Q4 2023 Skillz Inc Earnings Call
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Operator: Good afternoon, all. I would like to welcome you all to the Skillz Incorporated 2023 fourth quarter results call. My name is Harry, and I'll be your moderator for today's call. I would now like to pass the conference over to your host, Jim Leahy, from JCIR, to begin. So, Jim, please go ahead.
Harry: Good afternoon, I would like to welcome you all to the skills and core price at 2023 fourth quarter results call. My name is Harry and it'll be a motivator for today's call.
Harry: I would now like to pass the conference over to your host Jim Leahy from J C. <unk> speaking so Jim. Please go ahead, good afternoon, and welcome to the skills 2023 fourth quarter and full year earnings conference call on the call today are Andrew Paradise still co founder and CEO, Casey <unk> co founder and CSO and Gitano Francesca CFO.
James Leahy: Good afternoon, and welcome to the Skillz 2023 fourth quarter and full year earnings conference call. On the call today are Andrew Paradise, Skillz co-founder and CEO, Casey Chafkin, co-founder and CSO, and Gaetano Franceschi, CFO. This afternoon, Skillz issued its earnings release reporting the preliminary, unaudited fourth quarter and year-ended December 31, 2023 results, which is available on the company's investor relations website.
Harry: This afternoon skills issued its earnings release reporting the preliminary unaudited fourth quarter and year ended December 31, 2023 results, which is available on the company's Investor Relations website.
James Leahy: The company is in the process of completing its financial statements and other disclosures for the fiscal year ended December 31, 2023. As a result, the company will file an extension for the filing of its annual report on Form 10-K for the year ended December 31, 2023. Accordingly, the company is announcing preliminary results for the year, which are based on currently available information and are subject to revision as management completes its internal review. The company's independent registered public accounting firm has not finalized its review of these preliminary financial results or its audit of the financial statements for the year ended December 31, 2023. Actual results may differ from these preliminary financial results and other financial information due to the completion of our internal procedures, the audit of the company's financial statements, final adjustments, and other developments that may arise between now and the time the results are finalized. Further disclosure is included in the Form 12B-25 filed with the SEC. The company expects to file its annual report on Form 10-K for the year ended December 31, 2023, by March 29, 2024.
Harry: The company is in the process of completing its financial statements and other disclosures for the fiscal year ended December 31 2023.
Harry: As a result, the company will file an extension for the filing of our annual report on Form 10-K for the year ended December 31 2023.
Harry: Accordingly, the companys announcing preliminary results for the year.
Harry: Based on currently available information.
Harry: The revision is management completes its internal review.
Harry: The company's independent registered public accounting firm has not finalized its review of these preliminary financial results or its audit of the financial statements for the year ended December 31 2023.
Harry: Actual results may differ from these preliminary financial results and other financial information due to the completion of our internal procedures. The audit of the company's financial statements final adjustments and other developments that may arise between now and the time the results of violence.
Further disclosures included in our form <unk> 25, with the S. E C. The company expects to file its annual report on Form 10-K for the year ended December 31, 2023 by March 29 2024.
James Leahy: Before I turn the call over to Andrew, please note that some of management's comments today will include forward-looking statements within the meaning of federal securities laws. Forward-looking statements, which are usually identified by the words such as will, expect, should, or other similar phrases, are subject to numerous risks and uncertainties that could cause actual results to differ materially from what we expect. Therefore, you should exercise caution in interpreting and relying on them.
Harry: Before I turn the call over to Andrew. Please note that some of management's comments today will include forward looking statements within the meaning of the federal Securities laws.
Harry: Forward looking statements, which are usually identified by the words.
Harry: Such as will expect should or other similar phrases are subject to numerous risks and uncertainties that could cause actual results to differ materially from what we expect.
Andrew C. Paradise: Therefore, you should exercise caution in interpreting and relying on them.
James Leahy: We refer you to the company's SEC filings for a more detailed discussion of the risks that could impact future operating results and financial conditions. During the call, management will discuss non-GET measures that it believes can be useful in evaluating the company's operating performance. However, these measures should not be considered in isolation or as a substitute for our financial results prepared in accordance with GAAP.
Andrew C. Paradise: We refer you to the company's SEC filings for a more detailed discussion of the risks that could impact future operating results and financial condition.
Andrew C. Paradise: During the call management will discuss non-GAAP measures, which as believes can be useful in evaluating the company's operating performance.
Andrew C. Paradise: These measures should not be considered in isolation or as a substitute for our financial results prepared in accordance with GAAP.
James Leahy: The reconciliation of these measures to the most directly comparable gap measure is available in the company's fourth quarter 2023. With that, I'll turn the call over to Andrew for some opening remarks, followed by Gaetano for a discussion of our financial performance before we open the call for questions.
Andrew C. Paradise: A reconciliation of these measures to the most directly comparable GAAP measure is available in the company's fourth quarter 2023 earnings release.
Andrew C. Paradise: With that I'll turn the call over to Andrew for some opening remarks, followed by a gitano for discussion of our financial performance before we open the call for questions Andrew.
