Salesforce.com Announces Fiscal 2013 Third Quarter Results - Quarterly Revenue of $788 Million, up 35% Year-Over-Year - Deferred Revenue of $1.29 Billion, up 41% Year-Over-Year - Unbilled Deferred Revenue Increases to Approximately $3 Billion - Raises FY13 Revenue Guidance to $3.041 - $3.046 Billion - Initiates FY14 Revenue Guidance of $3.80 - $3.85 Billion PR Newswire SAN FRANCISCO, Nov. 20, 2012 SAN FRANCISCO, Nov. 20, 2012 /PRNewswire/ --Salesforce.com (NYSE: CRM), the enterprise cloud computing (http://www.salesforce.com/cloudcomputing/) company, today announced results for its fiscal third quarter ended October 31, 2012. (Logo: http://photos.prnewswire.com/prnh/20050216/SFW105LOGO) "Salesforce.com is the first enterprise cloud computing company to exceed a $3 billion annual revenue run rate, with outstanding third quarter revenue growth at 35% in dollars and 37% in constant currency," said Marc Benioff, Chairman and CEO, salesforce.com. "Given the strong customer response to our next generation social and mobile cloud technologies, I'm delighted to announce that we expect to surpass a $4 billion annual revenue run rate during our fiscal year 2014." Salesforce.com delivered the following results for its fiscal third quarter: Revenue: Total Q3 revenue was $788 million, an increase of 35% on a year-over-year basis. Subscription and support revenues were $741 million, an increase of 35% on a year-over-year basis. Professional services and other revenues were $48 million, an increase of 36% on a year-over-year basis. Earnings per Share: Q3 GAAP net loss per share was ($1.55), and non-GAAP diluted earnings per share was $0.33. The company recorded a one-time, non-cash charge to income tax expense in the third quarter of fiscal 2013 in the amount of $149 million to establish a valuation allowance against a significant portion of its deferred tax assets. This accounting treatment reflects the company's assessment of whether the deferred tax assets will be realizable in the near-future, but has no effect on the company's ability to utilize deferred tax assets, such as loss carryforwards and tax credits, to reduce future cash tax payments. The Company will continue to assess and record any necessary quarterly changes to the valuation allowance and the corresponding income tax expense or benefit. The company's non-GAAP results exclude the effects of the $149 million charge related to the establishment of the tax valuation allowance, $26 million related to the quarterly change in the tax valuation allowance, $105 million in stock-based compensation expense, $26 million in amortization of purchased intangibles, and $6 million in net non-cash interest expense related to the company's convertible senior notes. GAAP EPS calculations are based on a basic share count of approximately 142 million shares. Non-GAAP EPS calculations are based on approximately 150 million diluted shares outstanding during the quarter, including approximately four million shares associated with the company's convertible senior notes. Cash: Cash generated from operations for the fiscal third quarter was $106 million, a decrease of 18% on a year-over-year basis. Total cash, cash equivalents and marketable securities finished the quarter at $1.4 billion. Deferred Revenue: Deferred revenue on the balance sheet as of October 31, 2012 was $1.29 billion, an increase of 41% on a year-over-year basis. Current deferred revenue increased by 35% year-over-year to $1.23 billion, benefited in part by longer invoice durations. Non-current deferred revenue increased by 414% year-over-year to $66 million. Unbilled deferred revenue, representing business that is contracted but unbilled and off balance sheet, ended the third quarter at approximately $3 billion, up from approximately $2.8 billion at the end of the fiscal second quarter. As of November 20, 2012, salesforce.com is initiating revenue, GAAP EPS and non-GAAP EPS guidance for its fiscal fourth quarter of fiscal year 2013. In addition, for the full fiscal year 2013, the company is raising its revenue and non-GAAP EPS guidance and lowering its GAAP EPS guidance previously provided on August 23, 2012. The company is also initiating revenue guidance for fiscal year 2014. Q4 FY13 Guidance: Revenue for the company's fourth fiscal quarter is projected to be in the range of $825 million to $830 million, an increase of 31% year-over-year. GAAP net loss per share is expected to be in the range of ($0.25) to ($0.23), while diluted non-GAAP EPS is expected to be in the range of $0.38 to $0.40. The non-GAAP estimate excludes the effects of stock-based compensation expense, expected to be approximately $107 million, amortization of purchased intangibles related to acquisitions, expected to be approximately $21 million, and net non-cash interest expense related to the convertible senior notes, expected to be approximately $6 million. EPS estimates assume a GAAP tax rate of approximately