UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
WASHINGTON, D.C. 20549
FORM 10-K
| x | ANNUAL REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 |
FOR THE FISCAL YEAR ENDED DECEMBER 31, 2002
OR
| ¨ | TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 (NO FEE REQUIRED) |
FOR THE TRANSITION PERIOD FROM TO
COMMISSION FILE NUMBER 000-30883
I-MANY, INC.
(Exact name of registrant as specified in its charter)
| DELAWARE |
01-0524931 | |
| (State or other jurisdiction of incorporation or organization) |
(IRS Employer Identification Number) | |
| 399 Thornall Street |
||
| 12th Floor |
||
| Edison, New Jersey |
08837 | |
| (Address of principal executive offices) |
(Zip Code) |
(800) 832-0228
(Registrants telephone number, including area code)
SECURITIES REGISTERED PURSUANT TO SECTION 12(B) OF THE ACT: None
SECURITIES REGISTERED PURSUANT TO SECTION 12(G) OF THE ACT:
| Title of Class: |
Name of Exchange on Which Registered: | |
| Common Stock, $0.0001 par value |
Nasdaq National Market |
Indicate by check mark whether the registrant (1) has filed all reports required to be filed by Section 13 or 15(d) of the Securities Exchange Act of 1934 during the preceding 12 months (or for such shorter period that the registrant was required to file such reports), and (2) has been subject to such filing requirements for the past 90 days. Yes x No ¨
Indicate by check mark if disclosure of delinquent filers pursuant to Item 405 of Regulation S-K is not contained herein, and will not be contained, to the best of registrants knowledge, in definitive proxy or information statements incorporated by reference in Part III of this Form 10-K or any amendment to this Form 10-K. x
Indicate by check mark whether the Registrant is an accelerated filer (as defined in Rule 12b-2 of the Act). Yes x No ¨
As of March 15, 2003, 40,281,431 shares of the registrants common stock, $.0001 par value, were issued and outstanding. The aggregate market value of the common stock held by non-affiliates of the registrant (based on the closing price for the common stock in the Nasdaq National Market on June 28, 2002) was approximately $98.6 million.
DOCUMENTS INCORPORATED BY REFERENCE
The information called for by Part III is incorporated by reference to specified portions of the Registrants definitive Proxy Statement to be issued in conjunction with the Registrants 2003 Annual Meeting of Stockholders, which is expected to be filed not later than 120 days after the Registrants fiscal year ended December 31, 2002.
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I-MANY, INC.
FORM 10-K
DECEMBER 31, 2002
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The information in this report contains forward-looking statements within the meaning of Section 27A of the Securities Act of 1933, as amended, and Section 21E of the Securities Exchange Act of 1934, as amended. Such statements are based upon current expectations that involve risks and uncertainties. Any statements contained herein that are not statements of historical fact may be deemed to be forward-looking statements. For example, words such as may, will, should, estimates, predicts, potential, continue, strategy, believes, anticipates, plans, expects, intends, and similar expressions are intended to identify forward-looking statements. Our actual results and the timing of certain events may differ significantly from the results discussed in the forward-looking statement. Factors that might cause or contribute to such a discrepancy include, but are not limited to, those discussed elsewhere in this report in the section entitled Managements Discussion and Analysis of Financial Condition and Results of OperationsCertain Factors That May Affect Future Results and the risks discussed in our other Securities and Exchange Commission (SEC) filings.
OVERVIEW
We provide software and related professional services that allow our clients to manage important aspects of their contract-based or trade agreement-based business-to-business relationships, including:
| | Incentive budgeting, deal modeling and request for quotation/request for proposal (RFQ/RFP) processing |
| | Contract creation, repository, actionable terms tracking, and reporting |
| | Contract compliance management for verification of compliance and accuracy of orders, shipments, invoices, rebates and payments to ensure error-free operations and proper performance-based incentives |
| | Cash collection, deductions management, trade funds management and dispute resolution, often based on analysis of agreed to contract terms and conditions, and |
| | Evaluation of the effectiveness of contracts and business operations. |
In 2002, software license fees comprised 56.3% of our total revenue, and services fees comprised 43.7%.
