Q4 2021 DHI Group Inc Earnings Call

Good day and welcome to the D. H I group incorporated fourth quarter and full year 2021 financial without.

Speaker 1: Good day and welcome to the DHI Group Incorporated Fourth Quarter and Full Year 2021 Financial Without

Speaker 1: All participants will be in a listen-only mode. Should you need assistance, please signal a conference specialist by pressing the star key followed by zero.

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Should you need assistance. Please signal a conference specialist by pressing the star key followed by zero.

Speaker 1: After today's presentation, there will be an opportunity to ask questions.

After today's presentation there'll be an opportunity to ask questions.

Speaker 1: To ask a question, you may press star, then 1 on a touch tone phone. To withdraw your question, please press star, then 2. Please note, this event is being recorded. I would now like to turn the conference over to Todd Curley, MKR Investor Relations. Please go ahead.

To ask a question you May press Star then one on a touchtone phone.

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Please note this event is being recorded.

I would now like to turn the conference over to talk poorly N. K R. Investor Relations. Please go ahead.

Thank you operator, good afternoon, and welcome to D. H I group's fiscal 2021 fourth quarter earnings Conference call with me on today's call are D. H is CEO art daily and Chief Financial Officer, Kevin Buster.

Speaker 2: Thank you, operator. Good afternoon and welcome to DHI groups fiscal 2021 fourth quarter earnings conference call. With me on today's call are DHI's CEO Art Zaley and Chief Financial Officer Kevin Bostic.

Before I turn the call over to art I'd like to cover a few quick items. This afternoon <unk> issued a press release announcing its fiscal 2021 fourth quarter and full year financial results. The release is available on the company's website at D. H I Group, Inc. Dot com.

Speaker 2: Before I turn the call over to Art, I'd like to cover a few quick items. This afternoon, DHI issued a press release announcing its fiscal 2021 fourth quarter and full year financial results. The release is available on the company's website at DHIGroupinc.com. This call is being broadcast live over the internet for all untrusted parties and the webcast will be archived on the investor relations page of the company's website.

This call is being broadcast live over the Internet for all interested parties and the webcast will be archived on the Investor Relations page of the company's website.

Speaker 2: I want to remind everyone that during today's call, management will make forward-looking statements that involve risks and uncertainties. Please note that except for the historical information, statements on today's call may constitute forward-looking statements within the meaning of Section 21e of the Securities Exchange Act of 1934.

I want to remind everyone that during today's call management will make forward looking statements that involve risks and uncertainties. Please note that except for the historical information statements on today's call may constitute forward looking statements within the meaning of section 21 E of the Securities Exchange Act of $19 34.

When used the words anticipate believe expect intend future and other similar expressions identify forward looking statements. These forward looking statements reflect management's current views concerning future events and financial performance and are subject to risks and uncertainties and actual results may differ materially from the outcomes.

Speaker 2: When used, the words anticipate, believe, expect, intend, future, and other similar expressions identify forward-looking statements. These forward-looking statements reflect the EHI management's current views concerning future events and financial performance and are subject to risks and uncertainties and actual results may differ materially from the outcomes contained in any forward-looking statement.

Contained in any forward looking statements.

Speaker 2: Factors that could cause these forward-looking statements to differ from actual results include delays in development, marketing or sales, and the adverse impact of and uncertainty surrounding the COVID-19 pandemic and other risks and uncertainties discussed in the company's periodic reports on form 10k and 10q and other filings with the Spears Exchange Commission.

Sectors that could cause these forward looking statements to differ from actual results include delays in development marketing or sales and the adverse impact of an uncertainty surrounding the COVID-19 pandemic and other risks and uncertainties discussed in the company's periodic reports on Form 10-K , and 10-Q and other filings with the scare.

<unk> Exchange Commission.

Speaker 2: DHI undertakes no obligation to update or revise any forward-looking...

Rich I undertakes no obligation to update or revise any forward looking statements.

Speaker 2: Lastly, during today's call management, we will be referring to specific financial measures including adjusted EBITDA, adjusted EBITDA margin, and adjusted earnings per share that are not prepared in accordance with US GAAP. Information about and reconciliation of these non-GAAP measures to the most directly comparable GAAP measures are available in the earnings release and on our website at dhigroupinc.com in the investor relations section.

Lastly, during today's call management will be referring to specific financial measures, including adjusted EBITDA.

Adjusted EBITDA margin and adjusted earnings per share that are not prepared in accordance with U S. GAAP.

Information about and reconciliations of these non-GAAP measures to the most directly comparable GAAP measures are available in the earnings release and on our website at D. H I group in Dot com in the Investor Relations section.

Speaker 2: I now turn the call over to Art Bailey, CEO of DHX.

Now I'll turn the call over to art Daly CEO do you track that.

Thank you Todd good afternoon, everyone and welcome to our fiscal 'twenty, 'twenty, one and fourth quarter and full year earnings conference call. Thank you for joining us today.

Speaker 3: Thank you, Todd. Good afternoon, everyone, and welcome to our fiscal 2021 fourth quarter and full year earnings conference call. Thank you for joining us today.

Speaker 3: In 2021, we focused on improving our industry leading subscription software tools, which we sell into the technology career marketplace through our two brands, Dice and Clearance Job.

In 2021, we focused on improving our industry, leading subscription software tools, which we sell into the technology career marketplace through our two brands dice and clearance jobs.

Speaker 3: This focus, along with the significant investments we have made to improve our products and sales and marketing over the past year, has allowed us to accelerate our bookings and revenue growth on both platforms during the second half of 2021.

This focus along with the significant investments we have made to improve our products and sales and marketing over the past year has allowed us to accelerate our bookings and revenue growth on both platforms. During the second half of 2021 .

Speaker 3: As a result, we finished the year strong with fourth quarter total revenue growth of 25% year over year and total bookings growth of 35% year over year as more employers use our subscription software tools.

As a result, we finished the year strong with fourth quarter total revenue growth of 25% year over year, and total bookings growth of 35% year over year as more employers use our subscription software tools.

Speaker 3: As the demand for technologists continues to grow at a rapid pace, and the unemployment rate for technologists remains at an all-time low, employers need sophisticated tools like ours to find, attract, and engage with the right tech candidate.

As the demand for technologists continues to grow at a rapid pace and the unemployment rate for technologists remains at an all time low employers need sophisticated tools like ours to find attract and engage with the right Tech candidates.

Speaker 3: DICE and clearance jobs are tech-focused career marketplaces that attract the highest quality tech professionals and enable employers to find and engage these skilled candidates on our platforms as they look to fill the millions of new technology jobs being added over the next five years.

Dennis in clearance jobs, our tech focused career marketplaces that attract the highest quality tech professionals and enable employers to find and engage these skilled candidates on our platforms as they look to fill the millions of new technology jobs being added over the next five years.

