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UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
Washington, D.C. 20549
FORM 10-Q
(Mark One)
☒ QUARTERLY REPORT UNDER SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934
For the quarterly period ended September 30, 2020
OR
☐ TRANSITION REPORT UNDER SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934
For the transition period from ______________________ to ______________________
Commission file number: 001-32442

Inuvo, Inc.
(Exact name of registrant as specified in its charter)

Nevada | 87-0450450
(State or other jurisdiction of incorporation or organization) | (I.R.S. Employer Identification No.)
500 President Clinton Ave., Suite 300 Little Rock, AR | 72201
(Address of principal executive offices) | (Zip Code)

(501) 205-8508
Registrant telephone number, including area code
not applicable
(Former name, former address and former fiscal year, if changed since last report)
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 | INUV | NYSE American

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 the filing requirements for at least the past 90 days. Yes ☒ 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 (§232.405 of this chapter) during the preceding 12 months (or for such shorter period that the registrant was required to submit and post such files). Yes ☒ 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 | ☐ | Accelerated filer | ☐
Non-accelerated filer | ☒ | Smaller reporting company | ☒
Emerging growth company | ☐ |  |

If an emerging growth company, indicate by checkmark if the registrant has not elected to use the extended transition period for complying with any new or revised financial accounting standards 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 ☒

Indicate the number of shares outstanding of each of the issuer's classes of common stock, as of the latest practicable date.

Title of Class |  | November 6, 2020
Common Stock |  | 97,617,529

TABLE OF CONTENTS

|  |  | Page No.
Part I
Item 1. | Financial Statements. |  | 5
| Consolidated Balance Sheets |  | 5
| Consolidated Statements of Operations |  | 6
| Consolidated Statements of Cash Flows |  | 7
| Consolidated Statements of Stockholders' Equity |  | 8
| Notes to Consolidated Financial Statements |  | 10
Item 2. | Management's Discussion and Analysis of Financial Condition and Results of Operations. |  | 24
Item 3. | Quantitative and Qualitative Disclosures About Market Risk. |  | 28
Item 4. | Controls and Procedures. |  | 28
Part II
Item 1. | Legal Proceedings. |  | 29
Item 1A. | Risk Factors. |  | 29
Item 2. | Unregistered Sales of Equity Securities and Use of Proceeds. |  | 29
Item 3. | Defaults upon Senior Securities. |  | 29
Item 4. | Mine Safety and Disclosures. |  | 29
Item 5. | Other Information. |  | 29
Item 6. | Exhibits. |  | 31
Signatures |  | 32

3

CAUTIONARY STATEMENT REGARDING FORWARD-LOOKING INFORMATION
This report contains forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995. These forward-looking statements are subject to known and unknown risks, uncertainties and other factors which may cause actual results, performance or achievements to be materially different from any future results, performance or achievements expressed or implied by such forward-looking statements. In some cases, you can identify forward-looking statements by terminology such as “will,” “should,” “intend,” “expect,” “plan,” “anticipate,” “believe,” “estimate,” “predict,” “potential,” or “continue,” or the negative of such terms or other comparable terminology. This report includes, among others, statements regarding our risks associated with:
•our history of losses, declining revenues and working capital deficit;
•the on-going impact of the COVID-19 pandemic on our Company;
•our reliance on revenues from a limited number of customers;
•seasonality of our business which impacts our financial results and cash availability;
•dependence on our supply partners;
•our ability to acquire traffic in a profitable manner;
•failure to keep pace with technology changes;
•impact of possible interruption in our network infrastructure;
•dependence on our key personnel;
•regulatory and legal uncertainties;
•failure to comply with privacy and data security laws and regulations;
•third party infringement claims;
•publishers who could fabricate fraudulent clicks;
•our ability to continue to meet the NYSE American listing standards;
•the impact of quarterly results on our common stock price; and
•dilution to our stockholders upon the exercise of outstanding common stock options and restricted stock unit grants
These forward-looking statements were based on various factors and were derived utilizing numerous assumptions and other factors that could cause our actual results to differ materially from those in the forward-looking statements. Most of these factors are difficult to predict accurately and are generally beyond our control. You should consider the areas of risk described in connection with any forward-looking statements that may be made herein. Readers are cautioned not to place undue reliance on these forward-looking statements and readers should carefully review this report in its entirety, including the risks described in Part II, Item 1A. Risk Factors appearing in this report, together with those appearing in Item 1A. Risk Factors, in our Annual Report on Form 10-K for the year ended December 31, 2019 as filed with the Securities and Exchange Commission ("SEC") on May 12, 2020, and our subsequent filings with the SEC.
Except for our ongoing obligations to disclose material information under the Federal securities laws, we undertake no obligation to release publicly any revisions to any forward-looking statements, to report events or to report the occurrence of unanticipated events. These forward-looking statements speak only as of the date of this report, and you should not rely on these statements without also considering the risks and uncertainties associated with these statements and our business.
OTHER PERTINENT INFORMATION
Unless specifically set forth to the contrary, when used in this report the terms "Inuvo," the “Company,” "we," "us," "our" and similar terms refer to Inuvo, Inc., a Nevada corporation, and its subsidiaries. When used in this report, "third quarter 2020" means for the three months ended September 30, 2020, "third quarter 2019" means for the three months ended September 30, 2019, “2019” means the fiscal year ended December 31, 2019 and "2020" means the fiscal year ending December 31, 2020. The information which appears on our corporate web site at www.inuvo.com and our various social media platforms are not part of this report.
4

PART I - FINANCIAL INFORMATION
ITEM 1. FINANCIAL STATEMENTS
INUVO, INC.
CONSOLIDATED BALANCE SHEETS
September 30, 2020 (Unaudited) and December 31, 2019

| September 30, 2020 |  | December 31, 2019
Assets |  |  |
Current assets |  |  |
Cash | $ | 9,528,214 |  |  | $ | 372,989 |
Accounts receivable, net of allowance for doubtful accounts of $151,667 and $225,000, respectively. | 4,038,737 |  |  | 7,529,785 |
Prepaid expenses and other current assets | 463,507 |  |  | 243,888 |
Total current assets | 14,030,458 |  |  | 8,146,662 |
Property and equipment, net | 1,172,773 |  |  | 1,374,152 |
Other assets |  |  |
Intangible assets, net of accumulated amortization | 9,052,465 |  |  | 10,451,593 |
Goodwill | 9,853,342 |  |  | 9,853,342 |
Right of use assets - operating lease | 687,077 |  |  | 756,115 |
Right of use assets - finance lease | 472,791 |  |  | 88,178 |
Other assets | 20,883 |  |  | 20,886 |
Total other assets | 20,086,558 |  |  | 21,170,114 |
Total assets | $ | 35,289,789 |  |  | $ | 30,690,928 |
Liabilities and Stockholders’ Equity |  |  |
Current liabilities |  |  |
Accounts payable | $ | 3,228,285 |  |  | $ | 7,520,567 |
Accrued expenses and other current liabilities | 3,317,204 |  |  | 3,614,433 |
Lease liability - operating lease | 194,199 |  |  | 362,130 |
Lease liability - finance lease | 242,976 |  |  | 80,777 |
Financed receivables | — |  |  | 3,381,364 |
Convertible promissory note | — |  |  | 536,806 |
Derivative liability | — |  |  | 182,250 |
Total current liabilities | 6,982,664 |  |  | 15,678,327 |
Long-term liabilities |  |  |
Deferred tax liability | 107,000 |  |  | 107,000 |
Lease liability - operating lease | 493,115 |  |  | 394,889 |
Lease liability - finance lease | 156,574 |  |  | — |
Other long-term liabilities | 1,723,940 |  |  | 57,162 |
Total long-term liabilities | 2,480,629 |  |  | 559,051 |
Stockholders’ equity |  |  |
Preferred stock, $0.001 par value: |  |  |
Authorized shares 500,000, none issued and outstanding | — |  |  | — |
Common stock, $0.001 par value: |  |  |
Authorized shares 100,000,000; issued shares 97,544,947 and 52,222,538, respectively; outstanding shares 97,544,947 and 51,846,011, respectively | 97,546 |  |  | 52,223 |
Additional paid-in capital | 161,364,355 |  |  | 144,843,687 |
Accumulated deficit | (135,635,405) |  |  | (129,045,801) |
Treasury stock, at cost - 0 and 376,527 shares | — |  |  | (1,396,559) |
Total stockholders' equity | 25,826,496 |  |  | 14,453,550 |
Total liabilities and stockholders' equity | $ | 35,289,789 |  |  | $ | 30,690,928 |

5

See accompanying notes to the consolidated financial statements.
1

INUVO, INC.
CONSOLIDATED STATEMENTS OF OPERATIONS
(Unaudited)

| For the Three Months Ended September 30, |  | For the Nine Months Ended September 30,
| 2020 |  | 2019 |  | 2020 |  | 2019
Net revenue | $ | 9,214,350 |  |  | $ | 13,789,754 |  |  | $ | 31,737,520 |  |  | $ | 43,302,230 |
Cost of revenue | 1,645,392 |  |  | 4,955,508 |  |  | 6,154,921 |  |  | 17,310,496 |
Gross profit | 7,568,958 |  |  | 8,834,246 |  |  | 25,582,599 |  |  | 25,991,734 |
Operating expenses |  |  |  |  |  |  |
Marketing costs (traffic acquisition costs or TAC) | 5,668,707 |  |  | 6,940,772 |  |  | 19,148,925 |  |  | 20,013,117 |
Compensation | 2,462,693 |  |  | 2,186,252 |  |  | 6,925,239 |  |  | 5,730,297 |
Selling, general and administrative | 1,870,258 |  |  | 2,081,547 |  |  | 5,710,221 |  |  | 6,672,115 |
Total operating expenses | 10,001,658 |  |  | 11,208,571 |  |  | 31,784,385 |  |  | 32,415,529 |
Operating loss | (2,432,700) |  |  | (2,374,325) |  |  | (6,201,786) |  |  | (6,423,795) |
Interest expense, net | (26,143) |  |  | (143,642) |  |  | (251,335) |  |  | (511,558) |
Other income (expense), net | 53,763 |  |  | 3,305,867 |  |  | (136,483) |  |  | 3,305,867 |
Net (loss) income | $ | (2,405,080) |  |  | $ | 787,900 |  |  | $ | (6,589,604) |  |  | $ | (3,629,486) |
Per common share data |  |  |  |  |  |  |
Basic and diluted: |  |  |  |  |  |  |
Net (loss) income | $ | (0.03) |  |  | $ | 0.02 |  |  | $ | (0.09) |  |  | $ | (0.10) |
Weighted average shares |  |  |  |  |  |  |
Basic | 92,110,881 |  |  | 46,218,413 |  |  | 70,652,630 |  |  | 37,079,457 |
Diluted | 92,110,881 |  |  | 51,019,631 |  |  | 70,652,630 |  |  | 37,079,457 |

