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UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
Washington, D.C. 20549
____________________________
FORM 10-Q
_____________________________________

☒ | Quarterly Report pursuant to Section 13 or 15(d) of the Securities Exchange Act of 1934
| For the quarterly period ended September 30, 2023

OR

☐ | Transition Report pursuant to Section 13 or 15(d) of the Securities Exchange Act of 1934

Commission File Number: 1-11859
____________________________
PEGASYSTEMS INC.
(Exact name of Registrant as specified in its charter)
____________________________

Massachusetts | 04-2787865
(State or other jurisdiction of incorporation or organization) | (IRS Employer Identification No.)

One Main Street, Cambridge, MA 02142
(Address of principal executive offices, including zip code)
(617) 374-9600
(Registrant’s telephone number, including area code)
____________________________
Securities registered pursuant to Section 12(b) of the Act:

Title of each class | Trading symbol(s) | Name of each exchange on which registered
Common Stock, $.01 par value per share | PEGA | NASDAQ Global Select Market

Indicate by check mark whether the Registrant (1) has filed all reports required to be filed by Section 13 or 15(d) of the Securities Exchange Act of 1934 during the preceding 12 months (or for such shorter period that the Registrant was required to file such reports), and (2) has been subject to such filing requirements for the past 90 days. Yes x No ¨
Indicate by check mark whether the Registrant has submitted electronically every Interactive Data File required to be submitted pursuant to Rule 405 of Regulation S-T during the preceding 12 months (or for such shorter period that the Registrant was required to submit such files). Yes x No ¨
Indicate by check mark whether the Registrant is a large accelerated filer, an accelerated filer, a non-accelerated filer, a smaller reporting company, or an emerging growth company. See the definitions of “large accelerated filer,” “accelerated filer,” “smaller reporting company,” and “emerging growth company” in Rule 12b-2 of the Exchange Act.

Large accelerated filer | x | Accelerated filer | ☐ | Non-accelerated filer | ☐ | Smaller reporting company | ☐ | Emerging growth company | ☐

If an emerging growth company, indicate by check mark if the Registrant has elected not to use the extended transition period for complying with any new or revised financial accounting standards provided pursuant to Section 13(a) of the Exchange Act. ☐
Indicate by check mark whether the Registrant is a shell company (as defined in Rule 12b-2 of the Exchange Act). Yes ☐ No ☒
There were 83,555,919 shares of the Registrant’s common stock, $0.01 par value per share, outstanding on October 17, 2023.

Table of Contents
PEGASYSTEMS INC.
QUARTERLY REPORT ON FORM 10-Q
TABLE OF CONTENTS

| Page
PART I - FINANCIAL INFORMATION
Item 1. Financial Statements |
Unaudited Condensed Consolidated Balance Sheets as of September 30, 2023 and December 31, 2022 | 3
Unaudited Condensed Consolidated Statements of Operations for the three and nine months ended September 30, 2023 and 2022 | 4
Unaudited Condensed Consolidated Statements of Comprehensive (Loss) for the three and nine months ended September 30, 2023 and 2022 | 5
Unaudited Condensed Consolidated Statements of Stockholders’ Equity for the nine months ended September 30, 2023 and 2022 | 6
Unaudited Condensed Consolidated Statements of Cash Flows for the nine months ended September 30, 2023 and 2022 | 8
Notes to Unaudited Condensed Consolidated Financial Statements | 9
Item 2. Management’s Discussion and Analysis of Financial Condition and Results of Operations | 21
Item 3. Quantitative and Qualitative Disclosures About Market Risk | 28
Item 4. Controls and Procedures | 29
PART II - OTHER INFORMATION
Item 1. Legal Proceedings | 30
Item 1A. Risk Factors | 30
Item 2. Unregistered Sales of Equity Securities and Use of Proceeds | 30
Item 5. Other Information | 30
Item 6. Exhibits | 30
Signature | 31

2

Table of Contents
PART I - FINANCIAL INFORMATION
ITEM 1. FINANCIAL STATEMENTS

PEGASYSTEMS INC. UNAUDITED CONDENSED CONSOLIDATED BALANCE SHEETS (in thousands)
| September 30, 2023 |  | December 31, 2022
Assets |  |  |
Current assets: |  |  |
Cash and cash equivalents | $ | 169,023 |  |  | $ | 145,054 |
Marketable securities | 167,286 |  |  | 152,167 |
Total cash, cash equivalents, and marketable securities | 336,309 |  |  | 297,221 |
Accounts receivable, net | 168,795 |  |  | 255,150 |
Unbilled receivables, net | 199,948 |  |  | 213,719 |
Other current assets | 71,438 |  |  | 80,388 |
Total current assets | 776,490 |  |  | 846,478 |
Unbilled receivables, net | 73,795 |  |  | 95,806 |
Goodwill | 81,437 |  |  | 81,399 |
Other long-term assets | 290,807 |  |  | 333,989 |
Total assets | $ | 1,222,529 |  |  | $ | 1,357,672 |
Liabilities and stockholders’ equity |  |  |
Current liabilities: |  |  |
Accounts payable | $ | 20,541 |  |  | $ | 18,195 |
Accrued expenses | 43,624 |  |  | 50,355 |
Accrued compensation and related expenses | 93,511 |  |  | 127,728 |
Deferred revenue | 297,067 |  |  | 325,212 |
Other current liabilities | 18,038 |  |  | 17,450 |
Total current liabilities | 472,781 |  |  | 538,940 |
Convertible senior notes, net | 498,753 |  |  | 593,609 |
Operating lease liabilities | 68,874 |  |  | 79,152 |
Other long-term liabilities | 14,485 |  |  | 15,128 |
Total liabilities | 1,054,893 |  |  | 1,226,829 |
Commitments and contingencies (Note 15) |  |  |
Stockholders’ equity: |  |  |
Preferred stock, 1,000 shares authorized; none issued | — |  |  | — |
Common stock, 200,000 shares authorized; 83,523 and 82,436 shares issued and outstanding at September 30, 2023 and December 31, 2022, respectively | 835 |  |  | 824 |
Additional paid-in capital | 343,259 |  |  | 229,602 |
Accumulated deficit | (151,370) |  |  | (76,513) |
Accumulated other comprehensive (loss) | (25,088) |  |  | (23,070) |
Total stockholders’ equity | 167,636 |  |  | 130,843 |
Total liabilities and stockholders’ equity | $ | 1,222,529 |  |  | $ | 1,357,672 |

See notes to unaudited condensed consolidated financial statements.
3

PEGASYSTEMS INC. UNAUDITED CONDENSED CONSOLIDATED STATEMENTS OF OPERATIONS (in thousands, except per share amounts)
| Three Months Ended September 30, |  | Nine Months Ended September 30,
| 2023 |  | 2022 |  | 2023 |  | 2022
Revenue |  |  |  |  |  |  |
Subscription services | $ | 201,578 |  |  | $ | 174,885 |  |  | $ | 586,192 |  |  | $ | 516,750 |
Subscription license | 74,342 |  |  | 31,112 |  |  | 200,066 |  |  | 210,245 |
Consulting | 55,976 |  |  | 55,511 |  |  | 167,396 |  |  | 175,451 |
Perpetual license | 2,747 |  |  | 9,223 |  |  | 4,729 |  |  | 18,929 |
Total revenue | 334,643 |  |  | 270,731 |  |  | 958,383 |  |  | 921,375 |
Cost of revenue |  |  |  |  |  |  |
Subscription services | 35,906 |  |  | 34,541 |  |  | 109,553 |  |  | 103,104 |
Subscription license | 629 |  |  | 628 |  |  | 1,971 |  |  | 1,923 |
Consulting | 57,204 |  |  | 57,778 |  |  | 176,262 |  |  | 171,162 |
Perpetual license | 24 |  |  | 103 |  |  | 51 |  |  | 173 |
Total cost of revenue | 93,763 |  |  | 93,050 |  |  | 287,837 |  |  | 276,362 |
Gross profit | 240,880 |  |  | 177,681 |  |  | 670,546 |  |  | 645,013 |
Operating expenses |  |  |  |  |  |  |
Selling and marketing | 131,598 |  |  | 153,517 |  |  | 425,253 |  |  | 472,951 |
Research and development | 74,955 |  |  | 75,342 |  |  | 224,262 |  |  | 221,173 |
General and administrative | 27,321 |  |  | 26,043 |  |  | 73,893 |  |  | 94,530 |
Restructuring | 17,822 |  |  | — |  |  | 21,450 |  |  | — |
Total operating expenses | 251,696 |  |  | 254,902 |  |  | 744,858 |  |  | 788,654 |
(Loss) from operations | (10,816) |  |  | (77,221) |  |  | (74,312) |  |  | (143,641) |
Foreign currency transaction gain (loss) | 1,994 |  |  | 3,826 |  |  | (3,971) |  |  | 8,415 |
Interest income | 2,532 |  |  | 520 |  |  | 5,831 |  |  | 1,036 |
Interest expense | (1,533) |  |  | (1,992) |  |  | (5,229) |  |  | (5,882) |
(Loss) on capped call transactions | (2,294) |  |  | (6,876) |  |  | (449) |  |  | (56,381) |
Other income (loss), net | 6,383 |  |  | (29) |  |  | 18,668 |  |  | 6,497 |
(Loss) before provision for income taxes | (3,734) |  |  | (81,772) |  |  | (59,462) |  |  | (189,956) |
Provision for income taxes | 3,545 |  |  | 11,748 |  |  | 15,395 |  |  | 190,239 |
Net (loss) | $ | (7,279) |  |  | $ | (93,520) |  |  | $ | (74,857) |  |  | $ | (380,195) |
(Loss) per share |  |  |  |  |  |  |
Basic | $ | (0.09) |  |  | $ | (1.14) |  |  | $ | (0.90) |  |  | $ | (4.65) |
Diluted | $ | (0.09) |  |  | $ | (1.14) |  |  | $ | (0.90) |  |  | $ | (4.65) |
Weighted-average number of common shares outstanding |  |  |  |  |  |  |
Basic | 83,336 |  |  | 81,996 |  |  | 82,996 |  |  | 81,842 |
Diluted | 83,336 |  |  | 81,996 |  |  | 82,996 |  |  | 81,842 |

See notes to unaudited condensed consolidated financial statements.
4

PEGASYSTEMS INC. UNAUDITED CONDENSED CONSOLIDATED STATEMENTS OF COMPREHENSIVE (LOSS) (in thousands)
| Three Months Ended September 30, |  | Nine Months Ended September 30,
| 2023 |  | 2022 |  | 2023 |  | 2022
Net (loss) | $ | (7,279) |  |  | $ | (93,520) |  |  | $ | (74,857) |  |  | $ | (380,195) |
Other comprehensive (loss), net of tax |  |  |  |  |  |  |
Unrealized (loss) on available-for-sale securities | (40) |  |  | (73) |  |  | (281) |  |  | (1,000) |
Foreign currency translation adjustments | (3,687) |  |  | (6,700) |  |  | (1,737) |  |  | (20,936) |
Total other comprehensive (loss), net of tax | (3,727) |  |  | (6,773) |  |  | (2,018) |  |  | (21,936) |
Comprehensive (loss) | $ | (11,006) |  |  | $ | (100,293) |  |  | $ | (76,875) |  |  | $ | (402,131) |

