BROADSOFT REPORTS FOURTH QUARTER AND FULL YEAR 2016 FINANCIAL RESULTS

GAITHERSBURG , MD, February 23, 2017 – BroadSoft, Inc. (NASDAQ:BSFT, news, filings), a global unified communication software as a service (UCaaS) leader, today announced financial results for the fourth quarter and twelve-month period ended December 31, 2016.

Financial Highlights for the Fourth Quarter of 2016

• Total revenue increased 14% year-over-year to $102.0 million
• GAAP gross profit equaled 76% of total revenue; non-GAAP gross profit equaled 80% of total revenue
• GAAP income from operations totaled $13.8 million or 14% of revenue; non-GAAP income from operations totaled $28.7 million or 28% of revenue
• GAAP diluted earnings per share equaled $0.18 per common share; non-GAAP diluted earnings per share equaled $0.91 per common share

Results for the three months ended December 31, 2016

Total revenue rose to $102.0 million in the fourth quarter of 2016, an increase of 14% compared to $89.6 million in the fourth quarter of 2015.

Net income for the fourth quarter of 2016 was $5.8 million, or $0.18 per diluted common share, compared to net income of $11.6 million, or $0.39 per diluted common share in the fourth quarter of 2015.

On a non-GAAP basis, net income in the fourth quarter of 2016 was $28.7 million, or $0.91 per diluted common share, compared to non-GAAP net income of $30.7 million, or $1.04 per diluted common share, in the fourth quarter of 2015. A reconciliation of non-GAAP and GAAP results is included in the financial tables below.

Results for the twelve months ended December 31, 2016

For the full year, total revenue was $341.0 million, an increase of 22% compared to $278.8 million in 2015.

Net income for the full year of 2016 was $0.8 million, or $0.03 per diluted common share, compared to net income of $0.2 million, or $0.01 per diluted common share, in 2015.

On a non-GAAP basis, net income for the full year of 2016 was $71.1 million or $2.30 per diluted common share, compared to non-GAAP net income of $58.6 million, or $1.96 per diluted common share, in 2015. A reconciliation of non-GAAP and GAAP results is included in the financial tables below.

Management Commentary

“We are very pleased with our performance in 2016 as we successfully executed against our strategic and financial objectives for the year.  We worked closely with several of our major service provider partners as they launched significant new service offerings based on our platform.  In addition, we made a big leap forward in product innovation with the introduction of our BroadSoft Business suite of applications,” said Michael Tessler, president and chief executive officer, BroadSoft.  “We also closed out the year on a strong note with our first ever greater than $100 million dollar revenue and billings quarter.  I look forward to driving our continued success in 2017.”

Guidance

For the first quarter of 2017, BroadSoft anticipates revenue of $78 to $82 million. BroadSoft also expects to achieve earnings on a non-GAAP basis of $0.10 to $0.20 per diluted common share.  For the full year 2017, BroadSoft expects revenue of $390 to $400 million. BroadSoft anticipates full year 2017 earnings on a non-GAAP basis of $2.20 to $2.50 per diluted common share.

Conference Call

BroadSoft will discuss its fourth quarter and full year 2016 results and its business outlook today via teleconference at 8:30 a.m. Eastern Time. To participate in the teleconference, callers can dial the toll free number 1-877-312-5517 (U.S. callers only) or 1-760-666-3772 (from outside the U.S.). The conference call can also be heard live via audio webcast at http://investors.broadsoft.com/events.cfm . To help ensure the conference begins on time, please dial in or connect via the web five minutes prior to the scheduled start time.

For those unable to participate in the live call, a recording will be available shortly after the conclusion of the call athttp://investors.broadsoft.com/events.cfm and will remain available until immediately prior to our next earnings call.

BroadSoft has provided in this release, and will provide on this morning’s teleconference, financial information that has not been prepared in accordance with generally accepted accounting principles, or GAAP. BroadSoft uses these non-GAAP financial measures internally in analyzing its financial results and believes they are useful to investors, as a supplement to GAAP measures, in evaluating BroadSoft’s ongoing operational performance. BroadSoft’s management regularly uses these non-GAAP financial measures to understand and manage its business and believes these non-GAAP financial measures provide meaningful supplemental information regarding BroadSoft’s performance by excluding certain non-cash expenses, and may include additional adjustments for items that are infrequent in nature. BroadSoft believes the use of these non-GAAP financial measures provides an additional tool for investors to use in evaluating ongoing operating results and trends and in comparing its financial results with other companies in BroadSoft’s industry, many of which present similar non-GAAP financial measures to investors. A reconciliation of the non-GAAP financial measures included in this release and to be discussed on this morning’s teleconference to the most directly comparable GAAP financial measures is set forth below.

Non-GAAP financial measures:

Non-GAAP cost of revenue, license software cost of revenue, subscription and maintenance cost of revenue and professional services and other cost of revenue. We define non-GAAP cost of revenue as a cost of revenue less stock-based compensation expense and amortization expense for acquired intangible assets. We consider non-GAAP cost of revenue to be a useful metric for management and our investors because it excludes the effect of certain non-cash expenses so management and investors can compare our cost of revenue over multiple periods.

