SAN FRANCISCO, June 3, 2021 /PRNewswire/ -- DocuSign, Inc.
(NASDAQ: DOCU), which offers the world's #1 eSignature solution as
part of the DocuSign Agreement Cloud, today announced results for
its fiscal quarter ended April 30, 2021.
"We've increasingly become the way people agree in this emerging
anywhere economy—and that's not only helping organizations continue
operations during the pandemic, but helping them realize new and
more efficient ways of doing business in the future," said DocuSign
CEO Dan Springer. "This fact is
reflected by our new and existing customers adopting and expanding
at record rates, our 58% year-over-year Q1 revenue growth, and the
recent addition of our millionth customer to the DocuSign
platform."
First Quarter Financial Highlights
- Total revenue was $469.1
million, an increase of 58% year-over-year. Subscription
revenue was $451.9 million, an
increase of 61% year-over-year. Professional services and other
revenue was $17.1 million, an
increase of 7% year-over-year.
- Billings were $527.4
million, an increase of 54% year-over-year.
- GAAP gross margin was 78% compared to 75% in the same
period last year. Non-GAAP gross margin was 81% compared to 79% in
the same period last year.
- GAAP net loss per basic and diluted share was
$0.04 on 194 million shares
outstanding compared to $0.26 on 183
million shares outstanding in the same period last year.
- Non-GAAP net income per diluted share was $0.44 on 208 million shares outstanding compared
to $0.12 on 197 million shares
outstanding in the same period last year.
- Net cash provided by operating activities was
$135.6 million compared to
$59.1 million in the same period last
year.
- Free cash flow was $123.0
million compared to $32.8
million in the same period last year.
- Cash, cash equivalents, restricted cash and
investments were $875.8 million
at the end of the quarter.
A reconciliation of GAAP to non-GAAP financial
measures has been provided in the tables included in this press
release. An explanation of these measures is also included below
under the heading "Non-GAAP Financial Measures and Other
Key Metrics."
Operational and Other Financial Highlights
- DocuSign Agreement Cloud 2020 Product Release 1.
DocuSign announced several exciting new product capabilities to
help customers drive their digital transformations. This
includes:
-
- New features in DocuSign eSignature including the data
visualization tool Signing Insights, improved data verification,
eWitness enhancements, and eSignature for Microsoft Teams.
- New features in DocuSign CLM including the new CLM 360
dashboard for assessing and managing supplier relationships in
terms of relevant agreements and amendments, as well as Workday
Financial Management and Netsuite Financials Integrations.
- DocuSign Notary. DocuSign introduced DocuSign Notary,
its remote online notarization (RON) solution designed to enable
organizations to notarize agreements virtually. Available for
limited release, Notary is built on the company's flagship
eSignature solution and utilizes capabilities developed from the
acquisition of Liveoak Technologies last year. It uses secure
identity-proofing technologies to reduce the risk of fraud and
provides a detailed audit trail, including a tamper-evident
Certificate of Completion and recorded sessions.
- 2021 Gartner Magic Quadrant Leader. For the second year
in a row, DocuSign was named a Leader in the 2021 Magic Quadrant
for CLM research report by Gartner, Inc. This year, DocuSign was
placed highest among the 15 vendors evaluated on the "ability to
execute" axis, and highly on the "completeness of vision"
axis.
Outlook
The company currently expects the following guidance:
|
•
|
Quarter ending
July 31, 2021 (in millions, except percentages):
|
|
|
|
|
Total
revenue
|
$479
|
to
|
$485
|
|
Subscription
revenue
|
$459
|
to
|
$465
|
|
Billings
|
$549
|
to
|
$561
|
|
Non-GAAP gross
margin
|
79%
|
to
|
81%
|
|
Non-GAAP operating
margin
|
16%
|
to
|
18%
|
|
Non-GAAP diluted
weighted-average shares outstanding
|
205
|
to
|
210
|
|
|
|
•
|
Year ending
January 31, 2022 (in millions, except
percentages):
|
|
|
|
Total
revenue
|
$2,027
|
to
|
$2,039
|
|
Subscription
revenue
|
$1,953
|
to
|
$1,965
|
|
Billings
|
$2,338
|
to
|
$2,362
|
|
Non-GAAP gross
margin
|
79%
|
to
|
81%
|
|
Non-GAAP operating
margin
|
16%
|
to
|
18%
|
|
Provision for income
taxes
|
$10
|
to
|
$12
|
|
Non-GAAP diluted
weighted-average shares outstanding
|
205
|
to
|
210
|
The company has not reconciled its guidance of non-GAAP
financial measures to the corresponding GAAP measures because
stock-based compensation expense cannot be reasonably calculated or
predicted at this time. Accordingly, a reconciliation has not been
provided.
