and our company reorganization and realignment might not produce the desired results.

We are continuing to undertake a strategic reorganization and realignment of our business to ~~accelerate and prioritize~~maximize profitable growth in our ~~focus on satisfying~~Enterprise & Education Language segment by serving the needs of ~~more passionate~~ corporate and K-12 language learners, and onprioritizing those who wish to speak and read English. In addition, we are now focusing on the needs of more passionate language learners in our Consumer segment, rather than addressing the needs of the mass marketplace. If we do not successfully execute our ~~accelerated~~ strategy, our revenue and profitability could decline. ~~In connection with the implementation of our revised~~Our recent strategy ~~in the first quarter of 2015, the Company announced and initiated~~changes include actions to reduce headcount, exit unprofitable geographies, and other ~~costs.~~ ~~We are also evaluating and implementing opportunities for further cost savings and efficiencies.~~reductions. These cost reduction efforts could harm our business and results of operations by distracting management and employees, causing difficulty in hiring, motivating and retaining talented and skilled personnel, and creating uncertainty among our customers and vendors that could lead to delays or unexpected costs. Also, our ability to achieve anticipated cost savings and other benefits from these efforts is subject to many estimates and assumptions, which are subject to significant economic, competitive and other uncertainties, some of which are beyond our control. If these estimates and assumptions are incorrect, or if other unforeseen events occur, our business and financial results could be adversely affected.

Our actual operating results may differ significantly from our guidance.

Historically, our practice has been to release guidance regarding our future performance that represents management's estimates as of the date of release. This guidance, which includes forward-looking statements, is based on projections prepared by management. These projections are not prepared with a view toward compliance with published guidelines of the American Institute of Certified Public Accountants, and neither our registered public accountants nor any other independent expert or outside party confirms or examines the projections and, accordingly, no such person expresses any opinion or any other form of assurance with respect thereto.

Projections are based upon a number of assumptions and estimates that, while presented with numerical specificity, are inherently subject to significant business, economic and competitive uncertainties and contingencies, many of which are beyond our control and are based upon specific assumptions with respect to future business decisions, some of which will change. We generally state possible outcomes as high and low ranges ~~which are intended to provide a sensitivity analysis~~or as ~~variables are changed~~single point estimates, but actual results could ~~fall outside of the expected ranges.~~differ materially. The principal reason that we release guidance is to provide a basis for ~~our~~ management to discuss our business outlook with analysts and investors. We do not accept any responsibility for any projections or reports published by any such persons.

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Guidance is necessarily speculative in nature, and it can be expected that some or all of the assumptions in the guidance furnished by us will not materialize or will vary significantly from actual results. Accordingly, our guidance is only an estimate of what management believes is realizable as of the date of release. Actual results may vary from our guidance and the variations may be material. We expressly disclaim any obligation to update or revise any guidance, whether as a result of new information, future events or otherwise. In light of the foregoing, investors are urged not to rely upon, or otherwise consider, our guidance in making an investment decision in respect of our common stock.

Any failure to successfully implement our strategy or the occurrence of any of the events or circumstances set forth in these "Risk Factors" and elsewhere in this quarterly report on Form 10-Q could result in the actual operating results being different from our guidance, and such differences may be adverse and material.

Intense competition in our industry may hinder our ability to attract and retain customers and generate revenue, and may diminish our margins.

The business environment in which we operate is rapidly evolving, highly fragmented and intensely competitive, and we expect competition to persist and intensify. Increased competition could adversely affect operating results by causing lower demand for our products and services, reduced revenue, more product returns, price reductions or concessions, reduced gross margins and loss of customers.

Many of our current and potential ~~competitors in the U.S.~~domestic and ~~internationally~~international competitors have substantially greater financial, technical, sales, marketing and other resources than we do, as well as greater name recognition in some locations, as well as in some cases, lower costs. Some competitors offer more differentiated products (for example, online learning as well as physical classrooms and textbooks) that may allow them to more flexibly meet changing ~~consumer~~customer preferences. The resources of our competitors also may enable them to respond more rapidly to new or emerging technologies and changes in customer requirements and preferences and to offer lower prices than ours or to offer free language-learning software or online services. We may not be able to compete successfully against current or future competitors.

There are a number of free online language-learning opportunities to learn grammar, pronunciation, vocabulary (including specialties in areas such as medicine and business), reading, and conversation by means of podcasts and MP3s, mobile applications, audio courses and lessons, videos, games, stories, news, digital textbooks, and through other means. We estimate that there are thousands of free mobile applications on language-learning; free products are provided in at least 50 languages by private companies, universities, and government agencies. Low barriers to entry allow start-up companies with lower costs and less pressure for profitability to compete with us. Competitors funded by venture capital, that may be focused more on user acquisition rather than profitability, enable ~~those companies~~our competitors to offer products at significantly lower prices or for free. As free online translation services improve and become more widely available and used, people may generally become less interested in language ~~learning generally.~~learning. Although we also offer free products such as mobile apps, if we cannot successfully attract users of these free products and convert a sufficient portion of these free users into paying customers, our business could be adversely affected. If free products become more engaging and competitive or gain widespread acceptance by the public, demand for our products could decline or we may have to lower our prices, which could adversely impact our revenue and other results.

Historically a substantial portion of our revenue has been generated from our Consumer ~~business, if~~business. If we fail to accurately anticipate consumer demand and trends in consumer preferences, our brands, sales and customer relationships may be harmed.

Demand for our consumer focused language-learning, literacy and brain fitness software products and related services ~~and for consumer products and services in general,~~ is subject to rapidly changing consumer demand and trends in consumer preferences. Therefore, our success depends upon our ability to:

identify, anticipate, understand and respond to these trends in a timely manner;

introduce appealing new products and performance features on a timely basis;

provide appealing solutions that engage our customers;

adapt and offer our products and services using rapidly evolving, widely varying and complex technologies;

anticipate and meet consumer demand for additional languages, learning levels and new platforms for delivery;

effectively position and market our products and services;

identify and secure cost-effective means of marketing our products to reach the appropriate consumers;

identify cost-effective sales distribution channels and other sales outlets where interested consumers will buy our products;

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anticipate and respond to consumer price sensitivity and pricing changes of competitive products; and

identify and successfully implement ways of building brand loyalty and reputation.

We anticipate having to make investments in new products in the future and we may incur significant expenses without achieving the anticipated benefits of our investment or preserving our brand and reputation. Investments in new products and technology are speculative, the development cycle for products may exceed planned estimates and commercial success depends on many factors, including innovativeness, developer support, and effective distribution and marketing. Customers might not perceive our latest offerings as providing significant new value and may reduce their purchases of our offerings, unfavorably impacting revenue. We might not achieve significant revenue from new product and service investments for a number of years, if at all. We also might not be able to develop new solutions or enhancements in time to capture business opportunities or achieve sustainable acceptance in new or existing places. Furthermore, consumers may defer purchases of our solutions in anticipation of new products or new versions from us or our competitors. A decline in consumer demand for our solutions, or any failure on our part to satisfy such changing consumer preferences, could harm our business and profitability.

If the recognition by schools and other organizations of the value of technology-based education does not continue to grow, our ability to generate revenue from organizations could be impaired.

Our success depends in part upon the continued adoption by organizations and potential customers of technology-based education initiatives. Some academics and educators oppose online education in principle and have expressed concerns regarding the perceived loss of control over the education process that could result from offering courses online. If the acceptance of technology-based education does not continue to grow, our ability to continue to grow our Enterprise & Education business could be impaired.

We depend on discretionary consumer spending in the Consumer segment of our business. Adverse trends in general economic conditions, including retail and online shopping patterns or consumer confidence, as well as other external consumer dynamics may compromise our ability to generate revenue.

The success of our business depends to a significant extent upon discretionary consumer spending, which is subject to a number of factors, including general economic conditions, consumer confidence, employment levels, business conditions, interest rates, availability of credit, inflation and taxation. Adverse trends in any of these economic indicators may cause consumer spending to decline further, which could hurt our sales and profitability.

Because a significant portion of our Consumer sales are made to or through retailers and distributors, none of which has any obligation to sell our products, the failure or inability of these parties to sell our products effectively could hurt our revenue and profitability.

We rely on retailers and distributors, together with our direct sales force, to sell our products. Our sales to retailers and distributors are concentrated on a key group ~~of key retailers~~ that ~~comprises~~is comprised of a mix of websites, such as Amazon.com ~~Digital River~~ and the Apple ~~iTunes~~ App Store, ~~and~~ select retail resellers such as Barnes & Noble, Best Buy, Target, Books-a-Million, Staples, ~~Office Depot~~ and Sam's Club, ~~home shopping networks such as HSN~~ and ~~evineLive (ShopHQ) in the U.S., and North American~~ consignment distributors such as Wynit Distribution and Software Packaging ~~Associates (SPA).~~Associates.

We have no control over the amount of products that these retailers and distributors purchase from us or sell on our behalf, we do not have long-term contracts with any of them, and they have no obligation to offer or sell our products or to give us any particular shelf space or product placement within their stores. Thus, there is no guarantee that this source of revenue will continue at the same level as it has in the past or that these retailers and distributors will not promote competitors' products over our products or enter into exclusive relationships with our competitors. Any material adverse change in the principal commercial terms, material decrease in the volume of sales generated by our larger retailers or distributors or major disruption or termination of a relationship with these retailers and distributors could result in a significant decline in our revenue and profitability. Furthermore, product display locations and promotional activities that retailers undertake can affect the sales of our products. The fact that we also sell our products directly could cause retailers or distributors to reduce their efforts to promote our products or stop selling our products altogether.

Many traditional physical retailers are experiencing diminished foot traffic and sales. For our retail business, even though online sales have increased in popularity and are growing in importance, we continue to depend on sales that take place in physical stores and shopping malls. Reduced customer foot traffic in these stores and malls is likely to reduce their sales of our products. In addition, if one or more of these retailers or distributors are unable to meet their obligations with respect to accounts payable to us, we could be forced to write off accounts receivable with such accounts. Any bankruptcy, liquidation, insolvency or other failure of any of these retailers or distributors could result in significant financial loss and cause us to lose revenue in future periods.

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Price ~~reductions~~changes and other concessions could reduce our revenue.