See accompanying notes to the consolidated financial statements.
6

INUVO, INC.
CONSOLIDATED STATEMENTS OF CASH FLOWS
(Unaudited)

| For the Nine Months Ended September 30,
| 2020 |  | 2019
Operating activities: |  |  |
Net loss | $ | (6,589,604) |  |  | (3,629,486) |
Adjustments to reconcile net loss to net cash used in operating activities: |  |  |
Gain on merger termination | — |  |  | (3,766,667) |
Contract Cancellation | (1,260,978) |  |  | — |
Depreciation and amortization | 2,452,930 |  |  | 2,298,964 |
Depreciation-Right of Use Assets | 291,100 |  |  | 131,104 |
Amortization of financing fees | 11,092 |  |  | 43,402 |
Amortization of debt discount | 18,286 |  |  | — |
Amortization of original issue discount on convertible promissory notes | 13,167 |  |  | 93,333 |
Stock based compensation | 660,615 |  |  | 594,630 |
Mark to market fair value of derivative | 102,664 |  |  | 460,800 |
Loss on extinguishment of convertible debt | 65,700 |  |  | — |
(Provision) recovery of doubtful accounts | (73,333) |  |  | 61,273 |
Change in operating assets and liabilities: |  |  |
Accounts receivable | 3,564,381 |  |  | 572,297 |
Prepaid expenses, unbilled revenue and other current assets | (225,771) |  |  | 11,374 |
Accrued expenses and other liabilities | (334,576) |  |  | 1,450,574 |
Accounts payable | (3,031,304) |  |  | (2,964,105) |
Net cash used in operating activities | (4,335,631) |  |  | (4,642,507) |
Investing activities: |  |  |
Purchases of equipment and capitalized development costs | (852,423) |  |  | (893,104) |
Net cash used in investing activities | (852,423) |  |  | (893,104) |
Financing activities: |  |  |
Proceeds from sale of common stock, net | 16,432,190 |  |  | 4,349,126 |
Prepaid financing fees | — |  |  | (24,529) |
Proceeds from ValidClick licensing agreement | 500,000 |  |  | — |
Proceeds from convertible promissory notes | — |  |  | 1,200,000 |
Net payments on line of credit | (3,381,364) |  |  | — |
Net proceeds from financed receivables | — |  |  | 568,097 |
Payments on finance lease obligations | (412,382) |  |  | (151,409) |
Shareholder Settlement | — |  |  | 125,000 |
Proceeds from PPP and SBA loans | 1,258,900 |  |  | — |
Net taxes paid on restricted stock unit grants exercised | (54,065) |  |  | (45,567) |
Net cash provided by financing activities | 14,343,279 |  |  | 6,020,718 |
Net change – cash | 9,155,225 |  |  | 485,107 |
Cash, beginning of year | 372,989 |  |  | 228,956 |
Cash, end of period | $ | 9,528,214 |  |  | $ | 714,063 |
Supplemental information: |  |  |
Interest paid | $ | 200,904 |  |  | $ | 306,073 |
Non cash investing and financing activities: |  |  |
ReTargeter Intangible Assets | $ | — |  |  | $ | 2,575,000 |
Adoption of ASC 842 | $ | — |  |  | $ | 1,437,526 |
Conversion of Debt and derecognition of derivative and discounts to common stock | $ | 923,810 |  |  | $ | — |
Assets purchased under finance lease obligations | $ | 524,368 |  |  | $ | — |
Assets purchased under operating lease obligations | $ | 249,595 |  |  | $ | — |

See accompanying notes to the consolidated financial statements.
7

INUVO, INC.
CONSOLIDATED STATEMENTS of STOCKHOLDERS' EQUITY
(unaudited)
For the Nine Months Ended September 30,

2020
| Common Stock |  | Additional Paid in Capital |  | Accumulated Deficit |  | Treasury Stock |  | Total
| Shares |  | Stock |  |  |  |  |  |  |  |
Balance as of December 31, 2019 | 51,846,011 |  | $52,223 |  | $ | 144,843,687 |  |  | $ | (129,045,801) |  |  | $ | (1,396,559) |  |  | $ | 14,453,550 |
Net loss |  |  |  |  |  |  | (2,825,236) |  |  |  |  | (2,825,236) |
Stock-based compensation |  |  |  |  | 208,897 |  |  |  |  |  |  | 208,897 |
Stock issued for vested restricted stock awards | 260,719 |  | 261 |  | (261) |  |  |  |  |  |  | — |
Shares withheld for taxes on vested restricted stock |  |  |  |  | (21,184) |  |  |  |  |  |  | (21,184) |
Convertible Note Conversion | 1,200,000 |  | 1,200 |  | 467,467 |  |  |  |  |  |  | 468,667 |
Sale of common stock, net | 7,046,429 |  | 7,046 |  | 1,199,742 |  |  |  |  |  |  | 1,206,788 |
Balance as of March 31, 2020 | 60,353,159 |  | $60,730 |  | $ | 146,698,348 |  |  | $ | (131,871,037) |  |  | $ | (1,396,559) |  |  | 13,491,482 |
Net loss |  |  |  |  |  |  | (1,359,288) |  |  |  |  | (1,359,288) |
Stock-based compensation |  |  |  |  | 193,288 |  |  |  |  |  |  | 193,288 |
Convertible Note Conversion | 1,800,000 |  |  | 1,800 |  |  | 453,343 |  |  |  |  |  |  | 455,143 |
Sale of common stock, net | 13,622,507 |  |  | 13,623 |  |  | 5,280,284 |  |  |  |  |  |  | 5,293,907 |
Balance as of June 30, 2020 | 75,775,666 |  |  | $ | 76,153 |  |  | $ | 152,625,263 |  |  | $ | (133,230,325) |  |  | $ | (1,396,559) |  |  | $ | 18,074,532 |
Net loss |  |  |  |  |  |  | (2,405,080) |  |  |  | — |  | (2,405,080) |
Stock-based compensation |  |  |  |  | 258,430 |  |  |  |  |  |  | 258,430 |
Shares withheld for taxes on vest restricted stock |  |  |  |  | (32,881) |  |  |  |  |  |  | (32,881) |
Stock issued for vested restricted stock awards | 269,281 |  |  | 269 |  |  | (269) |  |  |  |  |  |  | — |
Sale of common stock, net | 21,500,000 |  |  | 21,500 |  | 9,909,995 |  |  |  |  |  |  | 9,931,495 |
Cancellation of treasury stock |  |  | (376) |  |  | (1,396,183) |  |  |  |  | 1,396,559 |  |  | — |
Balance as of September 30, 2020 | 97,544,947 |  |  | $ | 97,546 |  |  | $ | 161,364,355 |  |  | $ | (135,635,405) |  |  | $ | — |  |  | $ | 25,826,496 |

8

2019
| Common Stock |  | Additional Paid in Capital |  | Accumulated Deficit |  | Treasury Stock |  | Total
| Shares |  | Stock |  |  |  |  |  |  |  |
Balance as of December 31, 2018 | 32,381,290 |  | $32,759 |  | $ | 138,867,509 |  |  | $ | (124,557,694) |  |  | $ | (1,396,559) |  |  | $ | 12,946,015 |
Net loss |  |  |  |  |  |  | (2,462,393) |  |  |  |  | (2,462,393) |
Stock-based compensation |  |  |  |  | 96,871 |  |  |  |  |  |  | 96,871 |
Stock issued for vested restricted stock awards | 186,031 |  |  | 186 |  |  | (186) |  |  |  |  |  |  | — |
Balance as of March 31, 2019 | 32,567,321 |  |  | $ | 32,945 |  |  | $ | 138,964,194 |  |  | $ | (127,020,087) |  |  | $ | (1,396,559) |  |  | $ | 10,580,493 |
Net loss |  |  |  |  |  |  | (1,954,993) |  |  |  | — |  | (1,954,993) |
Stock-based compensation |  |  |  |  | 49,822 |  |  |  |  |  |  | 49,822 |
Stock issued for vested restricted stock awards | 47,213 |  |  | 47 |  |  | (47) |  |  |  |  |  |  | — |
Shares withheld for taxes on vested restricted stock |  |  |  |  | (9,045) |  |  |  |  |  |  | (9,045) |
Balance as of June 30, 2019 | 32,614,534 |  |  | $ | 32,992 |  |  | $ | 139,004,924 |  |  | $ | (128,975,080) |  |  | $ | (1,396,559) |  |  | $ | 8,666,277 |
Net income |  |  |  |  |  |  | 787,900 |  |  |  |  | 787,900 |
Stock-based compensation |  |  |  |  | 447,937 |  |  |  |  |  |  | 447,937 |
Stock issued for vested restricted stock awards | 532,185 |  |  | 531 |  |  | (531) |  |  |  |  |  |  | — |
Shares withheld for taxes on vested restricted stock |  |  |  |  | (36,522) |  |  |  |  |  |  | (36,522) |
Sale of common stock, net | 15,812,500 |  |  | 15,813 |  |  | 4,398,313 |  |  |  |  |  |  | 4,414,126 |
Balance as of September 30, 2019 | 48,959,219 |  |  | $ | 49,336 |  |  | $ | 143,814,121 |  |  | $ | (128,187,180) |  |  | $ | (1,396,559) |  |  | $ | 14,279,718 |

9

Inuvo, Inc.
Notes to Consolidated Financial Statements
(Unaudited)
Note 1 – Organization and Business
Company Overview
Inuvo is a technology company that develops and sells information technology solutions for marketing. These platforms predictively identify and message online audiences for any product or service across devices, channels and formats, including video, mobile, connected TV, display, social and native. These capabilities allow Inuvo’s clients to engage with their customers and prospects in a manner that drives engagement from the first contact with the consumer. Inuvo facilitates the delivery of hundreds of millions of marketing messages to consumers every single month and counts among its clients numerous world-renowned names in industries that have included retail, automotive, insurance, health care, technology, telecommunications and finance.
Inuvo’s solution incorporates a proprietary form of artificial intelligence, or AI, branded the IntentKey. This sophisticated machine learning technology uses interactions with Internet content as a source of information from which to predict consumer intent. The AI includes a continually updated database of over 500 million machine profiles which Inuvo utilizes to deliver highly aligned online audiences to its clients. Inuvo earns revenue when consumers view or click on its client’s messages. Inuvo’s business scales through account management activity with existing clients and by adding new clients through sales activity.
As part of Inuvo’s technology strategy, it owns a collection of websites including alot.com and earnspendlive.com, where Inuvo creates content in health, finance, travel, careers, auto, education and living categories. These sites provide the means to test Inuvo’s technologies, while also delivering high quality consumers to clients through the interaction with proprietary content in the form of images, videos, slideshows and articles.
There are many barriers to entry associated with Inuvo’s business model, including a proficiency in large scale information processing, predictive software development, marketing data products, analytics, artificial intelligence, integration to the internet of things (IOT), and the relationships required to execute within the IOT. Inuvo’s intellectual property is protected by 17 issued and eight pending patents.
Mergers Termination
On June 20, 2019, Inuvo entered into an Agreement and Plan of Merger Termination Agreement (the “Merger Termination Agreement”) with ConversionPoint Technologies Inc., a Delaware corporation (“CPT”), ConversionPoint Holdings, Inc., a Delaware corporation (“Parent”), CPT Merger Sub, Inc., a Delaware corporation, (“CPT Merger Sub”), and CPT Cigar Merger Sub, Inc., a Nevada corporation (“Inuvo Merger Sub”), which, among other things, (1) terminated the Agreement and Plan of Merger, dated November 2, 2018, by and among Inuvo, CPT, Parent, CPT Merger Sub, and Inuvo Merger Sub, as amended (the “Merger Agreement”), pursuant to which Inuvo would have merged with and into Inuvo Merger Sub and become a wholly-owned subsidiary of Parent, and CPT would have merged with and into CPT Merger Sub and become a wholly-owned subsidiary of Parent (the “Mergers”), and (2) terminated each of the Support Agreements that were entered into by certain officers and directors of Inuvo and the parties to the Merger Agreement. The Merger Agreement was terminated as a result of Parent’s inability to fulfill the closing condition of the Mergers that Parent raise $36,000,000 in gross proceeds from an equity, debt, or equity-linked offering of its securities which no longer obligated Inuvo to consummate the Mergers contemplated by the Merger Agreement.
Concurrently with the execution of the Merger Termination Agreement, CPT Investments, LLC, a California limited liability company and an affiliate of CPT (“CPT Investments”), and Inuvo entered into a certain Inuvo Note Termination Agreement (the “Note Termination Agreement”) and agreed to (1) terminate and cancel the 10% Senior Unsecured Subordinated Convertible Promissory Note, dated November 1, 2018, executed by Inuvo in favor of CPT Investments (the “CPTI Note”), which as of June 20, 2019, had $1,063,288 in accrued principal and interest outstanding (the “Outstanding Indebtedness”) by July 20, 2019, (2) effective immediately, terminate all conversion rights under the CPTI Note to convert amounts outstanding into shares of Inuvo’s common stock, (3) terminate the Securities Purchase Agreement, dated November 1, 2018, by and between Inuvo and CPTI (the “Securities Purchase Agreement”), and (4) terminate the Registration Rights Agreement, dated November 1, 2018, by and between Inuvo and CPTI.
The Merger Termination Agreement provided that the termination fee of $2,800,000 to be paid to Inuvo (the “Termination Fee”) for failure to fulfill the Financing Condition would be satisfied as follows:
10

