10-Q 1 d10q.txt FORM 10-Q FOR PERIOD ENDED 3/31/2001 -------------------------------------------------------------------------------- UNITED STATES SECURITIES AND EXCHANGE COMMISSION WASHINGTON, D.C. 20549 _______________ FORM 10-Q [X] QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the quarterly period ended March 31, 2001 OR [_] TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the transition period from ________ to __________ Commission file number: 000-29799 CROSSWORLDS SOFTWARE, INC. (Exact name of registrant as specified in its charter) Delaware 94-3240149 (State or other jurisdiction of (I.R.S. Employer incorporation or organization) Identification Number) 577 Airport Boulevard Burlingame, CA 94010 (Address, including zip code, of registrant's principal executive offices) (650) 685-9000 (Registrant's telephone number, including area code) 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 [_] The number of shares outstanding of the Registrant's Common Stock, par value $0.001, as of April 30, 2001 was 26,772,298. -------------------------------------------------------------------------------- CROSSWORLDS SOFTWARE, INC. AND SUBSIDIARIES TABLE OF CONTENTS

2 PART I. FINANCIAL INFORMATION Item 1. Financial Statements. CROSSWORLDS SOFTWARE, INC. AND SUBSIDIARIES CONSOLIDATED CONDENSED BALANCE SHEETS (In thousands) (Unaudited)

The accompanying notes are an integral part of these consolidated condensed financial statements. 3 CROSSWORLDS SOFTWARE, INC. AND SUBSIDIARIES CONSOLIDATED CONDENSED STATEMENTS OF OPERATIONS (In thousands except per share amounts) (Unaudited)

(1) Excludes stock-based compensation of $60 and $86 for the three months ended March 31, 2001 and 2000, respectively. (2) Excludes stock-based compensation of $50 and $179 for the three months ended March 31, 2001 and 2000, respectively. (3) Excludes stock-based compensation of $163 and $380 for the three months ended March 31, 2001 and 2000, respectively. (4) Excludes stock-based compensation of $25 and $63 for the three months ended March 31, 2001 and 2000, respectively. The accompanying notes are an integral part of these consolidated condensed financial statements. 4 CROSSWORLDS SOFTWARE, INC. AND SUBSIDIARIES CONSOLIDATED CONDENSED STATEMENTS OF CASH FLOWS (In thousands) (Unaudited)

The accompanying notes are an integral part of these consolidated condensed financial statements. 5 CROSSWORLDS SOFTWARE, INC. AND SUBSIDIARIES NOTES TO CONSOLIDATED CONDENSED FINANCIAL STATEMENTS (Unaudited) (1) Basis of Presentation The accompanying unaudited consolidated condensed statements of operations, statements of cash flows for the three months ended March 31, 2001 and 2000, and balance sheets at March 31, 2001 and December 31, 2000 have been prepared by CrossWorlds Software, Inc. (the "Company") on the same basis as the audited consolidated financial statements and reflect all normal recurring adjustments which are, in the opinion of management, necessary to present fairly the financial position and the results of operations for the interim periods presented. These unaudited consolidated condensed financial statements should be read in conjunction with the consolidated financial statements and notes included in the Company's 2000 Annual Report on Form 10-K. The results of operations for the three-month period ended March 31, 2001 are not necessarily indicative of results for the entire fiscal year. (2) Revenue Recognition The Company recognizes revenue in accordance with the American Institute of Certified Public Accountants' ("AICPA") Statement of Position 97-2 ("SOP 97-2"), "Software Revenue Recognition." When contracts contain multiple elements, wherein vendor specific objective evidence exists for all undelivered elements, the Company accounts for the delivered elements using the "residual method" prescribed by AICPA Statement of Position 98-9, "Software Revenue Recognition, with Respect to Certain Arrangements." The Company's software arrangements typically involve significant production, customization, or modification of the software, or services that are essential to the functionality of the software and, as a result, software license revenue for the entire arrangement is generally recognized using the percentage-of-completion method. Progress toward completion is measured by achieving certain standard and objectively verifiable milestones present in each project. In certain instances, the Company may recognize software license revenue upon delivery when persuasive evidence of an arrangement exists, the fee is fixed and determinable, acceptance is certain, collection is probable, and the Company is not involved in significant production, customization, or modification of the software or services that are essential to the functionality of the software. In the event costs to complete a contract are expected to exceed anticipated revenue, a loss is accrued. In certain circumstances where the Company is unable to estimate the amount of effort required to customize or implement the software license, revenue is recognized using the completed contract method. To date, no amounts have been recognized under the completed contract method. Consulting and service revenue is recognized as the services are performed. Maintenance revenue from customer support and product upgrades, including maintenance bundled with original software licenses, is deferred and recognized ratably over the term of the maintenance agreement, typically twelve months. When the Company enters into software arrangements with resellers, the Company does not recognize revenue until the reseller demonstrates it has entered into an arrangement with an end user that satisfies the Company's revenue recognition criteria. When the Company's services are essential to the end user implementation of the software sold by the reseller, the software license revenue for the arrangement is recognized using the percentage-of-completion method. (3) Comprehensive Income (Loss) The Company had no material components of other comprehensive income (loss) for any of the periods presented. (4) Net Loss Per Share Basic net loss per share is computed using the weighted-average number of outstanding shares of common stock, excluding common stock subject to repurchase. Diluted net loss per share is computed using the weighted-average number of outstanding shares of common stock and, when dilutive, potential common shares from options and warrants to purchase common stock and common stock subject to repurchase using the treasury stock method, and from convertible securities using the as-if converted basis. All potential common shares have been excluded 6 from the computation of diluted net loss per share for all periods presented because the effect would have been antidilutive. Diluted net loss per share does not include the effect of the following antidilutive common equivalent shares: Three months ended March 31, --------- 2001 2000 ---- ---- Stock options and warrants....................... 