Lightspeed Announces Second Quarter 2021 Financial Results, Provides Outlook for Third Quarter

Second Quarter Revenue Grew 62% YoY to $45.5M

Customer Locations continued to grow reaching over 80,000 locations globally

GTV grew 56% YoY to $8.5B

Another record quarter for Payments with YoY revenue growth in excess of 300%

Announces landmark acquisition of ShopKeep to significantly expand U.S. presence

Lightspeed reports in U.S. dollars and in accordance with IFRS.

MONTREAL, Nov. 5, 2020 /PRNewswire/ - Lightspeed POS Inc. ("Lightspeed" or the "Company") (TSX: LSPD) (NYSE: LSPD), a leading provider of omnichannel commerce platforms, today announced financial results for the three-and six-month period ended September 30, 2020.

Second Quarter Financial Highlights

(All comparisons are relative to the three-month period ended September 30, 2019 unless otherwise stated):

    --  Total revenue of $45.5 million, an increase of 62%
    --  Recurring software and payments revenue of $41.1 million, an increase of
        62%
    --  Gross margin of 60%, with gross profit up by 42% versus the prior year
        quarter
    --  Net loss of ($19.5) million as compared to a net loss of ($10.1) million
        largely reflecting increases in non-cash expenses
    --  Adjusted EBITDA(1) improved by $2.3 million to ($2.8) million
    --  At September 30, 2020, Lightspeed had $513.1 million in unrestricted
        cash and cash equivalents

Lightspeed delivered results for the quarter ahead of previously established guidance, characterized by a growing customer base, increased adoption of software modules, strong GT(V2) growth and increased payments penetration as small and medium-sized businesses continue to abandon inadequate legacy point-of-sale systems for Lightspeed's modern cloud-based omnichannel solutions.

COVID-19 continues to present challenges to small and medium-sized businesses but Lightspeed's omnichannel platform remains an effective tool to help independent businesses continue to operate through the global pandemic. Lightspeed's customers were able to accelerate GTV growth to 56% year over year, driven in part by higher eCommerce volumes, the acquisition of Kounta and Gastrofix, and strong seasonal performance in verticals such as bike and golf. Increased demand for our omnichannel commerce platform grew customer locations(2) to over 80,000 by the end of September, helping to generate another record quarter of volumes processed by Lightspeed Payments.


                        (1) Non-IFRS measure. See "Non-
                         IFRS Measures" and the
                         reconciliation to the most
                         directly comparable IFRS measure
                         included in this press release


                        (2) Key Performance Indicator.
                         See "Key Performance Indicators"

"We are honored to be growing alongside our merchants as they continue to adapt and serve their customers in safe and creative ways with the help of our technology," said Dax Dasilva, Founder and CEO of Lightspeed. "Our focus on quickly delivering products to help our merchants respond to evolving consumer behavior has been an innovation multiplier."

"Today, we reported one of the most exceptional quarters in the history of Lightspeed, demonstrating not only that the business model is working, but also our potential for the long-term," said Chief Financial Officer, Brandon Nussey. "The digital transformation brought on by the pandemic led to strong demand for new customer additions, growing our customer location count to over 80,000."