negative 7%, and a non-GAAP tax rate of approximately 40%, which reflect the estimated quarterly change in the tax valuation allowance. The GAAP EPS calculation assumes an average basic share count of approximately 145 million shares, and the non-GAAP EPS calculation assumes an average fully diluted share count of approximately 155 million shares. Full Year FY13 Guidance: Revenue for the company's full fiscal year 2013 is projected to be in the range of $3.041 billion to $3.046 billion, an increase of 34% year-over-year. For the company's full fiscal year 2013, GAAP net loss per share is expected to be in the range of ($2.02) to ($2.00) while diluted non-GAAP EPS is expected to be in the range of $1.50 to $1.52. The lowering of the GAAP net loss per share range is a result of the non-cash tax expenses in Q3, as discussed above. The non-GAAP estimate excludes the effects of the fiscal third quarter charge to establish a tax valuation allowance of approximately $149 million, stock-based compensation expense, expected to be approximately $379 million, amortization of purchased intangibles related to acquisitions, expected to be approximately $88 million, and net non-cash interest expense related to the convertible senior notes, expected to be approximately $24 million. EPS estimates assume a GAAP tax rate of approximately negative 114%, and a non-GAAP tax rate of approximately 37%, which reflect the estimated annual change in the tax valuation allowance. Due to the valuation allowance, however, the GAAP tax rate is volatile and difficult to forecast. The GAAP EPS calculation assumes an average basic share count of approximately 141 million shares, and the non-GAAP EPS calculation assumes an average fully diluted share count of approximately 149 million shares. Full Year FY14 Guidance: Revenue for the company's full fiscal year 2014 is projected to be in the range of approximately $3.80 billion to approximately $3.85 billion. The company will provide its expectations for FY14 GAAP and non-GAAP EPS when it announces its fourth quarter fiscal year 2013 results in February 2013. The following is a per share reconciliation of GAAP EPS to non-GAAP diluted EPS guidance for the fourth quarter and full fiscal year: Fiscal 2013 Q4 FY2013 GAAP EPS Range* ($0.25) - ($0.23) ($2.02) - ($2.00) Plus Amortization of purchased $ 0.14 $ 0.59 intangibles Stock-based expense $ 0.69 $ 2.54 Amortization of debt discount, net $ 0.04 $ 0.16 Less One time tax charge $ $ 1.00 - Quarterly change in valuation $ 0.06 $ 0.23 allowance Income tax effect of certain $ $ Non-GAAP items (0.30) (1.00) Non-GAAP diluted EPS $0.38 - $0.40 $1.50 - $1.52 Shares used in computing basic net 145 141 income per share (millions) Shares used in computing diluted net 155 149 income per share (millions) * For Q4 & FY13 GAAP EPS loss, basic number of shares used for calculation Quarterly Conference Call Salesforce.com will host a conference call to discuss its third quarter fiscal year 2013 results at 2:00 p.m. Pacific Time today. A live audio webcast of the conference call, together with detailed financial information, can be accessed through the company's Investor Relations Web site at http://www.salesforce.com/investor. In addition, an archive of the audiocast can be accessed through the same link. Participants who choose to call in to the conference call can do so by dialing domestically 866-901-SFDC or 866-901-7332 and internationally at +1 706-902-1764, passcode salesforce.com or 51384041. A replay will be available at 800-585-8367 or +1 855-859-2056, passcode 51384041, until midnight (Eastern Time) December 20, 2012. About salesforce.com Founded in 1999, salesforce.com is the enterprise cloud computing leader. Using salesforce.com's social and mobile cloud technologies, companies can connect with customers, partners and employees in entirely new ways. Based on salesforce.com's real-time, multitenant architecture, the company's platform and apps give customers the tools to create a social front office and revolutionize the way they sell, service, market, collaborate, work and innovate. oGrow your business with the world's #1 sales app, Salesforce Sales Cloud oDeliver amazing customer service with the award-winning Salesforce Service Cloud oListen, engage, advertise, and measure social media marketing with the Salesforce Marketing Cloud oAchieve breakthrough collaboration and productivity with Salesforce Chatter oAlign, motivate and drive performance with Salesforce Work.com oBuild social and mobile cloud apps on the Salesforce Platform and extend success with the world's leading enterprise app marketplace, the AppExchange Any unreleased services or features referenced in this or other press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase salesforce.com applications should make their purchase decisions based upon features that are currently available. Salesforce.com has headquarters in San Francisco, with offices in Europe and