Webcast Conference Call Information
The company will host a conference call on June 3, 2021
at 1:30 p.m. PT (4:30 p.m.
ET) to discuss its financial results. A live
webcast of the event will be available on the DocuSign Investor
Relations website at investor.docusign.com. A live dial-in
will be available domestically at 877-407-0784 or internationally
at 201-689-8560. A replay will be available domestically at
844-512-2921 or internationally at 412-317-6671 until midnight (ET)
June 17, 2021 using the passcode
13719643.
About DocuSign
DocuSign helps organizations connect and automate how they
prepare, sign, act on, and manage agreements. As part of the
DocuSign Agreement Cloud, DocuSign offers eSignature, the world's
#1 way to sign electronically on practically any device, from
almost anywhere, at any time. Today, over 980,000 customers and
hundreds of millions of users in over 180 countries use DocuSign to
accelerate the process of doing business and to simplify people's
lives.
For more information, visit www.docusign.com, call
+1-877-720-2040, or follow @DocuSign on Twitter, LinkedIn, Facebook
and Instagram.
Copyright 2021. DocuSign, Inc. is the owner of DOCUSIGN® and all
its other marks (www.docusign.com/IP).
Investor Relations:
Annie Leschin
VP Investor Relations
investors@docusign.com
Media Relations:
Adrian Wainwright
Head of Communications
media@docusign.com
Forward-Looking Statements
This press release contains "forward-looking" statements that
are based on our management's beliefs and assumptions and on
information currently available to management. Forward-looking
statements include all statements that are not historical facts and
can be identified by terms such as "may," "will," "should,"
"expects," "plans," "anticipates," "could," "intends," "target,"
"projects," "contemplates," "believes," "estimates," "predicts,"
"potential," or "continue" or the negative of these words or other
similar terms or expressions that concern our expectations,
strategy, plans or intentions. Forward-looking statements in this
press release include, among other things, statements under
"Outlook" above and any other statements about expected financial
metrics, such as revenue, billings, non-GAAP gross margin, non-GAAP
diluted weighted-average shares outstanding, and non-financial
metrics, such as customer growth, as well as statements related to
our expectations regarding the benefits of the DocuSign Agreement
Cloud and enhancements to it, additions to the DocuSign Agreement
Cloud software suite of products, including as a result of
acquisitions, and the anticipated benefits of our issuances of
convertible notes and the establishment of our credit facility.
They also include statements about our future operating results and
financial position, our business strategy and plans, market growth
and trends, and our objectives for future operations. These
statements are subject to substantial risks and uncertainties that
could cause actual results to differ materially from those
expressed or implied by such statements.
