ServiceNow (NYSE: NOW), the leading digital workflow company making work, work better for people, today announced financial results for its third quarter ended September 30, 2019, with subscription revenues of $835 million in Q3 2019, representing 33% year-over-year growth, 35% adjusted for foreign currency exchange rates.
During the quarter, ServiceNow closed 46 transactions with more than $1 million in net new annual contract value (ACV), representing 84% year-over-year growth. The company now has 809 total customers with more than $1 million in ACV, representing 32% year-over-year growth in customers.
“We delivered another strong quarter, continuing our focus on driving customer success and expanding our footprint across 75% of the Fortune 500,” said John Donahoe, ServiceNow president and CEO. “We are pleased that companies are turning to ServiceNow to be their strategic partner for digital transformation when they want to unlock productivity and create leverage with their technology investments.”
Today’s results follow yesterday’s announcement of ServiceNow’s preliminary third quarter 2019 financial results, along with the news that Bill McDermott will succeed John Donahoe as President and CEO of ServiceNow by year-end 2019.
Third Quarter 2019 GAAP and Non‑GAAP Results:
The following table summarizes our financial results for the third quarter 2019:
Third Quarter 2019
| Third Quarter 2019 Non-GAAP Results(1) | |||||||||||
Amount
| Year/Year
| Amount
| Year/Year
| Adjusted
| Adjusted
| |||||||
Subscription revenues | $834.9 | 33% | $847.6 | 35% | ||||||||
Professional services and other revenues | $50.9 | 9% | $51.7 | 11% | ||||||||
Total revenues | $885.8 | 32% | $899.2 | 34% | ||||||||
Subscription billings | $864.0 | 28% | $869.1 | 29% | ||||||||
Professional services and other billings | $51.2 | 10% | $51.9 | 12% | ||||||||
Total billings | $915.2 | 27% | $921.0 | 28% | ||||||||
Amount
| Margin (%) | Amount
| Margin (%) | |||||||||
Subscription gross profit | $695.6 | 83% | $720.7 | 86% | ||||||||
Professional services and other gross profit (loss) | ($10.5) | (21%) | $0.3 | 1% | ||||||||
Total gross profit | $685.0 | 77% | $721.1 | 81% | ||||||||
Income from operations | $56.3 | 6% | $228.2 | 26% | ||||||||
Net cash provided by operating activities | $210.2 | 24% | ||||||||||
Free cash flow | $121.3 | 14% | ||||||||||
Amount
| Earnings per
| Amount
| Earnings per
| |||||||||
Net income | $40.6 | $0.22 / $0.21 | $192.9 | $1.03 / $0.99 | ||||||||
(1) | We report non-GAAP financial measures in addition to, and not as a substitute for, or superior to, financial measures calculated in accordance with GAAP. See the section entitled “Statement Regarding Use of Non-GAAP Financial Measures” for an explanation of non-GAAP measures, and the table entitled “GAAP to Non-GAAP Reconciliation” for a reconciliation of GAAP to non-GAAP measures. | |
(2) | Non-GAAP adjusted subscription revenues, professional services and other revenues, total revenues and professional services and other billings are adjusted for constant currency. Non-GAAP adjusted subscription billings and total billings are adjusted for constant currency and constant billings duration. See the section entitled “Statement Regarding Use of Non-GAAP Financial Measures” for an explanation of non-GAAP measures, and the table entitled “GAAP to Non-GAAP Reconciliation” for a reconciliation of GAAP to non-GAAP measures. |
Financial Outlook
Our guidance includes GAAP and non-GAAP financial measures.
The following table summarizes our guidance for the fourth quarter 2019:
Fourth Quarter 2019
| Fourth Quarter 2019 Non-GAAP Guidance(1) | ||||||
Amount
| Year/Year
| Amount
| Year/Year
| Adjusted
| Adjusted
| ||
Subscription revenues | $884 - $889 | 33% | $897 - $902 | 35% | |||
Subscription billings | $1,249 - $1,254 | 31% - 32% | $1,270 - $1,275 | 33% - 34% | |||
Margin (%) | |||||||
Income from operations | 21% | ||||||
Amount
| |||||||
Weighted-average shares used to compute diluted net income per share | 195 | ||||||
| (1) | We report non-GAAP financial measures in addition to, and not as a substitute for, or superior to, financial measures calculated in accordance with GAAP. See the section entitled “Statement Regarding Use of Non-GAAP Financial Measures” for an explanation of non-GAAP measures, and the table entitled “Reconciliation of Non-GAAP Financial Guidance” for a reconciliation of GAAP to non-GAAP measures. | |
(2) | Guidance for GAAP subscription revenues and non-GAAP subscription billings is based on foreign exchange rates as of September 30, 2019 for entities reporting in currencies other than U.S. Dollars. | |
(3) | Non-GAAP adjusted subscription revenues are adjusted for constant currency. Non-GAAP adjusted subscription billings are adjusted for constant currency and constant billings duration. See the section entitled “Statement Regarding Use of Non-GAAP Financial Measures” for an explanation of non-GAAP measures, and the table entitled “Reconciliation of Non-GAAP Financial Guidance” for a reconciliation of GAAP to non-GAAP measures. |
The following table summarizes our updated guidance for full-year 2019:
Full-Year 2019
| Full-Year 2019 Non-GAAP Guidance(1) | ||||||
Amount
| Year/Year
| Amount
| Year/Year
| Adjusted
| Adjusted
| ||
Subscription revenues | $3,240 - $3,245 | 34% | $3,302 - $3,307 | 36% - 37% | |||
Subscription billings | $3,740 - $3,745 | 30% | $3,817 - $3,822 | 32% - 33% | |||
Margin (%) | |||||||
Subscription gross profit | 86% | ||||||
Income from operations | 21% | ||||||
Free cash flow | 28% | ||||||
Amount
| |||||||
Weighted-average shares used to compute diluted net income per share | 194 | ||||||
| (1) | We report non-GAAP financial measures in addition to, and not as a substitute for, or superior to, financial measures calculated in accordance with GAAP. See the section entitled “Statement Regarding Use of Non-GAAP Financial Measures” for an explanation of non-GAAP measures, and the table entitled “Reconciliation of Non-GAAP Financial Guidance” for a reconciliation of GAAP to non-GAAP measures. | |
(2) | GAAP subscription revenues and non-GAAP subscription billings for the future quarters included in our full-year 2019 guidance are based on foreign exchange rates as of September 30, 2019 for entities reporting in currencies other than U.S. Dollars. | |
