<PAGE> 1
AS FILED WITH THE SECURITIES AND EXCHANGE COMMISSION ON MARCH 3, 1999.
REGISTRATION NO. 333-72353
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SECURITIES AND EXCHANGE COMMISSION
WASHINGTON, D.C. 20549
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AMENDMENT NO. 1
TO
FORM S-1
REGISTRATION STATEMENT
UNDER
THE SECURITIES ACT OF 1933
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MARIMBA, INC.
(EXACT NAME OF REGISTRANT AS SPECIFIED IN ITS CHARTER)
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<S> <C> <C>
DELAWARE 7372 77-0422318
(STATE OR OTHER JURISDICTION OF (PRIMARY STANDARD INDUSTRIAL (I.R.S. EMPLOYER
INCORPORATION OR ORGANIZATION) CLASSIFICATION CODE NUMBER) IDENTIFICATION NUMBER)
</TABLE>
440 CLYDE AVENUE
MOUNTAIN VIEW, CALIFORNIA 94043
(650) 930-5282
(ADDRESS, INCLUDING ZIP CODE, AND TELEPHONE NUMBER, INCLUDING AREA CODE, OF
REGISTRANT'S PRINCIPAL EXECUTIVE OFFICES)
------------------------
KIM K. POLESE
PRESIDENT AND CHIEF EXECUTIVE OFFICER
MARIMBA, INC.
440 CLYDE AVENUE
MOUNTAIN VIEW, CALIFORNIA 94043
(650) 930-5282
(NAME, ADDRESS, INCLUDING ZIP CODE, AND TELEPHONE NUMBER, INCLUDING AREA CODE,
OF AGENT FOR SERVICE)
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COPIES TO:
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<S> <C>
SCOTT C. DETTMER, ESQ. GORDON K. DAVIDSON, ESQ.
BENNETT L. YEE, ESQ. DAVID K. MICHAELS, ESQ.
BRANDI L. GALVIN, ESQ. JEFFERY L. DONOVAN, ESQ.
AMY S. COHEN, ESQ. CYNTHIA E. GARABEDIAN, ESQ.
GUNDERSON DETTMER STOUGH FENWICK & WEST LLP
VILLENEUVE FRANKLIN & HACHIGIAN, LLP TWO PALO ALTO SQUARE
155 CONSTITUTION DRIVE PALO ALTO, CALIFORNIA 94306
MENLO PARK, CALIFORNIA 94025 (650) 494-0600
(650) 321-2400
</TABLE>
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APPROXIMATE DATE OF COMMENCEMENT OF PROPOSED SALE TO THE PUBLIC:
As soon as practicable after the effective date of this Registration Statement.
If any of the securities being registered on this Form are to be offered on
a delayed or continuous basis pursuant to Rule 415 under the Securities Act of
1933, as amended, check the following box. [ ]
If this Form is filed to register additional securities for an offering
pursuant to Rule 462(b) under the Securities Act, please check the following box
and list the Securities Act registration statement number of the earlier
effective registration statement for the same offering. [ ]
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If this Form is a post-effective amendment filed pursuant to Rule 462(c)
under the Securities Act, check the following box and list the Securities Act
registration statement number of the earlier effective registration statement
for the same offering. [ ]
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If this form is a post-effective amendment filed pursuant to Rule 462(d)
under the Securities Act, check the following box and list the Securities Act
registration statement number of the earlier effective registration statement
for the same offering. [ ]
If delivery of the prospectus is expected to be made pursuant to Rule 434,
please check the following box. [ ]
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THE REGISTRANT HEREBY AMENDS THIS REGISTRATION STATEMENT ON SUCH DATE OR
DATES AS MAY BE NECESSARY TO DELAY ITS EFFECTIVE DATE UNTIL THE REGISTRANT SHALL
FILE A FURTHER AMENDMENT THAT SPECIFICALLY STATES THAT THIS REGISTRATION
STATEMENT SHALL THEREAFTER BECOME EFFECTIVE IN ACCORDANCE WITH SECTION 8(A) OF
THE SECURITIES ACT OF 1933, AS AMENDED, OR UNTIL THE REGISTRATION STATEMENT
SHALL BECOME EFFECTIVE ON SUCH DATE AS THE SECURITIES AND EXCHANGE COMMISSION,
ACTING PURSUANT TO SUCH SECTION 8(A), MAY DETERMINE.
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THE INFORMATION IN THIS PROSPECTUS IS NOT COMPLETE AND MAY BE CHANGED. WE MAY
NOT SELL THESE SECURITIES UNTIL THE REGISTRATION STATEMENT FILED WITH THE
SECURITIES AND EXCHANGE COMMISSION IS EFFECTIVE. THIS PROSPECTUS IS NOT AN OFFER
TO SELL THESE SECURITIES AND WE ARE NOT SOLICITING AN OFFER TO BUY THESE
SECURITIES IN ANY STATE WHERE THE OFFER OR SALE IS NOT PERMITTED.
PROSPECTUS (Subject to Completion)
Issued , 1999
Shares
[MARIMBA, INC. LOGO]
COMMON STOCK
MARIMBA, INC. IS OFFERING SHARES OF ITS COMMON STOCK AND THE
SELLING STOCKHOLDERS
ARE OFFERING SHARES. THIS IS OUR INITIAL PUBLIC OFFERING AND NO
PUBLIC
MARKET CURRENTLY EXISTS FOR OUR SHARES.
-------------------------
WE HAVE APPLIED TO LIST OUR COMMON STOCK ON THE NASDAQ
NATIONAL MARKET UNDER THE SYMBOL "MRBA."
-------------------------
INVESTING IN OUR COMMON STOCK INVOLVES RISKS.
SEE "RISK FACTORS" BEGINNING ON PAGE 5.
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PRICE $ A SHARE
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<CAPTION>
UNDERWRITING PROCEEDS
PRICE TO DISCOUNTS AND PROCEEDS TO TO SELLING
PUBLIC COMMISSIONS MARIMBA, INC. STOCKHOLDERS
-------- ------------- ------------- ------------
<S> <C> <C> <C> <C>
Per Share................. $ $ $ $
Total..................... $ $ $ $
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The Securities and Exchange Commission and state securities regulators have
not approved or disapproved these securities or determined if this prospectus is
truthful or complete. Any representation to the contrary is a criminal offense.
Marimba and certain selling stockholders have granted the underwriters the
right to purchase up to an additional shares of common stock to
cover over-allotments. Morgan Stanley & Co. Incorporated expects to deliver the
shares of common stock to purchasers on , 1999.
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MORGAN STANLEY DEAN WITTER
CREDIT SUISSE FIRST BOSTON
BT ALEX. BROWN
HAMBRECHT & QUIST
, 1999
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[ARTWORK TO COME]
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TABLE OF CONTENTS
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PAGE
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Prospectus Summary.................. 3
Risk Factors........................ 4
Special Note Regarding
Forward-Looking Statements........ 17
Use of Proceeds..................... 18
Dividend Policy..................... 18
Capitalization...................... 19
Dilution............................ 20
Selected Consolidated Financial
Data.............................. 21
Management's Discussion And Analysis
of Financial Condition and Results
of Operations..................... 22
Business............................ 33
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PAGE
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Management.......................... 50
Certain Transactions................ 60
Principal And Selling
Stockholders...................... 62
Description Of Capital Stock........ 64
Shares Eligible For Future Sale..... 67
Underwriters........................ 69
Legal Matters....................... 71
Experts............................. 71
Additional Information.............. 71
Index To Consolidated Financial
Statements........................ F-1
</TABLE>
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We were incorporated in Delaware in February 1996. Our principal executive
offices are located at 440 Clyde Avenue, Mountain View, California 94043, and
our telephone number is (650) 930-5282.
You should rely only on the information contained in this prospectus. We
have not authorized anyone to provide you with information different from that
contained in this prospectus. We are offering to sell, and seeking offers to
buy, shares of common stock only in jurisdictions where offers and sales are
permitted. The information contained in this prospectus is accurate only as of
the date of this prospectus, regardless of the time of delivery of the
prospectus or of any sale of the common stock. In this prospectus, unless the
context indicates otherwise, the "Company," "Marimba," "we," "us" and "our"
refer to Marimba, Inc., a Delaware corporation.
Unless otherwise indicated, all information in this prospectus (1) gives
effect to the conversion of all outstanding shares of preferred stock into
shares of common stock effective upon the closing of the offering, (2) assumes
no exercise of the underwriters' over-allotment option and (3) assumes no
exercise of an outstanding warrant to purchase 16,865 shares of our common
stock.
Until , 1999, all dealers that buy, sell or trade our
common stock, whether or not participating in this offering, may be required to
deliver a prospectus. This is in addition to the dealers' obligation to deliver
a prospectus when acting as underwriters and with respect to their unsold
allotments or subscriptions.
For investors outside the United States: Neither we nor any of the
underwriters have done anything that would permit this offering or possession or
distribution of this prospectus in any jurisdiction where action for that
purpose is required, other than in the United States. You are required to inform
yourselves about and to observe any restrictions relating to this offering and
the distribution of this prospectus.
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Marimba(R) and Castanet(TM) are our trademarks. This prospectus also
contains trademarks of other companies.
2
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PROSPECTUS SUMMARY
You should read the following summary together with the more detailed
information regarding our Company and the common stock being sold in this
offering and our financial statements and notes thereto appearing elsewhere in
this prospectus.
MARIMBA, INC.
Marimba is a leading provider of Internet-based software management
solutions that enable companies to expand their market reach, streamline
business processes and strengthen relationships with customers, business
partners and employees. Our Castanet product family provides an efficient and
reliable way for enterprises to distribute, update and manage applications and
related data over corporate intranets, extranets and the Internet.
Companies are increasingly relying on the Internet to deliver business
critical applications and services to users inside and outside the enterprise.
As the Internet has evolved as a business tool, demands on its infrastructure
have grown and the enterprise computing environment is becoming more complex.
Furthermore, as business applications are increasingly being advertised and
delivered as services, companies and their customers are demanding the same high
levels of availability, ease of use and quality of service that they expect from
common utilities, such as electricity and telephone systems. This has created
significant software management challenges. As a result, a need has arisen for a
new management solution designed specifically for the Internet.
Marimba develops Internet services management solutions that enable
companies to deploy and manage e-business applications and services across the
extended enterprise. Castanet centralizes and automates the ongoing distribution
management of applications and services. Our strategy is to extend the Castanet
foundation to manage the array of infrastructure, systems and components upon
which business applications and services depend. We believe that by using
Castanet, organizations can leverage the Internet more efficiently by reducing
software management costs, delivering greater functionality and improving
customer loyalty.
Our global customer base spans multiple industry segments including
financial services, insurance, retail, manufacturing and telecommunications.
Castanet customers include such industry leaders as Bear Stearns, Charles
Schwab, EarthLink, Home Depot, Intuit, Ingram Micro, Seagate Technology and Sun
Microsystems. We market our Castanet product worldwide through a combination of
a direct sales force, resellers and distributors.
THE OFFERING
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Common stock offered by us.................................. shares
Common stock offered by the selling stockholders............ shares
Common stock to be outstanding after the offering........... shares(1)
Over-allotment option....................................... shares
Use of proceeds............................................. Working capital and general corporate purposes. See "Use of
Proceeds."
Dividend policy............................................. We do not anticipate paying cash dividends in the
foreseeable future.
Proposed Nasdaq National Market symbol...................... MRBA
</TABLE>
SUMMARY CONSOLIDATED FINANCIAL DATA
(IN THOUSANDS, EXCEPT PER SHARE DATA)
<TABLE>
<CAPTION>
PERIOD FROM YEAR ENDED
FEBRUARY 21, 1996 DECEMBER 31,
(INCEPTION) TO -----------------
DECEMBER 31, 1996 1997 1998
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<S> <C> <C> <C>
CONSOLIDATED STATEMENT OF OPERATIONS DATA:
Revenues.................................................... $ -- $ 5,563 $17,085
Loss from operations........................................ (1,310) (7,902) (6,128)
Net loss.................................................... (1,245) (7,718) (5,681)
Basic and diluted net loss per share........................ $ (.81) $ (1.57) $ (.59)
Weighted-average shares of common stock outstanding used in
computing basic and diluted net loss per share(2)......... 1,528 4,912 9,606
Pro forma basic and diluted net loss per share
(unaudited)............................................... $ (.37)
Shares used in computing pro forma basic and diluted net
loss per common share (unaudited)(2)...................... 15,359
</TABLE>
<TABLE>
<CAPTION>
DECEMBER 31, 1998
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ACTUAL AS ADJUSTED(3)
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(UNAUDITED)
<S> <C> <C>
CONSOLIDATED BALANCE SHEET DATA:
Cash, cash equivalents and short-term investments........... $ 7,825 $
Working capital............................................. 2,912
Total assets................................................ 14,862
Long-term portion of capital lease obligations and equipment
advances, and other long-term liabilities................. 747
Redeemable convertible preferred stock...................... 18,953
Stockholders' equity (net capital deficiency)............... (13,743)
</TABLE>
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(1) Based on the number of shares outstanding as of December 31, 1998. Excludes
2,192,568 shares of common stock issuable upon exercise of outstanding
options as of December 31, 1998 at a weighted average exercise price of
$3.16. Also excludes 16,865 shares of common stock issuable upon the
exercise of a warrant outstanding as of December 31, 1998 at an exercise
price of $1.48 per share. See "Management -- Employee Benefit Plans" and
Note 6 of Notes to Consolidated Financial Statements.
(2) See Note 1 of Notes to Consolidated Financial Statements for an explanation
of the number of shares used in per share computations.
(3) Adjusted to reflect our sale of shares of common stock offered
hereby (at an assumed initial public offering price of $ per share and
after deducting estimated underwriting discounts and commissions and
offering expenses payable by us and the application of our net proceeds from
this offering. See "Capitalization."
3
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RISK FACTORS
This offering and an investment in our common stock involve a high degree
of risk. You should carefully consider the following risk factors and the other
information in this prospectus before investing in our common stock. Our
business and results of operations could be seriously harmed by any of the
following risks. The trading price of our common stock could decline due to any
of these risks, and you may lose all or part of your investment.
RISKS RELATED TO OUR BUSINESS
WE HAVE A LIMITED OPERATING HISTORY
We were founded in February 1996 and have a limited operating history. We
began offering our Castanet product in February 1997 and released Castanet 3.0
in June 1998. The revenues and income potential of our business and market are
unproven. Our limited operating history makes an evaluation of our prospects
difficult. An investor in our common stock must consider the challenges,
expenses and difficulties we face as an early stage company in a new and rapidly
evolving market. These challenges include our:
- Dependence on our Castanet product family;
- Dependence on the growth of our new and evolving markets;
- Need to expand our customer base;
- Need to develop new products;
- Need to compete effectively;
- Need to manage expanding operations;
- Need to expand our sales and professional services organizations;
- Need to establish and maintain reseller, systems integrator and original
equipment manufacturer relationships; and
- Dependence on key personnel.
We may not be successful in meeting any of these challenges, and the
failure to do so would seriously harm our business and results of operations. In
addition, because of our limited operating history we have limited insight into
trends that may emerge and affect our business.
WE HAVE INCURRED LOSSES AND WE EXPECT FUTURE LOSSES
We have experienced operating losses in each quarterly and annual period
since inception. We incurred net losses of $1.2 million for the period ended
December 31, 1996, $7.7 million for the year ended December 31, 1997 and $5.7
million for the year ended December 31, 1998. As of December 31, 1998, we had an
accumulated deficit of $14.6 million, and we expect to incur significant losses
in the future. We expect to continue to incur significant research and
development, sales and marketing and general and administrative expenses and we
expect these expenses to increase in dollar amount in 1999. As a result, we will
need to generate significant increases in our quarterly revenues to achieve and
maintain profitability. Although our revenues have grown in recent quarters, we
may not be able to sustain these growth rates or achieve or sustain
profitability. Our failure to achieve and sustain profitability would seriously
harm our business and results of operations. See "-- We Expect Significant
Increases in Our Operating Expenses," "Selected Consolidated Financial Data" and
"Management's Discussion and Analysis of Financial Condition and Results of
Operations."
4
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OUR QUARTERLY OPERATING RESULTS ARE VOLATILE AND FUTURE OPERATING RESULTS
REMAIN UNCERTAIN
Our quarterly operating results have varied significantly in the past and
will likely vary significantly in the future. Operating results vary depending
on a number of factors, many of which are outside of our control, including:
- The size, timing and contractual terms of orders for our products;
- The number of large orders, a small number of which can significantly
affect our revenues;
- Our limited order backlog, which makes license revenues in any quarter
substantially dependent on orders booked and delivered in that quarter;
- Our revenue recognition policy for sales to resellers and distributors,
under which we do not recognize revenues until the products are sold
through to end-users;
- The markets in which we operate, which may not develop as rapidly as we
anticipate;
- Our lengthy sales cycle, which varies substantially from customer to
customer;
- Our ability to develop, market and sell new products and enhancements on
a timely basis;
- The level of market acceptance for our products, and for new products or
product enhancements introduced by us or by our competitors, including
demand for Castanet 4.0;
- The effectiveness of our reseller, systems integrator and original
equipment manufacturing partners, particularly Tivoli Systems, Inc., in
selling our Castanet products;
- Changes in pricing by us or our competitors;
- Changes in information systems resource allocation by our customers due
to their operating budget cycles, which may also include their Year 2000
preparedness programs and expenditures;
- Our uncertain ability to manage costs given the variability in our
quarterly revenues;
- Potential seasonality in our sales;
- Technological changes in our markets;
- Deferrals of customer orders in anticipation of new products, services or
product enhancements introduced by us or by our competitors;
- The cost of ongoing or future intellectual property litigation;
- Personnel changes; and
- General economic factors.
As a result of the foregoing factors, our future operating results are
difficult to predict. In addition, we anticipate that the size of customer
orders may increase as we focus on larger business accounts. As a result, a
delay in the recognition of revenue, even from just one account, could have a
significant negative impact on our results of operations for a given period. In
the past, a significant portion of our sales have been realized near the end of
a quarter. Accordingly, a delay in an anticipated sale past the end of a
particular quarter could negatively impact our results of operations for that
quarter. In addition, in certain instances, we have entered into contracts with
our customers which include extended payment terms. In these instances, we
recognize revenue when payment is due, rather than when product is delivered.
We expect that revenues in the first quarter of each year will be lower
than revenues in the fourth quarter of the preceding year. We believe this trend
will be primarily due to the annual nature of budgetary, purchasing and sales
cycles. For example, we expect our license revenues to decrease for the quarter
ending March 31, 1999 and our net loss for that quarter to increase, compared to
our license revenues and net loss for the quarter ended December 31, 1998. See
"-- We Have Incurred Losses and We Expect Future Losses." In addition, our
expense levels are relatively fixed and are based, in part, on expectations as
to future revenues. Consequently, if revenue levels fall below our expectations,
our net income (loss) will decrease (increase) because only a small portion of
our expenses vary with our
5
<PAGE> 8
revenues. See "Management's Discussion and Analysis of Financial Condition and
Results of Operations."
We believe that period-to-period comparisons of our results of operations
are not meaningful and should not be relied upon as indicators of future
performance. Our operating results will likely be below the expectations of
securities analysts and investors in some future quarter or quarters. Our
failure to meet such expectations would likely seriously harm the market price
of our common stock.
WE EXPECT SIGNIFICANT INCREASES IN OUR OPERATING EXPENSES
We intend to substantially increase our operating expenses in the future as
we:
- Increase our sales and marketing activities, including expanding our
direct sales force;
- Increase our research and development activities;
- Increase our general and administrative expenses;
- Expand our customer support and professional services organizations; and
- Expand our distribution channels.
With these additional expenses, we must significantly increase our revenues
in order to become profitable. We anticipate that these expenses could
significantly precede any revenues generated by such increased spending. If we
do not significantly increase revenues from these efforts, our business and
results of operations would be seriously harmed. Although our revenues have
grown from 1997 to 1998, we may not maintain this rate of revenue growth. In
fact, we may not experience any revenue growth in the future, and our revenues
could decline. Our efforts to enhance our products and expand our sales and
marketing activities, direct and indirect distribution channels and professional
services may not succeed or may prove more expensive than we currently
anticipate. See "Management's Discussion and Analysis of Financial Condition and
Results of Operations."
OUR SUCCESS DEPENDS ON OUR CASTANET PRODUCT FAMILY AND NEW PRODUCT
DEVELOPMENT
We currently derive, and expect to continue to derive, substantially all of
our revenues from our Castanet software product family and related services. Our
strategy requires Castanet to be highly scalable and for our customers to be
able to use our products to deploy applications to large numbers of end users.
If we are unable to achieve this level of scalability, the attractiveness of our
products and services would be diminished. A decline in the price of, or demand
for, Castanet, or our failure to achieve broad market acceptance of Castanet,
would seriously harm our business and operating results. We cannot predict
Castanet's life cycle for several reasons, including:
- The recent emergence of the market for Internet services management
solutions;
- The level of acceptance of our new products and product enhancements;
- The risk of technological changes; and
- Future competition.
We are currently developing new product features and in the future we may
expand our operations by promoting new or complementary products and services.
In addition, our objective of providing a comprehensive Internet management
services solution will require us to develop and introduce new technologies and
product suites and to offer functionality that we do not currently provide. Any
development of these new technologies and product suites will require
significant research and development resources and will involve many challenges.
We may not be able to expand our product offerings or develop a comprehensive
Internet services management solution in a cost-effective or timely manner or at
all. In the past, we have experienced delays in new product releases, and we may
experience similar delays in the future. For example, we may experience
difficulties that could delay or prevent the successful development,
introduction and rollout of Castanet 4.0. In addition, Castanet 4.0 may not
provide the benefits we expect, and Castanet 4.0 could fail to meet customers
requirements or achieve
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widespread market acceptance. If we fail to deploy new product releases on a
timely basis, our business and results of operations could be seriously harmed.
Furthermore, if we are unable to expand our product offerings to provide a
comprehensive Internet services management solution, our business and future
operations could be harmed significantly. In addition, such efforts may fail to
increase our overall market acceptance, and the Internet services management
market may not ultimately prove to be viable. If we were to incur delays in the
introduction of new product features, or if these features do not provide the
benefits expected or do not achieve widespread market acceptance, our business
and results of operations would be seriously harmed. See "Business -- Research
and Development."
WE DEPEND ON THE GROWTH OF OUR CUSTOMER BASE
Our success is substantially dependent on the continued growth of our
customer base and the retention of our current customers. Our ability to attract
new customers will depend on a variety of factors, including the reliability,
security, scalability and cost-effectiveness of our products and services as
well as our ability to effectively market such products and services. In the
past, we have lost potential customers to competitors for various reasons,
including lower prices. If we fail to increase our customer base, our business
and results of operations would be seriously harmed.
WE DEPEND ON INCREASED BUSINESS FROM OUR CURRENT CUSTOMERS
Our ability to generate repeat business from current customers depends on
many factors. Most of our current customers initially purchase a license for a
small portion of our products and services for pilot programs. Even if these
pilot programs are successful, customers may not purchase additional licenses to
expand their use of Castanet. Purchases of expanded licenses by these customers
will depend on their success in deploying Castanet, their satisfaction with the
product and our support services and their perception of competitive
alternatives. A customer's decision whether to more widely deploy Castanet and
purchase additional licenses may also be affected by factors that are outside of
our control or which are not related to our products or services. In addition,
as we deploy new versions of Castanet or introduce new product suites, our
current customers may not require the functionality of our new products and may
not ultimately license such products. If we fail to generate repeat and expanded
business from our customers, our business and results of operations would be
seriously harmed. The terms of our standard license arrangements provide for a
one-time license fee and a prepayment of one year of software maintenance and
support fees. The maintenance agreement is renewable at the option of the
customer. Since the total amount of our maintenance and support fees we receive
in any period depends in large part on the size and number of licenses that we
have previously sold, any downturn in our software license revenues would
negatively impact our future service revenues. In addition, if customers elect
not to renew their maintenance agreement, our service revenues would be
adversely affected. Our business and operating results could be significantly
harmed if our customers choose not to renew their maintenance agreements.
WE HAVE A LONG SALES CYCLE THAT DEPENDS UPON FACTORS OUTSIDE OUR CONTROL
A customer's decision to purchase Castanet is discretionary, involves a
significant commitment of resources and is influenced by the customer's budget
cycles. In addition, selling Castanet requires us to educate potential customers
on its use and benefits. The sale of our products is subject to delays from the
lengthy budgeting, approval and competitive evaluation processes that typically
accompany significant capital expenditures. For example, customers frequently
begin by evaluating our product on a limited basis and devote time and resources
to testing our product before they decide whether or not to purchase a license
for deployment. Customers may also defer orders as a result of anticipated
releases of new products or enhancements by us or our competitors. As a result,
our products have a long sales cycle, and we face difficulty predicting the
quarter in which sales to expected customers may occur.
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WE DEPEND ON OUR RELATIONSHIP WITH TIVOLI
Tivoli, a subsidiary of International Business Machines Corporation, has
been a reseller of our products since 1997. Tivoli accounted for $3.1 million,
or approximately 18% of our revenues in 1998. This includes $1.9 million, or
approximately 40% of our revenues in the third quarter of 1998 and $1.1 million,
or approximately 19% of our revenues in the fourth quarter of 1998. Our reseller
agreement with Tivoli provides for the resale of our products at substantial
discounts from list price. Consequently, the gross margin on such sales is
generally lower than the gross margin on our direct sales. Establishing market
acceptance for our products requires significant sales and marketing efforts by
Tivoli. In addition, the success of our reseller relationship with Tivoli
frequently requires that our technical and sales staff assist Tivoli with its
sales of Castanet products, which reduces the resources available for direct
sales efforts.
In March 1998, we entered into an original equipment manufacturer agreement
with Tivoli pursuant to which Tivoli is building upon the Castanet
infrastructure to develop a product called Cross-Site. Any revenues from Tivoli
under this original equipment manufacturer agreement will be from per seat
royalty payments on sales of Cross-Site that contain the Castanet
infrastructure. The per seat payments under the original equipment manufacturer
agreement will be less than the per seat payments we currently have under our
reseller agreement with Tivoli. Tivoli has announced that it expects to release
Cross-Site in the first quarter of 1999. Consequently, we expect to generate
revenues from royalties on sales of Cross-Site beginning in 1999 and expect that
revenues from the resale of Castanet pursuant to the Tivoli reseller agreement
will rapidly decrease and become immaterial as Tivoli transitions its efforts to
the release and sale of Cross-Site. However, Tivoli might be unable to introduce
Cross-Site by its expected release date. Furthermore, because Cross-Site is a
new product, Tivoli might not be able to successfully market and sell
Cross-Site, and the level of demand for Cross-Site is uncertain. Any failure of
Cross-Site to achieve widespread market acceptance could significantly harm our
business and results of operations. Because a significant amount of our revenues
have been, and are expected to continue to be, derived from Tivoli, we are
dependent on our relationship with Tivoli. Any disruption of our relationship
with Tivoli would seriously harm our business and results of operations. Our
reseller agreement with Tivoli expires upon the earlier of May 1, 1999 or
written notice provided to us by Tivoli. If the release of Cross-Site is delayed
beyond May 1, 1999, Tivoli would no longer resell our Castanet product unless we
and Tivoli extended the term of the reseller agreement. Furthermore, it is
possible for Tivoli to terminate the reseller agreement prior to the release of
Cross-Site. Because Cross-Site is built upon the Castanet infrastructure, we
expect Cross-Site to compete with our Castanet products. See "-- Our Market Is
Highly Competitive."
NOVADIGM HAS CLAIMED THAT WE INFRINGE ITS INTELLECTUAL PROPERTY
On March 3, 1997, Novadigm filed a complaint against us in the United
States District Court for the Northern District of California, alleging
infringement by us of a patent held by Novadigm (U.S. Patent No. 5,581,764, the
"Novadigm Patent"). Novadigm alleges that our infringement relates to certain
methods for updating data and software over a computer network that we use in
our Castanet products. Novadigm later identified claims 1, 4, 5, 23, 24, 25, 31,
33 and 34 of the Novadigm Patent as being infringed. In its complaint, Novadigm
requests preliminary and permanent injunctions prohibiting us and other
specified persons from making, using or selling any infringing products, and
claims damages, costs and attorneys' fees. The complaint also alleges that we
have willfully infringed the Novadigm Patent and seeks up to triple damages
pursuant to the United States Patent Act.
On May 2, 1997, we filed our answer to Novadigm's complaint and filed a
counterclaim against Novadigm. Our answer denies Novadigm's allegations and
asserts defenses to Novadigm's claim. Our counterclaim seeks a declaratory
judgment that we do not infringe the Novadigm Patent and that the Novadigm
Patent is invalid and unenforceable. On October 3, 1997, we received an opinion
from outside patent counsel that Castanet did not infringe the Novadigm Patent.
Since then, we have released two
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new major versions of Castanet. However, we do not believe that any changes to
Castanet made in the newer versions cause Castanet to infringe any claim of the
Novadigm Patent.
On August 25, 1997 and January 26, 1998, we filed motions for summary
adjudication asking the court to rule that one of the relevant claims of the
Novadigm Patent is invalid because it was anticipated by two prior art
references. In response to each motion, Novadigm argued that the motion was
premature because it pre-dated certain claim construction proceedings, because
only limited discovery had been taken, and because our motion failed to
demonstrate that we were entitled to summary adjudication. The court denied our
motions in part because (1) discovery was ongoing, (2) the court had not had an
opportunity to construe the relevant language in the Novadigm Patent and (3) the
court found there were triable issues of fact as to the disclosures in those
references. The court stated that we could re-file our motions once discovery
has been substantially completed and after it had held a claims construction
hearing.
On December 17, 1998, the court held a claims construction hearing on the
appropriate interpretation of certain terms in the Novadigm Patent, and on
December 28, 1998 the court issued an order setting forth its ruling on the
interpretation of those terms.
On January 19, 1999, Novadigm detailed its position as to why Castanet
Version 1.1 infringes the asserted claims of the Novadigm Patent and contended
that the alleged comparison of file level and channel level checksums in
non-optimized updating and the comparison of channel level checksums and their
associated update commands in optimized updating infringes the claims of the
Novadigm Patent. Novadigm's claim is not limited to Version 1.1, and Novadigm
has also stated that it believes that all or some code from subsequent versions
of Castanet work substantially the same way. We do not believe that Novadigm
accurately states the functionality of Castanet Version 1.1 or establishes that
Castanet Version 1.1 infringes the Novadigm Patent. We also do not believe that
the relevant portions of other versions of Castanet work in substantially the
same way or infringe on any claim of the Novadigm Patent. However, it is
possible that Novadigm may allege additional ways in which Castanet infringes
claims of the Novadigm Patent in the future.
To date, both parties have conducted substantial discovery. We expect that
in the first half of 1999, the parties will complete discovery, including the
exchange of expert reports. If the court does not enter judgment based on any
dispositive motions, a jury trial of this action is currently scheduled to begin
in September 1999.
We believe, and have been advised by our outside patent counsel, that we
have strong defenses against Novadigm's lawsuit. Accordingly, we intend to
defend this suit vigorously. However, we may not prevail in this litigation.
Litigation is subject to inherent uncertainties, especially in cases such as
this where sophisticated factual issues must be assessed and complex technical
issues must be decided. In addition, cases such as this are likely to involve
issues of law that are evolving, presenting further uncertainty. Our defense of
this litigation, regardless of the merits of the complaint, has been, and will
likely continue to be, time-consuming, costly and a diversion for our technical
and management personnel. In addition, publicity related to this litigation has
in the past, and will likely in the future, have a negative impact on the sale
of our Castanet products.
A failure to prevail could result in:
- our paying monetary damages (which could be tripled if the infringement
is found to have been willful) and which may include paying an ongoing
royalty to Novadigm for the sales of Castanet products or paying lost
profits to Novadigm for particular sales in which we competed with
Novadigm and closed a sale;
- the issuance of a preliminary or permanent injunction requiring us to
stop selling Castanet in its current form;
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- our having to redesign Castanet, which could be costly and time consuming
and could substantially delay Castanet shipments (assuming that such a
redesign is feasible);
- our having to reimburse Novadigm for some or all of its attorneys' fees;
- our having to obtain from Novadigm a license to its patent, which license
might not be made available to us on reasonable terms, particularly
because Novadigm is a competitor; or
- our having to indemnify our customers against any losses they may incur
due to the alleged infringement.
Any of these results would seriously harm our business, results of
operations and financial condition. Furthermore, we expect to continue to incur
substantial costs in defending against this litigation and these costs could
increase significantly if our dispute goes to trial. It is possible that these
costs could substantially exceed our expectations in future periods. See "-- Our
Market Is Highly Competitive."
OUR MARKETS ARE HIGHLY COMPETITIVE
Our markets are new, rapidly evolving and highly competitive, and we expect
such competition to persist and intensify in the future. We encounter current or
potential competition from a number of sources, including:
- Sellers of enterprise-wide management systems which include electronic
software distribution such as Tivoli, Computer Associates, Inc. and BMC
Software, Inc.;
- Companies such as BackWeb Technologies, Inc., Novadigm, and Sterling
Commerce, Inc., through its subsidiary XcelleNet, Inc., which address
certain portions of our market; and
- Desktop software management suites, such as Microsoft's SMS and Intel's
LanDesk.
In addition, we compete with various methods of application distribution
and management, including the web browser, and with application server vendors
and others which have introduced software distribution capabilities into their
products.
As new participants enter the Internet services management market, we face,
and expect to continue to face, additional competitors. In addition, potential
competitors may bundle their products or incorporate an Internet services
management component into existing products in a manner that discourages users
from purchasing our products. For example, future releases of Microsoft's
Windows and NT operating systems are expected to include components addressing
certain Internet services management functions. Furthermore, it is possible that
new competitors or alliances among competitors may emerge and rapidly acquire
significant market share. Our competitors may be able to respond more quickly to
new or emerging technologies and changes in customer requirements than us.
