LegalZoom.com Investor Presentation Deck
Lz Reconciliation of GAAP expenses
to non-GAAP expenses
FYE Dec 31, $K
Cost of revenue
Stock-based compensation (¹)
Depreciation and amortization
Other non-recurring items(2)
Non-GAAP cost of revenue
Sales and marketing
Stock-based compensation (¹)
Depreciation and amortization
Other non-recurring items(2)
Non-GAAP sales and marketing
Customer Acquisition Marketing (3)
Technology and development
Stock-based compensation (¹)
Depreciation and amortization
Other non-recurring items(2)
Non-GAAP technology and development
General and administrative
Stock-based compensation (¹)
Depreciation and amortization
Other non-recurring items(2)
Non-GAAP general and administrative
2020
2021
$154,563 $189,364
108
1,662
6,430
8,324
146,131
171,390
923
6,913
41,863
2,450
2,800
36,613
279,281 263,884
15,721 10,144
6,017
7,014
400
163,554 257,543 246,326 64,059 71,874
119,226 195,383 174,636
2022
Q4'21 Q1'22 Q2'22 Q3'22 Q4'22 Q1'23 Q2'23 Q3'23
$211,095 $48,278 $56,182 $57,151 $50,314 $47,448 $60,395 $63,749 $59,123
1,331
2,184
9,413
2,060
3,181
36,363
2,931
8,581
84,003
38,726
2,361
181,272 199,583 46,179 53,835
42,916
148
1,951
277
2,070
51,026
69,917 76,874
4,040 3,125
1,818
1,875
47,495 53,769
70,434 18,213 17,959
16,574 6,205 4,298
652
726
2,834
11,356
51,017 106,584 116,057 31,382
56,487
50,820
1,878
29,488
15,478 14,165
661
723
2,593 1,720
70
59,328 13,523 14,530
3,316
2,577
45,642
53,636
71,721
3,536
1,879
44,137
597
1,966
67,369 47,920
2,972
511
1,506
1,754
400
66,306 62,243 45,903
16,197
4,148
692
726
2,361
47,751 44,361
12,935 11,357 12,906
874
2,622
13,828
56,899 59,633
60,150
1,532
1,257
17,457 18,821 19,683
3,857 4,271 4,320
694
722
858
28,969 30,103
13,832 12,352
784
840
1,083 1,440
13,270 15,471 16,057
44,755 31,975 40,745 36,021
1,105
3,011
57,361 50,724
53,525
1,447
1,354
14,505
19,900
4,875
841
14,185
7,497 26,504 26,936
10,471 9,741 11,530
969
832
628
15,303
632
107
14,667
1,115
3,307
54,791
51,071
1,623
1,400
48,048
35,411
21,491
4,706
1,168
15,617
25,243
8,138
780
1,247
15,078
(1) Stock-based compensation expense excludes amounts paid in cash to certain employees as part of a buyback program that concluded in 2022. (2) Includes acquisition-related expenses, restructuring expenses, legal reserves and settlements, and IPO-
related costs and other transaction related expenses, as detailed in Reconciliation of Net Income (Loss) to Non-GAAP Net Income (Loss) below. (3) Customer Acquisition Marketing is a component of both GAAP and Non-GAAP sales and marketing expense.
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