Exhibit 99.3
Rosetta Stone Inc.
Business Metrics
(in thousands)
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| Quarter-Ended |
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| Quarter-Ended |
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| Quarter-Ended |
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| 3/31/09 |
| 6/30/09 |
| 09/30/09 |
| 12/31/09 |
| 2009 |
| 3/31/10 |
| 6/30/10 |
| 9/30/10 |
| 12/31/10 |
| 2010 |
| 3/31/11 |
| 6/30/11 |
| 9/30/11 |
| 12/31/11 |
| 2011 |
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Net Bookings by Market |
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US Consumer |
| 39,364 |
| 42,592 |
| 50,685 |
| 58,900 |
| 191,541 |
| 41,631 |
| 38,746 |
| 41,138 |
| 52,243 |
| 173,758 |
| 29,814 |
| 36,828 |
| 35,562 |
| 54,786 |
| 156,990 |
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International Consumer |
| 2,482 |
| 3,054 |
| 4,188 |
| 7,861 |
| 17,585 |
| 10,029 |
| 8,177 |
| 9,860 |
| 15,176 |
| 43,242 |
| 14,996 |
| 12,910 |
| 11,945 |
| 14,589 |
| 54,440 |
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Worldwide Consumer |
| 41,846 |
| 45,646 |
| 54,873 |
| 66,761 |
| 209,126 |
| 51,660 |
| 46,923 |
| 50,998 |
| 67,419 |
| 217,000 |
| 44,810 |
| 49,738 |
| 47,507 |
| 69,375 |
| 211,430 |
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Worldwide Institutional |
| 8,397 |
| 13,331 |
| 21,285 |
| 10,495 |
| 53,508 |
| 9,108 |
| 17,110 |
| 22,307 |
| 14,395 |
| 62,920 |
| 10,770 |
| 16,973 |
| 18,555 |
| 15,459 |
| 61,757 |
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Total |
| 50,243 |
| 58,977 |
| 76,158 |
| 77,256 |
| 262,634 |
| 60,768 |
| 64,033 |
| 73,305 |
| 81,814 |
| 279,920 |
| 55,580 |
| 66,711 |
| 66,062 |
| 84,834 |
| 273,187 |
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YoY Growth (%) |
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US Consumer |
| 39 | % | 13 | % | 4 | % | 8 | % | 13 | % | 6 | % | -9 | % | -19 | % | -11 | % | -9 | % | -28 | % | -5 | % | -14 | % | 5 | % | -10 | % |
International Consumer |
| 15 | % | 65 | % | 90 | % | 178 | % | 94 | % | 304 | % | 168 | % | 135 | % | 93 | % | 146 | % | 50 | % | 58 | % | 21 | % | -4 | % | 26 | % |
Worldwide Consumer |
| 37 | % | 15 | % | 8 | % | 17 | % | 17 | % | 23 | % | 3 | % | -7 | % | 1 | % | 4 | % | -13 | % | 6 | % | -7 | % | 3 | % | -3 | % |
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Worldwide Institutional |
| 70 | % | 51 | % | 75 | % | 27 | % | 56 | % | 8 | % | 28 | % | 5 | % | 37 | % | 18 | % | 18 | % | -1 | % | -17 | % | 7 | % | -2 | % |
Total |
| 42 | % | 22 | % | 21 | % | 18 | % | 24 | % | 21 | % | 9 | % | -4 | % | 6 | % | 7 | % | -9 | % | 4 | % | -10 | % | 4 | % | -2 | % |
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% of Total Net Bookings |
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US Consumer |
| 78 | % | 72 | % | 67 | % | 76 | % | 73 | % | 69 | % | 60 | % | 56 | % | 64 | % | 62 | % | 54 | % | 55 | % | 54 | % | 65 | % | 57 | % |
International Consumer |
| 5 | % | 5 | % | 5 | % | 10 | % | 7 | % | 16 | % | 13 | % | 14 | % | 18 | % | 15 | % | 27 | % | 20 | % | 18 | % | 17 | % | 20 | % |
Worldwide Consumer |
| 83 | % | 77 | % | 72 | % | 86 | % | 80 | % | 85 | % | 73 | % | 70 | % | 82 | % | 78 | % | 81 | % | 75 | % | 72 | % | 82 | % | 77 | % |
