Kape has reported FY 2018 results in line with its January trading update with strong EBITDA growth to $10.4 million. The numbers are reported on a continuing business basis following disposals which leave the Group’s App Distribution segment as its sole focus. Kape has now completed its transformation into a privacy-led cybersecurity software provider. The acquisitions of Intego and ZenMate were concluded during the year; both are now integrated into the Group and expected to contribute to revenue growth and profitability in the coming year. The number of subscription users rose by 219% to around 830,000 while the customer retention rate improved to 74%. The numbers of paying users and subscriptions show the growth the customer base and the associated retention rate provides an indication of how well Kape is maintaining its quality of service and products. With Adjusted EBITDA in FY 2018 in line within expectations, we leave our estimates for FY 2019E all but unchanged and introduce estimates for FY 2020E which reflect assumptions of further strong user acquisition and an increase in recurring revenue.
The App Distribution business produced revenues of $52.1 million (2017: $48.2 million) with an improvement in margin and forward visibility to revenues as the transition to a recurring revenue model continues.
Kape reports a healthy increase in its expectation of “lifetime value” of the current customer base (for revenue expected in future periods from existing users - a material enhancement) – up to $30 million compared to $8 million at the end of December 2017.
Intego was acquired in July 2018 and Kape has now completed the integration. ZenMate was acquired in October 2018 and an extensive restructuring has already brought it to profitability. Kape’s user acquisition methodologies are expected to accelerate Intego’s growth while ZenMate is expected to be EBITDA enhancing from Q1 2019.
Noting the increasing proportion of SaaS contracts in Kape’s revenue mix and its significant focus on customer acquisition, in this note we look at revenue recognition and lifetime value – two important areas for Kape.