2. NASDAQ: PFSW 2
The matters discussed in this presentation, particularly information regarding future revenue, earnings, business plans and goals, consist of forward-looking information within the meaning of Section 27A of the
Securities Act of 1933 and Section 21E of the Securities Exchange Act of 1934 and are subject to the safe harbor created by these sections and involve risks and uncertainties, which could cause actual results
to differ materially from the forward-looking information. Such statements are not guarantees of future performance and involve risks, uncertainties and assumptions that are difficult to predict. These
statements are based on assumptions and estimates that management believes are reasonable based on currently available information; however, management’s assumptions and the Company's future
performance are both subject to a wide range of business risks and uncertainties, and there is no assurance that these goals and projections can or will be met. Any number of factors could cause actual results
to differ materially. The Company undertakes no obligation to publicly update or revise any forward-looking statements. All forward-looking information contained herein is subject to the risk factors and
uncertainties described in the Company’s filings with the Securities and Exchange Commission, which risk factors and uncertainties are incorporated by reference as though fully set forth herein.
This presentation contains certain non-GAAP measures including Service Fee Equivalent Revenue, Non-GAAP Net Income (Loss), EBITDA and Adjusted EBITDA. Service Fee Equivalent Revenue represents
service fee revenue plus the gross profit earned on product revenue. Non-GAAP Net Income (Loss) represents net income (loss) calculated in accordance with U.S. GAAP as adjusted for the impact of non-cash
stock-based compensation expense, acquisition related, restructuring and other costs and amortization of acquisition related intangible assets. EBITDA represents net income (loss) before interest, taxes,
depreciation and amortization. Adjusted EBITDA further eliminates the effect of non-cash stock-based compensation expense and acquisition related, restructuring and other costs. Service Fee Equivalent
Revenue, Non-GAAP Net Income (Loss), EBITDA, and Adjusted EBITDA are used by management, analysts, investors and other interested parties in evaluating our operating performance compared to that of other
companies in our industry, as the calculation of Non-GAAP Net Income (Loss) eliminates the effect of non-cash stock-based compensation, acquisition related, restructuring and other costs and amortization of
acquisition related intangible benefits. EBITDA eliminates the effect of financing, income taxes, and the accounting effects of capital spending, and the amortization of acquisition related intangible benefits,
and Adjusted EBITDA further eliminates non-cash stock-based compensation and acquisition related, restructuring and other costs, which items may vary from different companies for reasons unrelated to overall
operating performance. Service Fee Equivalent Revenue allows client contracts with similar operational support models but different financial models to be combined as if all contracts were being operated on a
service fee revenue basis. The non-GAAP measures are not intended to be considered in isolation of, as a substitute for or superior to our GAAP financial information. We have included reconciliations later in
this presentation of the non-GAAP measures to the nearest GAAP measure.
Important Cautions Regarding
Forward Looking Statements
®2016 PFSweb, Inc.
3. NASDAQ: PFSW 3
$118.7
$138.7
$172.8
$185.0
$225.0
$10.7
$13.7
$20.1 $20.0
$24.0
FY13 FY14 TTM FY15E³ FY16E³
1. Source: Capital IQ
2. Service fee equivalent (SFE) revenue and Adjusted EBITDA are non-GAAP financial measures. See Appendix for a reconciliation to the most comparable GAAP financial measure.
3. Represents mid point of company guidance as of 1/13/16
4. TTM represents the trailing twelve month results for the period ended September 30, 2015
SERVICE FEE EQUIVALENT REVENUE2
ADJ. EBITDA2
($ MILLIONS)
Stock Price
$11.96
$10.01/$16.54
52 WEEK LOW/HIGH
170,956
AVG. DAILY VOL. (3 MO.)
18.1M
SHARES OUTSTANDING
45%
PUBLIC FLOAT, EST.
