[February 13, 2018] |
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Cornerstone OnDemand Announces Fourth Quarter and Fiscal Year 2017 Financial Results
Human capital management software provider Cornerstone
OnDemand, Inc. (NASDAQ: CSOD) today announced results for its
fourth quarter and year ended December 31, 2017. The Company has
provided supplemental financial information on its Investor Relations
website at http://investors.cornerstoneondemand.com.
"In the last three months, we have made strong progress against our
strategic transformation plan," said Adam Miller, the Company's CEO. "We
believe our solid performance in Q4 2017 is a positive indicator that we
are making the right changes to drive recurring revenue growth and
operating margins."
Fourth Quarter 2017 Results:
-
Revenue for the fourth quarter of 2017 was $132.0 million,
representing a 21.0% increase compared to the same period in 2016.
Revenue growth on a constant currency basis represented an 18.3%
increase compared to the prior year.1
-
Subscription revenue for fourth quarter of 2017 was $106.3 million,
representing an 18.8% increase compared to the same period in 2016.
-
Billings were $184.9 million for the fourth quarter of 2017,
representing an 18.3% increase compared to the same period in 2016.1
Billings growth on a constant currency basis represented a 12.1%
increase compared to the prior year.1
-
The Company's operating loss for the fourth quarter of 2017 was $(5.4)
million, yielding an operating loss margin of (4.1)%, compared to an
operating loss of $(14.5) million, yielding an operating loss margin
of (13.3)%, for the fourth quarter of 2016.
-
Non-GAAP operating income for the fourth quarter of 2017 was $13.0
million, yielding a non-GAAP operating income margin of 9.9%, compared
to a non-GAAP operating income of $1.6 million, yielding a non-GAAP
operating income margin of 1.5%, for the fourth quarter of 2016.1
-
The Company's net loss for the fourth quarter of 2017 was $(9.0)
million, or a $(0.16) diluted net loss per share, compared to a net
loss of $(18.6) million, or a $(0.33) diluted net loss per share, for
the fourth quarter of 2016.
-
Non-GAAP net income for the fourth quarter of 2017 was $12.1 million,
or a $0.19 non-GAAP diluted net income per share, compared to a
non-GAAP net income of $(0.1) million, or a $0.00 non-GAAP diluted net
income per share, for the fourth quarter of 2016.1
-
Free cash flow for the fourth quarter of 2017 was $46.4 million,
yielding a free cash flow margin of 35.2%, compared to free cash flow
of $27.5 million, yielding a free cash flow margin of 25.2% for the
fourth quarter of 2016.1
-
Unlevered free cash flow for the fourth quarter of 2017 was $46.4
million, yielding an unlevered free cash flow margin of 35.2%,
compared to unlevered free cash flow of $27.5 million, yielding an
unlevered free cash flow margin of 25.2% for the fourth quarter of
2016.1
-
The Company repurchased 0.6 million shares of its common stock during
the fourth quarter of 2017 at an average cost of $35.55 per share for
a total expenditure of $22.6 million. Subsequent to December 31, 2017,
the Company repurchased 0.3 million shares of its common stock at an
average cost of $37.12 per share for a total expenditure of $11.5
million.
Fiscal Year 2017 Results:
-
Revenue for the full year of 2017 was $482.0 million, representing a
13.9% increase compared to the same period in 2016. Revenue growth on
a constant currency basis represented a 15.3% increase compared to the
prior year.1
-
Subscription revenue for the full year of 2017 was $396.8 million,
representing a 16.8% increase compared to the same period in 2016.
-
Billings were $525.8 million for the full year of 2017, representing a
16.0% increase compared to the same period in 2016.1
Billings growth on a constant currency basis represented an 11.5%
increase compared to the prior year.1
-
Annual recurring revenue as of December 31, 2017 was $439.0 million.
-
The Company's operating loss for the full year of 2017 was $(49.3)
million, yielding an operating loss margin of (10.2)%, compared to an
operating loss of $(56.3) million, yielding an operating loss margin
of (13.3)%, for the full year of 2016.
-
Non-GAAP operating income for the full year of 2017 was $26.9 million,
yielding a non-GAAP operating income margin of 5.6%, compared to a
non-GAAP operating income of $7.6 million, yielding a non-GAAP
operating income margin of 1.8% for the full year of 2016.1
-
The Company's net loss for the full year of 2017 was $(61.3) million,
or a $(1.07) diluted net loss per share, compared to a net loss of
$(66.8) million, or a $(1.20) diluted net loss per share, for the full
year of 2016.
-
Non-GAAP net income for the full year of 2017 was $25.2 million, or a
$0.41 non-GAAP diluted net income per share, compared to a non-GAAP
net loss of $6.4 million, or a $0.11 non-GAAP diluted net loss per
share, for the full year of 2016.1
-
Free cash flow for the full year of 2017 was $39.8 million, yielding a
free cash flow margin of 8.3%, compared to free cash flow of $12.6
million, yielding a free cash flow margin of 3.0% for the full year of
2016.1
-
Unlevered free cash flow for the full year of 2017 was $43.7 million,
yielding an unlevered free cash flow margin of 9.1%, compared to
unlevered free cash flow of $16.4 million, yielding an unlevered free
cash flow margin of 3.9% for the full year of 2016.1
"2017 saw continued improvement in profitability with Cornerstone
achieving its second consecutive year of non-GAAP net income," said
Brian Swartz, the Company's CFO. "This was driven by Cornerstone
executing on its strategic plan and we believe there are opportunities
to drive even more margin improvement into the future."
Recent Highlights:
-
The Company announced it has expanded its strategic global
relationship with LinkedIn to offer organizations expanded corporate
learning technology and content options that meet the needs both of
those organizations and their employees.
-
The Company announced its plan to make several changes to its
corporate governance structure as part of its broader strategic
transformation plan outlined in November 2017. The Company will
separate the chairman of the board and CEO roles and move to
declassify its board of directors. Additionally, long-tenured
directors Mark Baker, Hal Burlingame and Joe Payne announced their
plans to retire from the board.
-
The Company announced that it has significantly expanded its market
footprint in Europe, with high adoption of its Cornerstone HR suite
and continued organic growth and uptake of the full Cornerstone human
capital management platform within its current client base.
-
The Company appointed Jeff Lautenbach as its new president of global
field operations, effective January 2, 2018, and made changes to its
sales and services organizations, as part of the Company's strategic
plan to accelerate revenue growth and increase operating margins.
-
The Company ended the fourth quarter of 2017 with 3,250 clients and
more than 35.3 million users.2
Financial Outlook:
The following outlook is based on information available as of the date
of this press release and is subject to change in the future. For the
first quarter ending March 31, 2018, the Company provides the following
outlook:
-
Revenue based on the adoption of ASC 606 between $126.0 million and
$128.0 million, representing year-over-year growth at the mid-point of
14%3, or 10%4 on a constant currency basis.
-
Revenue unadjusted for ASC 606 (on an ASC 605 basis) between
$126.0 million and $128.0 million, representing year-over-year
growth at the mid-point of 14%3, or 10%4 on
a constant currency basis.
-
Subscription revenue based on the adoption of ASC 606 between $111.0
million and $113.0 million, representing year-over-year growth at the
mid-point of 21%3, or 17%4 on a constant
currency basis.
-
Subscription revenue unadjusted for ASC 606 (on an ASC 605 basis)
between $111.0 million and $113.0 million, representing
year-over-year growth at the mid-point of 21%3, or 17%4
on a constant currency basis.
For the year ending December 31, 2018, the Company provides the
following outlook:
-
Revenue based on the adoption of ASC 606 between $497.0 million and
$507.0 million, representing year-over-year growth at the mid-point of
4%5, or 2%6 on a constant currency basis.
-
Revenue unadjusted for ASC 606 (on an ASC 605 basis) between
$500.0 million and $510.0 million, representing year-over-year
growth at the mid-point of 5%5, or 2%6 on a
constant currency basis.