Speaker 3: Enabling our customers to use our patent pending skills mapping technology to find and engage with the best tech candidates is a substantial competitive advantage for both dice and clearance jobs and Significantly differentiates our offering from other well-known career sites

Enabling our customers to use our patent pending skills mapping technology to find and engage with the best Tech candidates is a substantial competitive advantage for both dice and clearance jobs and significantly differentiates our offering from other well known career sites.

Speaker 3: Unlike these sites, we are solely focused on serving the technology market where candidates are measured on the technology skills they have acquired over their career and not a simple job title.

Unlike these sites we are solely focused on serving the technology market, where candidates are measured on the technology skills. They have acquired over their career and not a simple job title.

Demand for these skilled technology candidates continues to increase as employers require more technologists to drive their evolving digital strategies.

Speaker 3: Demand for these skilled technology candidates continues to increase as employers require more technologists to drive their evolving digital strategy.

As we recently reported in our annual Dice Tech salary report it as a great time to be a technologist with salaries, increasing almost across the board and the average annual tech salary hitting a record level of $105000 up six 9% year over year.

Speaker 3: As we recently reported in our annual DICE Tech salary report, it is a great time to be a technologist, with salaries increasing almost across the board, and the average annual tech salary hitting a record level of $105,000, up 6.9% year over year.

Speaker 3: This increase shows that organizations are responding to the heightened need for tech talent.

This increase shows that organizations are responding to the heightened need protect talent.

Tools like dice in clearance jobs are imperative to find attract and engage these tech candidates.

Speaker 3: Tools like dice and clearance jobs are imperative to find, attract, and engage these tech candidates.

Now, let me dig into both of our brand's performance during the quarter and where we see them heading.

Speaker 3: Now let me dig into both of our brands' performance during the quarter and where we see them heading.

Speaker 3: Let's start with dice, which is our largest opportunity for total revenue growth.

Let's start with days, which is our largest opportunity for total revenue growth.

Speaker 3: Our bookings for DICE increased 35% year over year in the fourth quarter, and our revenue renewal rate remains strong at 91%.

Our bookings for dice increased 35% year over year in the fourth quarter and our revenue renewal rate remained strong at 91% all.

Speaker 3: All of this resulted in our dice revenue for the quarter increasing 9% sequentially and 26% year over year.

All of this resulted in our dice revenue for the quarter, increasing 9% sequentially and 26% year over year.

Speaker 3: DICE has two opportunities for expansion in front of it, as it directly serves the growing market demand for technology.

This has two opportunities for expansion in front of it as it directly serves the growing market demand for technologists.

Dice commercial accounts is our largest white space opportunity with tens of thousands of companies in the U S looking to hire high quality tech professionals.

Speaker 3: Dice commercial accounts is our largest white space opportunity, with tens of thousands of companies in the US looking to hire high quality tech professionals.

These are companies like 711 Volvo.

Speaker 3: These are companies like 7-Eleven, Volvo, First Citizens Bank, and the University of Southern California that are using our tool internally to find and engage the right technologists to fuel their digital strategy.

Volvo first citizens bank and the University of Southern California that are using our tool internally to find and engage the right technologists to fuel their digital strategies.

We believe that there are over 80000 companies in the United States that have at least 10 open tech job postings and each one of these companies is a target for our commercial accounts sales team to sell the dice subscription software offering.

Speaker 3: We believe that there are over 80,000 companies in the United States that have at least 10 open tech job postings. In each one of these companies is a target for our commercial account sales team to sell the DICE subscription software off.

The staffing and recruiting industry is the second growth opportunity for dice with over 18000 staffing and recruiting firms operating in the United States.

Speaker 3: The staffing and recruiting industry is the second growth opportunity for DICE, with over 18,000 staffing and recruiting firms operating in the United States.

Today, we serve is approximately 4000 of them, leaving us with a significant opportunity to expand our reach into these clients.

Speaker 3: Today, we service approximately 4,000 of them, leaving us with a significant opportunity to expand our reach into these clients.

Speaker 3: To capitalize on these two growth opportunities, we added incremental new business sales professionals during the year, increasing our quota-bearing sales team capacity by almost 20%.

To capitalize on these two growth opportunities, we added incremental new business sales professionals during the year, increasing our quota bearing sales team capacity by almost 20%.

Speaker 3: We also increased our marketing spend to generate more qualified leads to fuel our expanding new business team.

We also increased our marketing spend to generate more qualified leads to fuel our expanding new business teams.

Speaker 3: Over the past several quarters, we have generated a significant return on our investment.

Over the past several quarters, we have generated a significant return on our investment.

In the fourth quarter, we exceeded our targets for marketing qualified leads and our new business teams were successful in converting leads to new clients.

Speaker 3: In the fourth quarter, we exceeded our targets for marketing qualified leads, and our new business teams were successful in converting leads to new clients.

Speaker 3: As a result, our Dice customer base grew sequentially for the fourth consecutive quarter, adding over 230 net new clients.

As a result, our dice customer base grew sequentially for the fourth consecutive quarter, adding over 230 net new clients.

We also initiated a new dice branding awareness campaign focused on reintroducing, our dice brand to the more than 12 million technologists in the United States with the goal of driving new registrations and profile creations.

Speaker 3: We also initiated a new DICE branding awareness campaign focused on reintroducing our DICE brand to the more than 12 million technologists in the United States with the goal of driving new registrations and profile creation.

Speaker 3: These new digital marketing campaigns launched in September of 2021 include static and video advertising on LinkedIn, YouTube, Twitter, Instagram, and Twitter.

These new digital marketing campaigns launched in September of 2021 include static and video advertising on Linkedin Youtube Twitter.

Instagram and Twitch.

Speaker 3: We have also engaged with several tech influencers who have...

We are also engaged with several tech influencers who have.

Speaker 3: hundreds of thousands of followers on Instagram and YouTube.

Hundreds of thousands of followers on Instagram and Youtube.

Speaker 3: We are focused on those tech candidates that have less than 10 years of experience.

We are focused on those tech candidates that have less than 10 years of experience we've invested significantly over the past several years to make dice the industry, leading marketplace for tech professionals and now we are ramping up our marketing to these millions of technologists to come check us out.

Speaker 3: We've invested significantly over the past several years to make Dice the industry leading marketplace for tech professionals. And now we are ramping up our marketing to these millions of technologists to come check us out.

Speaker 3: As a result of this new investment in marketing, we are seeing higher reach and engagement metrics that resulted in increased traffic on dice and we are now adding 33,000 new candidate registrations per month.

As a result of this new investment in marketing, we are seeing higher reach and engagement metrics that resulted in increased traffic on dice and we're now adding 33000, new candidate registrations per month.

Now, let's talk about clearance jobs.

D J S fourth quarter revenue grew 23% year over year and their sales team also performed extremely well during the quarter with bookings growth of 35% over the prior year.

Speaker 3: CJ's fourth quarter revenue grew 23% year over year, and their sales team also performed extremely well during the quarter, with Booking's growth of 35% over the prior year.

D J as revenue renewal rate remains exceptional at 105%.

Speaker 3: CJ's revenue renewal rate remains exceptional at 105%.

Speaker 3: CJ also reached new milestones for new candidate registrations and job postings during the quarter.

