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Pervasive Software Inc. (NASDAQ:PVSW)

F3Q10 (Qtr End 03/31/10) Earnings Call

April 20, 2010 5:00 pm ET

Executives

Randy Jonkers - CFO

John Farr - President and CEO

Analysts

Kevin Louve - B. Riley & Co.

Operator

Good afternoon my name is Andrea and I will be your conference operator today. At this time I would like to welcome everyone to the fiscal year 2010 third quarter financial results conference call. All lines have been placed on mute to prevent any background noise. After the speakers’ remarks there will be a question-and-answer session. (Operator Instructions). Thank you, I would now like to turn the call over to our host Mr. Randy Jonkers, Chief Financial Officer for the Pervasive Software Inc. Please go ahead, sir.

Randy Jonkers

Thank you. Good afternoon and thank you for joining us. While we wait for others to join, I will go over the standard disclaimer regarding remarks on this call. This conference call may contain forward-looking statements within the meaning of the Federal Securities Laws including statements regarding the companies or management’s intentions, hopes, beliefs, expectations and strategies for the future.

Forward-looking statements may include without limitation, statements regarding the following: future investments, sales, market growth and direction, competition, revenue growth, operating margins and profitability. A detailed discussion of risks and uncertainties that could cause actual results and events to differ materially from such forward-looking statements is included in Pervasive’s most recent filings with the Securities and Exchange Commission.

Pervasive does not undertake any obligation to update forward-looking statements to reflect events or circumstances after the date of this conference call. Also and as a reminder our non-GAAP results for the quarters ending March 31, 2010 and 2009 exclude amortization and purchased intangibles and stock-based compensation expense and present income taxes at a statutory rate of 34%. We believe that the non-GAAP results described in today's press release and in this conference call are useful for an understanding of our on going operations to assist the investor community in comparing Pervasive’s non-GAAP results from period-to-period as well as comparing our results with that of similar companies.

We use these non-GAAP results to compare our performance to that of prior periods for analysis of trend, to evaluate the company's financial strength, develop budget, manage expenditures and develop a financial outlook. Non-GAAP results are supplemental and are not intended as a substitute for GAAP results. Not that our call today is being broadcast simultaneously via the Pervasive website. Welcome to those listeners. In this call, we will cover two primary agenda items. First I will recap Pervasive's financial results during our third fiscal quarter then John will update you on our plans and operations.

Now for the financial results. Today we released financial results for the quarter of our fiscal year 2010, revenue and earnings were at the top end of our updated guidance provided on January 5th. Pervasive's revenues totaled $11.7 million in Q3 which is a decrease of approximately $1.4 million as compared to Q3 of last fiscal year. As a reminder, our third quarter of last fiscal year included a relatively large transaction amount of $3 million. This transaction has significant effect on our all comparisons to prior year results.

Our GAAP basis net income was $1 million in Q3 and diluted earnings per share was $0.06. Our effective tax expense rate in Q3 was 26% as compared to a tax rate of 31% in Q3 of last fiscal year; the current quarter included a discreet item related to our foreign tax positions. Our non-GAAP net income in Q3 before amortization of purchases intangibles and stock based compensation expenses and tax of 34% was $1.3 million and our non-GAAP earnings per share was $0.07. We ended the quarter with approximately $42.4 million in cash and marketable securities and marketable securities and had approximately 17.6 million shares issued in outstanding. Also, during the third quarter, we repurchased approximately 252,000 probative shares on the open market at total cost of approximately 1.2 million or approximately $5.5 per share.

We generated approximately 2.2 million of positive cash flow from operations. Our DSO’s or day sales outstanding were 62 days, an increase of three days from the prior quarter.

By geography our Q3 revenue was as follows. Domestic revenue totaled 7.5 million in Q3, down 7% from Q2 and down 17% from Q3 of last fiscal year. Our international revenue principally Europe and Japan totaled 4.2 million or 36% of our revenue in Q3, up 18% from Q2 and up 3% from Q3 of last fiscal year.

At a product level, our database products represented approximately 59% of our business while our integration product represents approximately 37% of our business respectively in Q3. While our business has changed, data solutions and data rush products accounted for the remainder.