91%
INSTITUTIONAL/STRATEGIC
OWNER HOLDINGS
TRADING DATA @ (1/8/16)
Enterprise Value
$242M
VALUATION MEASURES @ (1/8/16)
Service Fee Equivalent
Revenue2
$172.8M
FINANCIAL HIGHLIGHTS SEPT. 2015 (TTM) 4
$277.9M
TOTAL REVENUE
$20.1M
ADJ. EBITDA2
$(0.30)
DILUTED EPS
$13.0M
CASH & EQUIVALENTS
$166.0M
TOTAL ASSETS
$38.4M
TOTAL DEBT
$122.5M
TOTAL LIABILITIES
$43.5M
TOTAL EQUITY
Key Stats1
$216M
MARKET CAP
1.3x
EV/FY15E3 SFE REVENUE
12x
EV/FY15E3 ADJ. EBITDA
10x
EV/ FY16E3 ADJ. EBITDA
4
STOCK TREND JAN ‘15-JAN’16
4. NASDAQ: PFSW 4
PFSweb is a provider
of end-to-end
eCommerce solutions
for over 150 world-
class brands.
We manage the entire online customer
shopping experience: web design,
integration, customer care, and order
fulfillment.
We offer a scalable, global platform
operating across North American and
European markets.
Our recent acquisitions expand addressable
market and support strong revenue growth
and margin expansion.
Who We Are and Who We Serve
5. NASDAQ: PFSW 5
2
Browse Items on the Website
3
Add Items to Cart & Checkout
4
Order Confirm Email Received
1
Promotional Email Received
PFSweb provides the technology, services, and infrastructure that make it happen!
5
Call to Inquire on Timing of
Shipment
6
Items are Picked, Packed with
Branded Packaging, and Shipped
7
Ship Confirm Email with Tracking &
a Coupon Code to Shop Again
8
Order is Delivered to the Home
Delivering a complete customer experience for our clients
We support every customer touch point in the commerce experience for clients like…
6. NASDAQ: PFSW 6
1. Source: Order Fulfillment Services in the US: Market Research Report, IBISWorld, March 2015. Includes industry services such as storing goods, receiving orders, packaging and shipping the orders to end
consumers, collecting payment for orders and handling returns and exchanges
2. Source: Forrester Research Commerce Platform Technology Forecast, 2014 To 2019 (US)
3. Source: Forrester Research Digital Marketing Forecast 2014 to 2019 (US); excludes all data but search, email and social media fees
$9 Billion $5 Billion $6 Billion
U.S. Order Fulfillment
Services1
U.S. Commerce Technology
Services spending2
U.S. Digital Agency
Services3
$20 Billion
Large Addressable Market
The breadth of eCommerce services we provide puts us competing in a market estimated to be worth
a combined ~$20 Billion in the U.S. alone!
7. NASDAQ: PFSW 7
1. Source: Global E-commerce Software and Services Spending Segment Market 2015-2019, TechNavio Insights. Includes implementation and customization, maintenance and support, and
integration services.
2. Defined as eCommerce software installed in a cloud/multi-tenant model where multiple customers are hosted in the same environment. Examples include Demandware, Digital River, etc.
3. Defined as eCommerce software installed and run inside the physical premises of an organization, typically using their internal IT resources. Examples include IBM WebSphere, Oracle
Commerce, SAP hybris, etc.
Strategic acquisitions enable us to support all five major
platforms in the market including the growing market for
the SaaS model and the traditional on premise model.
SaaS
>30%2
On
Premise
<70%3
Global eCommerce Software Market by Deployment Model1
2014
PFSweb 2015 &
Beyond
PFSweb Pre-2014
Addressable market expanded by acquisitions and new technology development capabilities.
Commerce Technology Services Market Opportunity
9. NASDAQ: PFSW 9
Agency Technology EcosystemOperations
Comprehensive set of
digital marketing services
including website strategy
and creative design.
• 40-50% Target Gross
Margin1
• 6-12 month projects and
ongoing engagements
eCommerce system
integration and ongoing
platform maintenance &
support.
• 35-45% Target Gross
Margin1
• 6-12 month projects and
ongoing engagements
BPO/Order Fulfillment &
Customer Care
• 20-30% Target Gross
Margin1
• Multi-year engagements
with recurring revenue
model
Ancillary eCommerce
technology licensing (i.e.
OMS support, online
payment processing, etc.).