See notes to unaudited condensed consolidated financial statements.
5

PEGASYSTEMS INC. UNAUDITED CONDENSED CONSOLIDATED STATEMENTS OF STOCKHOLDERS’ EQUITY (in thousands, except per share amounts)
| Common Stock |  | Additional Paid-In Capital |  | Retained Earnings (Accumulated Deficit) |  | Accumulated Other Comprehensive (Loss) |  | Total Stockholders’ Equity
| Number of Shares |  | Amount |  |  |  |
December 31, 2021 | 81,712 |  |  | $ | 817 |  |  | $ | 145,810 |  |  | $ | 276,449 |  |  | $ | (6,988) |  |  | $ | 416,088 |
Repurchase of common stock | (242) |  |  | (2) |  |  | (22,581) |  |  | — |  |  | — |  |  | (22,583) |
Issuance of common stock for stock compensation plans | 297 |  |  | 3 |  |  | (12,131) |  |  | — |  |  | — |  |  | (12,128) |
Issuance of common stock under the employee stock purchase plan | 35 |  |  | — |  |  | 2,446 |  |  | — |  |  | — |  |  | 2,446 |
Stock-based compensation | — |  |  | — |  |  | 28,227 |  |  | — |  |  | — |  |  | 28,227 |
Cash dividends declared ($0.03 per share) | — |  |  | — |  |  | — |  |  | (2,455) |  |  | — |  |  | (2,455) |
Other comprehensive (loss) | — |  |  | — |  |  | — |  |  | — |  |  | (2,548) |  |  | (2,548) |
Net (loss) | — |  |  | — |  |  | — |  |  | (379) |  |  | — |  |  | (379) |
March 31, 2022 | 81,802 |  |  | $ | 818 |  |  | $ | 141,771 |  |  | $ | 273,615 |  |  | $ | (9,536) |  |  | $ | 406,668 |
Repurchase of common stock | (38) |  |  | — |  |  | (1,925) |  |  | — |  |  | — |  |  | (1,925) |
Issuance of common stock for stock compensation plans | 117 |  |  | 1 |  |  | (3,252) |  |  | — |  |  | — |  |  | (3,251) |
Issuance of common stock under the employee stock purchase plan | 59 |  |  | — |  |  | 2,357 |  |  | — |  |  | — |  |  | 2,357 |
Stock-based compensation | — |  |  | — |  |  | 31,300 |  |  | — |  |  | — |  |  | 31,300 |
Cash dividends declared ($0.03 per share) | — |  |  | — |  |  | — |  |  | (2,459) |  |  | — |  |  | (2,459) |
Other comprehensive (loss) | — |  |  | — |  |  | — |  |  | — |  |  | (12,615) |  |  | (12,615) |
Net (loss) | — |  |  | — |  |  | — |  |  | (286,296) |  |  | — |  |  | (286,296) |
June 30, 2022 | 81,940 |  |  | $ | 819 |  |  | $ | 170,251 |  |  | $ | (15,140) |  |  | $ | (22,151) |  |  | $ | 133,779 |
Issuance of common stock for stock compensation plans | 138 |  |  | 2 |  |  | (2,198) |  |  | — |  |  | — |  |  | (2,196) |
Issuance of common stock under the employee stock purchase plan | 86 |  |  | 1 |  |  | 2,362 |  |  | — |  |  | — |  |  | 2,363 |
Stock-based compensation | — |  |  | — |  |  | 33,774 |  |  | — |  |  | — |  |  | 33,774 |
Cash dividends declared ($0.03 per share) | — |  |  | — |  |  | — |  |  | (2,466) |  |  | — |  |  | (2,466) |
Other comprehensive (loss) | — |  |  | — |  |  | — |  |  | — |  |  | (6,773) |  |  | (6,773) |
Net (loss) | — |  |  | — |  |  | — |  |  | (93,520) |  |  | — |  |  | (93,520) |
September 30, 2022 | 82,164 |  |  | $ | 822 |  |  | $ | 204,189 |  |  | $ | (111,126) |  |  | $ | (28,924) |  |  | $ | 64,961 |

6

PEGASYSTEMS INC. UNAUDITED CONDENSED CONSOLIDATED STATEMENTS OF STOCKHOLDERS’ EQUITY (in thousands, except per share amounts)
| Common Stock |  | Additional Paid-In Capital |  | Retained Earnings (Accumulated Deficit) |  | Accumulated Other Comprehensive (Loss) |  | Total Stockholders’ Equity
| Number of Shares |  | Amount |  |  |  |
December 31, 2022 | 82,436 |  |  | $ | 824 |  |  | $ | 229,602 |  |  | $ | (76,513) |  |  | $ | (23,070) |  |  | $ | 130,843 |
Issuance of common stock for stock compensation plans | 452 |  |  | 4 |  |  | 668 |  |  | — |  |  | — |  |  | 672 |
Issuance of common stock under the employee stock purchase plan | 52 |  |  | 1 |  |  | 2,142 |  |  | — |  |  | — |  |  | 2,143 |
Stock-based compensation | — |  |  | — |  |  | 42,557 |  |  | — |  |  | — |  |  | 42,557 |
Cash dividends declared ($0.03 per share) | — |  |  | — |  |  | (2,488) |  |  | — |  |  | — |  |  | (2,488) |
Other comprehensive income | — |  |  | — |  |  | — |  |  | — |  |  | 1,543 |  |  | 1,543 |
Net (loss) | — |  |  | — |  |  | — |  |  | (20,774) |  |  | — |  |  | (20,774) |
March 31, 2023 | 82,940 |  |  | $ | 829 |  |  | $ | 272,481 |  |  | $ | (97,287) |  |  | $ | (21,527) |  |  | $ | 154,496 |
Issuance of common stock for stock compensation plans | 225 |  |  | 2 |  |  | 1,824 |  |  | — |  |  | — |  |  | 1,826 |
Issuance of common stock under the employee stock purchase plan | 47 |  |  | 1 |  |  | 1,980 |  |  | — |  |  | — |  |  | 1,981 |
Stock-based compensation | — |  |  | — |  |  | 36,227 |  |  | — |  |  | — |  |  | 36,227 |
Cash dividends declared ($0.03 per share) | — |  |  | — |  |  | (2,496) |  |  | — |  |  | — |  |  | (2,496) |
Other comprehensive income | — |  |  | — |  |  | — |  |  | — |  |  | 166 |  |  | 166 |
Net (loss) | — |  |  | — |  |  | — |  |  | (46,804) |  |  | — |  |  | (46,804) |
June 30, 2023 | 83,212 |  |  | $ | 832 |  |  | $ | 310,016 |  |  | $ | (144,091) |  |  | $ | (21,361) |  |  | $ | 145,396 |
Issuance of common stock for stock compensation plans | 257 |  |  | 3 |  |  | 2,447 |  |  | — |  |  | — |  |  | 2,450 |
Issuance of common stock under the employee stock purchase plan | 54 |  |  | — |  |  | 2,003 |  |  | — |  |  | — |  |  | 2,003 |
Stock-based compensation | — |  |  | — |  |  | 31,299 |  |  | — |  |  | — |  |  | 31,299 |
Cash dividends declared ($0.03 per share) | — |  |  | — |  |  | (2,506) |  |  | — |  |  | — |  |  | (2,506) |
Other comprehensive (loss) | — |  |  | — |  |  | — |  |  | — |  |  | (3,727) |  |  | (3,727) |
Net (loss) | — |  |  | — |  |  | — |  |  | (7,279) |  |  | — |  |  | (7,279) |
September 30, 2023 | 83,523 |  |  | $ | 835 |  |  | $ | 343,259 |  |  | $ | (151,370) |  |  | $ | (25,088) |  |  | $ | 167,636 |

See notes to unaudited condensed consolidated financial statements.
7

PEGASYSTEMS INC. UNAUDITED CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS (in thousands)
| Nine Months Ended September 30,
| 2023 |  | 2022
Operating activities |  |  |
Net (loss) | $ | (74,857) |  |  | $ | (380,195) |
Adjustments to reconcile net (loss) to cash provided by (used in) operating activities |  |  |
Stock-based compensation | 110,083 |  |  | 93,301 |
Deferred income taxes | (188) |  |  | 169,489 |
Loss on capped call transactions | 449 |  |  | 56,381 |
Amortization of deferred commissions | 43,974 |  |  | 39,752 |
Lease expense | 12,018 |  |  | 11,500 |
Amortization of intangible assets and depreciation | 14,181 |  |  | 12,381 |
Foreign currency transaction loss (gain) | 3,971 |  |  | (8,415) |
Other non-cash | (16,487) |  |  | (1,705) |
Change in operating assets and liabilities, net | 44,776 |  |  | (5,935) |
Cash provided by (used in) operating activities | 137,920 |  |  | (13,446) |
Investing activities |  |  |
Purchases of investments | (190,466) |  |  | (39,056) |
Proceeds from maturities and called investments | 169,836 |  |  | 53,952 |
Sales of investments | 10,725 |  |  | 18,415 |
Payments for acquisitions, net of cash acquired | — |  |  | (922) |
Investment in property and equipment | (14,271) |  |  | (22,285) |
Cash (used in) provided by investing activities | (24,176) |  |  | 10,104 |
Financing activities |  |  |
Repurchases of convertible senior notes | (88,989) |  |  | — |
Dividend payments to stockholders | (7,458) |  |  | (7,368) |
Proceeds from employee stock purchase plan | 6,127 |  |  | 7,166 |
Proceeds from stock option exercises | 6,602 |  |  | — |
Common stock repurchases | (1,654) |  |  | (43,282) |
Other | 341 |  |  | — |
Cash (used in) financing activities | (85,031) |  |  | (43,484) |
Effect of exchange rate changes on cash, cash equivalents, and restricted cash | (1,621) |  |  | (5,513) |
Net increase (decrease) in cash, cash equivalents, and restricted cash | 27,092 |  |  | (52,339) |
Cash, cash equivalents, and restricted cash, beginning of period | 145,054 |  |  | 159,965 |
Cash, cash equivalents, and restricted cash, end of period | $ | 172,146 |  |  | $ | 107,626 |
Cash and cash equivalents | $ | 169,023 |  |  | $ | 107,626 |
Restricted cash included in other long-term assets | 3,123 |  |  | — |
Total cash, cash equivalents, and restricted cash | $ | 172,146 |  |  | $ | 107,626 |

See notes to unaudited condensed consolidated financial statements.
8

PEGASYSTEMS INC.
NOTES TO UNAUDITED CONDENSED CONSOLIDATED FINANCIAL STATEMENTS
NOTE 1. BASIS OF PRESENTATION
Pegasystems Inc. (together with its subsidiaries, “the Company”) has prepared the accompanying unaudited condensed consolidated financial statements pursuant to the rules and regulations of the U.S. Securities and Exchange Commission (“SEC”) regarding interim financial reporting. Accordingly, they do not include all the information required by accounting principles generally accepted in the United States of America (“U.S.”) for complete financial statements and should be read in conjunction with the Company’s audited financial statements included in the Annual Report on Form 10-K for the year ended December 31, 2022.
In the opinion of management, the Company has prepared the accompanying unaudited condensed consolidated financial statements on the same basis as its audited financial statements, and these financial statements include all adjustments, consisting only of normal recurring adjustments, necessary for a fair presentation of the results of the interim periods presented.
All intercompany transactions and balances were eliminated in consolidation. The operating results for the interim periods presented do not necessarily indicate the expected results for 2023.
NOTE 2. MARKETABLE SECURITIES

| September 30, 2023 |  | December 31, 2022
(in thousands) | Amortized Cost |  | Unrealized Gains |  | Unrealized Losses |  | Fair Value |  | Amortized Cost |  | Unrealized Gains |  | Unrealized Losses |  | Fair Value
Government debt | $ | 17,931 |  |  | $ | — |  |  | $ | (18) |  |  | $ | 17,913 |  |  | $ | 2,960 |  |  | $ | — |  |  | $ | (52) |  |  | $ | 2,908 |
Corporate debt | 149,927 |  |  | — |  |  | (554) |  |  | 149,373 |  |  | 151,906 |  |  | — |  |  | (2,647) |  |  | 149,259 |
| $ | 167,858 |  |  | $ | — |  |  | $ | (572) |  |  | $ | 167,286 |  |  | $ | 154,866 |  |  | $ | — |  |  | $ | (2,699) |  |  | $ | 152,167 |

As of September 30, 2023, marketable securities’ maturities ranged from October 2023 to January 2026, with a weighted average remaining maturity of 0.5 years.
NOTE 3. RECEIVABLES, CONTRACT ASSETS, AND DEFERRED REVENUE
Receivables

(in thousands) | September 30, 2023 |  | December 31, 2022
Accounts receivable, net | $ | 168,795 |  |  | $ | 255,150 |
Unbilled receivables, net | 199,948 |  |  | 213,719 |
Long-term unbilled receivables, net | 73,795 |  |  | 95,806 |
| $ | 442,538 |  |  | $ | 564,675 |

Unbilled receivables
Unbilled receivables are client-committed amounts for which revenue recognition precedes billing. Billing is solely subject to the passage of time.
Unbilled receivables by expected collection date:

(Dollars in thousands) | September 30, 2023
1 year or less | $ | 199,948 |  | 73 | %
1-2 years | 58,604 |  | 21 | %
2-5 years | 15,191 |  | 6 | %
| $ | 273,743 |  | 100 | %

Unbilled receivables by contract effective date:

(Dollars in thousands) | September 30, 2023
2023 | $ | 90,227 |  | 33 | %
2022 | 92,065 |  | 34 | %
2021 | 62,729 |  | 23 | %
2020 | 19,820 |  | 7 | %
2019 and prior | 8,902 |  | 3 | %
| $ | 273,743 |  | 100 | %

9

PEGASYSTEMS INC.
NOTES TO UNAUDITED CONDENSED CONSOLIDATED FINANCIAL STATEMENTS (continued)
Contract assets
Contract assets are client-committed amounts for which revenue recognized exceeds the amount billed to the client, and billing is subject to conditions other than the passage of time, such as the completion of a related performance obligation.