We continue to test and offer changes to the pricing of our products. If we reduce our prices in an effort to increase our sales, this could have an adverse impact on our revenue to the extent that unit sales do not increase in a sufficient amount to compensate for the lower pricing. Reducing our pricing to individual consumers could also cause us to have to lower pricing to our Enterprise & Education customers. Any increase in the taxation of online sales could have the effect of a price increase to consumers and could cause us to have to lower our prices or could cause sales to decline. It is uncertain whether we will need to continue to lower prices to effectively compete and what the other short-term and long-term impacts could be.

We also may provide our retailers and distributors with price protection on existing inventories, which would entitle these retailers and distributors to credit against amounts owed with respect to unsold packaged product under certain conditions. These price protection reserves could be material in future periods.

In the U.S. and Canada, we offer consumers who purchase our packaged software and audio practice products directly from us a 30-day, unconditional, full money-back refund. We also permit some of our retailers and distributors to return packaged products, subject to certain limitations. We establish revenue reserves for packaged product returns based on historical experience, estimated channel inventory levels, the timing of new product introductions and other factors. If packaged product returns exceed our reserve estimates, the excess would offset reported revenue, which could hurt our reported financial results.

Our future growth and profitability will depend in large part upon the effectiveness and efficiency of our marketing.

Our future growth and profitability will depend in large part upon the effectiveness and efficiency of our marketing, including our ability to:

appropriately and efficiently allocate our marketing for multiple products;

accurately identify, target and reach our audience of potential customers with our marketing messages;

select the right marketplace, media and specific media vehicle in which to advertise;

identify the most effective and efficient level of spending in each marketplace, media and specific media vehicle;

determine the appropriate creative message and media mix for advertising, marketing and promotional expenditures;

effectively manage marketing costs, including creative and media expenses, in order to maintain acceptable customer acquisition costs;

differentiate our products as compared to other products;

create greater awareness of our new products like kids' literacy and brain fitness, and of our brands and learning solutions;

drive traffic to our ~~websites,~~e-commerce website, call centers, distribution channels and retail partners; and

convert customer inquiries into actual orders.

Our planned marketing may not result in increased revenue or generate sufficient levels of product and brand name awareness, and we may not be able to increase our net sales at the same rate as we increase our advertising expenditures.

Some of our radio, television, print, and online advertising has been through the purchase of "remnant" advertising segments. These segments are random time slots and publication dates that have remained unsold and are offered at discounts to advertisers who are willing to be flexible with respect to time slots. There is a limited supply of this type of advertising and the availability of such advertising may decline or the cost of such advertising may increase. In addition, if we increase our marketing budget it cannot be assured that we can increase the amount of remnant advertising at the discounted prices we have obtained in the past. If any of these events occur, we may be forced to purchase time slots and publication dates at higher prices, which will increase our costs.

We engage in an active public relations program, including through social media sites such as Facebook and Twitter. We also seek new customers through our online marketing efforts, including paid search listings, banner ads, text links and permission-based e-mails, as well as our affiliate and reseller programs. If one or more of the search engines or other online sources on which we rely for website traffic were to modify their general methodology for how they display our websites, resulting in fewer consumers clicking through to our websites, our sales could suffer. If any free search engine on which we rely begins charging fees for listing or placement, or if one or more of the search engines or other online sources on which we

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rely for purchased listings, modifies or terminates its relationship with us, our expenses could rise, we could lose customers and traffic to our websites could decrease.

We dynamically adjust our mix of marketing programs to acquire new customers at a reasonable cost with the intention of achieving overall financial goals. If we are unable to maintain or replace our sources of customers with similarly effective sources, or if the cost of our existing sources increases, our customer levels and marketing expenses may be adversely affected.

Our international businesses may not succeed and impose additional and unique risks.

Our business strategy contemplates stabilizing and reducing the losses we have experienced internationally. We ~~are currently augmenting~~continuously review and ~~optimizing~~optimize certain of our website ~~direct~~ sales channels in Europe, Asia and Latin America. In addition, we ~~are continuing~~continue to ~~selectively expand and~~ optimize our indirect sales channels in Europe, Asia and Latin America through reseller and other arrangements with third parties. If we are unable to stabilize and reduce losses in our international operations successfully and in a timely manner, our business, revenue and financial results could be harmed. Such stabilization and reduction may be more difficult or take longer than we anticipate, and we may not be able to successfully market, sell, deliver and support our products and services internationally to the extent we expect.

If we are unable to continually adapt our products and services to mobile devices and technologies other than personal computers and laptops, and to adapt to other technological changes and customer needs generally, we may be unable to attract and retain customers, and our revenue and business could suffer.

We need to anticipate, develop and introduce new products, services and applications on a timely and cost-effective basis that keeps pace with technological developments and changing customer needs. The process of developing new high technology products, services and applications and enhancing existing products, services and applications is complex, costly and uncertain, and any failure by us to anticipate customers' changing needs and emerging technological trends accurately could significantly harm our ability to attract and retain customers and our results of operations. For example, the number of individuals who access the Internet through devices other than a personal computer, such as tablet computers, mobile devices, televisions and set-top box devices, has increased dramatically and this trend is likely to continue. Our products and services may not work or be viewable on these devices because each manufacturer or distributor may establish unique technical standards for such devices. Accordingly, we may need to devote significant resources to the creation, support and maintenance of such versions. If we fail to develop or sell products and services on a cost-effective basis that respond to these or other technological developments and changing customer needs, we may be harmed in our ability to attract and retain customers, and our revenue and business could suffer. Furthermore, our customers who view our advertising via mobile devices might not buy our products to the same extent that they do when viewing our advertising via personal computers or laptops. Accordingly, if we cannot convince customers to purchase our products via mobile devices, our business and results of operations could be harmed to the extent that the trend to mobile devices continues.

We offer our software products on operating systems and platforms including Windows, Macintosh, Apple OS, Android, and Amazon apps. The demand for personal computers has been declining, which means that we must be able to market to potential customers and to provide customers with access to and use of our products and services on many platforms and operating systems, as they may be changed from time to time. To the extent new releases of operating systems, including for mobile and non-PC devices, or other third-party products, platforms or devices make it more difficult for our products to perform, and our customers use alternative technologies, our business could be harmed.

Our software products must interoperate with computer operating systems of our customers. If we are unable to ensure that our products interoperate properly with customer systems, our business could be harmed.

Our products must interoperate with our customers' computer systems, including the network, security devices and settings, and student learning management systems of our Enterprise & Education customers. As a result, we must continually ensure that our products interoperate properly with these varied and customized systems. Changes in operating systems, the technologies we incorporate into our products or the computer systems our customers use may damage our business.

If there are changes in the spending policies or budget priorities for government funding of colleges, universities, schools, other education providers, or government agencies, we could lose revenue.

Many of our Enterprise & Education customers are colleges, universities, primary and secondary schools and school districts, other education providers, armed forces and government agencies that depend substantially on government funding. Accordingly, any general decrease, delay or change in federal, state or local funding for colleges, universities, primary and secondary schools and school districts, or other education providers or government agencies that use our products and services could cause our current and potential customers to reduce their purchases of our products and services, to exercise their right to terminate licenses, or to decide not to renew licenses, any of which could cause us to lose revenue. In addition, a specific

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reduction in governmental funding support for products such as ours would also cause us to lose revenue and could hurt our overall gross margins.

Some of our Enterprise & Education business ~~faces~~is characterized by a lengthy and unpredictable sales cycle, which could delay new sales.

We face a lengthy sales cycle between our initial contact with some potential Enterprise & Education customers and the signing of license agreements with these customers. As a result of this lengthy sales cycle, we have only a limited ability to forecast the timing of such Enterprise & Education sales. A delay in or failure to complete license transactions could cause us to lose revenue, and could cause our financial results to vary significantly from quarter to quarter. Our sales cycle varies widely, reflecting differences in our potential Enterprise & Education customers' decision-making processes, procurement requirements and budget cycles, and is subject to significant risks over which we have little or no control, including:

customers' budgetary constraints and priorities;

the timing of our customers' budget cycles;

the need by some customers for lengthy evaluations that often include administrators and faculties; and

the length and timing of customers' approval processes.

As we pursue our SaaS model and move our Consumer business online and increasingly sell our solutions as ~~a subscription,~~subscriptions, rather than packaged software for an upfront fee, our revenue, results of operations and cash flow could be negatively impacted.

Historically, we have predominantly sold our packaged software programs under a perpetual license for a single upfront fee and recorded 65-90% of the revenue at the time of sale. Certain of our online products are sold under different subscription terms, from short-term (less than one year) to 36-month subscriptions with a corresponding license term. Selling more long-term subscriptions could result in substantially less cash and revenue from the initial sale to the customer and could have a substantially negative impact on our revenue, results of operations and cash flow in ~~the short term.~~any quarterly reporting period. Furthermore, to the extent that customers use our products and services for only a short time after purchase, online subscription customers could be less likely to renew their subscriptions beyond the initial term with the effect that we could earn less revenue over time from each customer than historically.

Our revenue is subject to seasonal and quarterly variations, which could cause our financial results to fluctuate significantly.

We have experienced, and we believe we will continue to experience, substantial seasonal and quarterly variations in our revenue, cash flows and net income. These variations are primarily related to increased sales of our Consumer products and services ~~to consumers~~ in the fourth quarter during the holiday selling season as well as higher sales to governmental, ~~and~~ educational institutions, and corporations in the second ~~and third quarters.~~half of the calendar year. We sell to a significant number of our retailers, distributors and Enterprise & Education customers on a purchase order basis and we receive orders when these customers need products and services. As a result, their orders are typically not evenly distributed throughout the year. Our quarterly results of operations also may fluctuate significantly as a result of a variety of other factors, including the timing of holidays and advertising initiatives, changes in our products, services and advertising initiatives and changes in those of our competitors. Budgetary constraints of our Enterprise & Education customers may also cause our quarterly results to fluctuate.

As a result of these seasonal and quarterly fluctuations, we believe that comparisons of our results of operations between different quarters are not necessarily meaningful and that these comparisons are not reliable as indicators of our future performance. In addition, these fluctuations could result in volatility and adversely affect our cash flows. Any seasonal or quarterly fluctuations that we report in the future may differ from the expectations of market analysts and investors, which could cause the price of our common stock to fluctuate significantly.