163,441 3,584,117 Common stock subject to repurchase............... 55,737 84,036 The following table sets forth the computation of basic and diluted net loss per share for the periods indicated: Three months ended March 31, --------- 2001 2000 ---- ---- (In thousands except per share amounts) Net loss......................................... $(3,165) $(10,858) Weighted average shares of common stock outstanding..................................... 26,502 3,265 Less: weighted average common shares subject to repurchase........................... (56) (84) ------- -------- Weighted average shares used in computing basic and diluted net loss per common share..... 26,446 3,181 Basic and diluted net loss per share............. $(0.12) $(3.41) (5) Initial Public Offering In June 2000, the Company completed its initial public offering ("IPO") of 4.6 million shares of its common stock, including the exercise of 0.6 million shares of underwriters' over-allotment option, at $10.00 per share. Upon the closing date of the IPO, all of the convertible preferred stock outstanding prior to the IPO was converted into approximately 16.5 million shares of common stock. The Company realized aggregate net proceeds from the IPO of approximately $40.9 million, after deducting IPO underwriting discounts and commissions of $3.2 million and offering expenses of approximately $1.9 million. From the effective date of the registration statement through March 31, 2001, $11.9 million of the net proceeds from the offering have been used to fund working capital, general corporate purposes, sales and marketing efforts, additional research and development, and capital expenditures made in the ordinary course of business. In addition, the Company applied $23.0 million of the net offering proceeds towards short-term investments and $6.0 million towards the purchase and installation of equipment, software and leasehold improvements. 7 (6) Supplemental Cash Flow Information

(7) Recent Accounting Pronouncements In June 1998, the Financial Accounting Standards Board ("FASB") issued Statement of Financial Accounting Standard No. 133, "Accounting for Derivative Instruments and Hedging Activities" ("SFAS 133"). SFAS 133 establishes accounting and reporting standards for derivative instruments, including certain derivative instruments embedded in other contracts (collectively referred to as derivatives), and for hedging activities. It requires that an entity recognize all derivatives as either assets or liabilities in the statement of financial position and measure those instruments at fair value. For a derivative not designated as a hedging instrument, changes in the fair value of the derivative are recognized in earnings in the period of change. The Company adopted the standard during the first quarter of fiscal year 2001. The adoption of SFAS 133 did not have a material effect on the Company's consolidated financial position or results of operations since the Company does not have derivative financial instruments. (8) Segment Reporting The Company is organized in a single operating segment for purposes of making operating decisions and assessing performance. The chief operating decision maker evaluates performance, makes operating decisions and allocates resources based on financial data consistent with the presentation in the accompanying consolidated financial statements. The following table presents geographical information about the Company's sales: For the quarters ended March 31 In thousands 2001 2000 ------------ ---- ---- North America................................ $14,833 $5,284 Europe....................................... 6,717 2,414 Other........................................ 106 -- ------- ------ Total....................................... $21,656 $7,698 ======= ====== The following table presents geographical information about the Company's long-lived assets: March 31, December 31, In thousands 2001 2000 ------------ ---- ---- North America................................ $14,433 $12,879 Europe....................................... 957 1,049 ------- ------- Total....................................... $15,390 $13,928 ======= ======= 8 Item 2. Management's Discussion and Analysis of Financial Condition and Results of Operations. CROSSWORLDS SOFTWARE, INC. AND SUBSIDIARIES The following discussion should be read in conjunction with the unaudited consolidated condensed financial statements and the related notes that appear elsewhere in this document. This quarterly report on Form 10-Q contains forward-looking statements within the meaning of Section 27A of the Securities Act of 1933 and Section 12E of the Securities Exchange Act of 1934. These forward-looking statements are subject to business and economic risks and uncertainties, as well as assumptions that, if they never materialize or prove incorrect, could cause the results of CrossWorlds Software, Inc. and its consolidated subsidiaries ("CrossWorlds" or the "Company") to differ materially from those expressed or implied by such forward-looking statements. Statements and information contained herein concerning markets for CrossWorlds' products and trends in financial results, and all other statements that include the word "may," "will," "should," "believe," "anticipate," "intend," "estimate," "expect," "project," "plan," "predict," "potential," "continue," "strategy" and other similar expressions constitute forward-looking statements. CrossWorlds' actual results could differ materially from those anticipated in the forward-looking statements for many reasons, including the factors and the risks to our business set forth herein and our other Securities Exchange Commission Filings. We undertake no obligation to revise or update publicly any forward-looking statements for any reason. Overview