Operational Highlights

    --  Software and payments revenue of $41.1 million grew 62% year over year
        assisted by the additions of Gastrofix and Kounta which were not in the
        prior year quarter. Excluding these acquisitions software and payments
        grew 42% year over year
    --  Lightspeed's customer base grew to over 80,000 locations. Gross new
        customer location additions continues to be an encouraging metric and
        suggests a strong long-term outlook. Gross new customer location
        additions were 68% higher than a year ago, and 26% higher than the first
        quarter of fiscal 2021
    --  Total churn was down sequentially from first quarter levels, helping to
        underscore the resilience of our customers in dealing with the effects
        of the pandemic
    --  ARPU trends in the quarter were encouraging assisted predominately by
        Lightspeed Payments but also due to increased software module adoption
    --  GTV increased 56% over the same quarter last year to $8.5 billion in the
        quarter, and by 25% when excluding the impact of the Kounta and
        Gastrofix acquisitions. Retail GTV grew 34%, with the proportion going
        through eCommerce increasing by 80% versus the prior year. Hospitality
        GTV grew by 97% due mainly to the impact of the acquisitions, and also
        the result of a strong rebound from the lows in April
    --  eCommerce continues to be an important channel for retail customers, but
        there was a strong resurgence of physical transaction volumes in the
        quarter as lockdowns eased globally over the summer months
    --  Lightspeed Payments volumes grew significantly on the back of strong
        demand from both new and existing customers, an industry-wide move
        towards electronic payments and away from cash, and outstanding
        performance from some of our end markets such as Golf and Bike. Payments
        revenue grew over 300% year over year
    --  Product innovation at Lightspeed continues with the delivery of three
        key initiatives designed to equip retail and hospitality merchants with
        the technology necessary to navigate the ongoing challenges of COVID-19.
        eCom for Restaurant allows merchants to seamlessly transition their
        businesses online. Combined with Order Ahead, a cost-efficient online
        order management system designed to facilitate a completely contactless
        dining experience, restaurant merchants are equipped with a powerful
        digital hub that enables new revenue streams to fuel long-term growth
    --  Lightspeed Subscriptions allows local retailers using Lightspeed
        Payments in North America to collect monthly recurring revenue
        seamlessly through their POS. Subscriptions should help the health and
        wellness vertical by enabling monthly membership capabilities.
    --  In a separate press release, the Company announced it has entered into a
        definitive agreement to acquire a leading cloud commerce platform
        provider, ShopKeep Inc. ("ShopKeep"), for an estimated total
        consideration of $440 million, satisfied by way of payment on closing of
        $145.2 million in cash and the issuance of 9,500,000 subordinate voting
        shares in the capital of Lightspeed. ShopKeep has over 20,000 retail and
        restaurant locations in the United States. More information on the
        proposed transaction is available in a separate press release filed
        November 5, 2020 with Canadian securities regulatory authorities and the
        U.S. Securities and Exchange Commission, which is available on our
        profile on SEDAR at www.sedar.com and on EDGAR at www.sec.gov.

Financial Outlook

Lightspeed's second quarter results were strong, but we remain cautious in the short-term given an increase in government-mandated shutdowns in several of our key geographies across North America and Europe. Reflecting our view of the risks and uncertainties related to COVID-19, Lightspeed anticipates revenue and adjusted EBITDA to be in the following ranges:

Third Quarter 2021

    --  Revenues of $44 - $47 million
    --  Adjusted EBITDA loss of approximately $8 - $10 million

The above guidance does not contemplate the acquisition of ShopKeep, as the timing of closing for the transaction is not presently known.

Owing to ongoing uncertainty regarding the duration and magnitude of the COVID-19 pandemic and the possibility of a resurgence, Lightspeed will not be providing full year guidance at this time.

When calculating the Adjusted EBITDA included in our financial outlook for the third quarter of FY2021, we considered IFRS measures including revenues, direct cost of revenues, and operating expenses. Our financial outlook is based on a number of assumptions, including that the jurisdictions in which Lightspeed has significant operations do not drastically strengthen or re-strengthen strict measures put in place to help slow the transmission of COVID-19 or put in place new or additional measures in response to the resurgence of the virus; requests for subscription pauses and churn rates owing to business failures remain in line with current trends; our ability to grow our customer locations in line with historical rates; our continued receipt of partner referrals in line with historical referral rates (particularly in light of the continued expansion of Lightspeed Payments which competes with the solutions offered by some of these referral partners); customers adopting Lightspeed Payments having an average GTV at or above that of our average customer; future uptake of Lightspeed Payments remaining in line with past rates and expectations; our ability to price Lightspeed Payments in line with our expectations and to achieve suitable margins; our ability to achieve success in the continued expansion of Lightspeed Payments beyond U.S. and Canadian retail customers and U.S. restaurant customers; continued success in module adoption expansion throughout our customer base; our ability to successfully integrate the companies we have acquired and to derive the benefits we expect from the acquisition thereof; our ability to manage customer churn; and assumptions as to foreign exchange rates. Our financial outlook, including the various underlying assumptions, constitutes forward-looking information and should be read in conjunction with the cautionary statement on forward-looking information below. Many factors may cause our actual results, level of activity, performance or achievements to differ materially from those expressed or implied by such forward-looking information, including but not limited to the risks and uncertainties related to: COVID-19, the risk of any new or continued resurgence in our core geographies and the resulting impact on SMBs, including heightened levels of churn owing to business failures, requests for subscription pauses and delayed purchase decisions; attracting and retaining customers; increasing customer sales; implementing our growth strategy; continued acceleration of the rollout of Lightspeed Payments; our reliance on a small number of suppliers for parts of the technology in Lightspeed Payments; improving and enhancing the functionality, performance, reliability, design, security and scalability of our platform; our ability to compete against competitors; strategic relations with third parties; our reliance on integration of third-party payment processing solutions; compatibility of our solutions with third-party applications and systems; changes to technologies on which our platform is reliant; obtaining, maintaining and protecting our intellectual property; international sales and use of our platform in various countries; our liquidity and capital resources; litigation and regulatory compliance; changes in tax laws and their application; expanding our sales capability; maintaining our customer service levels and reputation; macroeconomic factors affecting small and medium-sized businesses; and exchange rate fluctuations. The purpose of the forward-looking information is to provide the reader with a description of management's expectations regarding our financial performance and may not be appropriate for other purposes.