Our clients include supply chain participants on both the buy side and sell side of business transactions across numerous vertical markets, including manufacturers, distributors, demand aggregators, retailers, business-to-business e-commerce exchanges and purchasers.
Our primary products and services were originally developed to manage complex contract purchasing relationships in the healthcare industry. Over the past year, we have increased the percentage of our revenues that were generated in industries outside healthcare from approximately 20% of revenues in 2001 to approximately 32% in 2002. Our products are currently used by more than 250 clients, including nine of the largest ten and 15 of the largest 20 pharmaceutical manufacturers, ranked according to 2001 annual healthcare revenues. Our clients
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also include leading companies from the consumer products, foodservice, disposables, consumer durables, industrial products, chemicals, apparel, telecommunications and other industries. Our clients include Bayer, Teva, Boehringer Ingelheim, Premier, Inc., Glaxo SmithKline, Procter & Gamble, Frito-Lay, Handguards, Pepsi-Cola, Metaldyne, Honeywell, Kelloggs and ConAgra.
We deliver our products through two primary means: (1) software licensed for installation on our clients computer systems, and (2) to a far lesser extent, software licensed on an application service provider basis which we host on servers operated and supported by third-party providers.
BUSINESS DEVELOPMENTS
In 2002, we announced several significant business developments:
| | In February we completed a private placement financing with affiliates of Cavallo Capital Corporation, which provided $7.4 million in cash for the Company (net of financing expenses) in exchange for 1,100,413 shares of common stock and a warrant to purchase up to 165,062 shares of common stock for seven years at an exercise price of $7.50 per share. (We also issued shares of preferred stock and other warrants to these affiliates, which we elected to redeem in 2002.) |
| | In March we acquired the assets of NetReturn LLC, a software development company based in Fairfield, Connecticut, offering government pricing compliance software. |
| | In March we acquired Menerva Technologies Inc, an enterprise software company based in Redwood City, California, offering contract creation and management solutions. |
| | In March we licensed and delivered ContractSphere, our core contract creation and repository application, to our first customer for that product. |
THE BUSINESS-TO-BUSINESS MARKETPLACE
We believe that the growth of business-to-business trade will be characterized by the increasing use of contract purchasing agreements between supply chain participants. In our targeted industrieshealthcare, consumer products, foodservice, disposables, consumer durables, industrial products, chemicals, apparel, telecommunications and other industries where complex purchase contracts existthe process of determining the availability of incentives, compliance issues, availability of funds, non-price attribute specifications and other requirements under these contracts is often accomplished through the use of paper-based or legacy computer systems that are unsuitable for managing the volume and complexity of contract based purchasing. In addition, these industries employ pricing mechanisms such as chargebacks and rebates to adjust amounts paid by purchasers. Calculating, reconciling and distributing these chargebacks and rebates and other tasks associated with them often results in high administrative costs and disputes involving substantial amounts of money.
Supply chain participants frequently use purchasing contracts and trade agreements to facilitate the purchase and sale of goods and services. These contracts are agreements among
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supply chain participants, such as manufacturers, distributors, retailers, demand aggregators such as buying groups, and the end users of goods and services. These contracts allow buyers and sellers to budget, plan and manage funds and agree on prices, discounts and volume rebates. Under the contracts, price and non-price incentives are often established, which can be based upon multiple factors, including:
| | total volume of products purchased; |
| | overall sales of particular products; |
| | duration of the contract; |
| | number of parties to the contract; |
| | number of products covered by the contract; and |
| | the purchasers demographic characteristics. |
In addition to these, trade contracts can include any number of other attributes, including requirements for fulfilling shipments within prescribed time periods, advanced shipping notifications, packaging and labeling requirements.