Andrew C. Paradise: Thank you, and good afternoon to everyone. Throughout the fourth quarter, we made further progress on the four strategic pillars we laid out last year that we expect will position Skills to return to generate consistent top-line growth and positive cash flow. These four pillars are first enhancing our platform to improve customer and developer engagement and retention; second, upleveling our organization; third, improving our go-to-market efficiency; and fourth, demonstrating a clear path to profitability. But before I review the progress we've made on our four strategic pillars, I want to revisit a key topic that we discussed in our most recent calls, our Fair Play Initiative. We're bringing attention to the disruptive use of bots to defraud players of their hard-earned money. It's critical to ensure the long-term viability of our industry.
Andrew C. Paradise: Thank you and good afternoon to everyone throughout the fourth quarter. We made further progress on our four strategic pillars. We laid out last year that we expect will position skills to return to generating consistent topline growth and positive cash flow.
Andrew C. Paradise: These four pillars are first enhancing our platform to improve customer and developer engagement and retention.
Andrew C. Paradise: Second up leveling our org.
Andrew C. Paradise: Third improving our go to market efficiency and fourth demonstrating a clear path to profitability.
Andrew C. Paradise: But before I review the progress we've made on our four strategic pillars I wanted to revisit a topic that we've discussed in our most recent calls our fair play initiative.
Andrew C. Paradise: We're bringing attention to the destructive use a box into fraud players have their hard earned money.
It is critical to ensure the long term viability of our industry.
Andrew C. Paradise: We're standing firm on our commitment to eradicate unfair bots as companies who deploy them are attacking the very essence of fair competition while eroding player trust. With our proprietary platform, every player is ensured fair matchups against real opponents of the same skill level. As part of our patent infringement lawsuit against Avia Games, we uncovered evidence indicating that Avia Games is committing consumer fraud through their deceptive use of bots, which means the games on their platform are rigged against the player.
Andrew C. Paradise: Were standing firm in our commitment to eradicate unfair box as companies deploy them are attacking the very essence of fair competition, while eroding player Trust.
Andrew C. Paradise: With our proprietary platform every player has ensured a fair matchup against real opponents of the same scale level.
Andrew C. Paradise: As part of our patent infringement lawsuit against a big games, we uncovered evidence, indicating the AVR games is committing consumer fraud through their deceptive use of bonds, which means the games on our platform are rigged against the player.
Andrew C. Paradise: We know there are other companies acting in a similar manner and believe these companies' deceptive use of bots has defrauded consumers of more than a billion dollars. Last week, we initiated a lawsuit against Papaya Gaming in regards to the fraudulent use of bots. There is now a federal class action lawsuit brought by players against ABA Games related to its use of bots, and we anticipate more lawsuits like these being brought against our competitors for using bots to engage in fraud.
Andrew C. Paradise: We know there are other companies acting in a similar manner and believe these companies deceptive use of boxes to product consumers a more of a $1 billion.
Andrew C. Paradise: Last week, we initiated a lawsuit against the pie gaming in regards to the fraudulent use of box.
Andrew C. Paradise: There is now a federal class action lawsuit brought by players against DVA gains related to its use of box and we anticipate more lawsuits like these being brought against our competitors are using box to engage in fraud.
Andrew C. Paradise: It's important to note that these are not small companies. They engage with millions of players in billions of tournaments, and their games are now top-ranked in the app store. In highlighting this issue, we're not trying to reduce competition but rather ensure that there is a level playing field where all industry players maintain the same level of commitment to fairness and to providing a transparent experience. So for the leading company that does not engage in bot fraud, we anticipate the elimination of this practice would dramatically benefit our CAC and LTV, which would greatly accelerate the turnaround of our business. As pioneers and leaders, it's our responsibility to lead the charge for a fairer future while building trust for players at scale.
Andrew C. Paradise: It is important to note that these are not small companies they engage with millions of players and billions of tournaments and their games are now top ranked in the App stores.
Andrew C. Paradise: And highlighting this issue, we're not trying to reduce competition, but rather ensured that there is a level playing field for all industry players maintain the same level of commitment to fairness and to providing a transparent experience.
Andrew C. Paradise: And for the leading company that does not engage in BOP fraud, we anticipate the elimination of this practice would dramatically benefit our CAC and LTV, which would greatly accelerate the turnaround of our business.
Andrew C. Paradise: As pioneers and leaders, it's our responsibility to lead the charge for a pair of future while building trust the players at scale.
Andrew C. Paradise: I mentioned our patent infringement lawsuit against ABA Games, and in that case, there's been a very positive development for Skillz. Recently, a jury awarded $42.9 million after finding that ABA Games did, in fact, willfully infringe on our patent. As the jury found ABA Games acted willfully, our initial damages award may be enhanced to include treble damages and attorney's fees. In addition, there is important evidence introduced in that patent lawsuit which will be useful in the prosecution of our copyright infringement and false advertising claims against A.B. Gaines.
Andrew C. Paradise: I mentioned, our patent infringement lawsuit against <unk> games and in that case, there has been a very positive development for skills.