(3) | Non-GAAP adjusted subscription revenues are adjusted for constant currency. Non-GAAP adjusted subscription billings are adjusted for constant currency and constant billings duration. See the section entitled “Statement Regarding Use of Non-GAAP Financial Measures” for an explanation of non-GAAP measures, and the table entitled “Reconciliation of Non-GAAP Financial Guidance” for a reconciliation of GAAP to non-GAAP measures. |
The following table compares our updated full-year 2019 guidance against our previously issued full-year 2019 guidance dated July 24, 2019:
Comparison of Updated Full-Year 2019 Guidance to Previously Issued Guidance(1)
| |||||||||
Previous Guidance
| Currency Impact(3) | Duration Impact(4) | Guidance Change | Current Guidance
| |||||
GAAP subscription revenues | $3,250 | ($18) | $0 | $11 | $3,243 | ||||
Non-GAAP subscription billings(6) | $3,745 | ($23) | $10 | $11 | $3,743 | ||||
(1) | Numbers are rounded for presentation purposes. | |
(2) | Refers to previously issued full-year 2019 guidance dated July 24, 2019. | |
(3) | GAAP subscription revenues and non-GAAP subscription billings for the future quarters included in our full-year 2019 guidance are based on foreign exchange rates in effect at the end of the current quarter for entities reporting in currencies other than U.S. Dollars. Currency impact represents the sum of (i) the impact of the difference between the actual average rates in the period used to calculate our Q3 2019 actual results and the rates as of June 30, 2019 assumed in our previously issued guidance dated July 24, 2019 plus (ii) the impact of the difference between the exchange rates in effect as of September 30, 2019 assumed in our updated full-year 2019 guidance, and the rates as of June 30, 2019 assumed in our previously issued guidance dated July 24, 2019. | |
(4) | Represents the impact of billings greater than 12 months in excess of guidance assumptions. | |
(5) | Represents the updated full-year 2019 guidance presented in the table above. | |
(6) | We report non-GAAP financial measures in addition to, and not as a substitute for, or superior to, financial measures calculated in accordance with GAAP. See the section entitled “Statement Regarding Use of Non-GAAP Financial Measures” for an explanation of non-GAAP measures, and the table entitled “Reconciliation of Non-GAAP Financial Guidance” for a reconciliation of GAAP to non-GAAP measures. |
Conference Call Details
The conference call will begin at 2 p.m. Pacific Time (22:00 BST) on October 23, 2019. Interested parties may listen to the call by dialing (877) 824‑2843 (passcode: 9197834), or if outside North America, by dialing (647) 689‑5665 (passcode: 9197834). Individuals may access the live teleconference from this webcast link:
https://event.on24.com/wcc/r/2078426/17C64C4B1449180887A4708BC36CB6E7
An audio replay of the conference call and webcast will be available two hours after its completion and will be accessible for 30 days. To hear the replay, interested parties may go to the investor relations section of the ServiceNow website or dial (800) 585‑8367 (passcode: 9197834), or if outside North America, by dialing (416) 621‑4642 (passcode: 9197834).
Investor Presentation Details
An investor presentation providing additional information and analysis can be found at http://investors.servicenow.com.
Statement Regarding Use of Non‑GAAP Financial Measures
We report the following non-GAAP financial measures in addition to, and not as a substitute for, or superior to, financial measures calculated in accordance with GAAP.
- Adjusted revenues. We present revenues adjusted for constant currency to provide a framework for assessing how our business performed excluding the effect of foreign currency rate fluctuations. To present this information, current period results for entities reporting in currencies other than U.S. Dollars (USD) are converted into USD at the average exchange rates in effect during the comparison period (for Q3 2018, the average exchange rates in effect for our major currencies were 1 USD to 0.8601 Euros and 1 USD to 0.7679 British Pound Sterling (GBP)), rather than the actual average exchange rates in effect during the current period (for Q3 2019, the average exchange rates in effect for our major currencies were 1 USD to 0.8995 Euros and 1 USD 0.8116 GBP). Similarly, in our guidance, we apply the average exchange rates in effect during the comparison period rather than the exchange rates for the guidance period. We believe the presentation of revenues adjusted for constant currency facilitates the comparison of revenues year-over-year.
- Billings and Adjusted billings. We believe billings is a useful leading indicator regarding the performance of our business. We define subscription billings, professional services and other billings, and total billings as the applicable revenue plus the applicable change in deferred revenue, unbilled receivables and customer deposits as presented or derived from the statement of cash flows. We adjust billings for constant currency, as described above, and for constant duration by replacing the portion of multi-year billings in excess of twelve months during the current or guidance period with the portion of multi-year billings in excess of twelve months during the comparison period. We believe these adjustments facilitate greater comparability in our billings information year-over-year.
- Gross profit, Income from operations and Net income. Our non-GAAP presentation of gross profit, income from operations, and net income measures exclude stock-based compensation expense, amortization of debt discount and issuance costs related to our convertible senior notes, loss on early note conversions, amortization of purchased intangibles, legal settlements, business combination and other related costs, and the related income tax effect of these adjustments. We believe the presentation of operating results that exclude these non-cash or non-recurring items provides useful supplemental information to investors and facilitates the analysis of our operating results and comparison of operating results across reporting periods.