• 20-50% Target Gross
Margin1
• Multi-year engagements
with recurring revenue
model
5-10% of SFE
Revenue1
30-35% of
SFE Revenue1
50-55% of
SFE Revenue1
5-10% of SFE
Revenue1
How We Address the Market
1. Estimated run rate percentages of targeted Service Fee Equivalent Revenue for CY2016. Service fee equivalent (SFE) revenue is a non-GAAP
financial measure. See Appendix for a reconciliation to the most comparable GAAP financial measure.
10. NASDAQ: PFSW 10
PFSweb LOCATIONS
PARTNER LOCATIONS
Global Locations
TOKYO, JP
SHANGHAI, CN
ALLEN, TX
MEMPHIS, TN
TORONTO, ON
EDEN PRAIRIE, MN
SEATTLE, WA
NEW YORK, NY
BEACHWOOD, OH
MÜNICH, DE
BANGALORE, IN
LIÈGE, BE
RALEIGH, NC
LONDON, ENG
Our Global Scale Enables Brands to Leverage our
Solution to Enter New Geographic Markets with
Reduced Capital Requirements.
12. NASDAQ: PFSW 12
Digital Agency Technology Services Operations Global Presence
Competitive Landscape
PFSweb is the only global commerce services provider with end-to-end capabilities.
13. NASDAQ: PFSW 13
The Brand eCommerce Challenge: “Build or Buy?”
For any brand, building out and maintaining an in-house eCommerce solution can be complex,
time-consuming, and expensive.
Typical build cost: $3.0M - $5.0M
Typical build time: 18 - 24 months
Brand is responsible for PCI and safe harbor
compliance
Brand must hire staff and manage the
complex vendor community during and
after launch
1. Source: LUMA Partners
14. NASDAQ: PFSW 14
The Brand eCommerce Challenge: “Build or Buy?”
Outsourcing eCommerce to PFSweb is highly cost effective and allows brands to focus on their
core competencies.
Single accountable partner reduces complexity
and improves service delivery quality
Best-of-breed solution means no compromise
in technology quality
Single partner and pre-integrated ecosystem
starting point reduces cost, time, and risk
• “Buy” cost: $1M - $3M (~% 40- 60% less)
• “Buy” timeline: 6 - 12 months (~50% - 60% less)
PFSweb manages the entire vendor
community and sales cycle, while ensuring a
seamless customer shopping experience
Operations
Technology Ecosystem
Platforms
PaymentOMS
Tax Omni-Channel
Customer Service
Agency & Digital Marketing
WMS Technology Shipping
CMS Email
Analytics Affiliate
Reviews Personalization
PFSweb simplifies the buying process with best-of-breed
partners and technology.
16. NASDAQ: PFSW 16
Understanding our Revenue & GAAP Financials
Why we measure Service Fee Equivalent Revenue
Product Revenue
• Our Product Revenue activity relates to one client
• Client requires us to take title of their inventory, and
GAAP requires us to record the full value of their
merchandise sold as Product Revenue
• Gross profit of product revenue is therefore the best
estimate of our service fees
Example (using 2015E1 revenue):
$60M Client Merchandise Fulfilled
= $60M GAAP Product Revenue
= $3M in Gross Profit or “Service Fee Equivalent
Revenue”
Service Fee Revenue
• Service Fee Revenue represents our primary business
activity across more than 150 clients
• No inventory ownership required
• Generates service fees
Example (using 2015E1 revenue):
$2.0B Client Merchandise Fulfilled
= $182M GAAP Service Fee Revenue or “Service Fee
Equivalent Revenue”
$182M +$3M = $185M Total Service Fee Equivalent Revenue
1. Estimated. Represents mid point of company guidance as of 1/13/16
17. NASDAQ: PFSW 17
$118.7
$138.7
$172.8
$185.0
$225.0
FY13 FY14 TTM FY15³ FY16³
113.0
134.4
169.3 182.0
222.5
91.0
75.3
62.8
60.0
50.0
$204.0 $209.7
$232.1
$242.0
$272.5
FY13 FY14 TTM FY15³ FY16³
Service Fee Equivalent Revenue2Total Revenue1
Strong service fee revenue growth driven by new and
expanded client relationships and acquisitions.