Acquisitions, joint ventures and strategic alliances may have an adverse effect on our business.

We have made and may continue to make acquisitions or enter into joint ventures and strategic alliances as part of our long-term business strategy. Such transactions may result in use of our cash resources, dilutive issuances of our equity securities, or incurrence of debt. Such transactions also involve significant challenges and risks including that the transaction does not advance our business strategy, that we do not realize a satisfactory return on our investment, that we experience difficulty integrating new technology, employees, and business systems, ~~diversion of~~that we divert management's attention from our other businesses or that we acquire undiscovered liabilities such as patent infringement claims or violations of the U.S. Foreign Corrupt Practices Act and similar worldwide anti-bribery laws. It may take longer than expected to realize the full benefits, such as increased revenue, enhanced efficiencies, or more customers, or those benefits may ultimately be smaller than anticipated, or may not be realized. These events and circumstances could harm our operating results or financial condition.

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~~The anticipated benefits of recent acquisitions could be impacted by a number of risks specific to our business, as well as by risks related to the integration process.~~

~~We made four acquisitions in 2013 and 2014. The significant risks and challenges that may limit our ability to achieve the anticipated benefits of acquisitions include:~~

~~lack of employee retention stemming from the acquisitions;~~

~~sales of the acquired products and services might not perform as we anticipated;~~

~~costs associated with operations in additional geographic locations and the incremental costs associated with doing business there;~~

~~the risk of increased attrition of the acquired entities’ customers;~~

~~the risk that cross-selling Rosetta Stone products and services to customers of the acquired entities (and vice versa) might not be successful;~~

~~the pipeline of the acquired entities’ future products under development may take longer than predicted to launch or might fail to launch at all;~~

~~the difficulty of integrating the acquired entities’ technology into our current and future products and services; and~~

~~the difficulty in managing a more complex technology environment which may reduce opportunities for economies of scale that otherwise could result from an acquisition.~~

~~If we are unsuccessful in addressing these risks and challenges, our business and prospects could be harmed.~~

We may incur significant costs related to data security breaches that could compromise our information technology network security, trade secrets and customer data.

Threats to our information technology network security can take a variety of forms. Individual hackers and groups of hackers, and sophisticated organizations or individuals may threaten our information technology network security. Cyber attackers may develop and deploy malicious software to attack our services and gain access to our networks, data centers, or act in a coordinated manner to launch distributed denial of service or other coordinated attacks. Cyber threats and attacks are constantly evolving, thereby increasing the difficulty of detecting and successfully defending against them. We may be unable to anticipate these techniques or to implement adequate preventative measures in time. Cyber threats and attacks can have cascading impacts that unfold with increasing speed across internal networks and systems. Breaches of our network, credit card processing information, or data security could disrupt the security of our internal systems and business applications, impair our ability to provide services to our customers and protect the privacy of their data, resulting in product development delays, could compromise confidential or technical business information harming our competitive position, result in theft or misuse of our intellectual property or other assets, require us to allocate more resources to improved technologies, or otherwise adversely affect our business.

Our possession and use of personal information presents risks and expenses that could harm our business. ~~Unauthorized~~If we aer unable to protect our information technology network against service interruption or failure, misappropriation or unauthorized disclosure or manipulation of ~~such~~ data, whether through breach of our network security or otherwise, we could ~~expose us~~be subject to costly government enforcement actions and litigation and ~~damage~~ our ~~reputation.~~reputation may be damaged.

Our business involves the collection, storage and transmission of personal, financial or other information that is entrusted to us by our customers and employees. Our information systems also contain the Company's proprietary and other confidential information related to our business. Our efforts to protect such information may be unsuccessful due to the actions of third parties, computer viruses, physical or electronic break-ins, catastrophic events, employee error or malfeasance or other attempts to harm our systems. Possession and use of personal information in conducting our business subjects us to legislative and regulatory obligations that could require notification of data breaches, restrict our use of personal information and hinder our ability to acquire new customers or market to existing customers. Some of our commercial partners may receive or store information provided by us or our users through our websites. If these third parties fail to adopt or adhere to adequate information security practices, or fail to comply with our online policies, or in the event of a breach of their networks, our customers' data may be improperly accessed, used or disclosed. As our business and the regulatory environment evolve in the U.S. and internationally, we may become subject to additional and even more stringent legal obligations concerning our treatment of customer information. We have incurred, and will continue to incur, expenses to comply with privacy and security standards and protocols imposed by law, regulation, industry standards or contractual obligations.

If our systems are harmed or fail to function properly or if third parties improperly obtain and use the personal information of our customers or employees, we may be required to expend significant resources to ~~resolve these problems.~~repair or replace systems or to otherwise protect against security breaches or to address problems caused by the breaches. A major breach of our network security and systems could have serious negative consequences for our businesses, including possible fines, penalties and damages, reduced customer demand for our products and services, harm to our reputation and brand, and loss of our ability to accept and process customer credit card orders. Any such events could have a material and adverse effect on our business, reputation or financial results. Our insurance policies carry coverage limits, which may not be adequate to reimburse us for losses caused by security breaches.

~~Table~~Changes in regulations or customer concerns regarding privacy and protection of ~~Contents~~customer data, or any failure to comply with such laws, could adversely affect our business.

Federal, state, and international laws and regulations govern the collection, use, retention, disclosure, sharing and security of data that we receive from and about our customers. The use of consumer data by online service providers and advertising

networks is a topic of active interest among federal, state, and international regulatory bodies, and the regulatory environment is unsettled. Many states have passed laws requiring notification to customers where there is a security breach for personal data, such as California’s Information Practices Act. We face similar risks in international markets where our products, services and apps are offered. Any failure, or perceived failure, by us to comply with or make effective modifications to our policies, or to comply with any federal, state, or international privacy, data-retention or data-protection-related laws, regulations, orders or industry self-regulatory principles could result in proceedings or actions against us by governmental entities or others, a loss of customer confidence, damage to the Rosetta Stone brands, and a loss of customers, which could potentially have an adverse effect on our business.

In addition, various federal, state and foreign legislative or regulatory bodies may enact new or additional laws and regulations concerning privacy, data-retention and data-protection issues, including laws or regulations mandating disclosure to domestic or international law enforcement bodies, which could adversely impact our business, our brand or our reputation with customers. For example, some countries are considering laws mandating that customer data regarding customers in their country be maintained in their country. Having to maintain local data centers in individual countries could increase our operating costs significantly. The interpretation and application of privacy, data protection and data retention laws and regulations are often uncertain and in flux in the U.S. and internationally. These laws may be interpreted and applied inconsistently from country to country and inconsistently with our current policies and practices, complicating long-range business planning decisions. If privacy, data protection or data retention laws are interpreted and applied in a manner that is inconsistent with our current policies and practices we may be fined or ordered to change our business practices in a manner that adversely impacts our operating results. Complying with these varying international requirements could cause us to incur substantial costs or require us to change our business practices in a manner adverse to our business and operating results.

We are subject to U.S. and foreign government regulation of online services which could subject us to claims, judgments, and remedies, including monetary liabilities and limitations on our business practices.

We are subject to regulations and laws directly applicable to providers of online services. The application of existing domestic and international laws and regulations to us relating to issues such as user privacy and data protection, data security, defamation, promotions, billing, consumer protection, accessibility, content regulation, quality of services, and intellectual property ownership and infringement in many instances is unclear or unsettled. Also, the collection and protection of information from children under the age of 13 is subject to the provisions of the Children's Online Privacy Protection Act (COPPA), which is particularly relevant to our learning solutions focused on children. In addition, we will also be subject to any new laws and regulations directly applicable to our domestic and international activities. Internationally, we may also be subject to laws regulating our activities in foreign countries and to foreign laws and regulations that are inconsistent from country to country. We may incur substantial liabilities for expenses necessary to defend litigation in connection with such regulations and laws or to comply with these laws and regulations, as well as potential substantial penalties for any failure to comply.

Changes in how network operators handle and charge for access to data that travel across their networks could adversely impact our business.

We rely upon the ability of customers to access many of our products through the Internet. To the extent that network operators implement usage based pricing, including meaningful bandwidth caps, or otherwise try to monetize access to their networks by data providers, we could incur greater operating expenses and our customer acquisition and retention could be negatively impacted. Furthermore, to the extent network operators were to create tiers of Internet access service and either charge us for or prohibit us from being available through these tiers, our business could be negatively impacted.

We are exposed to risks associated with credit card and payment fraud, and with our obligations under rules on credit card processing and alternative payment methods, which could cause us to lose revenue or incur costs. We depend upon our credit card processors and payment card associations.

As an e-commerce provider that accepts debit and credit cards for payment, we are subject to the Payment Card Industry Data Security Standard ("PCI DSS"), issued by the PCI Council. PCI DSS contains compliance guidelines and standards with regard to our network security surrounding the physical and electronic storage, processing and transmission of individual cardholder data. Despite our compliance with these standards and other information security measures, we cannot guarantee that all our information technology systems are able to prevent, contain or detect any cyber attacks, cyber terrorism, or security breaches from currently known viruses or malware, or viruses or malware that may be developed in the future. To the extent any disruption results in the loss, damage or misappropriation of information, we may be adversely affected by claims from customers, financial institutions, regulatory authorities, payment card associations and others. In addition, the cost of complying with stricter privacy and information security laws and standards could be significant.

We are subject to rules, regulations and practices governing our accepted payment methods which could change or be reinterpreted to make it difficult or impossible for us to comply. A failure to comply with these rules or requirements could make us subject to fines and higher transaction fees and we could lose our ability to accept these payment methods. We depend upon our credit card processors to carry out our sales transactions and remit the proceeds to us. At any time, credit card processors have the right to withhold funds otherwise payable to us to establish or increase a reserve based on their assessment of the inherent risks of credit card processing and their assessment of the risks of processing our customers’ credit cards. If our credit card processors exercise their right to establish or increase a reserve, it may adversely impact our liquidity. Our business and results of operations could be adversely affected if these changes were to occur.

Any significant interruptions in the operations of our website, call center or third-party call centers, especially during the holiday shopping season, could cause us to lose sales and disrupt our ability to process orders and deliver our solutions in a timely manner.