-
Subscription revenue based on the adoption of ASC 606 between $453.0
million and $463.0 million, representing year-over-year growth at the
mid-point of 15%5, or 13%6 on a constant
currency basis.
-
Subscription revenue unadjusted for ASC 606 (on an ASC 605 basis)
between $458.0 million and $468.0 million, representing
year-over-year growth at the mid-point of 17%5, or 14%6
on a constant currency basis.
-
Annual recurring revenue as of December 31, 2018 between $475.0
million and $495.0 million5,7.
-
Non-GAAP operating income based on the adoption of ASC 606 of
approximately $52.0 million and $62.0 million. Assuming the midpoint
of the revenue range, this represents an operating margin of 11%.
-
Non-GAAP operating income unadjusted for ASC 606 (on an ASC 605
basis) of approximately $55.0 million and $65.0 million. Assuming
the midpoint of the revenue range, this represents an operating
margin of 12%.
-
Unlevered free cash flow between $50.0 million and $60.0 million.
Assuming the midpoint of the revenue range on an ASC 606 basis, this
represents an unlevered free cash flow margin of 11%. This does not
take into account cash interest expense of $14.0 million.
The Company has not reconciled the guidance for non-GAAP operating
income or non-GAAP operating margin to the corresponding GAAP measures
because it does not provide guidance for such GAAP measures and would
not be able to present the reconciling items between such GAAP and
non-GAAP measures without unreasonable efforts. For non-GAAP operating
income and non-GAAP operating margin, the Company excludes stock-based
compensation expense, which is impacted by factors that are outside of
the Company's control and can be difficult to predict. The actual amount
of stock-based compensation expense in the first quarter ending March
31, 2018 and the year ending December 31, 2018 will have a significant
impact on the Company's GAAP operating margin.
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1
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Billings, financial measures presented on a constant currency basis,
non-GAAP operating income, non-GAAP operating income margin,
non-GAAP net income, non-GAAP diluted net income per share, free
cash flow, free cash flow margin, unlevered free cash flow and
unlevered free cash flow margin are non-GAAP financial measures.
Please see the discussion in the section titled "Non-GAAP Financial
Measures" and the reconciliations at the end of this press release.
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2
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Includes contracted clients and active users of our enterprise human
capital management platform and excludes clients and users of our
Cornerstone for Salesforce and PiiQ, formerly known as Cornerstone
Growth Edition, products.
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In order to translate the financial outlook for entities reporting
in British pounds (GBP) to United States dollars (USD) and Euro
(EUR) to United States dollars (USD), the following exchange rates
have been applied:
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3
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|
Exchange rate applied to revenue for the first quarter of 2018
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$1.40 USD per GBP
|
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4
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Exchange rate from the first quarter of 2017 applied to calculate
revenue growth for the first quarter of 2018 on a constant currency
basis
|
$1.24 USD per GBP
|
|
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5
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|
Exchange rate applied to revenue and annual recurring revenue for
fiscal 2018
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$1.40 USD per GBP
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6
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|
Exchange rate from fiscal 2017 applied to calculate revenue growth
for fiscal 2018 on a constant currency basis
|
$1.29 USD per GBP
|
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7
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Exchange rate applied to annual recurring revenue for fiscal 2018
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$1.24 USD per EUR
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Quarterly Conference Call
Cornerstone OnDemand, Inc. will host a conference call to discuss its
fourth quarter and fiscal year 2017 results at 2:00 p.m. PT (5:00 p.m.
ET) today. A live audio webcast of the conference call, together with
detailed financial information, can be accessed through the Company's
Investor Relations website at http://investors.cornerstoneondemand.com.
The live call can be accessed by dialing (877) 445-4619 (U.S.) or
(484) 653-6763 (outside the U.S.) and referencing passcode: 8867338. A
replay of the call will also be available at http://investors.cornerstoneondemand.com/investors/news-and-events/events/default.aspx
or via telephone until 11:59 p.m. PT on February 16, 2018 by dialing
(855) 859-2056 (U.S.) or (404) 537-3406 (outside the U.S.), and
referencing passcode: 8867338.
About Cornerstone OnDemand
Cornerstone OnDemand, Inc. (NASDAQ: CSOD) is a global leader in
cloud-based learning and human capital management software. The Company
is pioneering solutions to help organizations realize the potential of
the modern workforce. From recruitment, onboarding, training and
collaboration, to performance management, compensation, succession
planning, people administration and analytics, Cornerstone is designed
to enable a lifetime of learning and development that is fundamental to
the growth of employees and organizations.
Based in Santa Monica, California, the Company's solutions are used by
3,250 clients worldwide, spanning more than 35.3 million users across
192 countries and 43 languages. To learn more about Cornerstone, visit
us on Twitter, Facebook and our blog. www.cornerstoneondemand.com
Note: Cornerstone® and Cornerstone OnDemand® are
registered trademarks of Cornerstone OnDemand, Inc.
Forward-looking Statements
This press release and the quarterly conference call referenced above
contain forward-looking statements, including, but not limited to,
statements regarding our future financial and operating performance,
including our GAAP and non-GAAP guidance, the growth of the learning and
human capital management market, our business strategy, plans and
objectives for future operations, the demand for and benefits from the
use of our current and future solutions both domestically and
internationally, the opportunity to upsell to our existing clients, the
timing and release of new solutions and the success of such solutions,
changes to our corporate governance structure, the use of proceeds from
the sale of our convertible notes, the share repurchase program and the
factors that will impact the amount and timing of purchases, if any,
thereunder, our ability to realize potential benefits from our recent
and ongoing operational excellence and strategic transformation plans,
our expectations regarding recurring revenue growth and operating
margins, and general business conditions. Any forward-looking statements
contained in this press release or the quarterly conference call are
based upon our historical performance and our current plans, estimates
and expectations and are not a representation that such plans,
estimates, or expectations will be achieved. These forward-looking
statements represent our expectations as of the date of this press
release. Subsequent events may cause these expectations to change, and
we disclaim any obligation to update the forward-looking statements in
the future, except as required by law. These forward-looking statements
are subject to known and unknown risks and uncertainties that may cause
actual results to differ materially from our current expectations.
Important factors that could cause actual results to differ materially
from those anticipated in our forward-looking statements include, but
are not limited to, our ability to attract new clients; the extent to
which clients renew their subscriptions for our solutions; the timing of
when consulting services are delivered to new and existing clients by
our services organization and implementation subcontractors; the
complexity of deployments and product implementations, which can impact
the timing of when revenue is recognized from new and existing clients;
allowing our implementation subcontractors to contract directly with
clients for implementation services; shifted focus to recurring revenue
streams; our ability to compete as the learning and human capital
management provider for organizations of all sizes; changes in the
proportion of our client base that is comprised of enterprise or
mid-sized organizations; our ability to manage our growth, including
additional headcount and entry into new geographies; our ability to
expand our enterprise and mid-market sales opportunities; our ability to
maintain stable and consistent quota attainment rates; continued strong
demand for learning and human capital management in the U.S., Europe,
Asia Pacific and Latin America; the timing and success of efforts to
increase operational efficiency and cost containment; the possibility
that the share repurchase program may be suspended or discontinued; the
timing and success of solutions offered by our competitors;
unpredictable macro-economic conditions; the impact of foreign exchange
rates; reductions in information technology spending; the success of our
new product and service introductions; a disruption in our hosting
network infrastructure; problems caused by security breaches; costs and
reputational harm that could result from defects in our solutions; the
success of our strategic relationships with third parties; the loss of
any of our key employees and our ability to locate qualified
replacements; failure to protect our intellectual property; acts of
terrorism or other vandalism, war or natural disasters; changes in
current tax or accounting rules; legal or political changes in local or
foreign jurisdictions that decrease demand for, or restrict our ability
to sell or provide, our products; and unanticipated costs or liabilities
related to businesses that we acquire. Further information on factors
that could cause actual results to differ materially from the results
anticipated by our forward-looking statements is included in the reports
we have filed with the Securities and Exchange Commission, including our
Annual Report on Form 10-K for the fiscal year ended December 31, 2016
and Quarterly Report on Form 10-Q for the quarter ended September 30,
2017.