1. Excludes pass-through revenue
2. Service Fee Equivalent Revenue is a non-GAAP financial measure. See Appendix for a reconciliation to the most comparable GAAP financial measure.
3. Represents mid point of company guidance provided on 1/13/16
4. TTM represents the trailing twelve month results for the period ended September 30, 2015
SERVICE FEE REVENUE
PRODUCT REVENUE
Total Revenue Breakdown
De-emphasis of product business to focus on higher
margin service fee revenue.
($ Millions)
4 4
18. NASDAQ: PFSW 18
1. Service Fee Equivalent Revenue and Adjusted EBITDA are non-GAAP financial measures. See Appendix for a reconciliation to the most comparable GAAP financial measure.
2. AEBITDA Margin reflects percentage of Adjusted EBITDA to Service Fee Equivalent Revenue
3. Represents mid point of company guidance provided on 1/13/16
4. TTM represents the trailing twelve month results for the period ended September 30, 2015
Service Fee Growth Drives Profitability
($ Millions)
Strong Adjusted EBTIDA growth and
margin expansion driven by:
• Emphasis on higher-margin service
fee business
• Leveraging global infrastructure
• Accretive acquisitions
• Incremental sales and marketing
investments in 2015 and 2016 to
further drive growth opportunities
$10.7
$13.7
$20.1 $20.0
$24.0
FY13 FY14 TTM FY15³ FY16³
Margin2 9% 10% 11% 11% 11%
Adjusted EBITDA1
19. NASDAQ: PFSW 19
Balance Sheet
($ Millions)
• $13.1M cash
• $38.4M debt
• ~$35M related to CrossView
acquisition
• Net debt position of $25.3M
Select Balance Sheet Items Dec 31, 2014 Sep 30, 2015
Cash & Restricted Cash $18.6 $13.1
Accounts Receivable 59.1 55.6
Inventories 10.5 8.7
Property & Equipment, Net 26.6 24.9
Goodwill & Intangibles 10.5 53.7
Other 15.4 10.0
Total Assets $140.7 $166.0
Accounts Payable $38.8 $29.4
Accrued Expenses & Other 50.9 54.7
Debt 10.9 38.4
Total Liabilities $100.6 $122.5
Total Shareholders’ Equity $40.1 $43.5
Highlights
20. NASDAQ: PFSW 20
Long Term Targets
1. Guidance updated and only effective as of January 13, 2016.
2. Service Fee Equivalent Revenue is a non-GAAP financial measure. See Appendix for a reconciliation to the most comparable GAAP financial measure.
3. Adjusted EBITDA is a non-GAAP financial measure. See Appendix for a reconciliation to the most comparable GAAP financial measure.
Service Fee Equivalent Revenue2 growth1:
• 10-15% organic growth
• 20%+ growth with acquisitions
Further expansion of higher margin services
Potential transition of product revenue relationship to service fee engagement
Continuous cost control initiatives and operating efficiencies
Improving Adjusted EBITDA3 as percent of Service Fee Equivalent Revenue from 10% in FY2014 to 12-13%
22. NASDAQ: PFSW 22
By 2019 U.S. eCommerce
technology services spending will
reach an estimated $9.7B - a
CAGR of 13.7%.
$5.1
$6.2
$7.4
$8.5
$9.2
$9.7
2014 2015 2016 2017 2018 2019
Software Spend Services Spend
U.S. Commerce Platform Technology Forecast1
2014 to 2019, in billions ($)
1. Source: Forrester Research Commerce Platform Technology Forecast, 2014 To 2019 (US)
Addressable market expanded by acquisitions and new technology development capabilities.
Commerce Technology Services Market Opportunity
23. NASDAQ: PFSW 23
AcquisitionsB2BB2C
Growth Drivers
Business-to-Consumer (B2C)
New brands coming online: Only ~40% of luxury brands have
adopted an eCommerce strategy.1
Brands already online, but growing: 42% of manufacturing, retail,
and wholesale firms are using on-premises platforms that are
projected to require regular upgrades or a complete system
overhaul every 4-7 years.2
Current client expansion: Less than a third of our clients are
currently end-to-end engagements, providing opportunity to cross-
sell additional services.