We rely on our website, an in-house call center and third-party call centers, over which we have little or no control, to sell our solutions, respond to customer service and technical support requests and process orders. These activities are especially important during the holiday season and in particular the period beginning on Black Friday through ~~Cyber Monday.~~the end of the calendar year. Any significant interruption in the operation of these facilities, including an interruption caused by our failure to successfully expand or upgrade our systems or to manage these expansions or upgrades, or a failure of third-party call centers to handle higher volumes of use, could reduce our ability to receive and process orders and provide products and services, which could result in ~~lost~~cancelled sales and ~~cancelled sales~~loss of revenue and damage to our brand and reputation. These risks are more important during the ~~Black Friday through Cyber Monday~~ holiday season, when many sales of our products and services take place.

We structure our marketing and advertising to drive potential customers to our website and call centers to purchase our solutions. If we experience technical difficulties with our ~~websites~~website or if our call center operators do not convert inquiries into sales at expected rates, our ability to generate revenue could be impaired. Training and retaining qualified call center operators is challenging due to the expansion of our product and service offerings and the seasonality of our business. If we do not adequately train our call center operators, they will not convert inquiries into sales at an acceptable rate.

If any of our products or services contain defects or errors or if new product releases or services are delayed, our reputation could be harmed, resulting in significant costs to us and impairing our ability to sell our solutions.

If our products or services contain defects, errors or security vulnerabilities, our reputation could be harmed, which could result in significant costs to us and impair our ability to sell our products in the future. In the past, we have encountered product development delays due to errors or defects. We would expect that, despite our testing, errors could be found in new products and product enhancements in the future. Significant errors in our products or services could lead to, among other things:

delays in or loss of marketplace acceptance of our products and services;

diversion of our resources;

a lower rate of license renewals or upgrades for Consumer and Enterprise & Education customers;

injury to our reputation;

increased service expenses or payment of damages; or

costly litigation.

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If we fail to effectively upgrade our information technology systems, we may not be able to accurately report our financial results or prevent fraud.

As part of our efforts to continue improving our internal control over financial reporting, we plan to continue to upgrade our existing financial information technology systems in order to automate several controls that are currently performed manually. We may experience difficulties in transitioning to these upgraded systems, including loss of data and decreases in productivity, as personnel become familiar with these new systems. In addition, our management information systems will require modification and refinement as our business needs change, which could prolong difficulties we experience with systems transitions, and we may not always employ the most effective systems for our purposes. If we experience difficulties in implementing new or upgraded information systems or experience significant system failures, or if we are unable to successfully modify our management information systems or respond to changes in our business needs, we may not be able to effectively manage our business and we may fail to meet our reporting obligations. In addition, as a result of the automation of these manual processes, the data produced may cause us to question the accuracy of previously reported financial results.

Failure to maintain the availability of the systems, networks, databases and software required to operate and deliver our Internet-based products and services could damage our reputation and cause us to lose revenue.

We rely on internal and external systems, networks and databases maintained by us and third-party providers to process customer orders, handle customer service requests, and host and deliver our Internet-based learning solutions. Any damage, interruption or failure of our systems, networks and databases could prevent us from processing customer orders and result in degradation or interruptions in delivery of our products and services. Notwithstanding our efforts to protect against interruptions in the availability of our e-commerce websites and Internet-based products and services, we do occasionally experience unplanned outages or technical difficulties. In addition, we do not have complete redundancy for all of our systems. In the event of an interruption or system event we may be unable to meet contract service level requirements, or we could experience an unrecoverable loss of data which could cause us to lose customers and could harm our reputation and cause us to face unexpected liabilities and expenses. If we continue to expand our business, we will put additional strains on these systems. As we continue to move additional product features to online systems or place more of our business online, all of these considerations will become more significant.

We may also need to grow, reconfigure or relocate our data centers in response to changing business needs, which may be costly and lead to unplanned disruptions of service.

We may incur losses associated with currency fluctuations and may not be able to effectively hedge our exposure, which could impair our financial performance.

Our operating results are subject to fluctuations in foreign currency exchange rates. We currently do not attempt to mitigate a portion of these risks through foreign currency hedging, based on our judgment of the appropriate trade-offs among risk, opportunity and expense. In the future, we might choose to engage in foreign currency hedging transactions, which would involve different risks and uncertainties.

Our revolving credit facility contains borrowing limitations covenants which ~~might adversely impact our business~~ and the failure to maintain a sufficient borrowing base or to comply with such covenants could prevent us from borrowing funds, and could cause any outstanding debt to become immediately ~~payable.~~payable, which might adversely impact our business.

Our revolving credit facility contains borrowing limitations based on a combination of our cash balance and eligible accounts receivable balances and financial covenants currently applicable to us, as well as a number of restrictive covenants, including restrictions on incurring additional debt, making investments and other restricted payments, selling assets, paying dividends and redeeming or repurchasing capital stock and debt, subject to certain exceptions. ~~Our $25 million revolving credit facility requires us to maintain a minimum liquidity ratio and maintain a minimum Adjusted EBITDA during its term.~~ Collectively, these borrowing limitations and covenants could constrain our ability to grow our business through acquisition or engage in other transactions. During the term of our $25.0 million revolving credit facility, we are also subject to certain financial covenants that require us to maintain a minimum liquidity amount and minimum financial performance requirements, as defined in the credit agreement. If we are not able to comply with all of these covenants, for any reason, we would not be able to borrow funds under the facility, and some or all of any outstanding debt could become immediately due and payable which could have a material adverse effect on our liquidity and ability to conduct our business.

A significant deterioration in our profitability and/or cash flow caused by prolonged economic instability could reduce our liquidity and/or impair our financial ratios, and trigger a need to raise additional funds from the capital markets and/or renegotiate our banking covenants.

To the extent the economic difficulties continue, or worldwide economic conditions materially deteriorate, our revenue, profitability and cash flows could be significantly reduced as customers would be unable to purchase products and services in the expected quantities and/or pay for them within normal agreed terms. A liquidity shortfall may delay certain development initiatives or may expose us to a need to negotiate further funding. While we anticipate that our existing cash and cash equivalents, together with availability under our existing revolving credit facility, cash balances and cash from operations, will be sufficient to fund our operations for at least the next 12 months, we may need to raise additional capital to fund operations in the future or to finance acquisitions. If we seek to raise additional capital in order to meet various objectives, including developing future technologies and services, increasing working capital, acquiring businesses and responding to competitive pressures, capital may not be available on favorable terms or may not be available at all. Lack of sufficient capital resources could significantly limit our ability to take advantage of business and strategic opportunities. Any additional capital raised through the sale of equity securities would dilute our stock ownership. If adequate additional funds are not available, we may be required to delay, reduce the scope of, or eliminate material parts of our business strategy, including potential additional acquisitions or development of new products, services and technologies.

We might require additional funds from what we internally generate to support our business which might not be available on acceptable terms or at all.

~~Due to our historically seasonal cash flows, our business is a net user of cash during the first half of the year with the fourth quarter being a net generator of cash. As a result, we~~We might need to further reduce costs or raise additional funds through public or private financings or borrowings in order to maintain our operations at their current level, develop or enhance products, fund expansion, respond to competitive pressures or to acquire complementary products, businesses or technologies. If required, additional financing might not be available on terms that are favorable to us, if at all. If we raise additional funds

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through the issuance of debt, equity or convertible debt securities, ~~the percentage ownership of our stockholders would be reduced and~~ these securities might have rights, preferences and privileges senior to those of our current stockholders.

If our goodwill or indefinite-lived intangible assets become impaired, we may be required to record a significant charge to earnings.

Under GAAP, we review our goodwill and indefinite lived intangible assets for impairment at least annually and when there are changes in circumstances. Factors that may be considered a change in circumstances include a decline in stock price and market capitalization, expected future cash flows and slower growth rates in our industry. We may be required to record significant charges to earnings in our financial statements during the period in which any impairment of our goodwill or indefinite lived intangible assets is determined, resulting in a negative effect on our results of operations.

We may have exposure to greater than anticipated tax liabilities.

We are subject to income and indirect tax in the U.S. and many foreign jurisdictions. Significant judgment is required in determining our worldwide provision for income and indirect taxes. In the ordinary course of our business, there are many transactions and calculations where the ultimate tax determination is uncertain. The application of indirect taxes (such as sales and use tax, value-added tax, goods and services tax, business tax and gross receipt tax) to our businesses and to our users is complex, uncertain and evolving, in part because many of the fundamental statutes and regulations that impose indirect taxes were established before the adoption and growth of the Internet and e-commerce. We are subject to audit by multiple tax authorities throughout the world. Although we believe our tax estimates are reasonable, the final determination of tax audits and any related litigation could be materially different from our historical tax provisions and accruals. The results of an audit or litigation could have a material effect on our financial statements in the period or periods for which that determination is made. Further, any changes to the U.S. or any foreign jurisdictions’ tax laws, tax rates, or the interpretation of such tax laws, including the Base Erosion Profit Shifting project being conducted by the Organization for Economic Co-operation and Development could significantly impact how U.S. multinational corporations are taxed. Although we cannot predict whether or in what form any legislation changes may pass, if enacted it could have a material adverse impact on our tax expense, deferred tax assets and cash flows.

Our deferred tax assets may not be fully realizable.

We record tax valuation allowances to reflect uncertainties about whether we will be able to realize some of our deferred tax assets before they expire. Our tax valuation allowance is based on our estimates of taxable income for the jurisdictions in which we operate and the period over which our deferred tax assets will be realizable. In the future, we could be required to increase the valuation allowance to take into account additional deferred tax assets that we may be unable to realize. An increase in the valuation allowance would have an adverse impact, which could be material, on our income tax provision and net income in the period in which we record the increase.

~~Changes in how network operators handle and charge for access to data that travel across their networks could adversely impact our business.~~

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Protection of our intellectual property is limited, and any misuse of our intellectual property by others, including software piracy, could harm our business, reputation and competitive position.

Our intellectual property is important to our success. We believe our trademarks, copyrights, trade secrets, patents, pending patent applications, trade dress and designs are valuable and integral to our success and competitive position. To protect our proprietary rights, we rely on a combination of patents, copyrights, trademarks, trade dress, trade secret laws, confidentiality procedures, contractual provisions and technical measures. However, even if we are able to secure such rights in the United States, the laws of other countries in which our products are sold may not protect our intellectual property rights to the same extent as the laws of the United States.

