Results for the Fourth Quarter of 2011
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Acme Packet Reports Results for Fourth Quarter of 2011

Fourth Quarter Revenues of $83.0 Million, Up 18% Year-Over-Year; Revenues of $307.3 Million in 2011, Up 33% Over 2010 (February 02, 2012)

BEDFORD, MA -- (Marketwire) -- 02/02/12 -- Acme Packet, Inc. (NASDAQ: APKT), the leader in session delivery network solutions, today announced results for the fourth quarter and full year ended December 31, 2011. All earnings per share results are on a fully diluted basis.

Results for the Fourth Quarter of 2011
Total revenue for the fourth quarter of 2011 was $83.0 million, an increase of 18% compared to $70.2 million in the fourth quarter of 2010 and an increase of 18% compared to $70.6 million in the third quarter of 2011. Net income for the fourth quarter of 2011 was $8.7 million, or $0.12 per share, compared to $14.5 million, or $0.21 per share, in the fourth quarter of 2010 and $7.9 million, or $0.11 per share, in the third quarter of 2011. Net income on a non-GAAP(1) basis for the fourth quarter of 2011 was $18.3 million, or $0.26 per share, compared to $18.1 million, or $0.26 per share, in the fourth quarter of 2010, and $14.6 million, or $0.21 per share, in the third quarter of 2011.

Results for 2011
Total revenue in 2011 was $307.3 million, an increase of 33% compared to $231.2 million in 2010. Net income in 2011 was $44.4 million, or $0.63 per share, compared to $43.0 million, or $0.63 per share, in 2010. Net income on a non-GAAP(1) basis in 2011 was $72.3 million, or $1.02 per share, compared to $55.0 million, or $0.81 per share, in the same period last year.

Company to Host Live Conference Call and Webcast


The Company's management team plans to host a live conference call and webcast at 4:30 p.m. eastern time today to discuss the financial results as well as management's outlook for the business. The conference call may be accessed in the United States by dialing 1.800.230.1059 and using access code "APKT". The conference call may be accessed outside of the United States by dialing +1.612.234.9959 and using access code "APKT". The conference call will be simultaneously webcast on the Company's investor relations website, which can be accessed at www.ir.acmepacket.com. A replay of the conference call will be available approximately two hours after the call by dialing 1.800.475.6701 or +1.320.365.3844 and using access code 234067 or by accessing the webcast replay on the Company's investor relations website.

(1) A reconciliation of GAAP to non-GAAP results, and a statement on the use of non-GAAP financial measures, is included at the end of this press release.

About Acme Packet
Acme Packet (NASDAQ: APKT), the leader in session delivery network solutions, enables the trusted, first-class delivery of next-generation voice, data and unified communications services and applications across IP networks. Our Net-Net product family fulfills demanding security, service assurance and regulatory requirements in service provider, enterprise and contact center networks. Based in Bedford, Massachusetts, Acme Packet designs and manufactures its products in the USA, selling them through over 220 reseller partners worldwide. More than 1,600 customers in 107 countries have deployed over 16,000 Acme Packet systems, including 88 of the top 100 service providers and 41 of the Fortune 100. For more information visit www.acmepacket.com.

Acme Packet, Inc. Safe Harbor Statement
Statements contained herein that are not historical fact may be forward-looking statements within the meaning of Section 27A of the Securities Act of 1933 and Section 21E of the Securities Exchange Act of 1934. Such forward-looking statements may relate to, among other things, expected financial and operating results, expected growth rates, future stock-based compensation and amortization expenses, future business prospects and market conditions. Such forward-looking statements do not constitute guarantees of future performance and are subject to a variety of risks and uncertainties that could cause actual results to differ materially from those anticipated. These include, but are not limited to: the amount of stock-based compensation awarded; the applicable Company stock price used to determine stock-based compensation; the exercise pattern of employee stock options; difficulties expanding the Company's customer base; difficulties leveraging market opportunities; difficulties providing solutions that meet the needs of customers; poor product sales; long sales cycles; difficulties developing new products; difficulties in relationships with vendors and partners; higher risks in international operations; difficulties managing rapid growth; difficulties managing the Company's financial performance; the ability to hire and retain employees and appropriately staff operations; the Company's cash needs; the impact of new accounting pronouncements and increased competition. Additional factors that could cause actual results to differ materially from those projected or suggested in any forward-looking statements are contained in the Company's recent filings with the Securities and Exchange Commission, including those factors discussed under the caption "Risk Factors" in such filings.