Andrew C. Paradise: <unk> a jury awarded $42 9 million after finding that EBIT gains didn't fact willfully infringe on our patents.
Andrew C. Paradise: As the jury found EBIT games acted willfully our initial damages award may be enhanced to include treble damages and attorney's fees.
Andrew C. Paradise: And in addition, there is important evidence introduced in that patent lawsuit, which will be useful in the prosecution of our copyright infringement and false advertising claims against <unk> games.
Andrew C. Paradise: We remain dedicated to fostering fair play across our industry, and along those lines, we continue to enhance our trust and safety team. We also have an expanding portfolio of advertising content that promotes fair play while at the same time educating consumers. It's important to note that our expectation of achieving positive adjusted EBITDA by late this year is not contingent on the favorable outcome of the AB Games loss or, for that matter, on the eradication of bots by other industry players. Our path to achieving our goal of adjusting positive EBITDA is determined by the continuing success of the turnaround initiative.
Andrew C. Paradise: We remain dedicated to fostering fair play across our industry and along those lines. We continue to enhance our trust and safety teams. We also have an expanding portfolio of advertising content that promotes fairplay, while at the same time educate consumers.
Andrew C. Paradise: It is important to note that our expectation for achieving positive adjusted EBITDA by late this year is not contingent on the favorable outcome of the <unk> lawsuit.
Andrew C. Paradise: Or for that matter on the eradication of box by other industry players are.
Andrew C. Paradise: Our path to achieving our goal of adjusted positive EBITDA is determined by the continuing success of the turnaround initiatives.
Andrew C. Paradise: So with that, let me turn back to our fourth quarter and first quarter to date progress and update on our four pillars before turning over the call to our CFO, Gaetano, for a review of the financials. Improving retention and monetization, along with growing our audience, takes time. And while we're making progress, we continue to see an impact on our near-term operating results. Our Q4 results reflect a continued lag in our traffic levels, including from our VIPs, as paying monthly active users were 137,000 in Q4 compared to 168,000 in Q3. Importantly, we've significantly slowed the audience decline in January and February and are attracting a more stable audience in March.
Andrew C. Paradise: So with that let me turn back to our fourth quarter and first quarter to date progress and update on our four pillars before turning over the call to our CFO Gaetano for a review of the financials.
Gaetano: Proving your retention and monetization along with growing our audience takes time.
Gaetano: And while we're making progress we continue to see an impact on our near term operating results are.
Gaetano: Our Q4 results reflect the continued lag in our traffic levels, including from our Vips as paying monthly active users were 137000 in Q4 compared to 168000 in Q3.
Gaetano: Importantly, we have significantly slowed the audience decline in January and February and are tracking to a more stable audience. In March we believe we've reached a level from which we can grow our paying audience.
Andrew C. Paradise: We believe we've reached the level from which we can grow our paying audience. We're also doing an increasingly better job of expense management, as reflected in the 25% decline in operating expenses compared to both the year-ago period and Q3 and the continued improvement in our adjusted EBITDA loss. Our focus has been to improve our unit economics, which we believe we have achieved now in the early part of Q1, and we're now transitioning to growing our audience. We've been focusing on new feature launches that improve retention and engagement, proactively engaging our customers where they're on the platform and reactivating lapsed users, as well as continuing to optimize customer acquisition costs to drive profitable growth. We're getting closer to this inflection point as we approach our goal of a six month payback, and we're beginning to transition our efforts towards scaling in areas where we see positive return. A key focus in this regard is our VIP engagement.
Gaetano: We're also doing an increasingly better job on expense management as reflected in the 25% decline in operating expenses compared to both the year ago period, and Q3 and the continued improvement in our adjusted EBITDA loss.
Gaetano: Our focus has been to improve our unit economics, which we believe we have achieved now in the early part of Q1, and we're now transitioning to growing our audience.
Gaetano: <unk> been focusing on new feature launches and improve retention engagement <unk>.
Gaetano: <unk> engaging our customers where they are on the platform and reactivating lapsed users.
As well as continuing to optimize customer acquisition cost to drive profitable growth.
Gaetano: We're getting closer to this inflection point as we are approaching our goal of a six month payback or begin to transition our efforts towards scaling in areas, where we see positive returns.
Gaetano: A key focus in this regard as their VIP engagement.
Andrew C. Paradise: Our retention and reactivation efforts for this segment account for a large part of our profit. We built a unique platform, and as we prioritize retention engagement improvements alongside healthy user economics, we believe we can generate significant returns for all of our shareholders. Turning to the highlights of our first pillar, our efforts to enhance our platform to improve customer and developer engagement retention. Our product team is building out a new feature pipeline, and on our Q3 call, we highlighted the retention, engagement, virality, and monetization uplift generated by the introduction of daily challenges and progressive. In Q4, we introduced the instant match feature, which offers players immediate results in tournaments as they play via the instant match pop-up. And we're seeing results in line with expectations. We also released account merge, which allows our players to inadvertently create multiple accounts on multiple apps in different games to now merge all of them. The purpose of this feature is really to offer a better player experience but also to reduce the number of player support requests.
Gaetano: Our retention and reactivation efforts for the segment account for a large part of our profits.
