Q Financial Results. Gary Weis, CEO Ken Minor, CFO February 6, 2014

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1 Q Financial Results Gary Weis, CEO Ken Minor, CFO February 6, 2014

2 Forward Looking Statements This presentation contains forward-looking statements about the products and services of Sonic Foundry within the meaning of Section 27A of the Securities Act of 1933 and Section 21E of the Securities Exchange Act of Forward looking statements include statements about our products and services, our customer base, strategic investments, new partnerships, our future operating results and any statements we make about the company s future. These types of statements address matters that are subject to many risks and uncertainties. Actual results could differ materially from the forward-looking guidance we provide. Any forwardlooking statements should be considered in context of the risk factors disclosed in our periodic forms 10Q, 10K and other filings with the SEC. These filings can be accessed on-line at and other websites or can be obtained from the company s investor relations department. All of the information and disclosures we make in this presentation regarding our business, including any forward looking guidance, are as of the date given and we assume no obligation to update or change this information, regardless of subsequent events.

3 Finance and Trends

4 Quarter Highlights Billings increase of 3%, to $7.1 million Revenue of $7.2 million, increase of 10% from Q Product and other revenue of $2.9 million for both Q and Q $(690) thousand net loss, including $450 thousand of transaction fees vs. $(139) in Q GAAP EPS of $(0.17) compared to $(0.04) in Q Non-GAAP net income of $275 thousand or $0.07 per basic share compared to net income of $685 thousand or $0.18 per basic share in Q Gross margin of $5.4 million or 75% compared to $4.9 million or 74% in Q Unearned revenue balance of $7.0 million, compared to $7.1 million at September 30, 2013 Cash balance of $3.1 million at December 31, 2013

5 Billings Mix Q1-14 vs. Q1-13 Q Q % Change Product and Other $3,009,000 $2,911,000 3% Services (support, hosting, training, events) $4,064,000 $3,964,000 3% Totals $7,073,000 $6,875,000 3%

6 Statement of Operations Quarter Ended December 31, (in thousands) Product $ 2,812 $ 2,841 Services 4,316 3,640 Other Total revenues 7,206 6,552 Cost of revenues 1,810 1,685 Gross margin 5,396 4,867 Selling and marketing 3,376 3,007 General and administrative Product development 1,236 1,176 Acquisition costs Total operating expenses 6,022 4,998 Loss from operations (626) (131) GAAP net loss $ (690) $ (139) GAAP net loss per basic share $ (0.17) $ (0.04) Non-GAAP net income $ 275 $ 685 Non-GAAP net income per basic share $ 0.07 $ 0.18

7 Balance Sheet (in thousands) December 31, 2013 September 30, 2013 Current assets $ 12,949 $ 12,619 Property Plant & Equipment 3,150 3,280 Goodwill and other intangible assets 9,701 8,434 Total Assets $ 25,800 $ 24,333 Current liabilities $ 10,970 1 $ 10,044 Long term liabilities 4, ,585 Stockholders equity 10,677 10,704 Liabilities and stockholders equity $ 25,800 $ 24,333 1 Includes $7.0 Million of Unearned Revenue and $2.3 Million of Deferred Tax Liability

8 Business Trends

9 Top 5 Enterprise Deals (Billings) 1,400,000 1,200,000 1,000, , , ,000 Deal #5 Deal #4 Deal #3 Deal #2 Deal #1 200,000 0 Q Q Q Q Q Q Q Q Q Q Q1 2014

10 Billings and Non-GAAP Income are Seasonal (in thousands) 18,000 2,500 16,000 2,000 14,000 1,500 1, Net Income (Loss) Non-GAAP Net Income (loss) 12,000 10,000 8,000 6,000 4,000 2,000 Revenue Billings -1,000 1Q11-2Q11 3Q11-4Q11 1Q12-2Q12 3Q12-4Q12 1Q13-2Q13 3Q13-4Q13 0 1Q11-2Q11 3Q11-4Q11 1Q12-2Q12 3Q12-4Q12 1Q13-2Q13 3Q13-4Q13 Note: 3Q11-4Q11 net income excludes $528 thousand of severance

11 Customer Billings: New vs. Existing Q1-Q2 pipeline building Q3-Q4 harvest (in thousands) $10,000 $9,000 $8,000 15% 20% $7,000 $6,000 18% 14% %16 22% 19% $5,000 27% 19% New $4,000 $3,000 $2,000 73% 82% 81% 86% 85% 80% 84% 78% 81% Existing $1,000 $- Q112 Q113 Q212 Q213 Q312 Q313 Q412 Q413 Q114

12 100% 90% Customer Billings: Breakdown By Sector 4% 3% 3% 8% 9% 6% 4% 5% 4% 6% 5% 9% 5% 8% 6% 5% 4% 4% 80% 70% 39% 33% 23% 27% 36% 39% 27% 22% 40% 60% Other 50% Government Corporate 40% Education 30% 20% 53% 54% 64% 64% 56% 47% 63% 66% 50% 10% 0% Q112 Q212 Q312 Q412 Q113 Q213 Q313 Q413 Q114

13 100% Customer Billings: Domestic vs. International 90% 80% 29% 34% 24% 21% 30% 33% 27% 26% 28% 70% 60% 50% International 40% 30% 71% 66% 76% 79% 70% 67% 73% 74% 72% Domestic 20% 10% 0% Q112 Q212 Q312 Q412 Q113 Q213 Q313 Q413 Q114

14 Winning Globally U.S. & Europe Headquarters (+ partners worldwide serving customers in 58 countries) Successful acquisitions of MediaMission B.V. and Mediasite K.K.