Conference Call and Webcast Information

Lightspeed will host a conference call and webcast to discuss the Company's financial results at 7:30 am ET on Thursday, November 5, 2020. To access the telephonic version of the conference call, visit http://www.directeventreg.com/registration/event/4437375. After registering, instructions will be shared on how to join the call including dial-in information as well as a unique passcode and registrant ID. At the time of the call, registered participants will dial in using the numbers from the confirmation email, and upon entering their unique passcode and ID, will be entered directly into the conference Alternatively, the webcast will be available live on the Investors section of the Company's website at https://investors.lightspeedhq.com.

An audio replay of the call will also be available to investors beginning at approximately 11:00 a.m. Eastern Time on November 5, 2020, until 11:59 p.m. Eastern Time on November 12, 2020, by dialing 855.589.2056 for the U.S. or Canada, or 404.537.3406 for international callers and provide conference ID 4437375. In addition, an archived webcast will be available on the Investors section of the Company's website at https://investors.lightspeedhq.com.

About Lightspeed

Lightspeed (NYSE and TSX: LSPD) powers complex small and medium-sized businesses with its cloud-based, omnichannel commerce platforms in over 100 countries. With smart, scalable, and dependable point of sale systems, Lightspeed provides all-in-one solutions that drive innovation and digital transformation within the retail, hospitality, and golf industries. Its product suite enables SMBs to sell across channels, manage operations, engage with consumers, accept payments, and ultimately grow their business.

Headquartered in Montreal, Canada, Lightspeed is trusted by favorite local businesses worldwide, where their communities go to shop and dine. Lightspeed has staff located in Canada, USA, Europe, and Australia.

For more information, please visit: www.lightspeedhq.com

On social media: LinkedIn, Facebook, Instagram, YouTube, and Twitter

Non-IFRS Measures

The information presented herein includes certain financial measures such as "Adjusted EBITDA", "non-IFRS Gross Profit", "non-IFRS general and administrative expenses", "non-IFRS research and development expenses", and "non-IFRS sales and marketing expenses". These measures are not recognized measures under IFRS and do not have a standardized meaning prescribed by IFRS and are therefore unlikely to be comparable to similar measures presented by other companies. Rather, these measures are provided as additional information to complement those IFRS measures by providing further understanding of our results of operations from management's perspective. Accordingly, these measures should not be considered in isolation nor as a substitute for analysis of our financial information reported under IFRS. These non-IFRS measures are used to provide investors with supplemental measures of our operating performance and thus may highlight trends in our core business that may not otherwise be apparent when relying solely on IFRS measures. We also believe that securities analysts, investors and other interested parties frequently use non-IFRS measures in the evaluation of issuers. Our management also uses non-IFRS measures in order to facilitate operating performance comparisons from period to period, to prepare operating budgets and forecasts and to determine components of management compensation.

Non-IFRS gross profit, non-IFRS general and administrative expenses, non-IFRS research and development expenses, and non-IFRS sales and marketing expenses are non-IFRS financial measures that exclude the effect of stock-based compensation expense and related payroll taxes, and in the case of non-IFRS general and administrative expenses and non-IFRS sales and marketing expenses, transaction-related costs.