Gaetano: We built a unique platform and as we prioritize retention engagement improvements alongside healthy user economics. We believe we can generate significant returns for all of our shareholders.
Gaetano: Turning to the highlights of our first pillar our efforts to enhance our platform to improve customer and developer engagement retention.
Gaetano: Our product teams building out a new future pipeline and on our Q3 call. We highlighted the retention engagement virality and monetization uplift generated by the introduction of daily challenges and progressive leagues.
Gaetano: In Q4, we introduced the instant match feature which offers players immediate results on tournaments as they play via the instant match pop up and were seeing again. The results are in line with expectations were.
Gaetano: We also released account merge which allows our players to inadvertently created multiple accounts on multiple apps and different games to now merged all of their experience.
Gaetano: The purpose of this feature is really to offer a better player experience, but also to reduce the number of player support requests.
Andrew C. Paradise: As we look over the balance of 2024, we expect our future release momentum to continue. To date, in Qt 1, we've introduced several new features, and we expect to introduce several additional new features by the end of Qt 2. It's really exciting to see the platform launching meaningful new features for all of our players worldwide. An important part of our initiative to enhance our platform to improve customer engagement retention is our work to improve the experience of our best and most active players, our VIPs. The goal of this program is to increase VIP satisfaction and drive an increase in the number of weekly tournaments played by our VIPs.
Gaetano: As we look over the balance of 2024, we expect our future at least momentum will continue.
Gaetano: To date in Q1, we've introduced several new features and we expect to introduce several additional new features but then in Q2.
Gaetano: It's really exciting to see the platform launching meaningful new features for all of our players worldwide.
Gaetano: An important part of our initiatives to enhance our platform to improve customer engagement retention is our work to improve the experience of our best and most active players our vips.
Gaetano: The goal of this program is to increased VIP satisfaction and drive an increase in the number of weekly tournaments played by our Vips.
Andrew C. Paradise: We're also focusing on reactivating prior VIPs by targeting those that have decreased their play on the platform. We continue to enhance our LiveOps capabilities, which allow us to look at trends on the platform in real time and initiate offers to drive retention and engagement. It should be particularly beneficial to our efforts to improve the VIP experience. Turning to our second pillar, up-leveling our organization. In the past several months, we have brought on several new product development management hires.
Gaetano: We're also focusing on reactivating prior vips by targeting those that have decreased their play and the possible.
Gaetano: We continue to enhance our live ops capabilities, which allow us to look at trends on the platform in real time, and initiate offers to drive retention and engagement.
Gaetano: Could be particularly beneficial to our efforts to improve the VIP experience.
Gaetano: Turning to our second pillar up leveling, our org and.
Gaetano: In the past several months, we brought on several new product development management hires. We've also continued to expand our marketing team as well as our data and analytics resources, we've strengthened our finance team with the addition of Gaetano as our new CFO and the hiring of a new controller and head of that P&L.
Andrew C. Paradise: We've also continued to expand our marketing team as well as our data and analytics resources. We've strengthened our finance team with the addition of Gaetano as our new CFO and the hiring of a new controller at FFPMC. Our move into our new Las Vegas headquarters in late January has reduced our physical footprint and led to an improvement in collaboration, productivity, and accountability across the board. Moving on to our third pillar, our go-to market. We reduced user acquisition in Q4 from Q3, and UA remains at its lowest level since 2018.
Gaetano: Our move into our new Las Vegas headquarters in late January has reduced their physical footprint and led to an improvement in collaboration productivity and accountability across the org.
Gaetano: Moving on to our third pillar our go to market.
Gaetano: We reduce user acquisition in Q4 from Q3 and <unk> remains at its lowest level since 2018.
Andrew C. Paradise: The payback period for UA and Q4 is sequentially better than prior quarters, and we exit February with a payback period that's approaching closer to our stated goal of six months. As such, we're looking to transition our focus to spending to drive profitable growth while maintaining financial discipline on UASpend. As part of this effort, we're now spending more through ARCHIE, which provides us with better pricing and better transparency and keeps the margin within Skillz. Moreover, in Q4, we launched our highest number of prize-enabled games since Q2 of last year, which is also the highest since we started turning around our business.
Gaetano: The payback period for UA in Q4 sequentially better than prior quarters, and we exited February the payback period, that's approaching closer to our stake or six months.
Gaetano: As such we're looking to transition our focus to spending to drive profitable growth, while maintaining financial discipline on UA spend as.
Gaetano: As part of this effort, we are now spending more through Archie, which provides us with better pricing and better transparency and keeps the margin within skills more ore in Q4, we launched our highest number of private label game. Since Q2 of last year, which is also the highest since we started turning around our business.
Andrew C. Paradise: As we discussed in Q2 last year, we relaunched our developer revenue share agreement. This means we now share revenue based on entry fees as opposed to a percentage of profits, which is much easier for our developer partners to understand and monitor in real time. With this change, we've seen developers, including several of our biggest, introduce new games for the first time in quite a while. We see developers reengaging and growing the platform. There were over a dozen new games launched on the platform in Q4, and we expect two to three times that number of games launched between Q1 and Q2 this year. New game development typically takes six to 18 months to develop and scale.
