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DocuSign Announces First Quarter Fiscal 2021 Financial Results

June 04, 2020

SAN FRANCISCO, June 4, 2020 /PRNewswire/ -- DocuSign, Inc. (NASDAQ: DOCU), which offers the world's #1 eSignature solution as part of the DocuSign Agreement Cloud, today announced results for its fiscal quarter ended April 30, 2020.

"Our strong first quarter results reflect our ability to help organizations accelerate their digital transformation as they adapt to the changing business environment, magnified by COVID-19. Many are taking their first steps with us, while others are expanding their initiatives," said Dan Springer, DocuSign's CEO. "Led by eSignature, our Agreement Cloud offerings are not only helping customers carry on with business in this time of crisis, but will continue to deliver value as the world emerges from it."

First Quarter Financial Highlights

  • Total revenue was $297.0 million, an increase of 39% year-over-year. Subscription revenue was $280.9 million, an increase of 39% year-over-year. Professional services and other revenue was $16.1 million, an increase of 29% year-over-year.
  • Billings were $342.1 million, an increase of 59% year-over-year.
  • GAAP gross margin was 75%, compared to 76% in the same period last year. Non-GAAP gross margin was 79% in both comparative periods.
  • GAAP net loss per basic and diluted share was $0.26 on 183 million shares outstanding compared to $0.27 on 172 million shares outstanding in the same period last year.
  • Non-GAAP net income per diluted share was $0.12 on 197 million shares outstanding compared to $0.07 on 189 million shares outstanding in the same period last year.
  • Net cash provided by operating activities was $59.1 million compared to $45.7 million in the same period last year.
  • Free cash flow was $32.8 million compared to $30.4 million in the same period last year.
  • Cash, cash equivalents, restricted cash and investments were $898.3 million at the end of the quarter.

A reconciliation of GAAP to non-GAAP financial measures has been provided in the tables included in this press release. An explanation of these measures is also included below under the heading "Non-GAAP Financial Measures and Other Key Metrics."

Operational and Other Financial Highlights

  • DocuSign Agreement Cloud: 2020 Release 1. As the latest in DocuSign's regular cadence of product updates, this year's first release focused on enhancements and features requested primarily by customers. This included the Agreement Cloud Editor, which helps create agreement templates using Salesforce data fields; DocuSign Click Enhancements, which offer greater clickwrap customization and support; ID Evidence, which enables the capture of ID document information for companies in regulated industries; and the expansion of DocuSign Payments to all countries and currencies supported by our payment gateway partners: Stripe, Braintree, Authorize.net, CyberSource and Zuora.
  • Closing of Seal Software acquisition. On May 1, DocuSign completed its acquisition of Seal Software, one of the leading contract analytics and artificial intelligence ("AI") technology providers. DocuSign will now work to bring the power of Seal's AI engine first to DocuSign CLM and over time to the entire product portfolio as part of the drive to make the Agreement Cloud smart.

Outlook

The company currently expects the following guidance:

  • Quarter ending July 31, 2020 (in millions, except percentages):

Total revenue

$316

to

$320

Subscription revenue

$298

to

$302

Billings

$333

to

$343

Non-GAAP gross margin

78%

to

80%

Non-GAAP sales and marketing

48%

to

50%

Non-GAAP research and development

14%

to

16%

Non-GAAP general and administrative

9%

to

11%

Non-GAAP interest and other income (expense)

$2

to

$3

Provision for income taxes

$2.5

to

$3.5

Non-GAAP diluted weighted-average shares outstanding

200

to

205


  • Year ending January 31, 2021 (in millions, except percentages):

Total revenue

$1,313

to

$1,317

Subscription revenue

$1,243

to

$1,247

Billings

$1,515

to

$1,535

Non-GAAP gross margin

78%

to

80%

Non-GAAP sales and marketing

47%

to

49%

Non-GAAP research and development

13%

to

15%

Non-GAAP general and administrative

9%

to

11%

Non-GAAP interest and other income (expense)

$8

to

$12

Provision for income taxes

$6

to

$10

Non-GAAP diluted weighted-average shares outstanding

200

to

205

The company has not reconciled its expectations of non-GAAP financial measures to the corresponding GAAP measures because stock-based compensation expense cannot be reasonably calculated or predicted at this time. Accordingly, a reconciliation is not available without unreasonable effort.

Webcast Conference Call Information

The company will host a conference call on June 4, 2020 at 1:30 p.m. PT (4:30 p.m. ET) to discuss its financial results. A live webcast of the event will be available on the DocuSign Investor Relations website at investor.docusign.com. A live dial-in will be available domestically at 877-407-0784 or internationally at 201-689-8560. A replay will be available domestically at 844-512-2921 or internationally at 412-317-6671 until midnight (ET) June 18, 2020 using the passcode 13703586.

