5-25-2007 company confidential pg 1 weekly business update may 25, 2007
TRANSCRIPT
5-25-2007 Company Confidential Pg 1
Weekly Business Update May 25, 2007Weekly Business Update May 25, 2007
5-25-2007 Company Confidential Pg 2
May MTD Flash Report (thru 5-24-07)
Individual Revenue Annualized - New: 63,569$ Individual Revenue - Renewal: 105,556 Individual Revenue Accelerated Revenue 46,738 Institutional Sales - New: 39,966 Institutional Sales - Upsell: - Institutional Sales - Renewal: 43,630 Global Vantage 82,295 Executive Briefings - Onetime New: 8,000 Public Policy Revenue - New: 45,000 Public Policy Revenue - Renewal: 171,125 International Revenue - New: 50,000 International Revenue - Renew: - Protective Intelligence Revenue - New: 7,250 Protective Intelligence Revenue - Renewal: 12,000 Refunds/Adjustments: (20,017)
Total MTD 655,112$ Subtotal for New and Upsell Only 296,080
iPAY Cash Deposits 362,403 Daily Average 20,134
5-25-2007 Company Confidential Pg 3
Summary Sales Trend - $KSALES CATEGORY Feb 06 Mar 06 Apr 06 May 06 Jun 06 Jul 06 Aug 06 Sep 06 Oct 06 Nov 06 Dec 06 Jan 07 Feb 07 Mar 07 Apr 07 May 07 2006 YTD 07
Indiv Sales Annualized - New: 92 120 104 132 122 404 325 167 126 92 97 140 212 116 77 64 1905 609
Indiv Sales - Renewal: 103 108 77 88 113 94 92 124 185 148 125 141 132 139 129 106 1378 647
Indiv Sales - Accel Revenue 0 0 0 0 0 0 0 0 0 334 0 0 0 0 54 47 334 100
Inst Sales - New: 20 12 6 10 6 10 761 3 19 4 5 13 4 5 20 40 861 82
Inst Sales - Upsell: 0 0 2 1 0 2 2 7 0 0 0 0 2 0 0 - 25 2
Inst Sales - Renewal: 6 68 35 16 61 30 141 7 45 43 49 61 71 116 57 44 556 349
Global Vantage 33 52 24 19 10 60 6 20 0 20 57 0 0 40 20 82 301 142
Exec Brief - Onetime New: 20 8 5 13 25 6 0 28 0 0 0 32 101 33 20 8 114 193
Pub Pol Sales - New: 78 0 119 140 60 8 0 0 0 0 50 30 20 0 2 45 454 97
Pub Pol Sales - Renew: 264 0 250 0 141 0 0 0 0 10 99 21 141 179 25 171 920 537
Intl Sales - New: 5 0 8 5 190 308 0 196 0 0 390 165 60 0 12 50 1127 287
Intl Sales - Renew: 0 0 0 0 24 0 0 0 0 0 0 0 0 0 0 - 24 0
Prot Intel Sales - New: 14 97 8 31 21 15 13 5 19 41 9 100 72 8 36 7 344 222
Prot Intel Sales - Renew: 36 0 0 11 66 0 0 0 72 12 78 132 0 0 74 12 311 218
Refunds/Adj: -11 -12 -10 -10 -20 -14 -10 -10 -13 -36 -19 -16 -19 -18 -20 -20 -183 -92
Total 660 452 626 455 819 923 1,329 546 452 669 940 819 797 616 507 655 8,469 3,395
Subtotal: New and Upsell Only 295 289 274 350 434 812 1106 425 163 157 608 480 472 201 187 296 5130 1636
Pcnt
Groupings Feb 06 Mar 06 Apr 06 May 06 Jun 06 Jul 06 Aug 06 Sep 06 Oct 06 Nov 06 Dec 06 Jan 07 Feb 07 Mar 07 Apr 07 May 07 2006 YTD 07 of Tot
Individual 184 216 171 210 215 485 407 281 298 539 203 265 326 237 240 196 3434 1264 37%
Institutional 26 80 42 28 67 43 904 17 64 47 54 74 78 120 78 84 1443 434 13%
Total Publishing 210 296 212 237 282 527 1311 298 362 586 257 340 404 357 318 279 4876 1698 50%