Business CrossWorlds provides a business integration platform both for integrating internal operations and extending these operations over the Internet. CrossWorlds' products help businesses work more efficiently with customers and suppliers through end-to-end business processes. The CrossWorlds platform enhances competitiveness and reduces information technology costs by decreasing long-term maintenance costs and enabling faster business application integration than traditional approaches. Revenues Revenues to date have been derived from the sale of our business infrastructure software, maintenance and support fees, and consulting and training services. Customers who license our software generally purchase maintenance contracts, typically covering a twelve-month period. Customers may also purchase consulting services, which are customarily billed by us at a fixed daily or hourly rate plus out-of-pocket expenses. We also offer training services that are billed on a per student or per class session basis. Revenue recognition policy Our software arrangements typically involve significant customization or implementation services. As a result, software license revenue is generally recognized using the percentage-of-completion method over the project implementation cycle, which typically range from three to nine months. In circumstances where we are unable to estimate the amount of effort required to customize or implement the software, software license revenue is recognized using the completed contract method. To date, we have not encountered any circumstances where we have recognized revenue under the completed contract method. We have and may recognize revenues for projects implemented by our systems integrator partners upon shipment when our services are not essential to the functionality of the software. Consulting and service revenue is recognized as the services are performed. Maintenance revenue from customer support and product upgrades, including maintenance bundled with original software licenses, is deferred and recognized ratably over the term of the maintenance agreement. When we enter into software arrangements with resellers, we do not recognize revenue until the reseller demonstrates it has an arrangement with the end user that satisfies our revenue recognition criteria. 9 Our revenue recognition policy complies with the American Institute of Certified Public Accountants' Statement of Position 97-2, "Software Revenue Recognition." Revenue mix As a result of our revenue recognition policy, which generally requires us to defer and recognize license revenue over the software customization or implementation period, the mix of license, service and other revenue for the current quarter does not necessarily reflect the mix in sales activities for the current quarter. For example, revenues recognized during the quarter ended March 31, 2001 generally resulted from sales made during the third and fourth quarters of fiscal 2000. Results of Operations The following table sets forth the results of operations for the three months ended March 31, 2001 and 2000 expressed as a percentage of total revenue.

Software license revenue. Total license revenue for the first quarter ended March 31, 2001 was $9.1 million, an increase of 185% over the same period in fiscal 2000. The increase in license revenue was a result of progress towards project completion on increased sales to new and existing customers. In addition, increased acceptance of our expanded product offering in the marketplace resulted in a larger number of sales transactions and a larger average transaction size. Service, maintenance and other revenue. Service, maintenance and other revenue for the first quarter ended March 31, 2001 was $12.6 million, an increase of 179% over the same period in fiscal 2000. The increase was due to the increase in consulting, maintenance, and training fees associated with the increased number of licenses sold, the increased average transaction size, and a larger installed license base. 10 Cost of software license revenue and royalties. Cost of software license revenue and royalties consists of royalty payments to third parties for technology incorporated into our products. Cost of software license revenue and royalties for the three months ended March 31, 2001 was $0.2 million and 1.0% of total revenue compared to $0.1 million and 1.6% of total revenue for the same period in fiscal 2000. The percentage of revenue decreased year over year as a result of the increase in total revenue. The increase in absolute dollars was due to increased sales volume of our expanded product offering. Cost of service, maintenance and other revenue. Cost of service, maintenance and other revenues consists primarily of personnel, third-party consulting, and travel costs associated with implementation, support and training activities. Cost of service, maintenance and other revenue was $7.3 million and 33.6% of total revenue for the first quarter of fiscal 2001 compared to $4.5 million and 58.8% of total revenue for the same period in fiscal 2000. The percentage decrease year over year was due to higher revenues resulting from higher utilization of services personnel and rate increases for services and maintenance. We expect our cost of service, maintenance and other revenue to continue to increase in absolute dollars in future periods as a result of continuing efforts to add service personnel to meet increased customer demand. Research and development expenses. Research and development expenses consist primarily of personnel and related costs incurred in the advancement and quality assurance activities related to our products. Research and development expenses were $4.8 million for the three months ended March 31, 2001, an increase of 26% over the same period in fiscal 2000. The increase was due to an increase in personnel and third-party contractor costs associated with new product initiatives. Research and development expenses as a percentage of total revenue for the first quarter in fiscal 2001 were 22.0% compared to 49.0% for the same period in fiscal 2000. The decrease as a percentage of total revenue was due to growth in our total revenue. Sales and marketing expenses. Sales and marketing expenses consist primarily of personnel and related costs of our direct sales force and marketing staff and the cost of marketing programs, including trade