SUPPLY CHAIN PARTICIPANTS. The business-to-business supply chain includes the following participants:
| | MANUFACTURERS of products that use business-to-business relationships, including contracts, to establish favorable prices, assure a reliable channel of distribution and offer incentives to achieve their sales and marketing goals; |
| | DISTRIBUTORS that purchase goods for resale according to the terms of the contracts negotiated between manufacturers and demand aggregators; |
| | DEMAND AGGREGATORS AND OTHER INTERMEDIARIES representing groups of purchasers. Demand aggregators, such as group purchasing organizations in the healthcare industry and buying cooperatives in the consumer products and food service industries, aggregate their members demand for products to obtain favorable pricing terms for them. Demand aggregators typically receive monthly fees from their members or receive a percentage of all transactions negotiated on their constituents behalf; |
| | PURCHASERS and retailers of products that buy goods under contracts negotiated on their behalf by demand aggregators or other intermediaries; and |
| | BUSINESS-TO-BUSINESS E-COMMERCE EXCHANGES that allow supply chain participants to establish business relationships using the Internet. |
COMPLEXITY OF CONTRACT BUYING/SELLING. In the industries we target, contracts typically contain pricing incentives and other mechanisms designed to meet the particular goals of the trading partners. The price of any particular product or service purchased under a typical contract may vary substantially, depending upon, among other things, external
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factors such as a manufacturers market share and the purchasers demographic characteristics, and highly specific factors such as the number of units of a particular product purchased during a specified time period. Contracts also allow buyers and sellers to budget, plan and manage funds and agree on prices, discounts and volume rebates. Training, maintenance and other non-price incentives can also be based upon multiple factors. Other contract attributes include criteria such as a requirement for fulfilling shipments within prescribed time periods, advanced notifications, packaging and labeling requirements, etc. Contracts contain numerous and varied clauses and other language that must also be internally reviewed, approved and managed by both buyers and sellers. Adherence to or compliance with this language must be measured in order to insure the intended outcome of a contract is achieved or to avoid significant penalties.
Contracts are often negotiated on behalf of a large number of purchasers and include pricing incentives, which often result in different prices for otherwise similarly-situated purchasers, based on the purchasers achievement of, or failure to achieve, certain goals (usually volume-related) under the contract.
While many purchase contract variations exist, several fundamental types of pricing mechanisms in purchase contracts are illustrative of the complexity involved. Specific examples include: chargebacks (also called deviated billing, depending upon the industry), rebates and trade funds management. Chargebacks are generally used as an incentive tool in contracts between manufacturers and demand aggregators. Eligible members of a demand aggregator (meaning purchasers who are on a contract of the aggregator, such as a group purchasing organization or buying cooperative) order products either directly from the manufacturer or, more commonly, through a large distributor. When a product is ordered through a distributor, the distributor must sell the item at the contracted pricethat is, the price negotiated between the manufacturer and the demand aggregator. Often, the manufacturer asks the distributor to sell to the member at a price below the price the distributor paid the manufacturer. In these cases, the distributor attempts to verify the eligibility of the member to receive the lower contract price and, if the purchaser is eligible, the distributor seeks to recover, or chargeback, from the manufacturer the difference between the distributors cost and the lower contract price. Given the large volume of purchases under these contracts, constantly changing membership in demand aggregators, complicated eligibility requirements and disparate information systems involved, it is not uncommon for manufacturers, purchasers, demand aggregators, and distributors to calculate significantly different chargebacks, resulting in disputes among the parties.
A second type of pricing mechanism is a rebate. Typically, rebate provisions entitle a purchaser to a return of a portion of the purchase price based factors such as the volume of product purchased or increase in market share achieved. Rebate provisions are common in contracts between manufacturers and large volume purchasers. Manufacturers generally adopt this kind of agreement in order to further their marketing objectives. In order to determine rebates based on market share, the parties must refer to external market share data. As with chargeback contracts, the complicated task of administering rebate-based contracts often results in high administrative costs and disputes involving substantial amounts of money.
Trade funds management gives companies, sales agents and other trading partners the ability to budget, plan and measure the success of trade promotions. Trade promotions are typical in the consumer products industry. One example of a trade promotion is the end-cap, or the display that appears at the end of an aisle in a grocery store. These end-caps are intended to increase sales volume, but the manufacturer must pay a premium for this space in the store.
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Manufacturers use sales volume to determine the success of each promotion of this type to achieve their sales and marketing goals. With real-time access to trade fund balances, promotions can be planned by volume or revenue with comparisons to previous years or other scenarios.