Some of our competitors have longer operating histories and significantly
greater financial, technical, marketing and other resources than we do. Many of
these companies have more extensive customer bases and broader customer
relationships that could be leveraged, including relationships with many of our
current and potential customers. These companies also have significantly more
established customer support and professional services organizations than we do.
In addition, these companies may adopt aggressive pricing policies to gain
market share. As a result, we may not be able to maintain a competitive position
against current or future competitors. Our failure to maintain and enhance our
competitive position within the market could seriously harm our business and
results of operations. See "-- We Depend on Our Relationship with Tivoli" and
"Business -- Competition."
PROTECTION OF OUR INTELLECTUAL PROPERTY IS LIMITED
Our success and ability to compete are dependent on our ability to develop
and maintain the proprietary aspects of our technology. We rely on a combination
of patent, trademark, trade secret and copyright law and contractual
restrictions to protect the proprietary aspects of our technology. These legal
protections afford only limited protection for our technology. We presently have
three U.S. patent
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applications, and several trademark registrations and applications in the United
States and certain foreign countries. Our patent and trademark applications
might not result in the issuance of any patents or trademarks. If any patent or
trademark is issued, it might be invalidated or circumvented or otherwise fail
to provide us any meaningful protection. We seek to protect our source code for
our software, documentation and other written materials under trade secret and
copyright laws. We license our software pursuant to signed license agreements,
which impose certain restrictions on the licensee's ability to utilize the
software. Finally, we seek to avoid disclosure of our intellectual property by
requiring employees and consultants with access to our proprietary information
to execute confidentiality agreements with us and by restricting access to our
source code. Despite our efforts to protect our proprietary rights, unauthorized
parties may attempt to copy aspects of our products or to obtain and use
information that we regard as proprietary. Litigation may be necessary in the
future to enforce our intellectual property rights, to protect our trade secrets
and to determine the validity and scope of the proprietary rights of others. Any
such resulting litigation could result in substantial costs and diversion of
resources and could have a material adverse effect on our business and operating
results. In addition, we sell our products internationally and the laws of many
countries do not protect our proprietary rights to as great an extent as do the
laws of the United States. Our means of protecting our proprietary rights may
not be adequate and our competitors could independently develop similar
technology. Our failure to adequately protect our intellectual property could
have a material adverse effect on our business and operating results.
Our success and ability to compete are dependent on our ability to operate
without infringing upon the proprietary rights of others. Any parties asserting
rights against us would force us to defend ourselves or our customers against
alleged infringement of intellectual property rights. We could incur substantial
costs to defend any such litigation and intellectual property litigation could
force us to do one or more of the following:
- Cease selling, incorporating or using products or services that
incorporate the challenged intellectual property;
- Obtain from the holder of the infringed intellectual property right a
license to sell or use the relevant technology, which license may not be
available on reasonable terms; and
- Redesign those products or services that incorporate such technology.
In the event of a successful claim of infringement against us and our
failure or inability to license the infringed technology, our business and
operating results would be significantly harmed. Currently, we are engaged in
litigation with Novadigm concerning the alleged infringement by us of a patent
held by Novadigm. See "-- Novadigm Has Claimed That We Infringe Its Intellectual
Property" and "Business -- Legal Proceedings."
WE DEPEND UPON THIRD-PARTY DISTRIBUTION RELATIONSHIPS AND NEED TO DEVELOP
NEW RELATIONSHIPS
Our sales strategy requires that we establish multiple indirect marketing
channels in the United States and internationally through resellers and systems
integrators, and that we increase the number of customers licensing our products
through these channels. We have a limited number of agreements with companies in
these channels, and we may not be able to increase our number of distribution
relationships or maintain our existing relationships. We currently have a
reseller agreement with Tivoli pursuant to which we derive a significant amount
of our revenues. We expect that revenues under this reseller agreement will
rapidly decrease and become immaterial after Tivoli releases products under its
original equipment manufacturer agreement with us. The per seat payment under
our original equipment manufacturer agreement will be less than the per seat
payment under our reseller agreement with Tivoli. Netscape, a reseller of our
products, accounted for $1.0 million, or approximately 18% of our revenues in
1997, and $3.8 million, or approximately 22% of our revenues in 1998. A majority
of the $3.8 million of 1998 revenues was recognized in the first half of 1998,
with only $1.3 million in revenues recognized in
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the second half of 1998. Netscape is no longer an active reseller, and we do not
expect material revenues from Netscape in the future.
Our current agreements with our channel partners do not prevent these
companies from selling products of other companies, including products that may
compete with our products, and do not generally obligate these companies to
purchase minimum quantities of our products. These distributors could give
higher priority to products of other companies, or to their own products, thus
reducing their efforts to sell our products. In addition, sales through these
channels generally have a lower price than direct sales. Accordingly, while the
loss of, or significant reduction in sales volume to, any of our current or
future channel partners could seriously harm our revenues and results of
operations, a significant increase in sales through these channels could
negatively impact our gross margins. See "-- We Depend on Our Relationship with
Tivoli," "Business -- Sales, Marketing and Distribution."
WE NEED TO DEVELOP AND EXPAND OUR SALES, MARKETING AND DISTRIBUTION
CAPABILITIES
We need to expand our marketing and direct sales operations in order to
increase market awareness of our products, market Castanet to a greater number
of enterprises and generate increased revenues. In the future, we anticipate
that our revenues from direct sales efforts will increase as a percentage of
revenues compared to revenues derived from our third-party resellers and
distributors. In this regard, we are expanding our direct sales force and plan
to hire additional sales personnel. However, competition for qualified sales
personnel is intense. Our products and services require a sophisticated sales
effort targeted at senior management of our prospective customers. New hires
will require extensive training and typically take at least six months to
achieve full productivity. Our recent hires may not be able to become as
productive as necessary, and we may not be able to hire enough qualified
individuals in the future. In addition, we have limited experience exploiting
our marketing resources to stimulate broad product demand over a large number of
potential customers. We must be successful in this endeavor if we are to expand
our customer base. See "Business -- Sales, Marketing and Distribution."
WE NEED TO EXPAND OUR PROFESSIONAL SERVICES
Customers that license our products typically engage our professional
services organization to assist with support, training and consulting. We
believe that growth in our product sales depends on our ability to provide our
customers with these services and to educate third-party resellers and
consultants on how to provide similar services. As a result, we plan to increase
the number of our service personnel to meet these needs. However, competition
for qualified services personnel is intense. We operate in new markets and there
is a limited number of people who have acquired the skills needed to provide the
services that our customers demand. We may not be able to attract, train or
retain the number of highly qualified services personnel that our business
needs. See "Business -- Customer Support and Training."
We expect our service revenues to increase in dollar amount as we continue
to provide support, consulting and training services that complement our
products and as our installed base of customers grows. This could negatively
impact our gross margin because margins on revenues derived from services are
generally lower than margins on revenues derived from the license of Castanet.
See "Management's Discussion and Analysis of Financial Condition and Results of
Operations."
EXPANDING INTERNATIONALLY IS EXPENSIVE, WE MAY RECEIVE NO BENEFIT FROM OUR
EXPANSION AND OUR INTERNATIONAL OPERATIONS ARE SUBJECT TO GOVERNMENTAL
REGULATION
We received approximately 22% of our total revenues in 1997 and
approximately 7% of our total revenues in 1998 from sales to customers located
outside of North America. We plan to increase our international sales force and
expand our operations abroad. However, we may not be successful in increasing
our sales to new or current international customers. In addition, our
international business activities are subject to a variety of risks, including
the adoption of laws, actions by third parties and political and economic
conditions that could restrict or eliminate our ability to do business in
certain jurisdictions. Although we currently transact business in U.S. dollars,
if we transact business in foreign
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currencies in the future, we will become subject to the risks associated with
transacting in foreign currencies, including potential negative effects of
exchange rate fluctuations. To date, we have not adopted a hedging program to
protect us from risks associated with foreign currency fluctuations. See
"Management's Discussion and Analysis of Financial Condition and Results of
Operations."
Governmental regulation and requirements influence our sales
internationally. For example, export, and in certain cases, import clearances
must be obtained before Castanet can be distributed internationally. Current or
new government laws and regulations, or the application of existing laws and
regulations, including those related to property ownership, content and
taxation, could expose us to significant liabilities, significantly slow our
growth or otherwise seriously harm our business and results of operations.
WE MUST MANAGE OUR GROWTH AND EXPANSION
Our historical growth has placed, and any further growth is likely to
continue to place, a significant strain on our resources. We have grown from 20
employees at December 31, 1996 to 145 employees at December 31, 1998. We have
also opened seven sales offices and have significantly expanded our operations.
To be successful, we will need to implement additional management information
systems, improve our operating, administrative, financial and accounting systems
and controls, train new employees and maintain close coordination among our
executive, engineering, accounting, finance, marketing, sales and operations
organizations. In addition, our growth has resulted, and any future growth will
result, in increased responsibilities for management personnel. Any failure to
manage growth effectively could seriously harm our business and results of
operations. See "Management's Discussion and Analysis of Financial Condition and
Results of Operations."
WE MUST RETAIN AND ATTRACT KEY PERSONNEL
Our success depends largely on the skills, experience and performance of
the members of our senior management and other key personnel, including our
President and Chief Executive Officer, Kim Polese, and our Chief Technical
Officer, Arthur van Hoff. None of our senior management or other key personnel
is bound by an employment agreement. If we lose one or more of these key
employees, our business and results of operations could be seriously harmed. In
addition, our future success will depend largely on our ability to continue
attracting and retaining highly skilled personnel. Like other companies in the
San Francisco Bay Area, we face intense competition for qualified personnel. We
may not be successful in attracting, assimilating or retaining qualified
personnel in the future. See "Management."
WE RELY ON THIRD-PARTY SOFTWARE AND APPLICATIONS
We integrate third-party security and encryption software as a component of
our software. We would be seriously harmed if the providers from whom we license
software ceased to deliver and support reliable products, enhance their current
products or respond to emerging industry standards, third-party product
introductions and technological changes. In addition, the third-party software
may not continue to be available to us on commercially reasonable terms. If we
cannot maintain licenses for such third-party software and applications,
shipments of our products could be delayed until equivalent software could be
developed or licensed and integrated into our products. Furthermore, we might be
forced to limit the features available in our current or future product
offerings. Either alternative could seriously harm our business and results of
operations. See "-- We Must Respond to Rapid Technological Change and Evolving
Industry Standards" and "Business -- Proprietary Rights and Licensing."
Almost all of our products are written in Java and require a Java virtual
machine in order to operate. Although we currently ship almost all of our
products with Java virtual machines made available free of charge by Sun
Microsystems, Inc., we have no assurance that Sun will continue to make these
implementations available at commercially reasonable terms or at all.
Furthermore, if Sun were to make significant changes to the Java language or its
Java virtual machine implementations, or fail to correct defects and limitations
in such products, our ability to continue to improve and ship our products could
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be impaired. In the future, our customers may also require the ability to deploy
our products on platforms for which technically acceptable Java implementations
either do not exist or are not available on commercially reasonable terms. Our
customers may also have dependencies on particular implementations of the Java
virtual machine or runtime environment which may not be technically or
commercially acceptable for integration into our products.
SOFTWARE DEFECTS IN CASTANET WOULD HARM OUR BUSINESS
Complex software products such as ours often contain errors or defects,
including errors relating to security, particularly when first introduced or
when new versions or enhancements are released. In the past, we have discovered
defects in our products and provided product updates to our customers to address
such defects. Despite internal testing and testing by current and potential
customers, Castanet and other future products may contain serious defects,
including security breaches and Year 2000 errors. Such defects or errors in
current or future products, including Castanet 4.0, could result in lost
revenues or a delay in market acceptance, which would seriously harm our
business and results of operations.
Since many of our customers use our products for mission-critical
applications, errors, defects or other performance problems could result in
financial or other damage to our customers and could significantly impair their
operations. Our customers could seek damages for losses related to any of these
issues. Although our license agreements typically contain provisions designed to
limit our exposure to product liability claims, existing or future laws or
unfavorable judicial decisions could negate our limitation of liability
provisions. We have not experienced any product liability claims to date.
However, a product liability claim brought against us, even if not successful,
would likely be time consuming and costly to defend and could adversely affect
our marketing efforts.
YEAR 2000 ISSUES COULD AFFECT OUR BUSINESS
We are in the process of assessing any Year 2000 issues with the computer
communications, software and security systems that we use to deliver and manage
our products and to manage our internal operations. If our systems do not
operate properly with respect to date calculations involving the Year 2000 and
subsequent dates, we could incur unanticipated expenses to remedy any problems,
which could seriously harm our business.
Customers' purchasing plans could be affected by Year 2000 issues if they
need to expend significant resources to correct their existing systems. This
situation may result in reduced funds available to implement solutions based
upon our products. In addition, some customers may defer the license of our
products until after the Year 2000. A decrease in demand for our products due to
customers' Year 2000 issues would seriously harm our business and results of
operations. See "Management's Discussion and Analysis of Financial Condition and
Results of Operations -- Year 2000 Compliance."
We have identified one Year 2000 date-related limitation in earlier
versions of Castanet. Versions of Castanet prior to 3.2 display certain data to
the user in a manner that uses only two digits to represent a year. A two-digit
display of the Year 2000 could cause a user to believe the year represented was
the year 1900 instead of the Year 2000. This limitation does not affect either
computation of data in our products or operation of the products. All versions
of Castanet currently being shipped use four digits for the display of date
data. Despite our testing and remediating, our products, including Castanet 4.0,
may contain errors or faults with respect to the Year 2000. Our efforts to
address Year 2000 issues are described in more detail in "Management's
Discussion and Analysis of Financial Condition and Results of Operations -- Year
2000 Compliance."
OUR FUTURE CAPITAL NEEDS ARE UNCERTAIN
We expect the net proceeds from this offering, cash from operations and
borrowings under our credit facility to be sufficient to meet our working
capital and capital expenditure needs for at least twelve months. After that, we
may need to raise additional funds, and additional financing may not be
available
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on favorable terms, if at all. Further, if we issue additional equity
securities, stockholders may experience dilution, and the new equity securities
could have rights, preferences or privileges senior to those of existing holders
of our common stock. If we cannot raise funds, if needed, on acceptable terms,
we may not be able to develop or enhance our products, take advantage of future
opportunities or respond to competitive pressures or unanticipated requirements.
This could seriously harm our business and results of operations. See "Use of
Proceeds," "Dilution" and "Management's Discussion and Analysis of Financial
Condition and Results of Operations -- Liquidity and Capital Resources."
WE ARE CONTROLLED BY EXISTING STOCKHOLDERS
On completion of this offering, executive officers and directors and their
affiliates will beneficially own, in the aggregate, approximately % of our
outstanding common stock. As a result, these stockholders will be able to
exercise control over all matters requiring stockholder approval, including the
election of directors and approval of significant corporate transactions, which
could have the effect of delaying or preventing a third party from acquiring
control over us. See "Principal and Selling Stockholders."
WE HAVE IMPLEMENTED CERTAIN ANTI-TAKEOVER PROVISIONS
Certain provisions of our certificate of incorporation and bylaws, as well
as provisions of Delaware law, could make it more difficult for a third party to
acquire us, even if doing so would be beneficial to our stockholders. See
"Description of Capital Stock."
RISKS RELATED TO OUR INDUSTRY
WE FACE CHALLENGES STEMMING FROM OUR EMERGING MARKETS
The market for Internet services management software has only recently
begun to develop, is rapidly evolving and will likely have an increasing number
of competitors. This market may not continue to develop and may not
substantially grow. Because this market is new, it is difficult to predict the
competitive environment, the potential size of this market and its rate of
growth. If the Internet services management market fails to develop, or develops
more slowly than expected, or if our products and services do not achieve
widespread market acceptance, our business and results of operations would be
seriously harmed. Furthermore, in order to be successful in this emerging
market, we must be able to differentiate ourself from competition through our
product and service offerings and brand name recognition. We may not be
successful in differentiating ourself or achieving widespread market acceptance
of our products and services, and we could experience difficulties that could
delay or prevent the successful development, introduction or marketing of our
products and services. Expanding our product and service offerings and
stimulating brand name recognition will also require significant additional
expenses and development, operations and management resources. Our failure to
successfully deploy new products and services, to stimulate brand name
recognition or to generate satisfactory revenues from such expanded products or
services to offset related increased costs could seriously harm our business and
results of operations. We expect to continue expending significant marketing and
sales resources to educate prospective customers about the uses and benefits of
our products and services specifically, and the benefits of e-business
generally. Enterprises that have already invested substantial resources in other
methods of deploying and managing their applications and services may be
reluctant or slow to adopt a new approach that may replace, limit or compete
with their existing systems.
Any of these factors could inhibit the growth of our business generally and
the market's acceptance of our products and services in particular. Accordingly,
we cannot be certain that a viable market for our products will emerge or be
sustainable. See "-- Our Success Depends on Our Castanet Product Family and New
Product Development."
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WE DEPEND ON CONTINUED USE OF THE INTERNET AND GROWTH OF ELECTRONIC
BUSINESS
Our future revenues and profits, if any, substantially depend upon the
widespread acceptance and use of the Internet as an effective medium of business
and communication by our target customers. Rapid growth in the use of and
interest in the Internet has occurred only recently. As a result, acceptance and
use may not continue to develop at historical rates, and a sufficiently broad
base of consumers may not adopt, and continue to use, the Internet and other
online services as a medium of commerce. Demand and market acceptance for
recently introduced services and products over the Internet are subject to a
high level of uncertainty, and there exist few proven services and products.
In addition, the Internet may not be accepted as a viable long-term
commercial marketplace for a number of reasons, including potentially inadequate
development of the necessary network infrastructure or delayed development of
enabling technologies and performance improvements. Our success will depend, in
large part, upon third parties maintaining the Internet infrastructure to
provide a reliable network backbone with the necessary speed, data capacity,
security and hardware necessary for reliable Internet access and services. To
the extent that the Internet continues to experience increased numbers of users,
frequency of use or increased bandwidth requirements of users, the Internet
infrastructure may not be able to support the demands placed on it and the
performance or reliability of the Internet could be adversely affected. In
addition, the Internet could lose its viability due to delays in the development
or adoption of new standards and protocols required to handle increased levels
of Internet activity, or due to increased governmental regulation. Further,
critical issues concerning the Internet, including security, reliability, data
corruption, cost, ease of use, accessibility, quality and speed of service,
remain unresolved and could adversely affect the use of the Internet for
business applications. Changes in or insufficient availability of
telecommunications services that support the Internet also could result in
slower response times and adversely affect usage of the Internet generally.
WE MUST RESPOND TO RAPID TECHNOLOGICAL CHANGE AND EVOLVING INDUSTRY
STANDARDS
The markets for our Internet services management solutions are marked by
rapid technological change, frequent new product introductions and enhancements,
uncertain product life cycles, changes in customer demands and evolving industry
standards. New products based on new technologies or new industry standards can
render existing products obsolete and unmarketable. To succeed, we will need to
enhance our current products and develop new products on a timely basis to keep
pace with technological developments and to satisfy increasingly sophisticated
requirements of our customers. Our technology is complex, and new products and
product enhancements can require long development and testing periods. Any
delays in developing and releasing enhanced or new products could seriously harm
our business and results of operations.
Although we currently intend to support emerging standards, we may not be
able to conform to these new standards in a timely fashion. We also may not be
successful in developing and marketing new products or product enhancements that
respond to technological change, evolving industry standards or customer
requirements. Our failure to conform to prevailing standards could have a
negative effect on our business and results of operations.
RISKS RELATED TO THIS OFFERING
NO PUBLIC MARKET FOR OUR COMMON STOCK CURRENTLY EXISTS AND OUR STOCK PRICE
MAY FLUCTUATE AFTER THIS OFFERING
Prior to this offering, you could not buy or sell our common stock on a
public market. An active public market for our common stock may not develop or
be sustained after the offering. Although the initial public offering price will
be determined based on several factors, the market price for our common stock
will vary from the initial offering price after this offering. See
"Underwriters." The market price of
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our common stock may fluctuate significantly in response to a number of factors,
some of which are beyond our control, including:
- Quarterly variations in operating results;
- Changes in financial estimates by securities analysts;
- Announcements by us or our competitors of significant contracts,
acquisitions, strategic partnerships, joint ventures or capital
commitments;
- Additions or departures of key personnel;
- Any future sales by us of common stock or other securities; and
- Stock market price and volume fluctuations, which are particularly common
among securities of Internet-related companies.
In the past, securities class action litigation has often been brought
against a company following periods of volatility in the market price of its
securities. We may in the future be the target of similar litigation. Securities
litigation could result in substantial costs and divert management's attention
and resources, which could seriously harm our business and results of
operations.
FUTURE SALES OF SHARES COULD AFFECT OUR STOCK PRICE
If our stockholders sell substantial amounts of our common stock in the
public market following this offering, the market price of our common stock
could fall. Based on shares outstanding as of December 31, 1998, upon completion
of this offering, we will have outstanding shares of common stock.
Other than the shares of common stock sold in this offering, no shares will be
eligible for sale in the public market immediately. After the lock-up agreements
with the underwriters or Marimba expire 180 days from the date of this
prospectus, an additional shares will be eligible for sale in the
public market. See "Shares Eligible for Future Sale."
OUR STOCKHOLDERS WILL INCUR SUBSTANTIAL DILUTION AS A RESULT OF THIS
OFFERING
The initial public offering price is expected to be substantially higher
than the book value per share of our outstanding common stock. As a result,
investors purchasing common stock in this offering will incur immediate
substantial dilution. In addition, we have issued options to acquire common
stock at prices significantly below the initial public offering price. To the
extent such outstanding options are ultimately exercised, there will be further
dilution to investors in this offering. See "Dilution."
WE HAVE BROAD DISCRETION TO USE THE PROCEEDS FROM THIS OFFERING
We plan to use the proceeds from this offering for general corporate
purposes. Therefore, we will have broad discretion as to how we will spend the
proceeds, and stockholders may not agree with the ways in which we use the
proceeds. We may not be successful in investing the proceeds from this offering,
in our operations or otherwise, to yield a favorable return. See "Use of
Proceeds."
SPECIAL NOTE REGARDING FORWARD-LOOKING STATEMENTS
This prospectus contains forward-looking statements. These statements
relate to future events or our future financial performance. In some cases, you
can identify forward-looking statements by terminology such as "may," "will,"
"should," "expect," "plan," "anticipate," "believe," "estimate," "predict,"
"potential" or "continue," the negative of such terms or other comparable
terminology. These statements are only predictions. Actual events or results may
differ materially. In evaluating these statements, you should specifically
consider various factors, including the risks outlined under "Risk Factors."
These factors may cause our actual results to differ materially from any
forward-looking statement.
Although we believe that the expectations reflected in the forward-looking
statements are reasonable, we cannot guarantee future results, levels of
activity, performance or achievements. Moreover, neither we nor any other person
assumes responsibility for the accuracy and completeness of the forward-looking
statements. We are under no duty to update any of the forward-looking statements
after the date of this prospectus to conform such statements to actual results
or to changes in our expectations.
17
<PAGE> 20
USE OF PROCEEDS
Our net proceeds from the sale of the shares of common stock we
offer hereby are estimated to be $ , assuming an initial public offering
price of $ per share and after deducting estimated underwriting discounts
and commissions and estimated offering expenses. If the underwriters'
over-allotment option is exercised in full, we estimate that our net proceeds
will be approximately $ million. We will not receive any of the proceeds
from the sale of shares of common stock by the selling stockholders. We expect
to use $811,000 of the net proceeds to repay equipment advances outstanding
under our credit facility which currently bears interest at 7.75% per year and
the balance for general corporate purposes, including working capital. A portion
of the net proceeds may also be used for the acquisition of businesses, products
and technologies that are complementary to ours. We have no current plans,
agreements or commitments for such acquisitions and are not currently engaged in
any negotiations with respect to any such transaction. Pending such uses, we
will invest the net proceeds of this offering in investment grade,
interest-bearing securities.
DIVIDEND POLICY
We have not paid any cash dividends since inception and do not intend to
pay any cash dividends in the foreseeable future. In addition, the terms of our
credit agreement prohibit the payment of dividends on our capital stock.
18
<PAGE> 21
CAPITALIZATION
The following table sets forth our capitalization as of December 31, 1998
(1) on an actual basis (2) on a pro forma basis, after giving effect to the
conversion of all outstanding shares of preferred stock into common stock and
(3) as adjusted to reflect our receipt of the estimated net proceeds from our
sale of shares of common stock in this offering at an assumed
initial offering price of $ per share (after deducting the estimated
underwriting discounts and commissions and estimated offering expenses), the
filing of a new certificate of incorporation after the closing of this offering
and the application of our proceeds from this offering:
<TABLE>
<CAPTION>
DECEMBER 31, 1998
------------------------------------
ACTUAL PRO FORMA AS ADJUSTED
-------- --------- -----------
(IN THOUSANDS)
<S> <C> <C> <C>
Long-term liabilities, less current portion(1).......... $ 747 $ 747 $ 95
-------- -------- --------
Redeemable convertible preferred stock, $.0001 par
value, 15,000,000 shares authorized, 5,753,566 shares
outstanding actual; 15,000,000 shares authorized, no
shares outstanding pro forma; 10,000,000 shares
authorized, no shares outstanding as adjusted......... 18,953 --
-------- -------- --------
Stockholders' equity (net capital deficiency):
Common Stock, $.0001 par value, 30,000,000 shares
authorized, 13,052,262 shares outstanding actual;
30,000,000 shares authorized, 18,805,828 shares
outstanding pro forma; 80,000,000 shares
authorized, shares outstanding as
adjusted(2)........................................ 2,183 21,136
Note receivable from officer............................ (160) (160) (160)
Deferred compensation................................... (1,116) (1,116) (1,116)
Translation adjustment.................................. (6) (6) (6)
Accumulated deficit..................................... (14,644) (14,644) (14,644)
-------- -------- --------
Total stockholders' equity (net capital
deficiency)...................................... (13,743) 5,210
-------- -------- --------
Total capitalization.......................... $ 5,957 $ 5,957 $
======== ======== ========
</TABLE>
- -------------------------
(1) See Notes 3 and 4 of Notes to Consolidated Financial Statements.
(2) The share numbers exclude:
- 2,192,568 shares of common stock issuable upon exercise of stock options
outstanding as of December 31, 1998 at a weighted average exercise price of
$3.16 per share;
- 1,229,773 shares of common stock available for issuance under our 1996
Stock Plan;
- 16,865 shares of common stock issuable upon the exercise of a warrant
outstanding as of December 31, 1998 at an exercise price of $1.48 per
share;
- 2,000,000 shares of common stock available for issuance under our 1999
Omnibus Equity Incentive Plan;
- 500,000 shares of common stock available for issuance under our Employee
Stock Purchase Plan; and
- 150,000 shares of common stock available for issuance under our 1999
Non-Employee Directors Option Plan.
See "Management -- Employee Benefit Plans," and Notes 6 and 9 of "Notes to
Consolidated Financial Statements."
19
<PAGE> 22
DILUTION
The pro forma net tangible book value of our common stock as of December
31, 1998 was $5.2 million, or approximately $.28 per share. Net tangible book
value per share represents the amount of stockholders' equity, less intangible
assets, divided by 18,805,828 shares of common stock outstanding after giving
effect to the conversion of all outstanding shares of preferred stock into
shares of common stock upon completion of this offering.
Net tangible book value dilution per share to new investors represents the
difference between the amount per share paid by purchasers of shares of common
stock in this offering made hereby and the net tangible book value per share of
common stock immediately after completion of this offering. After giving effect
to our sale of shares of common stock in this offering at an assumed
initial offering price of $ per share and after deducting the estimated
underwriting discounts and commissions and estimated offering expenses, our net
tangible book value as of December 31, 1998 would have been $ or $ per
share. This represents an immediate increase in net tangible book value of
$ per share to existing stockholders and an immediate dilution in net
tangible book value of $ per share to purchasers of common stock in the
offering, as illustrated in the following table:
<TABLE>
<S> <C> <C>
Assumed initial public offering price per share........... $
Pro forma net tangible book value per share as of December
31, 1998................................................ $ .28
Increase per share attributable to new investors..........
--------
Pro forma net tangible book value per share after the
offering................................................
--------
Dilution per share to new investors....................... $
========
</TABLE>
The following table sets forth on a pro forma basis as of December 31,
1998, after giving effect to the conversion of all outstanding shares of
preferred stock into common stock upon completion of this offering, the
differences between the existing stockholders and the purchasers of shares in
the offering (at the assumed initial offering price of $ per share) with
respect to the number of shares purchased from us, the total consideration paid
and the average price paid per share:
<TABLE>
<CAPTION>
SHARES PURCHASED TOTAL CONSIDERATION AVERAGE
-------------------- --------------------- PRICE
NUMBER PERCENT AMOUNT PERCENT PER SHARE
---------- ------- ----------- ------- ---------
<S> <C> <C> <C> <C> <C>
Existing stockholders................. 18,805,828 % $19,727,000 % $1.05
New stockholders
---------- ----- ----------- -----
Totals...................... 100.0% $ 100.0%
========== ===== =========== =====
</TABLE>
Sales by the selling stockholders in this offering will reduce the number
of shares held by existing stockholders to , which
represent % of the total number of shares of common stock outstanding after
this offering (or shares, representing % of the total, if
the underwriters' over-allotment option is exercised in full) and will increase
the number of shares held by new investors to shares, which represent
% of the total number of shares of common stock outstanding after this
offering (or shares, representing % of the total, if the
underwriters' over-allotment option is exercised in full). See "Principal and
Selling Stockholders."
As of December 31, 1998, there were options outstanding to purchase a total
of 2,192,568 shares of common stock at a weighted average exercise price of
$3.16 per share. In addition, as of December 31, 1998, there was a warrant
outstanding to purchase 16,865 shares of common stock at an exercise price of
$1.48 per share. To the extent outstanding options or warrants are exercised,
there will be further dilution to new investors. See "Management -- Employee
Benefit Plans" and Note 6 of Notes to Consolidated Financial Statements.
20
<PAGE> 23
SELECTED CONSOLIDATED FINANCIAL DATA
The following selected consolidated financial data should be read in
conjunction with our Consolidated Financial Statements and related notes thereto
and "Management's Discussion and Analysis of Financial Condition and Results of
Operations" included elsewhere in this prospectus. The consolidated statement of
operations data for the inception period ended December 31, 1996 and the fiscal
years ended 1997 and 1998, and the consolidated balance sheet data at December
31, 1997 and 1998 are derived from audited consolidated financial statements
included elsewhere in this prospectus that have been audited by Ernst & Young
LLP, independent auditors. The consolidated balance sheet data at December 31,
1996 are derived from audited consolidated financial statements not included
herein. Historical results are not necessarily indicative of future results.
<TABLE>
<CAPTION>
PERIOD FROM
FEBRUARY 21, 1996
(INCEPTION) TO YEAR ENDED DECEMBER 31,
DECEMBER 31, ------------------------
1996 1997 1998
----------------- ---------- ----------
(IN THOUSANDS, EXCEPT PER SHARE DATA)
<S> <C> <C> <C>
CONSOLIDATED STATEMENT OF OPERATIONS DATA:
Revenues:
License............................................... $ -- $ 5,011 $13,901
Service............................................... -- 552 3,184
------- ------- -------
Total revenues................................ -- 5,563 17,085
Cost of revenues:
License............................................... -- 13 75
Service............................................... -- 621 1,964
------- ------- -------
Total cost of revenues........................ -- 634 2,039
------- ------- -------
Gross profit............................................ -- 4,929 15,046
------- ------- -------
Operating expenses:
Research and development.............................. 515 2,410 5,773
Sales and marketing................................... 473 8,054 12,371
General and administrative............................ 322 2,367 2,779
Amortization of deferred compensation................. -- -- 251
------- ------- -------
Total operating expenses...................... 1,310 12,831 21,174
------- ------- -------
Loss from operations.................................... (1,310) (7,902) (6,128)
Interest income, net.................................... 65 338 488
------- ------- -------
Loss before income taxes................................ (1,245) (7,564) (5,640)
Provision for income taxes.............................. -- 154 41
------- ------- -------
Net loss................................................ $(1,245) $(7,718) $(5,681)
======= ======= =======
Basic and diluted net loss per share.................... $ (.81) $ (1.57) $ (.59)
======= ======= =======
Weighted-average shares of common stock outstanding used
in computing basic and diluted net loss per
share(1).............................................. 1,528 4,912 9,606
======= ======= =======
Pro forma basic and diluted net loss per share
(unaudited)........................................... $ (.37)
=======
Shares used in computing pro forma basic and diluted net
loss per share (unaudited)(1)......................... 15,359
=======
</TABLE>
<TABLE>
<CAPTION>
DECEMBER 31,
---------------------------------------
1996 1997 1998
----------------- ------- -------
<S> <C> <C> <C>
CONSOLIDATED BALANCE SHEET DATA:
Cash, cash equivalents and short-term investments....... $ 2,811 $14,402 $ 7,825
Working capital......................................... 2,464 8,036 2,912
Total assets............................................ 3,156 21,898 14,862
Long-term portion of capital lease obligations and
equipment advances, and other long-term liabilities... -- 211 747
Redeemable convertible preferred stock.................. 3,963 18,953 18,953
Accumulated deficit..................................... (1,245) (8,963) (14,644)
Total stockholders' equity (net capital deficiency)..... (1,235) (8,471) (13,743)
</TABLE>
- -------------------------
(1) See Note 1 of Notes to Consolidated Financial Statements for an explanation
of the determination of the number of shares used in per share computations.