shows and conferences and promotional materials. Sales and marketing expenses for the first quarter of fiscal 2001 were $8.5 million, an increase of 33% over the same period in fiscal 2000. The increase was primarily the result of an increase in the number of sales and marketing employees. Sales and marketing expenses as a percentage of total revenue were 39.1% in the three months ended March 31, 2001 compared to 83.0% in the same period in fiscal 2000. The decline in sales and marketing expenses as a percentage of total revenue was the result of growth in total revenue. General and administrative expenses. General and administrative expenses consist primarily of personnel and related costs for general corporate functions including executive, legal, finance, accounting, human resources, facilities, and information systems as well as bad debt expense. General and administrative expenses for the first quarter of fiscal 2001 were $3.8 million, an increase of 42% over the same period in fiscal 2000. The increase was primarily a result of increased personnel costs necessary to manage and support our growth. General and administrative expenses as a percentage of total revenue were 17.4% in the three months ended March 31, 2001 versus 34.5% for the same period in fiscal 2000. The decline in general and administrative expenses as a percentage of total revenue was the result of growth in total revenue. Amortization of deferred stock-based compensation. Deferred stock-based compensation represents the difference between the exercise price and the deemed fair value of our common stock on the date certain stock options were granted. The difference is amortized on a straight-line basis over the vesting periods of the applicable options. Deferred stock-based compensation for the first quarter of fiscal 2001 was $0.3 million, a decrease of 58% over the same period in fiscal 2000. The decrease of this expense reflects the timing of employee terminations and no additional stock options being granted below fair value during the first quarter of 2001. Other income (expense), net. Other income and expense includes interest, foreign currency, and other miscellaneous income and expense items. Net other expense for the first quarter ended March 31, 2001 was $27,000 compared to net other expense of $0.4 million during the same period in fiscal 2000. The decrease in other expense was primarily due to interest income from cash proceeds related to the initial public offering. Interest income was $0.4 million during the first quarter in fiscal 2001 compared to $31,000 for the same period in fiscal 2000. 11 Provision for income taxes. We incurred net operating losses in the three months ended March 31, 2001 and 2000 and when the likelihood of realizing the benefit of the net operating loss carryforward was considered, we incurred no income taxes in these periods. Liquidity and Capital Resources In June 2000, we completed an initial public offering ("IPO") of 4.6 million shares of our common stock, including the exercise of 0.6 million shares of underwriters' over-allotment option, at a price of $10.00 per share. The Company also completed a sale of 0.9 million shares of its common stock in private placements concurrent with the IPO at $9.30 per share. The aggregate net proceeds realized from the IPO and private placements were approximately $49.7 million. Prior to the IPO, we had financed our operations through private sales of preferred equity securities, totaling $85.7 million and commercial bank loans and equipment leases. As of March 31, 2001, we had $34.7 million in cash and short-term investments and $12.5 million in working capital. Net cash used in operating activities was $2.8 million for the three months ended March 31, 2001 and $4.4 million for the same period in fiscal 2000. Compared with the same period a year ago, the decrease in net cash used in operations primarily reflects a decrease in net loss and an increase in deferred revenue, offset by an increase in accounts receivable. Net cash used in investing activities was $8.6 million for the three months ended March 31, 2001 and $0.2 million for the corresponding period in fiscal 2000. Investing activities reflect the net purchase of short-term high-grade investments using cash proceeds from our IPO in fiscal 2001 and the net purchase of capital equipment in each period. In April 1999, we began leasing equipment through a $1.5 million master lease agreement with a lender. As of March 31, 2001, we have used $0.7 million of this lease line. Net cash used in financing activities of $0.3 million for the three months ended March 31, 2001 was primarily from the repayments of subordinated debt and equipment loans offset by proceeds from the exercise of employee stock options. Net cash provided by financing activities of $0.9 million for the three months ended March 31, 2000 was primarily due to the issuance of preferred stock, offset by repayment of equipment loans. All preferred stock was subsequently converted to common stock upon the IPO. As of March 31, 2001, outstanding borrowings including capital leases were $3.0 million, which are payable through 2003. We have a revolving line of credit that provides for borrowing of up to $10.0 million based on 65% of eligible accounts receivable. Borrowings under this line of credit accrue interest that is payable monthly at 0.5% above prime rate. As of March 31, 2001, we had no borrowings against this line of credit. Borrowings are secured by all of our assets, and we have agreements that require us to comply with financial covenants. As of March 31, 2001, we were in compliance with these financial covenants. We believe that our current cash and investment balances will be sufficient to satisfy our anticipated cash needs for working capital and capital expenditures for at least the next twelve months. After that we may require additional funds to support our working capital requirements, or for other purposes. We may also seek to raise additional funds through public or private equity financings or from other sources. However, there can be no assurance that we will be able to obtain adequate financing on favorable terms, if at all, at that time. Also, financing may dilute shareholder interests. A portion of our cash may be used to acquire or invest in complementary businesses, products, or technologies. We have no current plans, agreements or commitments of this nature, and we are not currently engaged in any negotiations involving a transaction of this nature. Factors That Could Affect Future Results BECAUSE OF OUR LIMITED OPERATING HISTORY, IT IS DIFFICULT FOR US TO PREDICT AND PLAN FOR CHALLENGES. AS A RESULT, OUR FUTURE PERFORMANCE MAY BE HARMED. 