Asia, and trades on the New York Stock Exchange under the ticker symbol "CRM." For more information please visit http://salesforce.com, or call 1-800-NO-SOFTWARE Non-GAAP Financial Measures: This press release includes information about non-GAAP EPS and non-GAAP tax rates (collectively the "non-GAAP financial measures"). Non-GAAP EPS estimates exclude the impact of the following non-cash items: stock-based compensation, amortization of acquisition-related intangibles, the net amortization of debt discount on the company's convertible senior notes, certain one-time, non-cash tax charges, quarterly changes to the valuation allowance, as well as the tax consequences associated with these items. The purpose of the non-GAAP tax rate is to quantify the excluded tax consequences of the excluded expense items. These non-GAAP estimates are not measurements of financial performance prepared in accordance with U.S. generally accepted accounting principles. The method used to produce non-GAAP financial measures is not computed according to GAAP and may differ from the methods used by other companies. Non-GAAP financial measures are not meant to be considered in isolation or as a substitute for comparable GAAP measures and should be read only in conjunction with the company's consolidated financial statements prepared in accordance with GAAP. The primary purpose of these non-GAAP measures is to provide supplemental information that may prove useful to investors who wish to consider the impact of certain non-cash items on the company's operating performance. Non-cash stock-based compensation, amortization of acquisition-related intangible assets, and the net amortization of debt discount on the company's convertible senior notes are being excluded from the company's FY13 financial results because the decisions which gave rise to these expenses were not made to increase revenue in a particular period, but were made for the company's long-term benefit over multiple periods. While strategic decisions, such as those to issue stock-based compensation, acquire a company, or issue convertible senior notes, are made to further the company's long-term strategic objectives and impact the company's statement of operations under GAAP measures, these items affect multiple periods and management is not able to change or affect these items in any particular period. As such, supplementing GAAP disclosure with non-GAAP disclosure using the non-GAAP measures provides management with an additional view of operational performance by excluding expenses that are not directly related to performance in any particular period, and management uses both GAAP and non-GAAP measures when planning, monitoring, and evaluating the company's performance. In addition, the majority of the company's industry peers report non-GAAP operating results that exclude certain non-cash or non-recurring items, such as certain one-time charges. As significant unusual or discrete events occur, such as the valuation allowance against the company's deferred tax assets, the results may be excluded in the period in which the events occur. Management believes that the provision of supplemental non-GAAP information will enable a more complete comparison of the company's relative performance. Specifically, management is excluding the following items from its non-GAAP EPS for Q3 and its non-GAAP estimates for Q4 and FY13: oStock-Based Expenses: The company's compensation strategy includes the use of stock-based compensation to attract and retain employees and executives. It is principally aimed at aligning their interests with those of our stockholders and at long-term employee retention, rather than to motivate or reward operational performance for any particular period. Thus, stock-based compensation expense varies for reasons that are generally unrelated to operational decisions and performance in any particular period. oAmortization of Purchased Intangibles: The company views amortization of acquisition-related intangible assets, such as the amortization of the cost associated with an acquired company's research and development efforts, trade names, customer lists and customer relationships, as items arising from pre-acquisition activities determined at the time of an acquisition. While these intangible assets are continually evaluated for impairment, amortization of the cost of purchased intangibles is a static expense, one that is not typically affected by operations during any particular period. oAmortization of Debt Discount: Under GAAP, certain convertible debt instruments that may be settled in cash (or other assets) on conversion are required to be separately accounted for as liability (debt) and equity (conversion option) components of the instrument in a manner that reflects the issuer's non-convertible debt borrowing rate. Accordingly, for GAAP purposes we are required to recognize imputed interest expense on the company's $575 million of