About DocuSign

DocuSign helps organizations connect and automate how they prepare, sign, act on, and manage agreements. As part of the DocuSign Agreement Cloud, DocuSign offers eSignature, the world's #1 way to sign electronically on practically any device, from almost anywhere, at any time. Today, more than half a million customers and hundreds of millions of users in over 180 countries use DocuSign to accelerate the process of doing business and to simplify people's lives.

For more information, visit www.docusign.com, call +1-877-720-2040, or follow @DocuSign on Twitter, LinkedIn, Facebook and Instagram.

Copyright 2020. DocuSign, Inc. is the owner of DOCUSIGN® and all its other marks (www.docusign.com/IP).

Investor Relations:
Annie Leschin
VP Investor Relations
investors@docusign.com

Media Relations:
Adrian Wainwright
Head of Communications
media@docusign.com

Forward-Looking Statements
This press release contains "forward-looking" statements that are based on our management's beliefs and assumptions and on information currently available to management. Forward-looking statements include all statements that are not historical facts and can be identified by terms such as "may," "will," "should," "expects," "plans," "anticipates," "could," "intends," "target," "projects," "contemplates," "believes," "estimates," "predicts," "potential," or "continue" or the negative of these words or other similar terms or expressions that concern our expectations, strategy, plans or intentions. Forward-looking statements in this press release include, among other things, statements under "Outlook" above and any other statements about expected financial metrics, such as revenue, billings, non-GAAP gross margin, non-GAAP diluted weighted-average shares outstanding, and non-financial metrics, such as customer growth, as well as statements related to our expectations regarding the benefits of the DocuSign Agreement Cloud and enhancements to it, additions to the Agreement Cloud suite of products, and the anticipated benefits of the acquisition and integration of Seal Software. They also include statements about our future operating results and financial position, our business strategy and plans, market growth and trends, and our objectives for future operations. These statements are subject to substantial risks and uncertainties that could cause actual results to differ materially from those expressed or implied by such statements.

These risks include, among other things, risks related to the impact of the COVID-19 pandemic on our business, financial condition and results of operations; our ability to estimate the size of our total addressable market; our ability to effectively sustain and manage our growth and future expenses, achieve and maintain future profitability, attract new customers and maintain and expand our existing customer base; our ability to scale and update our platform to respond to customers' needs  and rapid technological change; the effects of increased competition in our market and our ability to compete effectively; our ability to expand use cases within existing customers and vertical solutions; our ability to expand our operations and increase adoption of our platform internationally; our ability to strengthen and foster our relationship with developers; our ability to expand our direct sales force, customer success team and strategic partnerships around the world; our ability to identify targets for, execute and realize the anticipated benefits of potential acquisitions; our ability to maintain, protect and enhance our brand; the sufficiency of our cash and cash equivalents to satisfy our liquidity needs; our failure or the failure of our software to comply with applicable industry standards, laws and regulations; our ability to maintain, protect and enhance our intellectual property; our ability to successfully defend litigation against us; our ability to attract large organizations as users; our ability to maintain our corporate culture; our ability to offer high-quality customer support; our ability to hire, retain and motivate qualified personnel; and our ability to maintain proper and effective internal controls. Additional risks and uncertainties that could affect our financial results are included in the sections titled "Risk Factors" and "Management's Discussion and Analysis of Financial Condition and Results of Operations" in our annual report on Form 10-K for the fiscal year ended January 31, 2020 filed on March 27, 2020 and other filings that we make from time to time with the with the Securities and Exchange Commission (the "SEC"). In addition, any forward-looking statements contained in this press release are based on assumptions that we believe to be reasonable as of this date. Except as required by law, we assume no obligation to update these forward-looking statements, or to update the reasons if actual results differ materially from those anticipated in the forward-looking statements.

Non-GAAP Financial Measures and Other Key Metrics

To supplement our consolidated financial statements, which are prepared and presented in accordance with GAAP, we use certain non-GAAP financial measures, as described below, to understand and evaluate our core operating performance. These non-GAAP financial measures, which may be different than similarly-titled measures used by other companies, are presented to enhance investors' overall understanding of our financial performance and should not be considered a substitute for, or superior to, the financial information prepared and presented in accordance with GAAP.