12 We were incorporated in March 1996 and shipped our first products in November 1997. Because our operating history is limited, our future operating results and our future stock price are difficult to predict. We may not foresee trends that may emerge and harm our business, and we cannot forecast operating expenses based on our historical results. It is also difficult to plan to meet the challenges we face in the future, specifically: . expanding our customer base; . competing effectively with: . other software vendors that offer business infrastructure products, . systems integrators that develop customized solutions, and . internal information technology departments of potential customers; and . managing expanding operations. WE HAVE A HISTORY OF LOSSES, AND WE EXPECT FUTURE LOSSES. We have experienced operating losses in each quarterly and annual period since March 1996, and we expect to incur losses in the future. Despite our history of losses, we may increase our research and development and sales and marketing expenses. If expenditures related to the expansion of our operations are not accompanied or shortly followed by significantly increased revenue, our losses could be even greater than expected until we are able to delay or reduce these expenditures. BECAUSE OUR QUARTERLY REVENUE IS BASED ON OUR CUSTOMERS' IMPLEMENTATION SCHEDULES, WE MAY DISAPPOINT INVESTORS' EXPECTATIONS OR MAY NOT FULFILL THE EXPECTATIONS OF THE FINANCIAL MARKETS, WHICH COULD CAUSE OUR STOCK PRICE TO DECLINE. We generally recognize license revenue from orders on a percentage-of- completion basis as the customer reaches milestones in its project implementation using our products. We also recognize services revenue as we perform implementation services. As a consequence, the timing of our revenue depends on the continued progress of our customers' implementation cycles. Each customer has unique integration requirements and, because our products solve a complex problem, we must integrate a variety of enterprise applications in each implementation. Our product implementation schedules take up to nine months or more and span multiple quarterly periods. If we fail to achieve continued progress on anticipated implementation schedules, or our customers delay, suspend or terminate their implementation efforts, we may not recognize the expected revenue on these orders until subsequent quarters. BECAUSE OUR QUARTERLY SALES ORDERS FLUCTUATE DUE TO THE NATURE OF OUR SALES CYCLE AND SEASONALITY, WE MAY DISAPPOINT INVESTORS' EXPECTATIONS OR MAY NOT FULFILL THE EXPECTATIONS OF THE FINANCIAL MARKETS, WHICH COULD CAUSE OUR STOCK PRICE TO DECLINE. Our sales cycle varies typically from one to nine months because: . our business integration solutions are expensive, with high average selling prices, . our products solve complex problems and to generate sales we must spend significant time educating our potential customers about the uses and benefits of our products and our opportunity to solve their complex integration challenges, and 13 . some of our prospective customers evaluate our products on a trial basis before entering a sales contract. This lengthy sales cycle makes it difficult to predict the quarter in which expected orders will occur. Delays in the execution of orders could cause some or all of the new business from those orders to be shifted from the expected quarter to a subsequent quarter or quarters. Additionally, we have experienced, and expect to continue to experience, seasonality in software orders. For example, we generally have experienced higher demand for our products in the fourth quarter than the third quarter. We believe this seasonality is a result, in part, of year-end pressures influencing our customer's buying patterns, our direct sales force's efforts to meet or exceed year-end sales quotas, and the summer vacation schedules of our customers and sales force. Both our sales cycle and seasonality cause unpredictable fluctuations in our deferred revenue, which could adversely affect our quarterly operating results. BECAUSE A SUBSTANTIAL MAJORITY OF OUR REVENUE HAS BEEN DERIVED FROM A SMALL NUMBER OF SELECTED INDUSTRIES, A DECLINE IN DEMAND FOR OUR SOFTWARE IN THESE INDUSTRIES COULD HURT OUR OPERATIONS. We derive a large majority of our revenue from sales of our software and related services to customers in the complex industrial manufacturing, process manufacturing, telecommunications and financial services industries. Any significant decline in the demand for, and market acceptance of, our software in these industries, or any failure to increase our sales to industries other than complex industrial manufacturing, process manufacturing, telecommunications and financial services, could hurt the results of our operations. We expect that sales of our software and related services to customers in the complex industrial manufacturing, process manufacturing, telecommunications and financial services industries will continue to account for a majority of our revenue. OUR REVENUE WILL LIKELY DECLINE OR FAIL TO GROW IF WE DO NOT DEVELOP AND MAINTAIN SUCCESSFUL RELATIONSHIPS WITH SYSTEMS INTEGRATORS. We engage in joint sales, marketing and/or implementation efforts with a number of large systems integrators including Deloitte Consulting, PricewaterhouseCoopers, EDS, and Accenture (formerly known as Andersen Consulting). In many cases, these parties have extensive relationships with our existing and potential customers and influence the decisions of these customers. In our efforts with these firms, we rely on these firms to: . recommend our products during the evaluation stage of the purchasing process, . provide industry expertise for developing products aimed at specific industries, . refer prospective customers to us, . provide access to customers' executive-level decision makers, and . provide implementation services for our products. If systems integrators are not appropriately trained on our products, our reputation with existing and prospective customers could be harmed. Our failure to establish or maintain these