Global Vantage 33 52 24 19 10 60 6 20 0 20 57 0 0 40 20 82 301 142 4%
Exec Briefs 20 8 5 13 25 6 0 28 0 0 0 32 101 33 20 8 114 193 6%
Public Policy 342 0 369 140 201 8 0 0 0 10 149 51 161 179 27 216 1374 634 19%
International 5 0 8 5 214 308 0 196 0 0 390 165 60 0 12 50 1151 287 8%
Protective Intel 50 97 8 41 87 15 13 5 91 53 87 232 72 8 110 19 654 440 13%Total 660 452 626 455 819 923 1,329 546 452 669 940 819 797 616 507 655 8,469 3,395 100%
5-25-2007 Company Confidential Pg 4
Publishing: RenewalsMTD Month5.31 5.31
Potential Subscr 535 535 RenewalsDollars 103,365$ 103,365$
Actual Subscr 336 Renewal Dollars 105,556$
Renew Subscr 63%Renew Dollars 102%
Expired Subsc % 100%Expired Dollar % 100%
$K
Status Subscr % $ Amt % May Renewal Detail $ Amt Status
Lost 0 0.0 - 0.0 Johns Hopkins Univ. Applied Physics Lab - GrpSub (R) '07 2,995 Closed
Pending 3 23.1 5.3 13.0 Baldwin Wallace College - GrpSub (R) '07 2,095 Closed
Renewed 10 76.9 35.4 87.0 NASA Marshall Space Flight Center - GrpSub (R) '07 1,500 Closed
Total 13 100.0 40.7 100.0 Lockheed Martin - GrpSub (R) '07 8,750 Closed
ICRC - GrpSub (R) '07 2,995 Closed
NGA Library - GrpSub (R) '07 1,200 Closed
OC International - GrpSub (R) '07 2,000
HQ SACT (NATO) - GrpSub (R) '07 2,500 Closed
Gartner Inc- GrpSub (R) '07 2,995 Closed
Halliburton - GrpSub (R) '07 2,400 Closed
Brandywine Global Investment Management - GrpSub (R) '07 1,800
Washington Group International - GrpSub (R) '07 8,000 Closed
CASD - Italy - GrpSub (R) '07 1500
May Total Potential Inst Renewal $ 40730
Publishing: Individual Renewal Monthly Trend
Publishing: Institutional Renewal Update-May
Publishing: Individual Renewal Update
Publishing: Institutional Renewal Update
Renewal Activity May 2007Renewal Rates - %
20%
30%
40%
50%
60%
70%
80%
90%
100%
110%
120%
Renw #
Renw $
Renw # 49% 64% 61% 57% 62% 71% 83% 64% 81% 79% 79% 80% 78% 71% 81% 70% 70% 69%
Renw $ 47% 59% 59% 56% 58% 76% 83% 62% 75% 79% 77% 83% 100% 101% 102% 102% 98% 105%
Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr
5-25-2007 Company Confidential Pg 5
Publishing: Individual Renewals
Cumulative average renewal trend takes monthly data points and accumulates/averages them over time. For example, Aug 05 is a stand-alone data point for that month. Sep 05 takes Aug and Sep potential renewal and actual renewal and re-computes a 2 month average. Oct 05 takes Aug, Sep, and Oct renewal and re-computes a 3 month average. The rest of the trend months are similarly derived where any given month is a re-computed average of the data for that month and all preceding months. The month percentages are not the key in this metric, but rather the slope of the line. A positive slope (seen here) indicates real improvement over time by removing the potentially skewing impact of individual monthly timing differences (decline recoveries).