These risks and uncertainties include, among other things, risks
related to our ability to estimate the size of our total
addressable market; our expectations regarding the impact of the
ongoing COVID-19 pandemic on our business, the results of our
operations and our financial condition, as well as our future
profitability and growth as the pandemic continues to abate; our
expectations regarding the impact of the ongoing COVID-19 pandemic
on the businesses of our customers, partners and suppliers, and the
economy; our ability to effectively sustain and manage our growth
and future expenses, achieve and maintain future profitability,
attract new customers and maintain and expand our existing customer
base; our ability to scale and update our platform to respond to
customers' needs and rapid technological change; the effects of
increased competition in our market and our ability to compete
effectively; our ability to expand use cases within existing
customers and vertical solutions; our ability to expand our
operations and increase adoption of our platform internationally;
our ability to strengthen and foster our relationship with
developers; our ability to expand our direct sales force, customer
success team and strategic partnerships around the world; our
ability to identify targets for and execute potential acquisitions;
our ability to successfully integrate the operations of businesses
we may acquire, or to realize the anticipated benefits of such
acquisitions; our ability to maintain, protect and enhance our
brand; the sufficiency of our cash and cash equivalents to satisfy
our liquidity needs; limitations on us due to obligations we have
under our credit facility or other indebtedness; our failure or the
failure of our software suite of services to comply with applicable
industry standards, laws and regulations; our ability to maintain,
protect and enhance our intellectual property; our ability to
successfully defend litigation against us; our ability to attract
large organizations as users; our ability to maintain our corporate
culture; our ability to offer high-quality customer support; our
ability to hire, retain and motivate qualified personnel; our
ability to estimate the size and potential growth of our target
market; and our ability to maintain proper and effective internal
controls. Additional risks and uncertainties that could affect our
financial results are included in the sections titled "Risk
Factors" and "Management's Discussion and Analysis of Financial
Condition and Results of Operations" in our annual report on Form
10-K for the fiscal year ended January 31, 2021 filed on
March 31, 2021, our quarterly report
on Form 10-Q for the quarter ended October
31, 2020 filed on December 4,
2020 with the Securities and Exchange Commission (the
"SEC"), and other filings that we make from time to time with the
SEC. In addition, any forward-looking statements contained in this
press release are based on assumptions that we believe to be
reasonable as of this date. Except as required by law, we assume no
obligation to update these forward-looking statements, or to update
the reasons if actual results differ materially from those
anticipated in the forward-looking statements.
Non-GAAP Financial Measures and Other Key Metrics
To supplement our consolidated financial statements, which are
prepared and presented in accordance with GAAP, we use certain
non-GAAP financial measures, as described below, to understand and
evaluate our core operating performance. These non-GAAP financial
measures, which may be different than similarly-titled measures
used by other companies, are presented to enhance investors'
overall understanding of our financial performance and should not
be considered a substitute for, or superior to, the financial
information prepared and presented in accordance with GAAP.
We believe that these non-GAAP financial measures provide useful
information about our financial performance, enhance the overall
understanding of our past performance and future prospects, and
allow for greater transparency with respect to important metrics
used by our management for financial and operational
decision-making. We are presenting these non-GAAP measures to
assist investors in seeing our financial performance using a
management view, and because we believe that these measures provide
an additional tool for investors to use in comparing our core
financial performance over multiple periods with other companies in
our industry.
Non-GAAP gross profit, non-GAAP gross margin, non-GAAP
operating expenses, non-GAAP income from operations, non-GAAP
operating margin, non-GAAP net income and non-GAAP net income per
share: We define these non-GAAP financial measures as the
respective GAAP measures, excluding expenses related to stock-based
compensation, employer payroll tax on employee stock transactions,
amortization of acquisition-related intangibles, amortization of
debt discount and issuance costs, acquisition-related expenses,
fair value adjustments to strategic investments, and, as
applicable, other special items. The amount of employer payroll
tax-related items on employee stock transactions is dependent on
our stock price and other factors that are beyond our control and
do not correlate to the operation of the business. When evaluating
the performance of our business and making operating plans, we do
not consider these items (for example, when considering the impact
of equity award grants, we place a greater emphasis on overall
stockholder dilution rather than the accounting charges associated
with such grants). We believe it is useful to exclude these
expenses in order to better understand the long-term performance of
our core business and to facilitate comparison of our results to
those of peer companies and over multiple periods.
Free cash flow: We define free cash flow as net
cash provided by (used in) operating activities less purchases
of property and equipment. We believe free cash flow is an
important liquidity measure of the cash (if any) that is available,
after purchases of property and equipment, for operational
expenses, investment in our business, and to make acquisitions.
Free cash flow is useful to investors as a liquidity measure
because it measures our ability to generate or use cash in excess
of our capital investments in property and equipment. Once our
business needs and obligations are met, cash can be used to
maintain a strong balance sheet and invest in future growth.
Billings: We define billings as total revenues plus the
change in our contract liabilities and refund liability less
contract assets and unbilled accounts receivable in a given period.