21
<PAGE> 24
MANAGEMENT'S DISCUSSION AND ANALYSIS
OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS
The following discussion should be read in conjunction with the
Consolidated Financial Statements and Notes thereto appearing elsewhere in this
prospectus. The following discussion contains forward-looking statements. Our
actual results may differ significantly from those projected in the forward-
looking statements. Factors that might cause future results to differ materially
from those projected in the forward-looking statements include, but are not
limited to, those discussed below and elsewhere is this prospectus, particularly
in "Risk Factors."
OVERVIEW
Marimba is a leading provider of Internet-based software management
solutions that enable companies to expand their market reach, streamline
business processes and strengthen relationships with customers, business
partners and employees. Our Castanet product family provides an efficient and
reliable way for enterprises to distribute, update and manage applications and
related data over corporate intranets, extranets and the Internet.
We were incorporated in February 1996 and began operations in August 1996.
During the period from February 1996 through December 31, 1996 (the "1996
Inception Period"), we were a development stage enterprise and had no revenues.
Our operating activities during this period related primarily to developing our
products, building our corporate infrastructure and raising capital.
In January 1997, we released our first version of Castanet and, to date,
have derived substantially all our revenues from the license of Castanet and
related services. We licensed Castanet in early 1997 to enterprises primarily
for pilot programs that involved limited deployments. In 1997, we grew our
organization by hiring personnel in key areas, particularly sales, research and
development and marketing. During 1998, we continued to develop and market our
Castanet products and enhanced the core Castanet infrastructure with products
that provided greater centralized management control and the ability to
distribute applications written in leading programming languages. Also in 1998,
we sold several licenses of Castanet to repeat customers for larger scale
production deployments. During this time period, we continued to make
substantial investments in our internal infrastructure by hiring employees
throughout the organization.
Revenues to date have been derived primarily from the license of our
Castanet products and to a lesser extent from maintenance and support,
consulting and training services. Customers who license Castanet generally
purchase maintenance contracts, typically covering a 12-month period.
Additionally, customers may purchase consulting, which is customarily billed by
us at a fixed daily rate plus out-of-pocket expenses. We also offer training
services that are billed on a per student or per class session basis.
We recognize software license revenue in accordance with Statement of
Position 97-2 ("SOP 97-2") "Software Revenue Recognition," as amended by
Statement of Position 98-4. These statements provide guidance on applying
generally accepted accounting principles in recognizing revenue on software
transactions and are effective for our transactions entered into after January
1, 1998. The application of SOP 97-2 has not had a material impact on our
results of operations. License revenues are comprised of perpetual or multiyear
license fees which are primarily derived from contracts with corporate customers
and resellers. We recognize license revenues after execution of a license
agreement or receipt of a definitive purchase order and delivery of the product
to end-user customers, provided that there are no uncertainties surrounding
product acceptance, the license fees are fixed and determinable, collectibility
is probable and we have no remaining obligations. Revenues on arrangements with
customers who are not the ultimate users (primarily resellers) are not
recognized until the software is sold through to the end user. If the fee due
from the customer is not fixed or determinable, revenues are recognized as
payments become due from the customer. If collectibility is not considered
probable,
22
<PAGE> 25
revenues are recognized when the fee is collected. Advance payments are recorded
as deferred revenue until the products are delivered, services are provided, or
obligations are met. Service revenues are comprised of revenues from maintenance
agreements, consulting and training fees. Revenues from maintenance agreements
are recognized on a straight-line basis over the life of the related agreement,
which is typically one year. We recognize service revenues from training and
consulting upon completion of the work to be performed.
We market our products worldwide through a combination of a direct sales
force, resellers, system integrators and distributors. Tivoli has been a
reseller of our products since 1997. Tivoli accounted for $3.1 million, or
approximately 18% of our revenues in 1998. This includes $1.9 million, or
approximately 40% of our revenues in the third quarter of 1998 and $1.1 million,
or approximately 19% of our revenues in the fourth quarter of 1998. Our reseller
agreement with Tivoli provides for the resale of our products at substantial
discounts from list price. Consequently, the gross margin on such sales is
generally lower than the gross margin on our direct sales.
In March 1998, we entered into an original equipment manufacturer agreement
with Tivoli pursuant to which Tivoli is building upon the Castanet
infrastructure to develop a product called Cross-Site. Any revenues from Tivoli
under this original equipment manufacturer agreement will be from per seat
royalty payments on sales of Cross-Site that contain the Castanet
infrastructure. The per seat payments under the original equipment manufacturer
agreement will be less than the per seat payments we currently have under our
reseller agreement with Tivoli. Tivoli has announced that it expects to release
Cross-Site in the first quarter of 1999. Consequently, we expect to generate
revenues from royalties on sales of Cross-Site beginning in 1999 and expect that
revenues from the resale of Castanet pursuant to the Tivoli reseller agreement
will rapidly decrease and become immaterial as Tivoli transitions its efforts to
the release and sale of Cross-Site. However, Tivoli might be unable to introduce
Cross-Site by its expected release date. Furthermore, because Cross-Site is a
new product, Tivoli might not be able to successfully market and sell
Cross-Site, and the level of demand for Cross-Site is uncertain. Any failure of
Cross-Site to achieve widespread market acceptance could significantly harm our
business and results of operations. Because a significant amount of our revenues
have been, and are expected to continue to be, derived from Tivoli, we are
dependent on our relationship with Tivoli. Any disruption of our relationship
with Tivoli would seriously harm our business and results of operations. Our
reseller agreement with Tivoli expires upon the earlier of May 1, 1999 or
written notice provided to us by Tivoli. If the release of Cross-Site is delayed
beyond May 1, 1999, Tivoli would no longer resell our Castanet product unless we
and Tivoli extend the term of the reseller agreement. Furthermore, it is
possible for Tivoli to terminate the reseller agreement prior to the release of
Cross-Site. Because Cross-Site is built upon the Castanet infrastructure, we
expect Cross-Site to compete with our Castanet products. See "Risk Factors -- We
Depend on Our Relationship with Tivoli" and "-- Our Market Is Highly
Competitive."
We entered into a reseller agreement with Netscape in July 1997. Sales by
Netscape accounted for $1.0 million, or approximately 18% of our revenues in
1997, and $3.8 million, or approximately 22% of our revenues in 1998. A majority
of the $3.8 million of 1998 revenues was recognized in the first half of 1998,
with only $1.3 million in revenue recognized in the second half of 1998.
Netscape is no longer an active reseller and we do not expect any material
revenues from Netscape in the future.
In 1997 and 1998, revenues attributable to customers outside of North
America accounted for approximately 22% and 7% of our total revenues. We plan to
expand our international operations significantly, particularly in Europe,
because we believe international markets represent a significant growth
opportunity. The expansion of our international operations will be subject to a
variety of risks that could significantly harm our business and results of
operations. See "Risk Factors -- Expanding Internationally Is Expensive, We May
Receive No Benefit from Our Expansion and Our International Operations Are
Subject to Government Regulation."
23
<PAGE> 26
Despite our revenue growth, we have incurred significant losses since
inception and, as of December 31, 1998, we had an accumulated deficit of
approximately $14.6 million. We believe our success depends on further
increasing our customer base and on growth in the emerging Internet services
management market. Accordingly, we intend to continue to invest heavily in
sales, marketing and research and development. Furthermore, we expect to
continue to incur substantial operating losses at least through 1999, and our
expected increase in operating expenses will require significant increases in
revenues before we become profitable. See "Risk Factors -- We Have Incurred
Losses and We Expect Future Losses" and "-- We Expect Significant Increases in
Our Operating Expenses."
In view of the rapidly changing nature of our business and our limited
operating history, we believe that period-to-period comparisons of revenues and
operating results are not necessarily meaningful and should not be relied upon
as indications of future performance. Additionally, despite our sequential
quarterly revenue growth during 1998, we do not believe that historical growth
rates are necessarily sustainable or indicative of future growth. See "Risk
Factors -- Our Quarterly Operating Results Are Volatile and Future Operating
Results Remain Uncertain."
RESULTS OF OPERATIONS
The following table sets forth certain financial data for the periods
indicated as a percentage of total revenues. Data for the 1996 Inception Period
is not presented because we had no revenues during that period.
<TABLE>
<CAPTION>
YEAR ENDED
DECEMBER 31,
-----------------
1997 1998
------ -----
<S> <C> <C>
CONSOLIDATED STATEMENT OF OPERATIONS DATA:
Revenues:
License................................................... 90.1% 81.4%
Service................................................... 9.9 18.6
------ -----
Total revenues.............................................. 100.0 100.0
Cost of revenues:
License................................................... 0.2 0.4
Service................................................... 11.2 11.5
------ -----
Total cost of revenues...................................... 11.4 11.9
------ -----
Gross profit................................................ 88.6 88.1
Operating expenses:
Research and development.................................. 43.3 33.8
Sales and marketing....................................... 144.8 72.4
General and administrative................................ 42.5 16.3
Amortization of deferred compensation..................... -- 1.5
------ -----
Total operating expenses.................................... 230.6 124.0
------ -----
Loss from operations........................................ (142.0) (35.9)
Interest income, net........................................ 6.1 2.8
------ -----
Loss before income taxes.................................... (135.9) (33.1)
Provision for income taxes.................................. (2.8) (0.2)
------ -----
Net loss.................................................... (138.7)% (33.3)%
====== =====
</TABLE>
24
<PAGE> 27
1996 INCEPTION PERIOD AND YEARS ENDED DECEMBER 31, 1997 AND 1998
REVENUES
Total revenues increased $11.5 million, or 207%, from $5.6 million in 1997
to $17.1 million in 1998. We had no revenues during the 1996 Inception Period.
License Revenues. License revenues increased $8.9 million, or 177%, from
$5.0 million in 1997 to $13.9 million in 1998. We attribute the increase in
license revenues from 1997 to 1998 to:
- growth in our customer base;
- additional sales to existing customers; and
- an increase in the average contract amount of executed license
agreements.
Service Revenues. Service revenues include maintenance and support,
consulting and training. Service revenues increased $2.6 million, or 477%, from
$552,000 in 1997 to $3.2 million in 1998. As a percentage of total revenues,
service revenues increased from 10% of total revenues in 1997 to 19% of total
revenues in 1998. The increase in service revenues was due primarily to
increased revenues from customer maintenance contracts. Also, we increased our
consulting service revenues as customers elected to utilize our consulting
organization. During 1999, we expect service revenues to increase in absolute
amount and as a percentage of total revenues. An increased shift in our revenue
mix toward services would negatively impact our gross margins because service
revenues have higher costs and therefore lower margins than license revenues.
COSTS OF REVENUES
Cost of License Revenues. Cost of license revenues consists primarily of
the fees for third-party software products integrated into our products. Cost of
license revenues increased from $13,000 in 1997 to $75,000 in 1998. We had no
cost of license revenues in 1996. The increase from 1997 to 1998 was due to a
third-party software product that we licensed on September 30, 1997 and embedded
in Castanet. Therefore, in 1997, cost of license revenues includes costs
associated with this license only for the fourth quarter, whereas 1998 includes
a full year of such costs. We expect cost of license revenues to increase in
absolute amount during 1999, but to remain a relatively small percentage of
total revenues.
Cost of Service Revenues. Cost of service revenues includes:
- salaries and related expenses of our customer support organization;
- salaries and related expenses of our consultants for billable consulting
engagements;
- cost of third parties contracted to provide consulting services to our
customers; and
- an allocation of our facilities and depreciation expenses.
Cost of service revenues increased from $621,000 in 1997 to $2.0 million in
1998, representing 113% and 62% of service revenue. The increase in absolute
dollars of cost of service revenues from 1997 to 1998 was due primarily to
growth in our customer support organization and an increase in consulting costs
commensurate with the increase in consulting revenues. We had no cost of service
revenues in 1996. We expect our cost of service revenues to increase as we
continue to expand our customer support and consulting organizations. Since
service revenues provide lower gross margins than license revenues, this
expansion would negatively impact our gross margins if our license revenues do
not significantly increase. See "Risk Factors -- We Need to Expand Our
Professional Services."
25
<PAGE> 28
OPERATING EXPENSES
Research and Development. Research and development expenses, which are
expensed as incurred, consist primarily of:
- salaries and related costs of our engineering organization;
- fees paid to third-party consultants; and
- an allocation of our facilities and depreciation expenses.
We believe that our success is dependent in large part on continued
enhancement of our current products and the ability to develop new,
technologically advanced products that meet the sophisticated requirements of
our customers. Accordingly, we have increased our investment in research and
development in each of the periods since inception. Research and development
expenses increased from $515,000 in the 1996 Inception Period to $2.4 million in
1997 and $5.8 million in 1998. The increases in research and development
expenses were due to significant increases in engineering personnel and related
costs, as well as increases in third-party consulting costs. We expect research
and development expenses to increase in absolute amount in 1999.
Sales and Marketing. Sales and marketing expenses consist primarily of:
- salaries and related costs of our sales and marketing organizations;
- sales commissions;
- costs of our marketing programs, including public relations, advertising,
trade shows, collateral sales materials, our customer advisory council
and seminars;
- rent and facilities costs associated with our regional and international
sales offices; and
- an allocation of our facilities and depreciation expenses.
We have significantly increased our sales and marketing expenses since the
1996 Inception Period. Sales and marketing expenses increased from $473,000 in
the 1996 Inception Period to $8.1 million in 1997 and $12.4 million in 1998. The
increases in sales and marketing expenses are due primarily to significant
growth in our sales and marketing organizations, an increase in sales
commissions as sales have increased, an increase in the number of regional and
international sales offices and expansion of our marketing programs. We expect
to continue to invest heavily in sales and marketing in order to grow revenues
and expand our brand awareness. Consequently, we expect to increase the absolute
dollar amount of sales and marketing expenses in 1999.
General and Administrative. General and administrative expenses consist
primarily of:
- costs of our finance, human resources and legal services organizations;
- third-party legal and other professional services fees; and
- an allocation of our facilities and depreciation expenses.
General and administrative expenses increased from $322,000 in the 1996
Inception Period to $2.4 million in 1997 and $2.8 million in 1998. We attribute
the increases in general and administrative expenses to growth of our
administrative organizations in support of overall growth. We expect the
absolute dollar amount of general and administrative expenses to increase in
1999.
Additionally, we have incurred significant outside legal costs in defense
of Novadigm's complaint against us alleging patent infringement filed in March
1997. We expect to incur significant additional costs related to this complaint
in the future, and these costs will increase substantially if we go to trial. A
trial is currently scheduled for September 1999. See "Risk Factors -- Novadigm
Has Claimed that We
26
<PAGE> 29
Infringe Its Intellectual Property," "Business -- Legal Proceedings" and Note 8
to Notes to Consolidated Financial Statements.
Deferred Compensation. We recorded deferred compensation of approximately
$1.4 million in 1998, representing the difference between the exercise prices of
options granted to acquire 940,500 shares of common stock during 1998 and the
deemed fair value for financial reporting purposes of our common stock on the
grant dates. We amortized deferred compensation expense of $251,000 during
fiscal 1998. This compensation expense relates to options awarded to individuals
in all operating expense categories. Total deferred compensation at December 31,
1998 of $1.1 million is being amortized over the vesting periods of the options
on a graded vesting method. The amortization of deferred compensation recorded
will approximate $592,000, $310,000, $159,000 and $55,000 for the fiscal years
ending December 31, 1999, 2000, 2001 and 2002, respectively.
INTEREST INCOME, NET
Interest income, net consists primarily of interest earned on our cash,
cash equivalents and short term investments offset by interest expenses
associated with our capital leases and equipment advances. Interest income, net
increased from $65,000 in the 1996 Inception Period to $338,000 in 1997 and
$488,000 in 1998. The increases in interest income, net relate primarily to
increased invested cash balances from our equity financings in August 1996 and
August 1997.
PROVISION FOR INCOME TAXES
Our provision for income taxes for the years ended December 31, 1997 and
1998 consists entirely of foreign withholding taxes. No provision for federal or
state income taxes has been recorded because we experienced net losses from
inception through 1998.
As of December 31, 1998, we had federal net operating loss carryforwards of
approximately $11.1 million. We also had a federal research and development tax
credit carryforward of approximately $400,000 at that date. The net operating
loss and credit carryforwards will expire at various dates beginning in 2011
through 2018, if not utilized.
Utilization of the net operating losses and credits may be subject to a
substantial annual limitation due to the ownership change limitations contained
in the Internal Revenue Code of 1986 and similar state provisions. The annual
limitation may result in the expiration of the net operating loss and credits
before utilization. See Note 7 of Notes to Consolidated Financial Statements.
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QUARTERLY RESULTS OF OPERATIONS
The following table presents our unaudited quarterly results of operations
for the four quarters of 1998. You should read the following table in
conjunction with our Consolidated Financial Statements and related Notes thereto
in this prospectus. We have prepared this unaudited information on the same
basis as the audited Consolidated Financial Statements. This table includes all
adjustments, consisting only of normal recurring adjustments, that we consider
necessary for a fair presentation of our financial position and operating
results for the quarters presented. You should not draw any conclusions about
our future results from the results of operations for any quarter.
<TABLE>
<CAPTION>
THREE MONTHS ENDED
----------------------------------------------
MARCH 31, JUNE 30, SEPT. 30, DEC. 31,
1998 1998 1998 1998
--------- -------- --------- --------
(IN THOUSANDS)
<S> <C> <C> <C> <C>
Revenues:
License..................................... $ 2,491 $ 3,155 $ 3,804 $ 4,451
Service..................................... 519 526 929 1,210
------- ------- ------- -------
Total revenues................................ 3,010 3,681 4,733 5,661
Cost of revenues:
License..................................... 17 16 16 26
Service..................................... 488 396 482 598
------- ------- ------- -------
Total cost of revenues........................ 505 412 498 624
------- ------- ------- -------
Gross profit.................................. 2,505 3,269 4,235 5,037
Operating expenses:
Research and development.................... 1,211 1,311 1,545 1,706
Sales and marketing......................... 2,082 2,715 3,638 3,936
General and administrative.................. 750 527 596 906
Amortization of deferred
compensation............................. -- -- 73 178
------- ------- ------- -------
Total operating expenses...................... 4,043 4,553 5,852 6,726
------- ------- ------- -------
Loss from operations.......................... (1,538) (1,284) (1,617) (1,689)
Interest income, net.......................... 149 128 125 86
------- ------- ------- -------
Loss before income taxes...................... (1,389) (1,156) (1,492) (1,603)
Provision for income taxes.................... -- -- (4) (37)
------- ------- ------- -------
Net loss...................................... $(1,389) $(1,156) $(1,496) $(1,640)
======= ======= ======= =======
</TABLE>
Revenues grew in each quarter of 1998 as demand for our products and
services increased. Commensurate with revenue growth, cost of license revenues
and cost of service revenues have generally increased from quarter to quarter.
Cost of service revenues was higher in the quarter ended March 31, 1998 relative
to the following two quarters due to travel, facilities rental and equipment
costs associated with providing an off-site training course.
From inception, we have increased the level of spending throughout the
organization. We intend to increase our sales and marketing, research and
development and general and administrative expenses. We anticipate that these
expenses could significantly precede any revenues generated by such increased
spending. If we do not experience significantly increased revenues from these
efforts, our business and results of operations would be seriously harmed. See
"Risk Factors -- We Expect Significant Increases in Our Operating Expenses."
General and administrative expenses were higher in the first and fourth
quarters of 1998 than in the second and third quarters of 1998 primarily due to
higher legal expenses incurred in defense of
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<PAGE> 31
Novadigm's complaint against us alleging patent infringement. We expect to incur
significant additional costs related to this complaint in the future, and these
costs will substantially increase if we go to trial. See "Risk
Factors -- Novadigm Has Claimed that We Infringe Its Intellectual Property,"
"Business -- Legal Proceedings" and Note 8 to Notes to Consolidated Financial
Statements.
Our quarterly operating results have fluctuated significantly and we expect
that future operating results will be subject to similar fluctuations. In the
past a significant portion of our sales have been realized near the end of the
quarter. Accordingly, a delay in an anticipated sale past the end of a
particular quarter could negatively impact our results of operations for that
quarter. In addition, we expect that revenues in the first quarter of each year
will be lower than the fourth quarter of the preceding year. We believe this
trend will be primarily due to the annual nature of budgetary, purchasing and
sales cycles. For example, we expect our license revenues to decrease for the
quarter ending March 31, 1999 and our net loss for that quarter to increase
compared to our license revenues and net loss for the quarter ended December 31,
1998. See "Risk Factors -- We Have Incurred Losses and We Expect Future Losses"
and "-- Our Quarterly Operating Results Are Volatile and Future Operating
Results Remain Uncertain."
LIQUIDITY AND CAPITAL RESOURCES
We have funded our operations primarily through the private placement of
our equity securities through which we have raised net proceeds of approximately
$19.0 million. We have also financed our operations through equipment lease
financing and bank borrowings. At December 31, 1998, our principal sources of
liquidity included approximately $7.8 million of cash, cash equivalents and
short term investments and a credit facility with a bank. This credit facility
provides us up to $6.5 million in total borrowings, of which $4.0 million of
borrowings are available for loans of up to 80% of our eligible accounts
receivable, $1.0 million is available under a non-formula based advance and $1.5
million is available for equipment advances. As of December 31, 1998, we had
$811,000 in outstanding borrowings for equipment advances. Borrowings under this
credit facility are provided at the bank's prime rate and are secured by
substantially all of our assets. The credit facility includes certain financial
and reporting covenants and expires on May 26, 1999. We intend to repay this
credit facility using a portion of the net proceeds from this offering.
Cash used in operations increased from $877,000 in the 1996 Inception
Period to $1.5 million in 1997 and $6.1 million in 1998 primarily due to our net
losses which were partially offset by increases in deferred revenues and
accounts receivable in 1997 and decreases in deferred revenues and accounts
receivable in 1998.
Cash used in investing activities increased from $285,000 in the 1996
Inception Period to $2.7 million in 1997 and $5.4 million in 1998. We have made
substantial investments in computer equipment, computer software, office
furniture and leasehold improvements. In addition, cash used in investing
activities during 1998 included net purchases of short-term investments of $4.1
million.
Net cash provided by financing activities was $4.0 million in the 1996
Inception Period, $15.8 million in 1997 and $861,000 in 1998. Net cash from
financing activities during the 1996 Inception Period resulted primarily from
the sale of preferred stock. Net cash from financing activities during 1997
resulted primarily from the sale of preferred stock and from the sale of common
stock issued upon exercise of stock options. During 1998, net cash from
financing activities resulted primarily from the sale of common stock issued
upon exercise of stock options and proceeds from equipment advances. We expect
to fund future operating expenses from revenues received from the sale of our
products and services and the proceeds of this offering.
We currently anticipate that the net proceeds from this offering, together
with our current cash, cash equivalents, short-term investments and credit
facility, will be sufficient to meet our anticipated cash
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<PAGE> 32
needs for working capital and capital expenditures for at least the next 12
months. However, we may need to raise additional funds in future periods through
public or private financings, or other arrangements. Any such additional
financings, if needed, might not be available on reasonable terms or at all.
Failure to raise capital when needed could seriously harm our business and
results of operations. If additional funds are raised through the issuance of
equity securities, the percentage of ownership of our stockholders would be
reduced. Furthermore, such equity securities might have rights, preferences or
privileges senior to our common stock.
YEAR 2000 COMPLIANCE
BACKGROUND OF YEAR 2000 ISSUES
Many currently installed computer and communications systems and software
products are unable to distinguish 21st century dates from 20th century dates.
This situation could result in system failures or miscalculations causing
disruptions in the operations of any business. As a result, many companies'
software and computer and communications systems may need to be upgraded or
replaced to comply with such Year 2000 requirements.
CUSTOMER REPRESENTATIONS AND WARRANTIES
We generally represent and warrant to our customers that the occurrence of
the date January 1, 2000 and any related leap-year issues will not cause our
products to fail to operate properly. In certain cases, this warranty includes
representations regarding the ability of our product to store, display,
calculate, compute and otherwise process date-related data. Our warranty
generally applies only to our products and excludes failures resulting from the
combination of our products with other software or hardware or from the use of
our software in a manner not in accordance with the related documentation.
In the event we breach this warranty, remedies in most cases include
commercially reasonable efforts to replace the software and to advise the
customer how to achieve substantially the same functionality through different
procedures, as well as payment of money damages, subject to certain limitations.
OUR PRODUCT TESTING AND LICENSING
We have tested all of our products for Year 2000 compliance. We derived our
testing method from our review and analysis of the Year 2000 testing practices
of other software vendors, relevant industry Year 2000 compliance standards and
the specific functionality and operating environment of our products. The tests
are run on all supported platforms for each release and include testing for date
calculation and internal storage of date information with test numbers starting
in 1999 and going over the Year 2000 boundary. Based on these tests, we believe
our products to be Year 2000 compliant with respect to date calculations and
internal storage of date information.
We have identified one Year 2000 date-related limitation in earlier
versions of Castanet. Versions of Castanet prior to version 3.2 display certain
data to the user in a manner that uses only two digits to represent a year. A
two-digit display of the Year 2000 could cause a user to believe the year
represented was the Year 1900 instead of the Year 2000. This limitation does not
affect either computation of data in our products or operation of the products.
All versions of Castanet currently being shipped use four digits for the display
of date data.
INTERACTION OF OUR PRODUCTS WITH THIRD-PARTY SOFTWARE
Our products contain, operate with and depend on third-party code that we
may not be able to independently verify is Year 2000 compliant. Substantially
all of our products interface with and depend on Sun's JVM (Java Virtual
Machine). Sun has indicated that the version of the JVM on which
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<PAGE> 33
Castanet 3.0, and all later versions depend, is Year 2000 compliant, but Sun has
made no such statement regarding earlier versions of the JVM. Our products also
contain and depend on software licensed to us from RSA Data Security, Inc.,
Netscape, VeriSign, Inc. and Phaos Technology Corporation. Although each of
those companies has made representations that the licensed code is Year 2000
compliant, we may not be able to verify this by independent testing. Finally,
our products also interact with external sources such as other software programs
and operating systems which may not be Year 2000 compliant or which may not
provide date data to our products in a manner that is Year 2000 compliant. Any
interaction with third-party software which is not Year 2000 compliant could
cause our products to fail to properly operate or to properly process date
information.
OUR INTERNAL SYSTEMS
Although we do not have a formal contingency plan to address Year 2000
issues, we are in the preliminary stages of assessing our internal risks
associated with the Year 2000 issue. We are working internally and with
third-party vendors to assure that we are prepared for the Year 2000. We have
inventoried our internal software and hardware systems, as well as products and
services provided by third-party vendors. These systems include those related to
product delivery, customer service, internal and external communications,
accounting and payroll, which we consider critical areas of our business. We are
seeking vendor certification for all third-party systems and plan to develop a
detailed risk assessment and action plan that will include testing of both
critical systems and systems for which no certification has been obtained. The
identification, certification and risk assessment phases of our Year 2000
project are expected to be completed by the end of April 1999. Subsequent phases
will include our own tests, tests conducted by third-party consultants and the
development of contingency plans and/or workarounds for systems which have been
identified to be noncompliant. We expect these phases will continue through the
first half of 1999.
COSTS OF ADDRESSING YEAR 2000 COMPLIANCE
To date, our costs to address Year 2000 compliance have not been
significant. Based on our preliminary evaluations, we do not believe we will
incur significant operating expenses or be required to invest heavily in
computer system improvements to be Year 2000 compliant, although we have not yet
developed an estimate of such costs. However, significant uncertainty exists
concerning the potential costs and effects associated with Year 2000 compliance.
Any Year 2000 compliance problem experienced by us or our customers could
decrease demand for our products which could seriously harm our business,
results of operations and financial condition.
RECENT ACCOUNTING PRONOUNCEMENTS
In March 1998, the AICPA issued SOP No. 98-1, Accounting for the Costs of
Computer Software Developed or Obtained for Internal Use. SOP No. 98-1 requires
entities to capitalize certain costs related to internal-use software once
certain criteria have been met. We expect that the adoption of SOP No. 98-1 will
not have a material impact on our financial position or results of operations.
We will be required to implement SOP No. 98-1 for the year ending December 31,
1999.
In April 1998, the AICPA issued SOP No. 98-5, Reporting on the Costs of
Start-Up Activities. SOP No. 98-5 requires that all start-up costs related to
new operations must be expensed as incurred. In addition, all start-up costs
that were capitalized in the past must be written off when SOP No. 98-5 is
adopted. We expect that the adoption of SOP No. 98-5 will not have a material
impact on our financial position or results of operations. We will be required
to implement SOP No. 98-5 for the year ending December 31, 1999.
In June 1998, the Financial Accounting Standards Board issued SFAS No. 133,
Accounting for Derivative Instruments and Hedging Activities. SFAS No. 133
establishes methods for derivative
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<PAGE> 34
financial instruments and hedging activities related to those instruments, as
well as other hedging activities. Because we do not currently hold any
derivative instruments and do not engage in hedging activities, we expect that
the adoption of SFAS No. 133 will not have a material impact on our financial
position or results of operations. We will be required to implement SFAS No. 133
for the year ending December 31, 2000.
In December 1998, the AICPA issued SOP 98-9, Modification of SOP 97-2,
Software Revenue Recognition, with respect to Certain Transactions. SOP 98-9
amends SOP 97-2 and SOP 98-4 extending the deferral of the application of
certain provisions of SOP 97-2 amended by SOP 98-4 through fiscal years
beginning on or before March 15, 1999. All other provisions of SOP 98-9 are
effective for transactions entered into in fiscal years beginning after March
15, 1999. We have not yet determined the effect of the final adoption of SOP
98-9 on our financial condition or results of operations.
QUALITATIVE AND QUANTITATIVE DISCLOSURES ABOUT MARKET RISK
We develop products in the United States and sell in North America, Asia
and Europe. As a result, our financial results could be affected by factors such
as changes in foreign currency exchange rates or weak economic conditions in
foreign markets. As all sales are currently made in U.S. dollars, a
strengthening of the dollar could make our products less competitive in foreign
markets. Our interest income is sensitive to changes in the general level of
U.S. interest rates, particularly since the majority of our investments are in
short-term instruments. Due to the nature of our short-term investments, we have
concluded that there is no material market risk exposure. Therefore, no
quantitative tabular disclosures are required.
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BUSINESS
OVERVIEW
Marimba is a leading provider of Internet-based software management
solutions that enable companies to expand their market reach, streamline
business processes and strengthen relationships with customers, business
partners and employees. Our Castanet product family provides an efficient and
reliable way for enterprises to distribute, update and manage applications and
related data over corporate intranets, extranets and the Internet. Our strategy
is to extend the Castanet foundation to manage the array of infrastructure,
systems and components upon which business applications and services depend. We
believe that, by using Castanet, companies are able to leverage the Internet
more efficiently by reducing software management costs, delivering greater
functionality and improving customer loyalty. Our global customer base spans
multiple industry segments including financial services, insurance, retail,
manufacturing and telecommunications. Castanet customers include such industry
leaders as Bear Stearns, Charles Schwab, EarthLink, Home Depot, Intuit, Ingram
Micro, Nortel Networks, Seagate Technology and Sun Microsystems. Since January
1997, over 200 organizations have purchased our Castanet product. We market our
Castanet products worldwide through a combination of a direct sales force,
resellers and distributors.
INDUSTRY BACKGROUND
In today's intensely competitive business environment, companies
aggressively seek new ways to leverage information technology for competitive
advantage. The Internet has emerged as a crucial business tool, offering the
prospect of ubiquitous, easy-to-use and cost-effective connectivity to anyone,
anywhere, internal or external to the corporate network. As the commercial use
of the Internet grows, companies are delivering increasingly sophisticated
services to a rapidly expanding audience. As a result, demands on the Internet
infrastructure have grown and the enterprise computing environment is evolving
and becoming increasingly complex. Today, companies are extending their
enterprises and starting to use the Internet to connect to their business
partners and customers in fundamentally new ways. Organizations are leveraging
the Internet to deliver services that extend their business processes to
networked, mobile and remote employees, customers, suppliers, vendors,
distributors and other partners.
This emerging use of the Internet by businesses, which is often referred to
as "e-business," encompasses business-to-business, business-to-employee and
business-to-consumer communications and transactions. As they adopt e-business,
companies are integrating, co-locating and redistributing their business
processes with those of their strategic partners and customers. By linking these
business processes across the extended enterprise, companies are creating a new
type of service offering for their strategic partners and customers that
requires the ability to deliver business applications and information
dynamically. For example, by directly sharing the information and analysis of an
inventory management application, companies and their suppliers and distributors
can manage supply chain issues in real-time. Alternatively, by providing online
applications such as financial portfolio management, companies can offer
personalized, up-to-date account information that creates immediate value for
their customers. When companies are able to offer easy-to-access, compelling,
up-to-date applications and information as services, they create closer business
relationships, new efficiencies and significant strategic advantages. As a
result of these benefits, the e-business market is large and growing rapidly.
International Data Corporation, an independent research firm, estimates that
e-commerce, a subset of e-business, will grow from $32 billion in 1998 to $426
billion in 2002.
In embracing e-business, companies are extending their IT infrastructure
beyond the organization and moving their core business applications and
processes to the Internet. Prior to the commercial adoption of the Internet as a
business platform, corporations primarily focused on connecting the physical
computing network infrastructure within their own organizations and deploying
application software to
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automate internal business processes. As companies now extend their enterprise
IT infrastructure, they face significant new challenges. In an e-business
environment where corporate IT domains are being extended, application
availability, security and performance are dependent on the management of a
complex, heterogeneous array of systems and services. In addition, the dynamic
nature of e-business requires companies to ensure that applications and
information are up to date. As companies' e-business services grow, they must be
able to rapidly scale their services to thousands, or even millions, of users.