ADMINISTRATIVE DEMANDS OF CONTRACT PURCHASING. As a result of the intricacies of contract purchasing, the administration of purchase contracts can be difficult and expensive. Among other things, each participant in the supply chain must be able to:
| | Target/plan trading partner relationships; |
| | Negotiate terms and conditions, including specific language requiring legal review and approval; |
| | Plan/monitor the impact of different pricing strategies; |
| | Transact or adjudicate transactions relative to the terms and conditions of the contractoften encompassing enormous volumes of data related to invoices, inventory, shipments and market share; |
| | Validate purchasers eligibility for participation in specific contracts or parts of contracts including the time period in which the purchaser is on the contract, agreed-upon pricing mechanisms, trade funds, rebates and distributors eligibility for chargebacks; |
| | Integrate pricing, inventory, market share and other data relevant to the contract with existing enterprise resource planning and other management systems; |
| | Settle disputes associated with contract and non-contract issues such as price discrepancies, non-compliance, misallocation of funds, level of earned incentives, and others; |
| | Evaluate the performance of completed and in-process contracts based on the original intent of the agreement from the perspective of both buyers and sellers; and |
| | Monitor compliance of the contract against specific governmental or industry requirements and/or regulations. |
I-MANYS SOLUTIONS
COMPLETE OFFERING OF CONTRACT MANAGEMENT CAPABILILITES. Enterprise contract management provides organizations with the visibility to ensure compliance and consistency in their contractual relationships. We provide software that allows our clients to make, manage and maximize the critical aspects of their contract-based or trade agreement-based business-to-business relationships, including:
| | Incentive budgeting, deal modeling and request for quotation/request for proposal (RFQ/RFP) processing |
| | Contract creation, repository and change notifications, including verification and approval of specific language for participants in complex supply-chains |
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| | Verification of compliance with and accuracy of orders, shipments, invoices, rebates and payments to ensure error-free operations and proper performance-based incentives |
| | Settlement and dispute capabilities to resolve payment discrepancies due to contracts, and |
| | Evaluation of the effectiveness of contracts and business operations |
FLEXIBLE PRODUCT OFFERINGS. Our product delivery process is flexible in that we are able to deliver our products through several means. We can deliver our products for installation on our clients own computer systems. In addition, we can license our products on an application service provider basis, which means that we install the software on servers hosted and supported by third party providers, which our client then accesses over the Internet or over a secure private network. We believe that these delivery alternatives provide our clients with flexibility in terms of how they choose to pay for our products, and the level of internal information technology support resources they need to optimize the use.
PRODUCTS AND SERVICES
PRODUCTS. The components and features of our products are designed to address particular business and process areas, which in combination we refer to as Contract Management. To date, a significant portion of our revenues have been derived from the sale of software licenses to healthcare manufacturers, distributors, group purchasing organizations and other companies in healthcare and from the provision of related professional services, representing altogether 80% of our revenues in 2001 and 68% of our revenues in 2002. There were no customers who accounted for greater than 10% of net revenue in 2002. One customer accounted for 12% and 29% of net revenue in 2001 and 2000, respectively. Our license fees are based on a number of factors, including the nature and number of modules being licensed, the number of users, the term of the license and the size of the client.
For a discussion of our product market segments, see Note 8 to the Financial Statements and Supplementary Data contained in Item 8 of this Annual Report.
The following is a list of our principal contract management and trade relationship management software products:
I-many/CARS is a suite of software products that enable businesses to model the terms of their contracts, process data to determine pricing, evaluate contract performance, and manage the overall adjudication of rebates and chargebacks due under their contracts. I-many/CARS allows users to manage a wide variety of contract pricing mechanisms, including rebates, chargebacks, and trade promotions.
I-many/ContractSphere provides full lifecycle contract management capability with buy- and sell-side contract management functions from contract planning, negotiation and document creation to accurate and timely transaction compliance, settlement and analysis. I-many believes that contracts are the driving force of business relationships and envisions that all contracts in an enterprise will one day be managed by a single, integrated enterprise contract management solution using a central contract repository and uniform contract business processes. This will provide companies with consistent and accurate access to their contracts, which are often locked in filing cabinets.
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I-many/Incentives provides the tools needed to monitor product pricing, manage agreement incentives and track end-user and prime vendor relationships as well as forecast and report on all aspects of contract management and administration.