Billings reflects sales to new customers plus subscription renewals
and additional sales to existing customers. Only amounts invoiced
to a customer in a given period are included in billings. We
believe billings is a key metric to measure our periodic
performance. Given that most of our customers pay in annual
installments one year in advance, but we typically recognize a
majority of the related revenue ratably over time, we use billings
to measure and monitor our ability to provide our business with the
working capital generated by upfront payments from our
customers.
For a reconciliation of these non-GAAP financial measures to the
most directly comparable GAAP financial measure, please see
"Reconciliation of GAAP to Non-GAAP Financial Measures" below.
|
CONDENSED
CONSOLIDATED STATEMENTS OF OPERATIONS
|
|
(Unaudited)
|
|
|
Three Months Ended
April 30,
|
|
(in thousands,
except per share data)
|
2021
|
|
2020
|
|
Revenue:
|
|
|
|
|
Subscription
|
$
|
451,935
|
|
|
$
|
280,922
|
|
|
Professional services
and other
|
17,143
|
|
|
16,095
|
|
|
Total
revenue
|
469,078
|
|
|
297,017
|
|
|
Cost of
revenue:
|
|
|
|
|
Subscription
|
78,071
|
|
|
52,010
|
|
|
Professional services
and other
|
27,171
|
|
|
22,022
|
|
|
Total cost of
revenue
|
105,242
|
|
|
74,032
|
|
|
Gross
profit
|
363,836
|
|
|
222,985
|
|
|
Operating
expenses:
|
|
|
|
|
Sales and
marketing
|
239,119
|
|
|
171,793
|
|
|
Research and
development
|
85,416
|
|
|
54,234
|
|
|
General and
administrative
|
50,038
|
|
|
38,811
|
|
|
Total operating
expenses
|
374,573
|
|
|
264,838
|
|
|
Loss from
operations
|
(10,737)
|
|
|
(41,853)
|
|
|
Interest
expense
|
(1,672)
|
|
|
(7,560)
|
|
|
Interest income and
other income, net
|
6,037
|
|
|
3,742
|
|
|
Loss before
provision for income taxes
|
(6,372)
|
|
|
(45,671)
|
|
|
Provision for income
taxes
|
1,982
|
|
|
2,133
|
|
|
Net
loss
|
$
|
(8,354)
|
|
|
$
|
(47,804)
|
|
|
Net loss per share
attributable to common stockholders, basic and
diluted
|
$
|
(0.04)
|
|
|
$
|
(0.26)
|
|
|
Weighted-average
number of shares used in computing net loss per share attributable
to common stockholders, basic and diluted
|
194,342
|
|
|
182,978
|
|
|
|
|
|
|
Stock-based
compensation expense included in costs and expenses:
|
|
|
|
|
Cost of
revenue—subscription
|
$
|
6,018
|
|
|
$
|
3,864
|
|
|
Cost of
revenue—professional services and other
|
5,535
|
|
|
4,125
|
|
|
Sales and
marketing
|
38,135
|
|
|
24,665
|
|
|
Research and
development
|
20,462
|
|
|
11,885
|
|
|
General and
administrative
|
10,986
|
|
|
9,012
|
|
|
CONDENSED
CONSOLIDATED BALANCE SHEETS
|
|
(Unaudited)
|
|
|
(in
thousands)
|
April 30,
2021
|
|
January 31,
2021
|
|
Assets
|
|
|
|
|
Current
assets
|
|
|
|
|
Cash and cash
equivalents
|
$
|
518,972
|
|
|
$
|
566,055
|
|
|
Investments—current
|
261,660
|
|
|
207,450
|
|
|
Accounts receivable,
net
|
250,365
|
|
|
323,570
|
|
|
Contract
assets—current
|
15,267
|
|
|
16,883