These users are often only intermittently connected to the network and may be
outside the corporation's control. The public nature of the Internet also
exposes the enterprise to heightened security risks. Finally, as e-business
applications are increasingly being advertised and delivered as services,
organizations and their customers are demanding the same high levels of
availability, ease of use and quality of service that they expect from common
utilities such as electricity and telephone systems.
The evolution of enterprise computing to an Internet-based infrastructure
is creating enormous complexity for organizations and producing significant
challenges, similar to those faced by companies as they moved from mainframe
computing to client-server environments. At that time, the need to manage
complex client-server environments gave rise to a large market for network and
systems management solutions. However, these solutions were not designed for an
Internet-based infrastructure. As a result, they do not adequately address
challenges such as connectivity, management of endpoints outside of the firewall
and security requirements of a public network, and massive scalability, all of
which are critically important when delivering services across the Internet.
These challenges have created the need for a new Internet services
management solution that supports e-business services across the extended
enterprise. A complete Internet services management solution would provide not
only the management of e-business applications on an ongoing basis, but also
management of the infrastructure upon which those applications depend. For
example, an e-business platform would typically be comprised of a set of
business applications, plus components such as web servers, database management
systems, application servers and software security systems. A complete Internet
services management solution will ultimately enable an IT department to first
deploy and then manage, maintain and monitor this e-business infrastructure
across companies, domains and geographies.
THE MARIMBA SOLUTION
Marimba is a leading provider of Internet-based software management
solutions that enable companies to expand their market reach, streamline
business processes and strengthen relationships with customers, business
partners and employees. Our Internet services management solutions help solve
complex deployment and management problems not adequately addressed by existing
client-server based distribution and management products. An essential
foundation of a complete Internet services management solution is the ability to
effectively deliver and manage applications and information throughout the
extended enterprise. Built from the ground up to provide a robust Internet-based
infrastructure, our Castanet software product family provides automated
distribution, transparent updates and ongoing management of e-business
applications, application-related data, business rules, documents and services
throughout the extended enterprise. Our Castanet product family is modular,
allowing organizations to plug-in functionality as their e-business requirements
expand and is designed to provide the reliability, performance and security that
organizations require for their mission-critical e-business applications and
services. As a result, we believe our customers are able to leverage their
networks more efficiently and obtain greater functionality from their business
applications.
We believe that the benefits of our Castanet solution will address the
Internet services management needs of leading corporations and service
providers. Key benefits of this solution include:
Reduces Total Cost of Managing the Extended Enterprise. Castanet
facilitates the centralized management of the extended enterprise by enabling
automated, electronic distribution, installation and updates of applications and
related data. In so doing, Castanet lowers IT costs by reducing resources
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previously required to manually distribute and customize software. Castanet can
further reduce support costs by removing the burden of software installation and
management from the end-user and by automatically synchronizing application
versions across multiple users. In addition, by replacing only the applications
or data that have changed, Castanet enables rapid and efficient updates, thereby
reducing network connection charges and enabling corporations to realize
increased benefits from their network bandwidth investment.
Increases Efficiency of the Extended Enterprise. Castanet provides
organizations with a simple and rapid way to distribute new or updated
applications and information across a complex, distributed and heterogeneous
computing environment. Through access control and policy management, Castanet
enables the collaborative exchange of applications and data among users and
across companies. By enabling organizations to extend access to their data and
applications across the extended enterprise, Castanet can increase the
efficiency and usefulness of an organization's information and technology
assets. Employees, customers, suppliers, vendors and other partners can receive
the most recent and relevant data directly, reducing an organization's support
requirements. Mobile users can work off-line and receive the latest updates when
they connect to the network. By enabling rapid, transparent updates, Castanet
can reduce the time and frustration often associated with obtaining software and
data updates remotely. In addition, because users automatically receive the most
current information, organizations can reduce the inefficiency caused by
outdated information and applications.
Provides Robust Infrastructure for Mission-Critical Applications. Castanet
enables companies to distribute and update mission-critical applications
throughout the extended enterprise in a reliable and efficient manner. When
corporations transmit sensitive e-business applications and data across public
or private networks, precautions must be taken to authenticate user identity,
verify application and data integrity, and protect data confidentiality.
Castanet provides comprehensive security functionality, including digital
certificates, encryption and end-user access control. Castanet can rapidly scale
to allow organizations to distribute applications and upgrades to large numbers
of users in geographically dispersed locations. This architecture helps
organizations improve application performance and reduce network traffic. If a
download is interrupted, Castanet can automatically restart at the point of
interruption when it reconnects without corrupting the original application or
file.
Enhances Customer Relationships. As corporations extend their enterprise to
customers, business partners and employees worldwide, it is becoming
increasingly important to deliver personalized services, content and user
interfaces to individual customers or target groups. Castanet enables the
tailoring of services through automatic identification of target user groups, or
through server extensions which allow the automated selection of code and
content. In addition, Castanet provides the ability to create and package custom
user interfaces. Using the customization and branding functions available with
Castanet, IT and operational managers can define and enforce consistent
application configurations and branding across the extended enterprise. We
believe that each of these capabilities allows companies to strengthen their
brand and offer more compelling Internet-based services, thereby increasing
their customer loyalty.
STRATEGY
Our objective is to become the leading provider of Internet services
management solutions. We are pioneering this new and emerging market and have
established a foundation upon which we can build to address the growing needs of
the extended enterprise. The key elements of our strategy to achieve our
objective are:
Extend Technological Leadership Position. We are the first company to
provide an integrated product suite that has been designed from the ground up to
provide e-business application distribution and management solutions across the
extended enterprise. We believe that our application distribution and management
solutions provide us with a first mover advantage and an essential foundation
for a comprehensive Internet services management solution. We intend to advance
our technological leader-
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ship by investing significant resources in research and development. In
addition, by implementing and actively promoting new industry standards, we
intend to facilitate widespread adoption of Castanet by enterprises conducting
e-business.
Target Companies and Service Providers Conducting E-business. We intend to
expand adoption of Castanet by focusing our efforts on selling to large
companies in industry sectors where the deployment of e-business solutions
provides a key competitive advantage. While many large companies are now
engaging in some form of e-business, we believe that Castanet is particularly
attractive to companies in industry sectors such as financial services,
insurance, health care, manufacturing, retail, technology and telecommunications
given their sophisticated technological needs. We believe that our experience in
successfully providing Castanet solutions to industry-leading companies provides
us a competitive advantage in selling Castanet to potential customers. Castanet
provides an enabling infrastructure for application service providers and
Internet service providers to distribute and remotely manage applications
services simply, efficiently and at a low cost.
Expand Worldwide Sales. We believe that international markets represent a
significant growth opportunity as organizations seek global e-business
solutions. We currently have a direct sales presence in North America and
Europe. In the Asia/Pacific region, we sell our Castanet products through third-
party distributors. We intend to expand our direct sales force and to establish
additional sales offices domestically and internationally. In addition, we plan
to complement our current distribution channels with selected resellers, system
integrators and joint marketing partners to expand our market reach.
Expand Professional Services. We believe that our experienced team of
consultants, support engineers and training staff provide a key competitive
advantage in the sale of the Castanet solution. We intend to expand this team
and continue to invest in the advanced level of training required to provide
superior service to our customer base. In addition, the complex and strategic
nature of Internet services management software provides us with a significant
opportunity to provide consulting services to customers to help them
successfully develop, deploy and maintain their e-business applications.
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CASTANET PRODUCT FAMILY
The Castanet product family provides a robust framework to distribute,
update and manage applications and related data over corporate intranets,
extranets and the Internet to multiple endpoints, including servers, desktops
and mobile systems. Designed upon an open, extensible architecture, our Castanet
products are fault tolerant, provide a variety of security features, are
bandwidth efficient, allow personalization and are rapidly scalable to a large
number of users in geographically dispersed locations. The Castanet product
family is modular, allowing organizations to add functionality as their
e-business management requirements expand. The Castanet product family is
summarized below:
<TABLE>
<CAPTION>
- --------------------------------------------------------------------------------------------------------
CASTANET PRODUCT FAMILY BENEFITS
<S> <C>
- --------------------------------------------------------------------------------------------------------
CASTANET INFRASTRUCTURE SUITE: - Supports multiple applications across
heterogeneous computing environments, in one
The Infrastructure Suite provides the foundation integrated solution
upon which all other Castanet product suites are
built. It provides the components necessary to - Provides security features to authenticate users
distribute, manage and maintain applications and help protect data integrity and
across intranets, extranets and the Internet. confidentiality
- Provides bandwidth efficiency, lowering network
connection costs
- Supports mobile and remote users, who may be
only intermittently connected to the network
- Supports personalization, making it easy to
install and manage appropriate application
versions for each user
- Rapidly scales to a large number of users in
geographically dispersed locations
- Utilizes open standards and extends to meet
changing user requirements
- --------------------------------------------------------------------------------------------------------
CASTANET PRODUCTION SUITE: - Automates the application publishing process
The Production Suite provides the ability to - Provides easy-to-use wizard-driven interfaces
package and publish custom or off-the-shelf for defining configuration parameters
applications, files and documents for
distribution by the Castanet Infrastructure - Reduces software and platform dependencies
Suite.
- Provides the ability to customize the
application installation process to shield end
users from software installation complexities
- --------------------------------------------------------------------------------------------------------
CASTANET MANAGEMENT SUITE: - Helps trouble-shoot and test Castanet
deployments
The Management Suite provides comprehensive
solutions for the management, deployment and - Streamlines application rollouts across multiple
maintenance of enterprise-wide Castanet domains of control
installations. The suite permits centralized
monitoring and control of local and remote - Provides usage reports and log files
Castanet servers and clients. Optional extensions
to the Management Suite also provide extensive - Strengthens brand awareness by allowing IT
client customization and branding capabilities. managers and business organizations to customize
user interfaces
- --------------------------------------------------------------------------------------------------------
CASTANET INVENTORY SUITE(1): - Automates collection of inventory information,
including application, network, computer
The Inventory Suite simplifies the discovery, hardware and operating system information
tracking and management of the desktop, server
and portable computing resources within the - Supports intermittently connected computing
enterprise. By providing database integration and resources, providing network managers with
reporting capabilities, the suite is designed to greater inventory accuracy and administrative
allow administrators to generate up to date control
information on machines within their domains of
control, even if they are only connected - Provides the ability to view inventory
intermittently to a network. information, perform searches and generate reports
- Supports relational database storage for
enterprise-wide access
- Enables customization of inventory parameters,
schedules, storage and reports
- --------------------------------------------------------------------------------------------------------
</TABLE>
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<TABLE>
<CAPTION>
- --------------------------------------------------------------------------------------------------------
CASTANET PRODUCT FAMILY BENEFITS
<S> <C>
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CASTANET SUBSCRIPTION SUITE(1): - Streamlines definition of enterprise-wide
The Subscription Suite is designed to provide application subscription policies based on user
corporate IT managers with the ability to use profiles.
existing profile information to define,
distribute and enforce a centralized subscription - Automates distribution and enforcement of
policy that determines which applications should enterprise-wide application subscription policies
be made available, installed or deleted from a
user's machine. - Integrates with user profile information from
multiple sources, including LDAP, Novell Directory
Service, and Windows NT domain services
- Supports multiple application subscription
states, from notification of availability to
automatic installation
- Enables customization of subscription parameters
and schedules
- --------------------------------------------------------------------------------------------------------
</TABLE>
(1) The Inventory Suite and Management Suite are components of Castanet 4.0,
which is scheduled to be released in March 1999. We may experience
difficulties that could delay or prevent the successful development,
introduction and rollout of Castanet 4.0. See "Risk Factors -- Our Success
Depends on Our Castanet Product Family and New Product Development."
We generally license the Castanet Infrastructure Suite on a per user basis
with the total fee determined, in part, by the number of end-users who can
obtain updates using Castanet. The license terms also vary depending on the
number of applications to be deployed with Castanet and whether the computer
receiving updates is a server or client computer. Separate licenses are
available for the right to customize the user interface of the client component
of Castanet and to distribute the client and/or server components of the system
to customers, partners or others outside of the customer's own organization. The
Castanet Management and the Production Suites are generally licensed on a per
user basis, based on the number of individual systems administrators who will
use the components of the suites. We intend to license the Castanet Inventory
Suite in a manner similar to the Castanet Infrastructure Suite and we intend to
license the Castanet Subscription Suite in a manner similar to the Castanet
Management and Production Suites.
- --------------------------------------------------------------------------------
ARCHITECTURE
The Castanet infrastructure is designed to distribute software and data
efficiently over TCP/IP (Transmission Control Protocol/Internet Protocol)
enabled networks. Castanet packages an application as a channel and publishes
the application to a Transmitter, which then distributes the channel and
subsequent updates across a network to Tuners on client computers. The
fundamental components of the architecture are illustrated below:
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LOGO
Channel. A channel is the application and/or related data that is
distributed using Castanet. For example, a channel could consist of a
stock-trading application written in Java or a shrink-wrapped application, such
as Microsoft Word and related documents. Each channel has an associated list of
properties that describes its features, such as application type, author,
copyright notice, update schedule and entry point. Castanet's application
packager prepares the channel for distribution and inserts a channel adapter
that installs and launches the application in a platform and application
specific manner. The application packager is designed to accommodate a range of
application types, including Java applets, Java Beans, Visual Basic, C, C++ and
shrink-wrapped applications. The application packager uses an installation
capture technology to create an installation script using OSD (Open Software
Description format), which is based on XML (eXtensible Markup Language). Using
this technology, both shrink-wrapped and custom applications can be installed,
updated and repaired without requiring changes to the original application and
without relying on the original application installer. After the application is
packaged as a channel, it is published to the Transmitter for distribution over
the network.
Transmitter. The Transmitter is the server component of Castanet. It
distributes channels and subsequent updates to the Tuner, the Castanet client.
The Tuner and Transmitter communicate using the Castanet protocol which is
designed to minimize bandwidth requirements for updates using compression
technology and differential updating over HTTP (Hyper-Text Transfer Protocol).
See "-- Technology." All updates are transactional, interruptible and atomic,
which means that channels on the Tuner are always in a functional state even if
the most recent update failed or was interrupted. In addition, interrupted
downloads can be restarted automatically at the point of interruption. Castanet
provides functionality to identify and verify each channel resource and
installed applications. Additional Transmitter features include replication,
personalization, client feedback, bandwidth management and policy
administration. Castanet implements user authentication and access control using
passwords or client-side certificates and by leveraging directory services, such
as LDAP (Lightweight Directory Access Protocol) or Microsoft's Active Directory.
Tuner. The Tuner is the client component of Castanet. The Tuner subscribes
to channels located on the Transmitter and downloads, installs and receives
updates of each channel. Once received from a Transmitter, channels are stored
locally on the Tuner, making the downloaded channel resources instantly
accessible regardless of whether the user is connected to the network. The Tuner
is typically configured to run in the background and can manage multiple
channels simultaneously without end-user interaction, updating them as necessary
to present the user with the most recent version. In addition, the Tuner's user
interface can be customized to include the brand, logo and other look and feel
elements desired by the
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customer. The Tuner provides a comprehensive set of features for modem support,
bandwidth management, security controls, certificate management, update
scheduling and firewall support.
The Castanet distribution architecture can be scaled rapidly to a large
number of end users using replication and caching technology. The illustration
below describes an example of how applications can be deployed globally to
multiple end users:
LOGO
Using the Castanet protocol, Tuners can be redirected automatically to
additional Transmitters, serving as repeaters, in order to reduce the load on
the main Transmitter and to make more efficient use of available bandwidth. By
adding repeaters, it is possible to provide faster download times and to service
thousands of simultaneous downloads. Repeaters can be added and removed
dynamically without disrupting the overall service, allowing for a high level of
scalability, improved service quality and availability. In addition, the use of
a caching proxy server can improve the efficiency of downloads through corporate
firewalls.
In addition to the basic Castanet components, a variety of Castanet
features are available for reporting downloads, staging updates, application
signing, resource planning, certificate management, license installation,
Transmitter administration, Tuner administration and deploying Tuner updates.
All of these features are distributed as Castanet channels, and together with
the basic infrastructure components, provide all the necessary functionality to
distribute, manage and maintain mission critical applications and services.
Where appropriate, we provide programming interfaces and software development
kits for customized extensions, allowing customers to tailor the Castanet
solution to their specific needs, or to embed the Castanet technology into
existing applications.
TECHNOLOGY
We believe that our investment in engineering has resulted in technology
that provides us with a strategic advantage. Castanet has been built from the
ground up to provide a robust Internet-based solution. Castanet provides a
lightweight, cross-platform and easy-to-deploy solution that helps solve complex
application deployment and management problems which we believe are not
addressed adequately by existing client-server distribution and management
tools.
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Castanet makes extensive use of a broad range of technologies, including
Java, TCP/IP, HTTP, LDAP, XML, SSL (Secure Socket Layer) and various digital
security technologies. In addition, we have worked with partners to submit
several standards proposals to the World Wide Web Consortium, including the OSD
format jointly developed with Microsoft and the DRP protocol (HTTP Distribution
and Replication Protocol) jointly developed with Netscape, Sun Microsystems,
Novell, Inc. and @Home Network.
The Castanet protocol is designed to distribute applications and data to
multiple intermittently connected endpoints. The protocol is layered on HTTP so
that it can be used from within most corporate firewalls by tunneling through an
HTTP proxy server. When the user is on line, the Tuner initiates update requests
either when requested by the user or automatically using a predefined update
schedule. When an update request is received, the Transmitter quickly determines
which files in the channel have changed, and if a change has occurred, Castanet
determines exactly which bytes within those files have changed. The Tuner then
downloads the resulting changes, and compression algorithms are used to further
reduce the total download overhead. The efficiency of the Castanet protocol
makes it possible to distribute frequent updates to large applications and
application files with relatively low bandwidth utilization. The protocol also
provides features for user authentication, personalization of content, the
distribution of events and data from the Tuner to the Transmitter and the
automatic redirection of requests to repeaters.
Our OSD-based software installation technology provides a cross-platform
framework for installing, updating, and verifying applications in an operating
system specific manner. Applications are delivered with an OSD file that defines
the platforms on which the software runs, as well as the libraries and resources
it requires. In addition, the OSD file contains platform specific extensions
that define the exact installation requirements in a declarative manner. For
example, on the Microsoft Windows platform, the OSD file describes exactly which
files need to be installed, which DLLs (Dynamically Loaded Libraries) need to be
updated, which registry entries need to be set and which system scripts need to
be updated. Once an application is installed, the OSD file can be used to
upgrade, verify and uninstall the application. OSD files are generated
automatically using an installation capture technology, which eliminates the use
of the original application installer. IT managers can customize the OSD script
to control the level of user involvement in the resulting installation.
We have invested significant resources in developing Castanet's security
implementation. Castanet's security features currently include end user
authentication, digital certificates to verify application authenticity and SSL
communications to help protect the integrity and confidentiality of data
transmitted via Castanet. We offer a standard 40-bit encryption implementation
for international use and a 128-bit encryption implementation for domestic use
only. Our security implementation represents a combination of software written
by us and security code licensed to us by various vendors, including encryption
modules licensed from RSA Data Security and an SSL implementation from Netscape.
To further enhance the breadth of our security offerings, we also recently
licensed a Java-based security implementation. We also have an arrangement with
VeriSign for the provision of digital certificates specifically for Castanet
products. See "Risk Factors -- We Rely on Third-Party Software and
Applications."
Most of our products are implemented using Sun Microsystems' Java
programming language. As a result, our products are extremely portable, easy to
internationalize, easily reconfigured and efficient. The use of Java has proven
to be a major advantage in developing portable components without significantly
increasing the engineering overhead as additional platform support is required.
We believe that our use of and expertise in Java provides us a competitive
advantage. See "Risk Factors -- We Rely on Third-Party Software and
Applications."
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CUSTOMERS
Our customer base spans multiple industry segments including financial
services, government, insurance, retail, manufacturing and telecommunications.
The following is a representative list of companies that have purchased over
$100,000 of Castanet products and services:
American Management
Systems
Arthur Andersen
Bear Stearns & Co.
Caterpillar
Charles Schwab
Cisco Systems
CSX
Cytec Industries
Daimler Chrysler
EarthLink Network
Eddie Bauer
Edward Jones
Encanto Networks
Fireman's Fund
Ford Motor Company
Fujitsu
GE Medical Systems
Guardian Life Insurance
H&R Block
Hitachi IT
The Home Depot
Ingram Micro
Instinet
Intuit
Itochu
MECA Software
Merck & Co.
Mitchell International
Morgan Stanley Dean
Witter & Co.
Samsung SDS
Seagate Technology
SegaSoft Networks
Sony Marketing
Sun Microsystems
SBC Warburg
Dillon Read
The Thompson Financial
Company
Toshiba
US WEST
Wausau Insurance
The following examples span intranet, extranet and Internet e-business
applications, and illustrate how organizations are relying on Castanet to
provide a management infrastructure for business-to-employee,
business-to-business, and business-to-customer networked communications.
Business-to-Employee (Intranet Applications). The Home Depot and Cytec
sought to lower cost of operations, automate application installation and
maintenance and improve controlled access to information within their intranet
environments. These organizations are utilizing Castanet to distribute, manage
and maintain critical line-of-business applications to their employees, whether
they reside in headquarter locations, remote offices or field locations. The
Home Depot selected Castanet to automate deployment of its custom design
applications to 760 stores worldwide. Cytec relies on Castanet to manage its
supply chain application accessed daily by hundreds of employees in North
America.
Business-to-Business (Extranet Applications). Seagate Technology and Ingram
Micro rely on Castanet's built-in security, bandwidth efficiency,
personalization features and support for disconnected use for combined intranet
and extranet applications. Seagate Technology is utilizing Castanet to deliver
and update business applications such as sales forecasting and pricing
information to its internal sales management, mobile sales force and external
OEM and distributor partners. Ingram Micro is utilizing Castanet to deploy and
maintain electronic commerce services to its network of resellers.
Business-to-Customer (Internet Applications). Intuit and OnSale were
challenged with providing Internet applications to a large number of end users
where bandwidth efficiency, cross platform support and incremental,
transactional updates are key. Intuit embedded Castanet into its Quicken 99
personal finance software to enable its installed base of 10.5 million online
users to receive software and information updates transparently. OnSale, a
leading Internet auction retailer with over one million registered users, built
its BidWatch application on Castanet's infrastructure in order to collect and
display real-time bid information for up to 1,000 simultaneously active users.
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Many of our customers have gained measurable cost saving benefits through
their deployment of Castanet. We engaged the Hurwitz Group, an industry analyst
and research firm, to work with us to assess the amount of time required for
Castanet to "pay for itself," or achieve a break-even return on investment for
selected customers. The following examples demonstrate the expected payback
period for Castanet in three diverse customer deployments.
<TABLE>
<CAPTION>
- ------------------------------------------------------------------------------------------------------------
USE OF INITIAL ESTIMATED MONTHLY NET PAYBACK
CUSTOMER CASTANET INVESTMENT COST SAVINGS(1) PERIOD(2)
- ------------------------------------------------------------------------------------------------------------
<S> <C> <C> <C> <C>
Major Distribute and manage sales $ 200,000 People savings: $ 21,000 2 months
Manufacturer productivity applications Hardware savings: $5,000
to its remote/mobile sales Network bandwidth
force and channel partners. utilization
savings: $121,800
Total: $147,800
- ------------------------------------------------------------------------------------------------------------
Computer Equipment Distribute all internal $1,000,000 People savings: $165,000 4 months
Manufacturer business applications to Hardware savings: $122,000
employees connected to Total: $287,000
worldwide corporate
network.
- ------------------------------------------------------------------------------------------------------------
Major Retail Distribute, update and $2,000,000 People savings: $ 86,000 12 months
Corporation manage Windows applications Hardware savings: $ 25,000
over T1 lines to global Support call
retail network. savings: $ 60,000
Total: $171,000
- ------------------------------------------------------------------------------------------------------------
</TABLE>
(1) Cost savings include both reductions in costs that the customer has achieved
or expects to achieve, as well as anticipated costs that the customer
expects to avoid, by deploying Castanet. These cost saving data are based on
data provided by the customers, and have not been independently verified.
(2) Represents the total amount of anticipated time needed for the organization
to recoup initial investment in terms of monthly cost savings.
SALES, MARKETING AND DISTRIBUTION
We market our Castanet products worldwide through a combination of a direct
sales force, resellers and distributors. Our worldwide direct sales, marketing
and business development organizations consisted of 65 individuals as of
December 31, 1998, 42 of whom were located at our Mountain View, California
headquarters, 17 in regional offices located in California, Georgia, Illinois,
Michigan, New York and Virginia and six in our European office in the United
Kingdom.
Our sales, marketing and distribution approaches are designed to help
customers understand both the business and technical benefits of the products.
We have built an experienced consulting services organization to facilitate the
successful deployment of our products. We intend to expand our consulting
services organization and direct sales force and to establish additional sales
offices domestically and internationally. Competition for sales personnel is
intense, and we may not be able to attract, assimilate or retain additional
qualified personnel in the future. See "Risk Factors -- We Need to Develop and
Expand Our Sales, Marketing and Distribution Capabilities."
We conduct a variety of marketing programs worldwide to educate our target
market, create awareness and generate leads for our Castanet solutions. To
achieve these goals, we have engaged in marketing activities such as e-business
seminars, direct mailings, print and online advertising campaigns and trade
shows. These programs are targeted at key IT executives as well as vice
presidents of marketing and general managers of business units. In addition, we
conduct comprehensive public relations programs that include establishing and
maintaining relationships with key trade press, business press and industry
analysts as well as an active executive speakers' bureau. We have established
and enforced consistent branding guidelines for all of our channel partners in
order to solidify our market position. We have also initiated a customer
advisory council which provides a communication channel for regular feedback
from key customers to facilitate the design of products that meet the expanding
requirements of our target market.
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Our sales strategy is to supplement the efforts of our direct sales force
by establishing multiple indirect distribution channels in the United States and
internationally through original equipment manufacturers, resellers and systems
integrators. Tivoli has been a reseller of our products since 1997. Tivoli
accounted for $3.1 million, or approximately 18% of our revenues in 1998. This
includes $1.9 million, or approximately 19% of our revenues in the fourth
quarter of 1998. Our reseller agreement with Tivoli provides for the resale of
our products at substantial discounts from list price. Consequently, the gross
margin on such sales is generally lower than the gross margin our direct sales.
In March 1998, we entered into an original equipment manufacturer agreement
with Tivoli pursuant to which Tivoli is building upon the Castanet
infrastructure to develop a product called Cross-Site. Any revenues from Tivoli
under this original equipment manufacturer agreement will be from per seat
royalty payments on sales of Cross-Site that contain the Castanet
infrastructure. The per seat payments under the original equipment manufacturer
agreement will be less than the per seat payments we currently have under our
reseller agreement with Tivoli. Tivoli has announced that it expects to release
Cross-Site in the first quarter of 1999. Consequently, we expect to generate
revenues from royalties on sales of Cross-Site beginning in 1999 and expect that
revenues from the resale of Castanet pursuant to the Tivoli reseller agreement
will rapidly decrease and become immaterial as Tivoli transitions its efforts to
the release and sale of Cross-Site. However, Tivoli might be unable to introduce
Cross-Site by its expected release date. Furthermore, because Cross-Site is a
new product, Tivoli might not be able to successfully market and sell
Cross-Site, and the level of demand for Cross-Site is uncertain. Any failure of
Cross-Site to achieve widespread market acceptance could significantly harm our
business and results of operations. Because a significant amount of our revenues
have been, and are expected to continue to be, derived from Tivoli, we are
dependent on our relationship with Tivoli. Any disruption of our relationship
with Tivoli would seriously harm our business and results of operations. Our
reseller agreement with Tivoli expires upon the earlier of May 1, 1999 or
written notice provided to us by Tivoli. If the release of Cross-Site is delayed
beyond May 1, 1999, Tivoli would no longer resell our Castanet product unless we
and Tivoli extended the term of the reseller agreement. Furthermore, it is
possible for Tivoli to terminate the reseller agreement prior to the release of
Cross-Site. See "Risk Factors -- We Depend on Our Relationship with Tivoli" and
"-- Our Market Is Highly Competitive."
Netscape, a reseller of our products, accounted for $1.0 million, or
approximately 18%, of our revenues in 1997, and $3.8 million, or approximately
22% of our revenues in 1998. A majority of the $3.8 million of 1998 revenues was
recognized in the first half of 1998, with only $1.3 million in revenues
recognized in the second half of 1998. Netscape is no longer an active reseller,
and we do not expect material revenues from Netscape in the future.
Markets outside the United States are currently served by our direct sales
office in the United Kingdom as well as independent distributors and resellers
covering certain countries in Europe and Asia. Our distributors purchase our
Castanet products at discounts from end-user list prices. Sales under the
agreements are denominated in U.S. dollars. Foreign sales are subject to certain
risks, including exchange rate fluctuations, internal monetary conditions,
tariffs, import licenses, trade policies and domestic and foreign tax policies.
See "Risk Factors -- Expanding Internationally Is Expensive, We May Receive No
Benefit from Our Expansion and Our International Operations are Subject to
Governmental Regulation."
We may not be able to enter into agreements or establish relationships with
desired distribution partners on a timely basis, or at all, and our distribution
partners may not devote adequate resources to selling our products. See "Risk
Factors -- We Need to Develop and Expand Our Sales, Marketing and Distribution
Capabilities" and "-- We Depend Upon Third-Party Distribution Relationships and
Need to Develop New Relationships."
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CUSTOMER SUPPORT AND TRAINING
Our customer support and training organization consisted of 12 employees as
of December 31, 1998. We offer a variety of customer support services to meet
specific needs including an option to purchase support on a per-question basis
or an annual subscription service that provides customers with the latest
product updates as they become available. In addition, we also offer the
following annual service packages:
Bronze Service. This service provides customers with technical assistance
on installation and basic product questions via e-mail and/or telephone, as well
as access to our customer support engineers. With this service, customers also
receive the latest product updates as they become available.
Silver Service. This program includes all the features of the Bronze
Service offering with the addition of coverage 24 hours a day, every day of the
week.
Gold Service. Designed for mission-critical applications, the Gold Service
program provides customers with all the features of the Silver Service plus
early access to product beta releases and proactive support from designated
technical account managers.
Customers that license our products typically engage our professional
services organization to assist with support, training and consulting. We
believe that growth in our product sales depends on our ability to provide our
customers with these services and to educate third-party resellers and
consultants on how to provide similar services. As a result, we plan to increase
the number of our service personnel to meet these needs. See "Risk Factors -- We
Need to Expand Our Professional Services."
RESEARCH AND DEVELOPMENT
As of December 31, 1998, our engineering organization was comprised of 47
employees responsible for product development, quality assurance, documentation,
localization and porting. Our development organization is divided into four
groups: infrastructure and production tools, management tools, applications and
advanced development. The infrastructure and production tools group is focused
on enhancing the functionality, reliability, performance and flexibility of our
products and expanding the ability of Castanet to operate with leading operating
systems. Our management tools group is focused on developing enterprise-level
products that address additional Internet services management functions to
complement our current product family, and to expand our coverage of the
Internet services management market. These products are being developed to add
functionality to our existing product family by allowing customers to collect
system and application inventory information, control subscription and
configuration and monitor the status of endpoints. The applications group
focuses on developing solutions such as document management to end users and
bi-directional data management between remote offices and stores, to address
specific enterprise problems that will directly benefit and leverage our product
line. Our advanced development group defines architecture and engages in
speculative and forward-looking engineering with the intention that the results
may become products in the future.
These four development groups are supported by the quality assurance,
documentation, localization and porting groups. The quality assurance group
implements a process designed to identify software defects through the entire
development cycle. The documentation group is responsible for end user,
administrator and developer documentation for our products. The localization
group is responsible for internationalizing our products while in development as
well as performing the language-specific localization after the English version
is produced. The porting group is responsible for any changes to the source code
required to allow a product to run on platforms other than the two core
development platforms of Solaris and Windows.
We believe that our software development team and core technologies
represent a significant competitive advantage. The software development team
includes a number of key members from the
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engineering team that developed the Java programming language and runtime
environment at Sun Microsystems.
A technically skilled, quality oriented and highly productive development
organization will be a key component of the success of new product offerings. We
must attract and retain highly qualified employees to further our research and
development efforts. Our business and results of operations could be seriously
harmed if we are not able to hire and retain the required number of such
individuals. See "Risk Factors -- We Must Retain and Attract Key Personnel."
Research and development expenses were $2.4 million in 1997 and $5.8
million in 1998. To date, substantially all software development costs have been
expensed as incurred and developed by our employees. We believe that significant
investments in research and development are required to remain competitive. As a
consequence, we intend to continue to increase the absolute amount of our
research and development expenditures in the future. See "Management's
Discussion and Analysis of Financial Condition and Results of Operations."
We cannot be sure that existing and future development efforts will be
completed within our anticipated schedules or that, if completed, they will have
the features necessary to make them successful in the marketplace. Future delays
or problems in the development or marketing of product enhancements or new
products could seriously harm our business and results of operations. Further
there can be no assurance that, despite testing by us and by current and
potential customers, errors will not be found in our products, or, if
discovered, successfully corrected in a timely and cost-effective manner. If we
are not able to develop new products, enhancements to existing products or error
corrections on a timely and cost-effective basis, or if such new products or
enhancements do not have the features necessary to make them successful in the
marketplace, our business and results of operations will be seriously harmed. We
expect that most of our enhancements to existing products and new products will
be developed internally. However, we currently license certain externally
developed technology and will continue to evaluate externally developed
technologies for integration into our product lines. See "Risk Factors -- Our
Success Depends on Our Castanet Product Family and New Product Development,"
"-- Software Defects in Castanet Would Harm Our Business" and "-- We Must
Respond to Rapid Technological Change and Evolving Industry Standards."