Cumulative Average Renewal: Aug 05 - Present
50%
55%
60%
65%
70%
75%
Aug Sep OctNov Dec Ja
nFeb M
ar AprM
ay Jun Ju
lAug Sep Oct
Nov Dec Jan
Feb Mar Apr
Subscriptions Dollars
5-25-2007 Company Confidential Pg 6
Publishing Individual: Subscription Trends
1) Source: Subscriber Data Base
Premium Qtr & Direct
0
200
400
600
800
1000
1200
1400
Qtr/Oth 16 212 240 246 324 657 746 756 778 873 868 900 961 1004 1008 1041 1104 1191 1235 1312
5/4 5/31 6/29 7/6 7/27 8/30 9/28 10/5 10/26 11/30 12/7 12/31 2/1 2/8 2/15 2/22 3/1 3/29 4/12 5/24
Premium Annual
2000
3000
4000
5000
6000
7000
8000
9000
10000
Ann 8395 8531 8638 8621 9154 9618 9817 9835 9884 10024 9978 9777 9897 9913 9850 9909 9884 9816 9834 9910
5/4 5/31 6/29 7/6 7/27 8/30 9/28 10/5 10/26 11/30 12/7 12/31 2/1 2/8 2/15 2/22 3/1 3/29 4/12 5/24
Total Premium Subscriptions
0
1000
2000
3000
4000
5000
6000
7000
8000
9000
10000
11000
12000
13000
Tot 9319 9620 9695 9681 10592 11562 11853 11880 11892 12017 11984 11722 11969 12030 11978 12070 12109 12076 12107 12184
5/4 5/31 6/29 7/6 7/27 8/30 9/28 10/5 10/26 11/30 12/7 12/31 2/1 2/8 2/15 2/22 3/1 3/29 4/12 5/24
Premium Monthly
0
200
400
600
800
1000
1200
1400
Mon 908 877 817 814 1114 1287 1290 1289 1230 1120 1138 1045 1111 1113 1120 1120 1121 1069 1038 962
5/4 5/31 6/29 7/6 7/27 8/30 9/28 10/5 10/26 11/30 12/7 12/31 2/1 2/8 2/15 2/22 3/1 3/29 4/12 5/24
5-25-2007 Company Confidential Pg 7
Publishing: Sales Trend 2004-2007
All sales data is YTD.
Institutional Sales are Group Subscriptions only.
Institutional
$0
$500
$1000
$1500
2004 $46 $67 $128 $157 $186 $222 $377 $416 $475 $505 $523 $631
2005 $51 $115 $185 $230 $260 $311 $536 $645 $680 $776 $884 $965
2006 $71 $98 $178 $220 $248 $314 $357 $1261 $1279 $1343 $1392 $1446
2007 $74 $152 $273 $350 $434
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Individual
0
1000
2000
3000
4000
2004
2005 $140 $290 $440 $577 $725 $919 $983 $1061 $1207 $1421 $1633 $1819
2006 $226 $410 $626 $797 $1010 $1229 $1724 $2158 $2464 $2761 $3300 $3503
2007 $265 $591 $828 $1068 $1264
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Combined
$0
$1000
$2000
$3000
$4000
$5000
2004 $46 $67 $128 $157 $186 $222 $377 $416 $475 $505 $523 $631
2005 $191 $405 $625 $807 $985 $1230 $1519 $1706 $1887 $2197 $2517 $2784
2006 $297 $508 $804 $1017 $1258 $1544 $2081 $3419 $3742 $4103 $4692 $4949
2007 $340 $744 $1101 $1419 $1698
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
5-25-2007 Company Confidential Pg 8
Publishing: Sales Trend 2007
Notes/Assumptions: All months are cumulative (YTD) annualized values.
Indiv sales: refunds subtracted from new sales.
Inst sales include all renewals not just May expirations.
Inst sales are group subscriptions only.