In addition to issued patents, we have several patent applications on file in the U.S. and other countries. However, we do not know whether any of our pending patent applications will result in the issuance of patents or whether the examination process will require us to narrow our claims. Even if patents are issued from our patent applications, which are not certain, they may be challenged, circumvented or invalidated in the future. Moreover, the rights granted under any issued patents may not provide us with proprietary protection or competitive advantages, and, as with any technology, competitors may be able to develop similar or superior technologies now or in the future. In addition, we have not emphasized patents as a source of significant competitive advantage and have instead sought to primarily protect our proprietary rights under laws affording

protection for trade secrets, copyright and trademark protection of our products, brands, and other intellectual property where available and appropriate. These measures afford only limited protection and may be challenged, invalidated or circumvented by third parties. In addition, these protections may not be adequate to prevent our competitors or customers from copying or reverse-engineering our products. Third parties could copy all or portions of our products or otherwise obtain, use, distribute and sell our proprietary information without authorization. Third parties may also develop similar or superior technology independently by designing around our intellectual property, which would decrease demand for our products. In addition, our patents may not provide us with any competitive advantages and the patents of others may seriously impede our ability to conduct our business.

We protect our products, trade secrets and proprietary information, in part, by requiring all of our employees to enter into agreements providing for the maintenance of confidentiality and the assignment of rights to inventions made by them while employed by us. We also enter into non-disclosure agreements with our technical consultants, customers, vendors and resellers to protect our confidential and proprietary information. We cannot guarantee that our confidentiality agreements with our employees, consultants and other third parties will not be breached, that we will be able to effectively enforce these agreements, that we will have adequate remedies for any breach, or that our trade secrets and other proprietary information will not be disclosed or will otherwise be protected.

We rely on contractual and license agreements with third parties in connection with their use of our products and technology. There is no guarantee that such parties will abide by the terms of such agreements or that we will be able to adequately enforce our rights, in part because we rely, in many instances, on "click-wrap" and "shrink-wrap" licenses, which are not negotiated or signed by individual licensees. Accordingly, some provisions of our licenses, including provisions protecting against unauthorized use, copying, transfer, resale and disclosure of the licensed software program, could be unenforceable under the laws of several jurisdictions.

Protection of trade secret and other intellectual property rights in the places in which we operate and compete is highly uncertain and may involve complex legal questions. The laws of countries in which we operate may afford little or no protection to our trade secrets and other intellectual property rights. Although we defend our intellectual property rights and combat unlicensed copying and use of software and intellectual property rights through a variety of techniques, preventing unauthorized use or infringement of our intellectual property rights is inherently difficult. Despite our enforcement efforts against software piracy, we could lose significant revenue due to illegal use of our software and from counterfeit copies of our software. If piracy activities increase, it could further harm our business.

We also suspect that competitors might try to illegally use our proprietary information and develop products that are similar to ours, which may infringe on our proprietary rights. In addition, we could potentially lose trade secret protection for our source code if any unauthorized disclosure of such code occurs. The loss of trade secret protection could make it easier for third parties to compete with our products by copying functionality. In addition, any changes in, or unexpected interpretations of, the trade secret and other intellectual property laws in any country in which we operate may compromise our ability to enforce our trade secret and intellectual property rights. Costly and time-consuming litigation could be necessary to enforce and determine the scope of our confidential information and trade secret protection. If we are unable to protect our proprietary rights or if third parties independently develop or gain access to our or similar technologies, our business, revenue, reputation and competitive position could be harmed.

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Third-party use of our trademarks as keywords in Internet search engine advertising programs may direct potential customers to competitors' websites, which could harm our reputation and cause us to lose sales.

Competitors and other third parties, including counterfeiters, purchase our trademarks and confusingly similar terms as keywords in Internet search engine advertising programs in order to divert potential customers to their websites. Preventing such unauthorized use is inherently difficult. If we are unable to protect our trademarks and confusingly similar terms from such unauthorized use, competitors and other third parties may continue to drive potential online customers away from our websites to competing and unauthorized websites, which could harm our reputation and cause us to lose sales.

Our trademarks are limited in scope and geographic coverage and might not significantly distinguish us from our competition.

We own several U.S. trademark registrations, including registrations of the Rosetta Stone, Tell Me More, Livemocha, Lexia and ~~Lexia~~FitBrains trademarks, as well as U.S. registrations of the color yellow as a trademark. In addition, we hold common law trademark rights and have trademark applications pending in the U.S. and abroad for additional trademarks. Even if federal registrations and registrations in other countries are granted to us, our trademark rights may be challenged. It is also possible that our competitors will adopt trademarks similar to ours, thus impeding our ability to build brand identity and possibly leading to customer confusion. In fact, various third parties have registered trademarks that are similar to ours in the U.S. and overseas. Furthermore, notwithstanding the fact that we may have secured trademark rights for our various trademarks in the

United States and in some countries where we do business, in other countries we may not have secured similar rights and, in those countries there may be third parties who have prior use and prior or superior rights to our own. That prior use, prior or superior right could limit use of our trademarks and we could be challenged in our efforts to use our trademarks. We could incur substantial costs in prosecuting or defending trademark infringement suits. If we fail to effectively enforce our trademark rights, our competitive position and brand recognition may be diminished.

We must monitor and protect our Internet domain names to preserve their value. We may be unable to prevent third parties from acquiring domain names that are similar to, infringe on or otherwise decrease the value of our trademarks.

We own several domain names related to our business. Third parties may acquire substantially similar domain names or Top Level Domains ("TLDs") that decrease the value of our domain names and trademarks and other proprietary rights which may hurt our business. Third parties also may acquire country-specific domain names in the form of Country Code TLDs that include our trademarks or similar terms and which prevent us from operating country-specific websites from which customers can view our products and engage in transactions with us. Moreover, the regulation of domain names in the United States and foreign countries is subject to change. Governing bodies could appoint additional domain name registrars, modify the requirements for holding domain names or release additional TLDs. As a result, we may have to incur additional costs to maintain control over potentially relevant domain names or may not maintain exclusive rights to all potentially relevant domain names in the United States or in other countries in which we conduct business, which could harm our business or reputation. Moreover, attempts may be made to register our trademarks as new TLDs or as domain names within new TLDs and we will have to make efforts to enforce our rights against such registration attempts.

Our business depends on a strong brand, and failing to maintain or enhance the Rosetta Stone brands in a cost-effective manner could harm our operating results.

Maintaining and enhancing our brands is an important aspect of our efforts to attract and expand our business. We believe that maintaining and enhancing our brands will depend largely on our ability to provide high-quality, innovative products, and services, which we might not do successfully. Our brands may be negatively impacted by a number of factors such as service outages, product malfunctions, data protection and security issues, and exploitation of our trademarks by others without permission.

Further, while we attempt to ensure that the quality of our brands is maintained by our licensees, our licensees might take actions that could impair the value of our brands, our proprietary rights, or the reputation of our products. If we are unable to maintain or enhance our brands in a cost-effective manner, or if we incur excessive expenses in these efforts, our business, operating results and financial condition could be harmed.

Claims that we misuse the intellectual property of others could subject us to significant liability and disrupt our business.

WeAs we expand our business and develop new technologies, products and services, we may become subject to material claims of infringement by competitors and other third parties with respect to current or future products, e-commerce and other web-related technologies, online business methods, trademarks or other proprietary rights. Our competitors, some of which may have made significant investments in competing products and technologies, and may have, or seek to apply for and obtain, patents, copyrights or trademarks that will prevent, limit or interfere with our ability to make, use and sell our current and future products and technologies, and we may not be successful in defending allegations of infringement of these patents, copyrights or trademarks. Further, we may not be aware of all of the patents and other intellectual property rights owned by third parties that may be potentially adverse to our interests. We may need to resort to litigation to enforce our proprietary rights or to determine the scope and validity of a third-party's patents or other proprietary rights, including whether any of our products, technologies or processes infringe the patents or other proprietary rights of third parties. We may incur substantial expenses in defending against third-party infringement claims regardless of the merit of such claims. The outcome of any such proceedings is uncertain and, if unfavorable, could force us to discontinue advertising and sale of the affected products or impose significant penalties, limitations or restrictions on our business. We do not conduct comprehensive patent searches to determine whether the technologies used in our products infringe upon patents held by others. In addition, product development is inherently uncertain in a rapidly evolving technological environment in which there may be numerous patent applications pending, many of which are confidential when filed, with regard to similar technologies.

~~Table of Contents~~

We do not own all of the software, other technologies and content used in our products and services, and the failure to obtain rights to use such software, other technologies and content could harm our business.

Some of our products and services contain intellectual property owned by third parties, including software that is integrated with internally developed software and voice recognition software, which we license from third parties. From time to time we may be required to renegotiate with these third parties or negotiate with new third parties to include their technology or content in our existing products, in new versions of our existing products or in wholly new products. We may not be able to negotiate or renegotiate licenses on commercially reasonable terms, or at all, and the third-party software may not be

appropriately supported, maintained or enhanced by the licensors. If we are unable to obtain the rights necessary to use or continue to use third-party technology or content in our products and services, this could harm our business, by resulting in increased costs, or in delays or reductions in product shipments until equivalent software could be developed, identified, licensed and integrated.

Our use of open source software could impose limitations on our ability to commercialize our products.

We incorporate open source software into our products and may use more open source software in the future. The use of open source software is governed by license agreements. The terms of many open source licenses have not been interpreted by U.S. courts, and there is a risk that these licenses could be construed in a manner that could impose unanticipated conditions or restrictions on our ability to commercialize our products. Therefore, we could be required to seek licenses from third parties in order to continue offering our products, make generally available, in source code form, proprietary code that links to certain open source modules, re-engineer our products, discontinue the sale of our products if re-engineering could not be accomplished on a cost-effective and timely basis, or become subject to other consequences. In addition, open source licenses generally do not provide warranties or other contractual protections regarding infringement claims or the quality of the code. Thus, we may have little or no recourse if we become subject to infringement claims relating to the open source software or if the open source software is defective in any manner.