Non-GAAP Financial Measures
To supplement its consolidated financial statements, which are prepared
and presented in accordance with U.S. generally accepted accounting
principles, or GAAP, the Company has provided in this press release and
the quarterly conference call held on the date hereof certain measures
that have not been prepared in accordance with GAAP. These non-GAAP
financial measures include (i) non-GAAP cost of revenue, which is
defined as cost of revenue less amortization of intangible assets and
stock-based compensation, (ii) billings, which are defined as revenue
plus the change in total deferred revenue as presented on the
Consolidated Balance Sheets, (iii) annual recurring revenue, which is
defined as the annualized recurring value of all active contracts at the
end of a reporting period, (iv) free cash flow, which is defined as net
cash provided by operating activities minus capital expenditures and
capitalized software costs, (v) free cash flow margin, which is defined
as free cash flow divided by revenue, (vi) unlevered free cash flow,
which is defined as net cash provided by operating activities minus
capital expenditures and capitalized software costs plus cash paid for
interest, (vii) unlevered free cash flow margin, which is defined as
unlevered free cash flow divided by revenue, (viii) non-GAAP net income
and non-GAAP diluted net income per share, which exclude, for the
periods in which they are presented, stock-based compensation,
amortization of intangible assets, accretion of debt discount and
amortization of debt issuance costs, unrealized fair value adjustment on
strategic investment, and excludes the impacts of unamortized
stock-based compensation expense in applying the treasury method for
determining the non-GAAP weighted average number of dilutive shares
outstanding, (ix) non-GAAP gross profit and non-GAAP gross margin, which
exclude stock-based compensation and amortization of intangible assets
reflected in cost of revenue, (x) non-GAAP operating income and non-GAAP
operating income margin, which are defined as loss from operations
excluding stock-based compensation and amortization of intangible
assets, (xi) non-GAAP operating expenses, which exclude stock-based
compensation and amortization of intangible assets, and (xii) non-GAAP
sales and marketing expense, non-GAAP research and development expense,
and non-GAAP general and administrative expense, each of which excludes
stock-based compensation attributable to the corresponding GAAP
financial measures. In addition, the Company discloses revenue and
billings growth on a constant currency basis. To present amounts on a
constant currency basis, current period results for entities reporting
in functional currencies other than the United States dollar are
translated into the United States dollar at the prior period exchange
rates as opposed to the actual exchange rates in effect for the current
period. The Company presents constant currency information to provide a
framework for assessing how its underlying business performed excluding
the effect of foreign currency fluctuations.
The Company's management uses these non-GAAP financial measures
internally in analyzing its financial results and believes they are
useful to investors, as a supplement to the corresponding GAAP measures,
in evaluating the Company's ongoing operational performance and trends
and in comparing its financial measures with other companies in the same
industry, many of which present similar non-GAAP financial measures to
help investors understand the operational performance of their
businesses. In addition, the Company believes that the following
non-GAAP adjustments are useful to management and investors for the
following reasons:
-
Stock-based compensation. The Company excludes stock-based
compensation expense because it is non-cash in nature, and management
believes that its exclusion provides additional insight into the
Company's operational performance and also provides a useful
comparison of the Company's operating results to prior periods and its
peer companies. Additionally, determining the fair value of certain
stock-based awards involves a high degree of judgment and estimation
and the expense recorded may bear little resemblance to the actual
value realized upon the vesting or future exercise of such awards.
-
Amortization of intangible assets. The Company excludes
amortization of acquired intangible assets because the expense is a
non-cash item and management believes that its exclusion provides
meaningful supplemental information regarding the Company's
operational performance and allows for a useful comparison of its
operating results to prior periods and its peer companies.
-
Accretion of debt discount and amortization of debt issuance costs. Under
GAAP, the Company is required to separately account for liability and
equity components of the senior convertible notes that were issued in
June 2013. Accordingly, for GAAP purposes, the Company is required to
recognize the effective interest expense on its senior convertible
notes and amortize the issuance costs over the term of the notes. The
difference between the effective interest expense and the contractual
interest expense, and the amortization expense of issuance costs are
excluded from management's assessment of the Company's operating
performance because management believes that these non-cash expenses
are not indicative of ongoing operating performance. In addition, the
exclusion of these items provides a useful comparison of the Company's
operating results to prior periods and its peer companies.
-
Fair value adjustment on strategic investments. The Company
views the increase or decrease in fair value of its strategic
investments as not indicative of operational performance during any
particular period and believes that the exclusion of these gains or
losses provides investors with a supplemental view of the Company's
operational performance.
-
Restructuring. The Company excludes costs related to
restructuring because the expense is not indicative of its continuing
operations and believes that the exclusion of these costs provide
investors with a supplemental view of the Company's operational
performance.
-
Write-off of capitalized software. The Company views the
write-off of capitalized software as not indicative of operational
performance during any particular period and believes that the
exclusion of this expense provides investors with a supplemental view
of the Company's operational performance.
Non-GAAP financial measures should not be considered in isolation from,
or as a substitute for, financial information prepared in accordance
with GAAP. Investors are encouraged to review the reconciliation of
these non-GAAP measures to their most directly comparable GAAP financial
measures. These non-GAAP financial measures are not based on any
standardized methodology prescribed by GAAP and are not necessarily
comparable to similarly-titled measures presented by other companies.
For prior periods, a reconciliation of the non-GAAP financial measures
to such GAAP measures has been provided in the tables included as part
of this press release.
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Cornerstone OnDemand, Inc.
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CONSOLIDATED BALANCE SHEETS
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(in thousands)
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(unaudited)
|
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December 31, 2017
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December 31, 2016
|
Assets
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|
|
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Cash and cash equivalents
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$
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393,576
|
|
|
$
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83,300
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|
Short-term investments
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|
169,551
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|
|
218,791
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|
Accounts receivable, net
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|
154,428
|
|
|
136,657
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|
Deferred commissions
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|
42,806
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|
|
36,298
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|
Prepaid expenses and other current assets
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|
21,754
|
|
|
18,467
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Total current assets
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|
782,115
|
|
|
493,513
|
|
|
|
|
|
|
Capitalized software development costs, net
|
|
37,431
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|
|
30,683
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|
Property and equipment, net
|
|
20,817
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|
|
23,962
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Long-term investments
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|
96,949
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|
|
41,046
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Intangible assets, net
|
|
-
|
|
|
7,421
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|
Goodwill
|
|
25,894
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|
|
25,894
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Other assets, net
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|
3,984
|
|
|
1,110
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Total Assets
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|
$
|
967,190
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|
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$
|
623,629
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|
|
|
|
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Liabilities and Stockholders' Equity
|
|
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Liabilities:
|
|
|
|
|
Accounts payable
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$
|
17,637
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|
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$
|
24,392
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|
Accrued expenses
|
|
57,528
|
|
|
47,619
|
|
Deferred revenue, current portion
|
|
311,997
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|
|
272,206
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Convertible notes, net
|
|
248,025
|
|
|
-
|
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Other liabilities
|
|
9,051
|
|
|
2,094
|
|
Total current liabilities
|
|
644,238
|
|
|
346,311
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|
|
|
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Convertible notes, net
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|
285,168
|
|
|
238,435
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Other liabilities, non-current
|
|
1,498
|
|
|
1,794
|
|
Deferred revenue, net of current portion
|
|
14,166
|
|
|
10,126
|
|
Total liabilities
|
|
945,070
|
|
|
596,666
|
|
|
|
|
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Stockholders' Equity:
|
|
|
|
|
Common stock
|
|
6
|
|
|
6
|
|
Additional paid-in capital
|
|
536,951
|
|
|
476,230
|
|
Accumulated deficit
|
|
(515,054
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)
|
|
(453,719
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)
|
Accumulated other comprehensive income
|
|
217
|
|
|
4,446
|
|
Total stockholders' equity
|
|
22,120
|
|
|
26,963
|
|
Total Liabilities and Stockholders' Equity
|
|
$
|
967,190
|
|
|
$
|
623,629
|
|
|
|
|
|
|
|
|
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|
|
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Cornerstone OnDemand, Inc.