Individual
$0
$200
$400
$600
$800
$1000
$1200
$1400
New $125 $319 $421 $478 $521
Renew $141 $273 $407 $591 $743
Total $265 $591 $828 $1068 $1264
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Institutional
$0
$50
$100
$150
$200
$250
$300
$350
$400
$450
$500
New $13 $20 $25 $45 $85
Renew $61 $132 $248 $305 $349
Total $74 $152 $273 $350 $434
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Combined
$0
$200
$400
$600
$800
$1000
$1200
$1400
$1600
$1800
New $138 $339 $445 $523 $606
Renew $202 $405 $655 $896 $1092
Total $340 $744 $1101 $1419 $1698
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
5-25-2007 Company Confidential Pg 9
Publishing: Free List Subscriber Trend
Covers 4/17/06 – 5/24/07
Notes:Subscribers to each of these free reports are not unique, i.e. a subscriberto all three reports is included once in each product category. For this reason, total freelist subscriptions does not equal the sum of the three.
Change Calculation(Beginning and End Point):
GIR PPI TIR17-Apr 76177 18454 20104
24-May 92838 37709 42840.
Delta 16661 19255 22736
Delta % 21.9% 104.3% 113.1%
GIR
720007400076000780008000082000840008600088000900009200094000
4/17
/200
65/
1/20
065/
15/2
006
5/29
/200
66/
12/2
006
6/26
/200
67/
10/2
006
7/24
/200
68/
7/20
068/
21/2
006
9/4/
2006
9/18
/200
610
/2/2
006
10/1
6/20
0610
/30/
2006
11/1
3/20
0611
/27/
2006
12/1
1/20
0612
/25/
2006
1/8/
2007
1/22
/200
72/
5/20
072/
19/2
007
3/5/
2007
3/19
/200
74/
2/20
074/
16/2
007
4/30
/200
75/
14/2
007
TIR
20000220002400026000280003000032000340003600038000400004200044000
4/17
/200
65/
1/20
065/
15/2
006
5/29
/200
66/
12/2
006
6/26
/200
67/
10/2
006
7/24
/200
68/
7/20
068/
21/2
006
9/4/
2006
9/18
/200
610
/2/2
006
10/1
6/20
0610
/30/
2006
11/1
3/20
0611
/27/
2006
12/1
1/20
0612
/25/
2006
1/8/
2007
1/22
/200
72/
5/20
072/
19/2
007
3/5/
2007
3/19
/200
74/
2/20
074/
16/2
007
4/30
/200
75/
14/2
007
PPI
18000
20000
22000
24000
26000
28000
30000
32000
34000
36000
38000
4/17
/200
65/
1/20
065/
15/2
006
5/29
/200
66/
12/2
006
6/26
/200
67/
10/2
006
7/24
/200
68/
7/20
068/
21/2
006
9/4/
2006
9/18
/200
610
/2/2
006
10/1
6/20
0610
/30/
2006
11/1
3/20
0611
/27/
2006
12/1
1/20
0612
/25/
2006
1/8/
2007
1/22
/200
72/
5/20
072/
19/2
007
3/5/
2007
3/19
/200
74/
2/20
074/
16/2
007
4/30
/200
75/
14/2
007
5-25-2007 Company Confidential Pg 10
May Campaign Report – Cash Basis (thru 5-24-07)
Campaign Target Grp Week 1 Week 2 Week 3 22-May 23-May 24-May MTD MayEarly Renew $349 Paid Members Subsc 1 0 0 1
Cash $ 349 $ 0 $ 0 $ 349
Winback Free Listers Subsc 86 0 1 87
Cash $ 12,461 $ 0 $ 99 $ 12,560
3 Yr $598 Paid Members Subsc 87 121 6 214
Cash $ 52,026 $ 72,358 $ 3,588 $ 127,972
Early Renew $199 Paid Members Subsc 19 0 0 19
Cash $ 3,781 $ 0 $ 0 $ 3,781
2 Yr $349 Free Listers Subsc 0 35 2 2 1 40
Cash $ 0 $ 12,215 $ 698 $ 698 $ 349 $ 13,960
Mauldin Alliance Subsc 4 2 0 2 8
Cash $ 917 $ 398 $ 0 $ 548 $ 1,863
O'Reilly Alliance Subsc 9 5 2 16
Cash $ 896 $ 816 $ 219 $ 1,931
Agora Fin Alliance Subsc 7 4 0 1 12
Cash $ 1,214 $ 438 $ 0 $ 199 $ 1,851
Alerts USA Alliance Subsc 0 0 2 2
Cash $ 0 $ 0 $ 398 $ 398
USNI Alliance Subsc 0 11 2 1 14
Cash $ 0 $ 1,903 $ 358 $ 179 $ 2,440