- Free cash flow. Free cash flow is defined as net cash provided by (used in) operating activities plus cash paid for legal settlements and repayments of convertible senior notes attributable to debt discount, reduced by purchases of property and equipment. Free cash flow margin is calculated as free cash flow as a percentage of total revenues. We believe information regarding free cash flow and free cash flow margin provides useful information to investors because it is an indicator of the strength and performance of our business operations.
Our presentation of non-GAAP financial measures may not be comparable to similar measures used by other companies. We encourage investors to carefully consider our results under GAAP, as well as our supplemental non-GAAP information and the reconciliation between these presentations, to more fully understand our business. Please see the tables included at the end of this release for the reconciliation of GAAP and non-GAAP results and guidance.
Use of Forward‑Looking Statements
This release contains “forward-looking statements” regarding our performance, including but not limited to statements in the section entitled “Financial Outlook.” Forward-looking statements are subject to known and unknown risks and uncertainties and are based on potentially inaccurate assumptions that could cause actual results to differ materially from those expected or implied by the forward-looking statements. If any such risks or uncertainties materialize or if any of the assumptions prove incorrect, our results could differ materially from the results expressed or implied by the forward‑looking statements we make.
Factors that may cause actual results to differ materially from those in any forward-looking statements include: (i) errors, interruptions, delays, or security breaches in or of our service or datacenters, (ii) our ability to grow at our expected rate of growth, including our ability to convert deferred revenue and backlog into revenue, add and retain customers, sell additional subscriptions to existing customers, sell to very large and regulated organizations with complex sales cycles, and enter new geographies and markets, (iii) our ability to continue to release, and gain customer acceptance of, improved versions of our services, (iv) our ability to develop and gain customer acceptance of new products and services, including our platform and those acquired through strategic transactions, (v) our ability to compete successfully against existing and new competitors, and (vi) material changes in the value of foreign currencies relative to the U.S. Dollar.
Further information on these and other factors that could affect our financial results are included in our Form 10-Q that will be filed for the quarter ended September 30, 2019 and in other filings we make with the Securities and Exchange Commission from time to time, including our Form 10-K filed for the year ended December 31, 2018.
We undertake no obligation, and do not intend, to update these forward-looking statements, to review or confirm analysts’ expectations, or to provide interim reports or updates on the progress of the current financial quarter.
About ServiceNow
ServiceNow (NYSE: NOW) is making the world of work, work better for people. Our cloud‑based platform and solutions deliver digital workflows that create great experiences and unlock productivity for employees and the enterprise. For more information, visit: www.servicenow.com.
© 2019 ServiceNow, Inc. All rights reserved. ServiceNow, the ServiceNow logo, Now, Now Platform, and other ServiceNow marks are trademarks and/or registered trademarks of ServiceNow, Inc. in the United States and/or other countries. Other company names, product names, and logos may be trademarks of the respective companies with which they are associated.
ServiceNow, Inc. Condensed Consolidated Statements of Operations (in thousands, except share and per share data) (unaudited) | |||||||||||||||
Three Months Ended | Nine Months Ended | ||||||||||||||
September 30,
| September 30,
| September 30,
| September 30,
| ||||||||||||
Revenues: | |||||||||||||||
Subscription | $ | 834,910 | $ | 626,567 | $ | 2,355,885 | $ | 1,755,174 | |||||||
Professional services and other | 50,923 | 46,530 | 152,778 | 138,201 | |||||||||||
Total revenues | 885,833 | 673,097 | 2,508,663 | 1,893,375 | |||||||||||
Cost of revenues (1): | |||||||||||||||
Subscription | 139,330 | 106,821 | 401,398 | 303,918 | |||||||||||
Professional services and other | 61,463 | 51,037 | 183,794 | 150,578 | |||||||||||
Total cost of revenues | 200,793 | 157,858 | 585,192 | 454,496 | |||||||||||
Gross profit | 685,040 | 515,239 | 1,923,471 | 1,438,879 | |||||||||||
Operating expenses (1): | |||||||||||||||
Sales and marketing | 362,975 | 289,323 | 1,118,279 | 883,893 | |||||||||||
Research and development | 190,099 | 135,655 | 546,041 | 380,839 | |||||||||||
General and administrative | 75,642 | 80,693 | 245,540 | 216,851 | |||||||||||
Total operating expenses | 628,716 | 505,671 | 1,909,860 | 1,481,583 | |||||||||||
Income (loss) from operations | 56,324 | 9,568 | 13,611 | (42,704 | ) | ||||||||||