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Worldwide Institutional |
| 17 | % | 23 | % | 28 | % | 14 | % | 20 | % | 15 | % | 27 | % | 30 | % | 18 | % | 23 | % | 19 | % | 25 | % | 28 | % | 18 | % | 23 | % |
Total |
| 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % |
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Revenue by Market |
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US Consumer |
| 39,348 |
| 41,899 |
| 51,254 |
| 59,255 |
| 191,756 |
| 41,407 |
| 38,748 |
| 36,902 |
| 44,516 |
| 161,573 |
| 28,061 |
| 38,606 |
| 37,710 |
| 52,794 |
| 157,171 |
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International Consumer |
| 2,475 |
| 3,013 |
| 4,093 |
| 7,728 |
| 17,309 |
| 9,815 |
| 7,651 |
| 9,708 |
| 15,516 |
| 42,690 |
| 14,601 |
| 12,014 |
| 11,002 |
| 13,238 |
| 50,855 |
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Worldwide Consumer |
| 41,823 |
| 44,912 |
| 55,347 |
| 66,983 |
| 209,065 |
| 51,222 |
| 46,399 |
| 46,610 |
| 60,032 |
| 204,263 |
| 42,662 |
| 50,620 |
| 48,712 |
| 66,032 |
| 208,026 |
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Worldwide Institutional |
| 8,461 |
| 11,548 |
| 11,869 |
| 11,328 |
| 43,206 |
| 11,792 |
| 14,249 |
| 14,316 |
| 14,248 |
| 54,605 |
| 14,316 |
| 16,123 |
| 15,490 |
| 14,494 |
| 60,423 |
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Total |
| 50,284 |
| 56,460 |
| 67,216 |
| 78,311 |
| 252,271 |
| 63,014 |
| 60,648 |
| 60,926 |
| 74,280 |
| 258,868 |
| 56,978 |
| 66,743 |
| 64,202 |
| 80,526 |
| 268,449 |
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YoY Growth (%) |
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US Consumer |
| 44 | % | 13 | % | 5 | % | 8 | % | 14 | % | 5 | % | -8 | % | -28 | % | -25 | % | -16 | % | -32 | % | 0 | % | 2 | % | 19 | % | -3 | % |
International Consumer |
| 21 | % | 65 | % | 89 | % | 168 | % | 94 | % | 297 | % | 154 | % | 137 | % | 101 | % | 147 | % | 49 | % | 57 | % | 13 | % | -15 | % | 19 | % |
Worldwide Consumer |
| 42 | % | 16 | % | 9 | % | 16 | % | 18 | % | 22 | % | 3 | % | -16 | % | -10 | % | -2 | % | -17 | % | 9 | % | 5 | % | 10 | % | 2 | % |
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Worldwide Institutional |
| 36 | % | 30 | % | 32 | % | 35 | % | 33 | % | 39 | % | 23 | % | 21 | % | 26 | % | 26 | % | 21 | % | 13 | % | 8 | % | 2 | % | 11 | % |
Total |
| 41 | % | 18 | % | 12 | % | 18 | % | 20 | % | 25 | % | 7 | % | -9 | % | -5 | % | 3 | % | -10 | % | 10 | % | 5 | % | 8 | % | 4 | % |
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% of Total Revenue |
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US Consumer |
| 78 | % | 74 | % | 76 | % | 76 | % | 76 | % | 66 | % | 64 | % | 61 | % | 60 | % | 62 | % | 49 | % | 58 | % | 59 | % | 66 | % | 58 | % |
International Consumer |
| 5 | % | 6 | % | 6 | % | 10 | % | 7 | % | 15 | % | 13 | % | 16 | % | 21 | % | 17 | % | 26 | % | 18 | % | 17 | % | 16 | % | 19 | % |
Worldwide Consumer |
| 83 | % | 80 | % | 82 | % | 86 | % | 83 | % | 81 | % | 77 | % | 77 | % | 81 | % | 79 | % | 75 | % | 76 | % | 76 | % | 82 | % | 77 | % |
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Worldwide Institutional |
| 17 | % | 20 | % | 18 | % | 14 | % | 17 | % | 19 | % | 23 | % | 23 | % | 19 | % | 21 | % | 25 | % | 24 | % | 24 | % | 18 | % | 23 | % |
Total |
| 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % |
Rosetta Stone Inc.
