Investor Presentaiton
2019
2020
2021
GAAP Cost of Revenue
Less: Stock-based Compensation Expense & Related Payroll Taxes
$63,423
-$716
Less: Amortization of Acquired Intangible Assets
Non-GAAP Cost of Revenue
-$125
$62,582
GAAP Gross Profit
Add: Stock-based Compensation & Related Payroll Taxes
Add: Amortization of Acquired Intangible Assets
$223,599
$716
$125
Non-GAAP Gross Profit
GAAP Gross Margin
Non-GAAP Gross Margin
$224,440
$101,055
-$1,466
-$3,081
$96,508
$330,004
$1,466
$3,081
$334,551
$147,134
-$3,703
-$2,946
$140,485
$509,292
$3,703
$2,946
$515,941
78%
78%
77%
78%
78%
79%
GAAP to
Non-GAAP
Reconciliation
(Annual)
Less: Stock-based Compensation & Related Payroll Taxes
Non-GAAP Sales and Marketing
GAAP Sales and Marketing
$159,298
-$8,709
$150,589
$217,875
-$17,678
$200,197
$328,065
-$32,869
$295,196
GAAP S&M Expense as a % of Revenue
56%
Non-GAAP S&M Expense as a % of Revenue
52%
51%
46%
50%
45%
GAAP Research and Development
$90,669
$127,144
Less: Stock-based Compensation & Related Payroll Taxes
-$13,037
-$30,497
$189,408
-$61,056
Less: Acquisition-related and other expenses
-$5,725
Non-GAAP Research and Development
$77,632
$90,922
$128,352
GAAP R&D Expense as a % of Revenue
32%
29%
29%
Non-GAAP R&D Expense as a % of Revenue
GAAP General and Administrative
27%
21%
20%
$81,578
Less: Stock-based Compensation & Related Payroll Taxes
-$14,165
Less: Acquisition-related and other expenses
Non-GAAP General and Administrative Expense
GAAP G&A Expense as a % of Revenue
Non-GAAP G&A Expense as a % of Revenue
GAAP Loss from Operations
$67,413
28%
23%
$91,753
-$13,875
-$554
$77,324
$119,503
-$19,706
-$380
$99,417
21%
18%
18%
15%
-$107,946
Add: Stock-based Compensation & Related Payroll Taxes
Add: Amortization of Acquired Intangible Assets
Add: Acquisition-related and other expenses
Non-GAAP Loss from Operations
GAAP Operating Margin
$36,627
$125
-$71,194
-38%
-$106,768
$63,516
$3,081
$6,279
-$33,892
-25%
-$127,684
$117,334
$2,946
$380
-$7,024
-19%
Non-GAAP Operating Margin
-25%
-8%
-1%
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