Other Free Listers Subsc 0 1 1 2
Cash $ 0 $ 20 $ 199 $ 219
Total Subsc 213 132 58 4 3 5 415
Cash $ 71,643 $ 74,010 $ 18,442 $ 1,056 $ 897 $ 1,275 $ 167,323
5-25-2007 Company Confidential Pg 11
Institutional Pipeline – May
Opportunity Name Product Close Date Stage Amount Close Month
OC International - GrpSub (R) '07 Grp Subs 5/18/2007 Stage 5 2,000 May-07
Brandywine Global Investment Management - GrpSub (R) '07 Grp Subs 5/30/2007 Stage 5 1,800 May-07
CASD - Italy - GrpSub (R) '07 Grp Subs 5/31/2007 Stage 3 1,500 May-07
Total May (Remaining) 5,300
5-25-2007 Company Confidential Pg 12
Public Policy Pipeline – May
Code nameLast BD Contact
Briefer Contact
Proposal Date
Total Contract
Value BD
Bri
efer
Type/Intel Focus Comments Monthly Revenue
One-Time Revenue
Aim 05/22/07 05/21/07 TBD JV JdFRenewal; intelligence monitoring; weekly memos
Client wants to renew for 1 year; JV meeting 5/29 to discuss client's needs for next year.
Atlantic 05/22/07 05/21/07 04/09/07 $ 150,000 JV JdF
Renewal; monitoring: chemicals activism, regulation, health research
Signed extension, told JV will discuss expanded contract. 12,500$
Beneficial 05/18/07 TBD JV BM Energy and Climate Issues
Client requested renewal of CIS/GV contract through December; BD, finance determining scope of proposal, particularly GV portion.
Nimble 03/27/07 $ 89,100 JV BM Norway/Germany campaign
Renewal; awaiting clarity on activist campaign before drafting new proposal. $89,100
Nimble 2 03/27/07 02/15/07 11/22/06 $ 360,000 JV BM Assessment and monitoringEuropean activist campaign looking unlikely 18,000$ $144,000
Sunset 05/03/07 01/13/07 01/17/07 $ 40,000 JV BM
Threat assessment: chemicals activism in Europe; $20K up front, $20K upon completion
JV emailed to rescind proposal 5/9. BM went over new proposal. $40,000
Total potential revenue: 639,100$ Total Potential Monthly, One-Time Revenue: 30,500$ 273,100$
Public Policy Pipeline
5-25-2007 Company Confidential Pg 13
CIS Sales Activity Trend 2007Practice Type CustCode Jan Feb Mar Apr MayProt Intel New Drag $ 32,400
None $ 3,000 $ 36,000Roadway $ 64,250 $ 7,500 $ 3,250Sacred $ 3,000 $ 4,500 $ 4,500 $ 1,500Neptune $ 25,000Magic $ 54,525Amphibian $ 5,000Jungle $ 2,500
New Total $ 124,650 $ 71,525 $ 7,500 $ 36,000 $ 7,250Renew Bastion $ 96,000
Roadway $ 74,250Sacred $ 36,000Cap $ 12,000
Renew Total $ 132,000 $ 74,250 $ 12,000Prot Intel Total $ 256,650 $ 71,525 $ 7,500 $ 110,250 $ 19,250
Public Pol New Crate $ 15,000
Rails $ 15,000Module $ 19,800Toyota $ 2,000Marsh $ 45,000
New Total $ 30,000 $ 19,800 $ 2,000 $ 45,000Renew Mambo $ 10,000 $ 10,000 $ 90,000
Rails $ 120,000Roadway $ 24,750Swaddle $ 11,000 $ 11,000 $ 11,000 $ 88,000Atlantic $ 78,000Beneficial $ 83,125
Renew Total $ 21,000 $ 141,000 $ 179,000 $ 24,750 $ 171,125Public Pol Total $ 51,000 $ 160,800 $ 179,000 $ 26,750 $ 216,125
Intl New Neptune $ 140,000
Poker $ 60,000Baseball $ 12,000 $ 50,000
New Total $ 140,000 $ 60,000 $ 12,000 $ 50,000Intl Total $ 140,000 $ 60,000 $ 12,000 $ 50,000
Grand Total $ 447,650 $ 292,325 $ 186,500 $ 149,000 $ 285,375
5-25-2007 Company Confidential Pg 14
CIS: Sales Trend 2006-2007
All sales data is YTD.