Launch existing clients into new geographies: Global eCommerce
market is projected to grow to $1.64 Trillion by 2018.3
Consulting
U.S. B2C Online Retail Sales Forecast4
2014 to 2019, in billions
$297
$334
$371
$408
$445
$480
2014 2015 2016 2017 2018 2019
1. Source: Bain Consulting
2. Source: Forrester Research Commerce Platform Technology Forecast, 2014 To 2019 (US)
3. Source: Forrester Research Online Retail Forecast, 2014 To 2019 (Asia Pacific), 2014 To 2019 (Canada), 2013 To 2018 (US), and 2013 To 2018 (Western Europe).
4. Source: Forrester Research Online Retail Forecast, 2013 To 2018 (US) Q4 2014 Update
24. NASDAQ: PFSW 24
AcquisitionsB2BB2C
Growth Drivers
Business-to-Business (B2B)
Acquired CrossView in August 2015 giving us robust front-end platforms
(IBM and hybris) for B2B eCommerce.
B2B eCommerce market projected to reach $780 billion in 2015 – more
than 2x the size of B2C – and $1.1 trillion by 2020.1
Though smaller, B2C eCommerce model has influenced B2B purchasing
behavior – businesses no longer want to call in orders to a sales rep,
and expect product information and orders readily available online.2
Cost savings critical factor for many B2B retailers – selling online can
save up to 90% of sales and operating costs3
Consulting
$690
$780
$855
$928
$999
$1,066
$1,132
2014 2015 2016 2017 2018 2019 2020
US B2B eCommerce Sales Forecast1
2015 to 2020, in billions
1. Source: Forrester Research B2B eCommerce Forecast, 2015 to 2020 (US)
2. Source: Predictions 2016: The eCommerce Gap Widens, Forrester Research, November 2015
3. Source: B2B eCommerce: A Trillion Dollars For The Taking, Forrester Research, September 2015
25. NASDAQ: PFSW 25
AcquisitionsB2BB2C
Growth Drivers
Strategic Commerce Consulting Practice
Launched strategic commerce consulting practice in
November 2015 and will drive digital strategy and
transformation for clients.
The Global Retail Consulting Market projected to grow
12% in 2015, up to $9B.1
Enables us to engage prospects earlier in the
eCommerce sales cycle – expands TAM even further.
Our ability to implement all major commerce platforms
makes us the only unbiased consultant in the market.
High-margin business – target GM = 40-50%.
Consulting
1. Source: Consultancy.uk.analysis, based on data from Source Information Services ($; billion;2013) - http://www.consultancy.uk/news/1666/retail-fastest-growing-segment-in-consulting-industry
2. Source: Forrester’s Q1 2014 Global eBusiness And Channel Strategy Online Panel Survey
41%
49%
52%Global Market Expansion Consulting
eBusiness Technology Selection Support
Channel Strategy Consulting
“For which of the following have you previously (in the past 24
months) employed the services of a systems integration firm or
digital agency?”2
Clients are Investing in Consulting Services
26. NASDAQ: PFSW 26
AcquisitionsB2BB2C
Growth Drivers
Strategic Acquisitions
Continue our strong track record of integrating accretive
acquisitions broadening our services offering and providing
appropriate geographic coverage.
• Look to acquire additional system integrators in Europe
in order to support the popular enterprise eCommerce
platforms
• Evaluate adding tuck-in digital agency service providers
such as search engine marketing firms
• Look to acquire additional system integrators supporting
additional segments of the commerce stack such as store
automation/POS and order management
Consulting
Acquisitions To Date
27. NASDAQ: PFSW 27
Leading eCommerce service provider in a fast-growing B2B &
B2C marketplace
Scalable platform operates across key global markets
Diverse portfolio of 150+ iconic clients validates the value of
our service offering
Significant operating leverage to drive margin expansion and
bottom-line growth
Acquisition strategy has and will continue to dramatically
expanded our total addressable market
1. Service fee equivalent (SFE) revenue is a non-GAAP financial measure. See Appendix for a reconciliation to the most comparable GAAP financial measure.
