Earnings Conference Call Q2 Fiscal Year 2019 September 4, 2018
Forward-Looking Statements This presentation (including the accompanying oral presentation) contains forward-looking statements within the meaning of the federal securities laws, including statements regarding future financial performance, business strategy and objectives, potential market and growth opportunities, technological or market trends, and projected sales and customer retention rates. We have based these forward-looking statements largely on our current expectations and projections about future events and financial trends that we believe may affect our financial condition, results of operations, business strategy, short-term and long-term business operations, and objectives and financial needs. These forward-looking statements are subject to a number of risks, uncertainties, assumptions, and other factors including, but not limited to, those described in our SEC filings. Moreover, we operate in a competitive and rapidly changing environment in which new risks emerge from time to time. It is not possible for us to predict all risks, nor can we assess the impact of all factors on our business or the extent to which any factor, or combination of factors, may cause our actual results or performance to differ materially from those contained in any forward-looking statements we may make. Although we believe that the expectations reflected in the forward looking statements are reasonable, these and other factors may cause our actual results, performance, or achievements to differ materially and adversely from those anticipated or implied in our forward-looking statements. All forward-looking statements contained herein are based on information available to us as of the date hereof and we do not assume any obligation to update these statements as a result of new information or future events, except as required by law. We may not actually achieve the plans, intentions, or expectations disclosed in our forward-looking statements and you should not place undue reliance on our forward-looking statements. In addition to U.S. GAAP financials, this presentation includes certain non-gaap financial measures, including non-gaap gross margin, calculated billings, free cash flow, non-gaap operating loss, and non-gaap net loss per share. These non-gaap measures are in addition to, not a substitute for or superior to, measures of financial performance prepared in accordance with U.S. GAAP. Our non-gaap financial measures may differ from the non-gaap financial measures used by other companies. A reconciliation of these measures to the most directly comparable U.S. GAAP measure is included in the Appendix to these slides. Additional risks and uncertainties that could affect our financial results are included in filings we make with the SEC from time to time, including under the captions Risk Factors and Management s Discussion and Analysis of Financial Condition and Results of Operations. These filings are available on our Investor Relations website at https://investors.smartsheet.com and on the SEC website at www.sec.gov. 2
Business Highlights Mark Mader President & CEO 3
Financial Highlights Jennifer Ceran CFO 4
Financial Highlights Strong Results for Q2 Q2 Revenue was $42.4M, up 59% YoY Q2 Billings were $52.2M, up 55% YoY Dollar-based Net Retention Rate increased to 131% Domain Average Annualized Contract Value grew 49% Continuing to Invest in Market Opportunity Q2 Non-GAAP Operating Loss was $8.7M Q2 Non-GAAP Net Loss per Share was $0.08 Q2 Free Cash Flow was negative $4.2M Q2 Cash Balance was $211M Q3 and Full Year Guidance Improving outlook, while continuing to make investments in the business 5
Revenue QoQ YoY 6 20% 69% 10% 65% 12% 68% 10% 63% 17% 59% Q2 FY19 Subscription revenue was $37.5M, up 57% YoY Q2 FY19 Services revenue was $4.9M, up 71% YoY, and represented 12% of revenue Expect Services revenue as % of total revenue to be 10-12% for remainder of the year
Subscription Metrics Q2 FY18 Q3 FY18 Q4 FY18 Q1 FY19 Q2 FY19 YoY Change 71,021 72,529 74,116 75,642 76,693 8% All customers w/ ACV $5k 2,823 3,275 3,790 4,349 4,956 76% All customers w/ ACV $50k 121 145 189 239 298 146% Domain Average ACV(2) $1,346 $1,491 $1,640 $1,808 $2,002 49% Dollar Retention Rate(3) 126% 129% 130% 130% 131% 5 Pts Domain Customers(1) (1) (2) (3) 7 Domain customers are all customers with a unique domain name. This excludes ISP customers of 18K. Average annualized contract value (ACV) is the annualized subscription value for domain customers over the number of domain customers. Dollar retention rate is defined as the net % of ACV retained from all customers, after expansion, reductions and cancellations as of the end of the quarter. This metric is calculated by dividing total customers ACV as of the end of the fiscal quarter by their ACV 12 months ago. Includes domain customers and ISP customers.
Non-GAAP Gross Margin Q2 FY19 GAAP Total Gross Margin was 81% 8 Q2 FY19 Subscription gross margin one percentage point better than prior quarter driven by cost efficiencies Q2 FY19 Services gross margin higher vs. prior quarter due to greater utilization of consultants and continued strength in training
Non-GAAP Operating Expenses as a % of Revenue Q2 FY19 GAAP Total OPEX was $47.2M, 111% of Revenue Total OPEX $28.1M $33.2M $34.4M $40.2M $43.3M Q2 FY19 G&A as a % of revenue flat vs. prior quarter Q2 FY19 R&D as a % of revenue lower vs. prior quarter due to timing of investments Q2 FY19 S&M as a % of revenue lower due to scale benefits
Non-GAAP Operating and Free Cash Flow Margins Q2 FY19 GAAP Operating Loss was $13M, -31% Op. Margin (1) (1) Free cash flow is defined as net cash used in operating activities less cash used for purchases of property and equipment and payments on capital lease obligations. 10 68% of Q2 FY19 expense driven by personnel Q2 FY19 CAPEX and principal lease payments as a % of revenue was 7% driven primarily by facility expansions
Calculated Billings QoQ YoY 11% 73% -3% 57% 21% 74% 15% 50% Calculated Billings is Total Revenue plus the change in Total Deferred Revenue for the quarter 11 15% 55% Q2 FY19 Billings were $52.2M, up 55% YoY Q2 FY19 Subscription billings: 88% annual, 11% monthly, 1% other
Q3 and FY19 Guidance Q3 billings expected to be lower than Q2 billings in absolute dollars due to seasonality Free cash flow guidance maintains flexibility to make strategics investments Q3 non-gaap weighted average basic and diluted shares estimated to be 102.8M. Full year non-gaap weighted average basic and diluted shares estimated to be 99.2M. 12
Q&A 13
Appendix 14
Reconciliation from GAAP to Non-GAAP Gross Profit and Gross Margin 15
Reconciliation from GAAP to Non-GAAP Operating Loss and Operating Margin 16
Reconciliation from GAAP to Non-GAAP Net Loss 17
Reconciliation from GAAP to Non-GAAP Weighted Average Shares Outstanding (Basic and Diluted) 18
Anti-Dilutive Shares at Period End 19
Reconciliation from Net Operating Cash Flow to Free Cash Flow 20
Reconciliation from Revenue to Calculated Billings 21
Reconciliation from GAAP to Non-GAAP Operating Loss Guidance 22
Reconciliation from GAAP to Non-GAAP Net Loss Guidance Q3 GAAP weighted average basic shares estimated to be 102.8M Full year GAAP weighted average basic shares estimated to be 82.5M 23