(in thousands) | September 30, 2023 |  | December 31, 2022
Contract assets (1) | $ | 13,263 |  |  | $ | 17,546 |
Long-term contract assets (2) | 10,732 |  |  | 16,470 |
| $ | 23,995 |  |  | $ | 34,016 |

(1) Included in other current assets.
(2) Included in other long-term assets.
Deferred revenue
Deferred revenue consists of billings and payments received in advance of revenue recognition.

(in thousands) | September 30, 2023 |  | December 31, 2022
Deferred revenue | $ | 297,067 |  |  | $ | 325,212 |
Long-term deferred revenue (1) | 2,605 |  |  | 3,552 |
| $ | 299,672 |  |  | $ | 328,764 |

(1) Included in other long-term liabilities.
Deferred revenue decreased in the nine months ended September 30, 2023, primarily due to $292.3 million of revenue recognized during the period included in deferred revenue as of December 31, 2022 exceeded new billings in advance of revenue recognition.
NOTE 4. DEFERRED COMMISSIONS

(in thousands) | September 30, 2023 |  | December 31, 2022
Deferred commissions (1) | $ | 107,399 |  |  | $ | 130,195 |

(1) Included in other long-term assets.

| Three Months Ended September 30, |  | Nine Months Ended September 30,
(in thousands) | 2023 |  | 2022 |  | 2023 |  | 2022
Amortization of deferred commissions (1) | $ | 14,947 |  |  | $ | 11,597 |  |  | $ | 43,974 |  |  | $ | 39,752 |

(1) Included in selling and marketing.
NOTE 5. GOODWILL AND OTHER INTANGIBLES
Goodwill

| Nine Months Ended September 30,
(in thousands) | 2023 |  | 2022
January 1, | $ | 81,399 |  |  | $ | 81,923 |
Currency translation adjustments | 38 |  |  | (722) |
September 30, | $ | 81,437 |  |  | $ | 81,201 |

Intangibles
Intangible assets are recorded at cost and amortized using the straight-line method over their estimated useful lives.

|  |  | September 30, 2023
(in thousands) | Useful Lives |  | Cost |  | Accumulated Amortization |  | Net Book Value (1)
Client-related | 4-10 years |  | $ | 63,086 |  |  | $ | (59,661) |  |  | $ | 3,425 |
Technology | 2-10 years |  | 68,103 |  |  | (63,579) |  |  | 4,524 |
Other | 1-5 years |  | 5,361 |  |  | (5,361) |  |  | — |
|  |  | $ | 136,550 |  |  | $ | (128,601) |  |  | $ | 7,949 |

(1) Included in other long-term assets.
10

PEGASYSTEMS INC.
NOTES TO UNAUDITED CONDENSED CONSOLIDATED FINANCIAL STATEMENTS (continued)

|  |  | December 31, 2022
(in thousands) | Useful Lives |  | Cost |  | Accumulated Amortization |  | Net Book Value (1)
Client-related | 4-10 years |  | $ | 63,076 |  |  | $ | (58,623) |  |  | $ | 4,453 |
Technology | 2-10 years |  | 68,056 |  |  | (61,621) |  |  | 6,435 |
Other | 1-5 years |  | 5,361 |  |  | (5,361) |  |  | — |
|  |  | $ | 136,493 |  |  | $ | (125,605) |  |  | $ | 10,888 |

(1) Included in other long-term assets.
Future estimated intangibles assets amortization:

(in thousands) | September 30, 2023
Remainder of 2023 | $ | 964 |
2024 | 3,169 |
2025 | 2,615 |
2026 | 874 |
2027 | 327 |
| $ | 7,949 |

Amortization of intangible assets:

| Three Months Ended September 30, |  | Nine Months Ended September 30,
(in thousands) | 2023 |  | 2022 |  | 2023 |  | 2022
Cost of revenue | $ | 622 |  |  | $ | 705 |  |  | $ | 1,949 |  |  | $ | 2,017 |
Selling and marketing | 343 |  |  | 343 |  |  | 1,028 |  |  | 1,028 |
| $ | 965 |  |  | $ | 1,048 |  |  | $ | 2,977 |  |  | $ | 3,045 |

NOTE 6. OTHER ASSETS AND LIABILITIES
Other current assets

(in thousands) | September 30, 2023 |  | December 31, 2022
Income tax receivables | $ | 19,663 |  |  | $ | 25,354 |
Contract assets | 13,263 |  |  | 17,546 |
Other | 38,512 |  |  | 37,488 |
| $ | 71,438 |  |  | $ | 80,388 |

Other long-term assets

(in thousands) | September 30, 2023 |  | December 31, 2022
Deferred commissions | $ | 107,399 |  |  | $ | 130,195 |
Right of use assets | 65,871 |  |  | 76,114 |
Property and equipment | 49,481 |  |  | 55,056 |
Venture investments | 19,348 |  |  | 13,069 |
Contract assets | 10,732 |  |  | 16,470 |
Intangible assets | 7,949 |  |  | 10,888 |
Capped call transactions | 1,792 |  |  | 2,582 |
Deferred income taxes | 5,046 |  |  | 4,795 |
Restricted cash | 3,123 |  |  | — |
Other | 20,066 |  |  | 24,820 |
| $ | 290,807 |  |  | $ | 333,989 |

Other current liabilities

(in thousands) | September 30, 2023 |  | December 31, 2022
Operating lease liabilities | $ | 15,532 |  |  | $ | 14,976 |
Dividends payable | 2,506 |  |  | 2,474 |
| $ | 18,038 |  |  | $ | 17,450 |

11

PEGASYSTEMS INC.
NOTES TO UNAUDITED CONDENSED CONSOLIDATED FINANCIAL STATEMENTS (continued)
Other long-term liabilities

(in thousands) | September 30, 2023 |  | December 31, 2022
Deferred revenue | $ | 2,605 |  |  | $ | 3,552 |
Income taxes payable | 2,017 |  |  | 3,207 |
Other | 9,863 |  |  | 8,369 |
| $ | 14,485 |  |  | $ | 15,128 |

NOTE 7. LEASES
Expense

| Three Months Ended September 30, |  | Nine Months Ended September 30,
(in thousands) | 2023 |  | 2022 |  | 2023 |  | 2022
Fixed lease costs | $ | 4,718 |  |  | $ | 4,688 |  |  | $ | 14,979 |  |  | $ | 14,747 |
Short-term lease costs | 660 |  |  | 916 |  |  | 2,137 |  |  | 2,510 |
Variable lease costs | 2,254 |  |  | 905 |  |  | 6,414 |  |  | 2,395 |
| $ | 7,632 |  |  | $ | 6,509 |  |  | $ | 23,530 |  |  | $ | 19,652 |

Right of use assets and lease liabilities

(in thousands) | September 30, 2023 |  | December 31, 2022
Right of use assets (1) | $ | 65,871 |  |  | $ | 76,114 |
Operating lease liabilities (2) | $ | 15,532 |  |  | $ | 14,976 |
Long-term operating lease liabilities | $ | 68,874 |  |  | $ | 79,152 |

(1) Included in other long-term assets.
(2) Included in other current liabilities.
Weighted-average remaining lease term and discount rate for the Company’s leases were:

| September 30, 2023 |  | December 31, 2022
Weighted-average remaining lease term | 7.0 years |  | 7.5 years
Weighted-average discount rate (1) | 4.0 | % |  | 4.1 | %

(1) The rates implicit in most of the Company’s leases are not readily determinable. Therefore, the Company uses its incremental borrowing rate as the discount rate when measuring operating lease liabilities. The incremental borrowing rate represents an estimate of the interest rate the Company would incur to borrow an amount equal to the lease payments on a collateralized basis over the lease term in a similar economic environment.
Maturities of lease liabilities:

(in thousands) | September 30, 2023
Remainder of 2023 | $ | 4,775 |
2024 | 17,976 |
2025 | 14,870 |
2026 | 10,853 |
2027 | 9,808 |
2028 | 9,245 |
Thereafter | 30,054 |
Total lease payments | 97,581 |
Less: imputed interest (1) | (13,175) |
| $ | 84,406 |

(1) Lease liabilities are measured at the present value of the remaining lease payments using a discount rate determined at lease commencement unless the discount rate is updated due to a lease reassessment event.
Cash flow information

| Nine Months Ended September 30,
(in thousands) | 2023 |  | 2022
Cash paid for operating leases, net of tenant improvement allowances | $ | 14,378 |  |  | $ | 11,628 |
Right of use assets recognized for new leases and amendments (non-cash) | $ | 1,782 |  |  | $ | 6,618 |

12

PEGASYSTEMS INC.
NOTES TO UNAUDITED CONDENSED CONSOLIDATED FINANCIAL STATEMENTS (continued)
NOTE 8. DEBT
Convertible senior notes and capped calls
Convertible senior notes
In February 2020, the Company issued Convertible Senior Notes (the "Notes") with an aggregate principal of $600 million, due March 1, 2025, in a private placement. No principal payments are due before maturity. The Notes accrue interest at an annual rate of 0.75%, payable semi-annually in arrears on March 1 and September 1, beginning September 1, 2020.
In the nine months ended September 30, 2023, the Company recognized a gain of $7.9 million in other income (loss), net from repurchases of Notes representing $97.7 million in aggregate principal amount.
Conversion rights
The conversion rate is 7.4045 shares of common stock per $1,000 principal amount of the Notes, representing an initial conversion price of $135.05 per share of common stock. The conversion rate will be adjusted upon certain events, including spin-offs, tender offers, exchange offers, and certain stockholder distributions. The Company will settle conversions by paying or delivering cash, shares of its common stock, or a combination of cash and shares of its common stock, at the Company’s election, based on the applicable conversion rate.
Beginning on September 1, 2024, noteholders may convert their Notes at any time at their election.
Before September 1, 2024, noteholders may convert their Notes in the following circumstances:
•During any calendar quarter beginning after June 30, 2020 (and only during such calendar quarter), if the last reported sale price per share of the Company’s common stock exceeds 130% of the conversion price for each of at least 20 trading days (whether or not consecutive) during the 30 consecutive trading days ending on, and including, the last trading day of the immediately preceding calendar quarter.
•During the five consecutive business days immediately after any five consecutive trading day period (the “Measurement Period”), if the trading price per $1,000 principal amount of Notes for each trading day of the Measurement Period was less than 98% of the product of the last reported sale price per share of common stock on such trading day and the conversion rate on such trading day.
•Upon certain corporate events or distributions or if the Company calls any Notes for redemption, noteholders may convert before the close of business on the business day immediately before the related redemption date (or, if the Company fails to pay the redemption price in full on the redemption date until the Company pays the redemption price).
As of September 30, 2023, the Notes were not eligible for conversion.
Repurchase rights
On or after March 1, 2023 and on or before the 40th scheduled trading day immediately before the maturity date, the Company may redeem for cash all or part of the Notes at a repurchase price equal to 100% of the principal amount, plus accrued and unpaid interest, if the last reported sale price of the Company’s common stock exceeded 130% of the conversion price then in effect for at least 20 trading days (whether or not consecutive) during any 30 consecutive trading day period ending on, and including, the trading day immediately preceding the date on which the Company provides a redemption notice.
If certain corporate events that constitute a “Fundamental Change” occur, each noteholder will have the right to require the Company to repurchase for cash all of such noteholder’s Notes, or any portion of the principal thereof that is equal to $1,000 or a multiple of $1,000, at a repurchase price equal to 100% of the principal amount thereof, plus accrued and unpaid interest. A Fundamental Change relates to mergers, changes in control of the Company, liquidation/dissolution of the Company, or the delisting of the Company’s common stock.
Carrying value of the Notes:

(in thousands) | September 30, 2023 |  | December 31, 2022
Principal | $ | 502,270 |  |  | $ | 600,000 |
Unamortized issuance costs | (3,517) |  |  | (6,391) |
Convertible senior notes, net | $ | 498,753 |  |  | $ | 593,609 |

