SUMMARY AND ANALYSIS OF THE FINANCIAL RESULTS OF THE DATAWALK
CAPITAL GROUP FOR THE FIRST QUARTER OF 2023
Commentary on the financial results of the DataWalk Group
In the first quarter of 2023, the value of the DataWalk Group's revenue amounted to PLN 3,219 thousand, down
23% compared to the first quarter of 2022.
The sales potential of the Group, as well as of the Company, in the first quarter of 2023, as in the whole of 2022,
was still limited due to insufficient capacity in so-called Field Engineering. Our pre- and post-sales teams turned out
to be unable to handle the growing number of customers and the complexity of contracts we've been working on.
This problem was identified and started addressing it over a year ago. There are now noticeable effects of the changes
made to how these teams operate. However, a sustained return to a growth path of more than 70% year-on-year
requires further work on process improvement and the development of the staff involved.
The Group is still in a dynamic growth stage, as evidenced by the significant increase in projects qualifying for the
sales funnel, the value of which exceeded USD 40 million for the first time in the Group's history.
The revenue in the Americas market in the first quarter of 2023 amounted to PLN 1,849 thousand, while in the
comparable period, it was PLN 2,511 thousand, which means a decrease of 26%. The U.S. team is steadily building
DataWalk's position in America's market. Although operations are still in the early market expansion stage, the
Group has acquired another customer from this area (in the public sector).
In the first quarter of 2023, the Group recorded a decrease in revenue in the other markets (EMEA and APAC
regions), which amounted to PLN 1,370 thousand, down 18% from the PLN 1,672 thousand revenue reached in the
comparable period. It was mainly due to the lack of acquisition of new customers in this segment and the focus on
completing implementation projects and maintaining cooperation with existing customers, thanks to which the
Group maintains a 100% retention rate of its customers.
As of the balance sheet date, March 31, 2023, the deferred revenue amounts to PLN 4,528 thousand and represent
Group's obligation to provide customers with the contracted licenses or services and same time, represents the value
of revenue to be recognized in subsequent quarters in the amount resulting from the realization of these obligations.
These revenues mainly relate to delivering technical support services (the so-called "maintenance") for PLN 4,137
thousand and implementation services for PLN 391 thousand.
The DataWalk Group manages the investment process through triggers linked to business performance and financial
models. The above approach allows monitoring and steering costs and capital expenditure (R&D) dynamics. In light
of this, due to lower-than-expected revenue growth, the Group limits cost growth until it achieves the expected
improvement in the sales dynamic.
In 2022, the Group implemented incentive programs using cash-settled and equity-settled share-based payment
transactions. The purpose of the program is to attract and retain members of key personnel for both DataWalk S.A.
and its subsidiaries by creating additional market-attractive tools and identifying key personnel within the Group,
and its long-term goals, motivating them to pay special attention to the Group's long-term performance, maintain
the dynamic growth of its value, and connect the interests of these individuals to the interests of the Group, and
consequently, the interests of its shareholders. The goal of the Incentive Program is to link the long-term value of
the Company and its Group with the long-term goals of the key personnel.
As a result of the conclusion of agreements with participants of the RSU-based program, as of March 31, 2023, the
Group estimated the value and recognized the cost and liability arising from the ongoing program at a total amount
of PLN 43,631 thousand. The incentive program total cost recognized in the first quarter of 2023 in the Group's
operating expenses amounted to PLN -21,602 thousand. The increase in RSU costs resulting from the recognition
in the reporting period of the estimated amount of RSUs vested in the first quarter of 2023 amounted to PLN 781
thousand, while the value of PLN -25,607 thousand represents the difference in the valuation of RSUs as of the
balance sheet date of March 31, 2023 relative to the valuation as of December 31, 2022. The real value of the
incentive program has yet to be discovered. The value of the cash amounts payable under the incentive program
depends, among other things, on the fulfillment of conditions dependent on the participants, primarily on the
occurrence of a "sale transaction" defined in the program's regulations and the value of this transaction. Accordingly,
the program implementation at this time is considered a future and uncertain event, and the liability is not due until
the date of approval for the publication of this report. The “DATAWALK GROUP'S CASH-SETTLED
INCENTIVE PROGRAM” includes details of this program.