convertible subordinated notes that were issued in a private placement in January 2010. The imputed interest rate is approximately 5.9%, while the actual coupon interest rate of the notes is 0.75%. The difference between the imputed interest expense and the coupon interest expense, net of the interest amount capitalized, is excluded from management's assessment of the company's operating performance because management believes that this non-cash expense is not indicative of ongoing operating performance. Management believes that the exclusion of the non-cash interest expense provides investors an enhanced view of the company's operational performance. oOne-time Tax Charge: As a result of the company assessing the realizability of its deferred tax assets, the company recorded a one-time, non-cash charge to income tax expense to establish a valuation allowance against a significant portion of those assets. The company applied significant judgment as part of this analysis including considering the company's past operating results, cumulative losses and forecasts of future taxable income. As part of establishing a valuation allowance with respect to the company's deferred tax assets, the company will assess and record any necessary quarterly changes to the valuation allowance and the corresponding income tax expense or benefit. Management believes that the exclusion of this non-cash charge is appropriate to provide investors with a better view of the company's operational performance. oQuarterly Change in Valuation Allowance: As part of establishing a valuation allowance, the company records a quarterly charge related to the change in the valuation allowance. Management believes that the exclusion of any quarterly charge related to the change in the valuation allowance is appropriate to provide investors with a better view of the company's operational performance. oIncome Tax Effects: The company's estimated non-GAAP effective tax rate adjusts for the tax effect of the expense items described above. "Safe harbor" statement under the Private Securities Litigation Reform Act of 1995: This press release contains forward-looking statements about expected GAAP revenue and GAAP and non-GAAP EPS for the fourth fiscal quarter of 2013 and the full fiscal year, the company's expected revenue run rate and revenues in fiscal 2014, the company's expected tax rates, stock-based compensation expenses, amortization of purchased intangibles and debt discount, shares outstanding, and deferred tax asset valuation allowances. The achievement or success of the matters covered by such forward-looking statements involves risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions prove incorrect, the company's results could differ materially from the results expressed or implied by the forward-looking statements we make. The risks and uncertainties referred to above include - but are not limited to - risks associated with possible fluctuations in the company's financial and operating results; the company's rate of growth and anticipated revenue run rate, including the company's ability to convert deferred revenue and unbilled deferred revenue into revenue and, as appropriate, cash flow, and the continued growth and ability to maintain deferred revenue and unbilled deferred revenue; errors, interruptions or delays in the company's service or the company's Web hosting; breaches of the company's security measures; the financial impact of any previous and future acquisitions; the nature of the company's business model; the company's ability to continue to release, and gain customer acceptance of, new and improved versions of the company's service; successful customer deployment and utilization of the company's existing and future services; changes in the company's sales cycle; competition; various financial aspects of the company's subscription model; unexpected increases in attrition or decreases in new business; the emerging markets in which the company operates; unique aspects of entering or expanding in international markets, the company's ability to hire, retain and motivate employees and manage the company's growth; changes in the company's customer base; technological developments; regulatory developments; litigation related to intellectual property and other matters, and any related claims, negotiations and settlements; unanticipated changes in the company's effective tax rate; fluctuations in the number of shares we have outstanding and the price of such shares; foreign currency exchange rates; collection of receivables; interest rates; factors affecting our deferred tax assets and ability to value and utilize them, including the timing of when we once again achieve profitability on a pre-tax basis; the expenses associated with the company's real estate and office facilities space; and general developments in the economy, financial markets, and credit markets. Further information on these and other factors that could affect the company's financial results is included in the reports on Forms 10-K, 10-Q and 8-K and in other filings we make with the Securities and Exchange Commission from time to time, including the company's Form 10-Q that will be filed for the third quarter ended October 31, 2012 and our Form 10-K filed for the fiscal year ended January 31, 2012. These documents are available on the SEC Filings section of the Investor Information section of the company's website at www.salesforce.com/investor. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements, except as required by law. Copyright © 2012 salesforce.com, inc. All rights reserved. Salesforce, Chatter, Sales Cloud, Service Cloud, Marketing Cloud, Work.com, AppExchange, Salesforce Platform, and others are trademarks of salesforce.com, inc. Other names used herein may be trademarks of their respective owners. salesforce.com, inc. Condensed Consolidated Statements of Operations (in thousands, except per share data) (Unaudited) Three Months Ended Nine Months Ended October October 31, 31, 2012 2011 2012 2011 Revenues: Subscription and $ $ $ $ support 740,600 549,182 2,083,313 1,531,965 Professional services 47,798 35,078 132,201 102,661 and other Total revenues 788,398 584,260 2,215,514 1,634,626 Cost of revenues (1)(2): Subscription and 134,183 96,306 361,446 260,693 support Professional services 52,065 32,259 138,771 91,848 and other Total cost of 186,248 128,565 500,217 352,541 revenues Gross profit 602,150 455,695 1,715,297 1,282,085 Operating expenses (1)(2): Research and 114,074 76,049 308,292 214,734 development Marketing and sales 428,507 304,571 1,178,456 842,043 General and 113,757 85,232 318,452 254,016 administrative Total operating 656,338 465,852 1,805,200 1,310,793 expenses Loss from operations (54,188) (10,157) (89,903) (28,708) Investment income 3,887 5,136 15,521 18,303 Interest expense (8,190) (3,859) (22,593) (11,376) Other income (expense) (4,360) 30 (4,776) (4,001) Loss before benefit from (provision for) income (62,851) (8,850) (101,751) (25,782) taxes Benefit from (provision (157,446) 5,094 (147,850) 18,288 for) income taxes (3) $ $ $ $ Net loss (220,297) (249,601) (7,494) (3,756) $ $ $ $ Basic net loss per share (1.55) (1.78) (0.06) (0.03) Diluted net loss per $ $ $ $ share (1.55) (1.78) (0.06) (0.03) Shares used in computing 142,203 135,847 139,959 134,824 basic net loss per share Shares used in computing 142,203 135,847 139,959 134,824 diluted net loss per share (1) Amounts include amortization of purchased intangibles from business combinations, as follows: Cost of revenues $ $ $ $ 23,247 17,469 58,363 42,937 Marketing and sales 2,995 953 8,829 4,499 (2) Amounts include stock-based expenses, as follows: $ $ $ $ Cost of revenues 9,336 24,453 12,168 4,138 Research and 21,984 12,197 53,740 31,224 development Marketing and sales 55,304 29,123 142,072 80,024 General and 18,488 11,548 51,530 35,742 administrative (3) Amount includes one-time tax items, as follow: Benefit from $ $ $ $ (provision for) (149,147) (149,147) income taxes 0 0 salesforce.com, inc. Condensed Consolidated Statements of Operations As a percentage of total revenues: (Unaudited) Three Months Nine Months Ended October Ended October 31, 31, 2012 2011 2012 2011 Revenues: Subscription and support 94% 94% 94% 94% Professional services and other 6 6 6 6 Total revenues 100 100 100 100 Cost of revenues (1)(2): Subscription and support 17 16 17 16 Professional services and other 7 6 6 6 Total cost of revenues 24 22 23 22 Gross profit 76 78 77 78 Operating expenses (1)(2): Research and development 15 13 14 13 Marketing and sales 54 52 53 52 General and administrative 14 15 14 15 Total operating expenses 83 80 81 80 Loss from operations (7) (2) (4) (2) Investment income 0 1 1 1 Interest expense (1) (1) (1) (1) Other income (expense) 0 0 0 0 Loss before benefit from (provision for) income (8) (2) (4) (2) taxes Benefit from (provision for) income taxes (3) (20) 1 (7) 1 Net loss (28)% (1)% (11)% (1)% (1) Amortization of purchased intangibles from business combinations as a percentage of total revenues, as follows: Cost of revenues 3% 3% 3% 3% Marketing and sales 0 0 0 0 (2) Stock-based expenses as a percentage of total revenues, as follows: Cost of revenues 1% 1% 1% 1% Research and development 3 2 2 2 Marketing and sales 7 5 6 5 General and administrative 2 2 2 2 (3) One-time tax items as a percentage of total revenues, as follows: Benefit from (provision for) income (19)% 0% (7)% 0% taxes salesforce.com, inc. Condensed Consolidated Balance Sheets (in thousands) October 31, January 31, 2012 2012 (unaudited) Assets Current assets: Cash and cash equivalents $ $ 521,720 607,284 Short-term marketable securities 83,844 170,582 Accounts receivable, net 418,590 683,745 Deferred commissions 100,808 98,471 Deferred income taxes, net 14,723 31,821 Prepaid expenses and other current 117,600 80,319 assets (see additional metrics) Total current assets 