(1) $1,063,288 of the Termination Fee (the “Indebtedness Satisfaction Amount”) was satisfied in consideration of the termination and cancellation of the Outstanding Indebtedness pursuant to the CPTI Note Termination Agreement that was approved by CPT’s senior lenders Montage Capital II, L.P. and Partners for Growth IV, L.P. (the “Senior Lenders”) of CPT’s issuance of a replacement note to CPT Investments that was entered into in July 2019;
(2) $1,611,712 of the Termination Fee (the “ReTargeter Satisfaction Amount”) was satisfied by CPT transferring all of the assets related to CPT’s programmatic and RTB advertising solutions business conducted through managed services and a proprietary SaaS solution (the “ReTargeter Business”), free and clear of all liabilities, encumbrances, or liens, to Inuvo (the “ReTargeter Asset Transfer”). The enterprise valuation of the ReTargeter Business was determined to be $2.57 million; and
(3) CPT paid $125,000 to Inuvo on September 15, 2019 to be contributed to the settlement of ongoing litigation with respect to the Mergers (the “Litigation Fee”).
On September 30, 2019, Inuvo paid its obligation of $250,000 under a confidential settlement agreement that it entered into on June 20, 2019 resolving certain outstanding litigation related to the Mergers. Under the Merger Termination Agreement, CPT and Inuvo agreed to mutually release all claims that each party had against the other, as well as certain affiliated entities of each. Inuvo, however, will be able to pursue any claims against CPT and its affiliates for breaches of the Merger Termination Agreement.
Liquidity
We have a history of operating with a working capital deficit. Due to the capital raising activity of the second and third quarters of 2020, we have been able to reverse this trend and at September 30, 2020, have a positive net working capital. Our principal sources of liquidity are the sale of our common stock, borrowings under our credit facility, which is described in Note 5, and borrowings from non-bank financial institutions (see Note 7).
On March 20, 2020, we closed a Loan and Security Agreement (the “Loan and Security Agreement”) dated February 28, 2020 by and between our Company and our subsidiaries and Hitachi Capital America Corp. (“Hitachi”) replacing the previous credit facility with Western Alliance Bank. Under the terms of the Loan and Security Agreement Hitachi has provided us with a $5,000,000 line of credit commitment. We are permitted to borrow (i) 90% of the aggregate Eligible Accounts Receivable, plus (i) the lesser of 75% of the aggregate Unbilled Accounts Receivable (as those terms are defined in the Loan and Security Agreement) or 50% of the amount available to borrow under (i), up to the maximum credit commitment. On March 12, 2020 we drew $5,000,000 under this agreement, using $2,959,573 of these proceeds to satisfy our obligations to Western Alliance Bank under our credit agreement with it and the balance is being used for working capital. Following the satisfaction of our obligations to Western Alliance Bank, all agreements with that entity have been terminated.
On March 20, 2020, we sold an aggregate of 3,931,428 shares of our common stock at a purchase price of $0.175 per share to the five members of our Board of Directors in a private placement exempt from registration under Section 4(a)(2) and Rule 506(b) of Regulation D under the Securities Act of 1933, as amended. We received proceeds of $688,000 in this offering.
On March 27, 2020, we closed on the first tranche of a registered direct offering in which we sold 3,115,001 shares of our common stock at a price of $0.175 per share for gross proceeds of $545,125.
On April 2, 2020, we closed on a second tranche of the registered direct offering in which we sold 1,400,285 shares of our common stock at a price of $0.175 per share for gross proceeds of $245,050.
On April 10, 2020, we obtained an unsecured $1.1 million loan through Relyance Bank N.A. under the Paycheck Protection Program (the “PPP Loan”) pursuant to the Coronavirus Aid, Relief, and Economic Security Act (the “CARES Act”) and which is administered by the United States Small Business Administration. In accordance with the requirements of the CARES Act, proceeds from the PPP Loan were used for payroll costs.
On June 8, 2020, we renegotiated the payment terms and conditions with ValidClick marketing partners resulting in an overall credit in the quarter of $1.3 million reducing our cost of revenue and marketing costs expenses and our accounts payable obligations.
On June 8, 2020, we closed an additional registered direct offering of an aggregate of 12,222,222 shares of our common stock at a price of $0.45 per share, for gross proceeds of $5,500,000.
11

On July 27, 2020, we closed a firm commitment underwritten follow on public offering of an aggregate of 21,500,000 shares of our common stock at a price of $0.50 per share, for gross proceeds of $10,750,000.
Though we believe our current cash position and credit facility will be sufficient to sustain operations for the next twelve months, if our plan to grow the IntentKey business is unsuccessful, we may need to fund operations through private or public sales of securities, debt financings or partnering/licensing transactions.
On October 7, 2020, we held a Special Meeting of Stockholders for the purpose of approving and adopting the ratification and validation of the amendment to our articles of incorporation to increase the number of authorized shares of common stock that we may issue from 60,000,000 to 100,000,000. As of the record date of the Special Meeting of Stockholders, 97,544,947 shares of our common stock were outstanding. For purposes of the approving and adopting the ratification and validation of the amendment, pursuant to the Nevada Revised Statutes we disregarded all shares of common stock issued or purportedly issued pursuant to the corporate act being ratified, that is we disregarded shares issued above 60,000,000 (the “Disregarded Shares”) when determining the total number of outstanding shares of our common stock entitled to vote and the total number of shares that need to be voted in favor of the proposal. To be approved, the proposal required “FOR” votes from the holders of a majority of the shares of our common stock outstanding as of the record date without including the Disregarded Shares. There were an aggregate of 73,613,391.9 shares of our common stock and at least 36,068,444.9 non-Disregarded Shares, or at least 60.1%, of the shares of our common stock entitled to vote at the Special Meeting. The final vote was 65,068,196 shares voting “FOR” the proposal and included at least 30,736,784 non-Disregarded Shares or at least 51.2% of our total outstanding non-Disregarded Shares and the proposal was approved.
Customer concentration
Our two largest customers are Yahoo! and Google, both clients of the ValidClick platform. The percentages of overall Inuvo revenue associated with these clients is noted below:

| For the Three Months Ended September 30, |  | For the Nine Months Ended September 30,
| 2020 | 2019 |  | 2020 | 2019
Yahoo! | 22.2% | 59.9 | % |  | 39.4 | % | 68.0 | %
Google | 29.1% | 14.1 | % |  | 23.1 | % | 12.4 | %
Total | 51.3% | 74.0 | % |  | 62.5 | % | 80.4 | %

As of September 30, 2020, Yahoo! and Google accounted for 37.9% of our gross accounts receivable balance. As of December 31, 2019, the same two customers accounted for 60.2% of our gross accounts receivable balance.
We still source the majority of our ValidClick revenue through these relationships where we have access to advertiser budgets indirectly. While this strategy creates a concentration risk, we believe that it also provides upside opportunities including; access to hundreds of thousands of advertisers across geographies; the ability to scale our business across verticals; an avoidance of the sales costs associated with a large direct to advertisers’ sales force; access to innovation; overall media budget market insights; attractive payment terms; and low risk on receivables.
As our IntentKey platfrom continues to grow and become a larger proportion of our overall revenue, the percentage of Yahoo! and Google revenue to the total revenue is expected to continue to decrease.
Impact of COVID-19 Pandemic
First identified in late 2019 and known now as COVID-19, the outbreak has impacted millions of individuals and businesses worldwide. In response, many countries have implemented measures to combat the outbreak which has had an unprecedented economic consequence. We did not experience an impact from COVID-19 through the end of fiscal year 2019 and had only minor impact from COVID-19 in the first quarter of 2020. Because we operate in the digital advertising industry, unlike a brick and mortar-based company, predicting the impact of the coronavirus pandemic on our Company is difficult. Beginning in late April 2020, we experienced a significant reduction in marketing budgets for some IntentKey clients, a decrease in the number of supply partners and quantity of Internet traffic from supply partners within ValidClick, and a decrease in overall monetization rates in ValidClick, the combination of which has resulted in a significant reduction in our revenue run rate.
In response to COVID-19, we have curtailed expenses, including compensation and travel for the months of May and June, and we issued a work from home policy to protect our employees and their families from virus transmission associated with co-workers. Additionally, in April 2020, we obtained an unsecured Paycheck Protection Program loan under the Coronavirus Aid, Relief and Economic Security Act of $1.1 million which we used primarily for payroll costs.
12

Beginning mid-June 2020, we began to experience an improvement in daily revenue, but because of the impact of COVID-19 on our business, we are unable at this time to predict with any certainty how the remainder of the year will materialize and whether our revenue run rate will continue to improve. As a result of this uncertainty we are focusing our resources on areas we believe have immediate revenue potential and attempting to reduce expenses where necessary with as little disruption on our daily operations as possible. Should revenues continue to turn downwards or fail to return to historical levels, we may not be able to offset expenses quickly enough.
During the second and third quarters, we raised approximately $16.5 million, before expenses, through the sale of our securities and in April 2020, we obtained the PPP Loan of $1.1 million. Our net working capital at September 30, 2020 was approximately $7.0 million. With the reduction in our revenue run rate, there is an increased need for working capital to fund our operations. There is no assurance that we will be successful in obtaining additional funding to continue operations, particularly in light of the current impact of COVID-19 on the U.S. capital markets, but believe we have sufficient capital to operate during the next twelve months.
Revisions of Previously Issued Consolidated Financial Statements
During the second quarter of 2020, the Company identified an error in the accounting for deferred tax asset valuation allowance originating in 2012 and continuing in its previously issued 2019 annual consolidated financial statements and the first quarter of 2020. Although the Company assessed the materiality of the error and concluded that the error was not material to the previously issued annual or interim financial statements, the Company is revised its previously issued 2019 annual balance sheet to correct for the error in connection with the filing of its Quarterly Report on Form 10-Q for the period ended June 30, 2020. Additionally, in connection with the filing of this Quarterly Report on Form 10-Q, the Company has disclosed the impact of the revision to the consolidated balance sheet to correct for the impact of the error. See Note 17, "Revisions of Previously Issued Consolidated Year-end Financial Statements" for reconciliations between as reported and as revised amounts as of and for the period ended December 31, 2019.
13