Acme Packet, Inc. Condensed Consolidated Statements of Income (in thousands, except share and per share data) (unaudited) Three Months Ended Twelve Months Ended December 31, December 31, -------------------------- -------------------------- 2011 2010 2011 2010 ------------ ------------ ------------ ------------ Revenue: Product $ 64,276 $ 57,346 $ 241,783 $ 186,798 Maintenance, support and service 18,720 12,886 65,534 44,434 ------------ ------------ ------------ ------------ Total revenue 82,996 70,232 307,317 231,232 ------------ ------------ ------------ ------------ Cost of revenue: Product 12,155 8,980 42,245 31,866 Maintenance, support and service 3,118 2,301 11,691 9,265 ------------ ------------ ------------ ------------ Total cost of revenue 15,273 11,281 53,936 41,131 ------------ ------------ ------------ ------------ Gross profit 67,723 58,951 253,381 190,101 ------------ ------------ ------------ ------------ Operating expenses: Sales and marketing 29,940 23,005 105,580 73,067 Research and development 14,221 9,330 51,483 35,565 General and administrative 6,073 4,286 21,844 15,071 Merger and integration-related costs - 223 300 223 ------------ ------------ ------------ ------------ Total operating expenses 50,234 36,844 179,207 123,926 ------------ ------------ ------------ ------------ Income from operations 17,489 22,107 74,174 66,175 Other (expense) income, net (91) 27 (238) 381 Income before provision for income taxes 17,398 22,134 73,936 66,556 ------------ ------------ ------------ ------------ Provision for income taxes 8,681 7,624 29,576 23,519 ------------ ------------ ------------ ------------ Net income $ 8,717 $ 14,510 $ 44,360 $ 43,037 ============ ============ ============ ============ Net income per share: Basic $ 0.13 $ 0.23 $ 0.67 $ 0.69 Diluted $ 0.12 $ 0.21 $ 0.63 $ 0.63 Weighted average number of common shares used in the calculation of net income per share: Basic 67,314,606 63,867,523 66,346,008 62,002,543 Diluted 70,679,690 69,418,243 70,902,293 67,915,525 Acme Packet, Inc. Condensed Consolidated Balance Sheets (in thousands) (unaudited) December 31, December 31, 2011 2010 ------------- ------------- Assets Current assets: Cash and cash equivalents $ 160,403 $ 91,669 Short-term investments 191,672 179,024 Accounts receivable, net 59,739 34,797 Inventory 10,246 6,662 Deferred product costs 1,515 3,572 Deferred tax asset 4,809 3,814 Income taxes receivable 4,341 9,979 Other current assets 4,385 3,231 ------------- ------------- Total current assets 437,110 332,748 Long-term investments 20,096 5,030 Property and equipment, net 26,252 17,156 Acquired intangible assets, net 8,569 9,468 Goodwill 3,778 - Deferred tax asset, net 18,371 14,802 Other assets 230 940 ------------- ------------- Total assets $ 514,406 $ 380,144 ============= ============= Liabilities and Stockholders' Equity Current liabilities: Accounts payable $ 10,318 $ 7,161 Accrued expenses and other current liabilities 12,715 14,629 Deferred revenue 22,261 31,998 ------------- ------------- Total current liabilities 45,294 53,788 ------------- ------------- Deferred revenue 2,049 1,546 ------------- ------------- Deferred rent 4,533 4,265 ------------- ------------- Stockholders' equity: Common stock 74 71 Additional paid-in capital 363,769 266,114 Treasury stock, at cost (37,522) (37,522) Accumulated other comprehensive income 1 34 Retained earnings 136,208 91,848 ------------- ------------- Total stockholders' equity 462,530 320,545 ------------- ------------- Total liabilities and stockholders' equity $ 514,406 $ 380,144 ============= ============= Condensed Consolidated Statements of Cash Flow (in thousands) (unaudited) Three Months Ended Twelve Months Ended December 31, December 31, -------------------- -------------------- 2011 2010 2011 2010 --------- --------- --------- --------- Cash provided by operating activities $ 18,695 $ 22,370 $ 55,341 $ 55,119 Cash used in investing activities (34,550) (60,995) (49,036) (114,767) Cash provided by financing activities 19,296 19,652 62,429 60,846 Acme Packet, Inc. Statement on Use of Non-GAAP Financial Measures and Reconciliation of Non-GAAP Net Income and Non-GAAP Net Income Per Share (in thousands, except share and per share data) (unaudited)

