Growth Strategy and Financial Overview
GAAP to Non-GAAP Reconciliation
Cost of Revenue
Subscription
Stock-based compensation
Amortization of acquired intangibles
Acquisition related expenses
Non-GAAP subscription
Professional services and other
Stock-based compensation
Amortization of acquired intangibles
Acquisition related expenses
Non-GAAP professional services and other
27,715
2018
$'000s
% of Revenues
69,718
14%
(1,476)
(1,394)
66,848
13%
30,639
(2,924)
虽苦苦咨酱 盗诉咨咨恣
2019
(2,829)
28,619
$'000s
% of Revenues
98,510
15%
(3,127)
(3,201)
92,182
1496
31,448
虽苦苦苦瓷 击咨咨咨姿
(2,340)
123,937
36,274
(2,536)
33,738
瓷诺诺咨询 姿诺咨咨姿
14%
2020
Three Months Ended
March 31, 2021
% of
$'000s
Revenues
$ '000s
% of
Revenues
130,685
15%
(4,408)
096
43,853
(1,310)
16%
Three Months Ended
(239)
42,304
15%
10,881
(697)
10,184
虽苦苦咨酱 姿咨浴浴姿
June 30, 2021
$'000s
% of
Revenues
51,134
16%
(1,582)
-19
(236)
0%
096
49,316
16%
11,743
496
(826)
0%
09
096
10,917
49
Gross Margin
Gross margin
412,623
80%
544,902
81%
716,067
81%
226,631
81%
247,911
80%
Stock-based compensation
4,400
196
5,956
196
6,944
196
2,007
196
2,408
196
Amortization of acquired intangible assets
1,394
09
3,201
096
2,340
0%
239
096
236
0%
Acquisition related expenses
096
096
0%
0%
09
Non-GAAP gross margin
418,417
82%
554,059
82%
725,351
82%
228,877
81%
250,555
81%
Operating Expenses
Research and development
117,603
23%
158,237
2396
205,589
239
68,396
2496
72,104
239
Stock-based compensation
(23,328)
-5%
(33,748)
-5%
(39,366)
-4%
(11,484)
-496
(15,080)
-5%
Amortization of acquired intangible assets
096
096
0%
096
09
Acquisition related expenses
(2,696)
-196
(357)
0%
(1,287)
096
(344)
096
(340)
0%
Non-GAAP research and development
91,579
18%
124,132
1896
164,936
19%
56,568
20%
56,684
18%
Sales and marketing
267,444
52%
340,685
50%
452,081
51%
141,017
50%
157,799
5196
Stock-based compensation
(31,099)
-6%
(36,599)
-5%
(50,552)
-6%
(13,629)
-59
(18,971)
-6%
Amortization of acquired intangible assets
096
096
(79)
096
(106)
0%
(101)
09
Acquisition related expenses
0%
096
09
(367)
096
0%
Non-GAAP sales and marketing
236,345
46%
304,086
45%
401,450
4596
126,915
45%
138,727
45%
General and administrative
75,834
15%
92,971
14%
109,225
12%
32,250
119
34,610
11%
Stock-based compensation
(17,434)
-3%
(21,451)
-39
(24,626)
-39
(5,303)
-29
(6,974)
-296
Amortization of acquired intangible assets
096
096
096
0%
0%
Acquisition related expenses
096
(552)
0%
(545)
096
(484)
0%
(32)
0%
Non-GAAP general and administrative
58,400
11%
70,968
11%
84,054
10%
26,463
9%
27,604
99
Loss from Operations
Loss from operations
(48,258)
-99
(46,991)
-7%
(50,828)
-6%
(15,032)
-596
(16,602)
-59
Stock-based compensation
76,261
15%
97,754
14%
121,488
1496
32,423
12%
43,433
14%
Amortization of acquired intangible assets
1,394
096
3,201
096
2,419
096
345
096
337
09
Acquisition related expenses
2,696
196
909
096
1,832
0%
1,195
0%
372
09
Non-GAAP loss from operations
32,093
69
54,873
896
74,911
896
18,931
7%
27,540
99
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