Interest expense | (8,371 | ) | (11,233 | ) | (24,808 | ) | (43,795 | ) | |||||||
Interest income and other income (expense), net | 12,817 | 8,895 | 44,196 | 45,520 | |||||||||||
Income (loss) before income taxes | 60,770 | 7,230 | 32,999 | (40,979 | ) | ||||||||||
Provision for (benefit from) income taxes | 20,172 | (1,175 | ) | 5,025 | (7,260 | ) | |||||||||
Net income (loss) | $ | 40,598 | $ | 8,405 | $ | 27,974 | $ | (33,719 | ) | ||||||
Net income (loss) per share - basic | $ | 0.22 | $ | 0.05 | $ | 0.15 | $ | (0.19 | ) | ||||||
Net income (loss) per share - diluted | $ | 0.21 | $ | 0.04 | $ | 0.14 | $ | (0.19 | ) | ||||||
Weighted-average shares used to compute net income (loss) per share - basic | 188,074,303 | 178,719,694 | 185,676,049 | 177,198,179 | |||||||||||
Weighted-average shares used to compute net income (loss) per share - diluted | 197,878,215 | 192,190,899 | 196,738,774 | 177,198,179 | |||||||||||
(1) Includes stock-based compensation as follows:
Three Months Ended | Nine Months Ended | ||||||||||||||
September 30,
| September 30,
| September 30,
| September 30,
| ||||||||||||
Cost of revenues: | |||||||||||||||
Subscription | $ | 18,880 | $ | 12,775 | $ | 54,019 | $ | 36,604 | |||||||
Professional services and other | 10,867 | 8,407 | 31,749 | 24,310 | |||||||||||
Sales and marketing | 68,712 | 60,132 | 200,071 | 169,283 | |||||||||||
Research and development | 50,636 | 35,527 | 144,259 | 97,905 | |||||||||||
General and administrative | 13,839 | 27,567 | 62,046 | 73,207 | |||||||||||
ServiceNow, Inc. Condensed Consolidated Balance Sheets (in thousands) (unaudited) | |||||||
September 30, 2019 | December 31, 2018 | ||||||
Assets | |||||||
Current assets: | |||||||
Cash and cash equivalents | $ | 622,925 | $ | 566,204 | |||
Short-term investments | 848,148 | 931,718 | |||||
Accounts receivable, net | 539,416 | 574,810 | |||||
Current portion of deferred commissions | 158,241 | 139,890 | |||||
Prepaid expenses and other current assets | 128,483 | 132,071 | |||||
Total current assets | 2,297,213 | 2,344,693 | |||||
Deferred commissions, less current portion | 293,086 | 282,490 | |||||
Long-term investments | 1,001,513 | 581,856 | |||||
Property and equipment, net (1) | 400,858 | 347,216 | |||||
Operating lease right-of-use assets (1) | 405,424 | — | |||||
Intangible assets, net | 112,947 | 100,582 | |||||
Goodwill | 153,902 | 148,845 | |||||
Other assets | 91,865 | 73,458 | |||||
Total assets | $ | 4,756,808 | $ | 3,879,140 | |||
Liabilities and Stockholders’ Equity | |||||||
Current liabilities: | |||||||
Accounts payable | $ | 61,906 | $ | 30,733 | |||
Accrued expenses and other current liabilities (1) | 319,792 | 330,246 | |||||
Current portion of deferred revenue | 1,761,532 | 1,651,594 | |||||
Current portion of operating lease liabilities (1) | 49,331 | — | |||||
Total current liabilities | 2,192,561 | 2,012,573 | |||||
Deferred revenue, less current portion | 41,286 | 38,597 | |||||
Operating lease liabilities, less current portion (1) | 388,483 | — | |||||
Convertible senior notes, net | 686,516 | 661,707 | |||||
Other long-term liabilities (1) | 18,489 | 55,064 | |||||
Stockholders’ equity (1) | 1,429,473 | 1,111,199 | |||||
Total liabilities and stockholders’ equity | $ | 4,756,808 | $ | 3,879,140 | |||
(1) | We adopted Topic 842 using the modified retrospective method as of January 1, 2019 and elected the transition option that allows us not to restate the comparative periods in our financial statements in the year of adoption. |
ServiceNow, Inc. Condensed Consolidated Statements of Cash Flows (in thousands) (unaudited) | |||||||||||||||
Three Months Ended | Nine Months Ended | ||||||||||||||
September 30,
| September 30,
| September 30,
| September 30,
| ||||||||||||
Cash flows from operating activities: | |||||||||||||||
Net income (loss) | $ | 40,598 | $ | 8,405 | $ | 27,974 | $ | (33,719 | ) | ||||||
Adjustments to reconcile net income (loss) to net cash provided by operating activities: | |||||||||||||||
Depreciation and amortization | 64,006 | 37,874 | 179,783 | 106,492 | |||||||||||
Amortization of deferred commissions | 42,695 | 43,063 | 122,226 | 107,367 | |||||||||||
Amortization of debt discount and issuance costs | 8,371 | 11,233 | 24,808 | 43,795 | |||||||||||
Stock-based compensation | 162,934 | 144,408 | 492,144 | 401,309 | |||||||||||
Deferred income taxes | 231 | (1,371 | ) | (2,842 | ) | (32,297 | ) | ||||||||
Gain on marketable equity securities | — | — | — | (19,257 | ) | ||||||||||
Repayments of convertible senior notes attributable to debt discount | — | (14,076 | ) | — | (101,633 | ) | |||||||||
Other | (1,298 | ) | 6,209 | (4,621 | ) | 4,502 | |||||||||
Changes in operating assets and liabilities, net of effect of business combinations: | |||||||||||||||
Accounts receivable | (43,023 | ) | (58,486 | ) | 28,331 | 7,454 | |||||||||
Deferred commissions | (61,115 | ) | (59,526 | ) | (158,309 | ) | (152,521 | ) | |||||||
Prepaid expenses and other assets | 2,914 | (521 | ) | (25,569 | ) | 1,519 | |||||||||
Accounts payable | 4,995 | 7,690 | 30,088 | 5,058 | |||||||||||
Deferred revenue | 35,265 | 42,969 | 135,455 | 174,058 | |||||||||||
