SUMMARY AND ANALYSIS OF THE FINANCIAL RESULTS OF THE DATAWALK
CAPITAL GROUP FOR 2023
Commentary on the financial results of the DataWalk Group
In 2023, the value of the DataWalk Group's revenue amounted to PLN 25 764 thousand, down 23% compared to
the 2022.
In the past year, the Group took several key measures to prepare the Group for the next growth stage, rebuilding,
among other things, the implementation process, enforcing a shift in go-to-market processes to a different price shelf
and changing the sales focus. Unfortunately, in the medium term, this has significantly impacted achieved revenues,
which for 2023 are below expectations. It is primarily the result of the postponement of purchasing processes to
2024, resulting from complicated organizational and corporate processes for such large and complex contracts. The
results for the last quarter of 2023 and the projected figures show a return to growth, and in 2024, the Group is
measuring higher than 70% revenue growth.
The revenue in the Americas market in 2023 amounted to PLN 14 159 thousand, while in the comparable period, it
was PLN 16 637 thousand, which means a decrease of 15%. The decrease in revenue in the U.S. market was due to
a change in sales focus in other areas and temporary shortages of Field Engineering resources in 2023 necessary for
pre-sales processes. Nevertheless, the DataWalk Inc. team has successively built DataWalk's position in this market.
As a result of its efforts, in 2023, the Group acquired three clients, including one in the private sector and two in the
public sector. In addition, the Group is expanding cooperation with existing customers, as exemplified by the receipt
of additional orders, in particular from Ally Financial.
In 2023, the Group recorded a decrease in revenue in other markets (EMEA and APAC regions), for which the value
amounted to PLN 11 604 thousand, down 31% from PLN 16 713 thousand in revenue generated in the comparable
period. The decrease was primarily due to changes in the size profile of the projects on which commercial processes
concentrated, a focus on completing implementation projects, and maintaining cooperation with existing customers.
Currently, the Group maintains a retention rate of around 80% for its clients. This indicator has been calculated
based on an analysis of individual ongoing projects. The Group classified such a project in which the client has
implemented in production, uses a given DataWalk license (excluding temporary one-off projects or pilots), and
gets technical support services, as an active customer. To calculate this indicator, projects where, due to reasons
beyond the Group's control (e.g., customer budget challenges and temporary suspension of maintenance payments),
no technical assistance service is provided, have been treated as inactive customers. As a result, until their status
changes, they reduce the retention value above level.
As of the balance sheet date, December 31, 2023, the deferred revenue amounts to PLN 4 121 thousand and
represents the Group's obligation to provide customers with the contracted licenses or services and, at the 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").
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 has taken appropriate actions to reduce costs until it
achieves the expected improvement in the sales dynamic.
In the fourth quarter of 2023, operating expenses adjusted for non-cash items (OPEX adj.) and increased by capital
expenditures for development work stood at approximately PLN 15 900 thousand, compared to PLN 19 300
thousand in the fourth quarter of 2022. The cost decrease of about 18% was mainly due to the efforts taken, as
mentioned above.
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.