Interest expense related to the Notes:

| Three Months Ended September 30, |  | Nine Months Ended September 30,
(in thousands) | 2023 |  | 2022 |  | 2023 |  | 2022
Contractual interest expense (0.75% coupon) | $ | 827 |  |  | $ | 1,125 |  |  | $ | 2,949 |  |  | $ | 3,375 |
Amortization of issuance costs | 613 |  |  | 724 |  |  | 1,988 |  |  | 2,163 |
| $ | 1,440 |  |  | $ | 1,849 |  |  | $ | 4,937 |  |  | $ | 5,538 |

13

PEGASYSTEMS INC.
NOTES TO UNAUDITED CONDENSED CONSOLIDATED FINANCIAL STATEMENTS (continued)
The average interest rate on the Notes in the nine months ended September 30, 2023 and 2022 was 1.2%.
Future payments:

| September 30, 2023
(in thousands) | Principal |  | Interest |  | Total
2024 | $ | — |  |  | $ | 3,767 |  |  | $ | 3,767 |
2025 | 502,270 |  |  | 1,884 |  |  | 504,154 |
| $ | 502,270 |  |  | $ | 5,651 |  |  | $ | 507,921 |

Capped call transactions
In February 2020, the Company entered into privately negotiated capped call transactions (the “Capped Call Transactions”) with certain financial institutions. The Capped Call Transactions covered approximately 4.4 million shares (representing the number of shares for which the Notes were initially convertible) of the Company’s common stock.
In the nine months ended September 30, 2023, Capped Call Transactions covering approximately 0.7 million shares were settled for proceeds of $0.3 million. As of September 30, 2023, Capped Call Transactions covering approximately 3.7 million shares were outstanding.
The Capped Call Transactions are expected to reduce common stock dilution and/or offset any potential cash payments the Company must make, other than for principal and interest, upon conversion of the Notes, with such reduction and/or offset subject to a cap of $196.44. The cap price of the Capped Call Transactions is subject to adjustment upon specified extraordinary events affecting the Company, including mergers and tender offers.
The Capped Call Transactions are accounted for as derivative instruments and do not qualify for the Company’s own equity scope exception in ASC 815 since, in some cases of early settlement, the settlement value calculated following the governing documents may not represent a fair value measurement. The Capped Call Transactions are classified as other long-term assets and remeasured to fair value each reporting period, resulting in a non-operating gain or loss.
Change in capped call transactions:

| Nine Months Ended September 30,
(in thousands) | 2023 |  | 2022
January 1, | $ | 2,582 |  |  | $ | 59,964 |
Settlements | (341) |  |  | — |
Fair value adjustment | (449) |  |  | (56,381) |
September 30, | $ | 1,792 |  |  | $ | 3,583 |

Credit facility
In November 2019, and as since amended, the Company entered into a five-year $100 million senior secured revolving credit agreement (the “Credit Facility”) with PNC Bank, National Association. The Company may use borrowings for general corporate purposes and to finance working capital needs. Subject to specific conditions and the agreement of the financial institutions lending the additional amount, the aggregate commitment may be increased to $200 million. The commitments expire on November 4, 2024, and any outstanding loans will be payable on such date. The Credit Facility, as amended, contains customary covenants, including, but not limited to, those relating to additional indebtedness, liens, asset divestitures, and affiliate transactions.
The Company is required to comply with financial covenants, including:
•Through December 31, 2023, the parent company must maintain at least $200 million in cash, investments, and availability under the Credit Facility and the Company must maintain:

| Year to Date
(in thousands) | March 31, 2023 |  | June 30, 2023 |  | September 30, 2023 |  | December 31, 2023
Minimum Consolidated EBITDA (as defined in the Credit Facility) | $ | 38,862 |  |  | $ | 59,894 |  |  | $ | 95,597 |  |  | $ | 214,590 |

•Beginning with the fiscal quarter ended March 31, 2024, a maximum net consolidated leverage ratio of 3.5 to 1.0 (with a step-up for certain acquisitions) and a minimum consolidated interest coverage ratio of 3.5 to 1.0.
As of September 30, 2023 and December 31, 2022, the Company had $27.3 million in outstanding letters of credit, which reduced the Company’s available borrowing capacity under the Credit Facility and no outstanding cash borrowings under the Credit Facility.
14

PEGASYSTEMS INC.
NOTES TO UNAUDITED CONDENSED CONSOLIDATED FINANCIAL STATEMENTS (continued)
NOTE 9. RESTRUCTURING
The Company has undertaken the following restructuring activities as it optimizes its go-to-market strategy and reassesses its office space needs:

| Three months ended |  | Expense
Employee severance and related benefits and closure of a US office | December 31, 2022 |  | $ | 21,743 |
Office space reduction | March 31, 2023 |  | $ | 1,241 |
Employee severance and related benefits | June 30, 2023 |  | $ | 1,581 |
Employee severance and related benefits and closure of a foreign office | September 30, 2023 |  | $ | 17,236 |

Accrued employee severance and related benefits:
Change for all restructuring actions:

| Nine Months Ended September 30,
(in thousands) | 2023
January 1, | $ | 18,573 |
Costs incurred | 19,921 |
Cash disbursements | (21,576) |
Currency translation adjustments | (203) |
September 30, | $ | 16,715 |

Note: Accrued employee severance and related benefits is included in accrued compensation and related expenses.
NOTE 10. FAIR VALUE MEASUREMENTS
Assets and liabilities measured at fair value on a recurring basis
The Company records its cash equivalents, marketable securities, Capped Call Transactions, and venture investments at fair value on a recurring basis. Fair value is an exit price, representing the amount that would be received from the sale of an asset or paid to transfer a liability in an orderly transaction between market participants based on assumptions that market participants would use in pricing an asset or liability.
As a basis for classifying the fair value measurements, a three-tier fair value hierarchy, which classifies the fair value measurements based on the inputs used in measuring fair value, was established as follows:
•Level 1 - observable inputs, such as quoted prices in active markets for identical assets or liabilities;
•Level 2 - significant other inputs that are observable either directly or indirectly; and
•Level 3 - significant unobservable inputs with little or no market data, which require the Company to develop its own assumptions.
This hierarchy requires the Company to use observable market data when available and minimize unobservable inputs when determining fair value.
The fair value of the Capped Call Transactions at the end of each reporting period is determined using a Black-Scholes option-pricing model. The valuation model uses various market-based inputs, including stock price, remaining contractual term, expected volatility, risk-free interest rate, and expected dividend yield. The Company applies judgment when determining expected volatility. The Company considers the underlying equity security’s historical and implied volatility levels. The Company’s venture investments are recorded at fair value based on multiple valuation methods, including observable public companies and transaction prices and unobservable inputs, including the volatility, rights, and obligations of the securities the Company holds.
Assets and liabilities measured at fair value on a recurring basis:

| September 30, 2023 |  | December 31, 2022
(in thousands) | Level 1 |  | Level 2 |  | Level 3 |  | Total |  | Level 1 |  | Level 2 |  | Level 3 |  | Total
Cash equivalents | $ | 22,686 |  |  | $ | — |  |  | $ | — |  |  | $ | 22,686 |  |  | $ | 2,526 |  |  | $ | — |  |  | $ | — |  |  | $ | 2,526 |
Marketable securities | $ | — |  |  | $ | 167,286 |  |  | $ | — |  |  | $ | 167,286 |  |  | $ | — |  |  | $ | 152,167 |  |  | $ | — |  |  | $ | 152,167 |
Capped Call Transactions (1) | $ | — |  |  | $ | 1,792 |  |  | $ | — |  |  | $ | 1,792 |  |  | $ | — |  |  | $ | 2,582 |  |  | $ | — |  |  | $ | 2,582 |
Venture investments (1) (2) | $ | — |  |  | $ | — |  |  | $ | 19,348 |  |  | $ | 19,348 |  |  | $ | — |  |  | $ | — |  |  | $ | 13,069 |  |  | $ | 13,069 |

(1) Included in other long-term assets.
(2) Investments in privately-held companies.
15

PEGASYSTEMS INC.
NOTES TO UNAUDITED CONDENSED CONSOLIDATED FINANCIAL STATEMENTS (continued)
Changes in venture investments:

| Nine Months Ended September 30,
(in thousands) | 2023 |  | 2022
January 1, | $ | 13,069 |  |  | $ | 7,648 |
New investments | 400 |  |  | 400 |
Sales of investments | (2,773) |  |  | (3,954) |
Changes in foreign exchange rates | 27 |  |  | (675) |
Changes in fair value: |  |  |
included in other income (loss), net | 10,886 |  |  | 5,989 |
included in other comprehensive (loss) | (2,261) |  |  | 2,502 |
September 30, | $ | 19,348 |  |  | $ | 11,910 |

The carrying value of certain financial instruments, including receivables and accounts payable, approximates fair value due to their short maturities.
Fair value of the Notes
The fair value of the Notes outstanding (including the embedded conversion feature) was $460.3 million as of September 30, 2023 and $521.1 million as of December 31, 2022. In the nine months ended September 30, 2023 the Company repurchased Notes representing $97.7 million in aggregate principal amount.
The fair value was determined based on the Notes’ quoted price in an over-the-counter market on the last trading day of the reporting period and classified within Level 2 in the fair value hierarchy.
NOTE 11. REVENUE
Geographic revenue

| Three Months Ended September 30, |  | Nine Months Ended September 30,
(Dollars in thousands) | 2023 |  | 2022 |  | 2023 |  | 2022
U.S. | $ | 154,741 |  | 47 | % |  | $ | 148,200 |  | 55 | % |  | $ | 489,645 |  | 51 | % |  | $ | 513,197 |  | 56 | %
Other Americas | 23,497 |  | 7 | % |  | 18,546 |  | 7 | % |  | 58,013 |  | 6 | % |  | 80,558 |  | 9 | %
United Kingdom (“U.K.”) | 41,622 |  | 12 | % |  | 24,074 |  | 9 | % |  | 112,751 |  | 12 | % |  | 83,837 |  | 9 | %
Europe (excluding U.K.), Middle East, and Africa | 67,880 |  | 20 | % |  | 46,212 |  | 17 | % |  | 173,551 |  | 18 | % |  | 140,586 |  | 15 | %
Asia-Pacific | 46,903 |  | 14 | % |  | 33,699 |  | 12 | % |  | 124,423 |  | 13 | % |  | 103,197 |  | 11 | %
| $ | 334,643 |  | 100 | % |  | $ | 270,731 |  | 100 | % |  | $ | 958,383 |  | 100 | % |  | $ | 921,375 |  | 100 | %

Revenue streams

| Three Months Ended September 30, |  | Nine Months Ended September 30,
(in thousands) | 2023 |  | 2022 |  | 2023 |  | 2022
Perpetual license | $ | 2,747 |  |  | $ | 9,223 |  |  | $ | 4,729 |  |  | $ | 18,929 |
Subscription license | 74,342 |  |  | 31,112 |  |  | 200,066 |  |  | 210,245 |
Revenue recognized at a point in time | 77,089 |  |  | 40,335 |  |  | 204,795 |  |  | 229,174 |
Maintenance | 83,538 |  |  | 77,526 |  |  | 245,210 |  |  | 235,568 |
Pega Cloud | 118,040 |  |  | 97,359 |  |  | 340,982 |  |  | 281,182 |
Consulting | 55,976 |  |  | 55,511 |  |  | 167,396 |  |  | 175,451 |
Revenue recognized over time | 257,554 |  |  | 230,396 |  |  | 753,588 |  |  | 692,201 |
Total revenue | $ | 334,643 |  |  | $ | 270,731 |  |  | $ | 958,383 |  |  | $ | 921,375 |

16

PEGASYSTEMS INC.
NOTES TO UNAUDITED CONDENSED CONSOLIDATED FINANCIAL STATEMENTS (continued)

| Three Months Ended September 30, |  | Nine Months Ended September 30,
(in thousands) | 2023 |  | 2022 |  | 2023 |  | 2022
Pega Cloud | $ | 118,040 |  |  | $ | 97,359 |  |  | $ | 340,982 |  |  | $ | 281,182 |
Maintenance | 83,538 |  |  | 77,526 |  |  | 245,210 |  |  | 235,568 |
Subscription services | 201,578 |  |  | 174,885 |  |  | 586,192 |  |  | 516,750 |
Subscription license | 74,342 |  |  | 31,112 |  |  | 200,066 |  |  | 210,245 |
Subscription | 275,920 |  |  | 205,997 |  |  | 786,258 |  |  | 726,995 |
Consulting | 55,976 |  |  | 55,511 |  |  | 167,396 |  |  | 175,451 |
Perpetual license | 2,747 |  |  | 9,223 |  |  | 4,729 |  |  | 18,929 |
| $ | 334,643 |  |  | $ | 270,731 |  |  | $ | 958,383 |  |  | $ | 921,375 |