Turning to operating expenses. Our operating cost and expenses totaled 10.4 million in Q3 including stock based compensation expense and amortization related to intangibles in approximately 1.6 million. For non-GAAP expenses, 9.8 million as compared to non-GAAP expense of 10 million in Q3 of last fiscal year.

We had 238 employees at the end of Q3 which represents an increase of four employees from the end of the second quarter and an increase of 15 from Q3 of last fiscal year, due primarily to the acquisition of channel links in July 2009.

Now looking forward, we expect revenues in our fourth quarter of fiscal year 2010 to be in the range of 11 to 12 million compared to a 11.1 million in Q4 fiscal year 2009. And we expect GAAP basis diluted earnings of $0.03 to $0.06 per share compared to GAAP basis EPS of $0.06 in Q4 of fiscal 2009.

We anticipated that our effective tax rate for the fourth quarter will be approximately 32%. Non-GAAP profitability is expected to exclude stock based compensation expense and amortization is required intangibles representing approximately $600,000 in the fourth quarter of fiscal year 2010. With that we expect non-GAAP and fully tax diluted earnings per share in our fourth quarter of fiscal year 2010 to be $0.05 to $0.08 compared to non-GAAP diluted in point tax EPS of $0.07 in Q4 of fiscal year 2009. Both our GAAP and Non-GAAP guidance is consistent with the guidance we provided in our earnings update on April 5.

Our non-GAAP effective tax rate for comparative purposes reflects a statutory rate of 34% on pre-tax non-GAAP income. We anticipate cash flows from operations to be between 1.5 and 2.5 million for the fourth quarter of fiscal year 2010. Also as in prior quarters we are not providing specific guidance beyond Q4.

For EPS calculation purposes, we expect our GAAP basis and non-GAAP fully diluted shares counts for the fourth quarter fiscal year 2010 to be approximately 17.5 million and 18.3 million shares respectively. Note that this share account estimate excludes the impact of any future share repurchases.

Now let me turn the call over to John Farr our CEO of Pervasive Software.

John Farr

Thanks Randy. We recognized that these earnings release conference calls are listened to by our current and perspective investors. We also recognize that these calls reach our employees, our perspective employees, our customers and perspective in customers and dare I say maybe even a few competitors.

With that understanding let me start by posing one question that I receive all the time from these constituents (Inaudible). Whether you are an investor, an employee or a customer, every constituent likely has unique aspect of Pervasive they would like to understand better. That the purposes of this call, I would like to respond at a level that I believe is compelling to all of these groups. So let me frame a response to the question in two categories, one of stability and the other opportunity. On the stability front, Pervasive enjoys a similar unique distinction of having two core businesses, our embedded database business and our integration business, each of which has a proven track record of striving over more than 25 years each.

Just imagine the change that has occurred in the technology industry over that period of time from desktop computing to peer-to-peer to client server to the web from the world of dos-based applications to net ware, to Windows 95, 98, 2000, XP, NT, Windows 7, Windows server 2008, take your pick and blendings. From non-premise applications to on-demand applications to on-demand everything infrastructure platform and application, from professional software license models to open source to subscription to evolving average.

From expensive desktop PCs to in-expensive supercomputers on our desktop and from single core processing to clusters to grids to virtualization to three multi-core panel processing. Pervasive’s core business has strived during the past quarter of the century because of our adaptation to change, our adaptation in our technology, adaptation in our business models and adaptation in our people, always staying current within the needs of our customers and occasionally by anticipating their future needs.

Financially, we are the envy of many. We are a relatively cash rich company for our size with more than $40 million in cash and equivalents on our books and no debt and we have now recorded our 37th consecutive quarter of profitability. Every single quarter since March in 2001 a period of time, which has included some of this generations’ most disruptive social and economy events.

Our history of adaptation and anticipation combined with our solid financial position and consistently positive financial performance is my case for the stability of Pervasive. Why Pervasive? Our past stability is a basis for confidence in our future stability and while stability is a good thing, stability alone is not a great thing. Great companies leverage their stability in order to capture new opportunities. So what is Pervasive doing on an opportunity front?

