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Zuora Reports Third Quarter Fiscal 2021 Results

Zuora, Inc. (NYSE: ZUO), the leading cloud-based subscription management platform provider, today announced financial results for its fiscal third quarter ended October 31, 2020.

“In the third quarter, we exceeded expectations across our key financial metrics, including subscription revenue, income, and meeting our free cash flow target one quarter early,” said Tien Tzuo, founder and CEO of Zuora. “Our enterprise go-to-market initiatives are gaining traction, helping us land the largest deal in the company’s history. The demand for subscription business models remains strong and we have strengthened the foundation for Zuora to continue to lead the market.”

Third Quarter Fiscal 2021 Financial Results:

  • Revenue: Total revenue was $77.2 million, an increase of 8% year-over-year. Subscription revenue was $62.0 million, an increase of 15% year-over-year.
  • GAAP Loss from Operations: GAAP loss from operations was $16.0 million, compared to a loss of $19.0 million in the third quarter of fiscal 2020.
  • Non-GAAP Loss from Operations: Non-GAAP loss from operations was $0.0 million, compared to a non-GAAP loss from operations of $7.3 million in the third quarter of fiscal 2020.
  • GAAP Net Loss: GAAP net loss was $16.8 million, or 22% of revenue, compared to a net loss of $18.2 million, or 25% of revenue, in the third quarter of fiscal 2020. GAAP net loss per share was $0.14 based on 118.5 million weighted-average shares outstanding, compared to a net loss per share of $0.16 based on 111.8 million weighted-average shares outstanding in the third quarter of fiscal 2020.
  • Non-GAAP Net Loss: Non-GAAP net loss was $0.8 million, compared to a non-GAAP net loss of $6.5 million in the third quarter of fiscal 2020. Non-GAAP net loss per share was $0.01 based on 118.5 million weighted-average shares outstanding, compared to a non-GAAP net loss per share of $0.06 based on 111.8 million weighted-average shares outstanding in the third quarter of fiscal 2020.
  • Net Cash Provided by Operating Activities: Net cash provided by operating activities was $1.4 million, compared to net cash provided by operating activities of $3.5 million in the third quarter of fiscal 2020.
  • Free Cash Flow: Free cash flow was $0.0 million compared to negative $5.1 million in the third quarter of fiscal 2020.
  • Cash and Cash Equivalents and Short-term Investments: Cash and cash equivalents and short-term investments were $178.8 million as of October 31, 2020.

A description of non-GAAP financial measures is contained in the section titled "Explanation of Non-GAAP Financial Measures" below and a reconciliation of GAAP and non-GAAP financial measures is contained in the tables below.

Key Metrics and Business Highlights:

  • Customers with ACV equal to or greater than $100,000 was 653, which represents 11% year-over-year growth.
  • Dollar-based retention rate was 99%.
  • Customer usage of Zuora solutions grew, with $14.6 billion in transaction volume through Zuora’s billing platform during our third quarter, an increase of 31% year-over-year.
  • Announced global partnerships with GoCardless, PwC Consulting LLC and SB Payment Service Corp in Japan.
  • Notable recent go-lives included: Bosch, Media24, Panasonic, Siemens Smart Infrastructure, Sonos, and Thomson Reuters.
  • Highlighted customers from multiple industries and geographies in marketing and announcements including The Guardian, Carbar, Konecranes, and Octo Telematics.

Financial Outlook:

As of December 3, 2020, we are providing guidance for the fourth quarter and full year fiscal 2021 based on current market conditions and expectations. We emphasize that the guidance is subject to various important cautionary factors referenced in the section entitled “Forward-Looking Statements” below, including risks and uncertainties associated with the ongoing COVID-19 pandemic.

For the fourth quarter and full fiscal year 2021, Zuora currently expects the following results:

Fourth Quarter

Fiscal 2021

Subscription revenue

$62.0M - $63.0M

$239.2M - $240.2M

Total revenue

$75.0M - $77.0M

$301.1M - $303.1M

Non-GAAP loss from operations

$(5.5M) - $(4.5M)

$(14.7M) - $(13.7M)

Non-GAAP net loss per share¹

$(0.06) - $(0.05)

$(0.14) - $(0.13)

(1) Non-GAAP net loss per share was computed assuming 120.0 million and 117.6 million weighted-average shares outstanding for the fourth quarter of fiscal 2021 and full year fiscal 2021, respectively.

These statements are forward-looking and actual results may differ materially. Refer to the “Forward-Looking Statements” safe harbor section below for information on the factors that could cause our actual results to differ materially from these forward-looking statements.

Zuora has not reconciled its guidance for non-GAAP loss from operations to GAAP loss from operations or non-GAAP net loss per share to GAAP net loss per share because stock-based compensation expense cannot be reasonably calculated or predicted at this time. Accordingly, a reconciliation is not available without unreasonable effort.