Remaining performance obligations ("Backlog")
Expected future revenue from existing non-cancellable contracts:
As of September 30, 2023:

(Dollars in thousands) | Subscription services |  | Subscription license |  | Perpetual license |  | Consulting |  | Total
Maintenance |  | Pega Cloud |  |  |  |
1 year or less | $ | 202,610 |  |  | $ | 391,324 |  |  | $ | 48,427 |  |  | $ | 4,567 |  |  | $ | 39,335 |  |  | $ | 686,263 |  | 54 | %
1-2 years | 58,610 |  |  | 239,787 |  |  | 4,356 |  |  | 2,696 |  |  | 3,662 |  |  | 309,111 |  | 24 | %
2-3 years | 28,585 |  |  | 121,778 |  |  | 8,518 |  |  | — |  |  | 1,100 |  |  | 159,981 |  | 13 | %
Greater than 3 years | 17,478 |  |  | 89,870 |  |  | 2,664 |  |  | — |  |  | — |  |  | 110,012 |  | 9 | %
| $ | 307,283 |  |  | $ | 842,759 |  |  | $ | 63,965 |  |  | $ | 7,263 |  |  | $ | 44,097 |  |  | $ | 1,265,367 |  | 100 | %

As of September 30, 2022:

(Dollars in thousands) | Subscription services |  | Subscription license |  | Perpetual license |  | Consulting |  | Total
Maintenance |  | Pega Cloud |  |  |  |
1 year or less | $ | 191,045 |  |  | $ | 328,111 |  |  | $ | 69,753 |  |  | $ | 814 |  |  | $ | 27,968 |  |  | $ | 617,691 |  | 53 | %
1-2 years | 55,141 |  |  | 213,304 |  |  | 4,113 |  |  | 4,505 |  |  | 6,699 |  |  | 283,762 |  | 25 | %
2-3 years | 24,496 |  |  | 115,416 |  |  | 1,420 |  |  | 2,252 |  |  | 1,648 |  |  | 145,232 |  | 13 | %
Greater than 3 years | 16,198 |  |  | 82,807 |  |  | 1,734 |  |  | — |  |  | 508 |  |  | 101,247 |  | 9 | %
| $ | 286,880 |  |  | $ | 739,638 |  |  | $ | 77,020 |  |  | $ | 7,571 |  |  | $ | 36,823 |  |  | $ | 1,147,932 |  | 100 | %

NOTE 12. STOCK-BASED COMPENSATION
Expense

| Three Months Ended September 30, |  | Nine Months Ended September 30,
(in thousands) | 2023 |  | 2022 |  | 2023 |  | 2022
Cost of revenue | $ | 6,410 |  |  | $ | 6,797 |  |  | $ | 22,497 |  |  | $ | 19,754 |
Selling and marketing | 10,401 |  |  | 12,933 |  |  | 43,410 |  |  | 36,524 |
Research and development | 7,375 |  |  | 7,724 |  |  | 24,286 |  |  | 22,425 |
General and administrative | 7,113 |  |  | 6,320 |  |  | 19,890 |  |  | 14,598 |
| $ | 31,299 |  |  | $ | 33,774 |  |  | $ | 110,083 |  |  | $ | 93,301 |
Income tax benefit | $ | (316) |  |  | $ | (600) |  |  | $ | (1,569) |  |  | $ | (1,505) |

As of September 30, 2023, the Company had $137.5 million of unrecognized stock-based compensation expense, net of estimated forfeitures, which is expected to be recognized over a weighted-average period of 1.8 years.
17

PEGASYSTEMS INC.
NOTES TO UNAUDITED CONDENSED CONSOLIDATED FINANCIAL STATEMENTS (continued)
Grants

| Nine Months Ended September 30, 2023
(in thousands) | Shares |  | Total Fair Value
Restricted stock units | 1,514 |  |  | $ | 70,962 |
Non-qualified stock options | 911 |  |  | $ | 19,142 |
Performance stock options (1) | 906 |  |  | $ | 18,265 |
Common stock | 13 |  |  | $ | 600 |

(1) Performance stock options allow the holder to purchase a specified number of common stock shares at an exercise price equal to or greater than the shares' fair market value at the grant date. The options usually vest over two years and expire ten years from the grant date, subject to specific performance conditions.
NOTE 13. INCOME TAXES
Effective income tax rate

| Three Months Ended September 30, |  | Nine Months Ended September 30,
(Dollars in thousands) | 2023 |  | 2022 |  | 2023 |  | 2022
Provision for income taxes | $ | 3,545 |  |  | $ | 11,748 |  |  | $ | 15,395 |  |  | $ | 190,239 |
Effective income tax rate |  |  |  |  | (26) | % |  | (100) | %

The Company’s effective income tax rate in the nine months ended September 30, 2023 was primarily driven by the valuation allowance on the Company’s deferred tax assets in the U.S. and U.K. and projected taxable income in the U.S., partially offset by available tax credits and losses in the U.S.
The Company recognizes deferred tax assets to the extent that it believes that these assets are more likely than not to be realized. A deferred tax valuation allowance requires significant judgment and uncertainties, including assumptions about future taxable income. Quarterly, the Company reassesses the need for a valuation allowance on its net deferred tax assets by weighting all available and objectively verifiable negative and positive evidence, including projected future reversals of existing taxable temporary differences, committed contractual backlog (“Backlog”), projected future taxable income, including the impact of enacted legislation, tax-planning strategies, and recent operating results.
The Company intends to maintain a valuation allowance on the Company’s U.S. and U.K. net deferred tax assets until sufficient evidence exists to support the realization of these deferred tax assets.
NOTE 14. (LOSS) PER SHARE
Basic (loss) per share is calculated using the weighted-average number of common shares outstanding during the period. Diluted (loss) per share is calculated using the weighted-average number of common shares outstanding during the period, plus the dilutive effect of outstanding stock options, RSUs, and convertible senior notes.
Calculation of (loss) per share:

| Three Months Ended September 30, |  | Nine Months Ended September 30,
(in thousands, except per share amounts) | 2023 |  | 2022 |  | 2023 |  | 2022
Net (loss) | $ | (7,279) |  |  | $ | (93,520) |  |  | $ | (74,857) |  |  | $ | (380,195) |
Weighted-average common shares outstanding | 83,336 |  |  | 81,996 |  |  | 82,996 |  |  | 81,842 |
(Loss) per share, basic | $ | (0.09) |  |  | $ | (1.14) |  |  | $ | (0.90) |  |  | $ | (4.65) |
Net (loss) | $ | (7,279) |  |  | $ | (93,520) |  |  | $ | (74,857) |  |  | $ | (380,195) |
Weighted-average common shares outstanding, assuming dilution (1) (2) (3) | 83,336 |  |  | 81,996 |  |  | 82,996 |  |  | 81,842 |
(Loss) per share, diluted | $ | (0.09) |  |  | $ | (1.14) |  |  | $ | (0.90) |  |  | $ | (4.65) |
Outstanding anti-dilutive stock options and RSUs (4) | 2,255 |  |  | 3,019 |  |  | 1,652 |  |  | 3,589 |

(1) All dilutive securities are excluded in periods of loss as their inclusion would be anti-dilutive.
(2) The shares underlying the conversion options in the Company’s Notes are included using the if-converted method, if dilutive in the period. If the outstanding conversion options were fully exercised, the Company would issue approximately 3.7 million shares as of September 30, 2023.
(3) The Company’s Capped Call Transactions represent the equivalent of approximately 3.7 million shares of the Company’s common stock (representing the number of shares for which the Notes are convertible) as of September 30, 2023. The Capped Call Transactions are expected to reduce common stock dilution and/or offset any potential cash payments the Company must make, other than for principal and interest, upon conversion of the Notes, with such reduction and/or offset subject to a cap of $196.44. The Capped Call Transactions are excluded from weighted-average common shares outstanding, assuming dilution, in all periods as their effect would be anti-dilutive.
18

PEGASYSTEMS INC.
NOTES TO UNAUDITED CONDENSED CONSOLIDATED FINANCIAL STATEMENTS (continued)
(4) Outstanding stock options and RSUs that were anti-dilutive under the treasury stock method in the period were excluded from the computation of diluted (loss) per share. These awards may be dilutive in the future.
NOTE 15. COMMITMENTS AND CONTINGENCIES
Commitments
See "Note 7. Leases" for additional information.
Legal proceedings
In addition to the matters below, the Company is or may become involved in a variety of claims, demands, suits, investigations, and proceedings that arise from time to time relating to matters incidental to the ordinary course of the Company’s business, including actions concerning contracts, intellectual property, employment, benefits, and securities matters. Regardless of the outcome, legal disputes can have a material effect on the Company because of defense and settlement costs, diversion of management resources, and other factors.
In addition, as the Company is a party to ongoing litigation, it is at least reasonably possible that the Company’s estimates will change in the near term, and the effect may be material.
The Company had no accrued losses for litigation as of September 30, 2023 and December 31, 2022.
Appian Corp. v. Pegasystems Inc. & Youyong Zou
As previously reported, the Company is a defendant in litigation brought by Appian in the Circuit Court of Fairfax County, Virginia (the “Court”) titled Appian Corp. v. Pegasystems Inc. & Youyong Zou, No. 2020-07216 (Fairfax Cty. Ct.). On May 9, 2022, the jury rendered its verdict finding that the Company had misappropriated one or more of Appian’s trade secrets, that the Company had violated the Virginia Computer Crimes Act, and that the trade secret misappropriation was willful and malicious. The jury awarded damages of $2,036,860,045 for trade secret misappropriation and $1.00 for violating the Virginia Computer Crimes Act. On September 15, 2022, the circuit court of Fairfax County entered judgment of $2,060,479,287, consisting of the damages previously awarded by the jury plus attorneys’ fees and costs, and stating that the judgment is subject to post-judgment interest at a rate of 6.0% per annum, from the date of the jury verdict (May 9, 2022) as to the amount of the jury verdict and from September 15, 2022 as to the amount of the award of attorneys’ fees and costs. On September 15, 2022, the Company filed a notice of appeal from the judgment. On September 29, 2022, the circuit court of Fairfax County approved a $25,000,000 letter of credit obtained by the Company to secure the judgment and entered an order suspending the judgment during the pendency of the Company’s appeal. Appellate briefing in the Court of Appeals of Virginia is completed. The Court of Appeals of Virginia has set November 15, 2023 as the date for oral arguments in the appeal. Although it is not possible to predict timing, this appeals process could potentially take years to complete. The Company continues to believe that it did not misappropriate any alleged trade secrets and that its sales of the Company’s products at issue were not caused by, or the result of, any alleged misappropriation of trade secrets. The Company is unable to reasonably estimate possible damages because of, among other things, uncertainty as to the outcome of appellate proceedings and/or any potential new trial resulting from the appellate proceedings.
City of Fort Lauderdale Police and Firefighters’ Retirement System, Individually and on Behalf of All Others Similarly Situated v. Pegasystems Inc., Alan Trefler, and Kenneth Stillwell
On May 19, 2022, a lawsuit was filed against the Company, the Company’s chief executive officer and the Company’s chief operating and financial officer in the United States District Court for the Eastern District of Virginia Alexandria Division, captioned City of Fort Lauderdale Police and Firefighters’ Retirement System, Individually and on Behalf of All Others Similarly Situated v. Pegasystems Inc., Alan Trefler, and Kenneth Stillwell (Case 1:22-cv-00578-LMB-IDD). The complaint generally alleges, among other things, that the defendants violated Section 10(b) of the Securities Exchange Act of 1934, as amended (the “Exchange Act”) and Rule 10b-5 promulgated thereunder and that the individual defendants violated Section 20(a) of the Exchange Act, in each case by allegedly making materially false and/or misleading statements, as well as allegedly failing to disclose material adverse facts about the Company’s business, operations, and prospects, which caused the Company’s securities to trade at artificially inflated prices. The complaint seeks unspecified damages on behalf of a class of purchasers of the Company’s securities between May 29, 2020 and May 9, 2022. The litigation has since been transferred to the United States District Court for the District of Massachusetts (Case 1:22-cv-11220-WGY), and lead plaintiff class representatives—Central Pennsylvania Teamsters Pension Fund - Defined Benefit Plan, Central Pennsylvania Teamsters Pension Fund - Retirement Income Plan 1987, and Construction Industry Laborers Pension Fund—have been appointed. On October 18, 2022, a consolidated amended complaint was filed that does not add any new parties or legal claims, is based upon the same general factual allegations as the original complaint, and now seeks unspecified damages on behalf of a class of purchasers of the Company’s securities between June 16, 2020 and May 9, 2022. The Company moved to dismiss the consolidated amended complaint on December 19, 2022. The hearing on the Company’s motion to dismiss took place on May 17, 2023. After hearing argument from both sides, the Court denied the Company’s motion from the bench and stated that a written opinion would follow. On June 30, 2023, the Company filed its Answer to the complaint. On July 24, 2023, the Court issued its written opinion denying the motion to dismiss as to the Company and Defendant Trefler but granting the motion without prejudice as to Mr. Stillwell. The Company believes it has strong defenses to the claims brought against the defendants and intends to defend against these claims vigorously. The Company is unable to reasonably estimate possible damages or a range of possible damages in this matter given the stage of the lawsuit, the Company’s belief that it has strong defenses to the claims asserted, its intent to defend against these claims, and there being no specified quantum of damages sought in the complaint.
19