Accrued expenses and other liabilities | (46,395 | ) | (22,370 | ) | (34,707 | ) | 9,350 | ||||||||
Net cash provided by operating activities | 210,178 | 145,501 | 814,761 | 521,477 | |||||||||||
Cash flows from investing activities: | |||||||||||||||
Purchases of property and equipment | (88,869 | ) | (47,987 | ) | (185,889 | ) | (136,349 | ) | |||||||
Business combinations, net of cash and restricted cash acquired | — | — | — | (24,940 | ) | ||||||||||
Purchases of other intangibles | (1,200 | ) | (2,750 | ) | (37,360 | ) | (13,600 | ) | |||||||
Purchases of investments | (455,050 | ) | (447,085 | ) | (1,255,691 | ) | (826,998 | ) | |||||||
Sales of investments | 22,877 | — | 31,046 | 39,975 | |||||||||||
Maturities of investments | 400,258 | 408,473 | 900,407 | 861,629 | |||||||||||
Realized (losses) gains on derivatives not designated as hedging instruments, net | (371 | ) | — | 21,742 | — | ||||||||||
Net cash used in investing activities | (122,355 | ) | (89,349 | ) | (525,745 | ) | (100,283 | ) | |||||||
Cash flows from financing activities: | |||||||||||||||
Repayments of convertible senior notes attributable to principal | — | (40,335 | ) | — | (311,520 | ) | |||||||||
Proceeds from employee stock plans | 41,927 | 39,018 | 105,227 | 100,437 | |||||||||||
Taxes paid related to net share settlement of equity awards | (83,183 | ) | (66,737 | ) | (330,802 | ) | (221,268 | ) | |||||||
Payments on financing obligations | — | (180 | ) | — | (756 | ) | |||||||||
Net cash used in financing activities | (41,256 | ) | (68,234 | ) | (225,575 | ) | (433,107 | ) | |||||||
Foreign currency effect on cash, cash equivalents and restricted cash | (7,725 | ) | (2,088 | ) | (6,439 | ) | (9,593 | ) | |||||||
Net increase (decrease) in cash, cash equivalents and restricted cash | 38,842 | (14,170 | ) | 57,002 | (21,506 | ) | |||||||||
Cash, cash equivalents and restricted cash at beginning of period | 586,698 | 720,493 | 568,538 | 727,829 | |||||||||||
Cash, cash equivalents and restricted cash at end of period | $ | 625,540 | $ | 706,323 | $ | 625,540 | $ | 706,323 | |||||||
ServiceNow, Inc. GAAP to Non-GAAP Reconciliation (in thousands, except share and per share data) (unaudited) | |||||||||||||||||||
Three Months Ended | Nine Months Ended | ||||||||||||||||||
September 30,
| September 30,
| Growth
| September 30,
| September 30,
| Growth
| ||||||||||||||
Subscription revenues: | |||||||||||||||||||
GAAP subscription revenues | $ | 834,910 | $ | 626,567 | 33% | $ | 2,355,885 | $ | 1,755,174 | 34% | |||||||||
Effects of foreign currency rate fluctuations | 12,672 | 49,706 | |||||||||||||||||
Non-GAAP adjusted subscription revenues (1) | $ | 847,582 | 35% | $ | 2,405,591 | 37% | |||||||||||||
Subscription billings: | |||||||||||||||||||
GAAP subscription revenues | $ | 834,910 | $ | 626,567 | 33% | $ | 2,355,885 | $ | 1,755,174 | 34% | |||||||||
Change in subscription deferred revenue, unbilled receivables and customer deposits | 29,137 | 47,592 | 134,663 | 174,261 | |||||||||||||||
Non-GAAP subscription billings | 864,047 | 674,159 | 28% | 2,490,548 | 1,929,435 | 29% | |||||||||||||
Effects of foreign currency rate fluctuations | 12,309 | 50,996 | |||||||||||||||||
Effects of fluctuations in billings duration | (7,272 | ) | 5,039 | ||||||||||||||||
Non-GAAP adjusted subscription billings (2) | $ | 869,084 | 29% | $ | 2,546,583 | 32% | |||||||||||||
Professional services and other revenues: | |||||||||||||||||||
GAAP professional services and other revenues | $ | 50,923 | $ | 46,530 | 9% | $ | 152,778 | $ | 138,201 | 11% | |||||||||
Effects of foreign currency rate fluctuations | 728 | 4,082 | |||||||||||||||||
Non-GAAP adjusted professional service and other revenues (1) | $ | 51,651 | 11% | $ | 156,860 | 14% | |||||||||||||
Professional services and other billings: | |||||||||||||||||||
GAAP professional services and other revenues | $ | 50,923 | $ | 46,530 | 9% | $ | 152,778 | $ | 138,201 | 11% | |||||||||
Change in professional services and other deferred revenue | 245 | (148 | ) | 435 | 8,157 | ||||||||||||||
Non-GAAP professional services and other billings | 51,168 | 46,382 | 10% | 153,213 | 146,358 | 5% | |||||||||||||
Effects of foreign currency rate fluctuations | 728 | 4,082 | |||||||||||||||||
Non-GAAP adjusted professional services and other billings (2) | $ | 51,896 | 12% | $ | 157,295 | 7% | |||||||||||||
Total revenues: | |||||||||||||||||||
GAAP total revenues | $ | 885,833 | $ | 673,097 | 32% | $ | 2,508,663 | $ | 1,893,375 | 32% | |||||||||
Effects of foreign currency rate fluctuations | 13,400 | 53,788 | |||||||||||||||||
Non-GAAP adjusted total revenues (1) | $ | 899,233 | 34% | $ | 2,562,451 | 35% | |||||||||||||
Total billings: | |||||||||||||||||||
GAAP total revenues | $ | 885,833 | $ | 673,097 | 32% | $ | 2,508,663 | $ | 1,893,375 | 32% | |||||||||
Change in total deferred revenue, unbilled receivables and customer deposits | 29,382 | 47,444 | 135,098 | 182,418 | |||||||||||||||
Non-GAAP total billings | 915,215 | 720,541 | 27% | 2,643,761 | 2,075,793 | 27% | |||||||||||||
Effects of foreign currency rate fluctuations | 13,037 | 55,078 | |||||||||||||||||
Effects of fluctuations in billings duration | (7,272 | ) | 5,039 | ||||||||||||||||