Business Metrics
(in thousands)
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| Quarter-Ended |
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| Quarter-Ended |
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| Quarter-Ended |
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| 3/31/09 |
| 6/30/09 |
| 09/30/09 |
| 12/31/09 |
| 2009 |
| 3/31/10 |
| 6/30/10 |
| 9/30/10 |
| 12/31/10 |
| 2010 |
| 3/31/11 |
| 6/30/11 |
| 9/30/11 |
| 12/31/11 |
| 2011 |
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Consumer Revenue by Channel |
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DTC |
| 24,946 |
| 26,356 |
| 29,408 |
| 35,080 |
| 115,790 |
| 31,026 |
| 25,142 |
| 27,500 |
| 34,496 |
| 118,164 |
| 31,856 |
| 30,984 |
| 31,177 |
| 42,368 |
| 136,385 |
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Kiosk |
| 8,221 |
| 9,316 |
| 9,832 |
| 13,195 |
| 40,564 |
| 9,391 |
| 8,683 |
| 7,392 |
| 9,533 |
| 34,999 |
| 7,312 |
| 7,368 |
| 6,987 |
| 8,504 |
| 30,171 |
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Global Retail |
| 7,183 |
| 7,681 |
| 13,500 |
| 17,530 |
| 45,894 |
| 9,608 |
| 11,200 |
| 9,832 |
| 15,413 |
| 46,053 |
| 2,585 |
| 10,752 |
| 9,015 |
| 14,265 |
| 36,616 |
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Home School |
| 1,473 |
| 1,559 |
| 2,607 |
| 1,178 |
| 6,817 |
| 1,197 |
| 1,374 |
| 1,886 |
| 590 |
| 5,047 |
| 909 |
| 1,516 |
| 1,533 |
| 895 |
| 4,854 |
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Total |
| 41,823 |
| 44,912 |
| 55,347 |
| 66,983 |
| 209,065 |
| 51,222 |
| 46,399 |
| 46,610 |
| 60,032 |
| 204,263 |
| 42,662 |
| 50,620 |
| 48,712 |
| 66,032 |
| 208,026 |
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YoY Growth (%) |
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DTC |
| 32 | % | 27 | % | 10 | % | 15 | % | 20 | % | 24 | % | -5 | % | -6 | % | -2 | % | 2 | % | 3 | % | 23 | % | 13 | % | 23 | % | 15 | % | |||||||||||||||
Kiosk |
| 34 | % | 16 | % | -2 | % | 9 | % | 12 | % | 14 | % | -7 | % | -25 | % | -28 | % | -14 | % | -22 | % | -15 | % | -5 | % | -11 | % | -14 | % | |||||||||||||||
Global Retail |
| 101 | % | -12 | % | 52 | % | 31 | % | 32 | % | 34 | % | 46 | % | -27 | % | -12 | % | 0 | % | -73 | % | -4 | % | -8 | % | -7 | % | -20 | % | |||||||||||||||
Home School |
| 106 | % | 12 | % | -50 | % | -37 | % | -26 | % | -19 | % | -12 | % | -28 | % | -50 | % | -26 | % | -24 | % | 10 | % | -19 | % | 52 | % | -4 | % | |||||||||||||||
Total |
| 42 | % | 16 | % | 9 | % | 16 | % | 18 | % | 22 | % | 3 | % | -16 | % | -10 | % | -2 | % | -17 | % | 9 | % | 5 | % | 10 | % | 2 | % | |||||||||||||||
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% of Total Consumer Revenue |
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DTC |
| 60 | % | 59 | % | 53 | % | 52 | % | 55 | % | 61 | % | 54 | % | 59 | % | 57 | % | 58 | % | 75 | % | 61 | % | 64 | % | 64 | % | 66 | % | |||||||||||||||
Kiosk |
| 20 | % | 21 | % | 18 | % | 20 | % | 20 | % | 18 | % | 19 | % | 16 | % | 16 | % | 17 | % | 17 | % | 15 | % | 14 | % | 13 | % | 15 | % | |||||||||||||||
Global Retail |
| 17 | % | 17 | % | 24 | % | 26 | % | 22 | % | 19 | % | 24 | % | 21 | % | 26 | % | 23 | % | 6 | % | 21 | % | 19 | % | 22 | % | 17 | % | |||||||||||||||
Home School |
| 3 | % | 3 | % | 5 | % | 2 | % | 3 | % | 2 | % | 3 | % | 4 | % | 1 | % | 2 | % | 2 | % | 3 | % | 3 | % | 1 | % | 2 | % | |||||||||||||||
Total |