Public Policy
$0
$200
$400
$600
$800
$1000
$1200
$1400
2006 $156 $498 $498 $866 $1006 $1207 $1215 $1215 $1215 $1215 $1225 $1374
2007 $51 $212 $391 $418 $634
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
International
$0
$200
$400
$600
$800
$1000
$1200
$1400
2006 $25 $30 $30 $38 $43 $257 $565 $565 $761 $761 $761 $1151
2007 $140 $200 $200 $212 $262
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Protective Intelligence
$0
$200
$400
$600
$800
$1000
$1200
$1400
2006 $108 $158 $254 $262 $303 $390 $405 $418 $423 $514 $567 $654
2007 $257 $328 $336 $446 $465
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
5-25-2007 Company Confidential Pg 15
Individual Publishing: Cash Sales Trend
Fig 1: Bar totals represent total net cash generated. Black portion is accel revenue.
Although incomplete (one week to go) , May will be a good cash month.
Fig 2: Bars totals sum to "all other cash" in Fig 1. Note decline in new business in
Apr & May (blue bars). Accelerated Revenue is excluded.
Red bars are annual renewals.
Fig 3: Although we don't talk very much about recharges, Fig. 3 shows cash
importance of these monthly and quarterly renewals (recharges). We have
been running in the $40K per month range. May MTD data thru 5/24/2007.
Total Cash Sales $K
$0
$100
$200
$300
$400
$500
$600
Total Cash 174 141 162 133 198 221 352 289 246 318 547 229 262 301 250 279 308
Accel Rev/Cash 334 65 132
All Other Cash 174 141 162 133 198 221 352 289 246 318 213 229 262 301 250 214 177
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr May
New Sales & Renewals (excl Accel Rev) $K
-$50
$0
$50
$100
$150
$200
$250
$300
New 53 44 53 48 98 109 251 176 98 107 63 88 96 147 97 71 58
Renew 122 103 107 77 88 108 94 92 124 185 148 125 141 132 135 124 104
Refunds -11 -20 -12 -10 -10 -15 -14 -10 -10 -13 -36 -19 -16 -19 -18 -20 -19
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr May
Fig. 2
Recharge $K
$0
$5
$10
$15
$20
$25
$30
$35
$40
$45
$50
Total 10 14 14 19 22 20 21 31 33 40 37 35 41 40 37 39 34
Qtrly 0 0 0 0 0 0 0 2 1 7 8 7 11 13 7 11 14
Mthly 10 14 14 19 22 20 21 30 32 32 30 28 30 27 29 28 20
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr May
Fig. 3
Fig. 1
5-25-2007 Company Confidential Pg 16
Individual Publishing: Free Trial Analysis
This analysis compares the Free Trial conversions from April 19 (inception) to May 21 with walk-up business from other months (28-31 days in duration). Data suggests that the Free Trial signups are materially less (56% of the average) than the other comparative time periods.
0
50
100
150
200
0%
25%
50%
75%
100%
Subscriptions 81 152 139 140 111 156 171 142
% of Other Mos 53% 58% 58% 73% 52% 47% 57%
Free Trial
Feb-06 Mar-06 Apr-06 May-06 Jan-07 Feb-07 Mar-07
Subscr