Gaetano: As we discussed in Q2 last year, we relaunched our developer revenue share agreement.
Gaetano: This means we now share revenue based on entry fees as opposed to a percentage of profits, which is much easier for our developer partners to understand and monitor in real time.
Gaetano: With this change we've seen developers, including several of our biggest introduced new games for the first time in quite a while we see developers re engaging in growing the platform.
Gaetano: Over a dozen new games launched on the platform in Q4, and we expect two to three times that number of games to launch between Q1 and Q2 this year.
Gaetano: New game development typically it takes six months to 18 months to develop and scale and so the return profile of these activities will be lagging, but it's necessary for the future of a healthy platform.
Gaetano: New game development typically it takes six months to 18 months to develop and scale and so the return profile of these activities will be lagging, but it's necessary for the future of a healthy platform.
Andrew C. Paradise: And so the return profile of these activities will be lagging, but it's necessary for the future of a healthy platform. Finally, before turning over the call to Gaetano for a review of our Q4 results, I'll talk a little bit about our fourth pillar, which is demonstrating clear paths to profitability. Based on our Q4 performance and the trends to date in Q1, I'm encouraged by the progress we've achieved to become profitable. We remain optimistic that we are on pace to achieve our goal of generating positive adjusted EBITDA on a run rate basis by the end of this year. Our adjusted EBITDA loss continued to improve in Q4 to negative $12 million for negative $18 million in Q3 on $7 million in lower revenue. Excluding illegal fees for the ABA games lawsuit, our adjusted event loss in the quarter was $8 million.
Gaetano: Finally, before turning over the call to Gaetano for a review of our Q4 results, we'll talk a little bit about our fourth pillar, which is demonstrating a clear path to profitability.
Gaetano: Based on our Q4 performance and the trends to date in Q1 I'm encouraged by the progress we've achieved to become profitable we remain optimistic that we're on pace to achieve our goal of generating positive adjusted EBITDA on a run rate basis by the end of this year.
Our adjusted EBITDA loss continued to improve in Q4 to negative $12 million from negative $18 million in Q3 on $7 million lower revenue.
Gaetano: Excluding legal fees for the avian games lawsuit, our adjusted EBITDA loss in the quarter was $8 million.
Andrew C. Paradise: In Q4, we continue to improve our cash management as our operating cash burn was negative $12 million compared to negative $18 million in Q3. Given our net cash position of approximately $178 million and the quarter over quarter improvement in our operating cash flow, we have a significant runway to return our business to sustainable and profitable growth. I also want to highlight that, in our view, our current valuation gives no weight to either the progress we've made against our plan to improve the business.
Gaetano: In Q4, we continued to improve our cash management as our operating cash burn was negative $12 million compared to negative $18 million in Q3.
Given our net cash position of approximately $178 million in the quarter over quarter improvement of our operating cash flow, we have significant runway to return our business to sustainable and profitable growth.
Gaetano: I also want to highlight in our view our current valuation gets no way to either the progress we've made against our plan to improve the business. The trajectory we're on to generate a positive adjusted EBITDA run rate by late this year and.
Andrew C. Paradise: The trajectory we're on to generate a positive adjusted EBITDA run rate by late this year and the value of our operating platform. As such, in the second half of last year, we were active on our $65 million share repurchase authorization. We still have over $15 million remaining in our share of purchase reauthorization program as of the end of December 31, 2023. In closing, while real progress is being made, I hope it's evident we still have a lot of work to do. The board, the management team, and the entire organization are firmly dedicated to successfully executing our four pillars and creating a strong foundation to create value for our shareholders. And with that, I'll turn it over to Gaetano. Thank you, Andrew. Good afternoon, everyone.
Gaetano: And the value of our operating platform.
Gaetano: As such in the second half of last year, we were active on our $65 million share repurchase authorization.
Gaetano: We still have over $50 million remaining in our share purchase reauthorization program as of the end of December 31 2023.
Gaetano: In closing while real progress is being made I hope it's evident we still have a lot of work to do.
Gaetano: Skills Board management team and the entire organization is firmly dedicated to successfully executing our four pillars and creating a strong foundation to create value for our shareholders.
Gaetano: And with that I'll turn it over to Gaetano.
Gaetano: Thank you Andrew and good afternoon, everyone I am pleased to be with you on the call today. Following my joining skills in early January and I am looking forward to speaking with you going forward for.
Gaetano Franceschi: I'm pleased to be on the call today, following my joining Skillz in early January, and I'm looking forward to speaking with you going forward. For the 2023 fourth quarter, revenue was $29 million, down 38% year-over-year and down 20% sequentially. Our paid user conversion rate, which is paying now divided by now, was 15% in Q4, slightly down from 16% in Q3 due to our prioritizing the optimization of our platform over user acquisition in the prior quarter. As Andrew indicated, we are confident in our ability to continue to improve our payback period and begin to invest to grow sequentially. Turning to OPEX, research and development expense was $3 million, down 54% year over year. On a gap basis, R&D was 12% of Q4 revenue. Sales and marketing expense was $23 million, down 28% year-over-year, including $2 million of stock-based compensation. On a gap basis, sales and marketing was 79% of Q4 revenue compared to 74% in the year-ago quarter and 88% in the prior quarter. General and administrative expenses were $22 million, down slightly year-over-year, inclusive of $8 million in stock-based compensation.