I-many/Collections is an integral part of the I-many enterprise contract management solutions suite. It improves cash flow and reduces days sales outstanding (DSO) by streamlining and automating collections processes. The solution is web-based and optimized for global organizations that can benefit from user-defined workflows. Collections and Disputes works in real time with enterprise resource planning (ERP) and other essential back-office systems to increase collections by automating and streamlining manual activities, customer communications and follow-up. The system speeds collection processes through the use of automated, user-defined workflows and provides detailed reporting and collection history tracking.
I-many/Deductions works in real time with ERP and other essential back-office systems to increase deduction collections by automating and streamlining customer communications and follow-up. The system speeds resolution through the use of automated, user-defined action steps and provides detailed deduction reporting and deduction tracking history.
I-many/Medicaid provides the functionality and reporting required to maintain compliance with the Medicaid drug rebate laws.
I-many/Government Pricing ensures a consistent, optimized compliance strategy across multiple entities within the enterprise. It can be used as a stand-alone solution or integrated with I-many/CARS and I-many/Medicaid for maximum functionality and flexibility. It enables life science industry participants to quickly and efficiently monitor and comply with all government-mandated pricing and reporting requirements established by the Medicaid Drug Rebate Program, the Federal Supply Schedule and the Veterans Health Care Act of 1992.
I-many/Trade Promotions gives sales and marketing managers and their agents a collaborative tool to plan, allocate, commit, settle and evaluate trade promotions via the Internet. It provides real-time access to fund balances, tracks changes instantly, and reconciles promotions and deductions.
PROFESSIONAL SERVICES
Our professional services group provides consulting services, deployment services, business analysis services, training and customer support services. At December 31, 2002, this group was comprised of 102 employees. The group is augmented by outside consultants whom we have trained, working as subcontractors or through strategic relationship agreements.
CONSULTING SERVICES. We work with our clients before, during and after installation of our solutions to optimize the capabilities of our solutions. These services include project planning and management, business process analysis, technical services including integration with the clients enterprise resource planning systems, and quality assurance.
DEPLOYMENT SERVICES. Our deployment services include pre-installation planning, on-site installation, upgrade services, system testing, database administration support and professional service support.
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BUSINESS ANALYSIS SERVICES. We offer business analysis services and training programs for those persons within the client organization responsible for using our solutions, such as contract administrators. In addition, we offer user group meetings to enable customers to learn about product directions and influence our future products.
CUSTOMER SUPPORT. We offer comprehensive maintenance and support services, including telephone hotline service (available during business hours or, for additional fees, up to 24 hours a day, 7 days a week), documentation updates and new software releases.
CUSTOMERS
We have more than 250 customers. Approximately 68% of our revenue in 2002 was derived from companies in the healthcare industry, including pharmaceutical and medical product companies, a group purchasing organization, wholesale distributors and managed care organizations. We also have sold our solutions to companies in other industries such as consumer products, foodservice, disposables, consumer durables, industrial products, chemicals, apparel, telecommunications and others. There were no customers who accounted for greater than 10% of net revenue in 2002. Revenues from customers based outside the United States, primarily the United Kingdom, comprised 1%, 2% and 6% of our total revenues in 2000, 2001 and 2002, respectively. 23%, 21% and 0% of our long-term assets were located outside the United States, primarily the United Kingdom, at December 31, 2002, 2001 and 2000, respectively.
SALES AND MARKETING
We market our software and services primarily through a direct sales force. As of December 31, 2002, our worldwide sales force consisted of a total of 79 employees, including 53 national account executives and 26 business consultants and sales support employees. As of February 6, 2003, we had reduced our worldwide sales force to a total of 66 employees. We intend to continue to evaluate the size and structure of our sales force. We also intend to evaluate the use of third party resellers of our products and services as a supplement to our own direct sales efforts. In 2002 we made inroads in developing indirect sales channels through resellers.
TECHNOLOGY AND PRODUCT DEVELOPMENT
Since our inception, we have made substantial investments in product development. We believe that our future financial performance depends on our ability to maintain and enhance our current products and develop new products. Our research and development expenses were approximately $12.8 million in 2000, $14.8 million in 2001 and $17.2 million in 2002.
