ONVI » Topics » Sales and Marketing

This excerpt taken from the ONVI 10-Q filed Nov 13, 2006.

Sales and Marketing

Sales and marketing expenses increased in total, but decreased to 66% as a percentage of revenue in the three months ended September 30, 2006 compared to 72% in 2005. Sales and marketing expenses were $2.8 million and $2.7 million for the three months ended September 30, 2006 and 2005, respectively, representing an increase of $179,000, or 7%. Payroll-related expenses increased by $385,000 in the third quarter of 2006 compared to the same period in 2005, due to a planned increase in headcount across our sales and marketing teams. Weighted average headcount in our sales and marketing teams was 93 during the three months ended September 30, 2006, compared to 77 in the same period in 2005. We also saw increases of $112,000 in stock-based compensation related to the adoption of FAS 123R, $72,000 in allocated expenses due to growth in headcount, and $22,000 in telecom expenses primarily attributable to the increased use of web conferencing under our new sales methodology. Allocated expenses consist of depreciation, amortization and other allocated expenses, and they are allocated based on headcount in the respective departments. These increases were partially offset by a decrease of $431,000 in marketing-related expenses as a result of the implementation of a new sales methodology that places less reliance on direct marketing than the sales methodology in effect during the third quarter of 2005.

Sales and marketing expenses increased in total and as a percentage of revenue to 73% in the nine months ended September 30, 2006 compared to 65% in 2005. Sales and marketing expenses were $8.8 million and $7.2 million for the nine months ended September 30, 2006 and 2005, respectively, representing an increase of $1.6 million, or 22%. Payroll-related expenses increased $1.6 million in the nine months ended September 30, 2006 compared to the same period in 2005 due to planned increases in headcount in our sales and marketing teams. Weighted average headcount on these teams was 92 during the first nine months of 2006, compared to 72 in the first nine months of 2005. We also saw an increase of $376,000 in stock-based compensation as a result of the adoption of FAS 123R, $292,000 in allocated expenses due to growth in headcount, and $101,000 in telecom expenses due primarily to increases in web conferencing as discussed above. These increases were partially offset by a decrease of $761,000 in marketing-related expenses for the reasons discussed above.

This excerpt taken from the ONVI 10-Q filed Aug 10, 2006.

Sales and Marketing

Sales and marketing expenses increased both as a percentage of revenue and in total for the three and six months ended June 30, 2006 and 2005, primarily related to an increase in headcount and the recognition of stock compensation expense upon adoption of FAS 123R.

Sales and marketing expenses were $3.0 million and $2.2 million for the three months ended June 30, 2006 and 2005, respectively, representing an increase of $803,000, or 37%. Payroll-related expenses increased by $716,000 in the second quarter of 2006 compared to the same period in 2005, due to a planned increase in headcount across our sales and marketing teams, including executive management on our sales teams. Weighted average headcount in our sales and marketing teams was 95 during the three months ended June 30, 2006, compared to 70 in the same period in 2005. We also saw increases of $130,000 in stock-based compensation related to the adoption of FAS 123R, $131,000 in allocated expenses due to growth in headcount, and $43,000 in telecom expenses primarily attributable to the increased use of web conferencing under our new sales methodology. Allocated expenses consist of depreciation, amortization and other allocated expenses, and they are allocated based on headcount in the respective departments. These increases were partially offset by a decrease of $191,000 in marketing-related expenses as a result of the implementation of a new sales methodology that places less reliance on direct marketing than the sales methodology in effect during the second quarter of 2005.

Sales and marketing expenses were $6.0 million and $4.6 million for the six months ended June 30, 2006 and 2005, respectively, representing an increase of $1.4 million, or 31%. Payroll-related expenses increased $1.2 million in the six months ended June 30, 2006 compared to the same period in 2005 due to planned increases in headcount in our sales and marketing teams. Weighted average headcount on these teams was 92 during the first six months of 2006, compared to 69 in the first six months of 2005. We also saw an increase of $264,000 in stock-based compensation as a result of the adoption of FAS 123R, $220,000 in allocated expenses due to growth in headcount, and $79,000 in telecom expenses due to the increase in web conferencing discussed above. These increases were partially offset by a decrease of $330,000 in marketing-related expenses for the reasons discussed above.

 

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This excerpt taken from the ONVI 10-Q filed May 9, 2006.