For the 2023 fourth quarter revenue was $29 million down 38% year over year and down 20% sequentially. Our paid user conversion rate, which is paying now divided by MAU was 15% in Q4 slightly down from 16% in Q3 due to our prioritizing the optimization of our platform over.
Gaetano: User acquisition in the prior quarter.
Gaetano: As Andrew indicated we are confident in our ability to continue to improve our payback period and begin to invest to grow sequentially.
Gaetano: Turning to Opex research and development expense was $3 million down 54% year over year on a GAAP basis, R&D was 12% of Q4 revenue.
Gaetano: Sales and marketing expense was $23 million down 28% year over year, including $2 million of stock based compensation on a GAAP basis sales and marketing was 79% of Q4 revenue compared to 74 in the year ago quarter and 88% in the prior quarter.
Gaetano: General and administrative expense was $22 million down slightly year over year inclusive of $8 million in stock based compensation on a GAAP basis, G&A was 75% of Q4 revenue.
Gaetano Franceschi: On a gap basis, G&A was 75% of Q4 revenue. The net loss of $21 million, inclusive of a $3 million impairment charge on goodwill and long-lived assets, compares to a net loss of $144 million in Q4 2022, which included a $117 million impairment charge. Adjusted EBITDA loss in the fourth quarter was $12 million, a 34% improvement quarter over quarter; adjusted EBITDA margin improved from negative 51% in Q3 to negative 42% in Q4.
Gaetano: Net loss of $21 million inclusive of a $3 million impairment charge on goodwill and long lived assets compares to a net loss of $144 million in Q4, 2020, which included a $117 million impairment charge.
Gaetano: Adjusted EBITDA loss in the fourth quarter was $12 million or 34% improvement quarter over quarter adjusted EBITDA margin improved from negative 51% in Q3 to negative 42% in Q4 for the 2023 full year period, adjusted EBITDA loss of $70 million improved by $52 million.
Gaetano Franceschi: For the 2023 full-year period, adjusted EBITDA loss of $70 million improved by $52 million from a loss of $122 million for 2022. Our cost structure will benefit this year from lower costs for items including legal, audit, and insurance fees, as well as continued prudent management of our cost base. Additionally, interest expense will continue to decline given the reduction in outstanding debt. We ended the fourth quarter with $312 million of cash, comprised of $302 million in cash and cash equivalents and $10 million in restricted cash.
Gaetano: A loss of $122 million for 2022.
Gaetano: Our cost structure will benefit this year from lower costs for items, including legal audit and insurance fees as well as continued prudent management of our cost base. Additionally.
Gaetano: Additionally, interest expense will continue to decline given the reduction in outstanding debt.
Gaetano: We ended the fourth quarter with $312 million of cash comprised of $302 million in cash and cash equivalents and $10 million in restricted cash at the end of 2023, we had approximately $123 million of total outstanding debt with our improving cash burn rate, we have the flexibility to deploy capital to enhance shareholder value.
Operator: At the end of 2023, we had approximately $123 million of total outstanding debt. With our improving cash burn rate, we have the flexibility to deploy capital to enhance shareholder value. This time we'll turn the call over to the operator for the Q&A session. Thank you. If you would like to ask a question, please dial star followed by one on your telephone keypad. Now, if you change your mind, I would like to remove yourself from the queue. Please dial a star followed by two.
Speaker Change: At this time I will turn the call to the operator for the Q&A session.
Speaker Change: Thank you if you would like to ask a question. Please dial star followed by one on your telephone keypad now if.
Speaker Change: If you change your mind I would like to remove yourself from the queue. Please dial star followed by two.
Speaker Change: And finally, when comparing to ask a question. Please ensure that your phone is on mute locally.
BTG Clark: And for our first question today will go for the line off the clock lumping of BTG Clark. Your line is now open. Please go ahead.
Operator: And finally, when preparing to ask your question, please ensure that your phone is unmuted locally. And for our first question today, we will go to the line of Clark Lampen of BTIG. Clark, your line is now open, please go ahead. Thanks for taking the questions. I've got two.
BTG Clark: Thanks for taking the questions I've got two maybe first Andrew.
Andrew C. Paradise: I'll ask you to help sort of bridging the gap on two fronts and maybe Gaetano can chime in here, but just as we think about.
William Lampen: Maybe first, Andrew, I'll ask for your help sort of bridging the gap on two fronts. And maybe Gaetano can chime in here. But as we think about, you know, about a $12 million EBITDA loss this quarter, tracking towards, you know, sort of a positive number a year from now, can you help us with, I guess, sort of the high-level guardrails? Is this going to be mostly revenue-driven? Or is there some sort of cost reduction component here?