COMPETITION
Our markets are new, rapidly evolving and highly competitive and we expect
such competition to persist and intensify in the future. We encounter current or
potential competition from a number of different sources, including:
- Sellers of enterprise-wide management systems which include electronic
software distribution such as Tivoli, Computer Associates and BMC
Software;
- Companies such as BackWeb, Novadigm, and Sterling Commerce, through its
subsidiary XcelleNet, which address certain portions of our market; and
- Desktop software management suites, such as Microsoft's SMS and Intel's
LanDesk.
In addition, we compete with various methods of application distribution
and management, including the web browser, and with application server vendors
and others which have introduced software distribution capabilities into their
products.
As new participants enter the Internet services management market, we face,
and expect to continue to face, additional competitors. In addition, potential
competitors may bundle their products or incorporate an Internet services
management component into existing products, in a manner that discourages users
from purchasing our products. For example, future releases of Microsoft's
Windows and NT operating systems are expected to include components addressing
certain Internet services
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management functions. Furthermore, it is possible that new competitors or
alliances among competitors may emerge and rapidly acquire significant market
share. Our competitors may be able to respond more quickly to new or emerging
technologies and changes in customer requirements than us.
Some of our competitors have longer operating histories and significantly
greater financial, technical, marketing and other resources than we do. Many of
these companies have more extensive customer bases and broader customer
relationships that could be leveraged, including relationships with many of our
current and potential customers. These companies also have significantly more
established customer support and professional services organizations than we do.
In addition, these companies may adopt aggressive pricing policies to gain
market share. As a result, we may not be able to maintain a competitive position
against current or future competitors. Our failure to maintain and enhance our
competitive position within the market could seriously harm our business and
results of operations. See "Risk Factors -- We Depend on Our Relationship with
Tivoli."
PROPRIETARY RIGHTS AND LICENSING
Our success and ability to compete are dependent on our ability to develop
and maintain the proprietary aspects of our technology. We rely on a combination
of patent, trademark, trade secret, and copyright law and contractual
restrictions to protect the proprietary aspects of our technology. These legal
protections afford only limited protection for our technology. We presently have
three U.S. patent applications, and several trademark registrations and
applications in the United States and certain foreign countries. Our patent and
trademark applications might not result in the issuance of any patents or
trademarks. If any patent or trademark is issued, it might be invalidated or
circumvented or otherwise fail to provide us any meaningful protection. We seek
to protect our source code for our software, documentation and other written
materials under trade secret and copyright laws. We license our software
pursuant to signed license agreements, which impose certain restrictions on the
licensee's ability to utilize the software. Finally, we seek to avoid disclosure
of our intellectual property by requiring employees and consultants with access
to our proprietary information to execute confidentiality agreements with us and
by restricting access to our source code. Despite our efforts to protect our
proprietary rights, unauthorized parties may attempt to copy aspects of our
products or to obtain and use information that we regard as proprietary.
Litigation may be necessary in the future to enforce our intellectual property
rights, to protect our trade secrets, and to determine the validity and scope of
the proprietary rights of others. Any such resulting litigation could result in
substantial costs and diversion of resources and could have a material adverse
effect on our business operating results. In addition, we sell our products
internationally and the laws of many countries do not protect our proprietary
rights to as great an extent as do the laws of the United States. Our means of
protecting our proprietary rights may not be adequate and our competitors could
independently develop similar technology. Our failure to adequately protect our
intellectual property could have a material adverse effect on our business and
operating results. See "Risk Factors -- Protection of Our Intellectual Property
is Limited."
Our success and ability to compete are dependent on our ability to operate
without infringing upon the proprietary rights of others. Any parties asserting
rights against us would force us to defend ourselves or our customers against
alleged infringement of intellectual property rights. We could incur substantial
costs to prosecute or defend any such litigation and intellectual property
litigation could force us to do one or more of the following:
- Cease selling, incorporating or using products or services that
incorporate the challenged intellectual property;
- Obtain from the holder of the infringed intellectual property right a
license to sell or use the relevant technology, which license may not be
available on reasonable terms; and
- Redesign those products or services that incorporate such technology.
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In the event of a successful claim of infringement against us and our
failure or inability to license the infringed technology, our business and
operating results would be significantly harmed. Currently, we are engaged in
litigation with Novadigm concerning the alleged infringement by us of a patent
held by Novadigm. See "Risk Factors -- Novadigm Has Claimed That We Infringe Its
Intellectual Property."
LEGAL PROCEEDINGS
On March 3, 1997, Novadigm filed a complaint against us in the United
States District Court for the Northern District of California, alleging
infringement by us of a patent held by Novadigm (U.S. Patent No. 5,581,764, the
"Novadigm Patent"). Novadigm alleges that our infringement relates to certain
methods for updating data and software over a computer network that we use in
our Castanet products. Novadigm later identified claims 1, 4, 5, 23, 24, 25, 31,
33 and 34 of the Novadigm Patent as being infringed. In its complaint, Novadigm
requests preliminary and permanent injunctions prohibiting us and other
specified persons from making, using or selling any infringing products, and
claims damages, costs and attorneys' fees. The complaint also alleges that we
have willfully infringed the Novadigm Patent and seeks up to triple damages
pursuant to the United States Patent Act.
On May 2, 1997, we filed our answer to Novadigm's complaint and filed a
counterclaim against Novadigm. Our answer denies Novadigm's allegations and
asserts defenses to Novadigm's claim. Our counterclaim seeks a declaratory
judgment that we do not infringe the Novadigm Patent and that the Novadigm
Patent is invalid and unenforceable. On October 3, 1997, we received an opinion
from outside patent counsel that Castanet did not infringe the Novadigm Patent.
Since then, we have released two new major versions of Castanet. However, we do
not believe that any changes to Castanet made in the newer versions cause
Castanet to infringe any claim of the Novadigm Patent.
On August 25, 1997 and January 26, 1998, we filed motions for summary
adjudication asking the court to rule that one of the relevant claims of the
Novadigm Patent is invalid because it was anticipated by two prior art
references. In response to each motion, Novadigm argued that the motion was
premature because it pre-dated certain claim construction proceedings, because
only limited discovery had been taken, and because our motion failed to
demonstrate that we were entitled to summary adjudication. The court denied our
motions in part because (1) discovery was ongoing, (2) the court had not had an
opportunity to construe the relevant language in the Novadigm Patent and (3) the
court found there were triable issues of fact as to the disclosures in those
references. The court stated that we could re-file our motions once discovery
has been substantially completed and after it had held a claims construction
hearing.
On December 17, 1998, the court held a claims construction hearing on the
appropriate interpretation of certain terms in the Novadigm Patent, and on
December 28, 1998, the court issued an order setting forth its ruling on the
interpretation of those terms.
On January 19, 1999, Novadigm detailed its position as to why Castanet
Version 1.1 infringes the asserted claims of the Novadigm Patent and contended
that the alleged comparison of file level and channel level checksums in
non-optimized updating and the comparison of channel level checksums and their
associated update commands in optimized updating infringes the claims of the
Novadigm Patent. Novadigm's claim is not limited to Version 1.1, and Novadigm
has also stated that it believes that all or some code from subsequent versions
of Castanet work substantially the same way. We do not believe that Novadigm
accurately states the functionality of Castanet Version 1.1 or establishes that
Castanet Version 1.1 infringes the Novadigm Patent. We also do not believe that
the relevant portions of other versions of Castanet work in substantially the
same way or infringe on any claim of the Novadigm Patent. However, it is
possible that Novadigm may allege additional ways in which Castanet infringes
claims of the Novadigm Patent in the future.
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To date, both parties have conducted substantial discovery. We expect that
in the first half of 1999, the parties will complete discovery, including the
exchange of expert reports. If the court does not enter judgment based on any
dispositive motions, a jury trial of this action is currently scheduled to begin
in September 1999.
We believe, and have been advised by our outside patent counsel, that we
have strong defenses against Novadigm's lawsuit. Accordingly, we intend to
defend this suit vigorously. However, we may not prevail in this litigation.
Litigation is subject to inherent uncertainties, especially in cases such as
this where sophisticated factual issues must be assessed and complex technical
issues must be decided. In addition, cases such as this are likely to involve
issues of law that are evolving, presenting further uncertainty. Our defense of
this litigation, regardless of the merits of the complaint, has been, and will
likely continue to be, time-consuming, costly and a diversion for our technical
and management personnel. In addition, publicity related to this litigation has
in the past, and will likely in the future, have a negative impact on the sale
of our Castanet products.
A failure to prevail could result in:
- our paying monetary damages (which could be tripled if the infringement
is found to have been willful) and which may include paying an ongoing
royalty to Novadigm for the sales of Castanet products or paying lost
profits to Novadigm for particular sales in which we competed with
Novadigm and closed a sale;
- the issuance of a preliminary or permanent injunction requiring us to
stop selling Castanet in its current form;
- our having to redesign Castanet, which could be costly and time consuming
and could substantially delay Castanet shipments (assuming that such a
redesign is feasible);
- our having to reimburse Novadigm for some or all of its attorneys' fees;
- our having to obtain from Novadigm a license to its patent, which license
might not be made available to us on reasonable terms, particularly
because Novadigm is a competitor; or
- our having to indemnify our customers against any losses they may incur
due to the alleged infringement.
Any of these results would seriously harm our business, results of
operations and financial condition. Furthermore, we expect to continue to incur
substantial costs in defending against this litigation and these costs could
increase significantly if our dispute goes to trial. It is possible that these
costs could substantially exceed our expectations in future periods.
EMPLOYEES
At December 31, 1998, we had a total of 145 employees, 139 of whom were
based in the United States and 6 of whom were based in the United Kingdom. Of
the total, 47 were in research and development, 65 were engaged in sales,
marketing and business development, 12 were engaged in customer support and
training, and 21 were in administration and finance. None of our employees is
subject to a collective bargaining agreement and we believe that our relations
with our employees are good.
FACILITIES
Our principal administrative, sales, marketing, and research and
development facility occupies approximately 47,500 square feet in Mountain View,
California pursuant to a lease which expires in April 2000. We also have
regional offices located in California, Georgia, Illinois, Michigan, New York
and Virginia and a European office in the United Kingdom. We believe that our
existing facilities are adequate for our current needs and that suitable
additional or alternative space will be available in the future on commercially
reasonable terms as needed.
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MANAGEMENT
EXECUTIVE OFFICERS, KEY EMPLOYEES AND DIRECTORS
Our executive officers, key employees and directors, and their ages as of
February 5, 1999, are as follows:
<TABLE>
<CAPTION>
NAME AGE POSITION
---- --- --------
<S> <C> <C>
Kim K. Polese............... 37 President, Chief Executive Officer and Director
Arthur A. van Hoff.......... 35 Chief Technology Officer and Director
Fred M. Gerson.............. 48 Vice President, Finance and Chief Financial Officer
Thomas E. Banahan........... 40 Vice President, Business Development
Robert E. Currie............ 31 Vice President, Engineering
Jacqueline Ross............. 41 Vice President, Marketing
Steven P. Williams.......... 35 Vice President, Worldwide Sales
Jonathan Payne.............. 34 Senior Engineer
Sami Shaio.................. 35 Senior Engineer
Aneel Bhusri(2)............. 32 Director
Raymond J. Lane(1).......... 52 Director
Douglas J. 39 Director
Mackenzie(1)(2)...........
Stratton D. Sclavos(2)...... 37 Director
</TABLE>
- ---------------
(1) Member of compensation committee
(2) Member of audit committee
Kim K. Polese, a founder of Marimba, has served as President, Chief
Executive Officer and a director of Marimba since our inception. Prior to
co-founding Marimba, Ms. Polese served in several marketing positions at Sun
Microsystems, an enterprise networking company, from January 1989 until January
1996, most recently as Senior Product Manager. From January 1986 to December
1998, Ms. Polese was a Technical Support Engineer for Intellicorp, Inc., an
expert systems software company. Ms. Polese received her B.A. in Biophysics from
the University of California at Berkeley.
Arthur A. van Hoff, a founder of Marimba, has served as Chief Technology
Officer and a director of Marimba since our inception. Prior to co-founding
Marimba, from February 1993 until February 1996, Mr. van Hoff held various
engineering positions at Sun Microsystems, most recently as Senior Staff
Engineer. Mr. van Hoff received his M. Phil. in Computer Science from
Strathclyde University in Glasgow, Scotland and a postgraduate degree in
Computer Science from Hogere Informatica Opleiding in Enschede, Holland.
Fred M. Gerson has served as Marimba's Vice President, Finance and Chief
Financial Officer since October 1997. Prior to joining Marimba, Mr. Gerson
served as Vice President and Chief Financial Officer for Maxis, Inc., a consumer
entertainment software company, from November 1994 to October 1997, and from
November 1992 to November 1994, he served as Vice President and Chief Financial
Officer of Farallon Computing, Inc. (currently Netopia, Inc.), a communications
software and hardware company. Mr. Gerson received his B.A. in Economics from
City University of New York-Brooklyn College and his M.B.A. from New York
University.
Thomas E. Banahan has served as Marimba's Vice President, Business
Development since December 1996. Mr. Banahan was Vice President, Worldwide Sales
of Spyglass, Inc., an Internet software and service provider, from August 1994
to November 1996, and from March 1988 to July 1994, he was a Vice President of
Sales of Comdisco, Inc., a technology services company. Mr. Banahan received his
B.A. in Business Economics from the University of California, Santa Barbara.
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Robert E. Currie has served as Marimba's Vice President, Engineering since
August 1996. From December 1988 to January 1995, Mr. Currie held various
engineering positions at Digidesign, Inc., a digital audio technology company
(currently a division of Avid Technology), most recently as Vice President,
Software Engineering. Mr. Currie received his B.S. in Electrical Engineering and
Computer Science from the University of California at Berkeley.
Jacqueline Ross has served as Marimba's Vice President, Marketing since
August 1998. From June 1996 to July 1998, Ms. Ross served as Vice President,
Marketing for Check Point Software Technologies, Ltd., a provider of secure
enterprise networking solutions. From January 1995 to May 1996, Ms. Ross was
Vice President, Marketing of Cambio Networks Inc., an enterprise management
software company, and prior to that served as the Director of Field Marketing at
Hughes LAN Systems, a hardware vendor, from July 1991 to December 1994. Ms. Ross
received her B.A. and B.B.A. from Kent State University and her M.B.A. from
Stanford University.
Steven P. Williams has served as Marimba's Vice President, Worldwide Sales
since November 1996. Prior to joining Marimba, Mr. Williams served as Vice
President, Western Sales from March 1996 to November 1996 and before that as
Director, Western Sales from March 1992 to March 1996, for Tivoli, a systems
management software company. Mr. Williams received his B.S. in Electrical
Engineering from California Polytechnic State University, San Luis Obispo.
Jonathan Payne, a founder of Marimba, has served as a Senior Engineer for
Marimba since our inception. Prior to co-founding Marimba, Mr. Payne was a
Senior Engineer at Starwave Corporation, an Internet services company, from
February 1995 to February 1996. From June 1988 until February 1995, Mr. Payne
served in various engineering positions at Sun Microsystems. Mr. Payne received
his B.A. in Cognitive Science from the University of Rochester.
Sami Shaio, a founder of Marimba, has served as a Senior Engineer of
Marimba since our inception. Prior to co-founding Marimba, from May 1989 until
February 1996, Mr. Shaio held various engineering positions at Sun Microsystems,
most recently as Senior Staff Engineer. Mr. Shaio received his A.B. and A.M. in
Linguistics, as well as his B.S. in Computer Science, from Stanford University.
Mr. Shaio received his M.S. in Computer Science from the University of Michigan.
Aneel Bhusri has served as a director of Marimba since February 1999. Mr.
Bhusri has served as the Senior Vice President of Product Strategy, Business
Development and Marketing for PeopleSoft, an enterprise software company, since
April 1997. Prior to his current position at PeopleSoft, Mr. Bhusri served as
Senior Vice President of Product Strategy from November 1995 to April 1997. From
April 1995 to November 1995, Mr. Bhusri served as Vice President of Product
Strategy and from August 1993 to April 1995 as Director of Product Strategy.
Prior to joining PeopleSoft, Mr. Bhusri was an associate at Norwest Venture
Capital from June 1992 to March 1993. From 1988 to 1991, he was a financial
analyst in Morgan Stanley's Corporate Finance Department. Mr. Bhusri received
his B.S. in Electrical Engineering and his B.A. in Economics from Brown
University, and his M.B.A. from Stanford University.
Raymond J. Lane has served as a director of Marimba since October 1997. Mr.
Lane has been the President and Chief Operating Officer of Oracle Corporation, a
database software company, since January 1997. Prior to his position as
President and Chief Operating Officer, Mr. Lane served as the Executive Vice
President of Worldwide Operations for Oracle from October 1993 to January 1997,
and has been a Director of Oracle since June 1995. Mr. Lane served as a Senior
Vice President of Oracle USA from June 1992 to October 1993. Before joining
Oracle, Mr. Lane served as Senior Vice President and Managing Partner of the
Worldwide Information Technology Group at Booz, Allen & Hamilton, a management
consulting firm, from July 1986 to May 1992. He served on the Booz, Allen &
Hamilton Executive Committee and its Board of Directors from April 1987 to May
1992. Mr. Lane is also a
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member of the Board of Trustees of Carnegie Mellon University. Mr. Lane received
his B.S. in Math from West Virginia University.
Douglas J. Mackenzie has served as a director of Marimba since August 1996.
Since June 1989, Mr. Mackenzie has been employed with Kleiner Perkins Caufield &
Byers, a venture capital firm, of which he has been a General Partner since
1994. Prior to joining Kleiner Perkins, Mr. Mackenzie held senior level sales,
marketing, and operations positions in Eczel Corporation, a reseller of
microcomputer products, from October 1983 to August 1987. From March 1982 to
October 1983, Mr. Mackenzie served as a management consultant at Booz, Allen &
Hamilton. Mr. Mackenzie serves as a director of Visio Corporation, a business
drawing and diagramming software company, as well as several private
technology-based companies. Mr. Mackenzie received his A.B. in Economics and his
M.S. in Industrial Engineering from Stanford University and his M.B.A. from
Harvard University.
Stratton D. Sclavos has served as a director of Marimba since February
1999. Mr. Sclavos has been the President, Chief Executive Officer and a director
of VeriSign since he joined VeriSign in July 1995. From October 1993 to June
1995, Mr. Sclavos was Vice President, Worldwide Marketing and Sales of Taligent,
Inc., a software development company that was a joint venture among Apple
Computer, Inc., IBM and Hewlett-Packard. From May 1992 to September 1993, Mr.
Sclavos was Vice President of Worldwide Sales and Business Development of GO
Corporation, a pen-based computer company. Mr. Sclavos is also a director and a
member of the compensation committee of Network Solutions, Inc. Mr. Sclavos
received his B.S. degree in Electrical and Computer Engineering from the
University of California, Davis.
BOARD COMMITTEES
The board of directors has a compensation committee and an audit committee.
Compensation Committee. The compensation committee of the board of
directors reviews and makes recommendations to the board regarding all forms of
compensation provided to the executive officers and directors of Marimba and our
subsidiary including stock compensation and loans. In addition, the compensation
committee reviews and makes recommendations on bonus and stock compensation
arrangements for all of our employees. As part of these responsibilities the
compensation committee also administers our 1996 Stock Plan, 1999 Omnibus Equity
Incentive Plan and 1999 Employee Stock Purchase Plan. The current members of the
compensation committee are Messrs. Lane and Mackenzie.
Audit Committee. The audit committee of the board of directors reviews and
monitors our corporate financial reporting and our internal and external audits,
including, among other things, our internal audit and control functions, the
results and scope of the annual audit and other services provided by our
independent auditors and our compliance with legal matters that have a
significant impact on our financial reports. The audit committee also consults
with management and our independent auditors prior to the presentation of
financial statements to stockholders and, as appropriate, initiates inquiries
into aspects of our financial affairs. In addition, the audit committee has the
responsibility to consider and recommend the appointment of, and to review fee
arrangements with, our independent auditors. The current members of the audit
committee are Messrs. Bhusri, Mackenzie and Sclavos.
DIRECTOR COMPENSATION
Certain directors who are not our employees have received grants of options
to purchase shares of our common stock. Upon and following this offering,
non-employee directors will receive automatic option grants under our 1999
Non-Employee Directors Option Plan. See "-- Employee Benefit Plans -- 1999
Non-Employee Directors Option Plan."
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COMPENSATION COMMITTEE INTERLOCKS AND INSIDER PARTICIPATION
The compensation committee of the board of directors currently consists of
Messrs. Lane and Mackenzie. No interlocking relationship exists between any
member of our board of directors or our compensation committee and any member of
the board of directors or compensation committee of any other company, and no
such interlocking relationship has existed in the past.
INDEMNIFICATION
Our Third Amended and Restated Certificate of Incorporation, to be
effective after the closing of this offering, includes a provision that
eliminates the personal liability of our directors and officers for monetary
damages for breach of fiduciary duty as a director or officer, except for
liability:
- for any breach of the director's or officer's duty of loyalty to us or
our stockholders;
- for acts or omissions not in good faith or that involve intentional
misconduct or a knowing violation of law;
- under the Section 174 of the Delaware General Corporation Law regarding
unlawful dividends and stock purchases; or
- for any transaction from which the director or officer derived an
improper personal benefit.
These provisions are permitted under Delaware law.
Our Bylaws provide that:
- we must indemnify our directors and officers to the fullest extent
permitted by Delaware law, subject to certain very limited exceptions;
- we may indemnify our other employees and agents to the same extent that
we indemnified our officers and directors; and
- we must advance expenses, as incurred, to our directors and officers in
connection with a legal proceeding to the fullest extent permitted by
Delaware Law, subject to certain very limited exceptions.
We have also entered into indemnification agreements with our officers and
directors containing provisions that may require us, among other things, to
indemnify such officers and directors against certain liabilities that may arise
by reason of their status or service as directors or officers (other than
liabilities arising from willful misconduct of a culpable nature), to advance
their expenses incurred as a result of any proceeding against them as to which
they could be indemnified, and to obtain directors' and officers' insurance if
available on reasonable terms.
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EXECUTIVE COMPENSATION
The following table sets forth compensation information for 1998 paid by us
for services by our Chief Executive Officer and our four other highest-paid
executive officers whose total salary and bonus for such fiscal year exceeded
$100,000:
SUMMARY COMPENSATION TABLE
<TABLE>
<CAPTION>
LONG-TERM
COMPENSATION
------------
AWARDS
------------
ANNUAL COMPENSATION SECURITIES
-------------------- UNDERLYING ALL OTHER
NAME AND PRINCIPAL POSITION SALARY($) BONUS($) OPTIONS(#) COMPENSATION($)
--------------------------- --------- -------- ------------ ---------------
<S> <C> <C> <C> <C>
Kim K. Polese............................ $130,000 -- -- $930(1)
President and Chief Executive Officer
Thomas E. Banahan........................ 125,000 $100,000 -- --
Vice President, Business Development
Robert E. Currie......................... 137,000 -- 70,000 --
Vice President, Engineering
Fred M. Gerson........................... 165,000 -- -- --
Vice President, Finance and
Chief Financial Officer
Steven P. Williams....................... 125,000 125,000 50,000 --
Vice President, Worldwide Sales
</TABLE>
- -------------------------
(1) Represents premiums paid by us for term life insurance.
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OPTION GRANTS IN LAST FISCAL YEAR
The following table sets forth each grant of stock options during 1998 to
our Chief Executive Officer and our four other highest-paid executive officers.
No stock appreciation rights were granted to these individuals during 1998.
<TABLE>
<CAPTION>
INDIVIDUAL GRANTS POTENTIAL REALIZABLE
------------------------------------------------------ VALUE AT ASSUMED
NUMBER OF ANNUAL RATES OF
SECURITIES STOCK PRICE
UNDERLYING PERCENT OF TOTAL APPRECIATION FOR
OPTIONS OPTIONS GRANTED EXERCISE OPTION TERM(4)
GRANTED TO EMPLOYEES PRICE EXPIRATION ---------------------
NAME (#)(1) IN 1998(2) ($/SH)(3) DATE 5% 10%
---- ---------- ---------------- --------- ---------- --------- ---------
<S> <C> <C> <C> <C> <C> <C>
Kim K. Polese............... -- -- -- -- -- --
Thomas E. Banahan........... -- -- -- -- -- --
Robert E. Currie............ 50,000 2.5% $3.00 08/27/08 $ 94,334 $239,061
20,000 1.0 1.00 01/06/08 12,578 31,875
Fred M. Gerson.............. -- -- -- -- -- --
Steven P. Williams.......... 50,000 2.5 8.50 12/17/08 267,280 677,341
</TABLE>
- -------------------------
(1) Each of the options listed in the table is immediately exercisable. The
shares purchased under the options may be repurchased by us at the original
exercise price paid per share if the optionee ceases service with us before
vesting in such shares. For Mr. Currie's option covering 50,000 shares and
Mr. Williams' option covering 50,000 shares, the repurchase right lapses and
the optionee vests as to 25% of the option shares upon completion of 12
months of service from the vesting start date, and the balance of the option
shares vests in a series of equal monthly installments over the next three
years of service thereafter. For Mr. Currie's option covering 20,000 shares,
the repurchase right lapses and he vests as to 33 1/3% of the option shares
upon completion of 12 months of service from the vesting start date, and the
balance of the option shares vests in a series of equal monthly installments
over the next two years of service thereafter. The option shares will fully
vest if Marimba is acquired in a merger or asset sale, unless our repurchase
right with respect to the unvested option shares is transferred to the
acquiring entity. Each of the options has a ten-year term, but the term may
end earlier if the optionee ceases service with Marimba.
(2) Based on a total of 2,017,800 option shares granted to our employees under
our 1996 Stock Plan during 1998.
(3) The exercise price is equal to the fair market value of our common stock as
valued by our board of directors on the date of grant. The exercise price
may be paid in cash, in shares of our common stock valued at fair market
value on the exercise date or through a cashless exercise procedure
involving a same-day sale of the purchased shares. We may also finance the
option exercise by lending the optionee sufficient funds to pay the exercise
price for the purchased shares.
(4) The potential realizable value is calculated based on the ten-year term of
the option at the time of grant. Stock price appreciation of 5% and 10% is
assumed pursuant to rules promulgated by the Securities and Exchange
Commission and does not represent our prediction of our stock price
performance. The potential realizable value at 5% and 10% appreciation is
calculated by assuming that the exercise price on the date of grant
appreciates at the indicated rate for the entire term of the option and that
the option is exercised at the exercise price and sold on the last day of
its term at the appreciated price.
FISCAL YEAR-END OPTION VALUES
The following table sets forth for our Chief Executive Officer and our four
other highest-paid executive officers the number and value of securities
underlying unexercised options that are held by such
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executive officers as of December 31, 1998. No options or stock appreciation
rights were exercised by such executive officers in 1998, and no stock
appreciation rights were outstanding at the end of that year.
<TABLE>
<CAPTION>
NUMBER OF VALUE OF
SECURITIES UNDERLYING UNEXERCISED
UNEXERCISED OPTIONS IN-THE-MONEY OPTIONS
AT DECEMBER 31, AT DECEMBER 31,
1998(#)(1) 1998($)(2)
---------------------- --------------------
NAME VESTED UNVESTED VESTED UNVESTED
---- -------- ---------- -------- --------
<S> <C> <C> <C> <C>
Kim K. Polese................................. -- -- -- --
Thomas E. Banahan............................. -- -- -- --
Robert E. Currie.............................. 6,667 63,333 $ 50,003 $374,998
Fred M. Gerson................................ -- -- -- --
Steven P. Williams............................ 19,444 80,556 155,552 244,448
</TABLE>
- -------------------------
(1) Each of the options listed in the table is immediately exercisable. The
shares purchased under the options may be repurchased by us at the original
exercise price paid per share if the optionee ceases service with us before
vesting in such shares. The heading "Vested" refers to shares that are no
longer subject to our repurchase right; the heading "Unvested" refers to
shares subject to our repurchase right as of December 31, 1998.
(2) Based on the fair market value of our common stock at the end of 1998 of
$8.50 per share, less the exercise price payable for such shares.
EMPLOYEE BENEFIT PLANS
1999 OMNIBUS EQUITY INCENTIVE PLAN
Our 1999 Omnibus Equity Incentive Plan was adopted by our board of
directors on February 2, 1999. We will also seek stockholder approval of this
plan. We have reserved 2,000,000 shares of our common stock for issuance under
the 1999 Omnibus Equity Incentive Plan. No options have yet been granted under
the 1999 Omnibus Equity Incentive Plan.
Under the 1999 Omnibus Equity Incentive Plan, the individuals eligible to
receive awards are:
- employees;
- non-employee members of the board of directors; and
- consultants.
The types of awards that may be made under the 1999 Omnibus Equity
Incentive Plan are:
- options to purchase shares of common stock;
- stock appreciation rights;
- restricted shares; and
- stock units.
Options may be incentive stock options that qualify for favorable tax
treatment for the optionee under Section 422 of the Internal Revenue Code of
1986 or nonstatutory stock options not designed to qualify for such favorable
tax treatment. With limited restrictions, if shares awarded under the 1999
Omnibus Equity Incentive Plan are forfeited, those shares will again become
available for new awards under the 1999 Omnibus Equity Incentive Plan.
The compensation committee of our board of directors administers the 1999
Omnibus Equity Incentive Plan. The committee has complete discretion to make all
decisions relating to the interpretation and operation of our 1999 Omnibus
Equity Incentive Plan. The committee has the discretion to
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determine which eligible individuals are to receive any award, and to determine
the type, number, vesting requirements and other features and conditions of each
award.
The exercise price for incentive stock options granted under the 1999
Omnibus Equity Incentive Plan may not be less than 100% of the fair market value
of our common stock on the option grant date. The exercise price for
non-statutory options granted under the 1999 Omnibus Equity Incentive Plan may
not be less than 85% of the fair market value of our common stock on the option
grant date.
The exercise price may be paid with:
- cash;
- outstanding shares of common stock;
- the cashless exercise method through a designated broker;
- a pledge of shares to a broker; or
- a promissory note.
The purchase price for newly issued restricted shares awarded under the
1999 Omnibus Equity Incentive Plan may be paid with:
- cash;
- a promissory note; or
- the rendering of past services.
The committee may reprice options and may modify, extend or assume
outstanding options and stock appreciation rights. The committee may accept the
cancellation of outstanding options or stock appreciation rights in return for
the grant of new options or stock appreciation rights. The new option or right
may have the same or a different number of shares and the same or a different
exercise price.
If a change in control of Marimba occurs, an option or other award under
the 1999 Omnibus Equity Incentive Plan will become fully exercisable and fully
vested if the option or award is not assumed by the surviving corporation or its
parent or if the surviving corporation or its parent does not substitute
comparable awards for the awards granted under the 1999 Omnibus Equity Incentive
Plan.
A change in control includes:
- a merger or consolidation of Marimba after which our then-current
stockholders own less than 50% of the surviving corporation;
- a sale of all or substantially all of our assets;
- a proxy contest that results in replacement of more than one-half of our
directors over a 24-month period; or
- an acquisition of 50% or more of our outstanding stock by a person other
than a person related to Marimba, such as a corporation owned by our
stockholders.
If a merger or other reorganization occurs, the agreement of merger or
reorganization may provide that outstanding options and other awards under the
1999 Omnibus Equity Incentive Plan shall be assumed by the surviving corporation
or its parent, shall be continued by Marimba if it is the surviving corporation,
shall have accelerated vesting and then expire early, or shall be cancelled for
a cash payment.
Our board of directors may amend or terminate the 1999 Omnibus Equity
Incentive Plan at any time. If our board amends the plan, stockholder approval
of the amendment will be sought only if required by an applicable law. The 1999
Omnibus Equity Incentive Plan will continue in effect indefinitely unless the
board decides to terminate the plan earlier.
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1999 EMPLOYEE STOCK PURCHASE PLAN
Our board of directors adopted our Employee Stock Purchase Plan on February
2, 1999. We will also seek stockholder approval of this plan. We have reserved
500,000 shares of our common stock for issuance under our 1999 Employee Stock
Purchase Plan. As of January 1 each year, starting in 2000, the number of shares
reserved for issuance under our 1999 Employee Stock Purchase Plan will be
increased automatically by 2% of the total number of shares of common stock then
outstanding or, if less, 500,000 shares. Our 1999 Employee Stock Purchase Plan
is intended to qualify under Section 423 of the Internal Revenue Code.
Eligible employees may begin participating in the 1999 Employee Stock
Purchase Plan at the start of an offering period. Each offering period lasts 24
months. Two overlapping offering periods will start on May 1 and November 1 of
each calendar year. However, the first offering period will start on the
effective date of this offering and end on April 30, 2001. Purchases of our
common stock will occur on April 30 and October 31 of each calendar year during
an offering period.
Our 1999 Employee Stock Purchase Plan will be administered by the
compensation committee of our board of directors. Each of our employees is
eligible to participate if he or she is employed by us for more than 20 hours
per week and for more than five months per year.
Our 1999 Employee Stock Purchase Plan permits each eligible employee to
purchase common stock through payroll deductions. Each employee's payroll
deductions may not exceed 10% of the employee's cash compensation. The initial
period during which payroll deductions may be contributed will begin on the
effective date of this offering and end on October 31, 1999. Each participant
may purchase up to 500 shares on any purchase date.
The price of each share of common stock purchased under our 1999 Employee
Stock Purchase Plan will be 85% of the lower of:
- the fair market value per share of our common stock on the date
immediately before the first date of the applicable offering period; or
- the fair market value per share of our common stock on the purchase date.
In the case of the first offering period, the price per share under the
plan will be 85% of the lower of:
- the price offered to the public in this offering; or
- the fair market value per share of our common stock on the purchase date.
Employees may end their participation in the 1999 Employee Stock Purchase
Plan at any time. Participation ends automatically upon termination of
employment with Marimba.