1,257,285 1,672,222 Marketable securities, noncurrent 810,486 669,308 Property and equipment, net (see additional 583,839 527,946 metrics) Deferred commissions, noncurrent 80,304 78,149 Deferred income taxes, noncurrent, net 6,285 87,587 Capitalized software, net (see additional 225,137 188,412 metrics) Goodwill 1,525,154 785,381 Other assets, net (see additional metrics) 153,800 155,149 Total assets $ $ 4,642,290 4,164,154 Liabilities, temporary equity and stockholders' equity Current liabilities: Accounts payable $ $ 57,940 33,258 Accrued expenses and other liabilities (see additional 524,267 502,442 metrics) Deferred revenue 1,226,118 1,291,622 Convertible senior notes, net 514,891 496,149 Total current liabilities 2,323,216 2,323,471 Income taxes payable, noncurrent 46,246 37,258 Long-term lease liabilities and other 63,629 48,651 Deferred revenue, noncurrent 65,585 88,673 Total liabilities 2,498,676 2,498,053 Temporary equity 59,999 78,741 Stockholders' equity: Common stock 142 137 Additional paid-in capital 2,149,962 1,415,077 Accumulated other comprehensive 23,649 12,683 income Retained earnings (deficit) (90,138) 159,463 Total stockholders' equity 2,083,615 1,587,360 Total liabilities, temporary equity and $ $ stockholders' equity 4,642,290 4,164,154 salesforce.com, inc. Condensed Consolidated Statements of Cash Flows (in thousands) (Unaudited) Three Months Ended Nine Months Ended October 31, October 31, 2012 2011 2012 2011 Operating activities: $ $ $ $ Net loss (220,297) (3,756) (249,601) (7,494) Adjustments to reconcile net loss to net cash provided by operating activities: Depreciation and 59,960 41,553 159,400 111,385 amortization Amortization of debt discount and 6,471 2,138 17,511 6,470 transaction costs Amortization of 39,070 26,862 111,099 76,453 deferred commissions Expenses related to 105,112 57,006 271,795 159,158 employee stock plans Excess tax benefits from employee stock (3,160) (6,892) (28,905) (11,012) plans Tax valuation 149,147 0 149,147 0 allowance Changes in assets and liabilities: Accounts 33,664 30,101 270,802 120,152 receivable, net Deferred (48,251) (33,611) (115,591) (80,252) commissions Prepaid expenses and other 39,390 9,035 (16,706) (9,959) current assets Other assets 6,775 4,693 7,639 67 Accounts (14,356) 5,944 21,725 8,928 payable Accrued expenses and other 1,152 13,081 (51,118) (4,936) current liabilities Deferred (48,762) (17,445) (91,873) (17,800) revenue Net cash provided by 105,915 128,709 455,324 351,160 operating activities Investing activities: Business combinations, net (515,760) (66,115) (574,751) (364,785) of cash acquired Land activity and building 0 (6,654) (4,106) (13,090) improvements Strategic investments (1,657) (21,508) (5,451) (34,723) Changes in marketable (89,428) 39,167 (51,213) 187,287 securities Capital expenditures (51,054) (34,678) (125,079) (107,043) Net cash used in investing (657,899) (89,788) (760,600) (332,354) activities Financing activities: Proceeds from equity plans 76,483 15,794 203,874 90,362 Excess tax benefits from 3,160 6,892 28,905 11,012 employee stock plans Contingent consideration payment related to prior 0 0 0 (16,200) business combinations Principal payments on (7,664) (7,685) (22,717) (21,796) capital lease obligations Net cash provided by 71,979 15,001 210,062 63,378 financing activities Effect of exchange rate 995 (729) 9,650 (3,489) changes Net increase (decrease) in cash and cash equivalents (479,010) 53,193 (85,564) 78,695 Cash and cash equivalents, 1,000,730 449,794 607,284 424,292 beginning of period Cash and cash equivalents, $ $ $ $ end of period 521,720 502,987 521,720 502,987 salesforce.com, inc. Additional Metrics (Unaudited) Oct 31, Jul 31, Apr 30, Jan 31, Oct 31, Jul 31, 2012 2012 2012 2012 2011 2011 Full Time Equivalent 9,319 8,765 8,335 7,785 6,953 6,352 Headcount Financial data (in thousands): Cash, cash $ $ equivalents and $ $ $ $ marketable 1,416,050 1,804,265 1,657,089 1,447,174 1,296,693 1,286,658 securities Deferred $ $ $ revenue, $ $ $ current and 1,291,703 1,337,184 1,334,716 1,380,295 917,821 935,266 noncurrent Selected Balance Sheet Accounts (in thousands): Oct 31, Jul 31, Jan 31, 2012 2012 2012 Prepaid Expenses and Other Current Assets Deferred $ $ $ professional 10,399 services costs 4,974 7,825 Prepaid 17,526 24,007 12,785 income taxes Prepaid expenses and 95,100 115,069 57,135 other current assets $ $ $ 80,319 117,600 146,901 Property and Equipment, net $ $ $ Land 248,263 248,263 248,263 Building 49,572 49,572 43,868 improvements Computers, equipment and 305,216 280,868 232,460 software Furniture 34,093 29,402 25,250 and fixtures Leasehold 172,569 148,470 137,587 improvements 809,713 756,575 687,428 Less accumulated depreciation (225,874) (199,799) (159,482) and amortization $ $ $ 527,946 583,839 556,776 Capitalized Software, net Capitalized internal-use $ $ software $ development 57,866 53,999 41,442 costs, net of accumulated amortization Acquired developed technology, net 