"Adjusted EBITDA" is calculated as net loss excluding interest, taxes, depreciation and amortization, or EBITDA, as adjusted for stock-based compensation and related payroll taxes, compensation expenses relating to acquisitions completed, foreign exchange gains and losses, and transaction-related expenses.

Key Performance Indicators

We monitor the following key performance indicators to help us evaluate our business, measure our performance, identify trends affecting our business, formulate business plans and make strategic decisions. Our key performance indicators may be calculated in a manner different than similar key performance indicators used by other companies.

ARPU. "Average Revenue Per User" or "ARPU" represents the total software and payments revenue of the Company in the period divided by the number of Customer Locations of the Company in the period.

Customer Locations. "Customer Location" means a billing customer location for which the term of services have not ended, or with which we are negotiating a renewal contract. A single unique customer can have multiple Customer Locations including physical and eCommerce sites.

Gross Transaction Volume. "Gross Transaction Volume" or "GTV" means the total dollar value of transactions processed through our cloud-based SaaS platform in the period, net of refunds, inclusive of shipping and handling, duty and value-added taxes.

Forward-Looking Statements

This news release contains "forward-looking information" and "forward-looking statements" (collectively, "forward-looking information") within the meaning of applicable securities laws. Forward looking information may relate to our financial outlook (including revenues and Adjusted EBITDA), and anticipated events or results and may include information regarding our financial position, business strategy, growth strategies, addressable markets, budgets, operations, financial results, taxes, dividend policy, plans and objectives. Particularly, information regarding our expectations of future results, performance, achievements, prospects or opportunities or the markets in which we operate and the impact of the COVID-19 pandemic declared by the World Health Organization on March 11, 2020 is forward-looking information.

In some cases, forward-looking information can be identified by the use of forward-looking terminology such as "plans", "targets", "expects" or "does not expect", "is expected", "an opportunity exists", "budget", "scheduled", "estimates", "suggests", "outlook", "forecasts", "projection", "prospects", "strategy", "intends", "anticipates", "does not anticipate", "believes", or variations of such words and phrases or statements that certain actions, events or results "may", "could", "would", "might", "will", "will be taken", "occur" or "be achieved", the negative of these terms and similar terminology. In addition, any statements that refer to expectations, intentions, projections or other characterizations of future events or circumstances contain forward-looking information. Statements containing forward-looking information are not historical facts but instead represent management's expectations, estimates and projections regarding future events or circumstances.

Forward-looking information is necessarily based on a number of opinions, estimates and assumptions that we considered appropriate and reasonable as of the date such statements are made, are subject to known and unknown risks, uncertainties, assumptions and other factors that may cause the actual results, level of activity, performance or achievements to be materially different from those expressed or implied by such forward-looking information, including but not limited to the risk factors identified in our most recent Management's Discussion and Analysis of Financial Condition and Results of Operations, under "Risk Factors" in our most recent Annual Information Form, and in our other filings with the Canadian Securities regulatory authorities and the U.S. Securities and Exchange Committee, all of which are available under our profile on SEDAR at www.sedar.com and on EDGAR at www.sec.gov. If any of these risks or uncertainties materialize, or if the opinions, estimates or assumptions underlying the forward-looking information prove incorrect, actual results or future events might vary materially from those anticipated in the forward-looking information.

Although we have attempted to identify important risk factors that could cause actual results to differ materially from those contained in forward-looking information, there may be other risk factors not presently known to us or that we presently believe are not material that could also cause actual results or future events to differ materially from those expressed in such forward-looking information. There can be no assurance that such information will prove to be accurate, as actual results and future events could differ materially from those anticipated in such information. No forward-looking statement is a guarantee of future results. Accordingly, you should not place undue reliance on forward-looking information, which speaks only as of the date made. The forward-looking information contained in this news release represents our expectations as of the date of hereof (or as of the date they are otherwise stated to be made), and are subject to change after such date. However, we disclaim any intention or obligation or undertaking to update or revise any forward-looking information whether as a result of new information, future events or otherwise, except as required under applicable securities laws. All of the forward-looking information contained in this news release is expressly qualified by the foregoing cautionary statements.