Opportunity number one, if you believe like we do, that Windows -- that the new Windows 7 and Windows Server operating systems releases from Microsoft will ultimately be a catalyst for small businesses to upgrade their current hardware systems and the applications running on them then you will be excited as we are in the future prospects of our currently shipping embedded database Pervasive PSQL version 10 which is Microsoft Certified for Windows 7 and Server 2008.

Opportunity number two, if you believe like we do that the computing and processing power presented represented by new commodity priced multi-core desktop and server hardware will ultimately be embraced by commercial software developers writing packaged applications for the SMB, then you will be excited in the future prospects of our multi-core enabled Pervasive PSQL version 11. We are invited today for V 11 with GA set for release later this summer.

Opportunity number three, if you believe like we do, that the ever increasing scope and velocity of change in the digital world around us at the hardware level, at the OS level, the middleware level and application levels, in [on-prem] and on-demand environments will continue to massively complicate the problems of integrating data and applications and you will be excited in our currently shipping Pervasive Data Integrator Version 9 and our upcoming Pervasive Data Integrator Version 10 scheduled for early adopter release in later half of this calendar year. Pervasive Data Integrator Version 10 will include our new service oriented architecture, enhanced management capabilities and rich internet application style user interface. The service based architecture allows for extensibility, reliability and scalability while the user interface provide an intuitive internet browsing experience for designing, managing and monitoring your integrations.

Software business exist in order to simplify the complex and the complex challenges of data and application integration will only increase in our ever changing digital world in the years to come. And I will provide a deeper dive on integration business in a minute. Opportunity number four, if you believe the cloud is increasingly a platform of choice for application design, development and door deployment then you will be excited to learn how our Pervasive data solutions team has developed and continuous to enhance our own 24 by 7 multi tenant information DataCloud.

Initially developed to increase the simplicity and efficiency of deploying and managing our own subscription based on demand DataSynch for QuickBooks to sales force and Microsoft year end product line which presently serves more than 170 customers.

Our Pervasive DataCloud is now also being leveraged of our integration products team to host the design, development and deployment of data migration and integration scenarios created by our customers. With five such integration customer scenarios booked in the March quarter, utilization of our Pervasive DataCloud is gaining momentum utilizing the nearly limitless capacity offered by our cloud infrastructure partner Amazon Web Services. Our data solutions team in particular continuous to enhance our presence and standing within our Amazon in to sales force and Microsoft relationships.

Opportunity number five. If you believe like we do that synergistic acquisitions are a way to provide access to new customers, new products and services and new talent, then you will be excited about the future of our ChanneLinx acquisition from last July. As we’ve said in the past, the acquired business now operating as Pervasive Business Exchange has the opportunity to add value and or benefit from each of our other business.

For example, we recently announced the availability of agent technology to allow business exchange users to easily select QuickBooks, invoices and attachments to generate and send electronically formatted EDI compliant invoices via the Pervasive WebDI business-to-business interchange.

This QuickBooks example is the first of the many last mile integration scenarios that ChanneLinx was not able to offer prior the acquisition. We are continuing to work through expected post acquisition efforts to migrate our business exchange customers to our newest WebDI 2 platform.

We’ve also announced our selection of the Microsoft Windows as your platform as the future platform for business exchange WebDI. These efforts provide our business exchange business with enhanced scalability and combined with future marketing and sales investments will setup for business exchange for a solid year in fiscal 2011.

And opportunity number 6. if you believe like we do that there’s an increasing GAAP between available hardware processing power and the exploding volumes of data versus what the software industry has been able to deliver in terms of commercial applications to exploit multi hardware and efficiently extract useful intelligence from massive data sets, then you’ll be excited about our Pervasive data rush initiative. The gap is widening everyday as the volume of broad data creation is accelerating and the hardware offerings and improving. On March 29 AMD announced is 12-Core Opteron 6100 CPU family following closely by Intel’s announcement on March 30 of its 8-core Xeon 7500 series. In March we participated in Intel’s launch of the Xeon 7500 in which Intel published supporting quotes from 28 technology vendors.