167,271 119,457 146,970 of accumulated amortization $ $ $ 188,412 225,137 173,456 Other Assets, net Deferred professional $ $ $ services costs, 3,935 noncurrent 1,573 2,101 portion Long-term 14,425 13,293 13,941 deposits Purchased intangible assets, net of 51,447 41,311 46,110 accumulated amortization Acquired intellectual property, net 14,851 15,841 15,020 of accumulated amortization Strategic 50,251 51,276 53,949 investments Other 21,253 24,217 22,194 $ $ $ 155,149 153,800 148,039 Accrued Expenses and Other Current Liabilities Accrued $ $ $ compensation 228,466 230,662 192,776 Accrued other 142,647 150,149 121,957 liabilities Accrued income and 75,468 68,519 100,471 other taxes payable Accrued professional 13,044 24,026 21,993 costs Accrued 62,446 47,418 29,555 rent $ $ $ 502,442 524,267 482,888 Selected Off-Balance Sheet Accounts Unbilled Deferred Revenue, a non-GAAP measure Unbilled deferred revenue was approximately $3.0 billion as of October 31, 2012 and $2.2 billion as of January 31, 2012. Unbilled deferred revenue represents future billings under our non-cancelable subscription agreements that have not been invoiced and, accordingly, are not recorded in deferred revenue. Supplemental Revenue Analysis Three Months Ended Nine Months Ended October 31, October 31, 2012 2011 2012 2011 Revenues by geography (in thousands): $ $ $ $ Americas 1,540,326 547,399 397,118 1,104,052 Europe 133,791 103,864 376,694 300,315 Asia Pacific 107,208 83,278 298,494 230,259 $ $ $ $ 2,215,514 788,398 584,260 1,634,626 As a percentage of total revenues: Revenues by geography: Americas 69 % 68 % 70 % 68 % Europe 17 18 17 18 Asia Pacific 14 14 13 14 100 % 100 % 100 % 100 % Three Months Three Months Ended Ended Three Months Ended October 31, 2012 October July 31, 2012 31, 2011 compared to Three Months compared to Three compared Months to Three Ended October 31, Months 2011 Ended July 31, 2011 Ended October 31, 2010 Revenue constant currency growth rates (as compared to the comparable prior periods) Americas 38% 38% 36% Europe 41% 40% 29% Asia Pacific 30% 28% 31% Total growth 37% 37% 34% We present constant currency information to provide a framework for assessing how our underlying business performed excluding the effect of foreign currency rate fluctuations. To present this information, current and comparative prior period results for entities reporting in currencies other than United States dollars are converted into United States dollars at the exchange rates in effect at the end of each quarter for growth rate calculations presented, rather than the actual exchange rates in effect during that period. Supplemental Diluted Share Count Information (in thousands) Three Months Ended Nine Months Ended October 31, October 31, 2012 2011 2012 2011 Weighted-average shares outstanding 142,203 135,847 139,959 134,824 for basic earnings per share Effect of dilutive securities (1): Convertible senior 2,853 2,190 2,727 2,451 notes Warrants associated with the 1,300 372 1,124 737 convertible senior note hedges Employee stock 3,670 3,762 3,794 4,330 awards Adjusted weighted-average shares outstanding and assumed 150,026 142,171 147,604 142,342 conversions for diluted earnings per share The effects of these dilutive securities were not included in the GAAP (1) calculation of diluted net loss per share for the three and nine months ended October 31, 2012 and 2011 because the effect would have been anti-dilutive. Supplemental Cash Flow Information Free cash flow analysis, a non-GAAP measure (in thousands) Three Months Ended Nine Months Ended October 31, October 31, 2012 2011 2012 2011 Operating cash flow GAAP net cash $ $ $ provided by $ operating 105,915 128,709 455,324 351,160 activities Less: Capital (51,054) (34,678) (125,079) (107,043) expenditures $ $ $ Free cash flow $ 54,861 330,245 244,117 94,031 Our free cash flow analysis includes GAAP net cash provided by operating activities less capital expenditures. The capital expenditures balance does not include any costs related to the purchase and activities related to the building of our campus and strategic investments. Comprehensive Loss (in thousands) Three Months Ended Nine Months Ended October 31, October 31, 2012 2011 2012 2011 $ $ $ Net loss $ (220,297) (249,601) (7,494) (3,756) Other comprehensive income, before tax and net of reclassification adjustments: Foreign currency translation and 3,134 1,666 10,081 447 other gains Unrealized gains (losses) on 1,252 (7,361) 1,411 (4,616) investments Other comprehensive 4,386 (5,695) 11,492 (4,169) income (loss), before tax Tax effect (467) 2,453 (526) 1,427 Other comprehensive 3,919 (3,242) 10,966 (2,742) income (loss), net of tax $ $ $ Comprehensive (238,635) loss (216,378) (10,236) (6,998) salesforce.com, inc. GAAP RESULTS RECONCILED TO NON-GAAP RESULTS The following table reflects selected salesforce.com GAAP results reconciled to non-GAAP results (in thousands, except per share data) (Unaudited) Three Months