As of December 31, 2002, we employed 127 people in our product development organization who are responsible for the design, development and release of our products. The group is organized into five disciplines: development, quality assurance, documentation, project management and project engineering. Members from each discipline form separate product teams to work closely with our sales, marketing, services, client and prospects organizations to better understand market needs and user requirements. Each product team also hosts a series of user focus groups, and representatives attend our user conference. When appropriate, we also use third parties to expand the capacity and technical expertise of our internal product development organization. Periodically, we have licensed third-party technology and we have acquired companies with products and technologies, which are complementary to our existing products.
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We believe this approach shortens our time to market without compromising our competitive position or product quality, and we plan to continue to draw on third-party resources as needed in the future.
In early 2003, we established a subsidiary in Mumbai, India for use in our offshore software development efforts. We believe that the expenses of operation in India will be substantially lower than those we would incur for doing comparable development work in the United States or Europe. As of March 15, 2003, we had not yet hired any employees in India.
In 2002 we established an Advanced Technology Center in our Redwood City, California office with individuals devoted solely to researching, identifying and developing the technology that we believe will be critical to maintaining our leadership position.
COMPETITION
The contract management software market is subject to rapid change. Competitors vary in size and in the scope and breadth of the products and services offered. We encounter competition primarily from internal information systems departments of potential or current customers that develop custom software, software companies that target the contract management markets, professional services organizations and, to a lesser degree, Internet-based merchants offering products through on-line catalogs.
We believe that the principal competitive factors affecting our market include product reputation, functionality, ease-of-use, ability to integrate with other products and technologies, quality, performance, price, customer service and support and the vendors reputation. Although we believe that our products currently compete favorably with regard to such factors, we cannot assure you that we can maintain our competitive position against current and potential competitors. Increased competition may result in price reductions, less beneficial contract terms, reduced gross margins and loss of market share, any of which could materially and adversely affect our business, operating results and financial condition.
Many of our competitors and potential competitors have greater resources than we do, and may be able to respond more quickly and efficiently to new or emerging technologies, programming languages or standards, or to changes in customer requirements or preferences. Many of our competitors can devote greater managerial or financial resources than we can to develop, promote and distribute contract management software products and provide related consulting, training and support services. We cannot assure you that our current or future competitors will not develop products or services which may be superior in one or more respects to ours or which may gain greater market acceptance. Some of our competitors have established or may establish cooperative arrangements or strategic alliances among themselves or with third parties, thus enhancing their abilities to compete with us. It is likely that new competitors will emerge and rapidly acquire market share. We cannot assure you that we will be able to compete successfully against current or future competitors or that the competitive pressures faced by us will not materially and adversely affect our business, operating results and financial condition. See Managements Discussion and Analysis of Financial Condition and Results of OperationsCertain Factors That May Affect Future ResultsWe have many competitors and potential competitors and we may not be able to compete effectively.
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INTELLECTUAL PROPERTY AND LICENSES
We rely primarily on a combination of copyright, trademark and trade secrets laws, as well as confidentiality agreements to protect our proprietary rights. Our trademarks include our corporate name and the names of our products. In addition, we have filed applications for patent protection with respect to certain aspects of our products. Despite our efforts to protect our proprietary rights, unauthorized parties may attempt to copy aspects of our products or to obtain the use of information that we regard as proprietary. In addition, the laws of some foreign countries do not protect our proprietary rights to as great an extent as do the laws of the United States. We cannot assure investors that our means of protecting our proprietary rights will be adequate or that our competitors will not independently develop similar technology.
We are not aware that any of our products infringe the proprietary rights of third parties. We cannot assure investors, however, that third parties will not claim infringement by us with respect to current or future products. We expect that software product developers will increasingly be subject to infringement claims as the number of products and competitors in our industry segment grows and the functionality of products in different industry segments overlaps. Any such claims, with or without merit, could be time-consuming, result in costly litigation, cause product shipment delays or require us to enter into royalty or licensing agreements. Such royalty or licensing agreements, if required, may not be available on terms acceptable to us or at all, which could have a material adverse effect upon our business, operating results and financial condition.
From time to time, we license software from third parties for use with our products. We believe that no such license agreement to which we are presently a party is individually material and that if any such license agreement were to terminate for any reason, we would be able to obtain a license or otherwise acquire other comparable technology or software on terms and on a timetable that would not be materially adverse to us.
