DDOG First Quarter Results

DataDog beat consensus revenue by $13M! The consensus was under $118M, they grossed $131M.

First Quarter 2020 Financial Highlights:

• Revenue was $131.2 million, an increase of 87% year-over-year.

• GAAP operating income was $3.8 million; GAAP operating margin was 2.9%.

• Non-GAAP operating income was $16.1 million; non-GAAP operating margin was 12.3%.

• GAAP net income per diluted share was $0.02; non-GAAP net income per diluted share was $0.06.

• Operating cash flow was $24.3 million, with free cash flow of $19.3 million.



One other key result is that they nearly doubled their “big customer” base.

Strong growth of larger customers, with 960 $100k+ ARR customers versus 508 a year ago


Amazing results.

And they raised full year guidance.

Added some more after hours.


Additional metrics increasing nicely per conference call:

89% increase in customers spending more than $100K.

130 $ based net retention

63% of customers using more than one product, which is up from 58% last qtr and 34% last year.

Gross Margin is 80%, which is up from 78% last quarter and 70% last year.

RPO was 256M and grew 86% YOY (reflects increased longer-term commitments per CFO)

Do expect they will see some slippage in sales to “new logos” in the next couple of quarters



Q/A with analysts during the earnings call:

DDOG’s pipeline remains consistent. Their land and expand model means they’re less dependent on landing big deals. DDOG is not being impacted by reductions in business. They are fortunate that a significant number of their customers are still growing.

DDOG usually lands w/ 2 or more products and most companies they sell to are very early in their migration to the cloud, so they forsee a significant runway within their existing customers.

Question about net new ARR was asked: Are you seeing high-level CIO vs at lower divisional or departmental levels? Answer: They always sell bottom up, and start small even when they land bigger deals, it’s a smaller fraction of what the future opportunity within that overall customer looks like.

3/4 of ARR comes from co’s w/ annual commitments or longer.

Are sales typically displacement opportunities or greenfield opportunities? DDOG’s sales are mostly new customers not using another product to monitor their system.

Important for the future:
DDOG customer base is no more than 10% in the travel, hospitality and dining market sectors, which have obviously been the hardest hit sectors to Covid.

How often is pricing an important driver in the sales process for DDOG? They differentiate their product with a price customers pay with the value they receive. Have not seen any changes in this environment. They grow with their customers and don’t hit them with a large up-front payment.

They are literally guessing that most of their future churn will come from SMBs. They do expect “some uncertainty during Q2 and Q3.”

CEO sees more reliance on on-line and see more investment in cloud.

Where do you see the product portfolio going post-Covid?
Synthetics are growing very fast. Security: They’re very early and they see a very long road map to which they will build around. Are planning additional products/upgrades and are not ready yet to announce around these.

Seeing increased migration to cloud now and expect more once the world recovers from Covid.

Not a lot, rather a few struggling customers have asked DDOG “can you chunk or break our bills up a little bit.” This has not happened a large number of times and this has not been a big deal for DDOG thus far. When this happens, in exchange for chunking their bills up a bit, DDOG asks their customers to increase the term of their contracts. They do this in the spirit of partnership with their customers, realizing that their customer may be going through a difficult time.

DDOG hiring plans are mostly consistent with their original plan. They have ambitious plans to add people to their company.

RPO growth has been in the same ballpark as revenue in the past few quarters due to extensions of average contracts and long-term partnerships.

DDOG closed deals in Italy during the quarter, even while the whole country was locked down.



Although I am impressed by the results and outlook, I do have one concern - the low level of insider ownership. When I checked, this is only 0.32% of outstanding shares. Also, insiders have only sold shares this year with the most recent buy occurring last year. Some of these sales were just made. I imagine a number of insiders have substantial options as well so their sales may be only a portion of their actual stake in the company.

Can anybody explain the significance of the insider ownership and trades?



Pomel owns ~12.6 million class B shares. That is over 4% of the company by himself. I am not sure about the others but I’m guessing it’s more than 0.


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Re: ” Can anybody explain the significance of the insider ownership and trades?