relationships could significantly harm our ability to license and successfully implement our business integration software products. Our competitors may have stronger relationships than us with some systems integrators and, as a result, those systems integrators may be more likely to work with competitors and recommend competitors' products. OUR PRODUCTS MAY NOT ACHIEVE MARKET ACCEPTANCE, WHICH COULD CAUSE OUR REVENUES TO DECLINE OR FAIL TO GROW. 14 The market for business integration software is relatively new and rapidly evolving, and there is a variety of integration products and methods available to prospective customers. We do not know if customers in our target markets will prefer our products to other products and methods available. If we are unable to establish a sufficient base of customer references in our target markets, prospective customers may be less likely to buy our products and our ability to license our products to additional customers may be significantly reduced. IF WE ARE UNABLE TO COMPETE IN THE MARKET FOR BUSINESS INTEGRATION SOLUTIONS, WE MAY LOSE SALES AND MAY BE FORCED TO LOWER OUR PRICES, WHICH WOULD CAUSE A DECLINE IN OUR REVENUE. The market for our products is intensely competitive. It is expected to become increasingly competitive as current competitors enhance and expand their product offerings and new competitors enter the market. Competition could result in: . price reductions, . reduced gross margins, and . loss of market share. Any one of these results could significantly reduce our future revenues. Our current competitors include a number of companies offering alternative business infrastructure solutions. To date, we have faced competition from: . internal information technology departments of potential customers, . systems integrators and other information technology service providers, and . software vendors targeting one or more segments of our market, including Vitria Technology, Inc., webMethods, Inc., SeeBeyond Technology Corporation, TIBCO Software, Inc., and IBM Corporation. Alliances among competitors and new competitors, including Oracle Corporation, BEA Systems, Hewlett-Packard Company, Sun Microsystems, Inc. or Microsoft Corporation, are emerging and may rapidly acquire significant market share. WE DEPEND ON TECHNOLOGY LICENSED TO US BY THIRD PARTIES. IF WE LOSE OUR RIGHT TO USE LICENSED TECHNOLOGY, OUR REVENUE COULD BE HARMED AND OUR COSTS COULD INCREASE. Our software products incorporate technology licensed to us by third parties, including BEA Systems, Inc., IBM Corporation, Borland Software Corporation and others, which provides important messaging, connectivity and other functionality. We depend on these third parties to deliver and support reliable products, and to enhance their products in response to industry trends and other technological changes. If we are unable to license such technology on commercially reasonable terms, it could harm our business by disrupting our operations, increasing our costs, delaying our sales and hindering our ability to support our existing customers. THE LOSS OF, OR INABILITY TO ATTRACT, SENIOR MANAGEMENT AND OTHER KEY PERSONNEL COULD HARM OUR BUSINESS AND DECREASE THE VALUE OF YOUR INVESTMENT. Our future success depends on the skills, experience and performance of our senior management team and other key personnel, and their ability to operate effectively, both individually and as a group. The intense competition for qualified personnel in our industry and geographic region could harm our ability to replace any of the members of our senior management team if we were to lose their services in the future. If we do not succeed in attracting new 15 management and key personnel, or retaining and motivating existing management and key personnel, our business will be harmed. In particular, the services and expertise of our senior management team could be difficult to replace. OUR SUCCESS DEPENDS UPON OUR SALES, CONSULTING, BUSINESS DEVELOPMENT, MARKETING, CUSTOMER SUPPORT AND TECHNICAL PERSONNEL. IF WE FAIL TO ATTRACT AND RETAIN THESE PERSONNEL, OUR BUSINESS MAY BE UNABLE TO GROW AND REVENUES COULD DECLINE. If we fail to retain or expand our direct sales force, or our consulting, business development, marketing, customer support and technical staffs, we may not be able to increase revenue or achieve increased market acceptance of our products. To date, we have sold our products primarily through our direct sales force, have supported our customers through our consulting and customer support staff and alliance partners, and have developed and maintained our new products and product enhancements through our technical personnel. We believe that attracting and retaining these personnel may be challenging for us because: . the market for business integration software is still emerging, . we have not yet achieved broad market acceptance of our products, . the sales cycle for our product can be lengthy and, therefore, challenging for sales personnel, and . there is demand for such qualified personnel in the greater San Francisco metropolitan area. OUR RECENT GROWTH AND CHANGES IN OUR PERSONNEL LEVELS MAY STRAIN OUR EXISTING RESOURCES. ANY FAILURE TO MANAGE THIS GROWTH EFFECTIVELY MAY CAUSE OUR REVENUES TO DECLINE OR FAIL TO GROW. Our recent growth, changes in personnel levels and our future sales growth plans may strain our personnel, management systems and resources, which could harm our business. To effectively manage and support our operations, we will be required to: . integrate, train, motivate and manage our work force, . continue to improve our operational, financial and management controls, reporting systems and procedures, and . maintain close coordination among our executive, engineering, accounting, finance, marketing, sales and operations organizations. If we fail to manage and support our operations, our business would be harmed and our operating losses could increase. OUR INTERNATIONAL OPERATIONS ARE EXPENSIVE AND CHALLENGING. IF OUR INTERNATIONAL OPERATIONS DO NOT PERFORM AS PROJECTED, OUR OPERATING LOSSES MAY INCREASE. Revenues from international sales represented 33% of total revenue for the first quarter of fiscal 2000 and 32% for the first quarter of fiscal 2001, and we expect to continue growing our international operations. We have committed resources to the opening of international offices and the expansion of international sales and support channels in advance of revenue. We expect to incur expenses for localizing our software for foreign markets. If our international expansion strategy does not generate sufficient revenue to offset these expenditures, our operating losses may increase. 