Statement on Use of Non-GAAP Financial Measures:

To supplement its condensed consolidated financial statements presented in accordance with accounting principles generally accepted in the United States ("GAAP"), the Company discloses certain non-GAAP financial measures, including "non-GAAP net income", "net income on a non-GAAP basis", "non-GAAP net income per share", "non-GAAP EPS", "net income per share on a non-GAAP basis" and "non-GAAP EPS growth rate". These non-GAAP financial measures are not presented in accordance with GAAP and are not meant to be a substitute for the most directly comparable GAAP measures of "net income", "EPS", "GAAP EPS growth rate" or "net income per share". Rather, these non-GAAP financial measures should be evaluated in conjunction with its most directly comparable GAAP financial measure and the Company's financial statements as a whole.

Management uses these supplemental non-GAAP financial measures to evaluate performance period over period, to analyze the underlying trends in the Company's business, to assess its performance relative to its competitors, and to establish operational goals and forecasts that are used in allocating resources. Management uses these non-GAAP financial measures because they exclude stock-based compensation expense which is a non-cash charge and related payroll taxes, amortization of acquired intangible assets and merger and integration-related costs associated with the Company's acquisition activities all of which are non-operational costs and expenses. By excluding stock-based compensation expense and related payroll taxes, amortization of acquired intangible assets, and merger and integration-related costs, management can compare the Company's operations to prior periods and to the operations of other companies in its industry who may have materially different unusual, non-operational charges. Management does not consider any of stock-based compensation expense and related payroll taxes, amortization of acquired intangible assets, and merger and integration-related costs to be part of the Company's operating activities or meaningful in evaluating the Company's past financial performance or future prospects. Management believes that excluding these items is useful to investors because it is more representative of ongoing costs and therefore more comparable to historical operations.

Because management uses them, management believes that the disclosure of these non-GAAP financial measures to investors provides greater transparency and useful information to help the investor better understand the Company's operating performance and to evaluate the methodology used by management to evaluate and measure such performance. Notwithstanding their utility to investors in understanding operational trends, these non-GAAP measures should not be considered measures of the Company's liquidity. In addition, the Company cautions that its definition of "non-GAAP net income", "non-GAAP EPS" and "non-GAAP net income per share" may differ from similar measures used by other companies and may differ from period to period. Also, in future periods, management may make other adjustments for expenses and gains that it does not consider reflective of core operating performance in a particular period thereby modifying its definition of "non-GAAP net income", "non-GAAP EPS" and "non-GAAP net income per share" by excluding these other or additional expenses and gains.

Reconciliation of GAAP to Non-GAAP Financial Measures for the Three and Twelve Months Ended December 31, 2011 and December 31, 2010 and the Three Months Ended September 30, 2011:

Acme Packet, Inc. Reconciliation of GAAP to Non-GAAP Financial Measures Three Months Ended December 31, 2011 (in thousands, except per share data) (unaudited) Stock-based compensation expense and Amortization related of acquired payroll intangible GAAP taxes assets Non-GAAP(1) ------------------------------------------------- Cost of revenue: Product $ 12,155 $ (314) $ (385) $ 11,456 Maintenance, support and service 3,118 (577) - 2,541 Operating expenses: Sales and marketing 29,940 (4,857) (100) 24,983 Research and development 14,221 (3,063) (11) 11,147 General and administrative 6,073 (1,574) - 4,499 Provision for income taxes 8,681 1,148 174 10,003 Net income $ 8,717 $ 9,237 $ 322 $ 18,276 Net income per share: Basic $ 0.13 $ 0.14 $ 0.00 $ 0.27 Diluted $ 0.12 $ 0.13 $ 0.00 $ 0.26 Acme Packet, Inc. Reconciliation of GAAP to Non-GAAP Financial Measures Twelve Months Ended December 31, 2011 (in thousands, except per share data) (unaudited) Stock-based compensation expense and Amortization Merger and related of acquired integration- payroll intangible related Non- GAAP taxes assets costs GAAP(1) ---------------------------------------------------------- Cost of revenue: Product $ 42,245 $ (1,230) $ (1,677) $ - $39,338 Maintenance, support and service 11,691 (2,095) - - 9,596 Operating expenses: Sales and marketing 105,580 (17,661) (387) - 87,532 Research and development 51,483 (10,886) (45) - 40,552 General and administrative 21,844 (5,472) - - 16,372 Merger and integration- related costs 300 - - (300) - Provision for income taxes 29,576 11,022 755 43 41,396 Net income $ 44,360 $ 26,322 $ 1,354 $ 257 $72,293 Net income per share: Basic $ 0.67 $ 0.40 $ 0.02 $ 0.00 $ 1.09 Diluted $ 0.63 $ 0.37 $ 0.02 $ 0.00 $ 1.02 Acme Packet, Inc. Reconciliation of GAAP to Non-GAAP Financial Measures Three Months Ended December 31, 2010 (in thousands, except per share data) (unaudited) Stock-based compensation expense and Amortization Merger and related of acquired integration- payroll intangible related Non- GAAP taxes assets costs GAAP(1) ---------------------------------------------------------- Cost of revenue: Product $ 8,980 $ (228) $ (399) $ - $ 8,353 Maintenance, support and service 2,301 (354) - - 1,947 Operating expenses: Sales and marketing 23,005 (2,156) (45) - 20,804 Research and development 9,330 (1,369) (11) - 7,950 General and administrative 4,286 (726) - - 3,560 Merger and integration- related costs 223 - - (223) - Provision for income taxes 7,624 1,735 163 - 9,522 Net income $ 14,510 $ 3,098 $ 292 $ 223 $18,123 Net income per share: Basic $ 0.23 $ 0.05 $ 0.00 $ 0.00 $ 0.28 Diluted $ 0.21 $ 0.04 $ 0.00 $ 0.00 $ 0.26 Acme Packet, Inc. Reconciliation of GAAP to Non-GAAP Financial Measures Twelve Months Ended December 31, 2010 (in thousands, except per share data) (unaudited) Stock-based compensation expense and Amortization Merger and related of acquired integration- payroll intangible related Non- GAAP taxes assets costs GAAP(1) ---------------------------------------------------------- Cost of revenue: Product $31,866 $ (805) $ (1,536) $ - $ 29,525 Maintenance, support and service 9,265 (1,117) - - 8,148 Operating expenses: Sales and marketing 73,067 (7,635) (180) - 65,252 Research and development 35,565 (5,112) (44) - 30,409 General and admin- istrative 15,071 (2,541) - - 12,530 Merger and integration- related costs 223 - - (223) - Provision for income taxes 23,519 6,605 630 - 30,754 Net income $43,037 $ 10,605 $ 1,130 $ 223 $ 54,995 Net income per share: Basic $ 0.69 $ 0.17 $ 0.02 $ 0.00 $ 0.89 Diluted $ 0.63 $ 0.16 $ 0.02 $ 0.00 $ 0.81 Acme Packet, Inc. Reconciliation of GAAP to Non-GAAP Financial Measures Three Months Ended September 30, 2011 (in thousands, except per share data) (unaudited) Stock-based compensation expense and Amortization Merger and related of acquired integration- payroll intangible related Non- GAAP taxes assets costs GAAP(1) ---------------------------------------------------------- Cost of revenue: Product $ 8,778 $ (327) $ (385) $ - $ 8,066 Maintenance, support and service 3,042 (568) - - 2,474 Operating expenses: Sales and marketing 27,201 (4,784) (101) - 22,316 Research and development 13,249 (2,929) (11) - 10,309 General and administrative 5,406 (1,615) - - 3,791 Merger and integration- related costs 120 - - (120) - Provision for income taxes 4,846 3,896 179 43 8,964 Net income $ 7,926 $ 6,327 $ 318 $ 77 $ 14,648 Net income per share: Basic $ 0.12 $ 0.09 $ 0.01 $ 0.00 $ 0.22 Diluted $ 0.11 $ 0.09 $ 0.01 $ 0.00 $ 0.21 Acme Packet, Inc. Other Operational Data (unaudited) Three Months Ended Twelve Months Ended ----------------------------- ------------------- December September December December December 31, 2011 30, 2011 31, 2010 31, 2011 31, 2010 ----------------------------- ------------------- Other operational data: Depreciation and amortization (in thousands) $ 2,944 $ 2,835 $ 2,177 $ 10,031 $ 8,003 Capital expenditures (in thousands) 4,186 5,570 2,770 16,998 13,316 Days sales outstanding 65 65 45 - - Total headcount 752 741 570 - - Quarterly inventory turnover - annualized 4.41 3.27 5.55 - -


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