Insiders own a lot of options that you probably don’t see. As such they have a lot of their net worth tied up in the company. Many of the insider sales happened recently, but execs normally can’t make ordinary sales that close to earning so they must have been “planned sales”. A planned sale is typically via a plan that is set up well in advance (with no pre knowledge of earnings), so an insider can slowly move part of their equity out of a business without adversely effecting the stock. Diversification out of an oversized position is considered a smart thing to do so I can’t knock them. One common trade involves both the execution of options along with a stock sale. I believe there were several of those recently.


Although I am impressed by the results and outlook, I do have one concern - the low level of insider ownership.

Also, insiders have only sold shares this year with the most recent buy occurring last year. Some of these sales were just made.

I share your concern but I don’t have an answer. The same can be said for AYX, CRWD, OKLA and ZM.

(Long all of the above)

Pomel owns ~12.6 million class B shares. That is over 4% of the company by himself. I am not sure about the others but I’m guessing it’s more than 0.


Thanks. I had trouble locating it. I could only find info on class A shares apparently. I finally found a reference to class B share ownership. At the time of the IPO, the two co-founders, Pomel and Le-Quoc, had class B shares worth $1 billion and $677 million respectively. But that should be double that now. I don’t understand why it’s so hard to find this information. If this is the case, than the sales by Pomel are paltry compared to his overall stake.

Where did you find the information? And how do you find this information for other insiders?


Where did you find the information? And how do you find this information for other insiders?

Insider trading and links to SEC Form 4 are here (scroll down):


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I googled “datadog class b shares ownership” and found this linked article that gives a great picture of who owned what at the time Datadog went public.




Dave, based on the latest DEF 14A submission, CEO Olivier Pomel still owned 25.7% of class B shares and 23.4% voting power - I see his ownership in one of the largest among all our SaaS companies.


Dave, here is the Proxy report


Page 30 has the insider share ownership. The co-founders Olivier Pomel (23.4%) and Alexis Le Quoc (14.8%) control much of the voting power. Dev Ittycheria (of MongoDB) also owns about 2 million Class A and Class B shares

AC Doyle
(Long DDOG)

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Stifle raises target on DDOG and calls it “the single best …way for investors to gain exposure to the “explosive “growth within the hyper scale cloud market.”

Datadog price target raised to $60 from $50 at Stifel

Stifel analyst Brad Reback keeps a Buy rating on the shares. The company last night delivered a “very strong” quarter, with key metrics above guidance and Street estimates… Datadog benefits from an “open-ended market opportunity and an extremely efficient operating model,” adds the analyst.

Read more at:


Market seems to be happy. DDOG trading up over 9% at 61 at 9:05 premarket trading.

Dave, here is the Proxy report


Page 30 has the insider share ownership. The co-founders Olivier Pomel (23.4%) and Alexis Le Quoc (14.8%) control much of the voting power. Dev Ittycheria (of MongoDB) also owns about 2 million Class A and Class B shares

AC Doyle
(Long DDOG)

Thanks! I appreciate everybody clearing up my confusion. A poster on SA had brought up the insider sales as a negative and I was trying to figure out if this was significant.


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More analyst upgrades for DDOG: Rosenblatt reiterates Buy rating and raises price target to $75 from $61; Needham reiterates Buy rating and raises price target to $70 from $58.


I had a couple of other notes that are maybe worth mentioning

This quarter they guided for $119 million at the top end or 70% growth and ended up with $131,248 or 87% revenue growth. An acceleration of revenue from last quarter’s 85% growth. Going back in quarters the rev growth looks like this 87 - 85 - 88 - 82 - 76.

And then to dig in a little bit more, adj gross margin improved yoy from 73% to 80%. And sequentially from 78%.

because they have had accelerating revenue in a few quarters AND their margins are improving … their gross profit this quarter improved 105% yoy. Compare that to revenue growth of 87%. To say that again, revenue growth was 87% but because they have accelerating revenue growth COMBINED with improving margins their gross profit improved 105% yoy

There were a lot of questions from the analysts on the call about potential loss of revenue due to COVID. I think it came up 5 or 6 times, almost every analyst.

They only guided to 63% revenue growth for Q2 at the high end

I went through below here and bolded all these questions and answers from Olivier and the CFO. You can see how they had to repeat themselves a few times

They are basically saying “we are being prudent”

  • From Olivier Pomel opening statements

We estimate that less than 10% of our ARR comes from categories most negatively impacted by COVID such as hospitality and travel airlines and in personal entertainment. On the other hand we also have exposure to categories that have experienced increasing traffic such as streaming media gaming food delivery e-commerce and collaboration.