We believe that these non-GAAP financial measures provide useful information about our financial performance, enhance the overall understanding of our past performance and future prospects, and allow for greater transparency with respect to important metrics used by our management for financial and operational decision-making. We are presenting these non-GAAP measures to assist investors in seeing our financial performance using a management view, and because we believe that these measures provide an additional tool for investors to use in comparing our core financial performance over multiple periods with other companies in our industry.

Non-GAAP gross profit, non-GAAP gross margin, non-GAAP operating expenses, non-GAAP income from operations, non-GAAP operating margin, non-GAAP net income and non-GAAP net income per share: We define these non-GAAP financial measures as the respective GAAP measures, excluding expenses related to stock-based compensation, employer payroll tax on employee stock transactions, amortization of acquisition-related intangibles, amortization of debt discount and issuance costs from our convertible senior notes issued in September 2018, acquisition-related expenses, and, as applicable, other special items. The amount of employer payroll tax-related items on employee stock transactions is dependent on our stock price and other factors that are beyond our control and do not correlate to the operation of the business. When evaluating the performance of our business and making operating plans, we do not consider these items (for example, when considering the impact of equity award grants, we place a greater emphasis on overall stockholder dilution rather than the accounting charges associated with such grants). We believe it is useful to exclude these expenses in order to better understand the long-term performance of our core business and to facilitate comparison of our results to those of peer companies and over multiple periods.

Free cash flows: We define free cash flow as net cash provided by operating activities less purchases of property and equipment. We believe free cash flow is an important liquidity measure of the cash (if any) that is available, after purchases of property and equipment, for operational expenses, investment in our business, and to make acquisitions. Free cash flow is useful to investors as a liquidity measure because it measures our ability to generate or use cash in excess of our capital investments in property and equipment. Once our business needs and obligations are met, cash can be used to maintain a strong balance sheet and invest in future growth.

Billings: We define billings as total revenues plus the change in our contract liabilities and refund liability less contract assets and unbilled accounts receivable in a given period. Billings reflects sales to new customers plus subscription renewals and additional sales to existing customers. Only amounts invoiced to a customer in a given period are included in billings. We believe billings is a key metric to measure our periodic performance. Given that most of our customers pay in annual installments one year in advance, but we typically recognize a majority of the related revenue ratably over time, we use billings to measure and monitor our ability to provide our business with the working capital generated by upfront payments from our customers.

For a reconciliation of these non-GAAP financial measures to the most directly comparable GAAP financial measure, please see "Reconciliation of GAAP to Non-GAAP Financial Measures" below.

DOCUSIGN, INC.

CONDENSED CONSOLIDATED STATEMENTS OF OPERATIONS

(Unaudited)




Three Months Ended April 30,

(in thousands, except per share data)

2020


2019

Revenue:




Subscription

$

280,922



$

201,458


Professional services and other

16,095



12,504


Total revenue

297,017



213,962


Cost of revenue:




Subscription

52,010



33,119


Professional services and other

22,022



18,900


Total cost of revenue

74,032



52,019


Gross profit

222,985



161,943


Operating expenses:




Sales and marketing

171,793



129,936


Research and development

54,234



37,183


General and administrative

38,811



37,261


Total operating expenses

264,838



204,380


Loss from operations

(41,853)



(42,437)


Interest expense

(7,560)



(7,156)


Interest income and other income, net

3,742



5,217


Loss before provision for income taxes

(45,671)



(44,376)


Provision for income taxes

2,133



1,346


Net loss

$

(47,804)



$

(45,722)


Net loss per share attributable to common stockholders, basic and diluted

$

(0.26)



$

(0.27)


Weighted-average number of shares used in computing net loss per share attributable to common stockholders, basic and diluted

182,978



172,101






Stock-based compensation expense included in costs and expenses:




Cost of revenue—subscription

$

3,864



$

2,282


Cost of revenue—professional services and other

4,125



3,440


Sales and marketing

24,665



18,102


Research and development

11,885



7,317


General and administrative

9,012



11,130


 

DOCUSIGN, INC.

