Declining revenue growth
High Gross Margin %
Stellar retention rate
66% Billings growth
Soft FY2020 forecast
Revenue (millions USD)
Q1 Q2 Q3 Q4 Year YOY
2017 16,572 21,305 23,128 27,172 88,177
2018 31,644 37,038 41,681 49,572 159,935 81.38%
2019 56,644 63,575 70,835 80,599 271,653 69.85%
YOY % 79.00% 71.65% 69.95% 62.59%
Forecast46.60% 47.60%
Adj Gross Profit (millions USD)
Q1 Q2 Q3 Q4 Year YOY
2018 24,685 28,597 31,853 36,996 122,131
2019 42,350 46,629 52,604 59,497 201,080 64.64%
YOY % 71.56% 63.06% 65.15% 60.82%
Gross margin percent (Non-GAAP)
Q1 Q2 Q3 Q4 Year
2018 78.01% 77.21% 76.42% 74.63% 76.36%
2019 74.77% 73.34% 74.26% 73.82% 74.02%
Adj Operating Profit (millions USD)
Q1 Q2 Q3 Q4 Year YOY
2018 -6,159 -3,544 -8,043 -14,216 -31,962
2019 -11,660 -14,830 -11,730 -17,476 -55,696 74.26%
Operating Profit % of Revenue (Non-GAAP)
Q1 Q2 Q3 Q4 Year
2018 -19.46% -9.57% -19.30% -28.68% -19.98%
2019 -20.58% -23.33% -16.56% -21.68% -20.50%
Adj Net Profit (millions USD)
Q1 Q2 Q3 Q4 Year YOY
2018 -7,854 -5,265 -8,694 -17,515 -39,328
2019 -12,494 -16,910 -11,151 -20,472 -61,027 55.17%
Net Profit % of Revenue (Non-GAAP)
Q1 Q2 Q3 Q4 Year
2018 -24.82% -14.22% -20.86% -35.33% -24.59%
2019 -22.06% -26.60% -15.74% -25.40% -22.47%
Adj EPS (USD)
Q1 Q2 Q3 Q4 Year YOY
2018 -0.25 -0.17 -0.27 -0.54 -1.23
2019 -0.38 -0.38 -0.16 -0.28 -1.11 -9.76%
Opr Cash Flow GAAP (millions USD)
Q1 Q2 Q3 Q4 Year YOY
2018 850 4,086 -1,848 -23,907 -20,819
2019 5,126 -576 -8,697 -19,790 -23,937 14.98%
Free Cash Flow (millions USD)
Q1 Q2 Q3 Q4 Year YOY
2018 456 3,584 -2,793 -25,034 -23,787
2019 4,790 -1,412 -9,884 -20,878 -27,384 15.12%
Total customers
Q1 Q2 Q3 Q4 YOY
2017 2,800
2018 5,000 78.57%
2019 5,500 6,300 7,200 8,100 62.00%
july2018
Customers (ACV > $100k)
Q1 Q2 Q3 Q4 YOY
2019 340 380 440
Dollar-based net expansion rate
Q1 Q2 Q3 Q4
2017 >130% >130%
2018 >130% >130% >130% >130%
2019 142% >130% >130% >130%
Q1 and Full Year FY20 Guidance
Q1FY20 FY20
Total Revenue $82M - $84M $397M - $403M
Non-GAAP Operating Margin -34% to -32% -25% to -23%
Non-GAAP Net loss per share $0.44 to $0.42 $1.49 to $1.33
Weighted average shares
outstanding (basic & diluted) 74M - 75M 76M - 80M
🆁🅶🅱
wordlessly watching, he waits by the window and wonders…