  • Now, turning to what we’ve seen in March and April. First of all, the COVID escalation happened late enough in the first quarter to not materially affect our financial results. Throughout the quarter, we saw consumption continue to increase across the platform and growth of the number of hosts, containers metrics traces and logs, for example, have remained consistent with historical trends.

We started to see some negative effects in impacted industries such as travel, hospitality and airlines. But we’ve also seen substantially increased usage from other categories such as streaming media, gaming, food delivery and collaboration, as these customers scaled up their operations in this environment.

  • As far as Q2 goals, our pipeline is robust and relatively consistent with prior quarters, but it is still too early to know the impact COVID could have on the road. Because of that and given the macro uncertainty, it is prudent to expect delay of some new cloud migration projects as well as some impact on churn. As David will discuss, the effect of COVID has been incorporated in our guidance.

  • From CFO

I would now like to turn to our outlook for the second quarter and the full year 2020. Given our recurring revenue model, we have not yet felt the effect of COVID-19 on our top line results. It is early in the quarter and we expect that we will see some deal slippage particularly in new logos. We also expect that despite a relatively high net retention rate, we may see some downward pressure in net retention rate in the next two quarters.

As Olivier mentioned, the usage of some client surged in March and have adjusted somewhat in April, but remain above pre-COVID levels. It is too soon to know how usage will trend for the remainder of the quarter. Therefore, we believe it is prudent to expect some impact from the above effects most likely in Q2 and Q3 and potentially throughout the rest of the year given our ratable model. And as a result, we have incorporated this into our guidance.

  • Sanjit Singh

I had two questions, one more of a short-term – shorter-term question and one more of a longer-term question for Olivier. To start with the short term question, I guess what I’m trying to understand is, from what you guys have seen in March and through April and now in early May, the – what’s the sort of the net impact in terms of what you’re seeing in the business from the customers that are more impacted the sort of less than 10% of ARR customer – the spending trends in those customers that are less than 10% of ARR versus some of the increased spending you’re seeing in some of the other verticals. So does that sort of net out to neutral in terms of your business plans for the year? Or is it – are you seeing a net positive effect?

Olivier Pomel

So I’ll answer that. So far, what we see in March, April is that, we see growth. April actually is a robust month. And we – some customers are impacted and are going slower. Some customers have been scaling up. We have some questions on our end as we discussed on the call on which parts of the scale-ups are going to normalize in the future since we’ve seen some customers that scrambled late in Q1 and then in April to reorganize the operations and may normalize after that.

I would say it’s too early to tell where everything nets up. I would think, we need to be prudent in estimating what could happen over the next couple of quarters. But so far from what we can see, we see a lot more reliance on online. We see actually a success story around the cloud. The cloud scaled up. All these companies have been able to move their operations and scale their operations. And we see more investment going on that side. So that’s the story so far.

  • Raimo Lenschow

Thank you. The – if you – you talked about the net retention and the assumptions that you’re making as the crisis kind of continues. Can you remind us – if there’s going to be more churn then it’s probably going to be more in the SMB space. Can you talk a little bit about your exposure there and what you’re seeing so far? It’s my first question.

Olivier Pomel

Yes. I’ll about SMB and maybe David can talk about the billing mix. So we actually – our ARR is as we discussed before is what split evenly between enterprise mid-market and SMB. But even within SMB we – most of that revenue comes from companies that are on the larger side and on very solid footing financially.

Some of them are publicly traded and tend to be closer to the 1000-employee limit there. We mentioned on the call that less than 50% [Later changed by the Company to 15%] of our revenue came from companies that are on the smaller side which is less than 100 employees.

If you look at our SMB customers, they’re very diverse. And we’re actually less exposed on the SMB side to some of the higher-risk categories around COVID. And so far we haven’t seen a big change in trends. I mean, we did see a tiny uptick in churn in SMBs, but it’s actually consistent with levels we’ve seen just a few quarters ago. So there’s nothing out of the ordinary. And at the same time, we saw an increase of net retention for that same cohort of SMBs. So it has nothing conclusive there. We don’t see anything that we didn’t see before.

Now when we try to guide for the future, we have to try and guess where our exposure is going to be and what can be weaker. We’ll have to guess that the SMBs are going to feel more pain and are going to be where we’ll see more churn. And so that’s what we’ve incorporated in our guidance.