              
                
                  Condensed Consolidated Statements of Loss and Comprehensive Loss



              
                (expressed in thousands of US dollars, except share and per share                                Three months ended                     Six months ended
    amounts, unaudited)                                                                                                           September 30,                        September 30,



                                                                                                                      2020                    2019           2020                      2019


                                                                                                            
     
              $ 
           
                $  
     
            $   
           
                $





              
                Revenues                                                                                45,493                  28,026         81,722                    52,091





              
                Direct cost of revenues                                                                 17,988                   8,649         31,582                    16,345






              
                Gross profit                                                                            27,505                  19,377         50,140                    35,746






              
                Operating expenses



              General and administrative                                                                            8,219                   4,882         14,990                     8,672



              Research and development                                                                             12,252                   7,561         22,076                    14,082



              Sales and marketing                                                                                  19,399                  13,356         35,520                    27,469



              Depreciation of property and equipment                                                                  439                     423            851                       813



              Depreciation of right-of-use assets                                                                     872                     609          1,699                     1,023



              Foreign exchange loss (gain)                                                                            290                    (80)           770                     (410)



              Acquisition-related compensation                                                                      2,276                   2,055          7,405                     2,762



              Amortization of intangible assets                                                                     4,404                   1,800          8,809                     2,812






              
                Total operating expenses                                                                48,151                  30,606         92,120                    57,223






              
                Operating loss                                                                        (20,646)               (11,229)      (41,980)                 (21,477)





              Net interest income (expense)                                                                         (132)                    690          (433)                    1,709






              
                Loss before income taxes                                                              (20,778)               (10,539)      (42,413)                 (19,768)






              
                Income tax expense (recovery)



              Current                                                                                                  43                      19             98                        39



              Deferred                                                                                            (1,355)                  (483)       (2,929)                    (635)






              
                Total income tax recovery                                                              (1,312)                  (464)       (2,831)                    (596)






              
                Net loss                                                                              (19,466)               (10,075)      (39,582)                 (19,172)






              
                Other comprehensive income (loss)





              
                
                  Items that may be reclassified to net loss



              Foreign currency differences on translation of foreign operations                                     6,076                                12,969






              
                Total comprehensive loss                                                              (13,390)               (10,075)      (26,613)                 (19,172)






              
                Net loss per share - basic and diluted                                                  (0.20)                 (0.12)        (0.42)                   (0.23)






              
                Weighted average number of Common Shares (basic and diluted)                        94,994,301              84,934,196     93,729,348                84,407,078


                                 Condensed
                                 Consolidated
                                 Balance
                                 Sheets


                   (expressed
                   in
                   thousands
                   of US
                   dollars,
                   unaudited)                        As at



                                                 September 30,     March 31,
                                                          2020           2020


                  Assets                      
     
                $ 
     
             $




                  Current
                   assets


     Cash and
      cash
      equivalents                                      513,135        210,969


     Trade
      and
      other
      receivables                                       10,180         10,879


     Inventories                                         1,098            932


     Other
      current
      assets                                            15,088         10,427





                  Total
                   current
                   assets                              539,501        233,207




                  Lease
                   right-
                   of-use
                   assets                               14,143         15,957


                  Property
                   and
                   equipment,
                   net                                   7,658          7,989


                   Intangible
                   assets,
                   net                                  58,045         62,819


                  Goodwill                             155,828        146,598


                   Restricted
                   cash
                   and
                   other
                   long-
                   term
                   assets                                6,765         11,749


                  Deferred
                   tax
                   assets                                   78            109





                  Total
                   assets                              782,018        478,428





                   Liabilities
                   and
                   Shareholders'
                   Equity




                  Current
                   liabilities


     Accounts
      payable
      and
      accrued
      liabilities                                       38,754         30,810


     Lease
      liabilities                                        2,422          3,301


     Income
      taxes
      payable                                               75             76


     Current
      portion
      of
      deferred
      revenue                                           33,283         36,622





                  Total
                   current
                   liabilities                          74,534         70,809




                  Deferred
                   revenue                               3,645          5,472


                  Lease
                   liabilities                          13,864         13,546


                  Long-
                   term
                   debt                                 29,734         29,687


                  Other
                   long-
                   term
                   liabilities                           3,959          8,198


                  Deferred
                   tax
                   liabilities                           4,170          6,578