Our quote was highlighted on page 1 along with four other companies including IBM, Microsoft and Red Hat. Why, because we’ve achieved outstanding and astounding throughput on big data approaching nearly 2 terabytes an hour with our highly parallel provision DataRush platform on a 4-processsor 32-core 7500 series basis server. Together Intel’s and Pervasive’s innovation technologies deliver the power to successfully tackle massive data challenges on a compact foot print and deliver transformative results.

An example of what’s possible in the emerging world of cost-effective parallel processing and multi-core. Well in connection with AMD’s recent Opteron release, they AMD asked the developers around the world to respond to the question. What would you do with 48 cores? One of our developers in our own Pervasive innovation labs replied that he sees 48 cores helping to nail an unsolved problem, helping to find a cure and helping to bring the science of bio-informatics back to its roots.

In the innovation lab at Pervasive we recently developed a novel implementation of the Smith-Waterman algorithm, a well known method for bio-informatics for determining the optimum local alignment of genomic sequences. And sadly this algorithm is considered state-of-the-art, yet is not in widespread use by researchers working to find causes, the causes behind and cures for many viral, bacterial or genetic diseases for a simple reason. When it was first conceived in 1981, it was considered impractical due to the computational cost. The scientific community has instead predominantly relied upon as a crutch, a faster and admittedly less accurate set of algorithms. Today, this approximate approach is no longer necessary yet inertia has held science back. This comes at a cost of ongoing niche interpretations of genomics data and missed opportunities to solve the origins of diseases and find a cure and time to help those who are suffering.

Our innovation lab’s recent efforts have uncovered a solution to the problem of scalability of the Smith-Waterman algorithm in the face of the ever-growing volumes of data with scientists much to analyze. We have an opportunity to breakthrough the inertia of limiting scientific discovery while demonstrate Pervasive’s DataRush technology and the reality of affordable multi-core computing power.

Our DataRush business recognized its first licensed revenue in the December quarter, welcomed new sales in marketing management in January and recognized revenue again in the March quarter and an amount similar to the prior quarter. We’re building our plans for fiscal year 2011 which begins July 1 and expecting 2011 to be the fiscal year in which DataRush generates its first million in revenue.

And suffice it to say we are increasing our credibility in the analytics and data mining markets as well as in the [core]. Our past and present technology in product innovations put us in a position to participate in what Gartner identified as two of the top 10 strategic technologies for 2010, cloud computing and advanced analytics.

Now, let me dive a little bit deeper into our integration business. And as we discussed in our announcement earlier today, financial highlights for the March quarter include record revenue and record bookings delivered by the integration products team resulting in a record level of deferred revenue on our balance sheet. So do we have the goods in integration? Our successful 25 plus year history in the integration business is testament to the technologies applicability and adaptability over time.

Previously disclosed annual growth rates for this business of 6% in 2008 and 8% in fiscal 2009 and more recently a trailing two quarter growth rate of 12% in the December and March quarters combined compared to the same two quarters of prior year, our testament to recent trends in revenue production. Our customers routinely tell the Pervasive story on our behalf. On May 6, we will host our annual invitation-only Metamorphosis 10 Integration Summit in San Jose.

We have invited ISVs, SaaS providers and Systems Integrators to hear our value proposition from us as well as from industry analysts and our customers and partners including speakers from Astadia, Cerdian, CGI group, Exact Software, Mellisa Data, Planview and Xactly. Attendees will hear about real world experiences plus leading-edge approaches to SaaS and cloud-based integration. Registrations today are for more than 200 individuals representing more than 130 unique companies with two weeks to go already surpassing all of our prior Metamorphosis events.

These events continue to be very productive in advancing the sales cycle with new partner prospects. We have another successful quarter developing new ISVs, SaaS and SI partner relationships with more than 10 signed in the March quarter. This is up from our five to 10 new partnerships per quarter over the last couple of years.