As our product and service offerings become more complex, our reported revenue may become less predictable.

We continue to transition our Consumer distribution more towards online. The accounting policies that apply to these sources of revenue may be more complex than those that apply to our traditional products and services. In addition, we may change the manner in which we sell our software licenses, and such change could cause delays in revenue recognition in accordance with accounting standards. Under these accounting standards, even if we deliver products and services to, and collect cash from, a customer in a given fiscal period, we may be required to defer recognizing revenue from the sale of such product or service until a future period when all the conditions necessary for revenue recognition have been satisfied. As we move more of our Consumer business online we will continue to collect less cash from our initial transactions with consumers which could substantially decrease our revenue in the short term. Conditions that can cause delays in revenue recognition include software arrangements that have undelivered elements for which we have not yet established vendor specific objective evidence of fair value, requirements that we deliver services for significant enhancements or modifications to customize our software for a particular customer or material customer acceptance criteria.

We offer ~~consumer~~Consumer language-learning packages that include perpetual software and online services that have increased our costs as a percentage of revenue, and these and future product ~~packages~~introductions may not succeed and may harm our business, financial results and reputation.

Our Consumer language-learning packages integrate our language-learning software solutions with online services, which provide opportunities for practice with dedicated language conversation coaches and other language learners to increase language socialization. The costs associated with the online services ~~associated~~included with ~~this~~these software ~~package~~packages ~~cause decreased~~decrease margins. Customers may choose to not engage with conversation coaches or be willing to pay higher prices to do so. In addition, we are required to defer recognition of all or a portion of each sale of this packaged software~~in connection with~~ over the ~~terms~~duration of our online service periods. We cannot assure you that our future software package offerings will be successful or profitable, or if they are profitable, that they will provide an adequate return on invested capital. If our software package ~~offering is~~offerings are not successful, our business, financial results and reputation may be harmed.

Substantially all of our inventory is located in one warehouse facility. Any damage or disruption at this facility could cause significant financial loss, including loss of revenue and harm to our reputation.

Substantially all of our inventory is located in one warehouse facility. We could experience significant interruption in the operation of this facility or damage or destruction of our inventory due to natural disasters, accidents, failures of the inventory locator or automated packing and shipping systems or other events. If a material portion of our inventory were to be damaged or destroyed, we might be unable to meet our contractual obligations which could cause us significant financial loss, including loss of revenue and harm to our reputation. As our business continues to move online, we expect that this risk will diminish over time.

~~Table of Contents~~

Provisions in our organizational documents and in the Delaware General Corporation Law may prevent takeover attempts that could be beneficial to our stockholders.

Provisions in our second amended and restated certificate of incorporation and second amended and restated bylaws, and in the Delaware General Corporation Law, may make it difficult and expensive for a third party to pursue a takeover attempt we oppose even if a change in control of our company would be beneficial to the interests of our stockholders. Any provision of our second amended and restated certificate of incorporation or second amended and restated bylaws or Delaware law that has

the effect of delaying or deterring a change in control could limit the opportunity for our stockholders to receive a premium for their shares of our common stock, and could also affect the price that some investors are willing to pay for our common stock. Our ~~board~~Board of ~~directors~~Directors has the authority to issue up to 10,000,000 shares of preferred stock in one or more series and to fix the powers, preferences and rights of each series without stockholder approval. The ability to issue preferred stock could discourage unsolicited acquisition proposals or make it more difficult for a third party to gain control of our company, or otherwise could adversely affect the market price of our common stock. Further, as a Delaware corporation, we are subject to Section 203 of the Delaware General Corporation Law. This section generally prohibits us from engaging in mergers and other business combinations with stockholders that beneficially own 15% or more of our voting stock, or with their affiliates, unless our directors or stockholders approve the business combination in the prescribed manner.

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

None.

Item 3. Defaults Upon Senior Securities

None.

Item 4. Mine Safety Disclosures

Not applicable.

Item 5. Other Information

On November 1, 2015, the Board of Directors of the Company, upon recommendation of the Corporate Governance and Nominating Committee, accepted the resignation of Mr. Patrick W. Gross from the role of Chairman of the Board and appointed John A. Hass III as the new Chairman of the Board, both effective upon the first day of employment with the Company of the new, to-be-hired Chief Executive Officer. Upon resignation from the role of Chairman of the Board, Mr. Patrick W. Gross will remain on the Board of Directors as an independent director.None.

~~Table of Contents~~

Item 6. Exhibits



Exhibits
3.1(1)		Second Amended and Restated Certificate of Incorporation of the Company.
3.2(1)		Second Amended and Restated Bylaws of the Company.
4.1(1)		Specimen certificate evidencing shares of Common Stock of the Company.
4.2(1)		Registration Rights Agreement dated January 4, 2006 among the Company and the Investor Shareholders and other Shareholders listed on Exhibit A thereto.
10.1*		~~Form of Indemnification~~Fifth Amendment to Loan and Security Agreement ~~to be entered into with each director and executive officer, revised~~dated as of ~~August 2015.~~
10.2*		~~Executive Employment Agreement~~March 14, 2016 between Silicon Valley Bank and Rosetta Stone Ltd. ~~and A. John Hass III effective as of April 1, 2015~~
31.1*		Certification of Principal Executive Officer pursuant to Section 302 of the Sarbanes-Oxley Act of 2002, with respect to the Registrant’s Quarterly Report on Form 10-Q for the quarter ended ~~September 30, 2015.~~March 31, 2016.
31.2*		Certification of Principal Financial Officer pursuant to Section 302 of the Sarbanes-Oxley Act of 2002, with respect to the Registrant’s Quarterly Report on Form 10-Q for the quarter ended ~~September 30, 2015.~~March 31, 2016.
32**		Certification of Principal Executive Officer and Principal Financial Officer pursuant to Section 906 of the Sarbanes-Oxley Act of 2002, with respect to the Registrant’s Quarterly Report on Form 10-Q for the quarter ended ~~September 30, 2015.~~March 31, 2016.
101.INS*		XBRL Instance Document.
101.SCH*		XBRL Taxonomy Extension Schema.
101.CAL*		XBRL Taxonomy Extension Calculation Linkbase.
101.DEF*		XBRL Taxonomy Extension Definition Linkbase.
101.LAB*		XBRL Taxonomy Extension Label Linkbase.
101.PRE*		XBRL Taxonomy Extension Presentation Linkbase.

* Filed herewith

** Furnished herewith

(1) Incorporated by reference to exhibit filed with Registrant’s registration statement on Form S-1 (File No. 333-153632), as amended.

~~Table of Contents~~

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.



	ROSETTA STONE INC.
	/s/ THOMAS M. PIERNO
	Thomas M. Pierno
	Chief Financial Officer

Date: ~~November~~May 4, ~~2015~~2016

6459



Delaware (State of incorporation)		043837082 (I.R.S. Employer Identification No.)
1919 North Lynn St., 7th Fl. Arlington, Virginia (Address of principal executive offices)		22209 (Zip Code)


	September 30, 2015			December 31, 2014			March 31, 2016			December 31, 2015
Assets
Current assets:
Cash and cash equivalents	$	34,367		$	64,657		$	42,995		$	47,782
Restricted cash	121			123			39			80
Accounts receivable (net of allowance for doubtful accounts of $1,899 and $1,434, at September 30, 2015 and December 31, 2014, respectively)	47,541			76,757
Accounts receivable (net of allowance for doubtful accounts of $1,241 and $1,196, at March 31, 2016 and December 31, 2015, respectively)							29,803			47,327
Inventory, net	7,720			6,500			7,229			7,333
Deferred sales commissions	13,275			10,740			12,368			13,526
Prepaid expenses and other current assets	4,945			5,038			5,004			3,612
Income tax receivable	1,391			464
Land and building improvements held for sale	1,570			—
Total current assets	110,930			164,279			97,438			119,660
Deferred sales commissions	6,063			4,362			5,023			5,614
Property and equipment, net	22,915			25,277			23,269			22,532
Goodwill	56,397			58,584			50,843			50,280
Intangible assets, net	29,693			34,377			27,168			28,244
Other assets	1,845			1,525			2,130			2,213
Total assets	$	227,843		$	288,404		$	205,871		$	228,543
Liabilities and stockholders' equity
Current liabilities:
Accounts payable	$	10,512		$	19,548		$	11,364		$	10,778
Accrued compensation	8,752			14,470			10,575			8,201
Income tax payable							464			121
Obligations under capital lease	378			594			546			521
Other current liabilities	30,874			56,157			27,400			35,318
Deferred revenue	102,711			95,240			99,279			106,868
Total current liabilities	153,227			186,009			149,628			161,807
Deferred revenue	36,671			32,929			32,978			35,880
Deferred income taxes	2,062			1,554			5,178			4,998
Obligations under capital lease	2,628			3,154			2,483			2,622
Other long-term liabilities	895			1,313			728			826
Total liabilities	195,483			224,959			190,995			206,133
Commitments and contingencies (Note 16)
Commitments and contingencies (Note 15)
Stockholders' equity:
Preferred stock, $0.001 par value; 10,000 and 10,000 shares authorized, zero and zero shares issued and outstanding at September 30, 2015 and December 31, 2014, respectively	—			—
Non-designated common stock, $0.00005 par value, 190,000 and 190,000 shares authorized, 23,135 and 22,936 shares issued and 22,135 and 21,936 shares outstanding at September 30, 2015 and December 31, 2014, respectively	2			2
Preferred stock, $0.001 par value; 10,000 and 10,000 shares authorized, zero and zero shares issued and outstanding at March 31, 2016 and December 31, 2015, respectively							—			—
Non-designated common stock, $0.00005 par value, 190,000 and 190,000 shares authorized, 23,309 and 23,150 shares issued and 22,309 and 22,150 shares outstanding at March 31, 2016 and December 31, 2015, respectively							2			2
Additional paid-in capital	184,036			178,554			186,313			185,863
Accumulated loss	(138,358		)	(102,998		)	(157,301		)	(149,794		)
Accumulated other comprehensive loss	(1,885		)	(678		)	(2,703		)	(2,226		)
Treasury stock, at cost, 1,000 and 1,000 shares at September 30, 2015 and December 31, 2014, respectively	(11,435		)	(11,435		)
Treasury stock, at cost, 1,000 and 1,000 shares at March 31, 2016 and December 31, 2015, respectively							(11,435		)	(11,435		)
Total stockholders' equity	32,360			63,445			14,876			22,410
Total liabilities and stockholders' equity	$	227,843		$	288,404		$	205,871		$	228,543