Note 2 – Summary of Significant Accounting Policies
Basis of presentation
The consolidated financial statements presented are for Inuvo and its consolidated subsidiaries. The accompanying unaudited consolidated financial statements have been prepared based upon SEC rules that permit reduced disclosure for interim periods. Certain information and footnote disclosures have been condensed or omitted in accordance with those rules and regulations. The accompanying consolidated balance sheet as of December 31, 2019, was derived from audited financial statements, but does not include all disclosures required by accounting principles generally accepted in the United States ("GAAP"). In our opinion, these consolidated financial statements reflect all adjustments that are necessary for a fair presentation of results of operations and financial condition for the interim periods shown including normal recurring accruals and other items. The results for the interim periods are not necessarily indicative of results for the full year. For a more complete discussion of significant accounting policies and certain other information, this report should be read in conjunction with the consolidated financial statements and accompanying notes included in our Annual Report on Form 10-K for the year ended December 31, 2019, which was filed with the SEC on May 12, 2020, as amended on Form 10-K/A filed with the SEC on June 22, 2020.
Use of estimates
The preparation of financial statements, in accordance with GAAP, requires management to make estimates and assumptions that affect the reported amounts of assets, liabilities, net revenues and expenses and disclosure of contingent assets and liabilities. The estimates and assumptions used in the accompanying consolidated financial statements are based upon management’s regular evaluation of the relevant facts and circumstances as of the date of the consolidated financial statements. We regularly evaluate estimates and assumptions related to allowances for doubtful accounts, goodwill and purchased intangible asset valuations, valuation of long-lived assets and derivative liability. Actual results may differ from the estimates and assumptions used in preparing the accompanying consolidated financial statements, and such differences could be material.
Revenue Recognition
Most of our revenue is generated through clicks on advertisements presented on our properties or those of our partners. We
recognize revenue from clicks in the period in which the click occurs. Payments to partners who display advertisements on our behalf are recognized as cost of revenue. Revenue from data sales and commissions is recognized in the period in which the
transaction occurs and the other revenue recognition criteria are met. Revenues are recognized when control of the promised goods or services is transferred to our customers, in an amount that reflects the consideration we expect to be entitled to in exchange for those goods or services. We also recognize revenue from serving impressions when we complete all or a part of an order from an advertiser. The revenue is recognized in the period that the impression is served.
The below table is the proportion of revenue that is generated through advertisements on our ValidClick and IntentKey platforms:

|  | For the Three Months Ended September 30, |  | For the Nine Months Ended September 30,
|  | 2020 |  | 2019 |  | 2020 |  | 2019
ValidClick Platform |  | $ | 6,239,406 |  |  | 67.7 | % |  | $ | 11,223,146 |  |  | 81.4 | % |  | $ | 24,966,122 |  |  | 78.7 | % |  | $ | 37,489,094 |  |  | 86.6 | %
IntentKey Platform |  | 2,974,944 |  |  | 32.3 | % |  | 2,566,608 |  |  | 18.6 | % |  | 6,771,398 |  |  | 21.3 | % |  | 5,813,136 |  |  | 13.4 | %
Total |  | $ | 9,214,350 |  |  | 100.0 | % |  | $ | 13,789,754 |  |  | 100.0 | % |  | $ | 31,737,520 |  |  | 100.0 | % |  | $ | 43,302,230 |  |  | 100.0 | %

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Leases
In February 2016, the FASB issued Accounting Standards Update ("ASU") No. 2016-02, Leases (Topic 842) (ASU 2016-02), as amended, which generally requires lessees to recognize operating and financing lease liabilities and corresponding right-of-use assets on the balance sheet and to provide enhanced disclosures surrounding the amount, timing and uncertainty of cash flows arising from leasing arrangements. We adopted the new standard effective January 1, 2019 on a modified retrospective basis and did not restate comparative periods. We elected the package of practical expedients permitted under the transition guidance, which allowed us to carryforward our historical lease classification, our assessment on whether a contract is or contains a lease, and our initial direct costs for any leases that exist prior to adoption of the new standard. We also elected to combine lease and non-lease components and to keep leases with an initial term of 12 months or less off the balance sheet and recognize the associated lease payments in the consolidated statements of income on a straight-line basis over the lease term. Based on the present value of the lease payments for the remaining lease term of the Company's existing leases, the Company recognized right-of-use assets and lease liabilities for operating leases of approximately $1.2 million and finance leases of approximately $265,000, respectively, on January 1, 2019.
Recent Accounting Pronouncements Not Yet Adopted
In June 2016, (FASB) issued ASU No. 2016-13, Financial Instruments-Credit Losses (Topic 326): Measurement of Credit Losses on Financial Instruments (ASU 2016-13), which requires the measurement and recognition of expected credit losses for financial assets held at amortized cost. ASU 2016-13 replaces the existing incurred loss impairment model with a forward-looking expected credit loss model which will result in earlier recognition of credit losses. On November 15, 2019, the FASB delayed the effective date certain small public companies and other private companies. As amended, the effective date of ASC Topic 326 was delayed until fiscal years beginning after December 15, 2022 for SEC filers that are eligible to be smaller reporting companies under the SEC’s definition, as well as private companies and not-for-profit entities.
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Note 3– Property and Equipment
The net carrying value of property and equipment was as follows as of:

| September 30, 2020 |  | December 31, 2019
Furniture and fixtures | $ | 293,152 |  |  | $ | 293,152 |
Equipment | 1,052,198 |  |  | 1,025,357 |
Capitalized internal use and purchased software | 11,134,880 |  |  | 10,309,298 |
Leasehold improvements | 421,016 |  |  | 421,016 |
Subtotal | 12,901,246 |  |  | 12,048,823 |
Less: accumulated depreciation and amortization | (11,728,473) |  |  | (10,674,671) |
Total | $ | 1,172,773 |  |  | $ | 1,374,152 |

During the three and nine months ended September 30, 2020, depreciation expense was $335,769 and $1,053,802, respectively. During the three and nine months ended September 30, 2019, depreciation expense was $412,660 and $1,286,086, respectively.
Note 4 – Other Intangible Assets and Goodwill
The following is a schedule of intangible assets and goodwill as of September 30, 2020:

| Term |  | Carrying Value |  | Accumulated Amortization and Impairment |  | Net Carrying Value |  | Year-to-date Amortization
Customer list, Google | 20 years |  | $ | 8,820,000 |  |  | $ | (3,785,250) |  |  | $ | 5,034,750 |  |  | $ | 330,749 |
Technology | 5 years |  | 3,600,000 |  |  | (2,640,000) |  |  | $ | 960,000 |  |  | 540,000 |
Customer list, ReTargeter (2) | 5 years |  | 1,931,250 |  |  | (450,626) |  |  | $ | 1,480,624 |  |  | 289,688 |
Customer list, all other | 10 years |  | 1,610,000 |  |  | (1,381,951) |  |  | $ | 228,049 |  |  | 120,753 |
Brand name, ReTargeter (2) | 5 years |  | 643,750 |  |  | (150,208) |  |  | $ | 493,542 |  |  | 96,563 |
Customer relationships | 20 years |  | 570,000 |  |  | (104,500) |  |  | $ | 465,500 |  |  | 21,375 |
Trade names, web properties (1) | - |  | 390,000 |  |  | — |  |  | $ | 390,000 |  |  | — |
Intangible assets classified as long-term |  |  | $ | 17,565,000 |  |  | $ | (8,512,535) |  |  | $ | 9,052,465 |  |  | $ | 1,399,128 |
Goodwill, total | - |  | $ | 9,853,342 |  |  | $ | — |  |  | $ | 9,853,342 |  |  | $ | — |

1.The trade names related to our web properties have an indefinite life, and as such are not amortized.
2.We recorded $2.57 million in intangible assets from the CPT Merger Termination Agreement. An independent valuation of the assets was performed to determine the carrying value of the assets listed above. See Note 1 - Organization and Business.
Amortization expense over the next five years and thereafter is as follows:

2020 | $ | 466,376 |
2021 | 1,865,504 |
2022 | 1,071,294 |
2023 | 984,500 |
2024 | 769,917 |
Thereafter | 3,504,874 |
Total | $ | 8,662,465 |

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Note 5 - Bank Debt
The following table summarizes our bank debt as of:

|  | September 30, 2020 |  | December 31, 2019
Financed receivables - 5.75 percent at December 31, 2019 (prime plus 1 percent) on invoiced receivables; 6.75 percent December 31, 2019 (prime plus 2 percent) on uninvoiced receivables |  | $ | — |  |  | $ | 3,381,364 |
Total |  | $ | — |  |  | $ | 3,381,364 |

