What I don’t understand is:
If they increased their customer count 27% and their dollar net retention was 126%, how could their revenue only increase 17%?
This doesn’t make sense to me.
What am I missing on the accounting of this?
Unlike other SaaS companies, Alteryx doesn’t recognize the contract value ratably. They recognize approx. 35-40% of the value upfront. If they sign a 3-year contract for 100 dollars, 35 dollars of revenue will be recognized in the first quarter and the remainder will be recognized ratably over the 11 other quarters. If you have SA subscription, I believe this article explains it well: https://seekingalpha.com/article/4246224-alteryx-little-saas…
Therefore, it is completely pointless to compare the 17% growth with the growth that Coupa, Okta, CRWD and others will report. Use the 40% ARR growth if you want to compare…
If you look at the definition of dollar net retention in Alteryx earnings release:
Dollar-Based Net Expansion Rate . Our dollar-based net expansion rate is a trailing four-quarter average of the annual contract value, or ACV, which is defined as the subscription revenue that we would contractually expect to recognize over the term of the contract divided by the term of the contract, in years, from a cohort of customers in a quarter as compared to the same quarter in the prior year. To calculate our dollar-based net expansion rate, we first identify a cohort of customers, or the Base Customers, in a particular quarter, or the Base Quarter. A customer will not be considered a Base Customer unless such customer has an active subscription on the last day of the Base Quarter. We then divide the ACV in the same quarter of the subsequent year attributable to the Base Customers, or the Comparison Quarter, including Base Customers from which we no longer derive ACV in the Comparison Quarter, by the ACV attributable to those Base Customers in the Base Quarter. Our dollar-based net expansion rate in a particular quarter is then obtained by averaging the result from that particular quarter with the corresponding result from each of the prior three quarters. The dollar-based net expansion rate excludes contract value relating to professional services from that cohort.
In short, the dollar net retention rate looks at the ACV rather than the actual recognized revenue. This is similar to other SaaS companies and a better proxy for actual business performance.
To summarize, ARR growth of ± 40%, driven by 126% dollar net retention rate from existing customers and 27% increase in customers (who spend less per customer than the existing customers).