16 IF WE FAIL TO ADAPT TO THE RAPID TECHNOLOGICAL CHANGE WHICH CHARACTERIZES OUR MARKET, WE COULD LOSE MARKET SHARE OR OUR PRODUCTS COULD BECOME OBSOLETE. The market for business integration software is characterized by: . rapid technological change, . frequent new product introductions and enhancements, . uncertain product life cycles, . changing customer requirements, and . evolving industry standards including Extensible Markup Language, or XML, Java 2 Enterprise Edition, or J2EE, and security-related standards such as Secure Sockets Layer, or SSL, and Secure Multipurpose Internet Mail Extension, or S/MIME. The introduction of products embodying new technologies and the emergence of new industry standards could make our existing products obsolete and unmarketable, which could harm our revenue. Our future success depends upon our ability to develop and introduce a variety of new products and product enhancements, in a timely fashion and at our planned release dates, to address the increasingly sophisticated needs of our customers. IF OUR PRODUCTS DO NOT WORK WITH MULTIPLE HARDWARE, SOFTWARE AND NETWORKING PLATFORMS, SOME CUSTOMERS MAY NOT BUY OUR PRODUCTS, AND OUR REVENUE MAY BE HARMED. We currently serve a customer base with a wide variety of constantly changing hardware, software and networking platforms. If we are unable to provide and support our products on these multiple platforms, some prospective customers will not buy our products and our business may suffer. IF WE ARE UNABLE TO BUILD AND MAINTAIN RELATIONSHIPS WITH APPLICATION SOFTWARE VENDORS, WE COULD BE UNABLE TO CREATE AND MAINTAIN OUR CONNECTIVITY PRODUCTS AND OUR REVENUE COULD BE HARMED. We have relationships with a number of application software vendors, including SAP AG, Oracle Corporation, Siebel Systems, Inc., Nortel Networks Corporation, i2 Technologies, Inc., BroadVision, Inc., Portal Software, Inc. and MetaSolv Software, Inc. and plan to establish more of these relationships in the future. These vendors provide access to their software and documentation, which enables us to develop connectivity solutions that are compatible with their products. If these relationships are terminated or restricted, or we are unsuccessful in establishing relationships with other vendors, our ability to develop connectivity solutions to integrate new and existing versions of these vendors' packaged enterprise applications may be harmed. THE COST AND COMPLEXITY OF IMPLEMENTING OUR PRODUCTS COULD HARM OUR REPUTATION, WHICH MAY DIMINISH OUR REVENUES. Business integration software is often implemented as part of complex, time consuming and expensive customer projects. If our customers are dissatisfied with the implementation process, our ability to license further products to these customers could be harmed, and these customers may be reluctant to recommend our products to prospective customers. 17 DEFECTS IN OR SLOW PERFORMANCE OF OUR SOFTWARE PRODUCTS COULD DIMINISH DEMAND FOR OUR PRODUCTS AND CAUSE COSTLY LIABILITY, WHICH WOULD ADVERSELY AFFECT OUR OPERATING RESULTS. Our software products may contain undetected errors or defects, especially when first introduced or when new versions are released. Any errors, defects or slow performance that is discovered could result in: . loss of revenue, . delay in market acceptance, . diversion of development resources, . distraction of management, . damage to our customer relationships or reputation, . increased service and warranty cost, or . costly litigation defense. Errors or defects in our software that are discovered after shipment may harm our customer relationships. Any defects and errors found in our products could cause customers to seek damages for loss of data, lost revenue, systems costs or other harm they may suffer. These damages may be high because our software products are critical to our customers' business operations. A successful product liability claim brought against us could harm our business. BECAUSE OUR PRODUCTS COULD INTERFERE WITH OUR CUSTOMERS' OTHER SOFTWARE APPLICATIONS AND HARDWARE, WE MAY BE SUBJECT TO CLAIMS BY THESE CUSTOMERS, WHICH MAY BE COSTLY AND MAY NOT BE ADEQUATELY COVERED BY INSURANCE. Our business integration software is integrated with our customers' other software and their networks. Customers or others may bring product liability or warranty claims based on damage to, or interference with, these networks or applications. Any of these claims could result in costly litigation or divert management's attention and resources. Our current insurance coverage may be insufficient to protect us from liability that may be imposed under these types of claims. OUR FAILURE TO SAFEGUARD OUR INTELLECTUAL PROPERTY COULD REDUCE OUR REVENUES, OR CAUSE US TO INCUR COSTLY LITIGATION. The value of our software products arises from the intellectual property in those products. We rely primarily on a combination of: . patents, . copyrights, . trademarks, . trade secrets, and . contractual obligations with employees and third parties to protect the proprietary aspects of our technology. 18 The legal protection provided by these means is limited. Unauthorized parties may copy aspects of our products and obtain and use information that we believe is proprietary. Other parties may breach confidentiality agreements or other protective contracts they have made with us. The laws of many foreign countries do not protect our intellectual property rights to the same extent as the laws of the United States. Litigation may be necessary to enforce our intellectual property rights. Intellectual property litigation has an uncertain outcome and could result in substantial costs and diversion of management's attention and resources. BECAUSE OUR MARKET IS NEW, COMPETITIVE AND DEPENDENT UPON INTELLECTUAL PROPERTY RIGHTS, WE COULD FACE COSTLY LITIGATION BROUGHT BY THIRD PARTIES FOR INFRINGEMENT OF THEIR RIGHTS. We may be subject to legal proceedings and claims for alleged infringement of third party proprietary rights, including patents, trademarks or copyrights. Any litigation could result in substantial costs and diversion of management's attention