On March 1, 2012 we entered into a Business Financing Agreement with Bridge Bank, which is now owned by Western Alliance Bank. The agreement provided us with a revolving credit line of up to $10 million which we used to help satisfy our working capital needs. On October 11, 2018, we entered into the Amended and Restated Financing Agreement with Western Alliance Bank which superseded the Business Financing Agreement, as amended. The material terms of the Amended and Restated Financing Agreement included financing eligible invoiced receivables at an advance rate of 85% and an interest rate of prime plus 1% and a sub-limit of up to $2.5 million of uninvoiced eligible receivables at an advance rate of 75% and an interest rate of prime plus 2%. The sub-limit provision expired at the end of April 2019. The Amended and Restated Financing Agreement included certain fees; a facility fee of $11,765 due at closing; an annual facility fee of 0.25% of the account balance due beginning on April 20, 2019; a monthly maintenance fee of 0.125% of the ending daily account balance; a $30,000 fee in lieu of a warrant; and $80,000 due upon termination of the agreement or repayment of our obligations under the agreement. The Amended and Restated Financing Agreement was secured by all of our assets. On April 30, 2019, under the terms of the Second Amendment, Western Alliance Bank agreed to extend the $2.5 million sub-limit provision of uninvoiced eligible receivables until the earlier of May 31, 2019 or three days after the closing of the Mergers, among other terms.
On June 6, 2019, we entered into the Third Amendment to the Amended and Restated Financing. The Third Amendment provided that with respect to the eligible unbilled receivable sublimit of $2,500,000, which expired May 31, 2019 under the Amended and Restated Financing Agreement, that: (i) lender had no obligation to finance unbilled receivables but may do so in its discretion; and (ii) lender may terminate financing of unbilled receivables upon written notice. The Third Amendment also imposed an amendment fee of $2,000.
On March 12, 2020, we closed on the Loan and Security Agreement dated February 28, 2020 with Hitachi. Under the terms of the Loan and Security Agreement, Hitachi has provided us with a $5,000,000 line of credit commitment. We are permitted to borrow (i) 90% of the aggregate Eligible Accounts Receivable, plus (i) the lesser of 75% of the aggregate Unbilled Accounts Receivable or 50% of the amount available to borrow under (i), up to the maximum credit commitment. On March 12, 2020 we drew $5,000,000 under this agreement, using $2,959,573 of these proceeds to satisfy all of our obligations under the Western Alliance Bank credit agreement and the balance was used for working capital. Following the satisfaction of our obligations to Western Alliance Bank, all agreements with that entity have been terminated. We pay Hitachi a monthly interest at the rate of 2% in excess of the Wall Street Journal Prime Rate, with a minimum rate of 6.75% per annum, on outstanding amounts. The principal and all accrued but unpaid interest are due on demand.
We agreed to pay Hitachi a commitment fee of $50,000, with one half due upon the execution of the agreement and the balance due six months thereafter. Thereafter, we are obligated to pay Hitachi a commitment fee of $15,000 annually. We are also obligated to pay Hitachi a quarterly service fee of 0.30% on the monthly unused amount of the maximum credit line. In addition to a $2,000 document fee we have paid to Hitachi, if we exit our relationship with Hitachi before March 1, 2022, we are obligated to pay Hitachi an exit fee of $50,000. At September 30, 2020 there were no outstanding balances due under the Loan and Security Agreement.
Note 6 – Accrued Expenses and Other Current Liabilities
The accrued expenses and other current liabilities consist of the following as of:
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| September 30, 2020 |  | December 31, 2019
Accrued marketing costs (TAC) | $ | 2,158,975 |  |  | $ | 2,200,014 |
Accrued expenses and other | 518,282 |  |  | 1,152,267 |
Accrued payroll and commission liabilities | 512,998 |  |  | 115,707 |
Arkansas grant contingency | 70,000 |  |  | 85,000 |
Accrued sales allowance | 50,000 |  |  | 50,000 |
Accrued taxes | 6,949 |  |  | 11,445 |
Total | $ | 3,317,204 |  |  | $ | 3,614,433 |

Note 7 - Convertible Promissory Notes
On March 1, 2019, Inuvo entered into a Securities Purchase Agreement with three accredited investors for the purchase and sale of an aggregate of $1,440,000 of principal of Original Issue Discount Unsecured Subordinated Convertible Notes due September 1, 2020 (the “Calvary Notes”) to fund working capital and additional expenses resulting from the delay in closing of the Mergers associated with the government shut down. The initial conversion price of the Calvary Notes was $1.08 per share which would have made the Calvary Notes then convertible into 1,333,333 unregistered shares of Inuvo’s common stock upon conversion. The Calvary Notes were issued in a private placement and the shares of common stock issuable upon conversion are restricted, subject to resale under Rule 144. The proceeds to Inuvo from the offering were $1,200,000. Inuvo did not pay any commissions or finders fees in connection with the sale of the Calvary Notes and Inuvo utilized the proceeds for working capital. The Calvary Notes are reported net of unamortized original issue discounts and initial value attributed to the bifurcated embedded conversion feature.
Effective April 20, 2020, the Company and the holder of the remaining Calvary Notes due September 1, 2020 in the principal amount of $315,000 as modified under that certain Note Modification and Release Agreement effective November 11, 2019, agreed to amend the note to extend the maturity date to December 31, 2020 and reduce the conversion price to $0.175 per share. On April 21,2020, the noteholder converted $200,000 principal amount due under the note into 1,142,857 shares of our common stock. On May 5, 2020, the noteholder converted the final $115,000 principal amount due under the note into 657,143 shares of our common stock, thereby satisfying the note in full.
Consideration of Down Round Price Adjustment
The Calvary Notes contained certain triggers that created adjustments to the conversion ratio, which provided down round protection to the holders. Because the conversion feature has been bifurcated as an embedded derivative and is marked to fair value at each reporting period, the actual occurrence of a trigger and the resulting adjustment to the conversion rate did not require any additional accounting treatment at the time of the price adjustment. Rather, the next fair value computation reflects the new terms of the conversion feature.
On July 15, 2019, we closed on an underwritten public offering of 13,750,000 shares at an offering price of $0.30 per share. As a result, this triggered a corresponding adjustment to the conversion ratio in the Calvary Notes to $0.30. The fair value of the embedded derivative reflected these terms at December 31, 2019.
Modifications/Extinguishment
On November 11, 2019 we entered into Note Modification and Release Agreements with the holders of $1,080,000 principal amount of the Calvary Notes. Under the terms of the Note Modification and Release Agreement, the parties agreed that in consideration of such noteholder’s agreement to convert a minimum of 50% of the outstanding amount of the note (the “First Conversion Amount”) that the conversion price for the First Conversion Amount would be $0.265 per share and that the conversion price for any remaining amount due under the note would be $0.30 per share, subject to future adjustments under the terms of the note including dilutive issuances at a price below $0.30 per share, subject to a floor of $0.23 per share. The agreement contains mutual general releases. These holders converted an aggregate of $765,000 due under the Calvary Notes into 2,886,792 shares of our common stock. Immediately prior to the conversion, the carrying value of the derivative was marked-to-market. Upon converting, the issued shares were recorded at their fair value of $0.29 per share. This resulted in a loss on extinguishment. Both the loss due to the marking to market and the loss on extinguishment totaling approximately $193,000 were recorded to other income, net.
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In January 2020, a noteholder of a $360,000 principal amount Calvary note converted the note into 1,200,000 shares of our common stock. The carrying value of the bifurcated derivative was marked-to-market immediately prior to the conversion. Upon conversion, the issued shares were recorded at their fair value. Both the loss due to the marked-to-market and loss on extinguishment of approximately $69,000 were recorded to other income, net.
Upon the April 2020 conversion, we relieved a proportional amount ($200,000 of $315,000 or 63.49%) of the adjusted carrying values of bifurcated conversion option and the debt host, and recorded the issued shares at their fair value of $0.22 per share. This resulted in a gain on extinguishment of $9,258 and was recorded to other income, net.
Upon the May 2020 conversion, we relieved the remaining amount ($115,000 of $115,000 or 100%) of the adjusted carrying values of bifurcated conversion option and the debt host, and recorded the issued shares at their fair value of $0.31 per share. This resulted in a loss on extinguishment of $6,201 other income, net.
Note 8 - Derivative Liability
The derivative liability reported in the financial statements represents the embedded conversion feature in the convertible promissory notes described in Note 7, which has been bifurcated for accounting purposes. The derivative is marked-to-market each reporting period at fair value under ASC 820 using significant observable and unobservable inputs, with changes in fair value recorded in the statement of operations. Fair value is defined as the price that would be received to sell an asset or paid to transfer a liability in an orderly transaction between market participants at the measurement date. The fair value hierarchy distinguishes between (1) market participant assumptions developed based on market data obtained from independent sources (observable inputs) and (2) an entity’s own assumptions about market participant assumptions developed based on the best information available in the circumstances (unobservable inputs). The fair value hierarchy consists of three broad levels, which gives the highest priority to unadjusted quoted prices in active markets for identical assets or liabilities (Level 1) and the lowest priority to unobservable inputs (Level 3). The three levels of the fair value hierarchy are described below:
Level 1—Unadjusted quoted prices in active markets that are accessible at the measurement date for identical, unrestricted assets or liabilities.
Level 2—Inputs other than quoted prices included within Level 1 that are observable for the asset or liability, either directly or indirectly, including quoted prices for similar assets or liabilities in active markets; quoted prices for identical or similar assets or liabilities in markets that are not active; inputs other than quoted prices that are observable for the asset or liability (e.g., interest rates); and inputs that are derived principally from or corroborated by observable market data by correlation or other means.
Level 3—Inputs that are both significant to the fair value measurement and unobservable.
At December 31, 2019, w e recorded a derivative liability of $182,250 related to the bifurcated embedded conversion feature of the Calvary Notes discussed in Note 7 - Convertible Promissory Note. In accordance with the guidance above, the fair value of the derivative liability is considered "Level 3."
Note 9 – Other Long-Term Liabilities
The lease liabilities and other long-term liabilities consist of the following as of:

| September 30, 2020 |  | December 31, 2019
PPP and SBA loans | $ | 1,258,900 |  |  | $ | — |
Deferred revenue | 445,000 |  |  | — |
Deferred rent | 20,040 |  |  | 57,162 |
Total | $ | 1,723,940 |  |  | $ | 57,162 |

On April 10, 2020, we obtained an unsecured $1.1 million PPP loan under the CARES Act and proceeds from the PPP Loan were used for payroll costs. The interest rate of the loan is 1% and has a maturity date of two years. In September 2020, we applied for loan forgiveness in accordance with the CARES Act.
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Note 10 - Commitments
In March 2020, we entered into an agreement to allow a third party to license and use ValidClick technology. The agreement required a nonrefundable fee of $500,000 in March with subsequent fees as earned in later quarters. The $500,000 fee was recorded as deferred revenue in March 2020. We are committed to paying a monthly development royalty and marketing services fee when certain adjusted gross profit targets are achieved. For the nine months ended September 30, 2020, $54,000 has been recognized as other income.
Note 11 – Income Taxes
We have a deferred tax asset of $33,987,850. We believe it is more likely than not that essentially none of our deferred tax assets will be realized, and we have recorded a valuation allowance of $32,075,650 for the deferred tax assets that may not be realized as of September 30, 2020 and December 31, 2019. We also have a deferred tax liability totaling $2,019,200 as of September 30, 2020 and December 31, 2019, related to intangible assets acquired in March 2012. These balances are presented as a net deferred tax liability of $107,000 composed of indefinite lived intangible assets.
Note 12 - Stock-Based Compensation
We maintain a stock-based compensation program intended to attract, retain and provide incentives for talented employees and directors and align stockholder and employee interests. During the 2020 and 2019 periods we granted options and restricted stock units ("RSUs") from the 2010 Equity Compensation Plan (“2010 ECP”) and the 2017 Equity Compensation Plan (“2017 ECP”). The 2010 ECP expired by its terms in April 2020. Option and RSUs vesting periods are generally up to three years and/or achieving certain financial targets.
On August 14, 2019, the Inuvo Nominating, Corporate Governance and Compensation Committee approved modifications to the outstanding RSU grants under the 2010 ECP and 2017 ECP. The modifications include deeming the performance criteria for the performance based RSU grants with a measurement period based on June 30, 2019 as met and vested. In addition, any remaining RSU grants outstanding were modified to vest in three equal parts on August 19, 2019, January 1, 2020 and July 1, 2020 as long as the grantee is employed by Inuvo on the vesting date.
On August 21, 2019 our board of directors adopted, subject to stockholder approval, an amendment to our 2017 ECP to increase in the number of shares reserved for issuance upon grants made under the plan by an additional 6,800,000 shares of our common stock. The stockholders approved the amendment to our 2017 ECP at the annual stockholders meeting on October 4, 2019.
On January 1, 2020, in accordance with the plan provisions, the number of shares available for issuance under the 2017 and 2010 ECP plans were increased by 150,000 and 250,000 shares, respectively.
Compensation Expense
For the three and nine months ended September 30, 2020, we recorded stock-based compensation expense for all equity incentive plans of $258,430 and $660,615, respectively. For the three and nine months ended September 30, 2019, we recorded stock-based compensation expense for all equity incentive plans of $447,937 and $594,630, respectively. Total compensation cost not yet recognized at September 30, 2020 was $220,689 to be recognized over a weighted-average recognition period of less than one year.
The following table summarizes the stock grants outstanding under the 2010 ECP and the 2017 ECP for the nine months ended September 30, 2020:

| Options Outstanding |  | RSUs Outstanding |  | Options and RSUs Exercised |  | Available Shares |  | Total
2017 ECP | — |  |  | 1,519,442 |  |  | 945,159 |  |  | 6,785,399 |  |  | 9,250,000 |
2010 ECP (*) | 9,500 |  |  | 957,666 |  |  | 4,084,095 |  |  | — |  |  | 5,051,261 |
Total | 9,500 |  |  | 2,477,108 |  |  | 5,029,254 |  |  | 6,785,399 |  |  | 14,301,261 |

