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iPass Inc. (



Q2 2011 Earnings Call

August 4, 2011 5:00 PM ET


Steven Gatoff – CFO

Evan Kaplan – President and CEO


Frederick Ziegel – Blue Water Capital Markets

Kevin Hanrahan – KMH Capital Advisors

Daniel Wiseman – Wiseco

Marc Silk – Silk Investment Advisers


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Good day, and welcome to the iPass Second Quarter 2011 Earnings Conference Call. As a reminder today’s conference is being recorded. At this time, I would like to turn the conference over to the company. Please go ahead.

Steven Gatoff

Thank you, operator. Good afternoon and thank you for joining us to discuss our financial and operating results for the second quarter 2011. This is Steven Gatoff, Chief Financial Officer of iPass, and I’m here today with Evan Kaplan, President and CEO.

Before I turn the call over to Evan, I’d like to bring the following to your attention. The date of this call is August 4, 2011. Our discussion today contains forward-looking statements about events and circumstances that have not yet occurred, statements regarding our projected financial results for the third quarter of 2011 and the full year 2011. Statements containing words, such as will, expect, anticipate, believe, plan, intend and should, and other statements in the future tense are forward-looking statements.

Actual outcomes and results may differ materially from the expectations contained in these statements due to a number of risks and uncertainties including those set forth in today’s press release, our quarterly reports on Form 10-Q and Annual Report on Form 10-K that are filed with the Securities and Exchange Commission. These reports are available on our website and at

Please note that iPass undertakes no responsibility to update information in this conference call. On this call, we will provide and talk about our results using non-GAAP financial measures. The press release on our website includes text and tables that explain how we define and calculate the various non-GAAP metrics and the reconciliation of non-GAAP results to GAAP results.

The press release and Form 8-K announcing our financial results are available on our website at This earnings call is being recorded for replay. It is being webcast and will also be available on our website for one quarter until the next earnings call. Please note that this webcast is a property of iPass and any copying or rebroadcast without the expressed prior written consent of iPass is prohibited.

With that, I’d like to turn the call over to Evan.

Evan Kaplan

Thanks, Steven. Good afternoon everyone and thanks for joining us. Over the past several quarters you heard me talk about the long term vision for iPass, the natural and formidable role iPass is playing in the stockholder value they were just looking to continue to create.

As I look at some compelling intangible data points, my excitement about the opportunity continues to grow from a solid Open Mobile product that’s now reaching broad enterprise appeal and is positioned to scale nicely to our early success in leveraging our unique technology and know-how into an entirely new Open Mobile Exchange business. I believe the long term iPass vision look strong and financially rewarding.

And so with a good mix of both conviction and evidence of traction around the long term goal I’d like to focus today a bit more on the near term business and what I’m looking for over the next several quarters or so. In that light, I look forward to going through the following three topics with you today.

First, I’d like to give you an update on the progress we’re making in our enterprise business specifically with our Open Mobile Platform. Secondly, I want to give you some color on the progress we’re making with the new Open Mobile Exchange or OMX business as we call it. And third, as I said earlier I want to give you a view on what we’re looking at to achieve over the next two or three quarters as we continue to execute our plan and create value.

Let’s start with our Open Mobile enterprise business or OME as we refer to it. As a brief reminder, Open Mobile is our technology platform that includes our Cloud based mobility management portal, our various client agents for MAC, Windows, iPhone, iPad and Android devices and our worldwide transaction and settlement infrastructure that securely authenticates bills and clears Wi-Fi transactions for Enterprise customers and carrier partners.

In Q2 we continue to see traction with enterprise customers committing to the Open Mobile Platform. Specifically, we are pleased to see a bunch of household names and leading Fortune 1000 companies sign Open Mobile agreement.

We now have more than 140 customers signed on Open Mobile, including the recent additions of Coca Cola, Stanley Black & Decker, OfficeMax, Emirates, Brown and Forman, Fidelity, Ferrari, Macquarie Bank among others. And while deployments continue to be slower than we’d like tied to hardware, OS and refreshes, we’re seeing very healthy gains in paying OM seats under contract as we continue to grow our platform revenue.

In that light, we look at the second half of the year with increasing optimism driven by our visibility on a few important drivers beyond just the growth in paying OM seats. First, we have visibility to five or six very large technology refreshes and customer deployments going on this quarter and extending through early next year.

Secondly, we’re starting to see our carrier partners in market with the product as both Telstra and Deutsche Telekom are now showing early initial Open Mobile monetized user accounts.

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