CONDENSED CONSOLIDATED BALANCE SHEETS

(Unaudited)


(in thousands)

April 30, 2020


January 31, 2020

Assets




Current assets




Cash and cash equivalents

$

442,237



$

241,203


Investments—current

315,712



414,939


Restricted cash

280



280


Accounts receivable

220,602



237,841


Contract assets—current

13,236



12,502


Prepaid expenses and other current assets

51,176



37,125


Total current assets

1,043,243



943,890


Investments—noncurrent

140,117



239,729


Property and equipment, net

134,811



128,293


Operating lease right-of-use assets

161,484



149,833


Goodwill

193,594



194,882


Intangible assets, net

52,241



56,500


Deferred contract acquisition costs—noncurrent

169,686



153,333


Other assets—noncurrent

26,312



24,678


Total assets

$

1,921,488



$

1,891,138


Liabilities and Stockholders' Equity




Current liabilities




Accounts payable

$

21,504



$

28,144


Accrued expenses and other current liabilities

46,475



54,344


Accrued compensation

81,653



83,189


Contract liabilities—current

552,345



507,560


Operating lease liabilities—current

27,613



20,728


Total current liabilities

729,590



693,965


Convertible senior notes, net

472,162



465,321


Contract liabilities—noncurrent

11,287



11,478


Operating lease liabilities—noncurrent

173,750



162,432


Deferred tax liability—noncurrent

4,814



4,920


Other liabilities—noncurrent

7,097



6,695


Total liabilities

1,398,700



1,344,811


Stockholders' equity




Common stock

18



18


Additional paid-in capital

1,714,462



1,685,167


Accumulated other comprehensive loss

(6,703)



(1,673)


Accumulated deficit

(1,184,989)



(1,137,185)


Total stockholders' equity

522,788



546,327


Total liabilities and stockholders' equity

$

1,921,488



$

1,891,138


 


DOCUSIGN, INC.

CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS

(Unaudited)



Three Months Ended April 30,

(in thousands)

2020


2019

Cash flows from operating activities:




Net loss

$

(47,804)



$

(45,722)


Adjustments to reconcile net  to net cash used in operating activities




Depreciation and amortization

14,039



11,971


Amortization of deferred contract acquisition and fulfillment costs

21,360



14,260


Amortization of debt discount and transaction costs

6,842



6,454


Non-cash operating lease costs

6,324



4,128


Stock-based compensation expense

53,551



42,271


Deferred income taxes

(104)



52


Other

504



(1,111)


Changes in operating assets and liabilities




Accounts receivable

17,239



57,414


Contract assets

(740)



(2,701)


Prepaid expenses and other current assets

(9,660)



(7,107)


Deferred contract acquisition and fulfillment costs

(41,037)



(20,487)


Other assets

(1,364)



541


Accounts payable

(2,554)



282


Accrued expenses and other liabilities

(916)



4,710


Accrued compensation

(1,536)



(19,869)


Contract liabilities

44,594



4,274


Operating lease liabilities

406



(3,705)


Net cash provided by operating activities

59,144



45,655


Cash flows from investing activities:




Purchases of marketable securities



(375,211)


Sales of marketable securities

28,986




Maturities of marketable securities

170,071



92,457


Purchases of strategic investments



(15,500)


Purchases of other investments

(3,000)




Purchases of property and equipment

(26,389)



(15,237)


Net cash provided by (used in) investing activities

169,668



(313,491)


Cash flows from financing activities:




Payment of tax withholding obligation on RSU settlement

(46,723)



(56,137)


Proceeds from exercise of stock options

7,635



32,254


Proceeds from employee stock purchase plan

13,590



10,563


Net cash used in financing activities

(25,498)



(13,320)


Effect of foreign exchange on cash, cash equivalents and restricted cash

(2,280)



(379)


Net increase (decrease) in cash, cash equivalents and restricted cash

201,034



(281,535)


Cash, cash equivalents and restricted cash at beginning of period

241,483



518,178


Cash, cash equivalents and restricted cash at end of period

$

442,517



$

236,643


 

DOCUSIGN, INC.

RECONCILIATION OF GAAP TO NON-GAAP FINANCIAL MEASURES

(Unaudited)


Reconciliation of gross profit and gross margin:



Three Months Ended April 30,

(in thousands)

2020


2019

GAAP gross profit

$

222,985



$

161,943


Add: Stock-based compensation

7,989



5,722


Add: Amortization of acquisition-related intangibles

1,348



1,627


Add: Employer payroll tax on employee stock transactions

1,036



652


Non-GAAP gross profit

$

233,358



$

169,944


GAAP gross margin

75

%


76

%

Non-GAAP adjustments

4

%


3

%

Non-GAAP gross margin

79

%


79

%





GAAP subscription gross profit

$

228,912



$

168,339


Add: Stock-based compensation

3,864



2,282


Add: Amortization of acquisition-related intangibles

1,348



1,627


Add: Employer payroll tax on employee stock transactions

535



221


Non-GAAP subscription gross profit

$

234,659



$

172,469


GAAP subscription gross margin

81

%


84

%

Non-GAAP adjustments

3

%


2

%

Non-GAAP subscription gross margin

84

%


86

%





GAAP professional services and other gross loss

$

(5,927)