Non-GAAP adjusted total billings (2) | $ | 920,980 | 28% | $ | 2,703,878 | 30% | |||||||||||||
Cost of revenues: | |||||||||||||||||||
GAAP subscription cost of revenues | $ | 139,330 | $ | 106,821 | $ | 401,398 | $ | 303,918 | |||||||||||
Stock-based compensation | (18,880 | ) | (12,775 | ) | (54,019 | ) | (36,604 | ) | |||||||||||
Amortization of purchased intangibles | (6,281 | ) | (4,879 | ) | (16,595 | ) | (13,930 | ) | |||||||||||
Non-GAAP subscription cost of revenues | $ | 114,169 | $ | 89,167 | $ | 330,784 | $ | 253,384 | |||||||||||
GAAP professional services and other cost of revenues | $ | 61,463 | $ | 51,037 | $ | 183,794 | $ | 150,578 | |||||||||||
Stock-based compensation | (10,867 | ) | (8,407 | ) | (31,749 | ) | (24,310 | ) | |||||||||||
Non-GAAP professional services and other cost of revenues | $ | 50,596 | $ | 42,630 | $ | 152,045 | $ | 126,268 | |||||||||||
Gross profit (loss): | |||||||||||||||||||
GAAP subscription gross profit | $ | 695,580 | $ | 519,746 | $ | 1,954,487 | $ | 1,451,256 | |||||||||||
Stock-based compensation | 18,880 | 12,775 | 54,019 | 36,604 | |||||||||||||||
Amortization of purchased intangibles | 6,281 | 4,879 | 16,595 | 13,930 | |||||||||||||||
Non-GAAP subscription gross profit | $ | 720,741 | $ | 537,400 | $ | 2,025,101 | $ | 1,501,790 | |||||||||||
GAAP professional services and other gross loss | $ | (10,540 | ) | $ | (4,507 | ) | $ | (31,016 | ) | $ | (12,377 | ) | |||||||
Stock-based compensation | 10,867 | 8,407 | 31,749 | 24,310 | |||||||||||||||
Non-GAAP professional services and other gross profit | $ | 327 | $ | 3,900 | $ | 733 | $ | 11,933 | |||||||||||
GAAP gross profit | $ | 685,040 | $ | 515,239 | $ | 1,923,471 | $ | 1,438,879 | |||||||||||
Stock-based compensation | 29,747 | 21,182 | 85,768 | 60,914 | |||||||||||||||
Amortization of purchased intangibles | 6,281 | 4,879 | 16,595 | 13,930 | |||||||||||||||
Non-GAAP gross profit | $ | 721,068 | $ | 541,300 | $ | 2,025,834 | $ | 1,513,723 | |||||||||||
Gross margin: | |||||||||||||||||||
GAAP subscription gross margin | 83 | % | 83 | % | 83 | % | 83 | % | |||||||||||
Stock-based compensation as % of subscription revenues | 2 | % | 2 | % | 2 | % | 2 | % | |||||||||||
Amortization of purchased intangibles as % of subscription revenues | 1 | % | 1 | % | 1 | % | 1 | % | |||||||||||
Non-GAAP subscription gross margin | 86 | % | 86 | % | 86 | % | 86 | % | |||||||||||
GAAP professional services and other gross margin | (21 | %) | (10 | %) | (20 | %) | (9 | %) | |||||||||||
Stock-based compensation as % of professional services and other revenues | 22 | % | 18 | % | 20 | % | 18 | % | |||||||||||
Non-GAAP professional services and other gross margin | 1 | % | 8 | % | 0 | % | 9 | % | |||||||||||
GAAP gross margin | 77 | % | 77 | % | 77 | % | 76 | % | |||||||||||
Stock-based compensation as % of total revenues | 3 | % | 3 | % | 3 | % | 3 | % | |||||||||||
Amortization of purchased intangibles as % of total revenues | 1 | % | 0 | % | 1 | % | 1 | % | |||||||||||
Non-GAAP gross margin | 81 | % | 80 | % | 81 | % | 80 | % | |||||||||||
Operating expenses: | |||||||||||||||||||
GAAP sales and marketing expenses | $ | 362,975 | $ | 289,323 | $ | 1,118,279 | $ | 883,893 | |||||||||||
Stock-based compensation | (68,712 | ) | (60,132 | ) | (200,071 | ) | (169,283 | ) | |||||||||||
Non-GAAP sales and marketing expenses | $ | 294,263 | $ | 229,191 | $ | 918,208 | $ | 714,610 | |||||||||||
GAAP research and development expenses | $ | 190,099 | $ | 135,655 | $ | 546,041 | $ | 380,839 | |||||||||||
Stock-based compensation | (50,636 | ) | (35,527 | ) | (144,259 | ) | (97,905 | ) | |||||||||||
Amortization of purchased intangibles | (455 | ) | (455 | ) | (1,365 | ) | (1,365 | ) | |||||||||||
Non-GAAP research and development expenses | $ | 139,008 | $ | 99,673 | $ | 400,417 | $ | 281,569 | |||||||||||
GAAP general and administrative expenses | $ | 75,642 | $ | 80,693 | $ | 245,540 | $ | 216,851 | |||||||||||
Stock-based compensation | (13,839 | ) | (27,567 | ) | (62,046 | ) | (73,207 | ) | |||||||||||
Amortization of purchased intangibles | (2,281 | ) | (1,047 | ) | (6,118 | ) | (2,882 | ) | |||||||||||
Business combination and other related costs | 26 | (300 | ) | (120 | ) | (964 | ) | ||||||||||||
Non-GAAP general and administrative expenses | $ | 59,548 | $ | 51,779 | $ | 177,256 | $ | 139,798 | |||||||||||
GAAP total operating expenses | $ | 628,716 | $ | 505,671 | $ | 1,909,860 | $ | 1,481,583 | |||||||||||
Stock-based compensation | (133,187 | ) | (123,226 | ) | (406,376 | ) | (340,395 | ) | |||||||||||
Amortization of purchased intangibles | (2,736 | ) | (1,502 | ) | (7,483 | ) | (4,247 | ) | |||||||||||
Business combination and other related costs | 26 | (300 | ) | (120 | ) | (964 | ) | ||||||||||||
Non-GAAP total operating expenses | $ | 492,819 | $ | 380,643 | $ | 1,495,881 | $ | 1,135,977 | |||||||||||
Income (loss) from operations: | |||||||||||||||||||
GAAP income (loss) from operations | $ | 56,324 | $ | 9,568 | $ | 13,611 | $ | (42,704 | ) | ||||||||||
Stock-based compensation | 162,934 | 144,408 | 492,144 | 401,309 | |||||||||||||||