Non-GAAP gross profit, license software gross profit, subscription and maintenance support gross profit and professional services and other gross profit. We define non-GAAP gross profit as gross profit plus stock-based compensation expense and amortization expense for acquired intangible assets. We consider non-GAAP gross profit to be a useful metric for management and our investors because it excludes the effect of certain non-cash expenses so management and investors can compare our sales margins over multiple periods.

Non-GAAP income from operations. We define non-GAAP income from operations as income from operations plus stock-based compensation expense and amortization expense for acquired intangible assets. We consider non-GAAP income from operations to be a useful metric for management and investors because it excludes the effect of certain non-cash expenses so management and investors can compare our core business operating results over multiple periods.

Non-GAAP operating expenses, sales and marketing expense, research and development expense and general and administrative expense. We define non-GAAP operating expenses as operating expense less stock-based compensation expense allocated to sales and marketing, research and development and general and administrative expenses. Similarly, we define non-GAAP sales and marketing, research and development and general and administrative expenses as the relevant GAAP measure less stock-based compensation expense allocated to the particular expense item.

Non-GAAP net income and net income per share. We define non-GAAP net income as net income plus stock-based compensation expense, amortization expense for acquired intangible assets, non-cash interest expense on our convertible senior notes, foreign currency transaction gains and losses, loss on repurchase of our convertible senior notes and non-cash tax expense included in the GAAP tax provision. We define non-GAAP income per share as non-GAAP net income divided by the weighted average shares outstanding.

Billings. BroadSoft defines billings as revenue plus the net change in our deferred revenue balance for a particular period. BroadSoft believes that billings is a key measure of our business activity.

With respect to our expectations under “Guidance” above, and regarding certain of the projections discussed on this morning’s teleconference, reconciliation of both non-GAAP earnings per share guidance, and of projections regarding non-GAAP cost of sales and non-GAAP operating expenses in the first quarter and full year of 2017, to the closest corresponding GAAP measures are not available without unreasonable efforts on a forward-looking basis due to the high variability, complexity and low visibility with respect to the charges excluded from these non-GAAP measures, in particular, the measures and effects of non-cash income taxes, which are extremely difficult to project as a result of our tax status in a number of foreign jurisdictions, and stock-based compensation expense specific to equity compensation awards that are directly impacted by unpredictable fluctuations in our stock price. We expect the variability of the above charges to have a significant, and potentially unpredictable, impact on our future GAAP financial results.

The presentation of non-GAAP net income, non-GAAP net income per share, non-GAAP gross margin, non-GAAP income from operations, billings and other non-GAAP financial measures in this release and on this morning’s teleconference is not meant to be a substitute for “net income,” “net income per share,” “gross margin,” “income from operations” or other financial measures presented in accordance with GAAP, but rather should be evaluated in conjunction with such data. BroadSoft’s definition of “non-GAAP net income,” “non-GAAP net income per share,” “non-GAAP gross margin,” “non-GAAP income from operations,” “billings” and other non-GAAP financial measures may differ from similarly titled non-GAAP measures used by other companies and may differ from period to period. In reporting non-GAAP measures in the future, management may make other adjustments for expenses and gains it does not consider reflective of core operating performance in a particular period and may modify “non-GAAP net income,” “non-GAAP net income per share,” “non-GAAP gross margin,” “non-GAAP income from operations,” “billings” and such other non-GAAP measures by excluding these expenses and gains.

Forward-Looking Statements

This press release may contain forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995. These forward-looking statements may be identified by their use of terms and phrases such as “anticipate,” “enable,” “expect,” “will,” “believe,” “continue” and other similar terms and phrases, and such forward-looking statements include, but are not limited to, the statements regarding BroadSoft’s future financial performance set forth under the heading “Guidance.” The outcome of the events described in these forward-looking statements is subject to known and unknown risks, uncertainties and other factors that could cause actual results to differ materially from the results anticipated by these forward-looking statements, including, but not limited to: BroadSoft’s dependence on the success of BroadWorks ® and on its service provider customers to sell services using its applications; BroadSoft’s dependence in large part on service providers’ continued deployment of, and investment in, their IP-based networks; claims that BroadSoft infringes the intellectual property rights of others; BroadSoft’s ability to integrate and achieve the expected benefits from its recent acquisitions; and BroadSoft’s ability to expand its product offerings, as well as those factors contained in the “Risk Factors” sections of BroadSoft’s Form 10-K for the year ended December 31, 2016 to be filed with the SEC on February 23, 2017, and in BroadSoft’s other filings with the SEC. All information in this release is as of February 23, 2017. Except as required by law, BroadSoft undertakes no obligation to update publicly any forward-looking statement made herein for any reason to conform the statement to actual results or changes in BroadSoft’s expectations.