2. Adjusted EBITDA is a non-GAAP financial measure. See Appendix for a reconciliation to the most comparable GAAP financial measure.
3. Represents mid point of company guidance as of 11/9/15
4. TTM represents the trailing twelve month results for the period ended September 30, 2015
Key Market Drivers
$118.7
$138.7
$172.8
$185.0
$225.0
$10.7
$13.7
$20.1 $20.0
$24.0
FY13 FY14 TTM FY15E³ FY16E³
SERVICE FEE EQUIVALENT REVENUE2
ADJ. EBITDA2
($ MILLIONS)
4
28. Contacts
Company Contact
Tom Madden, CFO
tmadden@pfsweb.com
Investor Relations Contact
Liolios Group Inc.
Scott Liolios or Sean Mansouri
Tel 949-574-3860
PFSW@liolios.com
30. NASDAQ: PFSW 30
Mike Willoughby
Chief Executive Officer
• Promoted to CEO in March 2013
• 20+ years of business development and digital marketing experience
Tom Madden
Chief Financial Officer
• Appointed CFO in 1997
• 30+ years of finance and accounting experience
Cindy Almond
Chief Client Officer
• Leads client solutions, contracting, implementation and program management
• 20+ years with PFSweb
Travis Hess
EVP of Sales
• Hired in 2015 to lead global sales across all business segments
• 20+ years leading sales organizations in multi-channel commerce, digital
agency, and enterprise BPO organizations
Leadership Team
31. NASDAQ: PFSW 31
James Reilly
Chairman of the Board
• BOD member since 1999
• Managing Partner of Stonepine Advisors, LLC, an investment banking firm
Mike Willoughby
Chief Executive Officer
• Promoted to CEO in March 2013
• 20+ years of business development and digital marketing experience
David Beatson
Independent Director
• BOD member since 2000
• Chief Executive Officer of Ascent Advisors, LLC a logistics and supply chain consulting firm
Monica Luechtefeld
Independent Director
• BOD member since 2014
• Recognized leader in eCommerce and previously held various executive roles at Office Depot
Benjamin Rosenzweig
Independent Director
• BOD member since 2013
• Partner at Privet Fund Management LLC
Shinichi Nagakura
Independent Director
• BOD member since 2013
• Officer at transcosmos inc., a leading Japanese BPO company, for the last 15 years
Peter Stein
Independent Director
• BOD member since 2016
• Executive-in-residence at Lerer Hippeau Ventures, and previously Global CEO at Razorfish
Board of Directors
32. NASDAQ: PFSW 32
Reconciliation Tables ($ Millions)
Reconciliation of Net Income (Loss) to EBITDA, Adjusted EBITDA & Non-GAAP Net Income (Loss)
2013 March June Sept Dec FY 2014 March June Sept 2015 YTD TTM Sept
Cons Cons Cons Cons Cons Cons Cons Cons Cons Cons 2015
Net Income (Loss) (5.9)$ (1.8)$ (2.4)$ (2.5)$ 2.1$ (4.6)$ (1.7)$ (1.9)$ (3.7)$ (7.3)$ (5.2)$
(Income) loss from discontinued operations, net of tax - - - - - - - - - - -
Income tax expense 0.5 0.2 0.0 (0.1) (0.3) (0.1) 0.3 0.2 0.2 0.7 0.4
Interest expense 0.7 0.1 0.2 0.2 0.3 0.8 0.3 0.2 0.7 1.2 1.5
Depreciation and amortization 10.2 2.9 2.9 2.9 3.0 11.7 3.3 3.3 4.1 10.6 13.7
EBITDA 5.5$ 1.5$ 0.7$ 0.5$ 5.2$ 7.8$ 2.1$ 1.8$ 1.4$ 5.3$ 10.5$
Stock-based compensation 2.6 0.8 0.9 0.9 0.6 3.1 0.8 1.2 1.5 3.4 4.1
Executive disability benefits - - - - - - - - - - -
Move related expenses - - - - - - - - - - -
Lease termination costs - - - - - - - - - - -
Acquisition related, restructuring and other costs 2.5 - 0.2 1.5 1.1 2.8 0.8 1.1 2.6 4.5 5.6