EMPLOYEES
As of December 31, 2002, we had a total of 358 employees, of whom 148 were based in Portland, Maine, 58 were based at our headquarters in Edison, New Jersey, 23 were based at our offices in Chicago, Illinois, 26 were based at our international headquarters in London, England, and 103 worked at other offices and remote locations. Of the total, 127 were in research and development, 101 were in sales and marketing, 102 were in professional and support services, and 28 were in administration and finance. Our future performance depends in significant part upon the continued service of our key technical, sales and marketing and senior management personnel and our continuing ability to attract and retain highly qualified technical, sales and marketing and managerial personnel. Competition for such personnel is intense and we cannot assure you that we will be successful in attracting or retaining such personnel in the future. None of our employees is represented by a labor union or is subject to a collective bargaining agreement. We have not experienced any work stoppages and consider our relations with our employees to be good. See Managements Discussion and Analysis of Financial Condition and Results of OperationsCertain Factors That May Affect Future ResultsWe rely significantly on certain key individuals and our business will suffer if we are unable to retain them.
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COMPANY BACKGROUND
I-many was originally incorporated in Massachusetts as Systems Consulting Company, Inc., or SCC, on June 5, 1989. On April 2, 1998, SCC Technologies, Inc., a Delaware corporation, was formed as a holding company and acquired all the stock of SCC. In January 2000, SCC Technologies, Inc. changed its name to I-many, Inc., and SCC merged into I-many, Inc. Our Internet website address is www.imany.com. We are not including the information contained in our website as part of, or incorporating it by reference into, this annual report on Form 10-K. We make available, free of charge through our website, our annual reports on Form 10-K, quarterly reports on Form 10-Q and current reports on Form 8-K, and amendments to these reports, as soon as reasonably practicable after we electronically file these materials with, or otherwise furnish them to, the Securities and Exchange Commission.
We lease approximately 21,500 square feet of office space in Edison, New Jersey under leases expiring in 2009, for use by executive, sales, marketing and professional services personnel, 6,000 square feet of which we have sublet to a third party. Our development, customer support and administrative offices are located in approximately 56,000 square feet of leased office space located in Portland, Maine under leases expiring in 2003. In addition, we lease approximately:
| | 20,500 square feet of office space in Chicago, Illinois under a lease expiring in 2011 (office was closed in the first quarter of 2003) |
| | 42,000 square feet of office space in London, England under a lease expiring in 2011 |
| | 7,600 square feet of office space in Redwood City, CA under a lease expiring in 2003 |
| | 15,000 square feet of office space in Oakland, California, under a lease expiring in 2004 |
| | 2,000 square feet of office space in Stratford, Connecticut under a lease expiring in 2007 |
| | 3,300 square feet of office space in Mumbai, India under a lease expiring in 2006. |
The Company is often involved in contractual disputes, litigation and potential claims arising in the ordinary course of business. The Company does not believe that the resolution of these matters will have a material adverse effect on the Companys financial position or results of operations. We are not a party to any material pending legal proceedings.
ITEM 4. SUBMISSION OF MATTERS TO A VOTE OF STOCKHOLDERS
None.
ITEM 4A. EXECUTIVE OFFICERS OF THE REGISTRANT
The executive officers of I-many and their ages as of December 31, 2002 are as follows:
| Name |
Age |
Positions(s) | ||
| A. Leigh Powell |
41 |
President and Chief Executive Officer, Director (Chairman) | ||
| Terrence M. Nicholson |
48 |
Chief Operating Officer | ||
| Timothy P. Curran |
36 |
Executive Vice President, Sales and Marketing | ||
| Kevin F. Collins |
38 |
Chief Financial Officer and Treasurer |
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A. LEIGH POWELL has served as our President, and Chief Executive Officer since July 1999 and Chairman since February 2000. From February 1998 to July 1999, Mr. Powell served as our Vice President of Marketing and as our Chief Operating Officer. From January 1997 to February 1998, he served as vice president of business alliances for Think Systems/I2 Technologies, a supply-chain software company. From January 1996 to January 1997, Mr. Powell worked as a vice president for American Software, a supply-chain software company. From March 1985 to December 1995, Mr. Powell worked as a business consultant for Andersen Consulting (now Accenture), a management consulting firm. Mr. Powell received his M.B.A. and B.S. from Virginia Polytechnic Institute and State University.