C. J also reached new milestones for new candidate registrations and job postings during the quarter.

As with dice, we have two growth opportunities with C. J.

Speaker 3: As with DICE, we have two growth opportunities with CJ. The first is the government contractor market.

The first is the government contractor market.

Speaker 3: We currently have approximately 1,800 contractor clients, but know that 10,000 plus can use our service.

We currently have approximately 1800 contractor clients, but know that 10000, plus can use our services.

Speaker 3: As with DICE, we have increased our marketing spend to further penetrate this target market.

As with dice, we have increased our marketing spend to further penetrate this target market.

In the fourth quarter, our C. J new business team was successful in converting leads to new clients and as a result, our C. J customer base grew sequentially once again, adding over 60 net new clients.

Speaker 3: In the fourth quarter, our CJ new business team was successful in converting leads to new clients, and as a result, our CJ customer base grew sequentially once again, adding over 60 net new clients.

Speaker 3: CJ's second opportunity for expansion is selling its subscription software directly to the multitude of US government agencies that are in need of highly qualified technologists and are competing against the private sector for these candidates.

P. J 's second opportunity for expansion is selling its subscription software directly to the multitude of U S. Government agencies that are in need of highly qualified technologists and are competing against the private sector for these candidates.

Speaker 3: We continued to advance our relationships with U.S. government agency clients during the quarter, including the CIA and Idaho National Engineering Laboratory.

We continued to advance our relationships with U S government agency clients during the quarter, including the CIA and Idaho National Engineering Laboratory.

Speaker 3: CJ sales and marketing teams continue to execute on their growth plans to further penetrate these two market opportunities as evidenced by their solid bookings growth during the quarter.

P J sales and marketing teams continue to execute on their growth plans to further penetrate these two market opportunities as evidenced by their solid bookings growth during the quarter.

Speaker 3: As we exited 2021 for both brands, we saw continued strong interest from our clients.

As we exited 2021 for both brands. We saw continued strong interest from our clients, finishing the year with significant momentum and are prime for continued double digit revenue growth.

Speaker 3: finishing the year with significant momentum and are primed for continued double-digit revenue growth.

Speaker 3: Last year, approximately two-thirds of our new business team members across Dyson CJ were at or above quota as a result of comprehensive training, lead generation to support them, and of course, their hard work and dedication.

Last year, approximately two thirds of our new business team members across Dyson C. J, we're at or above quota as a result of comprehensive training lead generation to support them and of course, the hard work and dedication.

In 2022, we will be increasing our investment in our proven sales and marketing engine as we look to capitalize on the large and growing market for tech professionals, we will again be adding new sales heads during the year to a new business teams with the goal of increasing our quota bearing team capacity by 20% in 2000.

Speaker 3: In 2022, we will be increasing our investment in our proven sales and marketing engine as we look to capitalize on the large and growing market for tech professionals.

Speaker 3: We will again be adding new sales heads during the year to our new business teams with the goal of increasing our quota-bearing team capacity by 20% in 2022.

'twenty two.

We will also be increasing our investment in marketing both to clients and candidates as a result of the success, we've seen from our new digital marketing campaigns with the goal of driving increased qualified leads as well as new candidate registrations and profiles.

Speaker 3: We will also be increasing our investment in marketing, both to clients and candidates, as a result of the success we've seen from our new digital marketing campaigns, with the goal of driving increased qualified leads, as well as new candidate registrations and profile.

We have created the industry, leading tools for matching employers with the highest quality tech professionals and we believe we can capitalize on the millions of new technologists jobs being created over the next several years selling our subscription software to the companies government agencies and staffing and recruiting firms that will be looking.

Speaker 3: We've created the industry leading tools for matching employers with the highest quality tech professionals. And we believe we can capitalize on the millions of new technologist jobs being created over the next several years, by selling our subscription software to the companies, government agencies, and staffing and recruiting firms that will be looking to fill these jobs.

To fill these jobs.

Speaker 3: The success we've had to date with our proven sales and marketing strategy gives us confidence in our ability to continue to grow revenue at a strong double digit growth rate going forward as we further penetrate our large target market opportunities.

The success, we've had to date with our proven sales and marketing strategy gives us confidence in our ability to continue to grow revenue at a strong double digit growth rate going forward as we further penetrate our large target market opportunities.

With that let me turn the call over to Kevin who will take you through our financials and then we'll take any questions you may have Kevin.

Speaker 3: With that, let me turn the call over to Kevin, who will take you through our financials, and then we'll take any questions you may have. Kevin? Thank you, Art.

Thank you art and good afternoon, everyone.

Speaker 4: Let me go into a bit more detail on our fourth quarter financial results.

Let me go into a bit more detail on our fourth quarter financial results.

Speaker 4: We reported total revenue of $33.7 million, which was up 10% sequentially and 25% year-over-year.

We reported total revenue of $33 $7 million, which was up 10% sequentially and 25% year over year.

Speaker 4: Total bookings for the quarter were $36.2 million, up 35% year over year.

Total bookings for the quarter were $36 $2 million up 35% year over year.

Speaker 4: Dice revenue was $24.4 million, up 9% sequentially and 26% year over year. Dice bookings were $25.9 million, up 35% year over year.

Dice revenue was $24 $4 million up 9% sequentially and 26% year over year.

Nice bookings were $25 $9 million up 35% year over year.

Speaker 4: We ended the quarter with 6,004 DICE recruitment package customers, which is up 4% sequentially and up 17% year over year. Our average monthly revenue per DICE recruitment package customer was up both sequentially and year over year to $1,160 or $13,920 on an annual basis.

We ended the quarter with 6004 dice recruitment package customers, which is up 4% sequentially and up 17% year over year.

Our average monthly revenue per dice recruitment package customer was up both sequentially and year over year to $1160 or $13920 on an annual basis.

Speaker 4: Approximately 90% of dice revenue is recurring and comes from annual or multi-year contracts.

Approximately 90% of dice revenue is recurring and comes from annual or multi year contracts.

Our dice revenue renewal rate was 91% for the fourth quarter down one percentage point from 92% last quarter and up 16 percentage points year over year, our dice customer count renewal rate was 86% up three percentage points from last quarter.

Speaker 4: Our DICE revenue renewal rate was 91% for the fourth quarter, down 1% point from 92% last quarter, and up 16% points year over year. Our DICE customer count renewal rate was 86% up 3% points from last quarter, and up 18% points when compared to the same period last year.

And up 18 percentage points when compared to the same period last year.

These metrics continued to demonstrate the strength of the tech job market and the value of the dice products in recruiting technology professionals.

Speaker 4: These metrics continue to demonstrate the strength of the tech job market and the value of the DICE products in recruiting technology professionals.

Speaker 4: Clearance jobs revenue was $9.4 million, which was up 11% sequentially and up 23% year over year.

Clearance jobs revenue was $9 $4 million, which was up 11% sequentially and up 23% year over year.

Bookings for C J were $10 $3 million up 35% year over year.