	Nine Months Ended September 30,						Three Months Ended March 31,
	2015			2014			2016			2015
CASH FLOWS FROM OPERATING ACTIVITIES:
Net loss	$	(35,360	)	$	(52,170	)	$	(7,507	)	$	(19,884	)
Adjustments to reconcile net loss to cash used in operating activities:
Stock-based compensation expense	5,369			5,468			421			1,287
Loss on foreign currency transactions	1,345			756
(Gain) loss on foreign currency transactions							(1,525		)	1,372
Bad debt expense	1,603			2,023			191			410
Depreciation and amortization	10,175			10,229			3,408			3,350
Deferred income tax expense (benefit)	572			(1,116		)
Loss on disposal of equipment	56			181
Amortization of debt issuance costs	104			—
Deferred income tax expense							172			295
Gain on disposal of equipment							—			(1		)
Amortization of deferred financing fees							62			32
Loss on impairment	809			2,199			—			291
(Income) from equity method investments	(9		)	—
Gain on divestiture of subsidiary	(660		)	—
Loss from equity method investments							27			—
Net change in:
Restricted cash	3			(21		)	41			17
Accounts receivable	26,340			93			17,555			24,546
Inventory	(1,631		)	648			116			(1,957		)
Deferred sales commissions	(4,301		)	(5,989		)	1,783			59
Prepaid expenses and other current assets	(60		)	240			(1,331		)	(1,322		)
Income tax receivable	(937		)	(431		)	337			(444		)
Other assets	(205		)	973			88			(314		)
Accounts payable	(8,930		)	885			569			(4,401		)
Accrued compensation	(4,974		)	(776		)	2,310			(1,146		)
Other current liabilities	(21,381		)	(6,302		)	(8,189		)	(9,041		)
Other long-term liabilities	(418		)	537			(99		)	(225		)
Deferred revenue	13,117			30,517			(10,975		)	(6,231		)
Net cash used in operating activities	(19,373		)	(12,056		)	(2,546		)	(13,307		)
CASH FLOWS FROM INVESTING ACTIVITIES:
Purchases of property and equipment	(7,205		)	(7,227		)	(2,586		)	(2,382		)
Decrease in restricted cash for Vivity acquisition	—			12,314
Acquisitions, net of cash acquired	(1,688		)	(41,687		)	—			(1,688		)
Net cash outflow from divestiture of subsidiary	(186		)	—
Other investing activities	(286		)	—
Net cash used in investing activities	(9,365		)	(36,600		)	(2,586		)	(4,070		)
CASH FLOWS FROM FINANCING ACTIVITIES:
Proceeds from the exercise of stock options	114			646			29			37
Payment of financing fees	(125		)	—			(100		)	(27		)
Payments under capital lease obligations	(468		)	(480		)	(244		)	(282		)
Net cash (used in) provided by financing activities	(479		)	166
Net cash used in financing activities							(315		)	(272		)
Decrease in cash and cash equivalents	(29,217		)	(48,490		)	(5,447		)	(17,649		)
Effect of exchange rate changes in cash and cash equivalents	(1,073		)	(974		)	660			(1,084		)
Net decrease in cash and cash equivalents	(30,290		)	(49,464		)	(4,787		)	(18,733		)
Cash and cash equivalents—beginning of period	64,657			98,825			47,782			64,657
Cash and cash equivalents—end of period	$	34,367		$	49,361		$	42,995		$	45,924
SUPPLEMENTAL CASH FLOW DISCLOSURE:
Cash paid during the periods for:
Cash paid (received) during the periods for:
Interest	$	167		$	153		$	50		$	57
Income taxes	$	1,222		$	1,276
Income taxes, net of refunds							$	(61	)	$	463
Noncash financing and investing activities:
Accrued liability for purchase of property and equipment	$	99		$	378		$	357		$	732
Equipment acquired under capital lease							$	27		$	—


	Three Months Ended September 30,		Nine Months Ended September 30,		Three Months Ended March 31,
	2015	2014	2015	2014	2016	2015
Stock options	31,000	44,000	38,000	71,000	25	58
Restricted stock units	182,000	110,000	96,000	98,000	162	119
Restricted stocks	27,000	30,000	78,000	81,000	63	69
Total common stock equivalent shares	240,000	184,000	212,000	250,000	250	246



		Page
PART I. FINANCIAL INFORMATION
Item 1	Financial Statements (unaudited)	3
Item 2	Management's Discussion and Analysis of Financial Condition and Results of Operations	3128
Item 3	Quantitative and Qualitative Disclosures About Market Risk	4841
Item 4	Controls and Procedures	4841
PART II. OTHER INFORMATION
Item 1	Legal Proceedings	4943
Item 1A	Risk Factors	4943
Item 2	Unregistered Sales of Equity Securities and Use of Proceeds	6257
Item 3	Defaults Upon Senior Securities	6257
Item 4	Mine Safety Disclosures	6257
Item 5	Other Information	6257
Item 6	Exhibits	6358
Signatures		6459



	Foreign Currency			Total
Balance at the beginning of the period on January 1, 2015	$	(678	)	$	(678	)
Other comprehensive loss before reclassifications	(1,662		)	(1,662		)
Amounts reclassified from accumulated other comprehensive loss related to divestiture of foreign subsidiary	455			455
Net current period other comprehensive loss	(1,207		)	(1,207		)
Accumulated other comprehensive loss at September 30, 2015	(1,885		)	(1,885		)



Cash	$	14
Accounts receivable	452
Other current assets	(3		)
Accounts payable and accrued expenses	(307		)
Net deferred tax liability	(919		)
Net tangible assets acquired	(763		)
Goodwill	9,336
Amortizable intangible assets	3,577
Purchase price	$	12,150



	Estimated Useful Lives	Estimated Value January 2, 2014
Tradename	3 years	$	188
Technology platform	5 years	2,448
Customer relationships	3 years	941
Total assets		$	3,577



Cash	$	2,323
Accounts receivable	2,979
Inventory	246
Prepaid expenses	243
Fixed assets	5,595
Other non-current assets	330
Accounts payable	(732		)
Accrued compensation	(2,855		)
Deferred revenue	(2,190		)
Other current liabilities	(1,211		)
Obligation under capital lease	(3,958		)
Net deferred tax liability	(1,392		)
Net tangible assets acquired	(622		)
Goodwill	21,703
Amortizable intangible assets	9,105
Purchase price	$	30,186



	Estimated Useful Lives	Estimated Value January 9, 2014
Customer relationships	5 years	$	4,348
Technology platform	5 years	4,144
Tradename	1 year	613
Total assets		$	9,105



	September 30, 2015		December 31, 2014
Raw materials	$	3,778	$	3,163
Finished goods	3,942		3,337
Total inventory	$	7,720	$	6,500



	Consumer			Enterprise & Education			Total
Balance as of December 31, 2014	$	8,538		$	50,046		$	58,584
Effect of change in foreign currency rate	(1,137		)	(1,050		)	(2,187		)
Balance as of September 30, 2015	$	7,401		$	48,996		$	56,397



	Enterprise & Education Language		Literacy		Consumer		Total
Balance as of December 31, 2015	$	38,700	$	9,962	$	1,618	$	50,280
Effect of change in foreign currency rate	456		—		107		563
Balance as of March 31, 2016	$	39,156	$	9,962	$	1,725	$	50,843


	September 30, 2015							December 31, 2014							March 31, 2016							December 31, 2015
	Gross Carrying Amount		Accumulated Amortization			Net Carrying Amount		Gross Carrying Amount		Accumulated Amortization			Net Carrying Amount		Gross Carrying Amount		Accumulated Amortization			Net Carrying Amount		Gross Carrying Amount		Accumulated Amortization			Net Carrying Amount
Tradename/trademark *	$	12,461	$	(1,225	)	$	11,236	$	12,526	$	(1,062	)	$	11,464	$	12,471	$	(1,358	)	$	11,113	$	12,442	$	(1,271	)	$	11,171
Core technology	15,306		(7,295		)	8,011		15,890		(5,661		)	10,229		15,397		(8,505		)	6,892		15,149		(7,817		)	7,332
Customer relationships	26,365		(16,028		)	10,337		26,889		(14,344		)	12,545		26,422		(17,348		)	9,074		26,245		(16,603		)	9,642
Website	12		(12		)	—		12		(12		)	—		12		(12		)	—		12		(12		)	—
Patents	300		(191		)	109		300		(161		)	139		300		(211		)	89		300		(201		)	99
Total	$	54,444	$	(24,751	)	$	29,693	$	55,617	$	(21,240	)	$	34,377	$	54,602	$	(27,434	)	$	27,168	$	54,148	$	(25,904	)	$	28,244


	As of September 30, 2015		As of March 31, 2016
2015 - remaining	$	1,287
2016	4,690
2016 - remaining			$	3,423
2017	4,240		4,245
2018	3,626		3,651
2019	1,532		1,532
2020	1,282		1,282
Thereafter	2,429		2,428
Total	$	19,086	$	16,561



	Options Outstanding		Weighted Average Exercise Price		Weighted Average Contractual Life (years)	Aggregate Intrinsic Value
Options Outstanding, January 1, 2015	2,017,642		$	13.24	7.32	$	760,925
Options granted	1,184,071		8.94
Options exercised	(25,009	)	4.55
Options canceled	(1,290,386	)	13.12
Options Outstanding, September 30, 2015	1,886,318		10.74		7.82	130,898
Vested and expected to vest September 30, 2015	1,765,676		10.77		7.73	130,898
Exercisable at September 30, 2015	906,386		$	11.47	6.63	$	130,898



	Options Outstanding		Weighted Average Exercise Price		Weighted Average Contractual Life (years)	Aggregate Intrinsic Value
Options Outstanding, January 1, 2016	1,837,165		$	10.58	7.70	$	130,262
Options granted	391,939		7.46
Options exercised	(7,117	)	4.09
Options canceled	(67,749	)	11.59
Options Outstanding, March 31, 2016	2,154,238		10.01		7.91	112,622
Vested and expected to vest March 31, 2016	1,966,909		10.16		7.74	112,622
Exercisable at March 31, 2016	1,269,498		$	10.49	7.12	$	112,622