BTG Clark: About $12 million EBITDA loss this quarter tracking towards sort of a positive number a year from now can you help us with I guess sort of the high level guardrails as it was going to be mostly revenue driven or is there a sort of cost reduction component here and then as part of the sort of revenue improve.
William Lampen: And then as part of the, you know, sort of revenue improvements? How much does sort of what's going on with the Fair Play Initiative really play into this? I understand that it's important, but, you know, as you're sort of working through things with the via right now, are these sort of monetary penalties? Are you seeing the elimination of sort of harmful practices?
BTG Clark: <unk>.
BTG Clark: How much does sort of what's going on with the fair play initiative really play into this I understand that it's important but.
BTG Clark: Yeah.
BTG Clark: As you are sort of working through things with a a year right. Now are these sort of monetary penalties are you seeing the elimination of sort of harmful practices. Just curious how much that's that's kind of sort of contribute here. Thank you.
William Lampen: Just curious how much that's going to sort of contribute here. Thank you. Clark
Speaker Change: Thanks Mark.
Speaker Change: So maybe.
Andrew C. Paradise: So maybe, Sorry. Thank you, Clark. Those are great questions.
Speaker Change: Sorry.
Speaker Change: Anyways.
Speaker Change: Okay. Thank you Clarke those are great questions. So maybe I'll just recap for everyone on the call first question is thinking about our losses and what the guardrails are for improvements and the second question is really thinking about how important it is fair play overall, so you're getting into cash flow positive.
Andrew C. Paradise: So maybe I'll just recap for everyone on the call. The first question is thinking about our losses and what the guardrails are for improvements. And the second question is really thinking about how important Fair Play is overall to getting the cash flow positive. Gaetano, do you want to first hit the EBITDA losses, and then I can talk a little bit about Fair Play. Yeah, sure.
Speaker Change: Tom do you want to first hit the EBITDA losses, and then I can talk a little bit about fair play.
Tom: Yes sure. Thanks.
Gaetano Franceschi: Thanks, Clark, for the question. The way we're kind of thinking about this is that for us, growth is going to come through sequential user growth, as well as continued retention and monetization improvements through launches on our platform. You know, we have a large slate of activities that we want to do to improve the platform, improve our unit economics now that we've kind of flattened it, we think we've kind of... Go ahead, go ahead. Sorry, we're not in the same room.
Tom: Thanks Clarke for the question.
Tom: The way, we're kind of thinking about this is that for us.
Tom: Hum.
Tom: The growth is going to come through.
Tom: Sequential.
Tom: User growth as well as continued retention and monetization.
Tom: <unk> through.
Tom: Launches in our platform.
We have a large slate of activities that we want to do to improve the platform improve our unit.
Tom: Unit economics, now that we saw that was kind of flat.
Tom: We think we've kind of flattened on on our on our audience.
Tom: Yes.
Tom: Large plans for.
Tom: Sorry.
Speaker Change: Sorry, we're not in the same room, maybe I can chime in and I think one of the things that we're really.
Andrew C. Paradise: Maybe I can chime in. And, you know, I think one of the things, Clark, that we've really, you know, we've been talking about for several quarters is getting our paybacks down to six months, which would probably be about 2 to 3x better than the industry average at 12 to 18 months. So we've been cutting user acquisition; we've been focusing on really getting very efficient in all of our digital marketing. And we're approaching that six-month level now in Q1. So regardless of whether or not we can change the botting practices throughout the industry, that's something we can control and something that we're working on.
Speaker Change: We've been talking about for several quarters is getting our paybacks down to six months, which would be probably about two to three X better than industry average of 12 to 18 months, assuming cutting user acquisition, we've been focusing on really getting very efficient in all of our digital marketing.
Speaker Change: And we're approaching that six month level now in Q1.
Speaker Change: So regardless of whether or not we can change.
Speaker Change: The body practices throughout the industry, that's something we can't control and something that we're working on them. So we don't need pure play to drive profitability and we don't need to stop parts to get to.
Andrew C. Paradise: And we don't need to stop bots to get to, you know, our goal of cash flow positive this year and to grow our revenue from here on out. It certainly would be a very helpful tailwind to the business overall. And, you know, I'd say, even beyond that, the things that are going on with companies like Avia, it's not just business-related; it's also potentially criminal. These are, you know, companies where they're marketing to players that they're running a similar service to Skillz, a multiplayer competition system where the people that are actually paying these companies, when they go to play, instead of playing against real people, they' And Avia, for example, it's already been publicly announced that they've received a federal grand jury subpoena. They're also in a class action lawsuit now that it's been filed. And it's also, I think, out there. We filed a lawsuit in the last two weeks against Papaya Games for their fraudulent use of my body.
Speaker Change: Our goal of cash flow positive this year and to grow our revenue from here out.
Speaker Change: It certainly would be.
Speaker Change: A very helpful tailwind to the business overall and I'd say.
Speaker Change: Even beyond that.
Speaker Change: Things that are going on with companies like Avs, it's not just business related it's also potentially criminal.
These are companies, where they're they're marketing to players that they are running a similar service to skills a multiplayer competition system, where the people that are actually paying these companies when they go to play their incentive playing real people that are playing against box.