Speaker 4: Bookings for CJ were $10.3 million, up 35% year over year.

Speaker 4: We ended the fourth quarter with 1,878 CJ recruitment package customers, which is up 3% sequentially and up 9% year over year. Our average monthly revenue per CJ recruitment package customer was up 5% sequentially and up 8% year over year to $1,486 or $17,832 on an annual basis.

We ended the fourth quarter with 1878, CJ recruitment package customers, which is up 3% sequentially and up 9% year over year or.

Our average monthly revenue per C. J recruitment package customer was up 5% sequentially and up 8% year over year to $1486 or $17832 on an annual basis.

Speaker 4: Similar to DICE, approximately 90% of CJA revenue is recurring and comes from annual contracts.

Similar to dice approximately 90% of CJ revenue is recurring and comes from annual contracts.

Speaker 4: Our CJ revenue renewal rate was 105% for the fourth quarter, up 11 percentage points from 94% last quarter, and up 18 percentage points year over year.

Our C. J revenue renewal rate was 105% for the fourth quarter up 11 percentage points from 94% last quarter and up 18 percentage points year over year.

Speaker 4: Our CJ customer count renewal rate was 88%, up one percentage point from last quarter, and up 14 percentage points when compared to the same period last year.

Our CJ customer count renewal rate was 88% up one percentage point from last quarter and up 14 percentage points when compared to the same period last year.

Speaker 4: These positive metrics demonstrate the continued value CJ delivers in the recruitment of cleared professionals.

These positive metrics demonstrate the continued value C. J delivers in the recruitment of cleared professionals.

Turning to operating expenses fourth quarter operating expenses were $33 6 million compared to 26 million in the year ago quarter.

Speaker 4: Fourth quarter operating expenses were $33.6 million compared to $26 million in the year ago quarter. As Art mentioned, we are continuing to invest in the sales team and are increasing our third-party marketing spend. The increased marketing spend and the strong performance of our digital marketing campaigns has resulted in a significant increase in marketing qualified leads to support our expanding new business team.

As art mentioned, we're continuing to invest in the sales team and are increasing our third party marketing spend the.

The increased marketing spend and the strong performance of our digital marketing campaigns has resulted in a significant increase in marketing qualified leads to support our expanding new business teams.

Speaker 4: And with the strong year-to-date bookings and revenue performance, we had higher performance-based compensation.

With the strong year to date bookings and revenue performance, we had higher performance based compensation.

Speaker 4: The company recorded an income tax benefit from continuing operations for the quarter of $0.1 million on income from continuing operations before taxes of $0.1 million. The income tax benefit resulted from discrete tax items, including the reversal of liabilities for uncertain tax positions as federal and state statutes expired.

The company recorded an income tax benefit from continuing operations for the quarter of $1 million on income from continuing operations before taxes of <unk> $1 million. The income tax benefit resulted from discrete tax items, including the reversal of liabilities for.

Uncertain tax positions as federal and state statutes expired.

As a result of the statutes lapsing as well as both tax benefits from R&D tax credits and the use of a capital loss carryforward, our effective tax rate for the year was 61% as compared to our expected corporate tax rate of 25%.

Speaker 4: As a result of these statutes collapsing, as well as both tax benefits from R&D tax credits and the use of a capital loss carry forward, our effective tax rate for the year was 61% as compared to our expected corporate tax rate of 25%.

We recorded income from continuing operations for the fourth quarter of $2 million or zero cents per diluted share compared to income from continuing operations of $1 million or <unk> <unk> per diluted share a year ago.

Speaker 4: We've recorded income from continuing operations for the fourth quarter of $0.2 million or zero cents per diluted share compared to income from continuing operations of $1 million or two cents per diluted share a year ago.

Speaker 4: This quarter's income from continuing operations was impacted by severance and related costs and discrete tax items, which approximately offset each other.

This quarters income from continuing operations was impacted by severance and related costs and discrete tax items, which approximately offset each other.

Speaker 4: Last year's income from continuing operations was positively impacted by $0.4 million from discrete tax items partially offset by severance and related costs.

Last years income from continuing operations was positively impacted by <unk> $4 million from discrete tax items, partially offset by severance and related costs.

Speaker 4: Adjusted diluted earnings per share for the current quarter was 0 cents, compared to earnings of 1 cent for the prior year quarter.

Adjusted diluted earnings per share for the current quarter was zero cents compared to earnings of one <unk> for the prior year quarter.

Speaker 4: Diluted shares for the current quarter were $48.7 million compared to $49 million in the prior year quarter.

Diluted shares for the current quarter were $48 7 million compared.

Compared to $49 million in the prior year quarter.

Yeah.

Adjusted EBITDA for the fourth quarter was $7 1 million, a margin of 21% compared to $5 million and a margin of 19% in the fourth quarter a year ago.

Speaker 4: Adjusted EBITDA for the fourth quarter was $7.1 million, a margin of 21%, compared to 5 million, and a margin of 19% in the fourth quarter a year ago. We generated 3 million of operating cash flow in the fourth quarter compared to 4.2 million in the prior year quarter.

We generated $3 million of operating cash flow in the fourth quarter compared to $4 2 million in the prior year quarter.

Speaker 4: The lower cash flow was driven by payment of certain bonuses in December of 2021, and the final payroll of 2021 occurring on December 31st, and partially offset by stronger collections from customers.

The lower cash flow was driven by payment of certain bonuses in December of 2021, and the final payroll of 2021 occurring on December 31.

And partially offset by stronger collections from customers.

From a liquidity perspective at the end of the quarter, we had $1 5 million in cash and total debt of $23 million under our $90 million revolver.

Speaker 4: From a liquidity perspective, at the end of the quarter, we had $1.5 million in cash and total debt of $23 million under our $90 million revolver.

Deferred revenue at the end of the quarter was $46 1 million up 26% from the fourth quarter of last year.

Speaker 4: Deferred revenue at the end of the quarter was $46.1 million, up 26% from the fourth quarter of last year.

Speaker 4: When we add the unbuilt portion of our contracts to deferred revenue, our total committed contract backlog at the end of the quarter was 92.6M dollars, which was up 44% from the end of the 4th quarter last year.

When we add the unbilled portion of our contracts to deferred revenue. Our total committed contract backlog at the end of the quarter was $92 $6 million, which was up 44% from the end of the fourth quarter last year.

Speaker 4: Short-term contract backlog consists of subscription-based contracts with revenue that is to be recognized over the next 12 months.

Short term contracted backlog consists of subscription based contracts with revenue that is to be recognized over the next 12 months.

Speaker 4: Short-term backlog was $78.9 million, an increase of $20.4 million, or 35%.

Short term backlog was $78 $9 million an increase of 24.

<unk> 4 million or 35%.

Long term backlog that is revenue to be recognized in 13 or more months is $13 $7 million, an increase of $7 8 million or 132% from the prior year.

Speaker 4: Long-term backlog that is revenue to be recognized in 13 or more months is $13.7 million, an increase of $7.8 million or 132% from the prior year.