	Nonvested Outstanding		Weighted Average Grant Date Fair Value		Aggregate Intrinsic Value		Nonvested Outstanding		Weighted Average Grant Date Fair Value		Aggregate Intrinsic Value
Nonvested Awards, January 1, 2015	482,645		$	12.59	$	6,074,136
Nonvested Awards, January 1, 2016							341,579		$	10.61	$	3,624,153
Awards granted	412,913		9.38				143,655		7.46
Awards vested	(428,313	)	10.64				(75,511	)	10.62
Awards canceled	(157,868	)	11.97				(11,972	)	11.37
Nonvested Awards, September 30, 2015	309,377		$	11.30	$	3,494,939
Nonvested Awards, March 31, 2016							397,751		$	9.45	$	3,757,554


	As of September 30, 2015		As of March 31, 2016
2015-remaining	$	128
2016	509
2016-remaining			$	391
2017	509		670
2018	503		518
2019	503		515
2020	502		510
Thereafter	878		887
Total minimum lease payments	$	3,532	$	3,491
Less amount representing interest	526		462
Present value of net minimum lease payments	$	3,006	$	3,029
Less current portion	378		546
Obligations under capital lease, long-term	$	2,628	$	2,483



	Units Outstanding		Weighted Average Grant Date Fair Value		Aggregate Intrinsic Value
Units Outstanding, January 1, 2016	187,942		$	11.16	$	1,257,332
Units granted	—		—		—
Units released	(20,201	)	10.77
Units cancelled	(5,589	)	8.50
Units Outstanding, March 31, 2016	162,152		11.30		1,088,040
Vested and expected to vest at March 31, 2016	123,674		8.50		85,226
Vested and deferred at March 31, 2016	110,973		$	12.60	$	744,629



	Balance at January 1, 2016		Cost Incurred		Cash Payments			Other Adjustments (1)		Balance at March 31, 2016
Severance costs	$	—	$	2,149	$	(369	)	$	—	$	1,780
Other costs	—		256		—			—		256
Total	$	—	$	2,405	$	(369	)	$	—	$	2,036


	Balance at January 1, 2015		Cost Incurred		Cash Payments			Other Adjustments (1)			Balance at September 30, 2015		Balance at January 1, 2016		Cost Incurred		Cash Payments			Other Adjustments (1)		Balance at March 31, 2016
Severance costs	$	—	$	7,257	$	(5,678	)	$	(1,048	)	$	531	$	252	$	104	$	(238	)	$	—	$	118
Contract termination costs	—		1,135		(567		)	—			568		—		—		—			—		—
Other costs	—		417		(417		)	—			—		—		—		—			—		—
Total	$	—	$	8,809	$	(6,662	)	$	(1,048	)	$	1,099	$	252	$	104	$	(238	)	$	—	$	118


	Three Months Ended September 30,				Nine Months Ended September 30,				Incurred through		Three Months Ended March 31,				Incurred through
	2015		2014		2015		2014		September 30, 2015		2016		2015		March 31, 2016
Severance costs	$	98	$	—	$	7,257	$	—	$	7,257	$	2,253	$	6,013	$	9,493
Contract termination costs	—		—		1,135		—		1,135		—		—		1,134
Other costs	7		—		417		—		417		256		246		673
Total	$	105	$	—	$	8,809	$	—	$	8,809	$	2,509	$	6,259	$	11,300



	As of September 30,
	2015			2014
Accrued lease abandonment costs, beginning of period	$	1,679		$	413
Costs incurred and charged to expense	—			3,635
Principal reductions	(358		)	(2,344		)
Accrued lease abandonment costs, end of period	$	1,321		$	1,704
Accrued lease abandonment costs liability:
Short-term	$	426		$	434
Long-term	895			1,270
Total	$	1,321		$	1,704



	As of March 31,
	2016			2015
Accrued lease abandonment costs, beginning of period	$	1,281		$	1,679
Costs incurred and charged to expense	—			—
Principal reductions	(110		)	(129		)
Accrued lease abandonment costs, end of period	$	1,171		$	1,550
Accrued lease abandonment costs liability:
Short-term	$	443		$	462
Long-term	728			1,088
Total	$	1,171		$	1,550


	As of September 30, 2015		As of March 31, 2016
Periods Ending December 31,
2015-remaining	$	1,454
2016	5,553
2016-remaining			$	4,007
2017	4,223		4,366
2018	3,672		3,829
2019	1,090		1,253
2020	918		962
Thereafter	589		589
Total	$	17,499	$	15,006


1.	~~Reorganize~~Grow literacy sales by providing fully aligned digital instruction and assessment tools for K-12, building a direct distribution sales force to replace our ~~business around~~historical reseller model, and continuing to develop our ~~Enterprise & Education segment and accelerate the growth and penetration in language and literacy markets;~~implementation services business;


2.	~~Focus~~Position our Enterprise & Education Language segment for profitable growth by focusing on our best geographies and customer segments and successfully delivering a new language-learning suite for Corporate customers that offers a


3.4.	Right-size the entire cost base of the Company, ~~with the first steps to~~including


▪◦	~~optimize~~right-sizing our ~~media spend~~Enterprise & Education Language segment to target those geographies and ~~other marketing costs in Consumer sales and marketing;~~


▪	~~rationalize our Consumer investment;~~customer segments where we have the greatest opportunity; and


4.	~~Cut back on the number of new business initiatives we take on - particularly in Consumer - to improve focus and enhance efficacy.~~


	Three Months Ended September 30,						2015 Versus 2014					Three Months Ended March 31,						2016 Versus 2015
	2015			2014			Change			% Change		2016			2015			Change			% Change
Revenue:
Product	$	13,905		$	32,392		$	(18,487	)	(57.1	)%	$	10,031		$	19,974		$	(9,943	)	(49.8	)%
Subscription and service	35,897			32,123			3,774			11.7	%	37,971			38,468			(497		)	(1.3	)%
Total revenue	49,802			64,515			(14,713		)	(22.8	)%	48,002			58,442			(10,440		)	(17.9	)%
Cost of revenue:
Cost of product revenue	3,372			7,916			(4,544		)	(57.4	)%	2,645			5,637			(2,992		)	(53.1	)%
Cost of subscription and service revenue	5,294			5,071			223			4.4	%	5,403			5,665			(262		)	(4.6	)%
Total cost of revenue	8,666			12,987			(4,321		)	(33.3	)%	8,048			11,302			(3,254		)	(28.8	)%
Gross profit	41,136			51,528			(10,392		)	(20.2	)%	39,954			47,140			(7,186		)	(15.2	)%
Operating expenses:
Sales and marketing	30,234			43,771			(13,537		)	(30.9	)%	30,793			40,150			(9,357		)	(23.3	)%
Research and development	7,056			8,689			(1,633		)	(18.8	)%	6,571			8,972			(2,401		)	(26.8	)%
General and administrative	12,053			14,748			(2,695		)	(18.3	)%	10,777			15,754			(4,977		)	(31.6	)%
Impairment	358			—			358			100.0	%	—			291			(291		)	(100.0	)%
Lease abandonment and termination	—			(53		)	53			(100.0	)%
Total operating expenses	49,701			67,155			(17,454		)	(26.0	)%	48,141			65,167			(17,026		)	(26.1	)%
Loss from operations	(8,565		)	(15,627		)	7,062			(45.2	)%	(8,187		)	(18,027		)	9,840			(54.6	)%
Other income and (expense):
Interest income	1			3			(2		)	(66.7	)%	13			4			9			225.0	%
Interest expense	(90		)	(46		)	(44		)	95.7	%	(112		)	(88		)	(24		)	27.3	%
Other income and (expense)	819			(752		)	1,571			(208.9	)%	1,228			(1,581		)	2,809			(177.7	)%
Total other income and (expense)	730			(795		)	1,525			(191.8	)%	1,129			(1,665		)	2,794			(167.8	)%
Loss before income taxes	(7,835		)	(16,422		)	8,587			(52.3	)%	(7,058		)	(19,692		)	12,634			(64.2	)%
Income tax benefit	(534		)	(244		)	(290		)	118.9	%	449			192			257			133.9	%
Net loss	$	(7,301	)	$	(16,178	)	$	8,877		(54.9	)%	$	(7,507	)	$	(19,884	)	$	12,377		(62.2	)%



	Nine Months Ended September 30,						2015 Versus 2014
	2015			2014			Change			% Change
Revenue:
Product	$	48,088		$	92,888		$	(44,800	)	(48.2	)%
Subscription and service	111,567			89,707			21,860			24.4	%
Total revenue	159,655			182,595			(22,940		)	(12.6	)%
Cost of revenue:
Cost of product revenue	12,728			23,010			(10,282		)	(44.7	)%
Cost of subscription and service revenue	16,260			14,109			2,151			15.2	%
Total cost of revenue	28,988			37,119			(8,131		)	(21.9	)%
Gross profit	130,667			145,476			(14,809		)	(10.2	)%
Operating expenses:
Sales and marketing	100,939			120,700			(19,761		)	(16.4	)%
Research and development	22,981			25,830			(2,849		)	(11.0	)%
General and administrative	39,727			44,805			(5,078		)	(11.3	)%
Impairment	809			2,199			(1,390		)	(63.2	)%
Lease abandonment and termination	—			3,635			(3,635		)	(100.0	)%
Total operating expenses	164,456			197,169			(32,713		)	(16.6	)%
Loss from operations	(33,789		)	(51,693		)	17,904			(34.6	)%
Other income and (expense):
Interest income	12			13			(1		)	(7.7	)%
Interest expense	(271		)	(153		)	(118		)	77.1	%
Other expense	(1,265		)	(772		)	(493		)	63.9	%
Total other income and (expense)	(1,524		)	(912		)	(612		)	67.1	%
Loss before income taxes	(35,313		)	(52,605		)	17,292			(32.9	)%
Income tax expense (benefit)	47			(435		)	482			(110.8	)%
Net loss	$	(35,360	)	$	(52,170	)	$	16,810		(32.2	)%

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