Amortization of purchased intangibles | 9,017 | 6,381 | 24,078 | 18,177 | |||||||||||||||
Business combination and other related costs | (26 | ) | 300 | 120 | 964 | ||||||||||||||
Non-GAAP income from operations | $ | 228,249 | $ | 160,657 | $ | 529,953 | $ | 377,746 | |||||||||||
Operating margin: | |||||||||||||||||||
GAAP operating margin | 6 | % | 1 | % | 1 | % | (2 | %) | |||||||||||
Stock-based compensation as % of total revenues | 18 | % | 21 | % | 20 | % | 21 | % | |||||||||||
Amortization of purchased intangibles as % of total revenues | 2 | % | 2 | % | 0 | % | 1 | % | |||||||||||
Business combination and other related costs as % of total revenues | 0 | % | 0 | % | 0 | % | 0 | % | |||||||||||
Non-GAAP operating margin | 26 | % | 24 | % | 21 | % | 20 | % | |||||||||||
Net income (loss): | |||||||||||||||||||
GAAP net income (loss) | $ | 40,598 | $ | 8,405 | $ | 27,974 | $ | (33,719 | ) | ||||||||||
Stock-based compensation | 162,934 | 144,408 | 492,144 | 401,309 | |||||||||||||||
Amortization of purchased intangibles | 9,017 | 6,381 | 24,078 | 18,177 | |||||||||||||||
Business combination and other related costs | (26 | ) | 300 | 120 | 964 | ||||||||||||||
Amortization of debt discount and issuance costs for the convertible senior notes | 8,371 | 11,233 | 24,808 | 43,795 | |||||||||||||||
Loss on early note conversions | — | 190 | — | 4,063 | |||||||||||||||
Income tax expense effects related to the above adjustments | (28,041 | ) | (41,913 | ) | (109,804 | ) | (109,819 | ) | |||||||||||
Non-GAAP net income | $ | 192,853 | $ | 129,004 | $ | 459,320 | $ | 324,770 | |||||||||||
Net income (loss) per share - basic and diluted: | |||||||||||||||||||
GAAP net income (loss) per share - basic | $ | 0.22 | $ | 0.05 | $ | 0.15 | $ | (0.19 | ) | ||||||||||
GAAP net income (loss) per share - diluted | $ | 0.21 | $ | 0.04 | $ | 0.14 | $ | (0.19 | ) | ||||||||||
Non-GAAP net income per share - basic | $ | 1.03 | $ | 0.72 | $ | 2.47 | $ | 1.83 | |||||||||||
Non-GAAP net income per share - diluted | $ | 0.99 | $ | 0.68 | $ | 2.37 | $ | 1.73 | |||||||||||
GAAP weighted-average shares used to compute net income (loss) per share - basic | 188,074,303 | 178,719,694 | 185,676,049 | 177,198,179 | |||||||||||||||
GAAP weighted-average shares used to compute net income (loss) per share - diluted | 197,878,215 | 192,190,899 | 196,738,774 | 177,198,179 | |||||||||||||||
Effects of dilutive time-based stock awards (3) | — | — | — | 7,670,540 | |||||||||||||||
Effects of in-the-money portion of convertible senior notes (3) | (2,928,795 | ) | (3,192,806 | ) | (2,701,072 | ) | — | ||||||||||||
Effects of warrants (3) | — | — | — | 2,932,637 | |||||||||||||||
Effects of stock awards with performance conditions not yet satisfied (3) | 135,902 | 348,689 | 62,189 | 239,162 | |||||||||||||||
Non-GAAP weighted-average shares used to compute net income per share - diluted | 195,085,322 | 189,346,782 | 194,099,891 | 188,040,518 | |||||||||||||||
Free cash flow: | |||||||||||||||||||
GAAP net cash provided by operating activities | $ | 210,178 | $ | 145,501 | $ | 814,761 | $ | 521,477 | |||||||||||
Purchases of property and equipment | (88,869 | ) | (47,987 | ) | (185,889 | ) | (136,349 | ) | |||||||||||
Repayments of convertible senior notes attributable to debt discount | — | 14,076 | — | 101,633 | |||||||||||||||
Non-GAAP free cash flow | $ | 121,309 | $ | 111,590 | $ | 628,872 | $ | 486,761 | |||||||||||
Free cash flow margin: | |||||||||||||||||||
GAAP net cash provided by operating activities as % of total revenues | 24 | % | 22 | % | 32 | % | 28 | % | |||||||||||
Purchases of property and equipment as % of total revenues | (10 | %) | (7 | %) | (7 | %) | (7 | %) | |||||||||||
Repayments of convertible senior notes attributable to debt discount as % of total revenues | — | % | 2 | % | — | % | 5 | % | |||||||||||
Non-GAAP free cash flow margin | 14 | % | 17 | % | 25 | % | 26 | % | |||||||||||
(1) | Adjusted revenues and the corresponding growth rates are derived by applying the average exchange rates in effect during the comparison period rather than the actual average exchange rates in effect during the current period. |
(2) | Adjusted billings and the corresponding growth rates are derived by applying the average exchange rates in effect during the comparison period rather than the actual average exchange rates in effect during the current period, and by replacing the portion of multi-year billings in excess of twelve months during the current period with the portion of multi-year billings in excess of twelve months during the comparison period. |
(3) | Effects of dilutive time-based stock awards, in-the-money portion of convertible senior notes and warrants are included in the GAAP weighted-average diluted shares in periods where we have GAAP net income. We exclude the in-the-money portion of convertible senior notes for non-GAAP weighted-average diluted shares as they are covered by our note hedges. We include stock awards with performance conditions not yet satisfied for non-GAAP weighted-average diluted shares at forecasted attainment levels to the extent we believe it is probable that the performance condition will be met. |
ServiceNow, Inc.