Speaker 4: During the quarter, we repurchased approximately 960,000 shares for $5.2 million, an average price of $5.45 per share.

During the quarter, we repurchased approximately 960000 shares for $5 2 million, an average price of $5 45 per share.

Speaker 4: As a reminder, our current share buyback program includes a $20 million authorization through June of 2022. $14.2 million had been used as of year end, leaving $5.8 million available under the program.

As a reminder, our current share buyback program includes a 20 million dollar authorization through June of 2022.

$2014 $2 million had been used as of year end, leaving $5 $8 million available under the program.

Speaker 4: We continue to believe the buyback is a recognition of the long-term prospects of our business and the undervalued price of our stock.

We continue to believe the buyback is a recognition of the long term prospects of our business and the undervalued price of our stock.

<unk> with our previous programs, we will continue to evaluate investment opportunities in the business against buying back shares.

Speaker 4: Consistent with our previous programs, we will continue to evaluate investment opportunities in the business against buying back shares.

Speaker 4: Looking forward, based on our strong bookings performance, for the first quarter, we expect revenue to be in the range of $32 to $33 million, representing a growth rate of 20 to 23% year over year.

Looking forward based on our strong bookings performance for the first quarter, we expect revenue to be in the range of $32 million to $33 million, representing a growth rate of 20% to 23% year over year.

Speaker 4: From a profitability perspective, we will continue to operate the business to adjusted EBITDA margins at or near 20% throughout 2022 as we balance our strong financial performance with increased sales and marketing investment to drive long-term revenue growth.

From a profitability perspective, we will continue to operate the business to adjusted EBITDA margins at or near 20% throughout 2022, as we balance our strong financial performance with increased sales and marketing investment to drive long term revenue growth.

We are excited by the positive momentum, we're seeing in bookings and believe our investments in sales and marketing will continue to drive strong sustainable double digit bookings and revenue growth going forward.

Speaker 4: We are excited by the positive momentum we are seeing in bookings and believe our investments in sales and marketing will continue to drive strong, sustainable, double-digit bookings and revenue growth going forward. And with that, let me turn...

And with that let me turn the call back to art.

Thank you Kevin I'd like to close by once again thanking all of our employees for their hard work over this past year.

Speaker 3: Thank you, Kevin. I'd like to close by once again thanking all of our employees for their hard work over this past year. Your determination and dedication to executing our growth plan has paid off.

We're determination and dedication to executing our growth plan has paid off.

Speaker 3: It is a pleasure to be part of such a great team. With that, we're happy to take your questions.

It is a pleasure to be part of such a great team with that we're happy to take your questions.

We will now begin the question and answer session.

Speaker 1: To ask a question, you may press star, send 1 on your touch tone phone. If you are using a speakerphone, please pick up your handset before pressing the key.

You ask a question you May press Star then one on your Touchtone phone.

If you are using a speakerphone please pick up your handset before pressing the keys.

Speaker 1: If at any time your question has been addressed and you would like to withdraw your question, please press star then 2. At this time we will pause momentarily.

Is it any time your question has been addressed and you would like to withdraw your question. Please press Star then two.

At this time, we will pause momentarily to assemble our roster.

The first question comes from Eric Martin Newsy with Lake Street. Please go ahead.

Speaker 1: The first question comes from Eric Martin Newsy with Lake Street. Please go ahead.

Congratulations on the terrific numbers for the quarter. My question has to do with just.

Speaker 5: Congratulations on the terrific numbers for the quarter. My question has to do just kind of high level here. Omicron seemed to impact a lot of people in November , December , January , timeframe. I know, obviously this is not dealing with COVID. It is not a new phenomenon, but I'm wondering if there was anything new in how you managed the business with regard to Omicron and Reese.

A high level here.

Omicron seemed to impact a lot of people in the November December January timeframe. I know you know obviously this is not dealing with COVID-19 . There is not a new phenomenon, but I am wondering if there was anything new in how you manage the business with regard to OMA crowd in recently.

That's a great question, Eric really appreciate it and I'd have to say the answer is no I check in with our sales leadership every couple of weeks to ask them about what they're seeing in terms of client sentiment I actually checked in with one of our key leaders just about two hours ago.

Speaker 3: That's a great question, Eric, really appreciate it. And I'd have to say the answer is no. I check in with our sales leadership every couple of weeks to ask them about what they're seeing in terms of client sentiment. I actually checked in with one of our key leaders just about two hours ago, and they have, to a person, said that Omicron has really not affected people's view of 2022 and their hiring needs. And so we feel pretty confident that we're in a good place right now.

And they have to a person said that on Alcon has really not affected.

Peoples view of 2022.

And their hiring needs and so we feel pretty confident that we're in a good place right now.

Okay.

Speaker 5: You're making some pretty big investments here in 2022, and I can't disagree with it. I'm a big fan of growth as far as the trade out between growth and profits, and you guys targeting that at or near 20% for 2022 despite the double digit growth here. Curious to know how that changes in 2022 versus 2021, and I'm specifically talking about the dice side of the house.

You're making some pretty big investments here in 2022, and I can't disagree with it I'm a big fan of growth as far as the tradeoff between growth and profits.

Guys targeting that at or near 20% for 2022, despite a double digit growth here I'm curious to know how that changes in 2022 versus 2021, and I'm, specifically talking about the dice side of the house.

Speaker 5: Is it just going to be, hey, we invested in commercial teams last year and we're going to continue that 20% growth in sales gets pointed there? Is it towards the staffing and recruiting side of the house?

Are you is it just going to be hey, we invested in commercial teams last year and we're going to continue that 20% growth in sales gets pointed there is it towards the staffing and recruiting side of the house how is the investment being pointed in 2022.

Speaker 5: How is the investment being pointed in 2022?

Speaker 3: Great question as well. I would say that part of the investment was making sure that we had fully staffed product development team.

Great question as well I would say that part of the investment was making sure that we had fully staff product development teams and we were able to do that kind of exiting 2021 moving into 2022, what I think about as the substantial portion of our investment for this year is really in dire.

Speaker 3: And we were able to do that kind of exiting 2021, moving into 2022. What I think about as the substantial portion of our investment for this year is really in dice, commercial accounts team expansion.

Commercial accounts team expansion and so we still believe that we have 80000 plus targets that we can go after that are viable for the dice platform and we want to make sure that we have the number of kind of feet on the street to engage in those relationships. So it's mostly about that sales.

Speaker 3: And so we still believe that we have 80,000 plus targets that we can go after that are viable for the DICE platform. And we want to make sure that we have the number of kind of feet on the street to engage in those relationships.

Speaker 3: So it's mostly about that sales investment. We are very bullish on the success that we saw as a result of our brand awareness campaigns focused on technologists. So we'll be roughly doubling that spend in 2022. But I'd say if I was to prioritize the level of investment, the majority of it is going towards expanding those commercial accounts, those teams for

Investment, while we are very bullish on the success that we saw as a result of our brand awareness campaigns focused on technologists. So we'll be roughly doubling that spend in 2022, but I would say if I was to prioritize the level of investment the majority of it is going.