TERRENCE M. NICHOLSON has served as our Chief Operating Officer since August 1999. From February 1996 to August 1999, Mr. Nicholson served as executive director, worldwide sales and distribution systems, at Mallinckrodt, Inc, a manufacturer of medical devices. From February 1995 to February 1996, Mr. Nicholson served as program executive of NCR Corp., a manufacturer of datawarehouse and decision support systems. Mr. Nicholson received a M.S.C.E. from Rensselaer Polytechnic Institute and a B.S.E.E. from the University of Notre Dame.
TIMOTHY P. CURRAN has served as Executive Vice President of Sales since July 2001 and Executive Vice President of Sales and Marketing since October 2002. From July 1999 to July 2001, he served as Executive Vice President of Corporate Development. From June 1998 to July 1999, Mr. Curran served as Director, Sales and Marketing for our vertical markets line of business. From March 1997 to May 1998, Mr. Curran served as manager, internal consulting at EMC Corporation, a manufacturer of computer storage devices. Prior to March 1997, Mr. Curran was employed for eight years with Andersen Consulting (now Accenture), a management consulting firm, beginning as a staff consultant in Andersens systems development practice and ending as a senior manager focusing on business process re-engineering and management consulting. Mr. Curran received an M.B.A. from the University of Chicago and a B.S. in chemical engineering from Case Western Reserve University.
KEVIN F. COLLINS has served as Chief Financial Officer and Treasurer since September 2001, after serving as vice president, finance since May 2001. From December 1999 to May 2001, Mr. Collins served as chief financial officer, treasurer and secretary for CommercialWare, Inc., a provider of software solutions to retailers. From September 1998 to December 1999, Mr. Collins was Chief Financial Officer and principal of Little Harbor Capital, LLC, a boutique investment banking firm. From December 1994 to September 1998, he was controller and director of finance and business operations at Lightbridge, Inc., a publicly held wireless telecommunications software company. Mr. Collins is a C.P.A. and holds a B.S. in Business Administration from Salem State College.
ITEM 5. MARKET FOR REGISTRANTS COMMON EQUITY AND RELATED STOCKHOLDER MATTERS
Our common stock has traded on the Nasdaq National Market under the symbol IMNY since our initial public offering on July 13, 2000. The following table sets forth the high and low
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closing sales prices per share for our common stock as reported on the Nasdaq National Market for each full quarterly period within the two most recent fiscal years.
| Price Range of | ||||||
| Three Months Ended |
High |
Low | ||||
| December 31, 2002 |
$ |
2.87 |
$ |
1.08 | ||
| September 30, 2002 |
|
3.11 |
|
1.83 | ||
| June 30, 2002 |
|
5.60 |
|
2.46 | ||
| March 31, 2002 |
|
9.36 |
|
4.96 | ||
| December 31, 2001 |
|
10.60 |
|
2.26 | ||
| September 30, 2001 |
|
13.73 |
|
1.86 | ||
| June 30, 2001 |
|
19.35 |
|
7.63 | ||
| March 31, 2001 |
|
22.75 |
|
9.06 | ||
During the quarter ending March 31, 2003, we issued a warrant to purchase 1,000,000 shares of our unregistered common stock to the Procter and Gamble Company in connection with an amendment to an existing strategic relationship agreement. These shares were issued pursuant to an exemption from the Securities Act registration requirements set forth in Rule 506 under the Securities Act and, in the alternative, under Section 4(2) of the Securities Act of 1933.
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ITEM 6. SELECTED CONSOLIDATED CONDENSED FINANCIAL DATA
The selected condensed financial data presented below as of and for each of the years in the five-year period ended December 31, 2002 are derived from our financial statements. Historical results are not necessarily indicative of future results. The following selected financial data should be read in conjunction with Managements Discussion and Analysis of Financial Condition and Results of Operations and our financial statements and notes to those statements and other financial information included elsewhere in this report.
| YEAR ENDED DECEMBER 31, |
|||||||||||||||||||
| 1998 |
1999 |
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