Financial Review Q3 2019
GAAP to Non-GAAP Reconciliation
2016
2017
% of
$'000s Revenues
% of
$'000s Revenues
2018
% of
'000s Revenues
$ '000s
March 31, 2019
% of
Revenues
Three Months Ended
Three Months Ended
June 30, 2019
Three Months Ended
September 30, 2019
$'000s
% of
Revenues
$'000s
% of
Revenues
Cost of Revenue
Subscription
41,182
15%
51,563
14%
69,718
14%
21,301
Stock-based compensation
(512)
0%
(658)
0%
(1,476)
0%
(614)
14%
0%
23,578
(822)
14%
-1%
25,671
15%
(854)
Amortization of acquired intangibles
(57)
0%
(96)
0%
(1,394)
0%
(800)
-1%
(800)
0%
(762)
Acquisition related expenses
0%
0%
0%
Non-GAAP subscription
40,613
15%
50,809
14%
66,848
13%
19,887
13%
Professional services and other
20,683
8%
24,166
6%
30,639
6%
8,277
Stock-based compensation
(1,640)
-1%
(2,327)
-1%
(2,924)
-1%
(1,019)
Amortization of acquired intangibles
0%
0%
0%
Acquisition related expenses
0%
0%
0%
Non-GAAP professional services and other
19,043
7%
21,839
6%
27,715
5%
7,258
༄ཤྩ ཙུཤྩ
0%
0%
21,956
13%
24,055
7,564
5%
7,592
-1%
(666)
0%
(614)
0%
0%
ន ន ន ចិន ន ន
0%
0%
0%
14%
6,898
4%
6,978
Gross Margin
Gross margin
209,102
77%
299,883
80%
412,623
Stock-based compensation
2,152
1%
2,985
1%
4,400
Amortization of acquired intangible assets
57
0%
96
0%
1,394
Acquisition related expenses
0%
0%
Non-GAAP gross margin
211,311
78%
302,964
81%
418,417
Operating Expenses
Research and development
45.997
17%
70,373
19%
117,603
Stock-based compensation
(8,828)
-3%
(12,816)
-3%
(23,328)
Amortization of acquired intangible assets
0%
0%
Acquisition related expenses
0%
(1,266)
0%
(2,696)
Non-GAAP research and development
37,169
14%
56,291
15%
91,579
Sales and marketing
162,647
60%
212,859
57%
267,444
Stock-based compensation
(13,352)
-5%
(19,016)
-5%
(31,099)
Amortization of acquired intangible assets
(27)
0%
(7)
0%
Acquisition related expenses
0%
0%
Non-GAAP sales and marketing
149,268
55%
193,836
52%
236,345
General and administrative
45,120
17%
56,787
15%
75,834
Stock-based compensation.
(8,343)
-3%
(12,500)
-3%
(17,434)
Amortization of acquired intangible assets
0%
0%
Acquisition related expenses
0%
0%
Non-GAAP general and administrative
36,777
14%
44,287
12%
58,400
ཙྪཾ རྟྲྀ ཎྜ ཎྜ ། སྐྱེ ཚེ ཚོ རྞྞ སྠཽ ཻ ཻཚོ ཚོ རྫ
ཙྪཾམཚོསྨྱོ
80%
1%
122,220
1,633
81%
132,113
81%
140,358
81%
1%
1,488
1%
1,468
1%
0%
800
1%
800
0%
762
0%
0%
82%
0%
0%
0%
124,653
82%
134,401
82%
142,588
82%
23%
35,177
23%
40,456
25%
39,847
23%
-5%
(7,091)
-5%
(10,553)
-6%
(8,019)
-5%
0%
0%
0%
0%
-1%
(32)
0%
[32]
0%
(30)
0%
28,054
18%
29,871
18%
31,798
18%
74,905
49%
84,079
52%
91,283
53%
(7,804)
-5%
(10,523)
-6%
(8,947)
-5%
0%
0%
0%
0%
0%
0%
0%
67,101
44%
73,556
45%
82,336
47%
21,174
14%
23,303
14%
23,300
13%
(4,677)
-3%
(6,099)
-4%
(5,357)
-3%
0%
0%
0%
0%
0%
0%
16,497
11%
17,204
11%
17,943
10%
Loss from Operations
Loss from operations
(44,662)
-16%
(40,136)
-11%
(48,258)
-9%
(9,036)
-6%
(15,725)
-10%
(14,072)
-8%
Stock-based compensation
32,675
12%
47,317
13%
76,261
15%
21,205
14%
28,663
18%
23,791
14%
Amortization of acquired intangible assets
84
0%
103
0%
1,394
0%
800
1%
800
0%
762
0%
Acquisition related expenses
0%
1,266
0%
2,696
1%
32
0%
32
0%
30
0%
Non-GAAP loss from operations
(11,903)
-4%
8,550
2%
32,093
6%
13,001
9%
13,770
8%
10,511
6%
32View entire presentation