Towards expanding those commercial accounts team those teams for dice.

Okay and then my final question is probably more for Kevin as you had customers coming into deciding what their package was going to be for 2022 did you see a change obviously.

Speaker 5: Okay, and then my final question is probably more for Kevin. As you had customers coming into deciding what their package was going to be for 2022, did you see a change, you know, obviously everybody's going to come at you and say, hey, we're buying more seats and so we want a discount on the volume or we want to do it, can we get a different price if we do it for a longer, a multiyear commitment? What was the buyer behavior as you wrapped up Q4?

Everybody is going to come out and say hey, we are buying more seats and so we want a discount on the volume or.

We want to do it can we get a different price if we do it for a longer a multiyear commitment what was the buyer behavior as you wrapped up Q4.

Yeah. Good question, it really wasn't any different.

Speaker 4: Yeah, good question. It really wasn't any different. We continue to see new customers and new customers seeing value in the platform. So we really haven't seen any sort of behavior changes as far as pricing or expected pricing or discount. We did see retention rates slightly above 100%.

We continue to see.

New customers and new customers seeing value in the platform. So we really haven't seen any sort of behavior changes as far as pricing or expected pricing or discount we did see retention rates.

Slightly above 100%.

Speaker 4: In Q4 for DICE, we saw retention rates much higher than that in CJ. So there really was not a push for any beneficial pricing by buying more products.

In Q4 for dice, we saw retention rates much higher than that and C. J. So there really was not a push for any any beneficial pricing by buying more products.

Okay. Congrats.

Speaker 5: Okay, congrats again on the numbers and looking forward to 2022.

Congrats again on the numbers and are looking forward to 2022.

Thanks, So much Eric I appreciate it.

The next question comes from Josh Vogel with Sidoti and company. Please go ahead.

Speaker 1: The next question comes from Josh Vogel with Sidoti & Company. Please go ahead.

Speaker 6: Thanks, good afternoon guys and yeah, congratulations on the performance today. Really impressive.

Thanks, Good afternoon, guys and yeah, congratulations on the performance to date.

Really impressive.

Thanks, John .

Speaker 6: First question, maybe more so for Kevin, and I know you gave some nice guidance here for Q1.

The first question, maybe more so for Kevin and I know you gave us.

Some nice guidance here for Q1, and you know just thinking about the trajectory throughout the year and me.

Speaker 6: you know, just thinking about the trajectory throughout the year and the the cadence of revenue, you know, given the level of deferred revenue and backlog is it fair to assume that revenue should step up quarter to quarter before maybe getting back to more seasonal trends like in 2023 and beyond.

The cadence of revenue given the level of deferred revenue and backlog is it fair to assume that revenue should step up quarter to quarter before maybe getting back to more seasonal.

Trends like in 'twenty, 'twenty, three and beyond.

We expect to see.

Speaker 4: We expect to see quarter over quarter growth throughout the year. Keep in mind some of the earlier quarters in 2021 were effectively lower based on the 2020 bookings. We are seeing a very strong quarter for 2021, sorry 2022 as we shared.

Quarter over quarter growth throughout the year.

Keep in mind some of the earlier quarters in 2021, where we're effectively lower based on the 2020 bookings and so.

We are seeing a very strong quarter for 2021, I'm, sorry, 2022, as we shared.

You know that is likely to.

Speaker 4: You know, that is likely, you know, to come down a bit throughout the year, just simply from the comparative periods being much harder. But as we think about for the full year, for each quarter in the full year, we still feel comfortable that we will be in that double digit range of growth year over year. Okay, great.

To come down a bit throughout the year is just simply from the comparative periods being much harder, but as we think about for the full year for each quarter and the full year, we still feel comfortable that we will be in that double digit range of growth year over year.

Okay, great Thanks and.

I made mention in your prepared remarks, but you know in looking at the renewal business.

Speaker 6: I may have missed it in your prepared remarks, but you know, in looking at the renewal business, you know, and how wage inflation comes up and plays into your value prop, can you just talk about how pricing is looking on renewal business relative to, you know, prior to the Northern Europe agreement.

You know and how wage inflation comes up and plays into your value prop can you just talk about how pricing is looking on renewal business relative to <unk>.

Prior to the pandemic.

Yes, we do have an auto renewal clause in 90% of our client contracts approximately today and that does have a price escalation feature that helps us with regard to seeing a better price attainment. We argue that we are improving our platforms each.

Speaker 3: Yes, we do have an auto renewal clause in 90% of our contracts approximately today and that does have a price escalation feature that helps us with regard to seeing a better price attainment. We argue that we are improving our platforms.

Speaker 3: each day for that matter in terms of our customer experience. So I would say that we believe we can continue to see dice revenue renewal rate in the 90s in terms of percentile as well as clearance jobs. Now clearance jobs popped out and was 100 and

Each day for that matter and in terms of our customer experience and so I would say that we believe we can continue to see dice revenue renewal rate in the nineties.

In terms of percentile as well as clearance jobs now clearance jobs popped out and was 100 and.

Speaker 3: It was over 100%, 105%, this particular fourth quarter, but I'd say that we would anticipate that the 90s is

It was over 100%, 105% this particular fourth quarter, but I would say that we would anticipate that the 90 days.

Speaker 3: you know consider to be best of class in terms of both platforms performance.

Consider to be best in class in terms of both platforms performance.

Alright, great and.

Speaker 6: All right, great. I saw the product development spikes the quenched lean year over year. I was just curious, was there something kind of one time in there? Just seemed like a big number compared to what my model is.

I saw that product development spike sequentially and year over year I was just curious was there something kind of one time in there.

It just seemed like a big number compared to what my model is showing.

I would say that in general we like our clients for that matter.

Speaker 3: I would say that in general, we, like our clients for that matter

We're working very diligently to fill our own technologists staffing or technologist needs inside of our teams and hats off to our HR in our recruitment teams because we were able to do so by the end of last year, we really feel like we have very stable technology teams.

Speaker 3: We're working very diligently to fill our own technologist needs inside of our teams.

Speaker 3: Hats off go to our HR and our recruitment teams because we were able to do so by the end of last year. We really feel like we have.

Speaker 3: very stable technology teams. There are 14 teams that are built on a principle called

There are 14 teams that are built on a principal called <unk>.

Speaker 3: domain driven engineering and so they have their own domain of expertise and some of those teams were

Domain, driven engineering and so they have their own domain of expertise and some of those teams were partially staffed through most of 2021, but we were able to catch up by the end of the year and Kevin I'd ask is there anything else that you'd add there.

Speaker 3: partially staffed through most of 2021, but we were able to catch up by the end of the year. And Kevin, I'd ask, is there anything else that you'd add there?

Speaker 4: Yeah, the only thing I would add is our product team was also responsible for separating the EFC business. And so the work they did on separating the EFC business cannot be capitalized. It has to be expensed. So that resulted in a higher expense for the product team. Flowing through the income statement for the full year 2021.