Ended Nine Months Ended October 31, October 31, 2012 2011 2012 2011 Gross profit GAAP gross profit $ $ $ $ 602,150 455,695 1,715,297 1,282,085 Plus: Amortization of purchased intangibles 23,247 17,469 58,363 42,937 (a) Stock-based expenses 9,336 4,138 24,453 12,168 (b) Non-GAAP gross profit $ $ $ $ 634,733 477,302 1,798,113 1,337,190 Operating expenses GAAP operating $ $ $ $ expenses 656,338 465,852 1,805,200 1,310,793 Less: Amortization of purchased intangibles (2,995) (953) (8,829) (4,499) (a) Stock-based expenses (95,776) (52,868) (247,342) (146,990) (b) Non-GAAP operating $ $ $ $ expenses 557,567 412,031 1,549,029 1,159,304 Income from operations GAAP loss from $ $ $ $ operations (54,188) (10,157) (89,903) (28,708) Plus: Amortization of purchased intangibles 26,242 18,422 67,192 47,436 (a) Stock-based expenses 105,112 57,006 271,795 159,158 (b) Non-GAAP income from $ $ $ $ operations 77,166 65,271 249,084 177,886 Non-operating income (loss) (c) GAAP non-operating $ $ $ $ income (loss) (8,663) 1,307 (11,848) 2,926 Plus: Amortization of 6,358 2,721 17,448 8,191 debt discount, net Non-GAAP $ $ $ $ non-operating income (2,305) 4,028 5,600 11,117 (loss) Net income $ $ $ $ GAAP net loss (220,297) (249,601) (7,494) (3,756) Plus: Amortization of 26,242 18,422 67,192 47,436 purchased intangibles Stock-based expenses 105,112 57,006 271,795 159,158 Amortization of debt 6,358 2,721 17,448 8,191 discount, net One-time tax items 149,147 0 149,147 0 Quarterly change in 25,947 0 25,947 0 valuation allowance Less: Income tax effect of Non-GAAP adjustments (42,868) (25,383) (117,117) (75,311) and other tax items Non-GAAP net income $ $ $ $ 49,641 49,010 164,811 131,980 Diluted earnings per share GAAP diluted loss per $ $ $ $ share (d) (1.55) (1.78) (0.06) (0.03) Plus: Amortization of 0.17 0.13 0.46 0.33 purchased intangibles Stock-based expenses 0.70 0.40 1.84 1.13 Amortization of debt 0.04 0.02 0.12 0.06 discount, net One-time tax items 0.99 0.00 1.01 0.00 Quarterly change in 0.17 0.00 0.18 0.00 valuation allowance Less: . Income tax effect of Non-GAAP adjustments (0.19) (0.18) (0.71) (0.53) and other tax items Non-GAAP diluted $ $ $ $ earnings per share 0.33 1.12 0.93 0.34 Shares used in computing diluted net 150,026 142,171 147,604 142,342 income per share Amortization of a) purchased intangibles were as follows: Three Months Ended Nine Months Ended October October 31, 31, 2012 2011 2012 2011 Cost of revenues $ $ $ $ 23,247 17,469 58,363 42,937 Marketing and sales 2,995 953 8,829 4,499 $ $ $ $ 26,242 18,422 67,192 47,436 b) Stock-based expenses were as follows: Three Months Ended Nine Months Ended October October 31, 31, 2012 2011 2012 2011 Cost of revenues $ $ $ $ 9,336 4,138 24,453 12,168 Research and 21,984 12,197 53,740 31,224 development Marketing and sales 55,304 29,123 142,072 80,024 General and 18,488 11,548 51,530 35,742 administrative $ $ $ $ 105,112 57,006 271,795 159,158 c) Non-operating income (loss) consists of investment income, interest expense and other income (expense). d) Reported GAAP loss per share was calculated using the basic share count. Non-GAAP diluted earnings per share was calculated using the diluted share count. salesforce.com, inc. COMPUTATION OF BASIC AND DILUTED GAAP AND NON-GAAP NET INCOME (LOSS) PER SHARE (in thousands, except per share data) (Unaudited) Three Months Ended Nine Months Ended October 31, October 31, 2012 2011 2012 2011 GAAP Basic Net Loss Per Share $ $ $ $ Net loss (220,297) (3,756) (249,601) (7,494) Basic net loss $ $ $ $ per share (1.55) (0.03) (1.78) (0.06) Shares used in computing basic 142,203 135,847 139,959 134,824 net loss per share Three Months Ended Nine Months Ended October 31, October 31, 2012 2011 2012 2011 Non-GAAP Basic Net Income Per Share Non-GAAP net $ $ $ $ income 49,641 49,010 164,811 131,980 Basic Non-GAAP $ $ $ $ net income per 0.35 0.36 share 1.18 0.98 Shares used in computing basic 142,203 135,847 139,959 134,824 net income per share Three Months Ended Nine Months Ended October 31, October 31, 2012 2011 2012 2011 GAAP Diluted Net Loss Per Share $ $ $ $ Net loss (220,297) (3,756) (249,601) (7,494) Diluted net loss $ $ $ $ per share (1.55) (0.03) (1.78) (0.06) Shares used in computing diluted 142,203 135,847 139,959 134,824 net loss per share Three Months Ended Nine Months Ended October 31, October 31, 2012 2011 2012 2011 Non-GAAP Diluted Net Income Per Share Non-GAAP net $ $ $ $ income 49,641 49,010 164,811 131,980 Diluted Non-GAAP $ $ $ $ net income per 0.33 0.34 share 1.12 0.93 Shares used in computing diluted 150,026 142,171 147,604 142,342 net income per share SOURCE salesforce.com Website: http://www.salesforce.com Contact: David Havlek, salesforce.com, Investor Relations, +1-415-536-2171, firstname.lastname@example.org, or Jane Hynes, salesforce.com, Public Relations, +1-415-901-5079, email@example.com
Salesforce.com Announces Fiscal 2013 Third Quarter Results
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