If a change in control of Marimba occurs, our 1999 Employee Stock Purchase
Plan will end, and shares will be purchased with the payroll deductions
accumulated to date by participating employees, unless this plan is assumed by
the surviving corporation or its parent. Our board of directors may amend or
terminate the 1999 Employee Stock Purchase Plan at any time. If our board of
directors increases the number of shares of common stock reserved for issuance
under the 1999 Employee Stock Purchase Plan, it must seek the approval of our
stockholders.
1999 NON-EMPLOYEE DIRECTORS OPTION PLAN
Our board of directors adopted our 1999 Non-Employee Directors Option Plan
on February 2, 1999. We will also seek stockholder approval of this plan. Only
the non-employee members of our board of directors will be eligible for
automatic option grants under this plan.
We have reserved 150,000 shares of our common stock for issuance under our
1999 Non-Employee Directors Option Plan. As of January 1 each year, starting in
2000, the number of shares reserved for issuance under our 1999 Non-Employee
Directors Option Plan will be increased automatically to restore
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the total number of shares available under this plan to 150,000 shares. No
shares have yet been issued under our 1999 Non-Employee Directors Option Plan.
The compensation committee of our board of directors will make any
administrative determinations under our 1999 Non-Employee Directors Option Plan.
No discretionary decisions will be made by the compensation committee under this
plan.
The exercise price for options granted under our 1999 Non-Employee
Directors Option Plan may be paid in cash or in outstanding shares of our common
stock. Options may also be exercised on a cashless basis through the same-day
sale of the purchased shares.
Each individual who became a member of our board of directors as a
non-employee director before 1999 will receive a fully vested option for 7,500
shares of our common stock on the effective date of this offering. The exercise
price of this option will be the initial price offered to the public in this
offering.
Each individual who first joins our board of directors as a non-employee
director after the effective date of this offering will receive at that time a
fully vested option for 15,000 shares of our common stock. In addition, at each
of our annual stockholders meetings, beginning in 2000, each non-employee
director who will continue to be a director after that meeting will
automatically be granted at that meeting a fully vested option for 7,500 shares
of our common stock. However, any non-employee director who receives an option
for 15,000 shares under this plan will first become eligible to receive the
annual option for 7,500 shares at the annual meeting that occurs at any time
during the year that is two calendar years after the year in which he or she
received the option for 15,000 shares. For example, if a director received the
option for 15,000 shares at any time in 1999, the director will first become
eligible to receive the option for 7,500 shares at the annual stockholders
meeting occurring in 2001. The exercise price of each option will be equal to
the fair market value of our common stock on the option grant date.
Our board of directors may amend or modify the 1999 Non-Employee Directors
Option Plan at any time. The 1999 Non-Employee Directors Option Plan will
terminate on February 1, 2009, unless our board of directors decides to
terminate the plan sooner.
CHANGE OF CONTROL ARRANGEMENTS
We granted to Mr. Gerson options to purchase an aggregate of 300,000 shares
of our common stock at an exercise price of $.50 per share. The first option for
250,000 shares vested as to one-third of the shares subject to the option on the
first anniversary of Mr. Gerson's employment start date and the remainder vests
in equal monthly installments for twenty-four months thereafter. The second
option for 50,000 shares vests in equal monthly installments for thirty-six
months commencing November 3, 1998.
If there is a merger or asset sale of Marimba after the first twelve months
of Mr. Gerson's employment and Mr. Gerson is constructively terminated within
twelve months of the merger or asset sale, Mr. Gerson will vest in 50% of the
remaining unvested shares subject to both options. Following the acceleration of
both options, the remaining unvested shares subject to such options will vest in
accordance with the original vesting schedules, as if the remaining shares were
the only shares subject to the options.
All options and other awards granted under our 1996 Stock Plan and our 1999
Omnibus Equity Incentive Plan, including options granted to our executive
officers, will become fully vested if a change in control of Marimba occurs,
unless the options or awards are assumed by the surviving corporation or its
parent or if the surviving corporation or its parent substitutes comparable
options or awards for options or awards granted under our plans.
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CERTAIN TRANSACTIONS
Since our incorporation in February 1996, we have issued and sold
securities to the following persons who are our executive officers, directors or
principal stockholders.
<TABLE>
<CAPTION>
SERIES A SERIES B
PREFERRED PREFERRED COMMON
INVESTOR(1) STOCK(2) STOCK(3) STOCK
----------- --------- --------- ---------
<S> <C> <C> <C>
Kim K. Polese(4)........................................... -- -- 2,500,000
Arthur A. van Hoff(4)...................................... -- -- 2,500,000
Thomas E. Banahan.......................................... -- -- 316,000
Robert E. Currie........................................... -- -- 300,000
Fred M. Gerson............................................. -- -- 300,000
Jonathan Payne(4).......................................... -- -- 2,500,000
Sami Shaio(4).............................................. -- -- 2,500,000
Raymond J. Lane............................................ -- 19,971 --
Steven P. Williams......................................... 67,458 -- 316,000
Kleiner Perkins Caufield & Byers(5)........................ 2,698,412 199,712 --
</TABLE>
- -------------------------
(1) See "Principal and Selling Stockholders" for more detail on shares held by
these purchasers.
(2) The per share purchase price for our Series A preferred stock was $1.4824.
(3) The per share purchase price for our Series B preferred stock was $5.0072.
(4) Each of Kim K. Polese, Arthur A. van Hoff, Jonathan Payne and Sami Shaio,
our founders, entered into a Restricted Common Stock Purchase Agreement,
dated February 21, 1996, with us. The per share purchase price for these
shares of common stock was $.0025.
(5) Kleiner Perkins Caufield & Byers includes the following entities managed by
Kleiner Perkins: KPCB Java Fund, L.P., KPCB Information Sciences Zaibatsu
Fund II, L.P., Kleiner Perkins Caufield & Byers VIII, L.P and KPCB VIII
Founders Fund, L.P. Douglas J. Mackenzie, a director of Marimba, is a
general partner of Kleiner Perkins.
In addition, we have granted options to certain of our executive officers.
See "Management -- Executive Compensation."
SERIES A FINANCING
On August 8, 1996, we issued an aggregate of 2,698,412 shares of Series A
Preferred Stock at a per share purchase price of $1.4824 to three investors,
each of which is an entity affiliated with Kleiner Perkins, one of our principal
stockholders. Douglas J. Mackenzie, a member of our board of directors, is a
general partner of Kleiner Perkins. On January 28, 1997, we issued 67,458 shares
of Series A Preferred Stock at a per share purchase price of $1.4824 to Steven
P. Williams, our Vice President, Worldwide Sales.
SERIES B FINANCING
On August 25 and 28, 1997, we issued an aggregate of 2,895,829 shares of
Series B preferred stock at a per share purchase price of $5.0072 to ten
investors, including entities affiliated with Kleiner Perkins. On September 23,
October 23 and November 21, 1997, we issued an aggregate of 71,896 shares of
Series B preferred stock at a per share purchase price of $5.0072 to four
investors. On October 7, 1997, we issued 19,971 shares of Series B preferred
stock at a per share purchase price of $5.0072 to Raymond J. Lane, a member of
our board of directors.
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LOANS FROM CERTAIN DIRECTORS AND EXECUTIVE OFFICERS
Each of our founders, Kim K. Polese, Arthur A. van Hoff, Jonathan Payne,
and Sami Shaio, provided a short-term loan to us in return for a promissory
note, dated March 7, 1996, issued to each founder. Each such note was in the
principal sum of $12,500 and accrued simple interest at the rate of 5.32% per
annum. In addition, Mr. Shaio loaned an additional $14,000 to us in return for a
promissory note, dated July 17, 1996, which accrued simple interest at the rate
of 5.32% per annum. We repaid each of these loans in August 1996.
LOAN TO CERTAIN EXECUTIVE OFFICER
On November 11, 1997, we loaned $149,970 to Fred M. Gerson, secured by a
Stock Pledge Agreement, in connection with his purchase of 300,000 shares of our
common stock. This note accrued interest at the rate of 5.69% per annum. The
principal balance of this note and accrued interest was paid in full in January
1999. See "Executive Compensation -- Change of Control Arrangements."
STOCK OPTION GRANTS TO CERTAIN DIRECTORS
On September 18, 1997, we granted to Raymond J. Lane an option to purchase
75,000 shares of common stock at a per share exercise price of $.50 pursuant to
our 1996 Stock Plan. Mr. Lane's option is subject to three-year vesting, in
which he becomes vested in 33 1/3% of the option shares upon completion of 12
months of service and in the balance of the option shares in a series of equal
monthly installments upon the completion of each of the next 24 months of
service. On February 2, 1999, we granted to each of Aneel Bhusri and Stratton D.
Sclavos an option to purchase 20,000 shares of common stock at a per share
exercise price of $10.00 pursuant to our 1996 Stock Plan. Messrs. Bhusri's and
Sclavos' options were fully vested upon grant.
INDEMNIFICATION
We have entered into an Indemnification Agreement with each of our officers
and directors. See "Management -- Indemnification."
------------------------
We believe that the transactions set forth above were made on terms no less
favorable to us than could have been obtained from unaffiliated third parties.
All future transactions, including loans between us and our officers, directors,
principal stockholders and their affiliates will be approved by a majority of
the board of directors, including a majority of the independent and
disinterested outside directors on the board of directors, and will continue to
be on terms no less favorable to us than could be obtained from unaffiliated
third parties.
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<PAGE> 64
PRINCIPAL AND SELLING STOCKHOLDERS
The following table sets forth certain information regarding beneficial
ownership of our outstanding common stock as of February 5, 1999 and as adjusted
to reflect the sale of the common stock offered hereby for: (i) each of our
directors, our chief executive officer and our four other highest-paid executive
officers; (ii) all of our directors and executive officers as a group; and (iii)
each other person known by us to own beneficially more than 5% of our common
stock. Except as otherwise indicated, we believe that the beneficial owners of
the common stock listed below, based on information furnished by such owners,
have sole voting and investment power with respect to such shares.
<TABLE>
<CAPTION>
SHARES BENEFICIALLY
SHARES BENEFICIALLY OWNED OWNED
PRIOR TO THE OFFERING SHARES AFTER THE OFFERING
NAME AND ADDRESS OF ------------------------- BEING -----------------------
BENEFICIAL OWNER(1) NUMBER PERCENT(1)(2) OFFERED NUMBER PERCENT(1)(2)
------------------- --------- ------------- ------- ------- -------------
<S> <C> <C> <C> <C> <C>
Kim K. Polese...................... 2,488,072 13.0%
Thomas E. Banahan.................. 316,000 1.6
Robert E. Currie(3)................ 370,000 1.9
Fred M. Gerson(4).................. 300,000 1.6
Arthur A. van Hoff................. 2,480,000 12.9
Steven P. Williams(5).............. 483,458 2.5
Aneel Bhusri(6).................... 20,000 *
Raymond J. Lane(7)................. 94,971 *
Douglas J. Mackenzie(8)............ 2,898,124 15.1
c/o Kleiner Perkins Caufield &
Byers 2750 Sand Hill Road Menlo
Park, CA 94025
Stratton D. Sclavos(6)............. 20,000 *
OTHER 5% STOCKHOLDERS
Jonathan Payne..................... 2,476,000 12.9
Sami Shaio......................... 2,497,200 13.0
Entities Affiliated with Kleiner
Perkins Caufield & Byers......... 2,898,124 15.1
2750 Sand Hill Road Menlo Park,
CA 94025
All directors and executive
officers as a group (11
persons)(9)...................... 9,770,625 49.5
</TABLE>
- -------------------------
* Represents beneficial ownership of less than 1%.
(1) Assumes no exercise of the underwriters' over-allotment option. In the event
that the underwriters' over-allotment option is exercised, up to an
additional shares may be sold by certain selling
stockholders as follows:
(2) Beneficial ownership is determined in accordance with the rules of the
Securities and Exchange Commission and generally includes voting or
investment power with respect to securities. Common stock subject to options
exercisable within 60 days of February 5, 1999 are deemed outstanding for
purposes of computing the percentage ownership of the person holding such
option but are not deemed outstanding for purposes of computing the
percentage ownership of any other person. Except where indicated, and
subject to community property laws where applicable, the persons in the
table above have sole voting and investment power with respect to all common
stock shown as beneficially owned by them. Unless otherwise indicated, the
address of each holder of more than 5% of our common stock listed in the
table is c/o Marimba, Inc., 440 Clyde Ave., Mountain View, CA 94043.
(3) Includes 70,000 shares subject to options which are exercisable within 60
days of February 5, 1999.
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(4) Includes 5,000 shares held as custodian for Stacey B. Gerson and 5,000
shares held as custodian for Hilary I. Gerson. Mr. Gerson disclaims
beneficial ownership of such shares.
(5) Includes 100,000 shares subject to options which are exercisable within 60
days of February 5, 1999.
(6) Includes 20,000 shares subject to options which are exercisable within 60
days of February 5, 1999.
(7) Includes 75,000 shares subject to options which are exercisable within 60
days of February 5, 1999.
(8) Represents 1,988,745, 72,453, 76,131 and 760,795 shares of common stock
held of record by KPCB Java Fund, L.P., KPCB Information Sciences Zaibatsu
Fund II, L.P., KPCB VIII Founders Fund, L.P., and Kleiner Perkins Caufield
& Byers VIII, L.P., respectively. Mr. Mackenzie, a director of Marimba, is
a general partner of Kleiner Perkins. Mr. Mackenzie disclaims beneficial
ownership of shares held by Kleiner Perkins except to the extent of his
pecuniary interest therein arising from his interest in Kleiner Perkins.
(9) Includes 585,000 shares subject to options which are exercisable within 60
days of February 5, 1999, 5,000 shares held by Mr. Gerson as custodian for
Stacey B. Gerson and 5,000 shares held as custodian for Hilary I. Gerson.
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<PAGE> 66
DESCRIPTION OF CAPITAL STOCK
Our authorized capital stock consists of 80,000,000 shares of common stock,
$.0001 par value, and 10,000,000 shares of undesignated preferred stock, $.0001
par value, after giving effect to the amendment of our Second Amended and
Restated Certificate of Incorporation to delete references to Series A preferred
stock and Series B preferred stock following conversion of such preferred stock
into common stock upon the closing of this offering.
The following description of our capital stock does not purport to be
complete and is subject to and qualified in its entirety by our Third Amended
and Restated Certificate of Incorporation to be effective after the closing of
this offering, our Bylaws and by the provisions of applicable Delaware law.
COMMON STOCK
As of December 31, 1998, there were 18,805,828 shares of common stock
outstanding that were held of record by approximately 143 stockholders. There
will be shares of common stock outstanding (assuming no exercise of
the underwriters' over-allotment option and assuming no exercise after December
31, 1998 of outstanding options) after giving effect to the sale of the shares
of common stock to the public offered hereby and the conversion of our preferred
stock into common stock at a one-to-one ratio.
The holders of common stock are entitled to one vote per share on all
matters to be voted upon by the stockholders. Holders of common stock do not
have cumulative voting rights, and, therefore, holders of the remaining shares
voting for the election of directors can elect all of the directors. Subject to
preferences that may be applicable to any outstanding preferred stock, the
holders of common stock are entitled to receive ratably such dividends, if any,
as may be declared from time to time by the Board of Directors out of funds
legally available therefor. See "Dividend Policy." In the event of the
liquidation, dissolution or winding up of Marimba, the holders of common stock
are entitled to share ratably in all assets remaining after payment of
liabilities, subject to prior distribution rights of preferred stock, if any,
then outstanding. The common stock has no preemptive or conversion rights or
other subscription rights. There are no redemption or sinking fund provisions
applicable to the common stock. All outstanding shares of common stock are fully
paid and nonassessable, and the shares of common stock to be issued upon
completion of this offering will be fully paid and nonassessable.
PREFERRED STOCK
Upon filing our Third Amended and Restated Certificate of Incorporation
after the closing of this offering, we will authorize 10,000,000 shares of
preferred stock. The Board of Directors has the authority to issue the preferred
stock in one or more series and to fix the rights, preferences, privileges and
restrictions thereof, including dividend rights, dividend rates, conversion
rights, voting rights, terms of redemption, redemption prices, liquidation
preferences and the number of shares constituting any series or the designation
of such series, without further vote or action by the stockholders. The issuance
of preferred stock may have the effect of delaying, deferring or preventing a
change in control of us without further action by the stockholders and may
adversely affect the voting and other rights of the holders of common stock. The
issuance of preferred stock with voting and conversion rights may adversely
affect the voting power of the holders of common stock, including the loss of
voting control to others. At present, we have no plans to issue any of our
preferred stock.
WARRANTS
Immediately following the closing of this offering, there will be an
outstanding warrant to purchase a total of 16,865 shares of common stock at
$1.48 per share. This warrant expires on January 31, 2004.
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ANTITAKEOVER EFFECTS OF PROVISIONS OF THE CERTIFICATE OF INCORPORATION, BYLAWS
AND DELAWARE LAW
CERTIFICATE OF INCORPORATION AND BYLAWS
Upon filing after the closing of this offering, our Third Amended and
Restated Certificate of Incorporation will provide that, all stockholder actions
must be effected at a duly called meeting and not by a consent in writing. The
Bylaws provide that, except as otherwise required by law or by our Third Amended
and Restated Certificate of Incorporation, special meetings of the stockholders
can only be called pursuant to a resolution adopted by a majority of the board
of directors, or by the president or at the request of stockholders holding at
least 30% of our capital stock. These provisions of our Third Amended and
Restated Certificate of Incorporation and Bylaws could discourage potential
acquisition proposals and could delay or prevent a change in control. These
provisions are intended to enhance the likelihood of continuity and stability in
the composition of the board of directors and in the policies formulated by the
board of directors and to discourage certain types of transactions that may
involve an actual or threatened change of control. These provisions are designed
to reduce our vulnerability to an unsolicited acquisition proposal. The
provisions also are intended to discourage certain tactics that may be used in
proxy fights. However, such provisions could have the effect of discouraging
others from making tender offers for our shares and, as a consequence, they also
may inhibit fluctuations in the market price of our shares that could result
from actual or rumored takeover attempts. Such provisions also may have the
effect of preventing changes in our management.
DELAWARE TAKEOVER STATUTE
We are subject to Section 203 of the Delaware General Corporation Law,
which, subject to certain exceptions, prohibits a Delaware corporation from
engaging in any business combination with any interested stockholder for a
period of three years following the date that such stockholder became an
interested stockholder, unless:
- prior to such date, the board of directors of the corporation approved
either the business combination or the transaction that resulted in the
stockholder becoming an interested stockholder;
- upon consummation of the transaction that resulted in the stockholder
becoming an interested stockholder, the interested stockholder owned at
least 85% of the voting stock of the corporation outstanding at the time
the transaction commenced, excluding for purposes of determining the
number of shares outstanding those shares owned by persons who are
directors and officers and by employee stock plans in which employee
participants do not have the right to determine confidentially whether
shares held subject to the plan will be tendered in a tender or exchange
offer; or
- on or subsequent to such date, the business combination is approved by
the board of directors and authorized at an annual or special meeting of
stockholders, and not by written consent, by the affirmative vote of at
least 66 2/3% of the outstanding voting stock that is not owned by the
interested stockholder.
Section 203 defines business combination to include:
- any merger or consolidation involving the corporation and the interested
stockholder;
- any sale, transfer, pledge or other disposition of 10% or more of the
assets of the corporation involving the interested stockholder;
- subject to certain exceptions, any transaction that results in the
issuance or transfer by the corporation of any stock of the corporation
to the interested stockholder;
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- any transaction involving the corporation that has the effect of
increasing the proportionate share of the stock of any class or series of
the corporation beneficially owned by the interested stockholder; or
- the receipt by the interested stockholder of the benefit of any loans,
advances, guarantees, pledges or other financial benefits provided by or
through the corporation.
In general, Section 203 defines an interested stockholder as any entity or
person beneficially owning 15% or more of the outstanding voting stock of the
corporation and any entity or person affiliated with or controlling or
controlled by such entity or person.
REGISTRATION RIGHTS
After this offering, the holders of shares of common stock will
be entitled to certain rights with respect to the registration of such shares
under the Securities Act. Under the terms of the agreement between us and the
holders of such registrable securities, if we propose to register any of our
securities under the Securities Act, either for our own account or for the
account of other security holders exercising registration rights, such holders
are entitled to notice of such registration and are entitled to include their
shares of such common stock therein. Additionally, holders of shares
of the registrable securities are also entitled to certain demand registration
rights pursuant to which they may require us to file a registration statement
under the Securities Act at our expense with respect to our shares of common
stock, and we are required to use our best efforts to effect such registration.
Further, the holders of such demand rights may require us to file additional
registration statements on Form S-3. All of these registration rights are
subject to certain conditions and limitations, among them the right of the
underwriters of an offering to limit the number of shares included in such
registration and our right not to effect a requested registration within six
months following the initial offering of our securities, including this
offering.
TRANSFER AGENT AND REGISTRAR
The Transfer Agent and Registrar for our common stock is U.S. Stock
Transfer Corporation.
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SHARES ELIGIBLE FOR FUTURE SALE
Upon completion of this offering, we will have shares of common
stock outstanding, assuming no exercise of options after December 31, 1998. Of
these shares, the shares sold in this offering will be freely tradable
without restriction or further registration under the Securities Act, except
that any shares held by our affiliates, as that term is defined under the
Securities Act, may generally only be sold in compliance with the limitations of
Rule 144 described below.
SALES OF RESTRICTED SHARES
The remaining shares of common stock are deemed restricted shares
under Rule 144. The number of shares of common stock available for sale in the
public market is limited by restrictions under the Securities Act and lock-up
agreements under which the holders of such shares have agreed not to sell or
otherwise dispose of any of their shares for a period of 180 days after the date
of this prospectus without the prior written consent of Morgan Stanley & Co.
Incorporated. On the date of this prospectus, no shares other than the
shares offered hereby will be eligible for sale. Beginning 180 days after the
date of this prospectus, or earlier with the consent of Morgan Stanley & Co.
Incorporated, restricted shares will become available for sale in the
public market subject to certain limitations of Rule 144 of the Securities Act.
In general, under Rule 144 of the Securities Act as currently in effect,
beginning 90 days after this offering, a person (or persons whose shares are
aggregated) who has beneficially owned restricted shares for at least one year,
including a person who may be deemed an affiliate, is entitled to sell within
any three-month period a number of shares of common stock that does not exceed
the greater of 1% of the then-outstanding shares of our common stock
(approximately shares after giving effect to this offering)
and the average weekly trading volume of our common stock on the Nasdaq National
Market during the four calendar weeks preceding such sale. Sales under Rule 144
of the Securities Act are subject to certain restrictions relating to manner of
sale, notice and the availability of current public information about us. A
person who is not our affiliate at any time during the 90 days preceding a sale,
and who has beneficially owned shares for at least two years, would be entitled
to sell such shares immediately following this offering without regard to the
volume limitations, manner of sale provisions or notice or other requirements of
Rule 144 of the Securities Act. However, the transfer agent may require an
opinion of counsel that a proposed sale of shares comes within the terms of Rule
144 of the Securities Act prior to effecting a transfer of such shares.
Prior to this offering, there has been no public market for our common
stock and no predictions can be made of the effect, if any, that the sale or
availability for sale of shares of additional common stock will have on the
market price of our common stock. Nevertheless, sales of substantial amounts of
such shares in the public market, or the perception that such sales could occur,
could adversely affect the market price of the common stock and could impair our
future ability to raise capital through an offering of our equity securities.
OPTIONS
As of December 31, 1998, options to purchase a total of 2,192,568 shares of
common stock pursuant to the 1996 Stock Plan were outstanding and exercisable.
All of the shares subject to options are subject to lock-up agreements. See
"Lock-up Agreements." An additional 1,229,773 shares of common stock were
available as of December 31, 1998 for future option grants or direct issuances
under the 1996 Stock Plan. However, as of the date of this offering, our 1996
Stock Plan terminates and no future options will be granted under this plan. In
addition, in February, 1999, 2,000,000 shares were reserved for issuance under
our 1999 Omnibus Equity Incentive Plan, 500,000 shares were reserved for
issuance under our 1999 Employee Stock Purchase Plan and 150,000 shares were
reserved for issuance under our 1999 Non-Employee Directors Option Plan. See
"Management -- Employee Benefit Plans -- 1999 Omnibus
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Equity Incentive Plan," "-- 1999 Employee Stock Purchase Plan," and "-- 1999
Non-Employee Directors Option Plan" and Notes 6 and 9 of Notes to Consolidated
Financial Statements.
Rule 701 under the Securities Act provides that shares of common stock
acquired on the exercise of outstanding options may be resold by persons other
than our affiliates, beginning 90 days after the date of this prospectus,
subject only to the manner of sale provisions of Rule 144, and by affiliates,
beginning 90 days after the date of this prospectus, subject to all provisions
of Rule 144 except its one-year minimum holding period. We intend to file one or
more registration statements on Form S-8 under the Securities Act to register
all shares of common stock subject to outstanding stock options and common stock
issued or issuable pursuant to our 1996 Stock Plan. We expect to file the
registration statement covering shares offered pursuant to the 1996 Stock Plan
and the 1999 Employee Stock Purchase Plan and 1999 Omnibus Equity Incentive Plan
approximately 30 days after the closing of this offering. Such registration
statements are expected to become effective upon filing. Shares covered by these
registration statements will thereupon be eligible for sale in the public
markets, subject to the lock-up agreements, if applicable.
LOCK-UP AGREEMENTS
Marimba, our selling stockholders, directors, executive officers, and
certain other stockholders and optionholders have each agreed that, without the
prior written consent of Morgan Stanley & Co. Incorporated on behalf of the
underwriters, he, she or it will not, during the period ending 180 days after
the date of this prospectus:
- offer, pledge, sell, contract to sell, sell any option or contract to
purchase, purchase any option or contract to sell, grant any option,
right or warrant to purchase, lend or otherwise transfer or dispose of,
directly or indirectly, any shares of common stock; or any securities
convertible into or exercisable or exchangeable for common stock; or
- enter into any swap or similar arrangement that transfers to another, in
whole or in part, any of the economic consequences of ownership of the
common stock;
whether any such transaction described above is to be settled by delivery of
common stock or such other securities, in cash or otherwise.
68
<PAGE> 71
UNDERWRITERS
Under the terms and subject to conditions contained in an Underwriting
Agreement, the underwriters named below, for whom Morgan Stanley & Co.
Incorporated, Credit Suisse First Boston Corporation, BT Alex. Brown
Incorporated and Hambrecht & Quist LLC are acting as representatives, have
severally agreed to purchase, and Marimba and the selling stockholders have
agreed to sell to the underwriters, severally, the respective number of shares
of our common stock set forth opposite the names of such underwriters below:
<TABLE>
<CAPTION>
NUMBER
NAME OF SHARES
---- ---------
<S> <C>
Morgan Stanley & Co. Incorporated...........................
Credit Suisse First Boston Corporation......................
BT Alex. Brown Incorporated.................................
Hambrecht & Quist LLC.......................................
--------
Total.............................................
========
</TABLE>
The underwriters and the representatives are collectively referred to as
the "underwriters" and the "representatives," respectively. The underwriters are
offering the shares of common stock subject to their acceptance of the shares
from Marimba and the selling stockholders and subject to prior sale. The
Underwriting Agreement provides that the obligations of the several underwriters
to pay for and accept delivery of the shares of our common stock offered hereby
are subject to the approval of certain legal matters by their counsel and to
certain other conditions. The underwriters are obligated to take and pay for all
of the shares of common stock offered hereby, other than those covered by the
over-allotment option described below, if any such shares are taken.
The underwriters initially propose to offer part of the shares of common
stock directly to the public at the public offering price set forth on the cover
page hereof and part to certain dealers at a price that represents a concession
not in excess of $ per share under the public offering price. Any
underwriter may allow, and such dealers may reallow, a concession not in excess
of $ per share to other underwriters or to certain dealers. After the
initial offering of the shares of common stock, the offering price and other
selling terms may from time to time be varied by the representatives.
Marimba has granted to the underwriters an option, exercisable for 30 days
from the date of this Prospectus, to purchase up to an aggregate
of additional shares of common stock at the public offering price set
forth on the cover page hereof, less underwriting discounts and commissions. The
underwriters may exercise such option solely for the purpose of covering
over-allotments, if any, made in connection with the offering of the shares of
common stock offered hereby. To the extent such option is exercised, each
underwriter will become obligated, subject to certain conditions, to purchase
approximately the same percentage of such additional shares of common stock as
the number set forth next to such underwriter's name in the preceding table
bears to the total number of shares of common stock set forth next to the names
of all underwriters in the preceding table. If the underwriters' option is
exercised in full, the total price to the public for this offering would be
$ , the total underwriters' discounts and commissions would be
$ , the total proceeds to Marimba would be $ and the total
proceeds to the selling stockholders would be $ .
The underwriters have informed Marimba that each principal underwriter in
this offering may, subject to the approval of Morgan Stanley & Co. Incorporated,
sell to discretionary accounts over which such principal underwriter exercises
discretionary authority. The underwriters have further informed
69
<PAGE> 72
Marimba that they estimate that such sales will not exceed in the aggregate five
percent of the total number of shares of common stock offered by them.
Marimba has applied to list the common stock on the Nasdaq National Market
under the symbol "MRBA."
At the request of Marimba, the underwriters will reserve up to
shares of common stock to be issued by Marimba and offered hereby for sale, at
the initial public offering price, to directors, officers, employees, business
associates and related persons of Marimba. The number of shares of common stock
available for sale to the general public will be reduced to the extent such
persons purchase such reserved shares. Any reserved shares which are not so
purchased will be offered by the underwriters to the general public on the same
basis as the other shares offered hereby.
Marimba, our selling stockholders, directors, executive officers, and
certain other stockholders and optionholders have each agreed that, without the
prior written consent of Morgan Stanley & Co. Incorporated on behalf of the
underwriters, he, she or it will not, during the period ending 180 days after
the date of this prospectus:
- offer, pledge, sell, contract to sell, sell any option or contract to
purchase, purchase any option or contract to sell, grant any option,
right or warrant to purchase, lend or otherwise transfer or dispose of,
directly or indirectly, any shares of common stock; or any securities
convertible into or exercisable or exchangeable for common stock; or
- enter into any swap or similar arrangement that transfers to another, in
whole or in part, any of the economic consequences of ownership of the
common stock;
whether any such transaction described above is to be settled by delivery of
common stock or such other securities, in cash or otherwise.
The restrictions described in the previous paragraph do not apply to:
- the sale of shares to the underwriters;
- the issuance by Marimba of shares of common stock upon the exercise of an
option or a warrant or the conversion of a security outstanding on the
date of this prospectus of which the underwriters have been advised in
writing;
- transactions by any person other than Marimba relating to shares of
common stock or other securities acquired in open market transactions
after the completion of the offering of the shares;
- the granting of stock options pursuant to existing Marimba employee
benefit plans, provided that such options do not become exercisable and
such options do not vest during such 180-day period; or
- certain gifts, distributions or transfers to trusts, provided that
transferees in transactions described in this clause enter into lock-up
agreements similar to those described in the previous paragraph.
In order to facilitate the offering of the common stock, the underwriters
may engage in transactions that stabilize, maintain or otherwise affect the
price of the common stock. Specifically, the underwriters may agree to sell or
allot more shares than the shares of common stock Marimba and the
selling stockholders have agreed to sell them. This over-allotment would create
a short position in the common stock for the underwriters' account. To cover any
over-allotments or to stabilize the price of the common stock, the underwriters
may bid for, and purchase, shares of common stock in the open market. Finally,
the underwriting syndicate may reclaim selling concessions allowed to an
underwriter or a dealer for distributing the common stock in the offering, if
the syndicate repurchases previously distributed common stock in transactions to
cover syndicate short positions, in stabilization transactions or otherwise. Any
of these activities may stabilize or maintain the market price of the common
stock above
70
<PAGE> 73
independent market levels. The underwriters are not required to engage in these
activities, and may end any of these activities at any time.
Marimba, the selling stockholders and the underwriters have agreed to
indemnify each other against certain liabilities, including liabilities under
the Securities Act.
In October 1997, Marimba sold 2,987,696 shares of Series B preferred stock.
An affiliate of Hambrecht & Quist LLC, one of the underwriters in this offering,
purchased 39,943 shares of Series B preferred stock, which are convertible into
39,943 shares of common stock, on the same terms as the other purchasers of
Series B preferred stock.
PRICING OF THE OFFERING
Prior to this offering, there has been no public market for the shares of
common stock. The initial public offering price will be determined by
negotiations between Marimba and the representatives. Among the factors to be
considered in determining the initial public offering price will be:
- the future prospects of Marimba and its industry in general;
- sales, earnings and certain other financial operating information of
Marimba in recent periods; and
- the price-earnings ratios, price-sales ratios, market prices of
securities and certain financial and operating information of companies
engaged in activities similar to those of Marimba.
The estimated public offering price range set forth on the cover page of
this prospectus is subject to change as a result of market conditions and other
factors.
LEGAL MATTERS
The validity of the common stock offered hereby will be passed upon for
Marimba by Gunderson Dettmer Stough Villeneuve Franklin & Hachigian, LLP, Menlo
Park, California. Certain legal matters in connection with the offering will be
passed upon for the underwriters by Fenwick & West LLP, Palo Alto, California.
As of the date of this prospectus, certain members and employees of Gunderson
Dettmer Stough Villeneuve Franklin & Hachigian, LLP, beneficially owned an
aggregate of 23,610 shares of our common stock.
EXPERTS
Ernst & Young LLP, independent auditors, have audited our consolidated
financial statements at December 31, 1997 and 1998, for the period from February
21, 1996 (inception) to December 31, 1996, and for each of the years in the
two-year period ended December 31, 1998 as set forth in their report. We have
included our financial statements in the prospectus and elsewhere in the
registration statement in reliance on Ernst & Young LLP's report, given upon the
authority of such firm as experts in accounting and auditing.