(*) Expired April 2020
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The following table summarizes the activity of stock option awards under the 2010 ECP for the nine months ended September 30, 2020:

| Shares Subject to Options Outstanding
| Number of Shares |  | Weighted Average Exercise Price |  | Weighted Average Remaining Contractual Term (in years) |  | Aggregate Intrinsic Value
Balance as of December 31, 2019 | 18,248 |  |  | $ | 1.74 |  |  | 1.8 |  | $ | 2,019 |
Stock options canceled | 8,748 |  |  | $ | 3.01 |  |  | — |  |  | — |
Balance as of September 30, 2020 | 9,500 |  |  | $ | 0.56 |  |  | 1.83 |  | $ | 2,019 |
Stock options exercisable as of September 30, 2020 | 9,500 |  |  | $ | 0.56 |  |  | 1.83 |  | $ | 2,019 |

The following table summarizes the activities for our unvested RSUs for the nine months ended September 30, 2020:

| Unvested RSUs
| Number of Shares |  | Weighted Average Grant Date Fair Value
Unvested as of December 31, 2019 | 2,568,951 |  |  | $ | 0.79 |
Granted | 587,103 |  |  | $ | 0.44 |
Vested | 662,619 |  |  | $ | 0.21 |
Forfeited | 16,327 |  |  | $ | 0.46 |
Unvested as of September 30, 2020 | 2,477,108 |  |  | $ | 0.32 |

Note 13 - Stockholders Equity
Earnings per share
During the three and nine month periods ended September 30, 2020, we generated a net loss from continuing operations and as a result, all of our shares are anti-dilutive.
During the three month period ended September 30, 2019, we generated net income from continuing operations. Accordingly, some of our outstanding restricted stock awards had a dilutive impact, illustrated in the following table. We generated basic and diluted earnings per share from net income of $0.02 for the three month period ending September 30, 2019.

| For the three months ended
| September 30, 2019
Weighted Average Shares Outstanding for basic EPS | 46,218,413
Effect of dilutive securities: |
Options | —
Restricted Stock Units | 4,801,218
Weighted Average Shares Outstanding for diluted EPS | 51,019,631

In addition, all of the outstanding options were potentially dilutive with a weighted average exercise price of $1.74 for the three months ended September 30, 2019. We had 415,528 outstanding restricted stock units with a weighted average exercise price of $.33 that are potentially dilutive.
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During the nine month period ended September 30, 2019 we generated a net loss from continuing operations and as a result, all of our shares were anti-dilutive.
Treasury Stock
On July 14, 2020, our Board of Directors authorized the cancellation of the 376,527 shares of treasury stock.
Note 14 - Leases
The Company has entered into operating and finance leases primarily for real estate and equipment rental. These leases have terms which range from two years to four years, and often include one or more options to renew or in the case of equipment rental, to purchase the equipment. These operating and finance leases are listed as separate line items on the Company's September 30, 2020 consolidated balance sheet and represent the Company’s right to use the underlying asset for the lease term. The Company’s obligation to make lease payments are also listed as separate line items on the Company's September 30, 2020, consolidated balance sheet. Based on the present value of the lease payments for the remaining lease term of the Company's existing leases, the Company recognized right-of-use assets and lease liabilities for operating leases of approximately $1.2 million and finance leases of approximately $265,000, respectively, on January 1, 2019. Operating lease right-of-use assets and liabilities commencing after January 1, 2019 are recognized at commencement date based on the present value of lease payments over the lease term. As of September 30, 2020 and December 31, 2019, total operating and financed right-of-use assets were $687,077 and $472,791, and $756,115 and $88,178, respectively. The Company has entered into a short-term finance lease for equipment with a remaining term of twelve months or less and is included in the "Accrued expenses and other current liabilities" section of the consolidated balance sheet. All operating lease expense is recognized on a straight-line basis over the lease term.
As of September 30, 2020, the Company recorded $291,100 in amortization expense related to finance leases.
Because the rate implicit in each lease is not readily determinable, the Company uses its incremental borrowing rate to determine the present value of the lease payments.
Information related to the Company's operating lease liabilities are as follows:

| For the Nine Months Ended September 30,
Cash paid for operating lease liabilities | $ | 198,293 |
Weighted-average remaining lease term | 2.4 years
Weighted-average discount rate | 6.25 | %

Minimum future lease payments ended September 30, 2020 |  |
2020 | 59,919 |  |
2021 | 242,558 |  |
2022 | 249,326 |  |
2023 | 172,084 |  |
| 723,887 |  |
Less imputed interest | (36,573) |  |
Total lease liabilities | $ | 687,314 |  |

Information related to the Company's financed lease liabilities are as follows:

| For the Nine Months Ended September 30,
Cash paid for finance lease liabilities | $ | 529,648 |
Weighted-average remaining lease term | 2.6 years
Weighted-average discount rate | 6.25 | %

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Minimum future lease payments ended September 30, 2020 |
2020 | $ | 66,161 |
2021 | 261,066 |
2022 | 66,691 |
2023 | 30,472 |
| 424,390 |
Less imputed interest | (24,840) |
Total lease liabilities | $ | 399,550 |

Note 15 - Related Party Transactions
On March 20, 2020, we sold an aggregate of 3,931,428 shares of our common stock at a purchase price of $0.175 per share to the five members of our Board of Directors in a private placement exempt from registration under Section 4(a)(2) and Rule 506(b) of Regulation D under the Securities Act of 1933, as amended. We received proceeds of $688,000 in this offering. The purchase price of the shares of our common stock sold in the offering exceeded the closing market price of our common stock on March 19, 2020, the trading day immediately preceding the day the binding Insider Subscription Agreements were executed by the purchasers. The purchasers were all accredited investors. We did not pay any commissions or finder’s fees, and we are using the proceeds for general working capital.
In June 2019, the Company entered into an agreement with First Orion Corp., which is partially owned by two directors and shareholders of Inuvo, to provide office space to First Orion Corp. The lease was for eight-months commencing on July 1, 2019 and cost $80,000 which was prepaid in June 2019.
Note 16 - Subsequent Events
On October 7, 2020, we held a Special Meeting of Stockholders for the purpose of approving and adopting the ratification and validation of the amendment to our articles of incorporation to increase the number of authorized shares of common stock that we may issue from 60,000,000 to 100,000,000. As of the record date of the Special Meeting of Stockholders, 97,544,947 shares of our common stock were outstanding. For purposes of the approving and adopting the ratification and validation of the amendment, pursuant to the Nevada Revised Statutes we disregarded all shares of our common stock issued or purportedly issued pursuant to the corporate act being ratified, that is we disregarded shares issued above 60,000,000 (the “Disregarded Shares”) when determining the total number of outstanding shares of our common stock entitled to vote and the total number of shares that need to be voted in favor of the proposal. To be approved, the proposal required “FOR” votes from the holders of a majority of the shares of our common stock outstanding as of the record date without including the Disregarded Shares. There were an aggregate of 73,613,391.9 shares of our common stock and at least 36,068,444.9 non-Disregarded Shares, or at least 60.1%, of the shares of our common stock entitled to vote at the Special Meeting. The final vote was 65,068,196 shares voting “FOR” the proposal and included at least 30,736,784 non-Disregarded Shares or at least 51.2% of our total outstanding non-Disregarded Shares and the proposal was approved.
Note 17 - Revisions of Previously Issued Consolidated Year-End Financial Statements
As described in Note 1, "Organization and Business," the following table sets forth the impact of an error correction on the Company’s consolidated financial statements as of and for the period ended December 31, 2019 by financial statement line item. Most of the deferred tax liabilities arose from the acquisition in 2012. The tax assets with definite lives should have been netted against the tax liabilities with definite lives as required by ASC 740 when evaluating the valuation allowance. Instead, both the tax assets and liabilities were maintained on a gross basis on the balance sheet and the tax assets were entirely offset with a valuation allowance. The effect of the error was deemed immaterial.

|  | December 31, 2019
Consolidated Balance Sheet Line Item |  | As Previously Reported |  | Adjustments |  | As Revised
Deferred tax liability |  | $ | 2,019,200 |  |  | $ | 1,912,200 |  |  | $ | 107,000 |
Accumulated deficit |  | $ | 130,958,001 |  |  | $ | (1,912,200) |  |  | $ | 129,045,801 |

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|  | December 31, 2018
Consolidated Balance Sheet Line Item |  | As Previously Reported |  | Adjustments |  | As Revised
Accumulated deficit |  | $ | 126,469,894 |  |  | $ | (1,912,200) |  |  | $ | 124,557,694 |