Reconciliation of Non-GAAP Financial Guidance
The financial guidance provided below is an estimate based on information available as of September 30, 2019. The company’s future performance and financial results are subject to risks and uncertainties, and actual results could differ materially from the guidance set forth below. Some of the factors that could affect the company’s financial results are stated above in this press release. Further information on these and other factors that could affect our financial results are included in our Form 10-Q for the three months ended June 30, 2019 and in other filings we make with the Securities and Exchange Commission from time to time, including our Form 10-Q that will be filed for the three months ended September 30, 2019. The company assumes no obligation to update any forward-looking statements or information, which speak as of their respective dates.
Three Months Ended | |||||
December 31, 2019 | December 31, 2018 (3) | Growth Rates | |||
GAAP subscription revenues | $884 - $889 million | $666 million | 33% | ||
Effects of foreign currency rate fluctuations | 13 million | ||||
Non-GAAP adjusted subscription revenues (1) | $897 - $902 million | 35% | |||
GAAP subscription revenues | $884 - $889 million | $666 million | 33% | ||
Change in subscription deferred revenue, unbilled receivables and customer deposits | 365 million | 286 million | |||
Non-GAAP subscription billings | $1,249 - $1,254 million | $952 million | 31% - 32% | ||
Effects of foreign currency rate fluctuations | 19 million | ||||
Effects of fluctuations in billings duration | 2 million | ||||
Non-GAAP adjusted subscription billings (2) | $1,270 - $1,275 million | 33% - 34% | |||
GAAP operating margin | 2% | ||||
Stock-based compensation expense as % of total revenues | 18% | ||||
Amortization of purchased intangibles as % of total revenues | 1% | ||||
Business combination and other related costs as % of total revenues | 0% | ||||
Non-GAAP operating margin | 21% | ||||
GAAP weighted-average shares used to compute net income per share - diluted | 198 million | ||||
Effects of in-the-money portion of convertible senior notes(4) | (3) million | ||||
Non-GAAP weighted-average shares used to compute net income per share - diluted | 195 million | ||||
Twelve Months Ended | |||||
December 31, 2019 | December 31, 2018 (3) | Growth Rates | |||
GAAP subscription revenues | $3,240 - $3,245 million | $2,421 million | 34% | ||
Effects of foreign currency rate fluctuations | 62 million | ||||
Non-GAAP adjusted subscription revenues (1) | $3,302 - $3,307 million | 36% - 37% | |||
GAAP subscription revenues | $3,240 - $3,245 million | $2,421 million | 34% | ||
Change in subscription deferred revenue, unbilled receivables and customer deposits | 500 million | 460 million | |||
Non-GAAP subscription billings | $3,740 - $3,745 million | $2,881 million | 30% | ||
Effects of foreign currency rate fluctuations | 70 million | ||||
Effects of fluctuations in billings duration | 7 million | ||||
Non-GAAP adjusted subscription billings (2) | $3,817 - $3,822 million | 32% - 33% | |||
GAAP subscription gross margin | 83% | ||||
Stock-based compensation expense as % of subscription revenues | 2% | ||||
Amortization of purchased intangibles as % of subscription revenues | 1% | ||||
Non-GAAP subscription margin | 86% | ||||
GAAP operating margin | 1% | ||||
Stock-based compensation expense as % of total revenues | 19% | ||||
Amortization of purchased intangibles as % of total revenues | 1% | ||||
Business combination and other related costs as % of total revenues | 0% | ||||
Non-GAAP operating margin | 21% | ||||
GAAP net cash provided by operating activities as % of total revenues | 36% | ||||
Purchases of property and equipment as % of total revenues | (8%) | ||||
Non-GAAP free cash flow margin | 28% | ||||
GAAP weighted-average shares used to compute net income per share - diluted | 197 million | ||||
Effects of in-the-money portion of convertible senior notes(4) | (3) million | ||||
Non-GAAP weighted-average shares used to compute net income per share - diluted | 194 million | ||||
(1) | Adjusted revenues and the corresponding growth rates are derived by applying the average exchange rates in effect during the comparison period rather than the exchange rates for the guidance period. | |
(2) | Adjusted billings and the corresponding growth rates are derived by applying the average exchange rates in effect during the comparison period rather than the exchange rates for the guidance period, and by replacing the portion of multi-year billings in excess of twelve months for the guidance period with the actual portion of multi-year billings in excess of twelve months during the comparison period. | |
(3) | Effects of foreign currency rate fluctuations and fluctuations in billing durations are not applicable for the comparison period. | |
(4) | We exclude the in-the-money portion of convertible senior notes for non-GAAP weighted-average diluted shares as they are covered by our note hedges. |
View source version on businesswire.com: https://www.businesswire.com/news/home/20191023005835/en/
Contacts:
Sara Day
650.336.3123
press@servicenow.com