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CONSOLIDATED STATEMENTS OF OPERATIONS
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(in thousands, except per share data)
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(unaudited)
|
|
|
|
|
|
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Three Months Ended
|
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Year Ended
|
|
|
December 31,
|
|
December 31,
|
|
|
2017
|
|
2016
|
|
2017
|
|
2016
|
Revenue
|
|
$
|
131,956
|
|
|
$
|
109,029
|
|
|
$
|
481,985
|
|
|
$
|
423,124
|
|
Cost of revenue 1, 2
|
|
37,889
|
|
|
34,778
|
|
|
142,867
|
|
|
135,752
|
|
Gross profit
|
|
94,067
|
|
|
74,251
|
|
|
339,118
|
|
|
287,372
|
|
Operating expenses:
|
|
|
|
|
|
|
|
|
Sales and marketing 1
|
|
60,750
|
|
|
57,405
|
|
|
240,271
|
|
|
225,631
|
|
Research and development 1
|
|
17,491
|
|
|
12,050
|
|
|
61,975
|
|
|
46,977
|
|
General and administrative 1
|
|
19,723
|
|
|
19,345
|
|
|
84,589
|
|
|
70,956
|
|
Restructuring
|
|
1,539
|
|
|
-
|
|
|
1,539
|
|
|
-
|
|
Amortization of certain acquired intangible assets
|
|
-
|
|
|
-
|
|
|
-
|
|
|
150
|
|
Total operating expenses
|
|
99,503
|
|
|
88,800
|
|
|
388,374
|
|
|
343,714
|
|
Loss from operations
|
|
(5,436
|
)
|
|
(14,549
|
)
|
|
(49,256
|
)
|
|
(56,342
|
)
|
Other income (expense):
|
|
|
|
|
|
|
|
|
Interest income
|
|
930
|
|
|
520
|
|
|
2,951
|
|
|
1,702
|
|
Interest expense
|
|
(4,747
|
)
|
|
(3,272
|
)
|
|
(14,762
|
)
|
|
(12,924
|
)
|
Other, net
|
|
557
|
|
|
(1,004
|
)
|
|
1,478
|
|
|
1,934
|
|
Other income (expense), net
|
|
(3,260
|
)
|
|
(3,756
|
)
|
|
(10,333
|
)
|
|
(9,288
|
)
|
Loss before income tax provision
|
|
(8,696
|
)
|
|
(18,305
|
)
|
|
(59,589
|
)
|
|
(65,630
|
)
|
Income tax provision
|
|
(308
|
)
|
|
(313
|
)
|
|
(1,746
|
)
|
|
(1,207
|
)
|
Net loss
|
|
$
|
(9,004
|
)
|
|
$
|
(18,618
|
)
|
|
$
|
(61,335
|
)
|
|
$
|
(66,837
|
)
|
Net loss per share, basic and diluted
|
|
$
|
(0.16
|
)
|
|
$
|
(0.33
|
)
|
|
$
|
(1.07
|
)
|
|
$
|
(1.20
|
)
|
Weighted average common shares outstanding, basic and diluted
|
|
57,826
|
|
|
56,300
|
|
|
57,262
|
|
|
55,595
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
1 Includes stock-based compensation as follows:
|
|
|
|
|
|
Three Months Ended
|
|
Year Ended
|
|
|
December 31,
|
|
December 31,
|
|
|
2017
|
|
2016
|
|
2017
|
|
2016
|
Cost of revenue
|
|
$
|
1,275
|
|
|
$
|
1,255
|
|
|
$
|
4,904
|
|
|
$
|
4,732
|
|
Sales and marketing
|
|
6,893
|
|
|
6,456
|
|
|
28,427
|
|
|
25,642
|
|
Research and development
|
|
2,490
|
|
|
1,809
|
|
|
9,630
|
|
|
7,586
|
|
General and administrative
|
|
4,143
|
|
|
4,429
|
|
|
22,869
|
|
|
16,739
|
|
Total
|
|
$
|
14,801
|
|
|
$
|
13,949
|
|
|
$
|
65,830
|
|
|
$
|
54,699
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
2 Cost of revenue includes amortization of intangible
assets as follows:
|
|
|
|
|
|
Three Months Ended
|
|
Year Ended
|
|
|
December 31,
|
|
December 31,
|
|
|
2017
|
|
2016
|
|
2017
|
|
2016
|
Cost of revenue
|
|
$
|
781
|
|
|
$
|
2,217
|
|
|
$
|
7,421
|
|
|
$
|
9,132
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
Cornerstone OnDemand, Inc.
|
CONSOLIDATED STATEMENTS OF CASH FLOWS
|
(in thousands)
|
(unaudited)
|
|
|
|
|
|
|
|
Three Months Ended
|
|
Year Ended
|
|
|
December 31,
|
|
December 31,
|
|
|
2017
|
|
2016
|
|
2017
|
|
2016
|
Cash flows from operating activities:
|
|
|
|
|
|
|
|
|
Net loss
|
|
$
|
(9,004
|
)
|
|
$
|
(18,618
|
)
|
|
$
|
(61,335
|
)
|
|
$
|
(66,837
|
)
|
Adjustments to reconcile net loss to net cash provided by operating
activities:
|
|
|
|
|
|
|
|
|
Depreciation and amortization
|
|
8,349
|
|
|
8,525
|
|
|
35,377
|
|
|
32,392
|
|
Accretion of debt discount and amortization of debt issuance costs
|
|
2,685
|
|
|
2,325
|
|
|
9,833
|
|
|
9,130
|
|
Purchased investment premium, net of amortization
|
|
608
|
|
|
21
|
|
|
1,135
|
|
|
240
|
|
Net foreign currency (gain) loss
|
|
(1,093
|
)
|
|
1,139
|
|
|
(2,461
|
)
|
|
(7
|
)
|
Stock-based compensation expense
|
|
14,895
|
|
|
13,949
|
|
|
65,924
|
|
|
54,699
|
|
Write-off of capitalized software
|
|
1,339
|
|
|
-
|
|
|
1,339
|
|
|
-
|
|
Deferred income taxes
|
|
52
|
|
|
(736
|
)
|
|
52
|
|
|
(736
|
)
|
Changes in operating assets and liabilities:
|
|
|
|
|
|
|
|
|
Accounts receivable
|
|
(28,948
|
)
|
|
(39,148
|
)
|
|
(14,317
|
)
|
|
(38,092
|
)
|
Deferred commissions
|
|
(4,892
|
)
|
|
(4,231
|
)
|
|
(5,249
|
)
|
|
(2,543
|
)
|
Prepaid expenses and other assets
|
|
1,329
|
|
|
184
|
|
|
(2,704
|
)
|
|
(3,623
|
)
|
Accounts payable
|
|
1,456
|
|
|
10,876
|
|
|
(6,820
|
)
|
|
5,939
|
|
Accrued expenses
|
|
10,637
|
|
|
8,938
|
|
|
8,530
|
|
|
3,727
|
|
Deferred revenue
|
|
52,152
|
|
|
50,869
|
|
|
35,829
|
|
|
43,379
|
|
Other liabilities
|
|
2,018
|
|
|
(559
|
)
|
|
2,377
|
|
|
(2,416
|
)
|
Net cash provided by operating activities
|
|
51,583
|
|
|
33,534
|
|
|
67,510
|
|
|
35,252
|
|
Cash flows from investing activities:
|
|
|
|
|
|
|
|
|
Purchases of investments
|
|
(92,029
|
)
|
|
(35,542
|
)
|
|
(323,413
|
)
|
|
(210,534
|
)
|
Maturities of investments
|
|
94,572
|
|
|
21,304
|
|
|
314,418
|
|
|
151,533
|
|
Capital expenditures
|
|
(418
|
)
|
|
(1,883
|
)
|
|
(7,100
|
)
|
|
(6,228
|
)
|
Capitalized software costs
|
|
(4,745
|
)
|
|
(4,173
|
)
|
|
(20,571
|
)
|
|
(16,409
|
)
|
Net cash used in investing activities
|
|
(2,620
|
)
|
|
(20,294
|
)
|
|
(36,666
|
)
|
|
(81,638
|
)
|
Cash flows from financing activities:
|
|
|
|
|
|
|
|
|
Proceeds from the issuance of convertible notes, net
|
|
285,077
|
|
|
-
|
|
|
285,077
|
|
|
-
|
|
Principal payments under capital lease obligations
|
|
-
|
|
|
-
|
|
|
-
|
|
|
(33
|
)
|
Proceeds from employee stock plans
|
|
2,787
|
|
|
5,778
|
|
|
12,509
|
|
|
23,548
|
|
Repurchases of common stock
|
|
(20,734
|
)
|
|
-
|
|
|
(20,734
|
)
|
|
-
|
|
Net cash provided by financing activities
|
|
267,130
|
|
|
5,778
|
|
|
276,852
|
|
|
23,515
|
|
Effect of exchange rate changes on cash and cash equivalents
|
|
1,050
|
|
|
(1,008
|
)
|
|
2,580
|
|
|
(1,520
|
)
|
Net increase (decrease) in cash and cash equivalents
|
|
317,143
|
|
|
18,010
|
|
|
310,276
|
|
|
(24,391
|
)
|
Cash and cash equivalents at beginning of period
|
|
76,433
|
|
|
65,290
|
|
|
83,300
|
|
|
107,691
|
|
Cash and cash equivalents at end of period
|
|
$
|
393,576
|
|
|
$
|
83,300
|
|
|
$
|
393,576
|
|
|
$
|
83,300
|
|
Supplemental cash flow information:
|
|
|
|
|
|
|
|
|
Cash paid for interest
|
|
$
|
-
|
|
|
$
|
-
|
|
|
$
|
3,841
|
|
|
$
|
3,796
|
|
Cash paid for income taxes
|
|
443
|
|
|
497
|
|
|
2,243
|
|
|
2,334
|
|
Proceeds from employee stock plans received in advance of stock
issuance
|
|
575
|
|
|
489
|
|
|
575
|
|
|
489
|
|
Non-cash investing and financing activities:
|
|
|
|
|
|
|
|
|
Assets acquired under capital leases and other financing arrangements
|
|
$
|
-
|
|
|
$
|
-
|
|
|
$
|
3,467
|
|
|
$
|
-
|
|
Capitalized assets financed by accounts payable and accrued expenses
|
|
1,829
|
|
|
2,080
|
|
|
1,829
|
|
|
2,080
|
|
Capitalized stock-based compensation
|
|
1,277
|
|
|
1,141
|
|
|
4,998
|
|
|
4,252
|
|
Deferred offering costs included in accrued expenses
|
|
152
|
|
|
-
|
|
|
152
|
|
|
-
|
|
Unsettled share repurchase in other liabilities
|
|
1,866
|
|
|
-
|
|
|
1,866
|
|
|
-
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
Cornerstone OnDemand, Inc.
|
RECONCILIATIONS OF COST OF REVENUE TO NON-GAAP COST OF REVENUE,
GROSS PROFIT AND GROSS MARGIN TO NON-GAAP GROSS PROFIT AND NON-GAAP
GROSS MARGIN, LOSS FROM OPERATIONS TO NON-GAAP OPERATING INCOME AND
OPERATING MARGIN TO NON-GAAP OPERATING INCOME MARGIN
|
(in thousands)
|
(unaudited)
|
|
|
|
|
|
|
|
Three Months Ended
|
|
Year Ended
|
|
|
December 31,
|
|
December 31,
|
|
|
2017
|
|
2016
|
|
2017
|
|
2016
|
Reconciliation of cost of revenue, gross profit and gross margin:
|
|
|
|
|
|
|
|
|
Revenue
|
|
$
|
131,956
|
|
|
$
|
109,029
|
|
|
$
|
481,985
|
|
|
$
|
423,124
|
|
Cost of revenue
|
|
37,889
|
|
|
34,778
|
|
|
142,867
|
|
|
135,752
|
|
Gross profit
|
|
$
|
94,067
|
|
|
$
|
74,251
|
|
|
$
|
339,118
|
|
|
$
|
287,372
|
|
Gross margin
|
|
71.3
|
%
|
|
68.1
|
%
|
|
70.4
|
%
|
|
67.9
|
%
|
|
|
|
|
|
|
|
|
|
Cost of revenue
|
|
$
|
37,889
|
|
|
$
|
34,778
|
|
|
$
|
142,867
|
|
|
$
|
135,752
|
|
Adjustments to cost of revenue:
|
|
|
|
|
|
|
|
|
Amortization of intangible assets
|
|
(781
|
)
|
|
(2,217
|
)
|
|
(7,421
|
)
|
|
(9,132
|
)
|
Stock-based compensation
|
|
(1,275
|
)
|
|
(1,255
|
)
|
|
(4,904
|
)
|
|
(4,732
|
)
|
Total adjustments to cost of revenue
|
|
(2,056
|
)
|
|
(3,472
|
)
|
|
(12,325
|
)
|
|
(13,864
|
)
|
Non-GAAP costs of revenue
|
|
35,833
|
|
|
31,306
|
|
|
130,542
|
|
|
121,888
|
|
Non-GAAP gross profit
|
|
$
|
96,123
|
|
|
$
|
77,723
|
|
|
$
|
351,443
|
|
|
$
|
301,236
|
|
Non-GAAP gross margin
|
|
72.8
|
%
|
|
71.3
|
%
|
|
72.9
|
%
|
|
71.2
|
%
|
|
|
|
|
|
|
|
|
|
Reconciliation of operating income (loss) and operating income
(loss) margin:
|
|
|
|
|
|
|
|
|
Loss from operations
|
|
$
|
(5,436
|
)
|
|
$
|
(14,549
|
)
|
|
$
|
(49,256
|
)
|
|
$
|
(56,342
|
)
|
Operating margin
|
|
(4.1
|
)%
|
|
(13.3
|
)%
|
|
(10.2
|
)%
|
|
(13.3
|
)%
|
Adjustments to loss from operations:
|
|
|
|
|
|
|
|
|
Stock-based compensation
|
|
14,801
|
|
|
13,949
|
|
|
65,830
|
|
|
54,699
|
|
Amortization of intangible assets
|
|
781
|
|
|
2,217
|
|
|
7,421
|
|
|
9,290
|
|
Write-off of capitalized software
|
|
1,339
|
|
|
-
|
|
|
1,339
|
|
|
-
|
|
Restructuring
|
|
1,539
|
|
|
-
|
|
|
1,539
|
|
|
-
|
|
Total adjustments to loss from operations
|
|
18,460
|
|
|
16,166
|
|
|
76,129
|
|
|
63,989
|
|
Non-GAAP operating income
|
|
$
|
13,024
|
|
|
$
|
1,617
|
|
|
$
|
26,873
|
|
|
$
|
7,647
|
|
Non-GAAP operating income margin
|
|
9.9
|
%
|
|
1.5
|
%
|
|
5.6
|
%
|
|
1.8
|
%
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
Cornerstone OnDemand, Inc.