Industry analysts also appreciate what Pervasive Integration has to offer. Presently and with future deliverables. In December, we announced that we are positioned as a visionary in the Gardener's magic quadrant for data integration tools. It is a significant accomplishment to be reflected at all in the magic quadrant even more so to be positioned as visionary. The Gardener report positioned only 14 integration vendors in its magic quadrant and listed 38 other integration vendors who are excluded from the quadrant due to lack of size or breadth. While still other integration vendors were not even sided in the first place.

In summary, a final word to all current and prospective investors, employees or customers. If you believe in the various market drivers that I have described this afternoon and if you believe in Pervasive's opportunity to capture the benefits of those trends, then to you I say buy more Pervasive's stock, watch our website for job postings or become a customer or even a bigger customer today. And if you have any questions after the call today, please feel free to email at jfarr@pervasive.com. We are bullish on Pervasive and continue to buy back our outstanding shares as we have consistently done for the last 16 consecutive quarters.

A quick investor relations note, we are schedule to present at Tech America AEA Growth Capital conference in San Francisco on May 14, The B. Riley 11th Annual Investor Conference in Santa Monica on May 26 and the RBC Capital Markets 2010 Technology Conference in New York City on June 10.

We hope to see many of you at these events or other events in the near future. May I open the floor for questions? Andrea if you will.

Question-and-Answer Session

Operator

(Operator Instructions). Your first question comes from the line of Kevin Louve with B. Riley & Co. your line is open.

Kevin Louve - B. Riley & Co.

First question is just on the integration side, and obviously you’ve seen some strength there. Just wondering if most of that is kind of driven by license sales of if services still plays a major role there. And then how much of it is now coming in some of the partnerships you’ve announced versus your direct sales efforts?

John Farr

Okay. So first of all I’d say that quarter-to-quarter or quarter over prior year quarter, the trends were basically the same. We had a good quarter for integration license sales. We also had a good quarter for integration subscriptions sales. If you remember a couple of years ago, we started building subscription business as opposed to the traditional license and upgrade or maintenance business. And that’s continued to layer on quarter-after-quarter, year after year. And so, the subscriptions part is a growing part of our quarterly integration revenue results and we had a good one on license as well.

Maintenance would have been down a little bit but in fact, that’s where some of the subscriptions are coming from. We’ve looked at some of our maintenance renewals as opportunities to have subscription conversations with those same people and hoping off course to maybe trade a little bit on the actual dollar value of the year but end up with a better future run rate for that particular account, future lock in that account if you will.

It was a good quarter for services and consistent with at least last quarter. Maybe down a little bit from same quarter last year but if you remember the last year we had a string of $2 million or $3 million plus kind of professional services cores. So that is the character within the integration revenue result.

Kevin Louve - B. Riley & Co.

And then obviously your visibility seems to be picking up a bit given that you are trying to see more in the different line on, but also for integration. I’m just curious that the pipeline supportive of you guys continuing this double digit growth rate in the near term?

John Farr

And I wouldn’t [plead] without pipe lines, you know, they are in fact growing and that translates to closed revenue necessarily all the time at a constant rate that we are quite pleased with the growth in the pipeline that say I am more pleased with our ability to execute on the deals in the pipe. And so our sales teams across the company are getting better with every month. And, we don’t lack leads, the integration problems are universal and so that’s not hard to find leads. It is harder to close the deal and get someone to solve the problem that they admit so freely to having in their own business. And that is what I believe we are getting much, much better at them.

Kevin Louve - B. Riley & Co.

And I know you guys kind of mentioned that the revenue is attributable to database channeling to them and the others. But I’m just wondering if we could separate of the business exchange stuff on its own and also talk a little bit about sort transaction volumes which you are seeing relative to where they were either in the last quarter or last year.

John Barr

So [BX] in particular like you will recall that when we brought the company we were saying their revenue was approaching you know prior to acquisition close to the $2 million a year a year mark when we bottom run rate which is probably closer to 1.8 million a year they are in that ballpark still today. I will say that you know, since acquisition, we’ve had a couple of customers that have negotiated quite effectively we are just upon our (Inaudible) and as customers tend to do. And so we probably slid a little bit sideways may be even little bit down during this first year which affect to [BX] revenue while our primary focus has been on improving our foundation for future growth and that is getting all of the ChanneLinx now business exchange customers off the WebDI and onto WebDI [2] which is a much more stable platform and that will win complete in the coming months will allow us to with much greater confidence grab and start marketing for work and having sales conversations with future partners for that business.