15 Mediasite Community European Forum >100 customers are meeting in Amsterdam this week Active Mediasite Community with more than 1,550 members Mediasite Communities around the world, include Netherlands, Japan, Australia, New Zealand, UK, Scandinavia, Germany and Czech

16 Major New Win University of Leeds One of the world s top 100 universities according to QS World University Rankings Member of the Russell Group (association of premier British public research universities) Mediasite selected for two separate strategic projects: Lecture capture (winning over Panopto and Echo 360) Enterprise-wide video (winning over Kaltura) Expected to result in $1 million+ billings in Fiscal 2014 with shipments expected to start in Q2

17 Customer Wins and Expansions Higher Education Stanford School of Medicine Complete replacement of capture technology in 20 classrooms Example of continued growth in top ranked (#2) medical schools The Ohio State University Rigorous competitive evaluation for campus wide standard Mediasite volume agreement established for future growth Massey University, New Zealand Mediasite customer since 2006 Expansion to 25 additional classrooms Mediasite is now the campus standard for video

18 Customer Wins and Expansions Corporate Dell Mediasite customer since 2005 Employs more than 100,000 people Mediasite powers DellTV for unified corporate messaging, sales training and flipped meetings Hockey-stick growth in video use with My Mediasite LG Electronics Employs more than 87,000 people Use video to standardize training, elearning and communications Home Depot Mexico Store to store personnel training

19 Mediasite Events Strongest-performing quarter in our history Dreamforce 2013 Largest event to date, captured 80 Rooms & 1,400 sessions in HD Estimated more than 1 terabyte of data edited and pushed to Mediasite Each day s content available via Mediasite in less than 24 hours American Society of Hematology Annual Conference Partnership with LDI The premier hematology event with 20,000+ hematology professionals from every subspecialty 15 rooms, 4 days, and more than 60 hours of online continuing medical education Future events will use Mediasite for capture

20 Enterprise Video Platform Market Leadership Emerging Market Innovation Award for Lecture Capture and Knowledge Management Global Product Leadership Award for Enterprise video Webcasting Solutions Frost & Sullivan 2013 Magic Quadrant for Enterprise Video Content Management Gartner, Inc The Forrester Wave : Video Platforms for the Enterprise Forrester 2013

21 Growth of Online Video Source: Cisco Visual Networking Index (VNI) Forecast ( )

22 Mediasite Usage Growth Higher Education Customer survey conducted in December of 2013 solicited three statistics for 2012 and 2013 from higher education customers: Number of courses captured Student views of courses Hours of content recorded

23 Mediasite Usage Growth Higher Education In 2013, more than 2 million hours of Mediasite video created, up 49% year-over-year (That s the equivalent of 228 years of video) More than 30 million Mediasite student views, up 89% year-overyear All video is created, managed and secured within the Mediasite Enterprise Video Platform

24 Mediasite On-Campus Growth 982% Mediasite use sky rocketed with the introduction of the desktop recorder. 85% During the peak of fall semester 2013, we recorded as many as 32 presentations a day. We have streamed to as many as 1,000 participants, and the UC President's Office now has us streaming all Regent's meetings. 50% We have had a significant increase in the demand for using Mediasite for live streaming of content. That is our largest growth area in how we use Mediasite.

25 Evolution of Mediasite Supports Customer Growth

26 Mediasite 7: Video Showcase

27 Mediasite 7: MultiView Immersive multi-perspective video Multi-source recordings from sophisticated meeting rooms/auditoriums Simulations medical, engineering, tech How-to training, field service, troubleshooting Product demos Collaborative classrooms Video conference recordings Role-playing moot court, practice interviews Multi-camera events

28 Flipped Classroom Research Top factors driving flipped classrooms include the greater availability of technologies that support the model and positive results from initial trials.

29 Flipped Classrooms My Mediasite

30 Fiscal 2014 Guidance Reiterate expectation of 13% growth in consolidated pro forma business, adjusted for currency Adjusted for partial-year impact of acquisitions results in guidance of approximately $39M of billings Upward revision to billings expectations from large international transactions to add between $1.0M to $2.0M in FY 2014 Bottom line results impacted by transaction costs of $450k in Q and non-cash gain of $1.3M in Q Upward revision to pretax earnings guidance to 7-9% of consolidated revenues

31 Q&A