LegalZoom.com Investor Presentation Deck
Lz Reconciliation of GAAP Expenses
to Non-GAAP Expenses on a % of Revenue Basis
Q1'22 Q2'22
Q3'22
FYE Dec 31, $K
Cost of revenue
2020
33%
0%
36%
35%
32%
0%
1%
0%
2%
1%
1%
1%
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
31%
36%
0%
1%
35%
25%
9%
1%
1%
8%
11%
2%
0%
1%
8%
2021
33%
0%
1%
32%
49%
3%
1%
45%
34%
15%
7%
0%
7%
19%
10%
0%
0%
8%
2022
34%
0%
1%
32%
43%
2%
1%
0%
40%
28%
11%
3%
0%
8%
19%
8%
1%
0%
10%
Q3'21
32%
1%
1%
30%
49%
4%
1%
44%
34%
18%
10%
0%
8%
19%
11%
0%
0%
7%
Q4'21
34%
0%
1%
32%
49%
3%
1%
45%
33%
13%
4%
0%
-
8%
22%
11%
0%
1%
10%
35%
49%
2%
1%
46%
35%
12%
3%
0%
-
8%
19%
9%
0%
0%
9%
33%
44%
2%
1%
41%
27%
10%
3%
0%
-
7%
18%
9%
0%
1%
8%
31%
43%
2%
1%
0%
40%
29%
11%
2%
0%
8%
19%
8%
1%
1%
10%
Q4'22
32%
0%
2%
30%
33%
0%
1%
31%
22%
13%
3%
0%
9%
19%
7%
1%
11%
Q1'23
36%
1%
2%
34%
36%
1%
1%
35%
25%
12%
3%
1%
9%
16%
6%
1%
0%
9%
Q2'23
38%
1%
2%
35%
32%
1%
1%
30%
(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.
21%
12%
3%
0%
8%
16%
7%
0%
0%
9%
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