Adjusted EBITDA 10.7$ 2.2$ 1.7$ 2.9$ 6.8$ 13.7$ 3.7$ 4.1$ 5.4$ 13.2$ 20.1$
Net Income (Loss) (5.9)$ (1.8)$ (2.4)$ (2.5)$ 2.1$ (4.6)$ (1.7)$ (1.9)$ (3.7)$ (7.3)$ (5.2)$
(Income) loss from discontinued operations, net of tax - - - - - - - - - - -
Stock-based compensation 2.6 0.8 0.9 0.9 0.6 3.1 0.8 1.2 1.5 3.4 4.1
Executive disability benefits - - - - - - - - - - - -
Move related expenses - - - - - - - - - - - -
Lease termination costs - - - - - - - - - - - -
Amortization of acquisition - related intangible assets - - - - - - 0.2 0.2 1.0 1.5 1.4
Acquisition related, restructuring and other costs 2.5 - 0.2 1.5 1.1 2.8 0.8 1.1 2.6 4.5 5.6
Non-GAAP Net Income (Loss) (0.8)$ (1.0)$ (1.4)$ (0.1)$ 3.7$ 1.2$ 0.1$ 0.6$ 1.5$ 2.2$ 5.9$
20152014
1. TTM represents the trending twelve month results for the period ended September 30, 2015
1
33. NASDAQ: PFSW 33
Reconciliation Tables Contd. ($ Thousands)
Reconciliation of Total Revenue to Service Fee Equivalent Revenue
TTM Sept.
2013 2014 20151
Total revenue $ 241,603 $ 247,048 $ 276,886
Pass-thru revenue (37,644) (37,379) (44,750)
Cost of product revenue (85,237) (71,019) (59,388)
Service Fee Equivalent Revenue $ 118,722 $ 138,650 $ 172,748
1. TTM represents the trending twelve month results for the period ended September 30, 2015
34. NASDAQ: PFSW 34
Sep. 2014
Acquired REV Solutions enhancing
Demandware practice and
broadening portfolio of Technology
Services with addition of Oracle.
9/14 10/14 11/14 12/14
2015
2/15 3/15 4/15 5/15 6/15 7/15 9/158/15 10/15
AcquisitionsB2BB2C
Growth Drivers
Consulting
Sep. 2014
Acquired LiveAreaLabs
strengthening Agency services
with strategy, design and user
experience capabilities.
Jun. 2015
Acquired MODA Tech Solutions
expanding EU technology services
footprint and adding Magento
development capabilities.
Aug. 2015
Acquired CrossView adding
B2B and B2C IBM and
SAP/hybris technology
development capabilities.
2016
Look to expand Western EU
technology development
capabilities.
Nov. 2015
Launched Strategic
Commerce Consulting
Practice.
2016
11/15 12/15
35. NASDAQ: PFSW 35
RECENT WIN:
PANDORA
Global End-to-End solution:
• U.S. and European solution
• Web development through stand-alone technology services
contract – including development of a global flagship site
• Digital agency services
• Order management
• Payment processing & fraud management
• High-touch, multi-lingual customer care
• Branded order fulfillment services with white-glove
packaging and gift wrap
EU solution originally launched in 2012 and
currently supports 7 countries. U.S. expansion
solution launched in Q2 2015.
36. NASDAQ: PFSW 36
RECENT WIN:
U.S. MINT
Omni-Channel Commerce solution:
• Digital marketing services
• eCommerce web development
• Order management, payment processing & fraud management
• High-touch customer care
• Omni-channel marketing database
• Branded order fulfillment services
• Retail web-integrated point of sale
Officially launched October 1, 2014 and on October 28th
during the first 12 hours of the Kennedy Half-Dollar Silver
Coin release…
• Max of 272,000 page views per hour
• Over 31,000 orders
• Over 85,000 units
• Up to 24.9 orders per second
37. NASDAQ: PFSW 37
FULL SUITE OF SERVICES
FUTURE FULL SUITE OF SERVICES
DISTRIBUTION COVERAGE
Coverage
NASDAQ: PFSW