|
|
|
Prepaid expenses and
other current assets
|
65,172
|
|
|
48,390
|
|
|
Total current
assets
|
1,111,436
|
|
|
1,162,348
|
|
|
Investments—noncurrent
|
94,930
|
|
|
92,717
|
|
|
Property and
equipment, net
|
164,128
|
|
|
165,039
|
|
|
Operating lease
right-of-use assets
|
152,185
|
|
|
159,352
|
|
|
Goodwill
|
351,511
|
|
|
350,151
|
|
|
Intangible assets,
net
|
115,009
|
|
|
121,828
|
|
|
Deferred contract
acquisition costs—noncurrent
|
274,039
|
|
|
260,130
|
|
|
Other
assets—noncurrent
|
33,882
|
|
|
24,942
|
|
|
Total
assets
|
$
|
2,297,120
|
|
|
$
|
2,336,507
|
|
|
Liabilities and
Equity
|
|
|
|
|
Current
liabilities
|
|
|
|
|
Accounts
payable
|
$
|
14,870
|
|
|
$
|
37,367
|
|
|
Accrued expenses and
other current liabilities
|
75,438
|
|
|
66,566
|
|
|
Accrued
compensation
|
129,640
|
|
|
156,158
|
|
|
Convertible senior
notes—current
|
13,343
|
|
|
20,469
|
|
|
Contract
liabilities—current
|
829,844
|
|
|
779,642
|
|
|
Operating lease
liabilities—current
|
34,777
|
|
|
32,971
|
|
|
Total current
liabilities
|
1,097,912
|
|
|
1,093,173
|
|
|
Convertible senior
notes, net—noncurrent
|
742,577
|
|
|
693,219
|
|
|
Contract
liabilities—noncurrent
|
17,938
|
|
|
16,492
|
|
|
Operating lease
liabilities—noncurrent
|
155,998
|
|
|
165,704
|
|
|
Deferred tax
liability—noncurrent
|
6,484
|
|
|
6,464
|
|
|
Other
liabilities—noncurrent
|
32,974
|
|
|
32,328
|
|
|
Total
liabilities
|
2,053,883
|
|
|
2,007,380
|
|
|
Convertible senior
notes
|
—
|
|
|
3,390
|
|
|
Stockholders'
equity
|
|
|
|
|
Common
stock
|
19
|
|
|
19
|
|
|
Treasury
stock
|
(1,219)
|
|
|
(1,048)
|
|
|
Additional paid-in
capital
|
1,615,646
|
|
|
1,702,254
|
|
|
Accumulated other
comprehensive income
|
5,358
|
|
|
4,964
|
|
|
Accumulated
deficit
|
(1,376,567)
|
|
|
(1,380,452)
|
|
|
Total stockholders'
equity
|
243,237
|
|
|
325,737
|
|
|
Total liabilities
and equity
|
$
|
2,297,120
|
|
|
$
|
2,336,507
|
|
|
CONDENSED
CONSOLIDATED STATEMENTS OF CASH FLOWS
|
|
(Unaudited)
|
|
|
Three Months Ended
April 30,
|
|
(in
thousands)
|
2021
|
|
2020
|
|
Cash flows from
operating activities:
|
|
|
|
|
Net loss
|
$
|
(8,354)
|
|
|
$
|
(47,804)
|
|
|
Adjustments to
reconcile net loss to net cash provided by operating
activities
|
|
|
|
|
Depreciation and
amortization
|
20,037
|
|
|
14,039
|
|
|
Amortization of
deferred contract acquisition and fulfillment costs
|
30,933
|
|
|
21,360
|
|
|
Amortization of debt
discount and transaction costs
|
1,319
|
|
|
6,842
|
|
|
Fair value adjustments
to strategic investments
|
(5,119)
|
|
|
—
|
|
|
Non-cash operating
lease costs
|
6,943
|
|
|
6,324
|
|
|
Stock-based
compensation expense
|
81,637
|
|
|
53,551
|
|
|
Deferred income
taxes
|
264
|
|
|
(104)
|
|
|
Other
|
(1,240)
|
|
|
504
|
|
|
Changes in operating
assets and liabilities
|
|
|
|
|
Accounts
receivable
|
73,205
|
|
|
17,239
|
|
|
Contract
assets
|
1,607
|
|
|
(740)
|
|
|
Prepaid expenses and
other current assets