|
RECONCILIATIONS OF NET LOSS TO NON-GAAP NET INCOME (LOSS) AND
NON-GAAP NET INCOME (LOSS) PER SHARE
|
(in thousands, except per share amounts)
|
(unaudited)
|
|
|
|
|
|
|
|
Three Months Ended
|
|
Year Ended
|
|
|
December 31,
|
|
December 31,
|
|
|
2017
|
|
2016
|
|
2017
|
|
2016
|
Net loss
|
|
$
|
(9,004
|
)
|
|
$
|
(18,618
|
)
|
|
$
|
(61,335
|
)
|
|
$
|
(66,837
|
)
|
Adjustments to net loss
|
|
|
|
|
|
|
|
|
Stock-based compensation
|
|
14,801
|
|
|
13,949
|
|
|
65,830
|
|
|
54,699
|
|
Amortization of intangible assets
|
|
781
|
|
|
2,217
|
|
|
7,421
|
|
|
9,290
|
|
Accretion of debt discount and amortization of debt issuance costs 1
|
|
2,685
|
|
|
2,325
|
|
|
9,833
|
|
|
9,130
|
|
Fair value adjustment on strategic investments 2
|
|
-
|
|
|
-
|
|
|
600
|
|
|
150
|
|
Write-off of capitalized software
|
|
1,339
|
|
|
-
|
|
|
1,339
|
|
|
-
|
|
Restructuring
|
|
1,539
|
|
|
-
|
|
|
1,539
|
|
|
-
|
|
Total adjustments to net loss
|
|
21,145
|
|
|
18,491
|
|
|
86,562
|
|
|
73,269
|
|
Non-GAAP net income (loss)
|
|
$
|
12,141
|
|
|
$
|
(127
|
)
|
|
$
|
25,227
|
|
|
$
|
6,432
|
|
Non-GAAP basic net income (loss) per share
|
|
$
|
0.21
|
|
|
$
|
-
|
|
|
$
|
0.44
|
|
|
$
|
0.12
|
|
Non-GAAP diluted net income (loss) per share
|
|
$
|
0.19
|
|
|
$
|
-
|
|
|
$
|
0.41
|
|
|
$
|
0.11
|
|
Weighted-average common shares outstanding, basic
|
|
57,826
|
|
|
56,300
|
|
|
57,262
|
|
|
55,595
|
|
Non-GAAP weighted-average common shares outstanding, diluted
|
|
62,414
|
|
|
56,300
|
|
|
61,721
|
|
|
60,481
|
|
1
|
|
Debt discount accretion and debt issuance cost amortization has been
recorded in connection with our issuance of $253.0 million in
convertible notes on June 17, 2013 and $300.0 million in convertible
notes on December 8, 2017. These expenses represent non-cash charges
that have been recorded in accordance with the authoritative
accounting literature for such transactions.
|
2
|
|
Fair value adjustment recorded for our strategic investments in
privately-held companies.
|
|
|
|
|
|
|
|
|
Cornerstone OnDemand, Inc.
|
CALCULATIONS OF BILLINGS
|
(in thousands)
|
(unaudited)
|
|
|
|
|
|
|
|
Deferred Revenue Balance
|
|
Three Months Ended December 31, 2017
|
|
|
|
|
|
Revenue
|
|
|
|
$
|
131,956
|
|
Deferred revenue at September 30, 2017
|
|
$
|
273,180
|
|
|
|
Deferred revenue at December 31, 2017
|
|
326,163
|
|
|
|
Change in deferred revenue
|
|
|
|
52,983
|
|
Billings
|
|
|
|
$
|
184,939
|
|
|
|
|
|
|
|
|
Deferred Revenue Balance
|
|
Three Months Ended December 31, 2016
|
|
|
|
|
|
Revenue
|
|
|
|
$
|
109,029
|
|
Deferred revenue at September 30, 2016
|
|
$
|
235,067
|
|
|
|
Deferred revenue at December 31, 2016
|
|
282,332
|
|
|
|
Change in deferred revenue
|
|
|
|
47,265
|
|
Billings
|
|
|
|
$
|
156,294
|
|
|
|
|
|
|
Percentage period-over-period increase in billings for the three
months ended December 31, 2017
|
|
|
|
18.3
|
%
|
Percentage period-over-period increase in billings on a constant
currency basis for the three months ended December 31, 2017 1
|
|
|
|
12.1
|
%
|
Percentage period-over-period increase in revenue for the three
months ended December 31, 2017
|
|
|
|
21.0
|
%
|
Percentage period-over-period increase in revenue on a constant
currency basis for the three months ended December 31, 2017 1
|
|
|
|
18.3
|
%
|
|
|
|
|
|
|
|
Deferred Revenue Balance
|
|
Year Ended
December 31, 2017
|
|
|
|
|
|
Revenue
|
|
|
|
$
|
481,985
|
|
Deferred revenue at December 31, 2016
|
|
$
|
282,332
|
|
|
|
Deferred revenue at December 31, 2017
|
|
326,163
|
|
|
|
Change in deferred revenue
|
|
|
|
43,831
|
|
Billings
|
|
|
|
$
|
525,816
|
|
|
|
|
|
|
|
|
Deferred Revenue Balance
|
|
Year Ended
December 31, 2016
|
|
|
|
|
|
Revenue
|
|
|
|
$
|
423,124
|
|
Deferred revenue at December 31, 2015
|
|
$
|
252,139
|
|
|
|
Deferred revenue at December 31, 2016
|
|
282,332
|
|
|
|
Change in deferred revenue
|
|
|
|
30,193
|
|
Billings
|
|
|
|
$
|
453,317
|
|
|
|
|
|
|
Percentage period-over-period increase in billings for the year
ended December 31, 2017
|
|
|
|
16.0
|
%
|
Percentage period-over-period increase in billings on a constant
currency basis for the year ended December 31, 2017 1
|
|
|
|
11.5
|
%
|
Percentage period-over-period increase in revenue for the year ended
December 31, 2017
|
|
|
|
13.9
|
%
|
Percentage period-over-period increase in revenue on a constant
currency basis for the year ended December 31, 2017 1
|
|
|
|
15.3
|
%
|
|
|
|
|
|
|
1
|
|
We present constant currency information to provide a framework for
assessing how our underlying business performed excluding the effect
of foreign currency fluctuations. To present this information,
current period results for entities reporting in British pounds are
translated into the United States dollars at the prior period
exchange rates of $1.24 USD per GBP for the three months ended
December 31, 2017 and $1.35 USD per GBP for the year ended December
31, 2017, as opposed to the actual exchange rates in effect for the
current period of $1.34 USD per GBP for the three months ended
December 31, 2017 and $1.29 USD per GBP for the year ended December
31, 2017.
|
|
|
|
|
|
|
|
|
Cornerstone OnDemand, Inc.
|
RECONCILIATION OF NET CASH PROVIDED BY OPERATING ACTIVITIES TO
FREE CASH FLOW, FREE CASH FLOW MARGIN, UNLEVERED FREE CASH FLOW
AND UNLEVERED FREE CASH FLOW MARGIN
|
(A Non-GAAP Financial Measure)
|
(in thousands)
|
(unaudited)
|
|
|
|
|
|
|
|
Three Months Ended
|
|
Year Ended
|
|
|
December 31,
|
|
December 31,
|
|
|
2017
|
|
2016
|
|
2017
|
|
2016
|
Reconciliation of free cash flow:
|
|
|
|
|
|
|
|
|
Net cash provided by operating activities
|
|
$
|
51,583
|
|
|
$
|
33,534
|
|
|
$
|
67,510
|
|
|
$
|
35,252
|
|
Capital expenditures
|
|
(418
|
)
|
|
(1,883
|
)
|
|
(7,100
|
)
|
|
(6,228
|
)
|
Capitalized software costs
|
|
(4,745
|
)
|
|
(4,173
|
)
|
|
(20,571
|
)
|
|
(16,409
|
)
|
Free cash flow
|
|
$
|
46,420
|
|
|
$
|
27,478
|
|
|
$
|
39,839
|
|
|
$
|
12,615
|
|
Free cash flow margin
|
|
35.2
|
%
|
|
25.2
|
%
|
|
8.3
|
%
|
|
3.0
|
%
|
|
|
|
|
|
|
|
|
|
Reconciliation of unlevered free cash flow:
|
|
|
|
|
|
|
|
|
Net cash provided by operating activities
|
|
$
|
51,583
|
|
|
$
|
33,534
|
|
|
$
|
67,510
|
|
|
$
|
35,252
|
|
Capital expenditures
|
|
(418
|
)
|
|
(1,883
|
)
|
|
(7,100
|
)
|
|
(6,228
|
)
|
Capitalized software costs
|
|
(4,745
|
)
|
|
(4,173
|
)
|
|
(20,571
|
)
|
|
(16,409
|
)
|
Cash paid for interest
|
|
-
|
|
|
-
|
|
|
3,841
|
|
|
3,796
|
|
Unlevered free cash flow
|
|
$
|
46,420
|
|
|
$
|
27,478
|
|
|
$
|
43,680
|
|
|
$
|
16,411
|
|
Unlevered free cash flow margin
|
|
35.2
|
%
|
|
25.2
|
%
|
|
9.1
|
%
|
|
3.9
|
%
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
Cornerstone OnDemand, Inc. TRENDED OPERATIONAL &
FINANCIAL HIGHLIGHTS (unaudited)
The following metrics are intended as a supplement to the financial
statements found in this release and other information furnished or
filed with the SEC. In the event of discrepancies between amounts in
these tables and the Company's historical disclosures or financial
statements, readers should rely on the Company's filings with the SEC
and financial statements in the Company's most recent earnings release.