| 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | |||||||||||||||
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Unit Metrics Updated |
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Consumer unit volume (in thousands) |
| 120.3 |
| 124.1 |
| 156.7 |
| 195.6 |
| 596.7 |
| 132.1 |
| 120.0 |
| 128.3 |
| 173.4 |
| 553.8 |
| 114.2 |
| 139.9 |
| 145.7 |
| 221.7 |
| 621.5 |
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Average Net Revenue per Unit (on a bookings basis) |
| $ | 348 |
| $ | 368 |
| $ | 350 |
| $ | 341 |
| $ | 350 |
| $ | 391 |
| $ | 391 |
| $ | 397 |
| $ | 389 |
| $ | 392 |
| $ | 392 |
| $ | 355 |
| $ | 326 |
| $ | 313 |
| $ | 340 |
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YoY Unit Metrics Growth (%) |
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Consumer unit volume |
| 9 | % | -9 | % | -2 | % | 12 | % | 3 | % | 10 | % | -3 | % | -18 | % | -11 | % | -7 | % | -14 | % | 17 | % | 14 | % | 28 | % | 12 | % | |||||||||||||||
Average Net Revenue per Unit (on a bookings basis) |
| 26 | % | 27 | % | 10 | % | 4 | % | 14 | % | 12 | % | 6 | % | 14 | % | 14 | % | 12 | % | 0 | % | -9 | % | -18 | % | -20 | % | -13 | % | |||||||||||||||
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# of Kiosks (end of period) |
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| |||||||||||||||
US |
| 154 |
| 172 |
| 207 |
| 201 |
| 201 |
| 190 |
| 186 |
| 180 |
| 173 |
| 173 |
| 144 |
| 117 |
| 114 |
| 103 |
| 103 |
| |||||||||||||||
Europe |
| 3 |
| 6 |
| 10 |
| 9 |
| 9 |
| 9 |
| 10 |
| 13 |
| 15 |
| 15 |
| 15 |
| 16 |
| 14 |
| 13 |
| 13 |
| |||||||||||||||
Asia Pacific |
| 4 |
| 5 |
| 7 |
| 32 |
| 32 |
| 41 |
| 50 |
| 64 |
| 71 |
| 71 |
| 78 |
| 76 |
| 69 |
| 58 |
| 58 |
| |||||||||||||||
Total # of Kiosks (end of period) |
| 161 |
| 183 |
| 224 |
| 242 |
| 242 |
| 240 |
| 246 |
| 257 |
| 259 |
| 259 |
| 237 |
| 209 |
| 197 |
| 174 |
| 174 |
| |||||||||||||||
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| |||||||||||||||
Revenues by Geography |
|
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|
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|
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|
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| |||||||||||||||
United States |
| 47,477 |
| 53,128 |
| 62,379 |
| 69,820 |
| 232,804 |
| 52,476 |
| 52,139 |
| 50,390 |
| 57,624 |
| 212,629 |
| 41,271 |
| 53,418 |
| 51,708 |
| 65,725 |
| 212,122 |
| |||||||||||||||
International |
| 2,807 |
| 3,332 |
| 4,837 |
| 8,491 |
| 19,467 |
| 10,538 |
| 8,509 |
| 10,536 |
| 16,656 |
| 46,239 |
| 15,707 |
| 13,325 |
| 12,494 |
| 14,801 |
| 56,327 |
| |||||||||||||||
Total |
| 50,284 |
| 56,460 |
| 67,216 |
| 78,311 |
| 252,271 |
| 63,014 |
| 60,648 |
| 60,926 |
| 74,280 |
| 258,868 |
| 56,978 |
| 66,743 |
| 64,202 |
| 80,526 |
| 268,449 |
| |||||||||||||||
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Revenues by Geography (as a %) |
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| |||||||||||||||
United States |
| 94 | % | 94 | % | 93 | % | 89 | % | 92 | % | 83 | % | 86 | % | 83 | % | 78 | % | 82 | % | 72 | % | 80 | % | 81 | % | 82 | % | 79 | % | |||||||||||||||
International |
| 6 | % | 6 | % | 7 | % | 11 | % | 8 | % | 17 | % | 14 | % | 17 | % | 22 | % | 18 | % | 28 | % | 20 | % | 19 | % | 18 | % | 21 | % | |||||||||||||||
Total |
| 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % | 100 | % |