HashiCorp Results Presentation Deck
GAAP to Non-GAAP Reconciliations
($ Millions, except percentages)
Total Revenue
Sales and marketing (S&M) expense
on a GAAP basis
Less: Stock-based compensation
expense¹
Non-GAAP S&M expense
Non-GAAP S&M expense as a %
of total revenue
Research and development (R&D)
expense
on a GAAP basis
Less: Stock-based compensation
expense¹
Non-GAAP R&D expense
Non-GAAP R&D expense as a
% of total revenue
General and Administrative (G&A)
expense
on a GAAP basis
Less: Stock-based compensation
expense¹
Non-GAAP G&A expense
Non-GAAP G&A expense as a
% of total revenue
Q1
$22.2
$16.6
$0.5
$16.1
72%
$8.0
$0.3
$7.7
35%
$6.0
$2.1
$3.9
18%
FY2020
Q2
$26.4
$20.8
$0.8
$20.0
76%
$9.3
$0.3
$8.9
34%
$5.1
$0.9
$4.1
16%
Q3
$33.5
$25.2
$0.6
$24.6
73%
$11.1
$0.4
$10.7
32%
$5.9
$1.0
$4.9
15%
Q4
$39.2
$26.8
$0.6
$26.2
67%
$11.7
$0.4
$11.3
29%
$7.2
$1.0
$6.2
16%
FY2020
$121.3
$89.3
$2.5
$86.8
72%
$40.1
$1.5
$38.6
32%
$24.1
$5.0
$19.1
16%
Q1
$44.3
$32.9
$0.6
$32.2
73%
$14.5
$0.4
$14.1
32%
$7.3
$0.7
$6.6
15%
FY2021
Q2
$50.5
$43.1
$9.5
$33.6
66%
$19.8
$4.7
$15.1
30%
$25.5
$18.7
$6.8
13%
Q3
$55.2
$31.9
$0.6
$31.3
57%
$15.1
$0.4
$14.6
26%
$7.3
$0.6
$6.7
12%
Q4
$61.8
$33.2
$0.6
$32.6
53%
$15.9
$0.4
$15.4
25%
$8.5
$0.5
$7.9
13%
FY2021
$211.9
$141.0
$11.3
$129.7
61%
$65.2
$6.0
$59.3
28%
$48.5
$20.6
$27.9
13%
Q1
$66.9
$38.9
$0.7
$38.2
57%
$18.1
$0.4
$17.7
26%
$12.6
$0.5
$12.2
18%
Q2
$75.1
FY2022
$50.0
$0.5
$49.5
66%
$24.9
$0.4
$24.5
33%
$12.4
$0.5
$11.9
16%
Q3
$82.2
$53.5
$0.5
$53.0
64%
$25.7
$0.4
$25.3
31%
$13.5
$0.4
$13.1
16%
Q4
$96.6
$127.1
$63.2
$63.9
66%
$96.3
$66.6
$29.7
31%
$73.6
$52.5
$21.1
22%
1. In connection with tender offers and secondary sales of our common stock, stock-based compensation expense for fiscal 2020 and fiscal 2021, included $1.5 million and $32.1 million of expense,
respectively, related to the amount paid in excess of the estimated fair value of common stock as of the date of the transactions.
Q
FY2022
$320.8
$269.5
$64.9
$204.6
64%
$165.0
$67.9
$97.1
30%
$112.1
$53.8
$58.3
18%
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