LegalZoom.com Investor Presentation Deck
Lz Reconciliation of GAAP expenses
to non-GAAP expenses on a year-over-year % basis
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
13%
(7%)
23%
12%
48%
38%
7%
50%
77%
13%
232%
165%
3%
(12%)
158%
(2%)
(79%)
(2%)
2021
23%
1,439%
(23%)
24%
63%
1,603%
(13%)
57%
64%
101%
1,481%
(16%)
17%
109%
500%
(9%)
(19%)
26%
2022
11%
76%
33%
10%
(4%)
(6%)
71%
(35%) 2,786%
17%
(6%)
(11%)
Q4'21
21%
429%
(23%)
19%
24%
9%
(10%)
77%
1%
30%
65%
(16%)
78%
(57%) 1,066%
20%
(21%)
73%
28%
105%
572%
1%
(16%)
31%
Q1'22 Q2'22 Q3'22 Q4'22
28%
6%
889%
23%
15%
88%
(2%)
391%
56%
21%
27%
8%
1783%
27%
3%
0%
71%
767%
24%
37%
358%
70%
0%
51%
12%
10%
(31%)
42%
12%
(1%)
(23%)
40%
11%
(4%)
(7%) (31%)
(53%)
(87%)
25%
(17%)
6%
(4%)
(10%)
(43%)
(35%)
(76%) (73%)
18%
29%
9%
(14%)
7%
(35%) (25%)
119%
71%
94%
549%
41%
16%
20
(28%)
(33%)
3%
(31%)
11%
22%
(32%)
47%
(100%)
19%
Q1'23
7%
216%
27%
6%
(22%)
(51%)
(33%)
(20%)
10%
1%
18%
12%
Q2'23
12%
(17%)
38%
(24%) (18%)
(10%)
(31%)
15%
797%
5%
11%
(25%) (24%)
(59%)
(45%)
(28%)
(20%)
(100%)
(24%)
(23%)
23%
18%
22%
25%
Q3'23
18%
87%
68%
(7%)
(17%)
(19%)
(90%)
11%
15%
(21%)
23%
22%
68%
21%
(16%)
(34%)
(7%)
(13%)
(2%)
(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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