Yeah. The only thing I would add is our product team was also responsible for separating the <unk> business and so the work they did on separating the AFC business cannot be capitalized it has to be expense. So that resulted in a higher expense for the product team.

Blowing through the income statement for the full year 2021.

That's helpful. Thank you and just lastly.

Speaker 6: That's helpful. Thank you. And just lastly, how many quota bearing sales headcounts you have today? I just want to get a sense of when you say you're going to add 20% more this year, how many actual heads that is.

How many quota bearing.

Sales head count do you have today I just wanted to get a sense of when you say youre going to add 20% more this year, how many actual hedge that is.

Speaker 3: So I would say that at exiting last year, 2021, we had roughly 90 quota-bearing reps. And so if you think about 20% were roughly saying an incremental 18 to 20 individuals that would be placed in these new business teams.

So I would tell you that at exiting last year.

2021, we had roughly 90 quota bearing reps and so if you think about 20% we're roughly saying.

An incremental 18 to 20 individuals that would be placed in these new business teams.

Perfect well, thanks for taking my questions guys. Congratulations again.

Speaker 6: Perfect. Well, thanks for taking my questions guys. Congratulations again.

Thanks, very much Josh appreciate the questions.

The next question comes from Zach Cummins with B Riley Securities. Please go ahead.

Speaker 1: The next question comes from Zach Cummins with C. Riley Security. Please go ahead.

Speaker 7: Yeah, hi, good afternoon. Thanks for taking my questions. I'll echo the sentiments of the prior to analysts on the strong results here in Q4. Kevin, could you remind us on the percentage of bookings that typically fall into Q4 and one Q, when we're looking at a full-your-basis? Some just trying to get a sense of the visibility that you guys have into the business in the confidence behind their sustainable double digit growth.

Yeah, Hi, good afternoon.

Thanks for taking my questions I'll Echo the sentiments of the priority of analysts some on the strong results here in Q4.

Kevin could you remind us on the percentage of bookings that typically fall into Q4, and one Q1, we're looking at a full year basis I'm, just trying to get a sense of.

The visibility that you guys have into the business.

And the confidence behind their sustainable double digit growth.

Yeah, we are in the neighborhood of 60% of our bookings would be in those two quarters.

Speaker 4: Yeah, we are in the neighborhood of 60% of our bookings would be in those two quarters. Now, of course, that changes a little bit when the new business team continues to add more and more bookings, but I would say right now a good rule of thumb for where we are as a business is ballpark 60% between the two quarters.

Now of course that changes a little bit when the new business team continues to add more and more bookings, but I would say right now a good rule of thumb for where we are as a business is is ballpark, 60% between the two quarters.

Got it that's helpful. And then in terms of the sales hiring and looking to expand our quota carrying reps by about 20% are from a capacity basis.

Speaker 7: Got it. That's helpful. And in terms of the sales hiring, looking to expand quota carrying reps by about 20% from a capacity basis, how should we think about the pace of the hiring there? I would imagine trying to get them in the door as quickly as possible to get them productive in 2022. I'm just trying to get a sense of how you're going to balance that pace of hiring versus maintaining the strong productivity you've seen with the existing team.

How should we think about the pace of the hiring there I would imagine trying to get them in the door as quickly as possible to get them productive in 2022.

I'm, just trying to get a sense of how you're going to balance that that pace of hiring versus maintaining the strong productivity that <unk> seen with with the existing team.

Well roughly I would say the answer is that we're gonna be hiring them equivalent Lee over the quarters and the key thing to understand is that for each one of these sales reps. There is an ecosystem that supports them and what I mean by that is we have to make sure that we have the right number of marketing qualified leads that we hand off to these new reps.

Speaker 3: Well, roughly, I would say the answer is that we're going to be hiring them equivalently over the quarters.

Speaker 3: And the key thing to understand is that for each one of these sales reps, there's an ecosystem that supports them.

Speaker 3: And what I mean by that is we have to make sure that we have the right number of marketing qualified leads that we hand off to these

Speaker 3: We need to make sure that they have the right training in place during their ramp period, which is six months. We need to make sure that they have the right ratio of sales development reps.

We need to make sure that they have the right training in place during their ramp period, which is six months, we need to make sure that they have the right ratio of sales development reps those are the folks that do.

Speaker 3: Those are the folks that do outbound calling as well as qualification calls for the reps themselves.

Outbound, calling as well as qualification calls for the reps themselves. So there's a lot that goes into the equation of making a rep successful and so we want to make sure that we're balancing all of those ingredients as we hire them and not overwhelming the system. If you will.

Speaker 3: So there's a lot that goes into the equation of making a rep successful. And so we want to make sure that we're balancing all those ingredients as we hire them and not overwhelming the system, if you will.

Yeah.

Speaker 7: Understood. And final question for me is just around your product development roadmap. I mean, can you give us a sense of the key focus areas for the DICE platform in particular in the coming year? Sure.OH?!

Understood and final question for me is just around your product development Road map I mean can you give us a sense of the key focus areas for the dice platform in particular in the coming year.

Sure So I would say that the.

Key area of focus this year is going to be the technologist experience. What we found is that we were able to obviously expand the number of clients that we had last year with both dice and C. J, we want to make sure we have a balanced marketplace, meaning we have just.

Speaker 3: key area of focus this year is going to be the technologist experience. What we found is that we were able to obviously expand the number of clients that we had last year with both Dice and CJ. We want to make sure we have a balanced marketplace meaning we have just as much.

Just as much new candidate engagement and the platform as a result of the new client engagement and so we're rolling out for example, our new apply flow that makes it a lot easier for a candidate to apply to a job we have a new detailed job view, which is the.

Speaker 3: new candidate engagement in the platform as a result of the new client engagement. And so we're rolling out, for example, a new apply flow that makes it a lot easier for a candidate to apply to a job. We have a new detailed job view, which is the page that essentially provides all the details about the job, the opening itself. There is a new technologist onboarding.

The page that essentially provides all the details about the job opening itself.

There is a new technologists onboarding, so theres going to be a process that is much more streamlined for a technologist, creating their profile uploading their resume effectively becoming a part of the community very in a very short manner and so that's just giving you a view of the technologist experience that's going to change in <unk>.

Speaker 3: So there's going to be a process that's much more streamlined for a technologist creating their profile, uploading their resume effectively becoming a part of the community very in a very short manner. And so that's just giving you a view of the technologist experience that's going to change and improve over the course of the year. But we have equivalent releases and important.

Prove over the course of the year, but we have equivalent releases and important I would say milestones for the client experience for making sure that we also increased connectivity between clients and candidates as well as branded as we indicated in our past earnings calls we believe that <unk>.

Speaker 3: I would say milestones for the client experience, for making sure that we also increase connectivity between clients and candidates.

Speaker 3: as well as branding. As we kind of indicated in our past earnings calls, we believe that branding is a significant weapon in the arsenal of clients to essentially bring on tech candidates, telling their story about their mission, their values, their culture, that's all important in a...