The Company intends to periodically review and refine the definition,
methodology and appropriateness of each of these supplemental metrics.
As a result, metrics are subject to removal and/or change, and such
changes could be material.
|
|
FY 2016
|
|
FY 2017
|
|
Full Year
|
|
|
Q1'16
|
Q2'16
|
Q3'16
|
Q4'16
|
|
Q1'17
|
Q2'17
|
Q3'17
|
Q4'17
|
|
FY15
|
FY16
|
FY17
|
NON-FINANCIAL DATA:
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
Number of clients 1
|
|
2,670
|
|
2,730
|
|
2,805
|
|
2,918
|
|
|
2,998
|
|
3,076
|
|
3,146
|
|
3,250
|
|
|
2,595
|
|
2,918
|
|
3,250
|
|
% y/y
|
|
19.4
|
%
|
15.6
|
%
|
13.7
|
%
|
12.4
|
%
|
|
12.3
|
%
|
12.7
|
%
|
12.2
|
%
|
11.4
|
%
|
|
20.5
|
%
|
12.4
|
%
|
11.4
|
%
|
% q/q
|
|
2.9
|
%
|
2.2
|
%
|
2.7
|
%
|
4.0
|
%
|
|
2.7
|
%
|
2.6
|
%
|
2.3
|
%
|
3.3
|
%
|
|
n/a
|
n/a
|
n/a
|
Number of users (in millions) 1
|
|
25.0
|
|
26.3
|
|
27.7
|
|
29.9
|
|
|
31.0
|
|
32.1
|
|
33.5
|
|
35.3
|
|
|
23.8
|
|
29.9
|
|
35.3
|
|
% y/y
|
|
30.6
|
%
|
28.5
|
%
|
24.5
|
%
|
25.6
|
%
|
|
24.2
|
%
|
22.3
|
%
|
21.1
|
%
|
18.1
|
%
|
|
31.8
|
%
|
25.6
|
%
|
18.1
|
%
|
% q/q
|
|
4.9
|
%
|
5.2
|
%
|
5.3
|
%
|
8.1
|
%
|
|
3.7
|
%
|
3.6
|
%
|
4.3
|
%
|
5.4
|
%
|
|
n/a
|
n/a
|
n/a
|
Number of employees
|
|
1,681
|
|
1,722
|
|
1,788
|
|
1,823
|
|
|
1,859
|
|
1,933
|
|
1,960
|
|
1,891
|
|
|
1,645
|
|
1,823
|
|
1,891
|
|
% y/y
|
|
18.0
|
%
|
14.0
|
%
|
11.3
|
%
|
10.8
|
%
|
|
10.6
|
%
|
12.3
|
%
|
9.6
|
%
|
3.7
|
%
|
|
20.9
|
%
|
10.8
|
%
|
3.7
|
%
|
% q/q
|
|
2.2
|
%
|
2.4
|
%
|
3.8
|
%
|
2.0
|
%
|
|
2.0
|
%
|
4.0
|
%
|
1.4
|
%
|
(3.5
|
)%
|
|
n/a
|
n/a
|
n/a
|
Annual Dollar Retention Rate
|
|
n/a
|
n/a
|
n/a
|
n/a
|
|
n/a
|
n/a
|
n/a
|
n/a
|
|
95.4
|
%
|
95.1
|
%
|
93.5
|
%
|
FINANCIAL DATA (in thousands, except percentages):
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
Revenue
|
|
99,324
|
|
107,013
|
|
107,758
|
|
109,029
|
|
|
111,582
|
|
116,651
|
|
121,796
|
|
131,956
|
|
|
339,651
|
|
423,124
|
|
481,985
|
|
% y/y
|
|
34.3
|
%
|
29.6
|
%
|
23.5
|
%
|
13.7
|
%
|
|
12.3
|
%
|
9.0
|
%
|
13.0
|
%
|
21.0
|
%
|
|
28.9
|
%
|
24.6
|
%
|
13.9
|
%
|
% y/y (Constant currency)
|
|
36.4
|
%
|
32.1
|
%
|
29.7
|
%
|
20.4
|
%
|
|
17.2
|
%
|
12.7
|
%
|
13.1
|
%
|
18.3
|
%
|
|
n/a
|
29.1
|
%
|
15.3
|
%
|
Subscription revenue
|
|
79,692
|
|
84,242
|
|
86,366
|
|
89,456
|
|
|
92,932
|
|
96,416
|
|
101,130
|
|
106,286
|
|
|
270,093
|
|
339,756
|
|
396,764
|
|
% y/y
|
|
32.1
|
%
|
29.4
|
%
|
22.6
|
%
|
20.6
|
%
|
|
16.6
|
%
|
14.5
|
%
|
17.1
|
%
|
18.8
|
%
|
|
n/a
|
25.8
|
%
|
16.8
|
%
|
% y/y (Constant currency)
|
|
n/a
|
n/a
|
n/a
|
n/a
|
|
n/a
|
n/a
|
n/a
|
15.8
|
%
|
|
n/a
|
n/a
|
17.7
|
%
|
Subscription revenue %
|
|
80.2
|
%
|
78.7
|
%
|
80.1
|
%
|
82.0
|
%
|
|
83.3
|
%
|
82.7
|
%
|
83.0
|
%
|
80.5
|
%
|
|
79.5
|
%
|
80.3
|
%
|
82.3
|
%
|
Professional consulting services revenue %
|
|
19.8
|
%
|
21.3
|
%
|
19.9
|
%
|
18.0
|
%
|
|
16.7
|
%
|
17.3
|
%
|
17.0
|
%
|
19.5
|
%
|
|
20.5
|
%
|
19.7
|
%
|
17.7
|
%
|
Loss from operations
|
|
(16,657
|
)
|
(15,097
|
)
|
(10,039
|
)
|
(14,549
|
)
|
|
(13,148
|
)
|
(18,568
|
)
|
(12,104
|
)
|
(5,436
|
)
|
|
(68,707
|
)
|
(56,342
|
)
|
(49,256
|
)
|
Net cash (used in) provided by operating activities
|
|
(14,854
|
)
|
3,740
|
|
12,832
|
|
33,534
|
|
|
(7,235
|
)
|
1,624
|
|
21,538
|
|
51,583
|
|
|
43,796
|
|
35,252
|
|
67,510
|
|
Capitalized software
|
|
4,642
|
|
3,585
|
|
4,009
|
|
4,173
|
|
|
5,756
|
|
5,606
|
|
4,464
|
|
4,745
|
|
|
13,283
|
|
16,409
|
|
20,571
|
|
Capitalized software % of revenue
|
|
4.7
|
%
|
3.4
|
%
|
3.7
|
%
|
3.8
|
%
|
|
5.2
|
%
|
4.8
|
%
|
3.7
|
%
|
3.6
|
%
|
|
3.9
|
%
|
3.9
|
%
|
4.3
|
%
|
Capital expenditures
|
|
1,460
|
|
1,901
|
|
984
|
|
1,883
|
|
|
2,698
|
|
1,042
|
|
2,942
|
|
418
|
|
|
15,633
|
|
6,228
|
|
7,100
|
|
Cash paid for interest
|
|
1,898
|
|
-
|
|
1,898
|
|
-
|
|
|
1,898
|
|
-
|
|
1,943
|
|
-
|
|
|
1,915
|
|
3,796
|
|
3,841
|
|
NON-GAAP FINANCIAL DATA (in thousands, except percentages):
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
Annual recurring revenue
|
|
n/a
|
n/a
|
n/a
|
n/a
|
|
n/a
|
n/a
|
n/a
|
n/a
|
|
n/a
|