PEGASYSTEMS INC.
NOTES TO UNAUDITED CONDENSED CONSOLIDATED FINANCIAL STATEMENTS (continued)
In re Pegasystems Inc., Derivative Litigation
On November 21, 2022, a lawsuit was filed against the members of the Company’s board of directors, the Company’s chief operating and financial officer and the Company in the United States District Court for the District of Massachusetts, captioned Mary Larkin, derivatively on behalf of nominal defendant Pegasystems Inc. v. Peter Gyenes, Richard Jones, Christopher Lafond, Dianne Ledingham, Sharon Rowlands, Alan Trefler, Larry Weber, and Kenneth Stillwell, defendants, and Pegasystems Inc., nominal defendant (Case 1:22-cv-11985). The complaint generally alleges the defendants sold shares of the Company while in possession of material nonpublic information relating to (i) the litigation brought by Appian in the Circuit Court of Fairfax County, Virginia, described above, and (ii) alleged misconduct by Company employees alleged in that litigation. On April 28, 2023, a lawsuit was filed in the United States District Court for the District of Massachusetts by Dag Sagfors, derivatively on behalf of nominal defendant Pegasystems Inc. asserting breach of fiduciary duty and related claims relating to the Virginia Appian litigation against the same defendants as the Larkin lawsuit. On May 17, 2023, the Larkin and Sagfors cases were consolidated and a joint motion to stay the consolidated case is pending before the Court. The Company also has received confidential demand letters raising substantially the same allegations set forth in the foregoing derivative complaints. On April 12, 2023, the Company’s board of directors (other than Mr. Trefler, who recused himself), formed a committee consisting solely of independent directors, to review, analyze, and investigate the matters raised in the demands and to determine in good faith what actions (if any) are reasonably believed to be appropriate under similar circumstances and reasonably believed to be in the best interests of the Company in response to the demand letters. The Company is unable to reasonably estimate possible damages or a range of possible damages in this matter given the stage of the lawsuit and there being no specified quantum of damages sought in the complaint.
SEC Inquiry
Beginning in March 2023, the U.S. Securities and Exchange Commission (“SEC”) has requested certain information relating to, among other things, the accounting treatment of the Company’s above-described litigation with Appian Corporation. The Company is fully cooperating with the SEC’s requests.
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ITEM 2. MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS
FORWARD-LOOKING STATEMENTS
This Quarterly Report on Form 10-Q (“Quarterly Report”) contains or incorporates forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995.
Words such as expects, anticipates, intends, plans, believes, will, could, should, estimates, may, targets, strategies, intends to, projects, forecasts, guidance, likely, and usually or variations of such words and other similar expressions identify forward-looking statements, which speak only as of the date the statement was made and are based on current expectations and assumptions.
Forward-looking statements deal with future events and are subject to risks and uncertainties that are difficult to predict, including, but not limited to:
•our future financial performance and business plans;
•the adequacy of our liquidity and capital resources;
•the continued payment of our quarterly dividends;
•the timing of revenue recognition;
•management of our transition to a more subscription-based business model;
•variation in demand for our products and services, including among clients in the public sector;
•reliance on key personnel;
•global economic and political conditions and uncertainty, including impacts from public health emergencies and the war in Ukraine;
•reliance on third-party service providers, including hosting providers;
•compliance with our debt obligations and covenants;
•the potential impact of our convertible senior notes and Capped Call Transactions;
•foreign currency exchange rates;
•the potential legal and financial liabilities and damage to our reputation due to cyber-attacks;
•security breaches and security flaws;
•our ability to protect our intellectual property rights, costs associated with defending such rights, intellectual property rights claims, and other related claims by third parties against us, including related costs, damages, and other relief that may be granted against us;
•our ongoing litigation with Appian Corp.;
•our client retention rate; and
•management of our growth.
These risks and others that may cause actual results to differ materially from those expressed in such forward-looking statements are described further in Part I of our Annual Report on Form 10-K for the year ended December 31, 2022, Part II of this Quarterly Report on Form 10-Q, and other filings we make with the U.S. Securities and Exchange Commission (“SEC”).
Investors are cautioned not to place undue reliance on such forward-looking statements, and there are no assurances that the results included in such statements will be achieved. Although subsequent events may cause our view to change, except as required by applicable law, we do not undertake and expressly disclaim any obligation to publicly update or revise these forward-looking statements whether as the result of new information, future events, or otherwise.
The forward-looking statements in this Quarterly Report represent our views as of October 25, 2023.
NON-GAAP MEASURES
Our non-GAAP financial measures should only be read in conjunction with our consolidated financial statements prepared in accordance with GAAP. We believe that these measures help investors understand our core operating results and prospects, consistent with how management measures and forecasts our performance without the effect of often one-time charges and other items outside our normal operations. They are not a substitute for financial measures prepared under U.S. GAAP. A reconciliation of GAAP and non-GAAP measures is located with each non-GAAP measure.
BUSINESS OVERVIEW
We develop, market, license, host, and support enterprise software that helps organizations build agility into their business so they can adapt to change. Our powerful low-code platform for workflow automation and artificial intelligence-powered decisioning enables the world’s leading brands and government agencies to hyper-personalize customer experiences, streamline customer service, and automate mission-critical business processes and workflows. With Pega, our clients can leverage our intelligent technology and scalable architecture to accelerate their digital transformation. In addition, our client success teams, world-class partners, and clients leverage our Pega Express™ methodology to design and deploy mission-critical applications quickly and collaboratively.
21

Our target clients are Global 2000 organizations and government agencies that require solutions to distinguish themselves in the markets they serve. Our solutions achieve and facilitate differentiation by increasing business agility, driving growth, improving productivity, attracting and retaining customers, and reducing risk. Along with our partners, we deliver solutions tailored to the specific industry needs of our clients.
Performance metrics
We use performance metrics to analyze and assess our overall performance, make operating decisions, and forecast and plan for future periods, including:
Annual contract value (“ACV”)
ACV represents the annualized value of our active contracts as of the measurement date. The contract's total value is divided by its duration in years to calculate ACV. ACV is a performance measure that we believe provides useful information to our management and investors.
In 2023, the Company revised its ACV methodology for maintenance and all contracts less than 12 months as its overall client renewal rate exceeds 90%. The impact of the change was $3 million and 0.3% of Total ACV or less for all quarters in 2022. Previously disclosed ACV amounts have been updated to allow for comparability. This simplification, made possible by improvements to the Company’s financial systems, ensures that ACV for all contract types and lengths is consistently calculated as the total contract value divided by the duration in years. Previously, ACV for maintenance was calculated as the maintenance revenue for the quarter then ended, multiplied by four, and ACV for contracts less than 12 months was equal to the contract’s total value. The Company believes the simplified methodology better represents the current value of its contracts and better aligns its definition with comparable companies.
Reconciliation of ACV and Constant Currency ACV

(in millions, except percentages) | Q3 22 |  |  |  |  |  |  |  | Q3 23 |  | 1-Year Change
ACV | $ | 1,040 |  |  |  |  |  |  |  |  | $ | 1,169 |  |  | 12 | %
Impact of changes in foreign exchange rates | — |  |  |  |  |  |  |  |  | (22) |  |  |
Constant Currency ACV | $ | 1,040 |  |  |  |  |  |  |  |  | $ | 1,147 |  |  | 10 | %

Note: Constant currency ACV is calculated by applying the Q3 2022 foreign exchange rates to all periods shown.
22

Cash flow (1)
Note: Starting in the third quarter of 2023, the Company has calculated free cash flow as cash provided by (used in) operating activities less investments in property and equipment. To ensure comparability, previously disclosed amounts have been updated.

(Dollars in thousands) | Nine Months Ended September 30,
2023 |  | 2022
|  | Margin (2) |  |  | Margin (2)
Cash provided by (used in) operating activities | $ | 137,920 |  | 14 | % |  | $ | (13,446) |  | (1) | %
Investment in property and equipment | (14,271) |  |  |  | (22,285) |  |
Free cash flow | $ | 123,649 |  | 13 | % |  | $ | (35,731) |  | (4) | %
Additional information (3) |  |  |  |  |
Legal fees | $ | 5,867 |  |  |  | $ | 37,944 |  |
Restructuring | 21,576 |  |  |  | — |  |
Interest on convertible senior notes | 4,134 |  |  |  | 4,500 |  |
Other | — |  |  |  | 3,266 |  |
| $ | 31,577 |  |  |  | $ | 45,710 |  |

(1) Our non-GAAP free cash flow is defined as cash provided by (used in) operating activities less investment in property and equipment. Investment in property and equipment fluctuates in amount and frequency and are significantly affected by the timing and size of investments in our facilities. We provide information on free cash flow to enable investors to assess our ability to generate cash without incurring additional external financings. This information is not a substitute for financial measures prepared under U.S. GAAP.
(2) Operating and Free Cash Flow Margin are calculated by comparing the respective cash flow to Total Revenue.
(3) The additional information discloses items that affect our cash flows and are considered by management not to be representative of our core business operations and ongoing operational performance.
•Legal fees: Includes legal and related fees arising from proceedings outside the ordinary course of business.
•Restructuring: Restructuring fluctuates in amount and frequency and is significantly affected by the timing and size of our restructuring activities.
•Interest on convertible senior notes: In February 2020, we issued convertible senior notes, due March 1, 2025, in a private placement. The Notes accrue interest at an annual rate of 0.75%, payable semi-annually in arrears on March 1 and September 1, beginning September 1, 2020.
•Other: Includes fees related to capital advisory services, canceled in-person sales and marketing events, and incremental costs incurred integrating acquisitions.
23

Remaining performance obligations (“Backlog”)
Reconciliation of Backlog and Constant Currency Backlog (Non-GAAP)

(in millions, except percentages) | Q3 22 |  | Q3 2023 |  | 1-Year Growth Rate
Backlog - GAAP | $ | 1,148 |  |  | $ | 1,265 |  |  | 10 | %
Impact of changes in foreign exchange rates | — |  |  | (33) |  |  |
Constant currency backlog | $ | 1,148 |  |  | $ | 1,232 |  |  | 7 | %

Note: Constant currency Backlog is calculated by applying the Q3 2022 foreign exchange rates to all periods shown.
CRITICAL ACCOUNTING POLICIES
Management’s Discussion and Analysis of Financial Condition and Results of Operations is based upon our unaudited condensed consolidated financial statements, which have been prepared following accounting principles generally accepted in the United States of America (“U.S.”) and the rules and regulations of the SEC for interim financial reporting. Preparing these financial statements requires us to make estimates and judgments that affect the reported amounts of assets, liabilities, revenues, expenses, and the related disclosure of contingent assets and liabilities. We base our estimates and judgments on historical experience, knowledge of current conditions, and expectations of what could occur in the future, given the available information.
For more information about our critical accounting policies, we encourage you to read the discussion in the following locations in our Annual Report on Form 10-K for the year ended December 31, 2022:
•“Critical Accounting Estimates and Significant Judgments” in Item 7; and
•“Note 2. Significant Accounting Policies” in Item 8.
There have been no other significant changes to our critical accounting policies as disclosed in our Annual Report on Form 10-K for the year ended December 31, 2022.
24