Kevin Louve - B. Riley & Co.

And then along those lines you did talk about increasing sales and marketing around the business exchange product. I’m just curious when those investments takes place and if you can talk a little bit about on how much and what these investment are going to?

John Barr

From the Wall Street perspective, it will be nominal. From business exchange perspective, it will be supernatural, with business exchange generally we’re talking about the company if you recall that had already nominal investment and sales and zero investment from marketing and so you know, we will add a sales body or there is one today and start actually having more marketing awareness creation dollars to make sure that we are leveraging the Pervasive name. So quite frankly we will [verily] get some sales cycles for business exchange out of our integration sales team. We get Pervasive day [rush] sales cycle out of our integration sales team today and so some of that sales and marketing may not have to actually be direct incremental increase in our investment but simply continuing to re-purpose and ship the purpose occasionally on some of our other sales and existing sales and in end marketing investments.

Kevin Louve - B. Riley & Co.

Makes sense and I know, (inaudible) you’ve been there since last quarter but just curious on the database side if there is the been any changes in terms of your go to market strategy there or changes in personnel?

John Farr

So the question is right, new market is the sales and marketing, management that we welcomed to the company in January and the question is whether they have done rightly? And of course he is all over and he is creating his own plans and those plans will be reviewed by our executive team and then approved by the board coming up for the coming fiscal year which begins again on July1. So I’d rather not put too many words in his mouth and tell of those plans are complete and approved but I would say to all those listeners that we are in planning cycles for next fiscal year. They have begun. We are staring at all the mini opportunities that we have, many of which are described here today and we can’t fund them all at a level we would all like to fund them so we have to do whatever your company does and makes some prioritization and allocation account to (inaudible). So consequently a lot of things are influx from a future investments standpoint here in the last few months of each fiscal year but that when we meet again in late July when we are releasing numbers for our June quarter we will shed some light on our future investment plans. The one thing I can say to you today is that we are very, very proud of our 37 consecutive cores of profitability and will not put that at risk.

Kevin Louve - B. Riley & Co.

And just -- one last question before I turned it over for the DataRush revenues in the March quarter speak to how much guys got there and whether there was progress maybe there in terms of some concept and or maybe some follow on sales on top of the initial - the revenues got last quarter

John Farr

Yes, I am taking the liberty of some rounding in here but the last two quarters, the December quarter and the March quarter and we have for the little bit more precision and we have recognized revenue related to DataRush product whether its license or services to the tune of 50 to 100k in December and 50 to 100k in the March quarter. So it's probably more important to us than it is to many listeners because the hardest revenue is the first revenue and you got to start somewhere, so we are happy with the fact that it has started and we are happy in the March quarter that it has continued. I would also tell you that in last quarter that we have one maybe two booked transaction related to DataRush offerings. DataRush based offering at the end of March that is not revenue yet so the point there is that we will have absolutely recognizable revenue on DataRush in the June quarter.

That’s about all I’d say today there. We started recognizing revenue; we started closing some deals here and there. I’ve got the integration sales team is helping DataRush base solutions which is great thing, a great leverage for that part our business. We like where we are but that kind of numbers is I'm saying here is not the magnitude, nor the velocity that we expect to build overtime. That’s why we hired Ray to come in and help us build that magnitude and velocity in. And as I said in my prepared remark that we believe that fiscal 2011 will be the year in which we pass the million dollar mark on day rush for day revenue.

Operator

(Operator Instructions) Well gentlemen, there are no further question at this time.

John Farr

Right. Andrea, I appreciate it. Thank you for your help and thank you to all of the listeners out there. We look forward to speaking with you at these many conferences coming up as well as in our next quarterly earnings release. And have a great evening.

Operator

This concludes today’s conference call. You may now disconnect.

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