and resources. Parties making infringement claims against us may obtain judgments against us, which could prevent us from selling our products or require us to enter into royalty or license agreements which are not advantageous to us. BECAUSE THE MARKET FOR STOCKS OF TECHNOLOGY COMPANIES HAS EXPERIENCED EXTREME PRICE AND VOLUME FLUCTUATIONS, OUR STOCK PRICE MAY BE VOLATILE, WHICH COULD ADVERSELY AFFECT US. Many factors, including the following, could cause the market price of our common stock to fluctuate: . variations in quarterly results by us, our competitors, or other high- technology companies, . announcements of technological innovations by us or by our competitors, . introductions of new products or new pricing policies by us or by our competitors, . acquisitions or strategic alliances by us or by our competitors, . departure or recruitment of key personnel, . the gain or loss of significant customers, . changes in the estimates of our operating performance or changes in recommendations by securities analysts, and . market conditions in the industry and the economy as a whole. Furthermore, the market for stocks of technology companies has experienced extreme price and volume fluctuations sometimes unrelated to these companies' operating performance. Such fluctuations could harm the market price of our common stock regardless of our actual operating performance. In the past, securities class action litigation has often been brought against a company following a period of volatility in the market price of its securities. We may in the future be the target of similar litigation. Securities litigation could result in substantial costs and divert management's attention and resources, which could harm our business. FAILURE TO RAISE ADDITIONAL CAPITAL, OR TO GENERATE THE SUBSTANTIAL CAPITAL REQUIRED TO EXPAND OUR OPERATIONS AND INVEST IN NEW PRODUCTS, COULD REDUCE OUR ABILITY TO COMPETE AND RESULT IN LOWER REVENUES. 19 In the future, we may need to raise additional funds to: . develop or enhance our software or services, . acquire technologies or businesses, . expand operations, or . respond to competitive pressures or unexpected capital requirements. We cannot be sure that we will be able to obtain such funding, on favorable terms or at all. If we are unable to do so on a timely basis, our business could be harmed. Item 3. Quantitative and Qualitative Disclosures About Market Risk. We are exposed to a variety of risks, including changes in interest rates affecting the return on our investments and foreign currency fluctuations. We have established policies and procedures to manage our exposure to fluctuations in interest rates and foreign currency exchanges rates. Our exposure to market risk for changes in interest rates relates primarily to our investment portfolio. We do not use derivative financial instruments in our investment portfolio. The majority of our investments are in short-term investments principally consisting of commercial paper, government bonds and money-market institutions. We place our investments with high credit quality issuers and, by policy, limit the amount of credit exposure to any one issuer. We have no investments denominated in foreign country currencies and therefore are not subject to foreign currency risk on such investments. We develop products in the United States and sell primarily in North America and Europe. As a result, our financial results could be affected by factors such as changes in foreign currency exchange rates or weak economic conditions in foreign markets. A majority of sales are currently made in U.S. dollars; as a result, a strengthening of the dollar could make our products less competitive in foreign markets. 20 PART II. OTHER INFORMATION Item 1. Legal Proceedings. None. Item 2. Changes in Securities and Use Of Proceeds. In June 2000, the Company completed its initial public offering ("IPO") of 4.6 million shares of its common stock, including the exercise of 0.6 million shares of underwriters' over-allotment option, at a $10.00 per share pursuant to a Registration Statement on Form S-1 declared effective on June 1, 2000 by the Securities and Exchange Commission (File No. 333-96055). The Company realized aggregate net proceeds from the IPO of approximately $40.9 million. From the effective date of the registration statement through March 31, 2001, $11.9 million of the net proceeds from the offering have been used to fund working capital, general corporate purposes, sales and marketing efforts, additional research and development and capital expenditures made in the ordinary course of business. In addition, the Company applied $23.0 million of the net offering proceeds towards short-term investments and $6.0 million towards the purchase and installation of equipment, software and leasehold improvements. The Company may use a portion of the net proceeds to acquire or invest in complementary businesses, products and technologies. The Company has no current plans, agreements or commitments of this nature, and is not currently engaged in any negotiations involving a transaction of this nature. Pending these uses, the Company intends to invest the net proceeds in short-term, interest-bearing, investment-grade securities. Item 3. Defaults Upon Senior Securities. None. Item 4. Submission Of Matters to a Vote Of Security Holders. None. Item 5. Other Information. None. Item 6. Exhibits and Reports on Form 8-K. (a) Exhibits: 10.31 Separation Agreement and Mutual Release dated March 9, 2001 between CrossWorlds and Mark R. Kent. 10.32 Loan Agreement and Promissory Note dated March 6, 2001 between CrossWorlds and Mark C. Bishof. 10.33 Secured Loan Agreement, Secured Non-Recourse Promissory Note, Security Agreement dated April 26, 2000, and Secured Non-Recourse Promissory Note dated June 7, 2000 between CrossWorlds and Alfred J. Amoroso. (b) Reports on Form 8-K: None. 21 CROSSWORLDS SOFTWARE, INC. AND SUBSIDIARIES SIGNATURE Pursuant to the requirements of the Securities Exchange Act of 1934, the registrant has duly caused this report to be signed on its behalf by the undersigned, thereunto duly authorized, in the city of Burlingame, state of California on May 14, 2001. CROSSWORLDS SOFTWARE, INC. (Registrant) By: /s/ JAMES W. BUDGE ----------------------------- James W. Budge Chief Financial Officer (Principal Financial and Accounting Officer) 22

CROSSWORLDS SOFTWARE INC 10-Q