RESULTS OF OPERATIONS
Revenue

(Dollars in thousands) | Three Months Ended September 30, |  | Change |  | Nine Months Ended September 30, |  | Change
2023 |  | 2022 |  |  | 2023 |  | 2022 |
Pega Cloud | $ | 118,040 |  | 35 | % |  | $ | 97,359 |  | 36 | % |  | $ | 20,681 |  | 21 | % |  | $ | 340,982 |  | 36 | % |  | $ | 281,182 |  | 31 | % |  | $ | 59,800 |  | 21 | %
Maintenance | 83,538 |  | 25 | % |  | 77,526 |  | 29 | % |  | 6,012 |  | 8 | % |  | 245,210 |  | 25 | % |  | 235,568 |  | 25 | % |  | 9,642 |  | 4 | %
Subscription services | 201,578 |  | 60 | % |  | 174,885 |  | 65 | % |  | 26,693 |  | 15 | % |  | 586,192 |  | 61 | % |  | 516,750 |  | 56 | % |  | 69,442 |  | 13 | %
Subscription license | 74,342 |  | 22 | % |  | 31,112 |  | 11 | % |  | 43,230 |  | 139 | % |  | 200,066 |  | 21 | % |  | 210,245 |  | 23 | % |  | (10,179) |  | (5) | %
Subscription | 275,920 |  | 82 | % |  | 205,997 |  | 76 | % |  | 69,923 |  | 34 | % |  | 786,258 |  | 82 | % |  | 726,995 |  | 79 | % |  | 59,263 |  | 8 | %
Consulting | 55,976 |  | 17 | % |  | 55,511 |  | 21 | % |  | 465 |  | 1 | % |  | 167,396 |  | 18 | % |  | 175,451 |  | 19 | % |  | (8,055) |  | (5) | %
Perpetual license | 2,747 |  | 1 | % |  | 9,223 |  | 3 | % |  | (6,476) |  | (70) | % |  | 4,729 |  | — | % |  | 18,929 |  | 2 | % |  | (14,200) |  | (75) | %
| $ | 334,643 |  | 100 | % |  | $ | 270,731 |  | 100 | % |  | $ | 63,912 |  | 24 | % |  | $ | 958,383 |  | 100 | % |  | $ | 921,375 |  | 100 | % |  | $ | 37,008 |  | 4 | %

•The increases in Pega Cloud revenue for the three and nine months ended September 30, 2023 were primarily due to the growth of the hosted client base as our clients continued to expand their use of Pega Cloud.
•The increases in maintenance revenue in the three and nine months ended September 30, 2023 were primarily due to continued demand for our subscription license offerings which are generally bundled with maintenance.
•The increase in subscription license revenue in the three months ended September 30, 2023 was primarily due to increased license deliveries in the three months ended September 30, 2023. The decrease in subscription license revenue in the nine months ended September 30, 2023 was primarily due to several large multi-year contracts recognized in revenue in the nine months ended September 30, 2022.
•The decrease in consulting revenue in the nine months ended September 30, 2023 was primarily due to lower consultant realization rates in the Americas.
•The decreases in perpetual license revenue in the three and nine months ended September 30, 2023 reflects our strategy of promoting subscription-based arrangements.
Gross profit

(Dollars in thousands) | Three Months Ended September 30, |  | Change |  | Nine Months Ended September 30, |  | Change
2023 |  | 2022 |  |  | 2023 |  | 2022 |
Pega Cloud | $ | 88,553 |  | 75 | % |  | $ | 68,673 |  | 71 | % |  | $ | 19,880 |  | 29 | % |  | $ | 250,943 |  | 74 | % |  | $ | 194,350 |  | 69 | % |  | $ | 56,593 |  | 29 | %
Maintenance | 77,119 |  | 92 | % |  | 71,671 |  | 92 | % |  | 5,448 |  | 8 | % |  | 225,696 |  | 92 | % |  | 219,296 |  | 93 | % |  | 6,400 |  | 3 | %
Subscription services | 165,672 |  | 82 | % |  | 140,344 |  | 80 | % |  | 25,328 |  | 18 | % |  | 476,639 |  | 81 | % |  | 413,646 |  | 80 | % |  | 62,993 |  | 15 | %
Subscription license | 73,713 |  | 99 | % |  | 30,484 |  | 98 | % |  | 43,229 |  | 142 | % |  | 198,095 |  | 99 | % |  | 208,322 |  | 99 | % |  | (10,227) |  | (5) | %
Subscription | 239,385 |  | 87 | % |  | 170,828 |  | 83 | % |  | 68,557 |  | 40 | % |  | 674,734 |  | 86 | % |  | 621,968 |  | 86 | % |  | 52,766 |  | 8 | %
Consulting | (1,228) |  | (2) | % |  | (2,267) |  | (4) | % |  | 1,039 |  | 46 | % |  | (8,866) |  | (5) | % |  | 4,289 |  | 2 | % |  | (13,155) |  | *
Perpetual license | 2,723 |  | 99 | % |  | 9,120 |  | 99 | % |  | (6,397) |  | (70) | % |  | 4,678 |  | 99 | % |  | 18,756 |  | 99 | % |  | (14,078) |  | (75) | %
| $ | 240,880 |  | 72 | % |  | $ | 177,681 |  | 66 | % |  | $ | 63,199 |  | 36 | % |  | $ | 670,546 |  | 70 | % |  | $ | 645,013 |  | 70 | % |  | $ | 25,533 |  | 4 | %

* not meaningful
•The increases in Pega Cloud gross profit percent in the three and nine months ended September 30, 2023 were primarily due to increased cost efficiency, particularly for hosting services, as Pega Cloud continues to grow and scale.
•The decrease in maintenance gross profit percent in the nine months ended September 30, 2023 was primarily due to an increase in compensation and benefits as a result of increased headcount.
•The increase in consulting gross profit percent in the three months ended September 30, 2023 was primarily due to higher consultant utilization in the Americas. The decrease in consulting profit percent in the nine months ended September 30, 2023, was primarily due to lower consultant realization rates in the Americas.
25

Operating expenses

(Dollars in thousands) | Three Months Ended September 30, |  | Change |  | Nine Months Ended September 30, |  | Change
2023 |  | 2022 |  |  | 2023 |  | 2022 |
Selling and marketing | $ | 131,598 |  |  | $ | 153,517 |  |  | $ | (21,919) |  | (14) | % |  | $ | 425,253 |  |  | $ | 472,951 |  |  | $ | (47,698) |  | (10) | %
% of Revenue | 39 | % |  | 57 | % |  |  |  |  | 44 | % |  | 51 | % |  |  |
Research and development | $ | 74,955 |  |  | $ | 75,342 |  |  | $ | (387) |  | (1) | % |  | $ | 224,262 |  |  | $ | 221,173 |  |  | $ | 3,089 |  | 1 | %
% of Revenue | 22 | % |  | 28 | % |  |  |  |  | 23 | % |  | 24 | % |  |  |
General and administrative | $ | 27,321 |  |  | $ | 26,043 |  |  | $ | 1,278 |  | 5 | % |  | $ | 73,893 |  |  | $ | 94,530 |  |  | $ | (20,637) |  | (22) | %
% of Revenue | 8 | % |  | 10 | % |  |  |  |  | 8 | % |  | 10 | % |  |  |
Restructuring | $ | 17,822 |  |  | $ | — |  |  | $ | 17,822 |  | 100 | % |  | $ | 21,450 |  |  | $ | — |  |  | $ | 21,450 |  | 100 | %
% of Revenue | 5 | % |  | — | % |  |  |  |  | 2 | % |  | — | % |  |  |

•The decreases in selling and marketing during the three and nine months ended September 30, 2023 were primarily due to decreases in compensation and benefits of $18.6 million and $45.0 million, respectively. The decreases were due to reduced headcount as we optimize our go-to-market strategy. For additional information, see "Note 9. Restructuring" in Part I, Item 1 of this Quarterly Report.
•The increase in research and development for the nine months ended September 30, 2023 was primarily due to additional investments in our products and services.
•The changes in general and administrative in the three and nine months ended September 30, 2023 were primarily due to an increase of $2.3 million in the three months ended September 30, 2023 and a decrease of $21.4 million in the nine months ended September 30, 2023 in legal fees and related expenses arising from proceedings outside the ordinary course of business. We expect to continue to incur additional costs for these proceedings. See "Note 15. Commitments and Contingencies" in Part I, Item 1 of this Quarterly Report and “Risk Factors” in Part I, Item 1A of our Annual Report for the year ended December 31, 2022 for additional information.
•The increases in restructuring expenses during the three and nine months ended September 30, 2023 were primarily due to our efforts to optimize our go-to-market organization. For additional information, see "Note 9. Restructuring" in Part I, Item 1 of this Quarterly Report.
Other income and expenses

(Dollars in thousands) | Three Months Ended September 30, |  | Change |  | Nine Months Ended September 30, |  | Change
2023 |  | 2022 |  |  | 2023 |  | 2022 |
Foreign currency transaction gain (loss) | $ | 1,994 |  |  | $ | 3,826 |  |  | $ | (1,832) |  | (48) | % |  | $ | (3,971) |  |  | $ | 8,415 |  |  | $ | (12,386) |  | *
Interest income | 2,532 |  |  | 520 |  |  | 2,012 |  | 387 | % |  | 5,831 |  |  | 1,036 |  |  | 4,795 |  | 463 | %
Interest expense | (1,533) |  |  | (1,992) |  |  | 459 |  | 23 | % |  | (5,229) |  |  | (5,882) |  |  | 653 |  | 11 | %
(Loss) on capped call transactions | (2,294) |  |  | (6,876) |  |  | 4,582 |  | 67 | % |  | (449) |  |  | (56,381) |  |  | 55,932 |  | 99 | %
Other income (loss), net | 6,383 |  |  | (29) |  |  | 6,412 |  | * |  | 18,668 |  |  | 6,497 |  |  | 12,171 |  | 187 | %
| $ | 7,082 |  |  | $ | (4,551) |  |  | $ | 11,633 |  | * |  | $ | 14,850 |  |  | $ | (46,315) |  |  | $ | 61,165 |  | *

* not meaningful
•The changes in foreign currency transaction gain (loss) in the three and nine months ended September 30, 2023 were primarily due to the impact of fluctuations in foreign currency exchange rates associated with foreign currency-denominated cash and receivables held by our subsidiary in the United Kingdom.
•The increases in interest income in the three and nine months ended September 30, 2023 were primarily due to increases in market interest rates.
•The decreases in interest expense in the three and nine months ended September 30, 2023 were due to our repurchases of Convertible Senior Notes in the nine months ended September 30, 2023. For additional information, see "Note 8. Debt" in Part I, Item 1 of this Quarterly Report.
•The changes in (loss) on capped call transactions in the three and nine months ended September 30, 2023 were due to fair value adjustments for our capped call transactions.
•The increase in other income (loss), net in the three months ended September 30, 2023 was due to a $6.4 million increase in the value of equity securities held in our venture investments portfolio. The increase in other income (loss), net in the nine months ended September 30, 2023, was due to a $7.9 million gain from repurchases of our convertible senior notes and a $10.9 million increase in the value of equity securities held in our venture investments portfolio. For additional information, see “Note 8. Debt” and "Note 10. Fair Value Measurements" in Part I, Item 1 of this Quarterly Report.
26

Provision for income taxes

|  |  | Nine Months Ended September 30,
(Dollars in thousands) |  |  |  |  | 2023 |  | 2022
Provision for income taxes |  |  |  |  | $ | 15,395 |  |  | $ | 190,239 |
Effective income tax rate |  |  |  |  | (26) | % |  | (100) | %

The effective income tax rate in the nine months ended September 30, 2023 was primarily driven by the valuation allowance on our deferred tax assets in the U.S. and U.K. and projected taxable income in the U.S., partially offset by available tax credits and losses in the U.S.
LIQUIDITY AND CAPITAL RESOURCES

| Nine Months Ended September 30,
(in thousands) | 2023 |  | 2022
Cash provided by (used in): |  |  |
Operating activities | $ | 137,920 |  |  | $ | (13,446) |
Investing activities | (24,176) |  |  | 10,104 |
Financing activities | (85,031) |  |  | (43,484) |
Effect of exchange rate changes on cash, cash equivalents, and restricted cash | (1,621) |  |  | (5,513) |
Net increase (decrease) in cash, cash equivalents, and restricted cash | $ | 27,092 |  |  | $ | (52,339) |

(in thousands) | September 30, 2023 |  | December 31, 2022
Held by U.S. entities | $ | 217,735 |  |  | $ | 248,389 |
Held by foreign entities | 118,574 |  |  | 48,832 |
Total cash, cash equivalents, and marketable securities | $ | 336,309 |  |  | $ | 297,221 |