ITEM 2. MANAGEMENT'S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS
Company Overview
Inuvo is a technology company that develops and sells information technology solutions for marketing. These platforms predictively identify and message online audiences for any product or service across devices, channels and formats, including video, mobile, connected TV, display, social and native. These capabilities allow Inuvo’s clients to engage with their customers and prospects in a manner that drives engagement from the first contact with the consumer. Inuvo facilitates the delivery of hundreds of millions of marketing messages to consumers every single month and counts among its clients numerous world-renowned names in industries that have included retail, automotive, insurance, health care, technology, telecommunications and finance.
Inuvo’s solution incorporates a proprietary form of artificial intelligence, or AI, branded the IntentKey. This sophisticated machine learning technology uses interactions with Internet content as a source of information from which to predict consumer intent. The AI includes a continually updated database of over 500 million machine profiles which Inuvo utilizes to deliver highly aligned online audiences to its clients. Inuvo earns revenue when consumers view or click on its client’s messages. Inuvo’s business scales through account management activity with existing clients and by adding new clients through sales activity.
As part of Inuvo’s technology strategy, it owns a collection of websites including alot.com and earnspendlive.com, where Inuvo creates content in health, finance, travel, careers, auto, education and living categories. These sites provide the means to test Inuvo’s technologies, while also delivering high quality consumers to clients through the interaction with proprietary content in the form of images, videos, slideshows and articles.
There are many barriers to entry associated with Inuvo’s business model, including a proficiency in large scale information processing, predictive software development, marketing data products, analytics, artificial intelligence, integration to the internet of things (IOT), and the relationships required to execute within the IOT. Inuvo’s intellectual property is protected by 17 issued and eight pending patents.
During the second and third quarters, we raised approximately $16.5 million, before expenses, through the sale of our securities and in April 2020, we obtained the PPP Loan of $1.1 million. Our net working capital at September 30, 2020 was approximately $7.0 million. With the reduction in our revenue run rate, there is an increased need for working capital to fund our operations. There is no assurance that we will be successful in obtaining additional funding to continue operations, particularly in light of the current impact of COVID-19 on the U.S. capital markets, but believe we have sufficient capital to operate during the next twelve months.
Impact of COVID-19 Pandemic
First identified in late 2019 and known now as COVID-19, the outbreak has impacted millions of individuals and businesses worldwide. In response, many countries have implemented measures to combat the outbreak which has had an unprecedented economic consequence. We did not experience an impact from COVID-19 through the end of fiscal year 2019 and had only minor impact from COVID-19 in the first quarter of 2020. Because we operate in the digital advertising industry, unlike a brick and mortar-based company, predicting the impact of the coronavirus pandemic on our company is difficult. Beginning in late April 2020, we experienced a significant reduction in marketing budgets for some IntentKey clients, a decrease in the number of supply partners and quantity of Internet traffic from supply partners within ValidClick, and a decrease in overall monetization rates in ValidClick, the combination of which has resulted in a significant reduction in our revenue run rate.
In response to COVID-19, we have curtailed expenses, including compensation and travel for the months of May and June, and we issued a work from home policy to protect our employees and their families from virus transmission associated with co-
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workers. Additionally, in April 2020, we obtained an unsecured Paycheck Protection Program loan under the Coronavirus Aid, Relief and Economic Security Act of $1.1 million which we used primarily for payroll costs.
Beginning mid-June 2020, we began to experience an improvement in daily revenue, but because of the impact of COVID-19 on our business, we are unable at this time to predict with any certainty how the remainder of the year will materialize and whether our revenue run rate will continue to improve. As a result of this uncertainty we are focusing our resources on areas we believe have immediate revenue potential and attempting to reduce expenses where necessary with as little disruption on our daily operations as possible. Should revenues continue to turn downwards or fail to return to historical levels, we may not be able to offset expenses quickly enough.
Critical Accounting Policies and Estimates
The preparation of financial statements in conformity with GAAP requires management to make estimates and assumptions that affect the reported amount of assets and liabilities, the disclosure of contingent assets and liabilities and the reported amounts of revenue and expenses during the reported periods. The more critical accounting estimates include estimates related to revenue recognition and accounts receivable allowances. We also have other key accounting policies, which involve the use of estimates, judgments and assumptions that are significant to understanding our results, which are described in Note 2 to our audited consolidated financial statements for 2019 appearing in our Annual Report on Form 10-K for the year ended December 31, 2019 as filed with the SEC on May 12, 2020, as amended. The estimates and assumptions that management makes affect the reported amounts of assets, liabilities, net revenues and expenses and disclosure of contingent assets and liabilities. The estimates and assumptions that management makes affect the reported amounts of assets, liabilities, net revenues and expenses and disclosure of contingent assets and liabilities. The estimates and assumptions used are based upon management’s regular evaluation of the relevant facts and circumstances as of the date of the consolidated financial statements. We regularly evaluate estimates and assumptions related to allowances for doubtful accounts, goodwill and purchased intangible asset valuations, and valuation of long-lived assets and derivative liability. Actual results may differ from the estimates and assumptions used in preparing the accompanying consolidated financial statements, and such differences could be material.
Results of Operations

| For the Three Months Ended September 30, |  | For the Nine Months Ended September 30,
| 2020 |  | 2019 |  | Change |  | % Change |  | 2020 |  | 2019 |  | Change |  | % Change
Net Revenue | $ | 9,214,350 |  |  | $ | 13,789,754 |  |  | $ | (4,575,404) |  |  | (33.2) | % |  | $ | 31,737,520 |  |  | $ | 43,302,230 |  |  | $ | (11,564,710) |  |  | (26.7) | %
Cost of Revenue | 1,645,392 |  |  | 4,955,508 |  |  | (3,310,116) |  |  | (66.8) | % |  | 6,154,921 |  |  | 17,310,496 |  |  | (11,155,575) |  |  | (64.4) | %
Gross Profit | $ | 7,568,958 |  |  | $ | 8,834,246 |  |  | $ | (1,265,288) |  |  | (14.3) | % |  | $ | 25,582,599 |  |  | $ | 25,991,734 |  |  | $ | (409,135) |  |  | (1.6) | %

Net Revenue
We experienced lower year over year revenue for the three and nine months ended September 30, 2020 as compared to the same periods in 2019. Revenue declined within the ValidClick platform where COVID-19 had a material impact on advertising budgets. The renegotiation of payment terms and conditions with marketing partners in the quarter ended June 30, 2020 also contributed to the lower ValidClick revenue. The IntentKey platform grew 16.0% for the three months ended September 30, 2020 over the prior year quarter and 16.5% for the nine months ended September 30, 2020 over the same period last year. Sequentially, both platforms grew compared to the immediate prior quarter, the ValidClick platform recovering from COVID-19 grew 10.5% and the IntentKey platform grew 53.4%.
Cost of Revenue
Cost of revenue is primarily generated by payments to website publishers and app developers that host advertisements we serve through ValidClick and to ad exchanges that provide access to a supply of advertising inventory where we serve advertisements using information predicted by the IntentKey. The decrease in the cost of revenue in the three and nine month periods ended September 30, 2020 compared to the same time periods in 2019 was due primarily to the decline in ValidClick revenue as described in the Net Revenue section and in part due to the renegotiation of payment terms and conditions with a marketing partner in the quarter ended June 30, 2020.
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Operating Expenses

| For the Three Months Ended September 30, |  | For the Nine Months Ended September 30,
| 2020 |  | 2019 |  | Change |  | % Change |  | 2020 |  | 2019 |  | Change |  | % Change
Marketing costs (TAC) | $ | 5,668,707 |  |  | $ | 6,940,772 |  |  | $ | (1,272,065) |  |  | (18.3 | %) |  | $ | 19,148,925 |  |  | $ | 20,013,117 |  |  | $ | (864,192) |  |  | (4.3) | %
Compensation | 2,462,693 |  |  | 2,186,252 |  |  | 276,441 |  |  | 12.6 | % |  | 6,925,239 |  |  | 5,730,297 |  |  | $ | 1,194,942 |  |  | 20.9 | %
Selling, general and administrative | 1,870,258 |  |  | 2,081,547 |  |  | (211,289) |  |  | (10.2 | %) |  | 5,710,221 |  |  | 6,672,115 |  |  | $ | (961,894) |  |  | (14.4) | %
Operating expenses | $ | 10,001,658 |  |  | $ | 11,208,571 |  |  | $ | (1,206,913) |  |  | (10.8 | %) |  | $ | 31,784,385 |  |  | $ | 32,415,529 |  |  | $ | (631,144) |  |  | (1.9) | %

Marketing costs or traffic acquisition costs ("TAC") include those expenses required to attract an audience to the ValidClick owned and operated web properties. The decrease in marketing costs for the three and nine month periods ended September 30, 2020 compared to the same period in 2019 was due primarily to the decline in revenue as described in the Net Revenue section in addition to reduced TAC due to renegotiating payment terms and conditions with a ValidClick marketing partner in the second quarter.
Compensation expense was higher for the three and nine months ended September 30, 2020 compared to the same time periods in 2019 due primarily to higher employee salary expense, stock-based compensation and accrued incentive pay. Our total employment, both full and part-time, was 70 at September 30, 2020 compared to 62 at September 30, 2019.
Selling, general and administrative costs were lower for the three and nine months ended September 30, 2020 compared to the same time period in 2019 due to $887 thousand primarily in legal and professional fees related to the terminated Mergers in 2019.
Interest expense, net
Interest expense, net, for the three months ended September 30, 2020, was approximately $26 thousand and represents interest expense on financed receivables, capital lease obligations and the PPP Loan.
Interest expense, net, for the nine months ended September 30, 2020, was approximately $251 thousand and represents interest expense on financed receivables, change of the derivative liability associated with the convertible promissory notes, capital lease obligations and the PPP Loan.
Other income/(expense), net
Other income, net, was approximately $54 thousand for the three months ended September 30, 2020 and is deferred revenue from the contract discussed in Note 10. Other expense, net, was approximately $136 thousand for the nine months ended September 30, 2020 and is related to the conversion of the convertible promissory notes.
Liquidity and Capital Resources
Our principal sources of liquidity are the sale of our common stock, our borrowings under our credit facility with Hitachi, described in Note 5, and borrowings from non-bank financial institutions (see Note 7). During March 2020 and April 2020, we raised $1,478,175 in gross proceeds through sales of our common stock and in April 2020 we received a $1.1 million PPP Loan. On June 8, 2020, we raised an additional $5,500,000 in gross proceeds through sales of our common stock and on July 27, 2020, we raised an additional $10,750,000 in gross proceeds through sales of our common stock.
We have pooled our resources behind a plan to grow our AI technology, the IntentKey, where we have a technology advantage and higher margins. If we are successful in implementing our plan, we expect to return to a positive cash flow from operations. However, there is no assurance that we will be able to achieve this objective.
Though we believe our current cash position and credit facility will be sufficient to sustain operations for the next twelve months, if our plan to grow the IntentKey business is unsuccessful, we may need to fund operations through private or public sales of securities, debt financings or partnering/licensing transactions.
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In April 2020, the Company experienced a significant reduction in advertiser marketing budgets across both the ValidClick and IntentKey platforms as a direct consequence of COVID-19. These reductions have continued to adversely impact our overall revenue in the third quarter of 2020 and may also adversely impact revenue in the fourth quarter, although we are unable at this time to quantify the ultimate long-term impact on our company. As a result, in May 2020 and June 2020 we implemented a temporary compensation change for senior officers and employees. Certain employees with salaries in excess of $100,000 per year had forgone a percentage of their salary. We have curtailed expenses, including compensation and travel for the months of May and June, and we issued a work from home policy to protect our employees and their families from virus transmission associated with co-workers. As a result of this uncertainty we are focusing our resources on areas we believe have immediate revenue potential and attempting to reduce expenses where necessary with as little disruption on our daily operations as possible. Should revenues continue to turn downwards or fail to return to historical levels, we may not be able to offset expenses quickly enough.
Our credit facility is dependent upon receivables, and since we do not know when, if ever, our revenues will return to historic levels or if we will be able to replace those lost revenues with revenues from other sources, the combination of lower credit availability and negative cash flows generated from operating activities introduces potential risk to operation without interruption.
Cash Flows
The table below sets forth a summary of our cash flows for the nine months ended September 30, 2020 and 2019:

| For the nine months ended September 30,
| 2020 | 2019
Net cash used in operating activities | $4,335,631 | $4,642,507
Net cash used in investing activities | $852,423 | $893,104
Net cash provided by financing activities | $14,343,279 | $6,020,718