                  Total
                   liabilities                         129,906        134,290




                   Shareholders'
                   equity


     Share
      capital                                        1,176,654        852,115


      Additional
      paid-
      in
      capital                                           21,821         11,773


      Accumulated
      other
      comprehensive
      income
      (loss)                                             6,698        (6,271)


      Accumulated
      deficit                                        (553,061)     (513,479)





                  Total
                   shareholders'
                   equity                              652,112        344,138





                  Total
                   liabilities
                   and
                   shareholders'
                   equity                              782,018        478,428



     
                
                  Condensed Consolidated Statements of Cash Flows



     
                (expressed in thousands of US dollars, unaudited)                           Six months ended September 30,



                                                                                                                         2020          2019


                                                                                                    
              
                $ 
     
            $



     
                Cash flows from (used in) operating activities



     Net loss                                                                                                       (39,582)     (19,172)



     Items not affecting cash and cash equivalents



     Acquisition-related compensation                                                                                  7,405         2,762



     Amortization of intangible assets                                                                                 8,809         2,812



     Depreciation of property and equipment and lease right-of-use assets                                              2,550         1,836



     Deferred income taxes                                                                                           (2,929)        (635)



     Stock-based compensation expense                                                                                 12,123         2,476



     Unrealized foreign exchange gain                                                                                  (109)         (55)



     (Increase)/decrease in operating assets and increase/(decrease) in operating liabilities



     Trade and other receivables                                                                                         465         2,097



     Inventories                                                                                                       (166)         (76)



     Other assets                                                                                                       (19)      (1,217)



     Accounts payable and accrued liabilities                                                                            527           658



     Income taxes payable                                                                                                (1)         (67)



     Deferred revenue                                                                                                (5,166)        1,159



     Other long-term liabilities                                                                                         870           198



     Net interest (income) expense                                                                                       433       (1,709)






     
                Total operating activities                                                                        (14,790)      (8,933)






     
                Cash flows from (used in) investing activities



     Additions to property and equipment                                                                               (646)        (966)



     Acquisition of business, net of cash acquired                                                                   (1,435)     (27,758)



     Interest income                                                                                                     896         2,298






     
                Total investing activities                                                                         (1,185)     (26,426)






     
                Cash flows from (used in) financing activities



     Proceeds from exercise of stock options                                                                           5,052         2,311



     Proceeds from issuance of share capital                                                                         332,334



     Share issuance costs                                                                                           (17,657)      (1,577)



     Payment of lease liabilities                                                                                    (1,826)      (1,181)



     Financing costs                                                                                                 (1,015)






     
                Total financing activities                                                                         316,888         (447)






     
                Effect of foreign exchange rate changes on cash and cash equivalents                                 1,253          (56)






     
                Net increase (decrease) in cash and cash equivalents during the period                             302,166      (35,862)





     
                Cash and cash equivalents - Beginning of period                                                    210,969       207,703






     
                Cash and cash equivalents - End of period                                                          513,135       171,841






     Interest paid                                                                                                       552



     Income taxes paid                                                                                                    36            60


                                 Reconciliation from IFRS
                                  to Non-IFRS Results       Three months ended               Six months ended


                  (expressed in thousands
                   of US dollars,
                   unaudited)                                    September 30,                  September 30,





                                                                          2020          2019                            2020            2019


                                                          
         
                $ 
     
            $                   
     
            $   
     
            $




                  Net loss                                            (19,466)     (10,075)                       (39,582)       (19,172)


     Stock-based
      compensation and
      related payroll
      taxes(1)                                                           8,025           841                          15,241           3,720


     Depreciation and
      amortization                                                       5,715         2,832                          11,359           4,648


     Foreign exchange loss
      (gain)(2)                                                            290          (80)                            770           (410)


     Net interest (income)
      expense                                                              132         (690)                            433         (1,709)


     Acquisition-related
      compensation(3)                                                    2,276         2,055                           7,405           2,762


     Transaction-related
      costs(4)                                                           1,527           500                           2,186             528


     Income tax expense
      (recovery)                                                       (1,312)        (464)                        (2,831)          (596)





                  Adjusted EBITDA                                      (2,813)      (5,081)                        (5,019)       (10,229)




     
     (1) These expenses represent non-cash
              expenditures recognized in
              connection with issued stock
              options and other awards under our
              equity incentive plans to our
              employees and directors as well as
              related payroll taxes given that
              they are directly attributable to
              stock-based compensation, are
              estimates and therefore subject to
              change. For the three and six
              months ended September 30, 2020,
              the stock-based compensation
              expense was $6,594 and $12,123
              respectively (September 2019 -
              $1,564 and $2,476) and the related
              payroll taxes were $1,431 and
              $3,118 respectively (September 2019
              - recovery of $723 and expense of
              $1,244).