Sales and Marketing

Sales and marketing expenses were $3.1 million and $2.4 million for the three months ended March 31, 2006 and 2005, respectively, representing an increase of $793,000, or 34%. Payroll-related expenses increased by $634,000 in the first quarter of 2006 compared to the same period in 2005, due to a planned increase in headcount across our sales and marketing teams. Weighted average headcount in our sales and marketing teams was 88 during the three months ended March 31, 2006, compared to 63 in the same period in 2005. We also saw an increases of $134,000 in stock-based compensation related to the adoption of FAS 123R in the first quarter of 2006, $89,000 in allocated expenses due to growth in headcount, $36,000 in telecom expenses primarily attributable to the increased use of web conferencing under our new sales

 

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methodology, and $22,000 in recruiting expenses associated with increased hiring. Allocated expenses consist of depreciation, amortization and other allocated expenses, and they are allocated based on headcount in the respective departments. These increases were partially offset by a decrease of $139,000 in marketing-related expenses as a result of the implementation of a new sales methodology that places less reliance on direct marketing than the sales methodology in effect during the first quarter of 2005.

This excerpt taken from the ONVI 10-Q filed Nov 14, 2005.

Sales and Marketing

 

Sales and marketing expenses were $2.7 million and $2.3 million for the three months ended September 30, 2005 and 2004, respectively, representing an increase of $445,000, or 20%. Payroll related expenses increased by $267,000 in 2005 compared to 2004, due to an increase in headcount across our sales and marketing teams. Headcount in our sales and marketing teams increased to 79 at September 30, 2005 compared to 67 at September 30, 2004. We also saw an increase of $139,000 in marketing related expenses in the third quarter of 2005 compared to the same period in 2004 as a result of an increase in marketing campaigns due to the launch of Onvia Business Builder.

 

Sales and marketing expenses were $7.3 million and $6.9 million for the nine months ended September 30, 2005 and 2004, respectively, representing an increase of $471,000, or 7%. Payroll and contract labor related expenses increased by $589,000 in 2005 compared to 2004, due to an increase in headcount across our sales and marketing teams. We also saw an increase of $129,000 in marketing related expenses as a result of an increase in marketing campaigns in the third quarter of 2005 attributable to the launch of Onvia Business Builder. These increases were offset by a decrease of $299,000 in allocated expenses due to changes in the mix of headcount between departments in the comparable nine month periods. Allocated expenses consist of depreciation, amortization and other allocated expenses, and they are allocated based on headcount in the respective departments.

 

This excerpt taken from the ONVI 10-Q filed Aug 12, 2005.

Sales and Marketing

 

Sales and marketing expenses were $2.2 million and $2.3 million for the three months ended June 30, 2005 and 2004, respectively, representing a decrease of $52,000, or 2%. Payroll related expenses increased by $112,000 in 2005 compared to 2004, due to an increase in headcount across our sales and marketing teams. Headcount in our sales and marketing teams increased to 71 at June 30, 2005 compared to 65 at June 30, 2004. This increase was offset by a decrease of $141,000 in allocated expenses. Allocated expenses consist of depreciation, amortization and other allocated expenses, and they are allocated based on headcount in the respective departments. Due to larger headcount increases in research and technology, the overhead allocation to sales and marketing decreased. We also saw a decrease of $39,000 in marketing related expenses in the second quarter of 2005 compared to the same period in 2004 as a result of a decrease in email and other marketing campaigns.

 

Sales and marketing expenses were $4.6 million for both the six months ended June 30, 2005 and 2004. Payroll related expenses increased by $288,000 in 2005 compared to 2004, due to an increase in headcount

 

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across our sales and marketing teams. This increase was offset by a decrease of $271,000 in allocated expenses due to changes in the mix of headcount between departments in the comparable 6 month periods.

 

This excerpt taken from the ONVI 10-Q filed May 13, 2005.

Sales and Marketing

 

Sales and marketing expenses were $2.4 million and $2.3 million for the three months ended March 31, 2005 and 2004, respectively, representing an increase of $58,000, or 3%. Payroll related expenses increased by $176,000 in 2005 compared to 2004, primarily due to an increase in commission expenses as a result of increased sales across our sales teams. We also saw an increase of $29,000 in marketing related expenses primarily due to non-capitalizable web site development costs. These increases were partially offset by a decrease of $143,000 in allocated expenses. Allocated expenses consist of depreciation, amortization and other allocated expenses, and they are allocated based on headcount in the respective departments. Headcount in our sales departments was flat in the comparable periods, while headcount in our technology and development departments increased, resulting in a lower allocation to sales and marketing and an increased allocation to technology and development.

 

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