|
(15,670)
|
|
|
(9,660)
|
|
|
Deferred contract
acquisition and fulfillment costs
|
(46,154)
|
|
|
(41,037)
|
|
|
Other
assets
|
(3,167)
|
|
|
(1,364)
|
|
|
Accounts
payable
|
(21,593)
|
|
|
(2,554)
|
|
|
Accrued expenses and
other liabilities
|
11,080
|
|
|
(916)
|
|
|
Accrued
compensation
|
(34,048)
|
|
|
(1,536)
|
|
|
Contract
liabilities
|
51,648
|
|
|
44,594
|
|
|
Operating lease
liabilities
|
(7,731)
|
|
|
406
|
|
|
Net cash provided by
operating activities
|
135,597
|
|
|
59,144
|
|
|
Cash flows from
investing activities:
|
|
|
|
|
Purchases of
marketable securities
|
(96,925)
|
|
|
—
|
|
|
Sales of marketable
securities
|
2,002
|
|
|
28,986
|
|
|
Maturities of
marketable securities
|
37,513
|
|
|
170,071
|
|
|
Purchases of
strategic investments
|
(500)
|
|
|
—
|
|
|
Purchases of other
investments
|
—
|
|
|
(3,000)
|
|
|
Purchases of property
and equipment
|
(12,596)
|
|
|
(26,389)
|
|
|
Net cash (used in)
provided by investing activities
|
(70,506)
|
|
|
169,668
|
|
|
Cash flows from
financing activities:
|
|
|
|
|
Repayments of
convertible senior notes
|
(36,684)
|
|
|
—
|
|
|
Payment of tax
withholding obligation on net share settlement of restricted stock
units
|
(106,053)
|
|
|
(46,723)
|
|
|
Proceeds from
exercise of stock options
|
6,616
|
|
|
7,635
|
|
|
Proceeds from
employee stock purchase plan
|
23,167
|
|
|
13,590
|
|
|
Net cash used in
financing activities
|
(112,954)
|
|
|
(25,498)
|
|
|
Effect of foreign
exchange on cash, cash equivalents and restricted cash
|
779
|
|
|
(2,280)
|
|
|
Net increase
(decrease) in cash, cash equivalents and restricted cash
|
(47,084)
|
|
|
201,034
|
|
|
Cash, cash
equivalents and restricted cash at beginning of period
(1)
|
566,336
|
|
|
241,483
|
|
|
Cash, cash
equivalents and restricted cash at end of period
(1)
|
$
|
519,252
|
|
|
$
|
442,517
|
|
|
|
(1) $0.3 million of
restricted cash was included in Other assets—noncurrent at
April 30, 2021 and January 31, 2021.
|
|
RECONCILIATION OF
GAAP TO NON-GAAP FINANCIAL MEASURES
|
|
(Unaudited)
|
|
|
Reconciliation of
gross profit and gross margin:
|
|
Three Months Ended
April 30,
|
|
(in
thousands)
|
2021
|
|
2020
|
|
GAAP gross
profit
|
$
|
363,836
|
|
|
$
|
222,985
|
|
|
Add: Stock-based
compensation
|
11,553
|
|
|
7,989
|
|
|
Add: Amortization of
acquisition-related intangibles
|
3,171
|
|
|
1,348
|
|
|
Add: Employer payroll
tax on employee stock transactions
|
2,774
|
|
|
1,036
|
|
|
Non-GAAP gross
profit
|
$
|
381,334
|
|
|
$
|
233,358
|
|
|
GAAP gross
margin
|
78
|
%
|
|
75
|
%
|
|
Non-GAAP
adjustments
|
3
|
%
|
|
4
|
%
|
|
Non-GAAP gross
margin
|
81
|
%
|
|
79
|
%
|
|
|
|
|
|
GAAP subscription
gross profit
|
$
|
373,864
|
|
|
$
|
228,912
|
|
|
Add: Stock-based
compensation
|
6,018
|
|
|
3,864
|
|
|
Add: Amortization of
acquisition-related intangibles
|
3,171
|
|
|
1,348
|
|
|
Add: Employer payroll
tax on employee stock transactions
|
1,442
|
|
|
535
|
|
|