$

(6,396)


Add: Stock-based compensation

4,125



3,440


Add: Employer payroll tax on employee stock transactions

501



431


Non-GAAP professional services and other gross loss

$

(1,301)



$

(2,525)


GAAP professional services and other gross margin

(37)

%


(51)

%

Non-GAAP adjustments

29

%


31

%

Non-GAAP professional services and other gross margin

(8)

%


(20)

%

 

Reconciliation of operating expenses:



Three Months Ended April 30,

(in thousands)

2020


2019

GAAP sales and marketing

$

171,793



$

129,936


Less: Stock-based compensation

(24,665)



(18,102)


Less: Amortization of acquisition-related intangibles

(2,911)



(3,106)


Less: Employer payroll tax on employee stock transactions

(2,909)



(2,351)


Non-GAAP sales and marketing

$

141,308



$

106,377


GAAP sales and marketing as a percentage of revenue

58

%


61

%

Non-GAAP sales and marketing as a percentage of revenue

48

%


50

%





GAAP research and development

$

54,234



$

37,183


Less: Stock-based compensation

(11,885)



(7,317)


Less: Employer payroll tax on employee stock transactions

(1,546)



(1,150)


Non-GAAP research and development

$

40,803



$

28,716


GAAP research and development as a percentage of revenue

18

%


17

%

Non-GAAP research and development as a percentage of revenue

14

%


13

%





GAAP general and administrative

$

38,811



$

37,261


Less: Stock-based compensation

(9,012)



(11,130)


Less: Employer payroll tax on employee stock transactions

(1,057)



(1,602)


Less: Acquisition-related expenses

(694)




Non-GAAP general and administrative

$

28,048



$

24,529


GAAP general and administrative as a percentage of revenue

13

%


18

%

Non-GAAP general and administrative as a percentage of revenue

9

%


11

%

               

Reconciliation of income (loss) from operations and operating margin:



Three Months Ended April 30,

(in thousands)

2020


2019

GAAP loss from operations

$

(41,853)



$

(42,437)


Add: Stock-based compensation

53,551



42,271


Add: Amortization of acquisition-related intangibles

4,259



4,733


Add: Employer payroll tax on employee stock transactions

6,548



5,755


Add: Acquisition-related expenses

694




Non-GAAP income from operations

$

23,199



$

10,322


GAAP operating margin

(14)

%


(20)

%

Non-GAAP adjustments

22

%


25

%

Non-GAAP operating margin

8

%


5

%

 

Reconciliation of net income (loss) and net income (loss) per share, basic and diluted:



Three Months Ended April 30,

(in thousands, except per share data)

2020


2019

GAAP net loss

$

(47,804)



$

(45,722)


Add: Stock-based compensation

53,551



42,271


Add: Amortization of acquisition-related intangibles

4,259



4,733


Add: Employer payroll tax on employee stock transactions

6,548



5,755


Add: Amortization of debt discount and issuance costs

6,842



6,454


Add: Acquisition-related expenses

694



$


Non-GAAP net income

$

24,090



$

13,491






Numerator:




Non-GAAP net income

$

24,090



$

13,491






Denominator:




Weighted-average common shares outstanding, basic

182,978



172,101


Effect of dilutive securities

13,947



17,080


Non-GAAP weighted-average common shares outstanding, diluted

196,925



189,181






GAAP net loss per share, basic and diluted

$

(0.26)



$

(0.27)


Non-GAAP net income per share, basic

0.13



0.08


Non-GAAP net income per share, diluted

0.12



0.07


 

Computation of free cash flow:



Three Months Ended April 30,

(in thousands)

2020


2019

Net cash provided by operating activities

$

59,144



$

45,655


Less: Purchases of property and equipment

(26,389)



(15,237)


Non-GAAP free cash flow

$

32,755



$

30,418


Net cash provided by (used in) investing activities

$

169,668



$

(313,491)


Net cash used in financing activities

$

(25,498)



$

(13,320)


 

Computation of billings:



Three Months Ended April 30,

(in thousands)

2020


2019

Revenue

$

297,017



$

213,962


Add: Contract liabilities and refund liability, end of period

568,544



395,254


Less: Contract liabilities and refund liability, beginning of period

(522,201)



(390,887)


Add: Contract assets and unbilled accounts receivable, beginning of period

15,082



13,436


Less: Contract assets and unbilled accounts receivable, end of period

(16,390)



(16,810)


Non-GAAP billings

$

342,052



$

214,955


 

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SOURCE DocuSign, Inc.

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