  • Brad Zelnick

Great. Thanks so much. Congratulations on a strong start to the year. And as well, I hope everybody at Datadog and everyone listening is doing okay these days. My first question I wanted to follow up on what Sanjit has asked and I think Raimo is alluding to as well. Just trying to understand the impact on the business from COVID. Specifically, if I hear your comments about the potential for deal slippage obviously with more pressure on new logo business and the downward pressure that you might see on net expansion to what extent are you seeing it coming versus just preparing for it? And maybe, if you could perhaps can you compare and contrast consumption trends versus pipeline progression and the conversions on that pipeline that you’re seeing in March and into April?

Olivier Pomel

Yes. Yes. So, yeah. So look it’s for the most part we’re guessing because it’s too early in the quarter to actually have a good sense of what may slip or not. At the end of Q1, we did have a few deals that slipped and that were marked. The reason for slippage was uncertainty around COVID. And several of them have closed right after. And I would say it’s not like every quarter there are a few deals that slip. And the number of deals that slipped in Q1 was actually not out of the ordinary compared to previous quarters. So we don’t have really anything to quantify the effects we might see but we do anticipate that we will see some.

When it comes to usage, again, it’s also a little bit more difficult to compare because some of the usage patterns have changed a little bit as companies have scrambled to reorganize. So there’s a little bit less predictability in there, which is also why we’re baking that into some of our guidance.

So overall, look, we do anticipate some uncertainty and some pressure on some fronts in Q2 and Q3. I would be worried, if that didn’t happen. But we don’t have anything that makes us particularly concerned in front of us right now.

Matt Hedberg

That’s helpful. And then I just wanted to make sure I understood churn a little bit better Oli. You noted earlier that you’re not being impacted by workforce reductions. But when we think of higher level churns embedded in your guidance is that assumption that some customers might go out of business on the smaller side? Or might we see some seat-based contraction inside of existing customers at some point?

Olivier Pomel

So we don’t sell per seat. So we don’t – there’s no user-driven – these are account-driven component to one billion. So that part doesn’t affect us directly. What we might see is some effect from our customers contracting their infrastructure. But in most cases our customers actually have to keep that infrastructure up to serve their own customers. And there’s a limit to what they can contract there. So that’s not an effect we’ve seen so far.

I think we don’t exactly know where the churn is going to come from if it comes. It’s a fair assumption that a number of small businesses are going to disappear. We also see some medium and large businesses that are affected and we’ll need some form of help or bailout to survive. We’re all aware of that. So some of that might happen. So we want to be cautious. We want to be cognizant of the fact that if the economy as a whole is affected some of it is going to ripple to us considering the fact that we have a very broad-based customer base.

  • Robert Majek

Hi. Thanks and congrats on the strong results. Can you break out the vertical exposure of your customer base? And perhaps more specifically, what the contribution is from some of the more macro-sensitive sectors, including travel and entertainment?

David Obstler

Yeah. We said, we have 10% or less that are subject to – that are in the most exposed which are travel hospitality, dining and those types. So, about a 10% exposure and we have exposures on the other side to some of the work-from-home, collaboration and food deliveries and others. So, we’re pretty diversified. We’ve always said we have a diversified customer base. And our concentration is not above 10% in those, impacted industries.

  • Bhavan Suri

Okay. And then one quick question on the pricing environment. Obviously, given the conversation with Dynatrace and others AppDynamics, New Relic, et cetera. You view it as kind of the most attractive price point out there. How often would you say pricing is an important driver of the conversation especially in this environment? Like are people – are customers really thinking about pricing right now? And is that something that comes up as a decision point right now? Would love to understand sort of what the sales guys are seeing in these conversations.

Olivier Pomel

Yes. So in general, we – the way we differentiate is through the integrated platform and the outcomes we give through our products and less so the pricing that we have. We do have a pricing model that disaggregate certain elements so that our customers can align the price they pay with the value they get, and especially when it comes to matching data and logs and things like that.

I would say, we haven’t seen any changes in that environment. The one thing that we think is might be an advantage is that we also – we operate by starting small and growing with our customers. Our model is not predicated on very large multi-year upfront deals. And that’s something that is attractive to customers especially in an environment where they’re trying to manage cash.