We believe that our current cash, cash flow provided by operations, borrowing capacity, and ability to engage in capital market transactions will be sufficient to fund our operations, stock repurchases, and quarterly cash dividends for at least the next 12 months and to meet our known long-term cash requirements. Whether these resources are adequate to meet our liquidity needs beyond that period will depend on our future growth, operating results, and the investments needed to support our operations. We may utilize available funds or seek external financing if we require additional capital resources.
If it becomes necessary or desirable to repatriate foreign funds, we may have to pay federal, state, and local income taxes as well as foreign withholding taxes upon repatriation. However, estimating the taxes we would have to pay is impracticable due to the complexity of income tax laws and regulations.
Operating activities
The change in cash provided by (used in) operating activities in the nine months ended September 30, 2023 was primarily due to growth in client collections, the impact of our cost-efficiency initiatives, and lower legal fees and related costs arising from proceedings outside the ordinary course of business. We expect to continue to incur additional costs for these proceedings. For additional information, see “Note 9. Restructuring” and "Note 15. Commitments and Contingencies" in Part I, Item 1 of this Quarterly Report.
Investing activities
The change in cash (used in) provided by investing activities in the nine months ended September 30, 2023 was primarily due to our investments in financial instruments and reduced investment in property and equipment as we optimize our office space.
Financing activities
Debt financing
In February 2020, we issued $600 million in aggregate principal amount of convertible senior notes, which mature on March 1, 2025. In the nine months ended September 30, 2023, we paid $89 million to repurchase $97.7 million in aggregate principal amount of convertible senior notes. As of September 30, 2023, we had $502 million in aggregate principal amount of convertible senior notes outstanding due on March 1, 2025. For additional information, see "Note 8. Debt" in Part I, Item 1 of this Quarterly Report.
In November 2019, and as since amended, we entered into a five-year $100 million senior secured revolving credit agreement (the “Credit Facility”) with PNC Bank, National Association. As of September 30, 2023 and December 31, 2022, we had $27.3 million in outstanding letters of credit, which reduced the Company’s available borrowing capacity under the Credit Facility and no outstanding cash borrowings under the Credit Facility. For additional information, see "Note 8. Debt" in Part I, Item 1 of this Quarterly Report.
27

Stock repurchase program
Changes in the remaining stock repurchase authority:

(in thousands) | Nine Months Ended September 30, 2023
December 31, 2022 | $ | 58,075 |
Authorizations (1) | 1,925 |
September 30, 2023 | $ | 60,000 |

(1) On April 25, 2023, our Board of Directors extended the expiration date of our current share repurchase program from June 30, 2023 to June 30, 2024, and the amount of stock we are authorized to repurchase was increased to $60 million.
Common stock repurchases

| Nine Months Ended September 30,
| 2023 |  | 2022
(in thousands) | Shares |  | Amount |  | Shares |  | Amount
Stock repurchase program | — |  |  | — |  |  | 279 |  |  | 24,508 |
Tax withholdings for net settlement of equity awards | 39 |  |  | 1,654 |  |  | 253 |  |  | 17,575 |
| 39 |  |  | $ | 1,654 |  |  | 532 |  |  | $ | 42,083 |

In the nine months ended September 30, 2023 and 2022, instead of receiving cash from the equity holders, we withheld shares with a value of $1.0 million and $11.5 million, respectively, for the exercise price of options. These amounts are not included in the table above.
Dividends
We intend to pay a quarterly cash dividend of $0.03 per share. However, the Board of Directors may terminate or modify the dividend program without prior notice.

| Nine Months Ended September 30,
(in thousands) | 2023 |  | 2022
Dividend payments to stockholders | $ | 7,458 |  |  | $ | 7,368 |

Contractual obligations
As of September 30, 2023, our contractual obligations were:

| Payments due by period |  |
(in thousands) | Remainder of 2023 |  | 2024 |  | 2025 |  | 2026 |  | 2027 |  | 2028 and after |  | Other |  | Total
Convertible senior notes (1) | $ | — |  |  | $ | 3,767 |  |  | $ | 504,154 |  |  | $ | — |  |  | $ | — |  |  | $ | — |  |  | $ | — |  |  | $ | 507,921 |
Purchase obligations (2) | 43,491 |  |  | 134,122 |  |  | 126,065 |  |  | 120,745 |  |  | 134,060 |  |  | 177 |  |  | — |  |  | 558,660 |
Operating lease obligations | 4,775 |  |  | 17,976 |  |  | 14,870 |  |  | 10,853 |  |  | 9,808 |  |  | 39,299 |  |  | — |  |  | 97,581 |
Venture investment commitments (3) | 500 |  |  | 500 |  |  | — |  |  | — |  |  | — |  |  | — |  |  | — |  |  | 1,000 |
Liability for uncertain tax positions (4) | — |  |  | — |  |  | — |  |  | — |  |  | — |  |  | — |  |  | 2,017 |  |  | 2,017 |
| $ | 48,766 |  |  | $ | 156,365 |  |  | $ | 645,089 |  |  | $ | 131,598 |  |  | $ | 143,868 |  |  | $ | 39,476 |  |  | $ | 2,017 |  |  | $ | 1,167,179 |

(1) Includes principal and interest.
(2) Represents the fixed amount owed for purchase obligations of software licenses, hosting services, and sales and marketing programs.
(3) Represents the maximum funding under existing venture investment agreements. Our venture investment agreements generally allow us to withhold unpaid funds at our discretion.
(4) We cannot reasonably estimate the timing of this cash outflow due to uncertainties in the timing of the effective settlement of tax positions.
ITEM 3. QUANTITATIVE AND QUALITATIVE DISCLOSURES ABOUT MARKET RISK
Market risk is the risk of loss from adverse changes in financial market prices and rates.
Foreign currency exposure
Translation risk
Our international operations’ operating expenses are primarily denominated in foreign currencies. However, our international sales are also primarily denominated in foreign currencies, partially offsetting our foreign currency exposure.
28

A hypothetical 10% strengthening in the U.S. dollar against other currencies would have resulted in the following:

| Nine Months Ended September 30,
| 2023 |  | 2022
(Decrease) in revenue | (4) | % |  | (4) | %
(Decrease) increase in net income | (5) | % |  | 2 | %

Remeasurement risk
We incur transaction gains and losses from the remeasurement of monetary assets and liabilities denominated in currencies other than the functional currency of the entities in which they are recorded.
We are primarily exposed to changes in foreign currency exchange rates associated with the Australian dollar, Euro, and U.S. dollar-denominated cash, cash equivalents, receivables, and intercompany balances held by our U.K. subsidiary, a British pound functional entity.
A hypothetical 10% strengthening in the British pound exchange rate in comparison to the Australian dollar, Euro, and U.S. dollar would have resulted in the following impact:

| Nine Months Ended September 30,
(in thousands) | 2023 |  | 2022
Foreign currency (loss) | $ | (11,351) |  |  | $ | (6,335) |

ITEM 4. CONTROLS AND PROCEDURES
(a) Evaluation of disclosure controls and procedures
Our management, with the participation of our Chief Executive Officer (“CEO”) and Chief Financial Officer (“CFO”), evaluated the effectiveness of our disclosure controls and procedures (as defined in Rules 13a-15(e) and 15d-15(e) under the Securities Exchange Act of 1934, as amended (“Exchange Act”)) as of September 30, 2023. In designing and evaluating our disclosure controls and procedures, our management recognized that any controls and procedures, no matter how well designed and operated, can provide only reasonable assurance of achieving their objectives, and our management necessarily applied its judgment in evaluating the cost-benefit relationship of possible controls and procedures. Based on this evaluation, our CEO and CFO concluded that our disclosure controls and procedures were effective as of September 30, 2023.
(b) Changes in internal control over financial reporting
There have been no changes in our internal control over financial reporting (as defined in Rules 13a-15(f) and 15d-15(f) under the Exchange Act) during the quarter ended September 30, 2023 that have materially affected or are reasonably likely to materially affect our internal control over financial reporting.
29

PART II - OTHER INFORMATION
ITEM 1. LEGAL PROCEEDINGS
The information set forth in “Note 15. Commitments and Contingencies”, in Part I, Item 1 of this Quarterly Report is incorporated herein by reference.
ITEM 1A. RISK FACTORS
We encourage you to carefully consider the risk factors identified in Item 1A. “Risk Factors” of our Annual Report on Form 10-K for the year ended December 31, 2022, filed with the U.S. Securities and Exchange Commission. These risk factors could materially affect our business, financial condition, and future results and may cause our actual business and financial results to differ materially from those contained in forward-looking statements made in this Quarterly Report on Form 10-Q or elsewhere by management.
ITEM 2. UNREGISTERED SALES OF EQUITY SECURITIES AND USE OF PROCEEDS
Issuer purchases of equity securities (1)
Common stock repurchased in the three months ended September 30, 2023:

(in thousands, except per share amounts) | Total Number of Shares Purchased (2) |  | Average Price Paid per Share (2) |  | Total Number of Shares Purchased as Part of Publicly Announced Share Repurchase Program |  | Approximate Dollar Value of Shares That May Yet Be Purchased at Period End Under Publicly Announced Share Repurchased Programs
July 1, 2023 - July 31, 2023 | 3 |  |  | $ | 55.81 |  |  | — |  |  | $ | 60,000 |
August 1, 2023 - August 31, 2023 | — |  |  | — |  |  | — |  |  | $ | 60,000 |
September 1, 2023 - September 30, 2023 | 4 |  |  | 48.92 |  |  | — |  |  | $ | 60,000 |
| 7 |  |  | $ | 51.65 |  |  | — |  |  |

(1) For additional information, see "Liquidity and Capital Resources" in Part I, Item 2 of this Quarterly Report.
(2) Includes shares withheld to cover the option exercise price and tax withholding obligations for stock compensation awards subject to net settlement provisions.
ITEM 5. OTHER INFORMATION
Rule 10b5-1 and non-rule 10b5-1 trading arrangements
During the three months ended September 30, 2023, no director or officer of the Company adopted or terminated a “Rule 10b5-1 trading arrangement” or “non-Rule 10b5-1 trading arrangement,” as each term is defined in Item 408(a) of Regulation S-K.
ITEM 6. EXHIBITS

Exhibit No. |  | Description |  | Incorporation by Reference |  | Filed Herewith
|  | Form |  | Exhibit |  | Filing Date |
3.1 |  | Restated Articles of Organization of the Registrant and Amendments thereto |  | 10-Q |  | 3.1 |  | November 4, 2014 |  |
3.2 |  | Amended and Restated Bylaws of Pegasystems Inc. |  | 8-K |  | 3.2 |  | June 15, 2020 |  |
31.1 |  | Certification pursuant to Exchange Act Rules 13a-14 and 15d-14 of the Chief Executive Officer. |  |  |  |  |  |  |  | X
31.2 |  | Certification pursuant to Exchange Act Rules 13a-14 and 15d-14 of the Chief Financial Officer. |  |  |  |  |  |  |  | X
32 |  | Certification pursuant to 18 U.S.C. Section 1350 of the Chief Executive Officer and the Chief Financial Officer. |  |  |  |  |  |  |  | +
101.INS |  | Inline XBRL Instance Document - the instance document does not appear in the Interactive Data File because its XBRL tags are embedded within the Inline XBRL document. |  |  |  |  |  |  |  | X
101.SCH |  | Inline XBRL Taxonomy Extension Schema Document. |  |  |  |  |  |  |  | X
101.CAL |  | Inline XBRL Taxonomy Calculation Linkbase Document. |  |  |  |  |  |  |  | X
101.DEF |  | Inline XBRL Taxonomy Extension Definition Linkbase Document. |  |  |  |  |  |  |  | X
101.LAB |  | Inline XBRL Taxonomy Label Linkbase Document. |  |  |  |  |  |  |  | X
101.PRE |  | Inline XBRL Taxonomy Presentation Linkbase Document. |  |  |  |  |  |  |  | X
104 |  | Cover Page Interactive Data File (formatted as Inline XBRL and contained in Exhibit 101) |  |  |  |  |  |  |  | X

+ Indicates that the exhibit is being furnished with this report and is not filed as a part of it.
30

SIGNATURE
Pursuant to the requirements of the Securities Exchange Act of 1934, the Registrant has duly caused this report to be signed on its behalf by the undersigned thereunto duly authorized.

|  | Pegasystems Inc.
Dated: | October 25, 2023 | By: | /s/ KENNETH STILLWELL
|  |  | Kenneth Stillwell
|  |  | Chief Operating Officer and Chief Financial Officer
|  |  | (Principal Financial Officer)