Speaker Change: Asia for example.
Speaker Change: <unk> already been publicly announced that they received a frank.
Speaker Change: Federal Grand jury subpoena there also.
Speaker Change: In a class action lawsuit now.
Speaker Change: <unk> filed and it's also I think out there we filed in the last two weeks against the <unk>.
Speaker Change: For their fraudulent use of bonds.
Andrew C. Paradise: We are, you know, as the inventors of the space, and it's one of these things that I really kind of think about almost every day, that we went out at our IPO and talked about all the data science we built to stop cheating, to stop fraud, to ensure fair play, all of the work that went into building out systems so we could actually process not just withdrawals for players of real money funds but also, as many may know, we ship One of the things I'd point out is that it's a lot easier if the players aren't earning money on the service.
Speaker Change: We are.
Speaker Change: As the inventors of the space.
Speaker Change: It's one of these things that I really kind of think about that.
Speaker Change: Almost every day that we went out at our IPO and talked about all the data science, we built to stop shooting to stop fraud to ensure fair play.
Speaker Change: All of the work that went into building out systems. So we can actually process not just withdrawals for players.
Speaker Change: Real money funds, but also as many may know, we ship on a variety of real world goods ranging from.
Speaker Change: Everything from a T shirt to a jet ski to a car to players depending on their winnings.
Speaker Change: One of the things I'd point out that.
Speaker Change: It's a lot easier.
Speaker Change: If the players aren't earning.
Speaker Change: On the service so all of the players are engaging against box and the company.
Andrew C. Paradise: So if all the players are engaging against bots, and the company, and you know, one of these companies in the industry is just capturing those payments, they really don't have any of the same cheating, fraud, payment, and fulfillment issues that, you know, that are important issues and things that we had to solve to build this platform. You know, I think I'm going to go a little long winded here, but I do think it's really important to drive awareness of this. It's something that every investor or prospective investor on this call, just by letting them know about this happening in our industry, is already helping change the future of the industry. And to give you an idea of how big this is, we estimate that bot-driven fraud is over a billion dollars a year in the US.
Speaker Change: One of these companies in the industry is just capturing.
Speaker Change: Those payments.
Speaker Change: We don't have any have you seen sheeting fraud payment and fulfillment issues that.
Speaker Change: Our important issues and things that we have to solve to build this platform. So.
Speaker Change: I think I'm going a little long winded here, but I do think it's really important to drive awareness of this is something that every investor or prospective investors on this call just by letting them know about this happening in our industry, it's already helping change the future of the industry and to give you an idea of how big this is.
Speaker Change: We estimate that by driven fraud is over 1 billion now in the U S.
Andrew C. Paradise: So it's very, very sizable, and it doesn't just deprive our business from being able to acquire those players. It's driving up customer acquisition costs across the industry because confusingly similar products are being marketed to the same audience. Obviously, it's creating trust issues for the players where they've been defrauded, and they're now potentially in a class action lawsuit against one of these companies.
Speaker Change: So it's it's very very sizable.
Speaker Change: And it doesn't just.
Speaker Change: <unk>.
Speaker Change: Our business from being able to acquire those players.
Speaker Change: It's driving up the customer acquisition costs across the industry because could easily some of our products are being marketed to the same audience.
Speaker Change: It's obviously, creating trust issues for other players where they've been defrauded and Theyre now potentially in that class action lawsuit against one of these companies. So.
Andrew C. Paradise: So, yeah, I can't say enough how much it's impacted the industry and how important it is for us all to think about, but now over a billion dollars in fraud and growing. Thank you. Thank you. And we have no further questions in the queue today. So I'd like to hand it back to Andrew Paradise for any closing remarks. Well, I just wanted to thank everyone for joining us today. I know we have historically been fielding just analyst questions, but we're going to start to engage much more deeply with our investor audience in the next few quarters as we finish our turnaround. I look forward very much to providing you with an update on our progress as we return skills to sustained and profitable growth. And we look forward to speaking with you again when we report our first quarter results. Until then, thank you. This concludes today's call. Thank you all for joining us. You may now disconnect your lines.
Speaker Change: Yes, I can't I can't say enough how much how.
Speaker Change: How much it's impacting the industry and how important it is for us all to think about it.
Speaker Change: Now over $1 billion of fraud and growing.
Speaker Change: Thank you.
Speaker Change: Thank you and we have no further questions in the queue today, so I'd like to hand back to Andrew Paradise for any closing remarks.
Andrew C. Paradise: Well I just wanted to thank everyone for joining us today I know we have historically been fielding just analyst questions, we're going to.
Andrew C. Paradise: Start to engage much more deeply with our investor audience in the next few quarters as we finish our turnaround.
Andrew C. Paradise: I look forward very much to providing you with an update on our progress as we return skills to sustained and profitable growth and we look forward to speaking with you again, when we report our first quarter results until then thank you.
Speaker Change: This concludes today's call. Thank you all for joining you may now disconnect your lines.
[music].
Speaker Change: Yeah.
Speaker Change: Okay.