     
     (2) These non-cash losses (gains)
              relate to foreign exchange
              translation.



     
     (3) These costs represent a portion of
              the consideration paid to acquired
              businesses that is associated with
              the ongoing employment obligations
              for certain key employees of such
              acquired businesses.



     
     (4) These expenses relate to
              professional, legal, consulting,
              accounting and other fees relating
              to our Canadian and U.S. initial
              public offering, our acquisitions,
              our secondary offering in August
              2019 and our bought deal in
              February 2020 that would otherwise
              not have been incurred.



              
                
                  Reconciliation from IFRS to Non-IFRS Results




               The following table outlines stock-based compensation and the related payroll taxes as well as transaction-related costs associated with the company's acquisitions and capital raises included with these expenses in the results of
                operations.





              
                (In thousands of US dollars, except percentages,                                                                                        Three months ended                                                 Six months ended
    unaudited)                                                                                                                                                           September 30,                                                    September 30,



                                                                                                                                                        2020                         2019                                    2020                       2019


                                                                                                                                   
              
                $   
              
                $              
              
                $   
              
              $





              
                Gross profit                                                                                                              27,505                                  19,377                                                         50,140 35,746



              % of revenue                                                                                                                             60.5                                    69.1                                                           61.4   68.6
                                                                                                                                                           %                                      %                                                             %     %



              add: Stock-based compensation and related payroll taxes                                                                                   497                                      47                                                          1,038    248






              
                Non-IFRS gross profit                                                                                                     28,002                                  19,424                                                         51,178 35,994




              % of revenue                                                                                                                             61.6                                    69.3                                                           62.6   69.1
                                                                                                                                                           %                                      %                                                             %     %





              
                General and administrative expenses                                                                                        8,219                                   4,882                                                         14,990  8,672



              % of revenue                                                                                                                             18.1                                    17.4                                                           18.3   16.6
                                                                                                                                                           %                                      %                                                             %     %



              less: Stock-based compensation and related payroll taxes                                                                                1,724                                     414                                                          3,566  1,376



              less: Transaction-related costs                                                                                                         1,235                                     500                                                          1,605    528






              
                Non-IFRS general and administrative expenses                                                                               5,260                                   3,968                                                          9,819  6,768




              % of revenue                                                                                                                             11.6                                    14.2                                                           12.0   13.0
                                                                                                                                                           %                                      %                                                             %     %





              
                Research and development expenses                                                                                         12,252                                   7,561                                                         22,076 14,082



              % of revenue                                                                                                                             26.9                                    27.0                                                           27.0   27.0
                                                                                                                                                           %                                      %                                                             %     %



              less: Stock-based compensation and related payroll taxes                                                                                2,774                                     346                                                          5,025    923






              
                Non-IFRS research and development expenses                                                                                 9,478                                   7,215                                                         17,051 13,159




              % of revenue                                                                                                                             20.8                                    25.7                                                           20.9   25.3
                                                                                                                                                           %                                      %                                                             %     %





              
                Sales and marketing expenses                                                                                              19,399                                  13,356                                                         35,520 27,469



              % of revenue                                                                                                                             42.6                                    47.7                                                           43.5   52.7
                                                                                                                                                           %                                      %                                                             %     %



              less: Stock-based compensation and related payroll taxes                                                                                3,030                                      34                                                          5,612  1,173



              less: Transaction-related costs                                                                                                           292                                                                                                   581






              
                Non-IFRS sales and marketing expenses                                                                                     16,077                                  13,322                                                         29,327 26,296




              % of revenue                                                                                                                             35.3                                    47.5                                                           35.9   50.5
                                                                                                                                                           %                                      %                                                             %     %

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SOURCE Lightspeed POS Inc.