Non-GAAP subscription
gross profit
|
$
|
384,495
|
|
|
$
|
234,659
|
|
|
GAAP subscription
gross margin
|
83
|
%
|
|
81
|
%
|
|
Non-GAAP
adjustments
|
2
|
%
|
|
3
|
%
|
|
Non-GAAP subscription
gross margin
|
85
|
%
|
|
84
|
%
|
|
|
|
|
|
GAAP professional
services and other gross loss
|
$
|
(10,028)
|
|
|
$
|
(5,927)
|
|
|
Add: Stock-based
compensation
|
5,535
|
|
|
4,125
|
|
|
Add: Employer payroll
tax on employee stock transactions
|
1,332
|
|
|
501
|
|
|
Non-GAAP professional
services and other gross loss
|
$
|
(3,161)
|
|
|
$
|
(1,301)
|
|
|
GAAP professional
services and other gross margin
|
(58)
|
%
|
|
(37)
|
%
|
|
Non-GAAP
adjustments
|
40
|
%
|
|
29
|
%
|
|
Non-GAAP professional
services and other gross margin
|
(18)
|
%
|
|
(8)
|
%
|
|
|
|
Reconciliation of
operating expenses:
|
|
Three Months Ended
April 30,
|
|
(in
thousands)
|
2021
|
|
2020
|
|
GAAP sales and
marketing
|
$
|
239,119
|
|
|
$
|
171,793
|
|
|
Less: Stock-based
compensation
|
(38,135)
|
|
|
(24,665)
|
|
|
Less: Amortization of
acquisition-related intangibles
|
(3,358)
|
|
|
(2,911)
|
|
|
Less: Employer payroll
tax on employee stock transactions
|
(6,778)
|
|
|
(2,909)
|
|
|
Non-GAAP sales and
marketing
|
$
|
190,848
|
|
|
$
|
141,308
|
|
|
GAAP sales and
marketing as a percentage of revenue
|
51
|
%
|
|
58
|
%
|
|
Non-GAAP sales and
marketing as a percentage of revenue
|
41
|
%
|
|
48
|
%
|
|
|
|
|
|
GAAP research and
development
|
$
|
85,416
|
|
|
$
|
54,234
|
|
|
Less: Stock-based
compensation
|
(20,462)
|
|
|
(11,885)
|
|
|
Less: Employer payroll
tax on employee stock transactions
|
(4,176)
|
|
|
(1,546)
|
|
|
Non-GAAP research and
development
|
$
|
60,778
|
|
|
$
|
40,803
|
|
|
GAAP research and
development as a percentage of revenue
|
18
|
%
|
|
18
|
%
|
|
Non-GAAP research and
development as a percentage of revenue
|
13
|
%
|
|
14
|
%
|
|
|
|
|
|
GAAP general and
administrative
|
$
|
50,038
|
|
|
$
|
38,811
|
|
|
Less: Stock-based
compensation
|
(10,986)
|
|
|
(9,012)
|
|
|
Less: Employer payroll
tax on employee stock transactions
|
(2,555)
|
|
|
(1,057)
|
|
|
Less:
Acquisition-related expenses
|
—
|
|
|
(694)
|
|
|
Non-GAAP general and
administrative
|
$
|
36,497
|
|
|
$
|
28,048
|
|
|
GAAP general and
administrative as a percentage of revenue
|
11
|
%
|
|
13
|
%
|
|
Non-GAAP general and
administrative as a percentage of revenue
|
8
|
%
|
|
9
|
%
|
|
|
|
Reconciliation of
income (loss) from operations and operating margin:
|
|
Three Months Ended
April 30,
|
|
(in
thousands)
|
2021
|
|
2020
|
|
GAAP loss from
operations
|
$
|
(10,737)
|
|
|
$
|
(41,853)
|
|
|
Add: Stock-based
compensation
|
81,136
|
|
|
53,551
|
|
|
Add: Amortization of
acquisition-related intangibles
|
6,529
|
|
|
4,259
|
|
|
Add: Employer payroll
tax on employee stock transactions
|
16,283
|
|
|
6,548
|
|
|
Add:
Acquisition-related expenses
|
—
|
|
|
694
|
|
|
Non-GAAP income from
operations
|
$
|
93,211
|
|
|