ADDITIONAL INFORMATION
We have filed with the Securities and Exchange Commission a Registration
Statement on Form S-1 under the Securities Act with respect to the common stock
offered hereby. This prospectus does not contain all of the information set
forth in the Registration Statement and the exhibits to the Registration
Statement. For further information with respect to Marimba and our common stock
we offer hereby, reference is made to the Registration Statement and the
exhibits filed as a part of the Registration Statement. Statements contained in
this prospectus concerning the contents of any contract or any other
71
<PAGE> 74
document referred to are not necessarily complete; reference is made in each
instance to the copy of such contract or document filed as an exhibit to the
Registration Statement. Each such statement is qualified in all respects by such
reference to such exhibit. The Registration Statement, including the exhibits
thereto, may be inspected without charge at the public reference facilities
maintained by the Commission in Room 1024, 450 Fifth Street, N.W., Washington,
D.C. 20549, and copies of all or any part thereof may be obtained from such
office after payment of fees prescribed by the Commission. The Commission
maintains a World Wide Web site that contains reports, proxy and information
statements and other information regarding registrants, including us, that file
electronically with the Commission. The address of the site is
http://www.sec.gov.
72
<PAGE> 75
MARIMBA, INC.
INDEX TO CONSOLIDATED FINANCIAL STATEMENTS
<TABLE>
<S> <C>
Report of Ernst & Young LLP, Independent Auditors........... F-2
Consolidated Financial Statements
Consolidated Balance Sheets............................... F-3
Consolidated Statements of Operations and Comprehensive
Loss................................................... F-4
Consolidated Statements of Redeemable Convertible
Preferred Stock and Stockholders' Equity (Net Capital
Deficiency)............................................ F-5
Consolidated Statements of Cash Flows..................... F-6
Notes to Consolidated Financial Statements.................. F-7
</TABLE>
F-1
<PAGE> 76
REPORT OF ERNST & YOUNG LLP, INDEPENDENT AUDITORS
The Board of Directors and Stockholders
Marimba, Inc.
We have audited the accompanying consolidated balance sheets of Marimba,
Inc. as of December 31, 1997 and 1998, and the related consolidated statements
of operations and comprehensive loss, redeemable convertible preferred stock and
stockholders' equity (net capital deficiency), and cash flows for the period
from inception (February 21, 1996) to December 31, 1996 and for the years ended
December 31, 1997 and 1998. These financial statements are the responsibility of
the Company's management. Our responsibility is to express an opinion on these
financial statements based on our audits.
We conducted our audits in accordance with generally accepted auditing
standards. Those standards require that we plan and perform the audit to obtain
reasonable assurance about whether the financial statements are free of material
misstatement. An audit includes examining, on a test basis, evidence supporting
the amounts and disclosures in the financial statements. An audit also includes
assessing the accounting principles used and significant estimates made by
management, as well as evaluating the overall financial statement presentation.
We believe that our audits provide a reasonable basis for our opinion.
In our opinion, the financial statements referred to above present fairly,
in all material respects, the consolidated financial position of Marimba, Inc.
at December 31, 1997 and 1998, and the consolidated results of its operations
and its cash flows for the period from inception (February 21, 1996) to December
31, 1996 and for the years ended December 31, 1997 and 1998, in conformity with
generally accepted accounting principles.
/s/ ERNST & YOUNG LLP
Palo Alto, California
January 13, 1999
F-2
<PAGE> 77
MARIMBA, INC.
CONSOLIDATED BALANCE SHEETS
(IN THOUSANDS, EXCEPT PAR VALUE DATA)
<TABLE>
<CAPTION>
PRO FORMA
STOCKHOLDERS'
DECEMBER 31, EQUITY AT
------------------- DECEMBER 31,
1997 1998 1998
------- -------- -------------
(UNAUDITED)
<S> <C> <C> <C>
ASSETS
Current assets:
Cash and cash equivalents.............................. $14,402 $ 3,700
Short-term investments................................. -- 4,125
Accounts receivable, net of allowances of $49 and $70
at December 31, 1997 and 1998........................ 4,591 2,585
Unbilled receivables................................... -- 1,036
Prepaid expenses and other current assets.............. 248 371
------- --------
Total current assets.............................. 19,241 11,817
Property and equipment, net................................. 2,401 2,747
Other assets................................................ 256 298
------- --------
$21,898 $ 14,862
======= ========
LIABILITIES AND STOCKHOLDERS' EQUITY (NET CAPITAL DEFICIENCY)
Current liabilities:
Accounts payable and accrued liabilities............... $ 1,940 $ 1,396
Accrued compensation................................... 1,535 1,704
Current portion of capital lease obligations and
equipment advances................................... 133 286
Deferred revenue....................................... 7,597 5,519
------- --------
Total current liabilities......................... 11,205 8,905
Long-term portion of capital lease obligations and equipment
advances, and other long-term liabilities................. 211 747
Commitments and contingencies
Redeemable convertible preferred stock, 15,000 shares
authorized at December 31, 1997 and 1998, $.0001 par
value, issuable in series:
Series A redeemable convertible preferred stock, 2,800
shares designated; 2,766 shares issued and
outstanding at December 31, 1997 and 1998 and none
pro forma (liquidation preference at December 31,
1998 of $4,100)...................................... 4,055 4,055 $ --
Series B redeemable convertible preferred stock, 3,050
shares designated; 2,987 shares issued and
outstanding at December 31, 1997 and 1998 and none
pro forma (liquidation preference at December 31,
1998 of $14,960)..................................... 14,898 14,898 --
Stockholders' equity (net capital deficiency):
Common stock, 30,000 shares authorized, $.0001 par
value; 13,067 and 13,053 shares issued and
outstanding at December 31, 1997 and 1998, and 18,806
shares issued and outstanding pro forma.............. 642 2,183 21,136
Note receivable from officer........................... (150) (160) (160)
Deferred compensation.................................. -- (1,116) (1,116)
Cumulative translation adjustment...................... -- (6) (6)
Accumulated deficit.................................... (8,963) (14,644) (14,644)
------- -------- --------
Stockholders' equity (net capital deficiency)..... (8,471) (13,743) $ 5,210
------- -------- ========
$21,898 $ 14,862
======= ========
</TABLE>
See accompanying notes.
F-3
<PAGE> 78
MARIMBA, INC.
CONSOLIDATED STATEMENTS OF OPERATIONS AND COMPREHENSIVE LOSS
(IN THOUSANDS, EXCEPT PER SHARE AMOUNTS)
<TABLE>
<CAPTION>
PERIOD FROM
INCEPTION
(FEBRUARY 21, YEAR ENDED
1996) TO DECEMBER 31,
DECEMBER 31, ------------------
1996 1997 1998
------------- ------- -------
<S> <C> <C> <C>
Revenues:
License.............................................. $ -- $ 5,011 $13,901
Service.............................................. -- 552 3,184
------- ------- -------
Total revenues............................................ -- 5,563 17,085
Cost of revenues:
License.............................................. -- 13 75
Service.............................................. -- 621 1,964
------- ------- -------
Total cost of revenues.................................... -- 634 2,039
------- ------- -------
Gross profit.............................................. -- 4,929 15,046
Operating expenses:
Research and development............................. 515 2,410 5,773
Sales and marketing.................................. 473 8,054 12,371
General and administrative........................... 322 2,367 2,779
Amortization of deferred compensation................ -- -- 251
------- ------- -------
Total operating expenses.................................. 1,310 12,831 21,174
------- ------- -------
Loss from operations...................................... (1,310) (7,902) (6,128)
Interest income........................................... 66 350 518
Interest expense.......................................... (1) (12) (30)
------- ------- -------
Loss before income taxes.................................. (1,245) (7,564) (5,640)
Provision for income taxes................................ -- 154 41
------- ------- -------
Net loss.................................................. (1,245) (7,718) (5,681)
Other comprehensive loss:
Translation adjustment............................... -- -- (6)
------- ------- -------
Comprehensive loss........................................ $(1,245) $(7,718) $(5,687)
======= ======= =======
Basic and diluted net loss per share...................... $ (.81) $ (1.57) $ (.59)
======= ======= =======
Weighted-average shares of common stock outstanding used
in computing basic and diluted net loss per share....... 1,528 4,912 9,606
======= ======= =======
Pro forma basic and diluted net loss per share
(unaudited)............................................. $ (.37)
=======
Shares used in computing pro forma basic and diluted net
loss per share (unaudited).............................. 15,359
=======
</TABLE>
See accompanying notes.
F-4
<PAGE> 79
MARIMBA, INC.
CONSOLIDATED STATEMENTS OF REDEEMABLE CONVERTIBLE PREFERRED STOCK
AND STOCKHOLDERS' EQUITY (NET CAPITAL DEFICIENCY)
(IN THOUSANDS)
<TABLE>
<CAPTION>
STOCKHOLDERS' EQUITY (NET CAPITAL DEFICIENCY)
-------------------------------------------
REDEEMABLE
CONVERTIBLE NOTE
PREFERRED STOCK COMMON STOCK RECEIVABLE
---------------- --------------- FROM DEFERRED
SHARES AMOUNT SHARES AMOUNT OFFICER COMPENSATION
------ ------- ------ ------ ---------- ------------
<S> <C> <C> <C> <C> <C> <C>
Issuance of common stock to
founders..................... -- $ -- 10,000 $ 10 $ -- $ --
Issuance of Series A redeemable
convertible preferred stock
to investors, net of issuance
costs of $38................. 2,699 3,963 -- -- -- --
Net loss....................... -- -- -- -- -- --
----- ------- ------ ------ ----- -------
Balances at December 31,
1996......................... 2,699 3,963 10,000 10 -- --
Issuance of Series A redeemable
convertible preferred stock
to officer, net of issuance
costs of $8.................. 67 92 -- -- -- --
Issuance of Series B redeemable
convertible preferred stock
to investors, net of issuance
costs of $62................. 2,987 14,898 -- -- -- --
Issuance of common stock upon
exercise of stock options.... -- -- 2,850 495 -- --
Issuance of common stock for
services..................... -- -- 67 10 -- --
Issuance of common stock upon
exercise of stock options by
an officer in exchange for a
note receivable.............. -- -- 300 150 (150) --
Repurchases of common stock.... -- -- (150) (23) -- --
Net loss....................... -- -- -- -- -- --
----- ------- ------ ------ ----- -------
Balances at December 31,
1997......................... 5,753 18,953 13,067 642 (150) --
Issuance of common stock upon
exercise of stock options.... -- -- 239 230 -- --
Repurchases of common stock.... -- -- (253) (56) -- --
Translation adjustment......... -- -- -- -- -- --
Interest on note receivable
from an officer.............. -- -- -- -- (10) --
Deferred compensation.......... -- -- -- 1,367 -- (1,367)
Amortization of deferred
compensation................. -- -- -- -- -- 251
Net loss....................... -- -- -- -- -- --
----- ------- ------ ------ ----- -------
Balances at December 31,
1998......................... 5,753 $18,953 13,053 $2,183 $(160) $(1,116)
===== ======= ====== ====== ===== =======
<CAPTION>
STOCKHOLDERS' EQUITY (NET CAPITAL DEFICIENCY)
-----------------------------------------
TOTAL
STOCKHOLDERS'
CUMULATIVE EQUITY
TRANSLATION ACCUMULATED (NET CAPITAL
ADJUSTMENT DEFICIT DEFICIENCY)
----------- ----------- -------------
<S> <C> <C> <C>
Issuance of common stock to
founders..................... $-- $ -- $ 10
Issuance of Series A redeemable
convertible preferred stock
to investors, net of issuance
costs of $38................. -- -- --
Net loss....................... -- (1,245) (1,245)
--- -------- --------
Balances at December 31,
1996......................... -- (1,245) (1,235)
Issuance of Series A redeemable
convertible preferred stock
to officer, net of issuance
costs of $8.................. -- -- --
Issuance of Series B redeemable
convertible preferred stock
to investors, net of issuance
costs of $62................. -- -- --
Issuance of common stock upon
exercise of stock options.... -- -- 495
Issuance of common stock for
services..................... -- -- 10
Issuance of common stock upon
exercise of stock options by
an officer in exchange for a
note receivable.............. -- -- --
Repurchases of common stock.... -- -- (23)
Net loss....................... -- (7,718) (7,718)
--- -------- --------
Balances at December 31,
1997......................... -- (8,963) (8,471)
Issuance of common stock upon
exercise of stock options.... -- -- 230
Repurchases of common stock.... -- -- (56)
Translation adjustment......... (6) -- (6)
Interest on note receivable
from an officer.............. -- -- (10)
Deferred compensation.......... -- -- --
Amortization of deferred
compensation................. -- -- 251
Net loss....................... -- (5,681) (5,681)
--- -------- --------
Balances at December 31,
1998......................... $(6) $(14,644) $(13,743)
=== ======== ========
</TABLE>
See accompanying notes.
F-5
<PAGE> 80
MARIMBA, INC.
CONSOLIDATED STATEMENTS OF CASH FLOWS
(IN THOUSANDS)
<TABLE>
<CAPTION>
PERIOD FROM
INCEPTION
(FEBRUARY 21, YEAR ENDED
1996) TO DECEMBER 31,
DECEMBER 31, ------------------
1996 1997 1998
------------- ------- -------
<S> <C> <C> <C>
OPERATING ACTIVITIES
Net loss................................................... $(1,245) $(7,718) $(5,681)
Adjustments to reconcile net loss to net cash used in
operating activities:
Depreciation and amortization......................... 21 336 934
Amortization of deferred compensation................. -- -- 251
Other................................................. -- -- (16)
Changes in operating assets and liabilities:
Accounts receivable, net............................ (50) (4,541) 2,006
Unbilled receivables................................ -- -- (1,036)
Prepaid expenses and other current assets........... (31) (218) (123)
Accounts payable and accrued liabilities............ 228 1,712 (544)
Accrued compensation................................ -- 1,535 169
Deferred revenue.................................... 200 7,397 (2,078)
Other liabilities................................... -- 34 2
------- ------- -------
Net cash used in operating activities............ (877) (1,463) (6,116)
------- ------- -------
INVESTING ACTIVITIES
Capital expenditures....................................... (278) (2,479) (1,280)
Other assets............................................... (7) (250) (42)
Purchases of short-term investments........................ -- -- (7,125)
Sales of short-term investments............................ -- -- 3,000
------- ------- -------
Net cash used in investing activities............ (285) (2,729) (5,447)
------- ------- -------
FINANCING ACTIVITIES
Proceeds from issuance of redeemable convertible preferred
stock.................................................... 3,963 14,990 --
Proceeds from issuance of common stock, net of
repurchases.............................................. 10 482 174
Proceeds from sale and lease back and equipment advances... -- 378 811
Principal payments under capital lease obligations......... -- (67) (124)
------- ------- -------
Net cash from financing activities............... 3,973 15,783 861
------- ------- -------
Net increase (decrease) in cash and cash equivalents....... 2,811 11,591 (10,702)
Cash and cash equivalents at beginning of period........... -- 2,811 14,402
------- ------- -------
Cash and cash equivalents at end of period................. $ 2,811 $14,402 $ 3,700
======= ======= =======
Supplemental disclosure of cash flow information
Interest paid.............................................. $ 1 $ 12 $ 30
======= ======= =======
Income taxes paid.......................................... $ -- $ 154 $ 41
======= ======= =======
Supplemental disclosure of noncash financing activities
Common stock issued in exchange for note receivable from
officer.................................................. $ -- $ 150 $ --
======= ======= =======
</TABLE>
See accompanying notes.
F-6
<PAGE> 81
MARIMBA, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS
1. SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES
Basis of Presentation
Marimba was incorporated in Delaware on February 21, 1996. Marimba develops
and markets Internet-based software management solutions ("Castanet Products"),
that distribute, update, and manage applications and related data over corporate
intranets, extranets and the Internet. Marimba markets its products worldwide
through a combination of a direct sales force and OEM/distributor partners.
Substantially all of Marimba's license revenues are derived from sales of the
Castanet Products.
The consolidated financial statements include the accounts of Marimba and
its wholly owned subsidiary in the United Kingdom. Intercompany accounts and
transactions have been eliminated in consolidation.
Marimba has incurred operating losses to date and had an accumulated
deficit of $14,644,000 at December 31, 1998. Marimba's activities have been
primarily financed through private placements of equity securities. Marimba may
need to raise additional capital through the issuance of debt or equity
securities. Such financing may not be available on terms satisfactory to
Marimba, if at all.
Use of Estimates
The preparation of financial statements in conformity with generally
accepted accounting principles requires management to make estimates and
assumptions that affect the amounts reported in the financial statements and
accompanying notes. Actual results could differ materially from those estimates.
Revenue Recognition
License revenues are comprised of perpetual or multiyear license fees which
are primarily derived from contracts with corporate customers and resellers.
Such revenues are recognized after execution of a license agreement or receipt
of a definitive purchase order, and delivery of the product to end-user
customers, provided that there are no uncertainties surrounding product
acceptance, the license fees are fixed and determinable, collectibility is
probable and Marimba has no remaining obligations. Revenue on arrangements with
customers who are not the ultimate users (primarily resellers) is not recognized
until the product is delivered to the end user. If the fee due from the customer
is not fixed or determinable, revenue is recognized as payments become due from
the customer. If collectibility is not considered probable, revenue is
recognized when the fee is collected. Advance payments are recorded as deferred
revenue until the products are shipped, services are provided, or obligations
are met. Marimba's products do not require significant customization.
Service revenues are comprised of revenue from maintenance agreements,
consulting and training fees. Software maintenance agreements provide technical
support and the right to unspecified upgrades on an if-and-when available basis.
Revenue from maintenance agreements is deferred and recognized on a
straight-line basis over the life of the related agreement, which is typically
one year. Service revenues from training and consulting are recognized upon
completion of the work to be performed.
In October 1997, the Accounting Standards Executive Committee issued
Statement of Position 97-2 ("SOP 97-2"), as amended by SOP 98-4 and SOP 98-9,
"Software Revenue Recognition." These statements provide guidance on applying
generally accepted accounting principles in recognizing revenue on software
transactions. SOP 97-2, as amended by SOP 98-4, is effective for Marimba's
transactions
F-7
<PAGE> 82
MARIMBA, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS -- (CONTINUED)
1. SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES (CONTINUED)
Revenue Recognition (continued)
entered into subsequent to January 1, 1998. The application of SOP 97-2 and SOP
98-4 has not had a material impact on Marimba's results of operations.
SOP 98-9 amends SOP 97-2 and 98-4, extending the deferral of the
application of certain provisions of SOP 97-2 amended by SOP 98-4 through fiscal
years beginning on or before March 15, 1999. All other provisions of SOP 98-9
are effective for transactions entered into in fiscal years beginning after
March 15, 1999. Marimba has not yet determined the effect of the final adoption
of SOP 98-9 on its financial condition or results of operations.
Unbilled receivables consist of contractually obligated amounts not yet
billable by the Company.
Research and Development
Research and development expenditures are generally charged to operations
as incurred. Statement of Financial Accounting Standards No. 86, "Accounting for
the Costs of Computer Software to Be Sold, Leased or Otherwise Marketed,"
requires the capitalization of certain software development costs subsequent to
the establishment of technological feasibility, which, for Marimba, is
established upon completion of a working model. Costs incurred by Marimba
between completion of the working model and the point at which the product is
ready for general release have been insignificant. Therefore, through December
31, 1998, all research and development costs have been expensed as incurred.
Cash, Cash Equivalents and Short-Term Investments
Cash equivalents consist of financial instruments which are readily
convertible to cash and have original maturities of three months or less at the
time of acquisition. The carrying value of cash and cash equivalents
approximates fair value at December 31, 1997 and 1998.
Marimba classifies, at the date of acquisition, its marketable securities
into available-for-sale categories in accordance with the provisions of the
Financial Accounting Standards Board's Statement of Financial Accounting
Standards No. 115, "Accounting for Certain Investments in Debt and Equity
Securities." Currently, Marimba classifies its securities as available-for-sale
which are reported at fair market value with the related unrealized gains and
losses included in stockholders' equity. Unrealized gains and losses were not
material for all periods presented. Realized gains and losses and declines in
value of securities judged to be other than temporary are included in interest
income. Interest and dividends on all securities are included in interest
income.
Investments with maturities between three and twelve months are considered
short-term investments. Short-term investments consist of corporate notes and
market auction rate preferred stocks.
The cost (which approximates fair value) of Marimba's investments at
December 31, 1998 consisted of commercial paper ($500,000), corporate notes
($1,025,000) and market auction rate preferred stock ($3,100,000).
F-8
<PAGE> 83
MARIMBA, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS -- (CONTINUED)
1. SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES (CONTINUED)
Cash, Cash Equivalents and Short-Term Investments (continued)
The following is a reconciliation of Marimba's cash, cash equivalents and
short-term investments to the balance sheet classifications:
<TABLE>
<CAPTION>
DECEMBER 31,
-----------------
1997 1998
------- ------
(IN THOUSANDS)
<S> <C> <C>
Amounts included in cash and cash equivalents........ $ -- $ 500
Short-term investments............................... -- 4,125
------- ------
Total investments.......................... -- 4,625
Money market fund.................................... 14,402 2,689
Demand deposits...................................... -- 511
------- ------
Total cash, cash equivalents and short-term
investments............................. $14,402 $7,825
======= ======
</TABLE>
Property and Equipment
Marimba records property and equipment at cost and calculates depreciation
using the straight-line method over the estimated useful lives of the assets,
generally three to five years. Leasehold improvements are amortized over the
term of the lease.
Accounting for Stock-Based Compensation
Marimba has elected to follow Accounting Principles Board Opinion No. 25,
"Accounting for Stock Issued to Employees" (APB Opinion No. 25), and related
interpretations in accounting for its employee stock options because, as
discussed in Note 6, the alternative fair value accounting provided for under
Statement of Financial Accounting Standards No. 123, "Accounting for Stock-Based
Compensation" ("FAS 123"), requires use of option valuation models that were not
developed for use in valuing employee stock options. Under APB Opinion No. 25,
when the exercise price of Marimba's employee stock options equals the market
price of the underlying stock on the date of grant, no compensation expense is
recognized. See pro forma disclosures of applying FAS 123 included in Note 6.
Comprehensive Loss
In June 1997, the Financial Accounting Standards Board issued Statement of
Financial Accounting Standards No. 130, "Reporting Comprehensive Income" ("FAS
130"). FAS 130 establishes standards for the reporting and display of
comprehensive income and its components in a full set of general purpose
financial statements and is effective for fiscal years beginning after December
15, 1997. Marimba adopted FAS 130 in the year ended December 31, 1998.
Concentrations of Credit Risk and Other Risks
Financial instruments that subject Marimba to credit risk consist primarily
of uninsured cash, cash equivalents and short-term investment balances held at
commercial banks and institutions primarily in the United States and trade
receivables from Marimba's customers. Marimba sells to customers in many
different industries. Marimba extends reasonably short credit terms in most
instances and performs
F-9
<PAGE> 84
MARIMBA, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS -- (CONTINUED)
1. SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES (CONTINUED)
Concentrations of Credit Risk and Other Risks (continued)
ongoing credit evaluations but does not require collateral. Marimba provides
reserves for potential credit losses, and such losses have been within
management's expectations. To date, Marimba's write-offs of bad debts have not
been significant. During the years ended December 31, 1997 and 1998, Marimba
added approximately $50,000 and $75,000 to its bad debt reserves. Total
write-offs of uncollectible accounts were $1,000 and $54,000 in these periods.
Revenues from one customer represented 18% and 22% of total revenues for
the years ended December 31, 1997 and 1998. The same customer accounted for 57%
of accounts receivable at December 31, 1997. Sales to another customer
represented 18% of total revenues for the year ended December 31, 1998. Two
other customers accounted for 48% and 16% of the combined accounts receivable
and unbilled receivables accounts at December 31, 1998.
Segment Information
In June 1997, the Financial Accounting Standards Board issued Statement of
Financial Accounting Standards No. 131, "Disclosures about Segments of an
Enterprise and Related Information" ("FAS 131"). FAS 131 changes the way
companies report selected segment information in annual financial statements and
requires companies to report selected segment information in interim financial
reports to stockholders. FAS 131 is effective beginning in Marimba's year ended
December 31, 1998. Marimba operates solely in one segment, the development and
marketing of network application software, and therefore there is no impact to
Marimba's financial statements of adopting FAS 131. For the years ended December
31, 1997 and 1998, sales to customers outside the United States were $1,199,000
and $1,265,000. The majority of these sales were to customers in Asia.
Net Loss Per Share
Basic and diluted net loss per common share are presented in conformity
with FAS No. 128, "Earnings Per Share" ("FAS 128"), for all periods presented.
Pursuant to the Securities and Exchange Commission Staff Accounting Bulletin No.
98, common stock and convertible preferred stock issued or granted for nominal
consideration prior to the anticipated effective date of Marimba's initial
public offering must be included in the calculation of basic and diluted net
loss per common share as if they had been outstanding for all periods presented.
To date, Marimba has not had any issuances or grants for nominal consideration.
In accordance with FAS 128, basic and diluted net loss per share has been
computed using the weighted-average number of shares of common stock outstanding
during the period, less shares subject to repurchase. Pro forma basic and
diluted net loss per share, as presented in the statements of operations, has
been computed as described above and also gives effect, under Securities and
Exchange Commission guidance, to the conversion of the redeemable convertible
preferred stock (using the if-converted method) from the original date of
issuance.
F-10
<PAGE> 85
MARIMBA, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS -- (CONTINUED)
1. SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES (CONTINUED)
Net Loss Per Share (continued)
The following table presents the calculation of basic and diluted and pro
forma basic and diluted net loss per share:
<TABLE>
<CAPTION>
PERIOD FROM
INCEPTION YEAR ENDED
(FEBRUARY 21, 1996) DECEMBER 31,
TO -----------------
DECEMBER 31, 1996 1997 1998
------------------- ------- -------
(IN THOUSANDS, EXCEPT PER SHARE DATA)
<S> <C> <C> <C>
Net loss........................................... $(1,245) $(7,718) $(5,681)
======= ======= =======
Basic and diluted:
Weighted-average shares of common stock
outstanding................................. 10,000 11,474 13,081
Less weighted-average shares subject to
repurchase.................................. (8,472) (6,562) (3,475)
------- ------- -------
Weighted-average shares used in computing
basic and diluted net loss per common
share....................................... 1,528 4,912 9,606
------- ------- -------
Basic and diluted net loss per common share... $ (.81) $ (1.57) $ (.59)
======= ======= =======
Pro forma:
Shares used above............................. 9,606
Pro forma adjustment to reflect
weighted-average effect of the assumed
conversion of redeemable convertible
preferred stock (unaudited)................. 5,753
-------
Shares used in computing pro forma basic and
diluted net loss per share (unaudited)...... 15,359
-------
Pro forma basic and diluted net loss per share
(unaudited)................................. $ (.37)
=======
</TABLE>
Marimba has excluded all redeemable convertible preferred stock, warrants,
outstanding stock options and shares subject to repurchase by Marimba from the
calculation of diluted loss per share because all such securities are
antidilutive for all periods presented. Weighted-average options and warrants
outstanding to purchase 375,000, 1,261,000, and 1,483,000 shares of common and
redeemable convertible preferred stock for the years ended December 31, 1996,
1997, and 1998, were not included in the computation of diluted net loss per
share because the effect would be antidilutive. Such securities, had they been
dilutive, would have been included in the computation of diluted net loss per
share using the treasury stock method.
Unaudited Pro Forma Stockholders' Equity
If the offering contemplated by this Prospectus is consummated, all of the
redeemable convertible preferred stock outstanding will automatically be
converted into common stock. Unaudited pro forma stockholders' equity at
December 31, 1998, as adjusted for the assumed conversion of redeemable
F-11
<PAGE> 86
MARIMBA, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS -- (CONTINUED)
1. SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES (CONTINUED)
Unaudited Pro Forma Stockholders' Equity (continued)
convertible preferred stock based on the shares of redeemable convertible
preferred stock outstanding at December 31, 1998, is disclosed on the balance
sheet.
Recent Accounting Pronouncements
In June 1998, the FASB issued FAS No. 133, "Accounting for Derivative
Instruments and Hedging Activities" ("FAS 133"). Marimba is required to adopt
FAS 133 for the year ending December 31, 2000. FAS 133 establishes methods of
accounting for derivative financial instruments and hedging activities related
to those instruments as well as other hedging activities. Because Marimba
currently holds no derivative financial instruments and does not currently
engage in hedging activities, adoption of FAS 133 is expected to have no
material impact on Marimba's financial condition or results of operations.
In March 1998, the American Institute of Certified Public Accountants
issued SOP 98-1, "Accounting for the Costs of Computer Software Developed or
Obtained for Internal Use" ("SOP 98-1"). SOP 98-1 requires that entities
capitalize certain costs related to internal use software once certain criteria
have been met. Marimba is required to implement SOP 98-1 for the year ending
December 31, 1999. Adoption of SOP 98-1 is expected to have no material impact
on Marimba's financial condition or results of operations.
2. PROPERTY AND EQUIPMENT
Property and equipment consist of the following:
<TABLE>
<CAPTION>
DECEMBER 31,
-----------------
1997 1998
------ -------
(IN THOUSANDS)
<S> <C> <C>
Furniture and equipment...................... $1,191 $ 759
Computer equipment........................... 1,440 3,036
Leasehold improvements....................... 125 241
------ -------
2,756 4,036
Accumulated depreciation and amortization.... (355) (1,289)
------ -------
Property and equipment, net.................. $2,401 $ 2,747
====== =======
</TABLE>
Property and equipment at December 31, 1997 and 1998 includes assets under
capitalized leases of approximately $378,000. Accumulated amortization related
to leased assets was approximately $223,000 and $280,000 at December 31, 1997
and 1998.
3. LEASES AND COMMITMENTS
In January 1997, as part of a sale-leaseback transaction, Marimba entered
into a $500,000 capital lease line of credit for financing of equipment, which
expired on December 31, 1997. Marimba borrowed $378,000 under the line of
credit. This amount bears interest at a rate of 3.5% and is collateralized by
the equipment purchased. Under the terms of the master lease agreement, Marimba
will have the option to purchase the leased equipment at a negotiated price at
the end of the 36-month lease term. In connection
F-12
<PAGE> 87
MARIMBA, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS -- (CONTINUED)
3. LEASES AND COMMITMENTS (CONTINUED)
with the capital lease, Marimba issued a warrant that entitles the holder to
purchase 16,865 shares of Series A redeemable convertible preferred stock (see
Note 6).
Marimba leases its office facilities under various noncancelable operating
lease agreements. Marimba's primary facility lease expires in 2000.
As of December 31, 1998, future minimum lease payments under capital leases
and noncancelable operating leases are as follows:
<TABLE>
<CAPTION>
CAPITAL OPERATING
LEASES LEASES
------- ---------
(IN THOUSANDS)
<S> <C> <C>
Years ending December 31:
1999........................................................ $ 133 $1,370
2000........................................................ 60 517
2001........................................................ -- 140
2002........................................................ -- 148
2003 and thereafter......................................... -- 421
----- ------
Total minimum lease and principal payments........ 193 $2,596
======
Amount representing interest................................ (6)
-----
Present value of future payments............................ 187
Current portion of capital lease obligations................ (127)
-----
Noncurrent portion.......................................... $ 60
=====
</TABLE>
Rent expense under operating leases totaled approximately $61,000,
$375,000, and $1,245,000 for the years ended December 31, 1996, 1997, and 1998.
4. BANK ARRANGEMENTS
In May 1998, Marimba entered into a credit agreement with a bank which
provides for revolving credit loans, letters of credit, and nonformula and
equipment advance facilities aggregating up to $6,500,000. The loans and
advances are secured by substantially all of Marimba's assets. All of the credit
facilities bear interest at a rate equal to the prime rate (7.75% at December
31, 1998). The credit agreement contains certain financial and reporting
covenants, including a restriction on the payment of dividends. Marimba was in
compliance with these covenants at December 31, 1998.
The amount available under the revolving credit facility is limited to the
lower of $4,000,000 and an amount equal to 80% of eligible accounts receivable,
which available amount is reduced by the amount of outstanding letters of
credit. Under the agreement, letters of credit can be drawn up to an amount not
to exceed $500,000. As of December 31, 1998, no revolving credit loans had been
borrowed or letters of credit issued.
Marimba may borrow up to $1,000,000 under the nonformula-based advance. As
of December 31, 1998, no amounts have been borrowed under this facility.
The equipment advance facility provides Marimba with the ability to borrow
up to $1,500,000. Principal and interest are due in monthly installments
beginning in June 1999 and ending in May 2002. As of December 31, 1998, Marimba
had $811,000 of outstanding borrowings under the facility. The fair
F-13
<PAGE> 88
MARIMBA, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS -- (CONTINUED)
4. BANK ARRANGEMENTS (CONTINUED)
value of the equipment advance is estimated based on current interest rates
available to Marimba for debt instruments with similar terms, degrees of risk,
and remaining maturities. The carrying value of the equipment advance
approximates its fair value.
Principal payments under this equipment advance are as follows (in
thousands):
<TABLE>
<S> <C>
1999........................................................ $ 159
2000........................................................ 270
2001........................................................ 270
2002........................................................ 112
-----
Total payments.................................... 811
Less current portion........................................ (159)
-----
Long-term portion........................................... $ 652
=====
</TABLE>
5. PREFERRED STOCK
Marimba is authorized to issue up to 15,000,000 shares of preferred stock,
issuable in series, with the rights and preferences of each designated series to
be determined by Marimba's Board of Directors. To date, 2,800,000 and 3,050,000
shares have been designated as Series A and Series B redeemable convertible
preferred stock (the "Series A and Series B preferred stock").