<unk> is a significant weapon in the arsenal of clients to essentially bring on tech candidates, telling their story about their mission their values. The culture, that's all important in AR.

Speaker 3: a time that the technology unemployment rate at least for January was 1.7%. You really have to embrace the idea that...

Behind that the technology unemployment rate at least for January was one 7% and you really have to.

Embraced the idea that you are.

Selling yourself to a candidate to bring them onboard your company because theres such a supply demand imbalance.

Speaker 3: Felling yourself to a candidate to bring them on board your company because there's such a supply demand imbalance.

Speaker 7: Understood. Thanks for taking my questions and congrats again on the strong results.

Understood. Thanks for taking my questions and congrats again on the strong resource.

I appreciate it.

As a reminder, if you have a question. Please press star then one to be Jordan's question queue.

Speaker 1: As a reminder, if you have a question, please press stars and one to be joining to the question queue.

Speaker 1: The next question comes from Kevin Lu with K. Lu & Company. Please go ahead.

The next question comes from Kevin Liu with K, Lou and company. Please go ahead.

Hey, good afternoon guys.

Speaker 2: Good afternoon guys. First question here just in terms of your new bookings, especially for the dice platform curious as to you know how that mix is coming in from the traditional staffing firms versus some of these commercial accounts are now targeting.

First question here.

Kind of your new bookings, especially for the dice platform I'm curious as to how that mix is coming in from the traditional staffing firms versus some of these commercial accounts you're now targeting.

Okay.

Speaker 3: So I'm gonna ask Kevin if he has the exact numbers, but

So I'm going to ask Kevin if he has the exact numbers but.

Speaker 3: Approximately, I'd say 60% of the new bookings are coming in for commercial accounts and 40% for staffing and recruiting agencies. And that's, I think, representative of the fact that there's demand across both categories, but also the fact that from a legacy perspective, we've had that staffing and recruiting new business team in place a little longer than the commercial accounts team. So we're...

Approximately I'd say, 60% of the new bookings are coming in for commercial accounts and 40% for staffing and recruiting agencies and that's.

I think represented the fact that there is demand across both categories, but also the fact that from a legacy perspective, we've had that staffing and recruiting new business team in place a little bit longer than the commercial accounts team. So.

As illustrated in the answer to our questions. We're actually building up that commercial accounts team to make it even larger than it was in 2021.

Speaker 3: you know, illustrated in the answer to our questions, we're actually building up that commercial account team to make it even larger than it was in 2021.

Now your numbers are Directionally correct that's right.

Okay, Great and then just given kind of the war for talent that we're seeing out there today can you just talk about how that's impacting kind of demand for.

Speaker 8: Great. And then just, you know, given kind of the word for talent that we're seeing out there today, he's talking about how that impacting kind of demand for your and solar resources are the, the less recurring pieces of business. And what sort of growth you would expect for that next year is, clients think about, you know, ways to capture more talent.

Ancillary services are the less recurring pieces of business.

What sort of growth you would expect for that next year as well.

Clients think about ways to capture more talent.

Yeah, I think that's a great question, Kevin So just big picture wise.

Speaker 3: Yeah, I think that's a great question, Kevin. So just big picture wise, 90% roughly of our revenue comes from subscription based contracts. So the other 10% falls into this category of ancillary services of which I'd say the important ones are sourcing services, virtual career events, as well as branding and advertising. I think it's notable that...

90% roughly of our revenue comes from subscription based.

Based contracts so the other 10% falls into this category of ancillary services of which I'd say the important ones are sourcing services virtual career events as well as branding and advertising I.

I think it's notable that sourcing services, which is focused on having our internal team of recruiters use our own tool.

Speaker 3: sourcing services, which is focused on having our internal team of recruiters use our only tool or tools, dice and clearance jobs to really find candidates for problem

Or tools Dyson clearance jobs to really Hum.

Find candidates for problematic positions and so that particular group saw a very large increase in demand in fourth quarter now again, I don't want to overstate that because thats, you know less than 10% of our total revenue, but I think it's also a very good indication to your point of.

Speaker 3: And so that particular group saw a very large increase in demand in fourth quarter. Now again, I don't want to overstate that because that's, you know, less than 10% of our total revenue. But I think it's also a very good indication to your point of people's interest in solving the problem for hiring technologists at this point in time. So we would expect to see that particular group sourcing services have an even bigger impact in 2022.

Peoples interest in solving the problem for hiring technologists at this point in time, So we would expect to see that particular group sourcing services.

Even bigger impact in 2022.

Yes.

That's great to hear and then just lastly for me you highlighted some of the marketing efforts you have around getting more candidate profiles into the dice platform can you just talk a little bit about how engaged candidates or whether they're coming into the platform and immediately interacting with.

Speaker 8: great to hear. And then just lastly for me you highlighted some of the marking efforts you have around getting more candidate profiles into the DICE platform. Can you talk a little bit about how engaged these new candidates are, whether they're coming into the platform and immediately interacting with some of the clients you have on the employer side and what sort of your customer base is being from all these new profiles.

With some of the clients you have on the employer side.

Sort of success, you're customer basis see from all these new profiles.

Speaker 3: Sure. So, you know, just to provide some statistics for January , a big picture for the DICE platform. Rough order of magnitude, we have about 200,000 unique live jobs on DICE in January . We believe that there are 350,000 job openings roughly speaking across the United States. So a pretty good cross-section of those openings across the United States.

Sure. So just to provide some statistics for January big picture for the dice platform.

Rough order of magnitude we have at about 200000 unique lives jobs on dice in January we believe that there are 150000 job openings roughly speaking across the United States. So a pretty good cross section of those openings across the United States.

We had a total of $1 5 million visits by candidates over the course of the month and they generated 500000 applications to those jobs. So I think we're seeing a good amount of engagement on the platform now I can tell you that we are doubling.

Speaker 3: We had a total of 1.5 million visits by candidates over the course of the month, and they generated 500,000 applications to those jobs. So I think we're seeing a good amount of engagement on the platform. Now I can tell you that we are doubling the budget associated with these brand awareness campaigns, so we think that we can be even better yet in 2022.

Budget associated with these brand awareness campaigns. So we think that we can do even better yet in 2022.

Alright, great congrats on the strong finish to the year and good luck here in 2002.

Speaker 8: All right, great. Congrats on the strong finish to be here and good luck to you in 2022. Thank you.

Thank you very much Kevin really appreciate that.

Speaker 1: This concludes our question and answer session. I would like to turn the conference back over to Art Say Leaf for any closing remarks.

This concludes our question and answer session I would like to turn the conference back over to art Daly for any closing remarks.

Speaker 3: Well, thank you very much. I just wanted to say thank you, everyone, for your interest in DHI group. And I hope everybody has a great day, week, and year to come.

Well. Thank you very much I just wanted to say thank you everyone for your interest in DHA group and I Hope everybody has a great.

Day week and year to come.

Speaker 1: The conference was now concluded. Thank you for attending today's presentation. You may now disconnect.

The conference.

Has now concluded. Thank you for attending today's presentation you may now disconnect.