$
|
23,199
|
|
|
GAAP operating
margin
|
(2)
|
%
|
|
(14)
|
%
|
|
Non-GAAP
adjustments
|
22
|
%
|
|
22
|
%
|
|
Non-GAAP operating
margin
|
20
|
%
|
|
8
|
%
|
|
|
|
Reconciliation of
net income (loss) and net income (loss) per share, basic and
diluted:
|
|
Three Months Ended
April 30,
|
|
(in thousands,
except per share data)
|
2021
|
|
2020
|
|
GAAP net
loss
|
$
|
(8,354)
|
|
|
$
|
(47,804)
|
|
|
Add: Stock-based
compensation
|
81,136
|
|
|
53,551
|
|
|
Add: Amortization of
acquisition-related intangibles
|
6,529
|
|
|
4,259
|
|
|
Add: Employer payroll
tax on employee stock transactions
|
16,283
|
|
|
6,548
|
|
|
Add: Amortization of
debt discount and issuance costs
|
1,319
|
|
|
6,842
|
|
|
Less: Fair value
adjustments to strategic investments
|
(5,119)
|
|
|
—
|
|
|
Add:
Acquisition-related expenses
|
—
|
|
|
694
|
|
|
Non-GAAP net income
and non-GAAP net income attributable to common stockholders,
basic
|
$
|
91,794
|
|
|
$
|
24,090
|
|
|
|
|
|
|
Numerator:
|
|
|
|
|
Non-GAAP net income
and non-GAAP net income attributable to common stockholders,
basic
|
$
|
91,794
|
|
|
$
|
24,090
|
|
|
Add: Interest expense
on convertible senior notes
|
36
|
|
|
—
|
|
|
Non-GAAP net income
attributable to common stockholders, diluted
|
$
|
91,830
|
|
|
$
|
24,090
|
|
|
|
|
|
|
Denominator:
|
|
|
|
|
Weighted-average
common shares outstanding, basic
|
194,342
|
|
|
182,978
|
|
|
Effect of dilutive
securities
|
13,539
|
|
|
13,947
|
|
|
Non-GAAP
weighted-average common shares outstanding, diluted
|
207,881
|
|
|
196,925
|
|
|
|
|
|
|
GAAP net loss per
share, basic and diluted
|
$
|
(0.04)
|
|
|
$
|
(0.26)
|
|
|
Non-GAAP net income
per share, basic
|
0.47
|
|
|
0.13
|
|
|
Non-GAAP net income
per share, diluted
|
0.44
|
|
|
0.12
|
|
|
|
|
Computation of
free cash flow:
|
|
Three Months Ended
April 30,
|
|
(in
thousands)
|
2021
|
|
2020
|
|
Net cash provided by
operating activities
|
$
|
135,597
|
|
|
$
|
59,144
|
|
|
Less: Purchases of
property and equipment
|
(12,596)
|
|
|
(26,389)
|
|
|
Non-GAAP free cash
flow
|
$
|
123,001
|
|
|
$
|
32,755
|
|
|
Net cash (used in)
provided by investing activities
|
$
|
(70,506)
|
|
|
$
|
169,668
|
|
|
Net cash used in
financing activities
|
$
|
(112,954)
|
|
|
$
|
(25,498)
|
|
|
|
|
Computation of
billings:
|
|
Three Months Ended
April 30,
|
|
(in
thousands)
|
2021
|
|
2020
|
|
Revenue
|
$
|
469,078
|
|
|
$
|
297,017
|
|
|
Add: Contract
liabilities and refund liability, end of period
|
857,969
|
|
|
568,544
|
|
|
Less: Contract
liabilities and refund liability, beginning of period
|
(800,940)
|
|
|
(522,201)
|
|
|
Add: Contract assets
and unbilled accounts receivable, beginning of period
|
21,021
|
|
|
15,082
|
|
|
Less: Contract assets
and unbilled accounts receivable, end of period
|
(19,737)
|
|
|
(16,390)
|
|
|
Non-GAAP
billings
|
$
|
527,391
|
|
|
$
|
342,052
|
|
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SOURCE DocuSign, Inc.