n/a
|
439,000
|
|
Billings
|
|
83,695
|
|
106,337
|
|
106,991
|
|
156,294
|
|
|
89,736
|
|
119,031
|
|
132,110
|
|
184,939
|
|
|
400,454
|
|
453,317
|
|
525,816
|
|
% y/y
|
|
31.9
|
%
|
16.5
|
%
|
3.2
|
%
|
10.1
|
%
|
|
7.2
|
%
|
11.9
|
%
|
23.5
|
%
|
18.3
|
%
|
|
26.7
|
%
|
13.2
|
%
|
16.0
|
%
|
% y/y (Constant currency)
|
|
30.8
|
%
|
29.0
|
%
|
8.7
|
%
|
18.4
|
%
|
|
6.3
|
%
|
6.4
|
%
|
18.3
|
%
|
12.1
|
%
|
|
n/a
|
20.2
|
%
|
11.5
|
%
|
Non-GAAP operating (loss) income
|
|
(1,055
|
)
|
150
|
|
6,935
|
|
1,617
|
|
|
4,918
|
|
1,247
|
|
7,684
|
|
13,024
|
|
|
(15,058
|
)
|
7,647
|
|
26,873
|
|
Free cash flow
|
|
(20,956
|
)
|
(1,746
|
)
|
7,839
|
|
27,478
|
|
|
(15,689
|
)
|
(5,024
|
)
|
14,132
|
|
46,420
|
|
|
14,880
|
|
12,615
|
|
39,839
|
|
Free cash flow margin
|
|
(21.1
|
)%
|
(1.6
|
)%
|
7.3
|
%
|
25.2
|
%
|
|
(14.1
|
)%
|
(4.3
|
)%
|
11.6
|
%
|
35.2
|
%
|
|
4.4
|
%
|
3.0
|
%
|
8.3
|
%
|
Unlevered free cash flow
|
|
(19,058
|
)
|
(1,746
|
)
|
9,737
|
|
27,478
|
|
|
(13,791
|
)
|
(5,024
|
)
|
16,075
|
|
46,420
|
|
|
16,795
|
|
16,411
|
|
43,680
|
|
Unlevered free cash flow margin
|
|
(19.2
|
)%
|
(1.6
|
)%
|
9.0
|
%
|
25.2
|
%
|
|
(12.4
|
)%
|
(4.3
|
)%
|
13.2
|
%
|
35.2
|
%
|
|
4.9
|
%
|
3.9
|
%
|
9.1
|
%
|
GAAP MARGIN DATA:
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
Gross margin
|
|
68.1
|
%
|
66.4
|
%
|
69.0
|
%
|
68.1
|
%
|
|
69.6
|
%
|
69.7
|
%
|
70.7
|
%
|
71.3
|
%
|
|
67.7
|
%
|
67.9
|
%
|
70.4
|
%
|
Sales and marketing % of revenue
|
|
57.1
|
%
|
54.0
|
%
|
49.8
|
%
|
52.7
|
%
|
|
51.0
|
%
|
53.2
|
%
|
49.7
|
%
|
46.0
|
%
|
|
61.0
|
%
|
53.3
|
%
|
49.9
|
%
|
Research and development % of revenue
|
|
11.1
|
%
|
11.0
|
%
|
11.3
|
%
|
11.1
|
%
|
|
12.0
|
%
|
12.6
|
%
|
13.5
|
%
|
13.3
|
%
|
|
12.1
|
%
|
11.1
|
%
|
12.9
|
%
|
General and administrative % of revenue
|
|
16.6
|
%
|
15.5
|
%
|
17.3
|
%
|
17.7
|
%
|
|
18.4
|
%
|
19.8
|
%
|
17.4
|
%
|
14.9
|
%
|
|
14.7
|
%
|
16.8
|
%
|
17.6
|
%
|
Operating margin
|
|
(16.8
|
)%
|
(14.1
|
)%
|
(9.3
|
)%
|
(13.3
|
)%
|
|
(11.8
|
)%
|
(15.9
|
)%
|
(9.9
|
)%
|
(4.1
|
)%
|
|
(20.2
|
)%
|
(13.3
|
)%
|
(10.2
|
)%
|
NON-GAAP MARGIN DATA:
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
Non-GAAP gross margin
|
|
71.7
|
%
|
69.6
|
%
|
72.2
|
%
|
71.3
|
%
|
|
72.6
|
%
|
72.7
|
%
|
73.5
|
%
|
72.8
|
%
|
|
71.7
|
%
|
71.2
|
%
|
72.9
|
%
|
Non-GAAP sales and marketing % of revenue
|
|
50.9
|
%
|
48.2
|
%
|
43.6
|
%
|
46.7
|
%
|
|
44.9
|
%
|
47.4
|
%
|
43.2
|
%
|
40.8
|
%
|
|
54.0
|
%
|
47.3
|
%
|
44.0
|
%
|
Non-GAAP research and development % of revenue
|
|
9.3
|
%
|
9.3
|
%
|
9.3
|
%
|
9.4
|
%
|
|
10.1
|
%
|
10.5
|
%
|
11.3
|
%
|
10.4
|
%
|
|
10.3
|
%
|
9.3
|
%
|
10.6
|
%
|
Non-GAAP general and administrative % of revenue
|
|
12.6
|
%
|
12.0
|
%
|
13.0
|
%
|
13.7
|
%
|
|
13.2
|
%
|
13.7
|
%
|
12.7
|
%
|
11.8
|
%
|
|
11.9
|
%
|
12.8
|
%
|
12.8
|
%
|
Non-GAAP operating margin
|
|
(1.1
|
)%
|
0.1
|
%
|
6.4
|
%
|
1.5
|
%
|
|
4.4
|
%
|
1.1
|
%
|
6.3
|
%
|
9.9
|
%
|
|
(4.4
|
)%
|
1.8
|
%
|
5.6
|
%
|
Non-GAAP research and development plus capitalized software % of
revenue
|
|
14.0
|
%
|
12.7
|
%
|
13.0
|
%
|
13.2
|
%
|
|
15.3
|
%
|
15.3
|
%
|
15.0
|
%
|
14.0
|
%
|
|
14.2
|
%
|
13.2
|
%
|
14.9
|
%
|
FOREIGN EXCHANGE RATES:
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
GBP to USD average period rate
|
|
1.43
|
|
1.43
|
|
1.31
|
|
1.24
|
|
|
1.24
|
|
1.28
|
|
1.31
|
|
1.33
|
|
|
1.53
|
|
1.36
|
|
1.29
|
|
GBP to USD end of period spot rate
|
|
1.44
|
|
1.35
|
|
1.30
|
|
1.23
|
|
|
1.24
|
|
1.30
|
|
1.34
|
|
1.35
|
|
|
1.48
|
|
1.23
|
|
1.35
|
|
EUR to USD average period rate
|
|
n/a
|
n/a
|
n/a
|
n/a
|
|
n/a
|
1.10
|
|
1.18
|
|
1.18
|
|
|
n/a
|
n/a
|
1.14
|
|
EUR to USD end of period spot rate
|
|
n/a
|
n/a
|
n/a
|
n/a
|
|
n/a
|
1.14
|
|
1.18
|
|
1.20
|
|
|
n/a
|
n/a
|
1.20
|
|
1
|
|
Includes contracted clients and users of our Enterprise and
Mid-Market solution, excluding Cornerstone for Salesforce and PiiQ.
|
View source version on businesswire.com: http://www.businesswire.com/news/home/20180213006555/en/
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