Cash Flows - Operating
Net cash used in operating activities was $4,335,631 during the nine months ended September 30, 2020. We reported a net loss of $6,589,604, which included non-cash expenses; depreciation and amortization expense of $2,452,930, other depreciation and amortization expense of $333,645 and stock-based compensation expense of $660,615. The change in operating assets and liabilities during the nine months ended September 30, 2020 was a net use of cash of $27,270 primarily due to a decrease in the accounts payable balance of $3,031,304, partially offset by a decrease in the accounts receivable balance by $3,564,381. Our terms are such that we generally collect receivables prior to paying trade payables. Media sales typically have slower payment terms than the terms of related payables.
During the comparable nine-month period in 2019, cash used in operating activities was $4,642,507 from a net loss of $3,629,486, which included several non-cash expenses; depreciation and amortization of $2,298,964 and stock-based compensation of $594,630.
Cash Flows - Investing
Net cash used in investing activities was $852,423 and $893,104 for the nine months ended September 30, 2020 and September 30, 2019, respectively, and primarily consisted of capitalized internal development costs.
Cash Flows - Financing
Net cash provided by financing activities was $14,343,279 during the nine months ended September 30, 2020 primarily from proceeds from the sale of common stock.
Net cash provided by financing activities was $6,020,718 during the nine months ended September 30, 2019 primarily from the proceeds of the sale of common stock and the convertible promissory notes.
Off Balance Sheet Arrangements
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As of September 30, 2020, we do not have any off-balance sheet arrangements that have or are reasonably likely to have a current or future effect on our financial condition, changes in financial condition, revenues or expenses, results of operations, liquidity, capital expenditures or capital resources that are material to investors. The term "off-balance sheet arrangement" generally means any transaction, agreement or other contractual arrangement to which an entity unconsolidated with us is a party, under which we have any obligation arising under a guarantee contract, derivative instrument or variable interest or a retained or contingent interest in assets transferred to such entity or similar arrangement that serves as credit, liquidity or market risk support for such assets.
ITEM 3. QUANTITATIVE AND QUALITATIVE DISCLOSURES ABOUT MARKET RISK.
Not applicable to a smaller reporting company.
ITEM 4. CONTROLS AND PROCEDURES.
Evaluation of Disclosure Controls and Procedures
We maintain “disclosure controls and procedures” as such term is defined in Rule 13a-15(e) under the Securities Exchange Act of 1934. Disclosure controls and procedures are controls and procedures designed to reasonably assure that information required to be disclosed in our reports filed under the Securities Exchange Act of 1934, such as this report, is recorded, processed, summarized and reported within the time periods prescribed by SEC rules and regulations, and to reasonably assure that such information is accumulated and communicated to our management, including our Chief Executive Officer and Chief Financial Officer, to allow timely decisions regarding required disclosure.
Our management does not expect that our disclosure controls will prevent all errors and fraud. A control system, no matter how well conceived and operated, can provide only reasonable, not absolute, assurance that the objectives of the control system are met. In addition, the design of a control system must reflect the fact that there are resource constraints, and the benefits of controls must be considered relative to their costs. Because of the inherent limitations in all control systems, no evaluation of controls can provide absolute assurance that all control issues and instances of fraud, if any, within a company have been detected. These inherent limitations include the realities that judgments in decision-making can be faulty, and that breakdowns can occur because of simple error or mistake. Additionally, controls can be circumvented by the individual acts of some persons, by collusion of two or more people or by management override of the control. The design of any systems of controls also is based in part upon certain assumptions about the likelihood of future events, and there can be no assurance that any design will succeed in achieving its stated goals under all potential future conditions. Over time, controls may become inadequate because of changes in conditions, or the degree of compliance with the policies or procedures may deteriorate. Because of these inherent limitations in a cost-effective control system, misstatements due to error or fraud may occur and not be detected.
As required by Rule 13a-15 under the Securities Exchange Act of 1934, as of September 30, 2020, the end of the period covered by this report, our management concluded their evaluation of the effectiveness of the design and operation of our disclosure controls and procedures.
In connection with the preparation of the June 30, 2020, consolidated financial statements appearing in this report, the Company identified an error in the accounting for deferred tax asset valuation allowance originating in 2012 and continuing in its previously issued 2019 annual consolidated financial statements and the consolidated financial statements for the first quarter of 2020. This identified error resulted from management’s failure to perform a review of the four sources of taxable income listed in ASC 740-10-30-18 that may be available under the tax law to realize the deferred tax assets: (a) future reversal of existing taxable temporary differences; (b) future taxable income exclusive of reversing temporary differences and carryforwards; (c) taxable income in prior year(s) if carryback is permitted under the tax law; and (d) tax planning strategies when evaluating the valuation allowance which caused the valuation allowance to be overstated. As set forth in Note 17 to the unaudited consolidated financial statements appearing in this report, the correction of this error resulted in a decrease in our deferred tax liability and a decrease in our accumulated deficit. Although the Company assessed the materiality of the error and concluded that the error was not material to the previously issued annual or interim financial statements, the Company revised its previously issued 2019 annual balance sheet to correct for the error in connection with the filing of the Quarterly Report on Form 10-Q for the period ended June 30, 2020.
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As a result of this evaluation, our Chief Executive Officer and Chief Financial Officer concluded that we did not maintain disclosure controls and procedures that were effective in providing reasonable assurance that information required to be disclosed in our reports under the Securities Exchange Act of 1934 is recorded, processed, summarized and reported within the time periods prescribed by SEC rules and regulations, and that such information is accumulated and communicated to our management to allow timely decisions regarding required disclosure as a result of this identified material weakness in our internal control over financial reporting. Subsequent to June 30, 2020, we have begun to undertake certain remedial actions to ensure that any future change to the income tax laws or the Company’s tax provision is properly accounted for in accordance with ASC 740.
Changes in Internal Control over Financial Reporting
Except for the remediation procedures described above, there were no changes in our internal control over financial reporting during the period ended September 30, 2020 that have materially affected, or are reasonably likely to materially affect, our internal control over financial reporting.
PART II
Item 1 - Legal Proceedings
None.
ITEM 1A. RISK FACTORS-UPDATE
We desire to take advantage of the “safe harbor” provisions of the Private Securities Litigation Reform Act of 1995. Accordingly, we incorporate by reference the risk factors disclosed in Part I, Item 1A of our Form 10-K for the year ended December 31, 2019, filed with the Securities and Exchange Commission on May 12, 2020, and our subsequent filings with the SEC, subject to the new or modified risk factors appearing below that should be read in conjunction with the risk factors disclosed in such Form 10-K and our subsequent filings. We expect that these risks will continue to be exacerbated by the impact of the COVID-19 pandemic on our company and any worsening of the economic environment.
We rely on two customers for a significant portion of our revenues. We are reliant upon Yahoo! and Google for most of our revenue. During the third quarter of 2020, Yahoo! accounted for 22.2% and Google accounted for 29.1% of our revenues, respectively, and during the same period in 2019, 59.9% and 14.1%, respectively. The amount of revenue we receive from these customers is dependent on a number of factors outside of our control, including the amount they charge for advertisements, the depth of advertisements available from them, and their ability to display relevant ads in response to end-user queries. We would likely experience a significant decline in revenue and our business operations could be significantly harmed if these customers do not approve our new websites and applications, or if we violate their guidelines or they change their guidelines. In addition, if any of these preceding circumstances were to occur, we may not be able to find a suitable alternate paid search results provider or otherwise replace the lost revenues. The loss of any of these customers or a material change in the revenue or gross profit they generate would have a material adverse impact on our business, results of operations and financial condition in future periods.
ITEM 2. UNREGISTERED SALES OF EQUITY SECURITIES AND USE OF PROCEEDS.
None.
ITEM 3. DEFAULTS UPON SENIOR SECURITIES.
None.
ITEM 4. MINE SAFETY AND DISCLOSURES.
Not applicable.
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ITEM 5. OTHER INFORMATION.
None.
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ITEM 6. EXHIBITS-UPDATE

No. |  | Exhibit Description |  | Form |  | Date Filed | Number | Filed or Furnished Herewith
1.1 |  | Form of Underwriting Agreement dated July 23, 2020 between Inuvo, Inc. and A.G.P./Alliance Global Partners |  | 8-K |  | 7/23/20 | 10.1 |
3(i).1 |  | Articles of Incorporation, as amended |  | 10-KSB |  | 3/1/04 | 4 |
3(i).2 |  | Amended to Articles of Incorporation filed March 14, 2005 |  | 10-KSB |  | 3/31/06 | 3.2 |
3(i).3 |  | Articles of Merger between Inuvo, Inc. and Kowabunga! Inc. |  | 8-K |  | 7/24/09 | 3.4 |
3(i).4 |  | Certificate of Change Filed Pursuant to NRS 78.209 |  | 8-K |  | 12/10/10 | 3/1/2004 |
3(i).5 |  | Certificate of Merger as filed with the Secretary of State of Nevada on February 29, 2012 |  | 10-K |  | 3/29/12 | 3(i).5 |
3(i).6 |  | Articles of Amendment to Amended Articles of Incorporation as filed on February 29, 2012 |  | 10-K |  | 3/29/12 | 3(i).6 |
3(i).7 |  | Articles of Amendment to Amended Articles of Incorporation as filed on October 31, 2019 |  | 10-Q |  | 5/15/20 | 3(i)7 |
3(i).8 |  | Certificate of Validation of Amendment to Amended Articles of Incorporation as filed October 16, 2020. |  |  |  |  |  | Filed
3(ii).1 |  | Amended and Restated By-Laws |  | 10-K |  | 3/31/10 | 3(ii).4 |
3(ii).2 |  | Bylaw amendment adopted February 29, 2012 |  | 8-K |  | 3/6/12 | 3(ii).1 |
31.1 |  | Rule 13a-14(a)/15d-14(a) certification of Chief Executive Officer |  |  |  |  |  | Filed
31.2 |  | Rule 13a-14(a)/15d-14(a) certification of Chief Financial Rule 13a-14(a)/15d-14(a) certification of Chief Financial Officer |  |  |  |  |  | Filed
32.1 |  | Section 1350 certification of Chief Executive Officer |  |  |  |  |  | Filed
32.2 |  | Section 1350 certification of Chief Financial Officer |  |  |  |  |  | Filed
101.INS |  | XBRL Instance Document |  |  |  |  |  | Filed
101.SCH |  | XBRL Taxonomy Extension Schema Document |  |  |  |  |  | Filed
101.CAL |  | XBRL Taxonomy Extension Calculation Linkbase Document |  |  |  |  |  | Filed
101.DEF |  | XBRL Taxonomy Extension Definition Linkbase Document |  |  |  |  |  | Filed
101.LAB |  | XBRL Taxonomy Extension Label Linkbase Document |  |  |  |  |  | Filed
101.PRE |  | XBRL Taxonomy Extension Presentation Linkbase Document |  |  |  |  |  | Filed
101.PRE |  | XBRL Taxonomy Extension Presentation Linkbase Document |  |  |  |  |  | Filed

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SIGNATURES
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.

| Inuvo, Inc. |
November 9, 2020 | By: | /s/ Richard K. Howe |
|  | Richard K. Howe, |
|  | Chief Executive Officer, principal executive officer |
November 9, 2020 | By: | /s/ Wallace D. Ruiz |
|  | Wallace D. Ruiz, |
|  | Chief Financial Officer, principal financial and accounting officer |

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