Each share of Series A and Series B preferred stock is convertible, at the
option of the holder, into one share of common stock, subject to certain
adjustments for dilutive issuances. Outstanding shares of convertible preferred
stock automatically convert into common stock upon the closing of an
underwritten public offering of common stock under the Securities Act of 1933 in
which Marimba receives at least $12,500,000 in gross proceeds and the price per
share is at least $7.51.
Series A and Series B preferred stockholders are entitled to noncumulative
dividends of $.12 and $.40 per share. Dividends will be paid only when declared
by the Board of Directors out of legally available funds. No dividends have been
declared as of December 31, 1998.
Series A and Series B preferred stockholders are entitled to receive, upon
a liquidating event, an amount per share equal to the issuance price, plus all
declared but unpaid dividends. Thereafter, the remaining assets and funds, if
any, shall be distributed among the holders of Series A and Series B preferred
stock and common stock pro rata based on the number of shares of common stock
held by each (assuming conversion of all such Series A and Series B preferred
stock). If any assets remain after the holders of Series A and Series B
preferred stock have received an aggregate of $4.45 and $7.51 per share, the
remaining assets will be distributed to the holders of the common stock pro rata
based on the number of shares of common stock held by each.
On or at any time after August 15, 2003, Marimba shall, upon written
request from the holders of a majority of the then outstanding shares of Series
A and Series B preferred stock, redeem in whole or in part the Series A and
Series B preferred stock by paying in cash a sum equal to the original issuance
prices of $1.48 and $5.01 per share.
Series A and Series B preferred stockholders have voting rights equal to
the common shares issuable upon conversion of the Series A and Series B
preferred stock.
F-14
<PAGE> 89
MARIMBA, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS -- (CONTINUED)
6. STOCKHOLDERS' EQUITY
Common Stock
In February 1996, Marimba issued and sold an aggregate of 10,000,000 shares
of its common stock to the founders of Marimba pursuant to Restricted Common
Stock Purchase Agreements. The stock vests ratably over a period of three years.
As of December 31, 1998, 556,000 shares are subject to repurchase.
At December 31, 1998, Marimba has reserved 5,770,000 shares of its common
stock for issuance upon conversion of its Series A and Series B preferred stock
and conversion of preferred shares issued upon exercise of outstanding warrants
and 3,422,341 shares of common stock for issuances upon exercise of options then
outstanding and available for grant under Marimba's 1996 Stock Option Plan.
In November 1997, Marimba granted 300,000 options to purchase common stock
under Marimba's 1996 Stock Option Plan to an officer of Marimba who immediately
exercised the options in exchange for a full recourse note receivable of
$150,000. This note, which bears interest at 5.69%, was collateralized by
certain personal assets of the officer and was paid in full on January 8, 1999.
These shares are subject to a right of repurchase that lapses over three years.
1996 Stock Option Plan
In November 1996, the Board of Directors adopted the 1996 Stock Option Plan
(the "1996 Plan") for issuance of common stock to eligible participants.
Incentive stock options and nonstatutory stock options may be granted under the
1996 Plan at prices not less than 100% and 85% of the fair value on the date of
grant. Options expire after 10 years. Options under the plan are immediately
exercisable; however, shares issued are subject to repurchase rights which lapse
in a series of installments measured from the vesting commencement date of the
option. As of December 31, 1998, 1,174,000 shares are subject to repurchase.
Options generally vest and the repurchase rights lapse ratably over a period of
three or four years from the date of grant.
Pro forma information regarding net loss and net loss per share is required
by FAS 123, and has been determined as if Marimba had accounted for its employee
stock options under the fair value method of that Statement. The fair value of
options was estimated at the date of grant using a minimum value option pricing
model with the following weighted-average assumptions: risk-free interest rate
of 6%, 6% and 5% in 1996, 1997 and 1998, and an expected life of four years and
no dividends for all years presented.
For purposes of pro forma disclosures, the estimated fair value of the
options is amortized to expense over the vesting period of the options using a
graded vesting method. The effects of applying FAS 123 for pro forma disclosures
are not likely to be representative of the effects on reported net loss for
future years.
F-15
<PAGE> 90
MARIMBA, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS -- (CONTINUED)
6. STOCKHOLDERS' EQUITY (CONTINUED)
1996 Stock Option Plan (continued)
<TABLE>
<CAPTION>
PERIOD FROM
INCEPTION
(FEBRUARY 21, YEARS ENDED
1996) TO DECEMBER 31,
DECEMBER 31, -------------------------
1996 1997 1998
------------- ------- ------------
(IN THOUSANDS, EXCEPT PER SHARE DATA)
<S> <C> <C> <C>
Net loss:
As reported.................................. $(1,245) $(7,718) $(5,681)
======= ======= =======
Pro forma.................................... $(1,249) $(7,771) $(6,123)
======= ======= =======
Pro forma basic and diluted net loss per share:
As reported.................................. $ (.37)
=======
Pro forma.................................... $ (.40)
=======
</TABLE>
Activity under the 1996 Stock Option Plan was as follows:
<TABLE>
<CAPTION>
OPTIONS OUTSTANDING
---------------------------------------------
SHARES NUMBER PRICE WEIGHTED-
AVAILABLE OF PER AVERAGE
FOR GRANT SHARES SHARE EXERCISE PRICE
---------- ---------- ------------- --------------
<S> <C> <C> <C> <C>
Authorized........................ 3,174,603 -- -- --
Granted........................... (1,499,000) 1,499,000 $ .15 $ .15
---------- ----------
Balance at December 31, 1996...... 1,675,603 1,499,000 $ .15 $ .15
Authorized........................ 2,000,000 -- -- --
Granted........................... (2,529,610) 2,529,610 $ .15 - $ .75 $ .31
Exercised......................... -- (3,217,110) $ .15 - $ .50 $ .20
Repurchased....................... 150,000 -- -- --
Canceled.......................... 17,000 (17,000) $ .15 - $ .75 $ .68
---------- ----------
Balance at December 31, 1997...... 1,312,993 794,500 $ .15 - $ .75 $ .41
Authorized........................ 1,300,000 -- -- --
Granted........................... (2,017,800) 2,017,800 $1.00 - $8.50 $3.54
Exercised......................... -- (238,569) $ .50 - $2.00 $ .96
Repurchased....................... 253,417 -- -- --
Canceled.......................... 381,163 (381,163) $ .15 - $3.50 $ .84
---------- ----------
Balance at December 31, 1998...... 1,229,773 2,192,568 $ .15 - $8.50 $3.16
========== ==========
</TABLE>
F-16
<PAGE> 91
MARIMBA, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS -- (CONTINUED)
6. STOCKHOLDERS' EQUITY (CONTINUED)
1996 Stock Option Plan (continued)
<TABLE>
<CAPTION>
OPTIONS OUTSTANDING AND EXERCISABLE
----------------------------------------
WEIGHTED-
AVERAGE
NUMBER WEIGHTED- REMAINING
OF AVERAGE CONTRACTUAL
EXERCISE PRICE RANGE SHARES EXERCISE PRICE LIFE
- -------------------- --------- -------------- -----------
(IN YEARS)
<S> <C> <C> <C>
$.15 72,000 $ .15 7.94
$ .50 - $ .75 341,500 $ .54 8.77
$1.00 - $1.50 255,818 $1.35 9.13
$1.75 - $2.00 132,000 $1.83 9.34
$3.00 - $3.50 1,042,000 $3.14 9.67
$7.00 - $8.50 349,250 $8.21 9.94
---------
2,192,568 $3.16 9.43
=========
</TABLE>
At December 31, 1997, options to purchase 14,249 shares of common stock
were vested at a weighted-average exercise price of $.18 per share. At December
31, 1998, outstanding options to purchase 188,289 outstanding shares of common
stock were vested at a weighted-average exercise price of $.57 per share.
The weighted-average fair value of options granted during 1996, 1997 and
1998 with an exercise price equal to the fair value of Marimba's common stock on
the date of grant was $.03, $.06 and $.73. The weighted-average fair value of
options granted during 1998 with an exercise price below the deemed fair value
of Marimba's common stock on the date of grant was $2.07.
In connection with the grant of certain share options to employees through
December 31, 1998, Marimba recorded deferred compensation of approximately
$1,367,000 for the aggregate differences between the exercise prices of options
at their dates of grant and the deemed fair value for accounting purposes of the
common shares subject to such options. Such amount is included as a reduction of
stockholders' equity and is being amortized on a graded vesting method. The
compensation expense of $251,000 in 1998 relates to options awarded to employees
in all operating expense categories. This amount has not been separately
allocated to these categories.
Warrants
In January 1997, in connection with the sale-leaseback transaction, Marimba
issued a warrant that entitles the holder to purchase 16,865 shares of Series A
redeemable convertible preferred stock at an exercise price of $1.48 per share.
This warrant is exercisable through the earlier of the effective date of a
merger of Marimba or January 31, 2004. Marimba determined that the value of the
warrant was immaterial.
7. INCOME TAXES
Marimba's provision for income taxes for the years ended December 31, 1997
and 1998 consists entirely of foreign withholding taxes.
F-17
<PAGE> 92
MARIMBA, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS -- (CONTINUED)
7. INCOME TAXES (CONTINUED)
As of December 31, 1998, Marimba had federal net operating loss
carryforwards of approximately $11,100,000. Marimba also had federal research
and development tax credit carryforwards of approximately $400,000. The net
operating loss and credit carryforwards will expire at various dates beginning
on 2011 through 2018, if not utilized.
Utilization of the net operating losses and credits may be subject to a
substantial annual limitation due to the ownership change provisions of the
Internal Revenue Code of 1986 and similar state provisions. The annual
limitation may result in the expiration of net operating losses and credits
before utilization.
Significant components of Marimba's deferred tax assets are as follows:
<TABLE>
<CAPTION>
DECEMBER 31,
------------------
1997 1998
------- -------
(IN THOUSANDS)
<S> <C> <C>
Deferred tax assets:
Net operating loss carryforwards.......................... $ 3,300 $ 4,400
Research credit carryforwards............................. 200 600
Deferred revenue.......................................... 100 900
Other..................................................... -- 200
------- -------
Total deferred tax assets......................... 3,600 6,100
Valuation allowance......................................... (3,600) (6,100)
------- -------
Net deferred tax assets..................................... $ -- $ --
======= =======
</TABLE>
The valuation allowance for deferred tax assets increased by approximately
$3,100,000 in the year ended December 31, 1997.
8. LEGAL MATTERS
On March 3, 1997, Novadigm, Inc. filed a complaint against Marimba in the
United States District Court for the Northern District of California, alleging
infringement of a patent held by Novadigm. Novadigm alleges that Marimba's
infringement relates to certain methods for updating data and software over a
computer network used in the Castanet products. In its complaint, Novadigm
requests preliminary and permanent injunctions prohibiting Marimba and other
specified persons from making, using or selling any infringing products, as well
as damages, costs, and attorneys' fees. The complaint also alleges that Marimba
has willfully infringed Novadigm's Patent, and seeks up to triple damages
pursuant to the United States Patent Act. To date, both parties have conducted
substantial discovery. If the court does not enter judgment based on any
dispositive motions, a jury trial of this action is currently scheduled to begin
in September 1999.
Marimba believes that it has strong defenses against Novadigm's lawsuit.
Accordingly, Marimba intends to defend this suit vigorously. However, Marimba
may not prevail in this litigation. Litigation is subject to inherent
uncertainties, especially in cases such as this where sophisticated factual
issues must be assessed and complex technical issues must be decided. In
addition, cases such as this are likely to involve issues of law that are
evolving, presenting further uncertainty. Marimba's defense of this litigation,
regardless of the merits of the complaint, has been, and will likely continue to
be, time-consuming, costly and a diversion for Marimba's technical and
management personnel. However, the
F-18
<PAGE> 93
MARIMBA, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS -- (CONTINUED)
8. LEGAL MATTERS (CONTINUED)
failure of Marimba to prevail in this litigation could have a material adverse
effect on the Company's results of operations and financial condition.
9. EVENTS SUBSEQUENT TO DATE OF AUDITOR'S REPORT (UNAUDITED)
1999 Employee Stock Purchase Plan
On February 2, 1999, the Board of Directors approved the adoption of
Marimba's 1999 Employee Stock Purchase Plan (the "1999 Purchase Plan"), subject
to stockholder approval. A total of 500,000 shares of common stock has been
reserved for issuance under the 1999 Purchase Plan, plus, commencing on January
1, 2000, annual increases equal to the lesser of 500,000 shares, 2% of the
outstanding common shares on such date or a lesser amount determined by the
Board of Directors. The 1999 Purchase Plan permits eligible employees to acquire
shares of Marimba's common stock through periodic payroll deductions of up to
15% of base cash compensation. No more than 500 shares may be purchased by each
employee on any purchase date. Each offering period will have a maximum duration
of 24 months. The price at which the common stock may be purchased is 85% of the
lesser of the fair market value of Marimba's common stock on the first day of
the applicable offering period or on the last day of the respective purchase
period. The initial offering period will commence on the effectiveness of the
initial public offering and will end on April 30, 2001.
1999 Omnibus Equity Incentive Plan
On February 2, 1999, the Board of Directors approved the adoption of
Marimba's 1999 Omnibus Equity Incentive Plan (the "1999 Omnibus Plan"), subject
to stockholder approval. A total of 2,000,000 shares of common stock have been
reserved for issuance to eligible participants under the 1999 Omnibus Plan. The
types of awards that may be made under the 1999 Omnibus Plan are options to
purchase shares of common stock, stock appreciation rights, restricted shares
and stock units. Any shares not yet issued under Marimba's 1996 Stock Plan as of
the date of Marimba's initial public offering will be available for grant under
the 1999 Omnibus Plan. The exercise price for incentive stock options may not be
less than 100% of the fair market value of Marimba's common stock on the date of
grant (85% for nonstatutory options). In the event of a change in control of
Marimba, an option or award under the 1999 Omnibus Plan will become fully
exercisable and fully vested if the option or award is not assumed by the
surviving corporation or the surviving corporation does not substitute
comparable awards for the awards granted under the 1999 Omnibus Plan.
1999 Non-Employee Directors Option Plan
On February 2, 1999, the Board of Directors approved the adoption of
Marimba's Non-Employee Directors Option Plan (the "1999 Directors Plan"),
subject to stockholder approval. A total of 150,000 shares of common stock have
been reserved per issuance to non-employee members of the Board. Commencing
January 1, 2000, the number of shares reserved per issuance will be increased
automatically to restore the total number of shares available under this plan to
150,000 shares.
F-19
<PAGE> 94
DESCRIPTION OF GRAPHICS
Narrative Description of Inside Cover Gate Fold
Landscape Gate Fold, Inside Cover Page; Title Heading Left Justified [Marimba
logo]; caption to the right of logo--"A leading provider of Internet services
management solutions for a new generation of e-business services."
Below the caption is a large disk with a cloud-like figure in the center. Inside
the cloud-like figure is the word "Internet". The disk is captioned "Castanet
Infrastructure."
From the Internet are five leader lines extending to the outer edges of the
disk. Each set of leader lines intersect a box or boxes representing packages
software applications.
One set of leader lines extends to a group of four persons standing on the disk.
The caption next to the persons reads "Customers-
- -- Home Banking
- -- Financial Portfolio Management
Gain efficient access to powerful, up-to-date and personalized e-business
applications, even over low speed dialup connections."
The next set of leader lines extends to a group of three buildings. The
caption next to the buildings reads "Remote Offices-
- -- Office Productivity Software
- -- Point-of-Sale Information
Benefit from centralized management of corporate applications and services,
reducing the need for IT support."
Another set of leader lines extends to a figure of a walking person. The
caption next to the person reads "Mobile Employees-
- -- Sales Automation
- -- Expense Reporting
Enables off-line use of applications and allows quick synchronization to the
latest information when reconnected."
Continuing around the disk, the next set of leader lines extends to a
building and a factory. The caption next to the building reads "Business
Partners-
- -- Supply Chain Management
- -- Order Entry and Tracking
- -- Financial Services and Trading
Improve operational efficiencies and strengthen relationships through
collaborative exchange of applications, data and services across multiple
enterprises."
At the top of the disk is a large building followed by three small boxes leading
to the cloud-like figure in the middle of the disk. The caption next to this
building reads "Host Enterprise--With Castanet, the host enterprise can
distribute more compelling and cost-effective e-business applications and
services to employees, customers and business partners and centralize the
ongoing management of these applications and services."
In the top right corner of the page is a square with five items in it. The five
items are a rectangle captioned "Application Server," another rectangle
captioned "Web Server," a depiction of a lock and key captioned "Security
Systems" and a cylinder captioned "DBMS". In the middle of the square is a cube
captioned "APPS."
Below and to the right of the square is text reading "Marimba's
Strategy--Marimba intends to build upon the Castanet infrastructure to manage
the increasingly complex array of infrastructure, systems and components upon
which e-business applications depend."
To the left of the disk is text reading "Internet Services Management--Enables
centralized control of e-business applications and services across the extended
enterprise." Below this is text reading "Marimba's Solution--The Castanet
product family provides automated distribution, updating and ongoing management
of e-business applications, data, documents and services throughout the extended
enterprise."
Along the bottom of the page, below the illustrations is the following text:
The Benefits of Marimba's Solution-
The Castanet product family enables companies to streamline business
processes and deploy new applications and services quickly and
efficiently in order to extend market reach and gain increased customer
loyalty
-- Delivers applications to a variety of operating systems, hardware
platforms and devices
-- Provides security features to authenticate users and safeguard data
integrity and confidentiality
-- Improves bandwidth efficiency, lowering network connection costs
-- Repairs damaged applications automatically, reducing support costs
-- Supports mobile/remote users who are intermittently connected to the
network
-- Enables personalization, making it easy to deliver tailored
applications for each user
-- Scales efficiently to large numbers of users worldwide
-- Streamlines application rollout across multiple administrative domains
-- Utilizes open standards and can integrate with existing business
processes
<PAGE> 95
[LOGO PAGE]
<PAGE> 96
PART II
INFORMATION NOT REQUIRED IN PROSPECTUS
ITEM 13. OTHER EXPENSES OF ISSUANCE AND DISTRIBUTION
The following table sets forth the costs and expenses, other than
underwriting discounts and commissions, payable by the Company in connection
with the sale of Common Stock being registered. All amounts are estimates except
the SEC registration fee and the NASD filing fees.
<TABLE>
<S> <C>
SEC Registration fee........................................ $ 15,666
NASD fee.................................................... 6,135
Nasdaq National Market listing fee.......................... 50,000
Printing and engraving expenses............................. 200,000
Legal fees and expenses..................................... 300,000
Accounting fees and expenses................................ 200,000
Blue sky fees and expenses.................................. 10,000
Custodian and transfer agent fees........................... 10,000
Miscellaneous fees and expenses............................. 208,199
----------
Total............................................. $1,000,000
==========
</TABLE>
ITEM 14. INDEMNIFICATION OF DIRECTORS AND OFFICERS
Section 145 of the Delaware General Corporation Law authorizes a court to
award or a corporation's Board of Directors to grant indemnification to
directors and officers in terms sufficiently broad to permit such
indemnification under certain circumstances for liabilities (including
reimbursement for expenses incurred) arising under the Securities Act of 1933,
as amended (the "Securities Act"). Article VII, Section 6, of the Registrant's
Bylaws provides for mandatory indemnification of its directors and officers and
permissible indemnification of employees to the maximum extent permitted by the
Delaware General Corporation Law. The Registrant's Certificate of Incorporation
provides that, pursuant to Delaware law, its officers and directors shall not be
liable for monetary damages for breach of the officers' or directors' fiduciary
duty as officers or directors to the Company and its stockholders. This
provision in the Certificate of Incorporation does not eliminate the officers'
or directors' fiduciary duty, and in appropriate circumstances, equitable
remedies such as injunctive or other forms of non-monetary relief will remain
available under Delaware law. In addition, each officer or director will
continue to be subject to liability for breach of the officer's or director's
duty of loyalty to the Company for acts or omissions not in good faith or
involving intentional misconduct, for knowing violations of law, for actions
leading to improper personal benefit to the officer or director, and for payment
of dividends or approval of stock repurchases or redemptions that are unlawful
under Delaware law. The provision also does not affect an officer's or
director's responsibilities under any other law, such as the federal securities
laws or state or federal environmental laws. The Registrant has entered into
Indemnification Agreements with its officers and directors, a form of which is
attached as Exhibit 10.1 hereto and incorporated herein by reference. The
Indemnification Agreements provide the Registrant's officers and directors with
further indemnification to the maximum extent permitted by the Delaware General
Corporation Law. Reference is made to Section 9 of the Underwriting Agreement
contained in Exhibit 1.1 hereto, indemnifying officers and directors of the
Registrant against certain liabilities.
II-1
<PAGE> 97
ITEM 15. RECENT SALES OF UNREGISTERED SECURITIES
Since inception, we have issued and sold the following securities:
1. We granted direct issuances or stock options to purchase 6,200,410
shares of our common stock at exercise prices ranging from $.15 to $10.00
per share to employees, consultants, directors and other service providers
pursuant to our 1996 Stock Plan.
2. From inception through February 5, 1999, we issued and sold an
aggregate of 3,805,994 shares of our common stock to employees,
consultants, directors and other service providers for aggregate
consideration of approximately $1,508,119 pursuant to direct issuances or
exercises of options granted under our 1996 Stock Plan.
3. In February 1996, we issued and sold an aggregate of 10,000,000
shares of our common stock (which numbers reflect the one for two and
one-half stock split effected August 8, 1996) to each of Kim K. Polese,
Arthur A. van Hoff, Jonathan Payne and Sami Shaio, our founders, for
aggregate consideration of $10,000 pursuant to Restricted Common Stock
Purchase Agreements.
4. In August 1996 and January 1997, we issued and sold an aggregate of
2,765,870 shares of our Series A preferred stock for an aggregate purchase
price of approximately $4,100,125.
5. In February 1997, we issued a warrant to purchase 16,865 shares of
our Series A preferred stock at an exercise price of $1.4824 per share.
6. In August, September, October and November 1997, we issued and sold
2,987,696 shares of our Series B preferred stock for an aggregate purchase
price of approximately $14,959,991.
The sale of the above securities was deemed to be exempt from registration
under the Securities Act in reliance upon Section 4(2) of the Securities Act or
Regulation D promulgated thereunder, or Rule 701 promulgated under Section 3(b)
of the Securities Act as transactions by an issuer not involving any public
offering or transactions pursuant to compensation benefit plans and contracts
relating to compensation as provided under Rule 701. The recipients of
securities in each such transaction represented their intentions to acquire the
securities for investment only and not with a view to or for sale in connection
with any distribution thereof, and appropriate legends were affixed to the share
certificates issued in such transactions. All recipients had adequate access,
through their relationships with the Registrant, to information about the
Registrant.
ITEM 16. EXHIBITS AND FINANCIAL STATEMENT SCHEDULES
(a) EXHIBITS
<TABLE>
<CAPTION>
EXHIBIT
NO. DESCRIPTION
------- -----------
<C> <S>
1.1* Form of Underwriting Agreement.
3.1** Amended and Restated Certificate of Incorporation of the
Registrant.
3.2** Certificate of Correction to Amended and Restated
Certificate of Incorporation.
3.3** Form of Third Amended and Restated Certificate of
Incorporation to be filed upon the closing of the offering
made pursuant to this Registration Statement.
3.4** Bylaws of the Registrant.
3.5** Amended and Restated Bylaws of the Registrant to be
effective upon the closing of the offering made pursuant to
this Registration Statement.
4.1 Reference is made to Exhibits 3.1, 3.2, 3.3, 3.4 and 3.5.
4.2* Form of Registrant's Common Stock certificate.
</TABLE>
II-2
<PAGE> 98
<TABLE>
<CAPTION>
EXHIBIT
NO. DESCRIPTION
------- -----------
<C> <S>
4.3** Amended and Restated Investors' Rights Agreement dated
August 25, 1997.
4.4** Form of Amendment and Waiver of Registration Rights under
the Amended and Restated Investors' Rights Agreement.
4.5** Warrant to purchase shares of Series A Preferred Stock of
the Registrant issued to Lighthouse Capital Partners II,
L.P.
5.1* Opinion of Gunderson Dettmer Stough Villeneuve Franklin &
Hachigian, LLP.
10.1** Form of Indemnification Agreement entered into by the
Registrant with each of its directors and executive
officers.
10.2** 1999 Omnibus Equity Incentive Plan and forms of agreements
thereunder.
10.3** Employee Stock Purchase Plan.
10.4** 1999 Non-Employee Directors Option Plan.
10.5** Assignment and Assumption of Sublease between Quickturn
Design Systems, Inc. and ilicon, Inc. dated January 31,
1999.
10.6** Loan and Security Agreement between the Registrant and
Silicon Valley Bank dated May 27, 1998.
10.7**+ Original Equipment Manufacturer Agreement between Tivoli
Systems Subsidiary, Inc. and the Registrant dated March 6,
1998.
10.8**+ Amendment No. 1 to Original Equipment Manufacturer Agreement
between Tivoli Systems, Inc. and the Registrant dated
February 8, 1999.
10.9**+ Reseller Agreement between Tivoli Systems Subsidiary, Inc.
and the Registrant dated August 14, 1997.
10.10**+ Amendment No. 1 to Reseller Agreement between Tivoli
Systems, Inc. and the Registrant dated June 1, 1998.
10.11** Amendment No. 2 to Reseller Agreement between Tivoli
Systems, Inc. and the Registrant dated June 30, 1998.
10.12** Reseller License Guide to Reseller Agreement between Tivoli
Systems, Inc. and the Registrant dated November 23, 1998.
10.13**+ Pricing Guide to Reseller Agreement between Tivoli Systems,
Inc. and the Registrant dated November 23, 1998.
10.14** Amendment No. 3 to Reseller Agreement between Tivoli
Systems, Inc. and the Registrant dated February 9, 1999.
23.1** Consent of Ernst & Young LLP, independent auditors.
23.2* Consent of Counsel. Reference is made to Exhibit 5.1.
24.1** Power of Attorney.
27.1** Financial Data Schedule.
99.1** Order of the United States District Court for the Northern
District of California, San Jose Division dated December 28,
1998.
</TABLE>
- -------------------------
* To be filed by amendment.
** Previously filed.
+ Confidential treatment requested.
(b) FINANCIAL STATEMENT SCHEDULES
All schedules have been omitted because the information required to be set
forth therein is not applicable or is shown in the consolidated financial
statements or notes thereto.
II-3
<PAGE> 99
ITEM 17. UNDERTAKINGS
The Registrant hereby undertakes to provide to the Underwriters at the
closing specified in the Underwriting Agreement, certificates in such
denominations and registered in such names as required by the Underwriters to
permit prompt delivery to each purchaser.
Insofar as indemnification for liabilities arising under the Securities Act
may be permitted to directors, officers and controlling persons of the
Registrant pursuant to the Delaware General Corporation Law, the Certificate of
Incorporation or the Bylaws of the Registrant, the Underwriting Agreement, or
otherwise, the Registrant has been advised that in the opinion of the Securities
and Exchange Commission such indemnification is against public policy as
expressed in the Securities Act, and is, therefore, unenforceable. In the event
that a claim for indemnification against such liabilities (other than the
payment by the Registrant of expenses incurred or paid by a director, officer,
or controlling person of the Registrant in the successful defense of any action,
suit or proceeding) is asserted by such director, officer or controlling person
in connection with the securities being registered hereunder, the Registrant
will, unless in the opinion of its counsel the matter has been settled by
controlling precedent, submit to a court of appropriate jurisdiction the
question of whether such indemnification by it is against public policy as
expressed in the Securities Act and will be governed by the final adjudication
of such issue.
The Registrant hereby undertakes that:
(1) For purposes of determining any liability under the Securities
Act, the information omitted from the form of Prospectus filed as part of
this Registration Statement in reliance upon Rule 430A and contained in a
form of Prospectus filed by the Registrant pursuant to Rule 424(b)(1) or
(4) or 497(h) under the Securities Act shall be deemed to be part of this
Registration Statement as of the time it was declared effective.
(2) For the purpose of determining any liability under the Securities
Act, each post-effective amendment that contains a form of Prospectus shall
be deemed to be a new Registration Statement relating to the securities
offered therein, and the offering of such securities at that time shall be
deemed to be the initial bona fide offering thereof.
II-4
<PAGE> 100
SIGNATURES
Pursuant to the requirements of the Securities Act of 1933, the Registrant
has duly caused this Amendment No. 1 to the Registration Statement to be signed
on its behalf by the undersigned, thereunto duly authorized, in the City of
Mountain View, State of California, on this 3rd day of March, 1999.
MARIMBA, INC.
By: /s/ KIM K. POLESE
---------------------------------------
Kim K. Polese
President and Chief Executive Officer
Pursuant to the requirements of the Securities Act of 1933, as amended,
this Registration Statement has been signed by the following persons on behalf
of the Registrant and in the capacities and on the dates indicated:
<TABLE>
<CAPTION>
SIGNATURE TITLE DATE
--------- ----- ----
<S> <C> <C>
/s/ KIM K. POLESE President, Chief Executive Officer (Principal March 3, 1999
- ------------------------------------------ Executive Officer) and Director
Kim K. Polese
/s/ FRED M. GERSON Vice President, Finance and Chief Financial March 3, 1999
- ------------------------------------------ Officer (Principal Financial and Accounting
Fred M. Gerson Officer)
/s/ ARTHUR A. VAN HOFF* Chief Technology Officer and Director March 3, 1999
- ------------------------------------------
Arthur A. van Hoff
/s/ RAYMOND J. LANE* Director March 3, 1999
- ------------------------------------------
Raymond J. Lane
/s/ DOUGLAS J. MACKENZIE* Director March 3, 1999
- ------------------------------------------
Douglas J. Mackenzie
/s/ ANEEL BHUSRI* Director March 3, 1999
- ------------------------------------------
Aneel Bhusri
/s/ STRATTON D. SCLAVOS* Director March 3, 1999
- ------------------------------------------
Stratton D. Sclavos
*By: /s/ KIM K. POLESE
--------------------------------------
Kim K. Polese
Attorney-in-Fact
*By: /s/ FRED M. GERSON
--------------------------------------
Fred M. Gerson
Attorney-in-Fact
</TABLE>
II-5
<PAGE> 101
INDEX TO EXHIBITS
<TABLE>
<CAPTION>
EXHIBIT
NO. DESCRIPTION
------- -----------
<C> <S>
1.1* Form of Underwriting Agreement.
3.1** Amended and Restated Certificate of Incorporation of the
Registrant.
3.2** Certificate of Correction to Amended and Restated
Certificate of Incorporation.
3.3** Form of Third Amended and Restated Certificate of
Incorporation to be filed upon the closing of the offering
made pursuant to this Registration Statement.
3.4** Bylaws of the Registrant.
3.5** Amended and Restated Bylaws of the Registrant to be
effective upon the closing of the offering made pursuant to
this Registration Statement.
4.1 Reference is made to Exhibits 3.1, 3.2, 3.3, 3.4 and 3.5.
4.2* Form of Registrant's Common Stock certificate.
4.3** Amended and Restated Investors' Rights Agreement dated
August 25, 1997.
4.4** Form of Amendment and Waiver of Registration Rights under
the Amended and Restated Investors' Rights Agreement.
4.5** Warrant to purchase shares of Series A Preferred Stock of
the Registrant issued to Lighthouse Capital Partners II,
L.P.
5.1* Opinion of Gunderson Dettmer Stough Villeneuve Franklin &
Hachigian, LLP.
10.1** Form of Indemnification Agreement entered into by the
Registrant with each of its directors and executive
officers.
10.2** 1999 Omnibus Equity Incentive Plan and forms of agreements
thereunder.
10.3** Employee Stock Purchase Plan.
10.4** 1999 Non-Employee Directors Option Plan.
10.5** Assignment and Assumption of Sublease between Quickturn
Design Systems, Inc. and ilicon, Inc. dated January 31,
1999.
10.6** Loan and Security Agreement between the Registrant and
Silicon Valley Bank dated May 27, 1998.
10.7**+ Original Equipment Manufacturer Agreement between Tivoli
Systems Subsidiary, Inc. and the Registrant dated March 6,
1998.
10.8**+ Amendment No. 1 to Original Equipment Manufacturer Agreement
between Tivoli Systems, Inc. and the Registrant dated
February 8, 1999.
10.9**+ Reseller Agreement between Tivoli Systems Subsidiary, Inc.
and the Registrant dated August 14, 1997.
10.10**+ Amendment No. 1 to Reseller Agreement between Tivoli
Systems, Inc. and the Registrant dated June 1, 1998.
10.11** Amendment No. 2 to Reseller Agreement between Tivoli
Systems, Inc. and the Registrant dated June 30, 1998.
10.12** Reseller License Guide to Reseller Agreement between Tivoli
Systems, Inc. and the Registrant dated November 23, 1998.
10.13**+ Pricing Guide to Reseller Agreement between Tivoli Systems,
Inc. and the Registrant dated November 23, 1998.
10.14** Amendment No. 3 to Reseller Agreement between Tivoli
Systems, Inc. and the Registrant dated February 9, 1999.
23.1** Consent of Ernst & Young LLP, independent auditors.
23.2* Consent of Counsel. Reference is made to Exhibit 5.1.
</TABLE>
<PAGE> 102
<TABLE>
<CAPTION>
EXHIBIT
NO. DESCRIPTION
------- -----------
<C> <S>
24.1** Power of Attorney.
27.1** Financial Data Schedule.
99.1** Order of the United States District Court for the Northern
District of California, San Jose Division dated December 28,
1998.
</TABLE>
- -------------------------
* To be filed by amendment.
** Previously filed.
+ Confidential treatment requested.