Webcast and Conference Call Information:

Zuora will host a conference call for investors on December 3, 2020 at 5:00 p.m. Eastern Time to discuss the company’s financial results and business highlights. Investors are invited to listen to a live webcast of the conference call by visiting https://investor.zuora.com. A replay of the webcast will be available for one year. The call can also be accessed live via phone by dialing (866) 393-4306 or, for international callers, (734) 385-2616 with conference ID 5528449. An audio replay will be available shortly after the call and can be accessed by dialing (855) 859-2056 or, for international callers, (404) 537-3406. The passcode for the replay is 5528449. The replay will be available through December 10, 2020.

Explanation of Non-GAAP Financial Measures:

In addition to financial measures prepared in accordance with U.S. generally accepted accounting principles (GAAP), this press release and the accompanying tables contain non-GAAP financial measures, including non-GAAP cost of subscription revenue, non-GAAP cost of professional services revenue, non-GAAP gross profit, non-GAAP subscription gross margin, non-GAAP total gross margin, non-GAAP sales and marketing expense, non-GAAP research and development expense, non-GAAP general and administrative expense, non-GAAP loss from operations, non-GAAP net loss, non-GAAP net loss per share, and free cash flow. The presentation of these financial measures is not intended to be considered in isolation or as a substitute for, or superior to, financial information prepared and presented in accordance with GAAP.

We use these non-GAAP measures in conjunction with GAAP measures as part of our overall assessment of our performance, including the preparation of our annual operating budget and quarterly forecasts, to evaluate the effectiveness of our business strategies and to communicate with our board of directors concerning our financial performance. We believe these non-GAAP measures provide investors consistency and comparability with our past financial performance and facilitate period-to-period comparisons of our operating results. We believe these non-GAAP measures are useful in evaluating our operating performance compared to that of other companies in our industry, as they generally eliminate the effects of certain items that may vary for different companies for reasons unrelated to overall operating performance.

We exclude the following items from one or more of our non-GAAP financial measures:

  • Stock-based compensation expense. We exclude stock-based compensation expense, which is a non-cash expense, from certain of our non-GAAP financial measures because we believe that excluding this item provides meaningful supplemental information regarding operational performance. In particular, stock-based compensation expense is not comparable across companies given it is calculated using a variety of valuation methodologies and subjective assumptions.
  • Amortization of acquired intangible assets. We exclude amortization of acquired intangible assets, which is a non-cash expense, from certain of our non-GAAP financial measures. We exclude these amortization expenses because we do not believe these expenses have a direct correlation to the operation of our business.
  • Internal-use software. We exclude non-cash adjustments for capitalization and the subsequent amortization of internal-use software, including any impairment charges, from certain of our non-GAAP financial measures. We capitalize certain costs incurred for the development of computer software for internal use and then amortize those costs over the estimated useful life. Capitalization and amortization of software development costs can vary significantly depending on the timing of products reaching technological feasibility and being made generally available. Moreover, because of the variety of approaches taken and the subjective assumptions made by other companies in this area, we believe that excluding the effects of capitalized software costs allows investors to make more meaningful comparisons between our operating results and those of other companies.
  • Charitable donations. We exclude expenses associated with the charitable donation of our common stock from certain of our non-GAAP financial measures. We believe that excluding these non-recurring and non-cash expenses allows investors to make more meaningful comparisons between our operating results and those of other companies.
  • Certain litigation. We exclude non-recurring charges and benefits, including litigation expenses and settlements, related to litigation matters that are outside of the ordinary course of our business or that are not representative of those that we historically have incurred. We believe these charges and benefits do not have a direct correlation to the operations of our business and may vary in size depending on the timing and results of such litigation and related settlements. We began excluding litigation that is outside of the ordinary course of our business from our non-GAAP financial measures in the second quarter of fiscal 2021 as expenses relating to this type of litigation significantly increased during the period, specifically expenses relating to our ongoing securities class actions and derivative litigation.

Additionally, Zuora’s management believes that the free cash flow non-GAAP measure is meaningful to investors because management reviews cash flows generated from operations after taking into consideration capital expenditures, net of insurance recoveries, as these net expenditures are considered to be a necessary component of ongoing operations. Insurance recoveries include amounts paid to us for damaged property and equipment at our corporate headquarters.

Investors are cautioned that there are material limitations associated with the use of non-GAAP financial measures as an analytical tool. The non-GAAP measures we use may be different from non-GAAP financial measures used by other companies, limiting their usefulness for comparison purposes. We compensate for these limitations by providing specific information regarding the GAAP items excluded from these non-GAAP financial measures.

Operating Metrics

Annual Contract Value (ACV). We define ACV as the subscription revenue we would contractually expect to recognize from a customer over the next twelve months, assuming no increases or reductions in their subscriptions.

Dollar-based Retention Rate. We calculate our dollar-based retention rate as of a period end by starting with the sum of the ACV from all customers as of twelve months prior to such period end, or prior period ACV. We then calculate the sum of the ACV from these same customers as of the current period end, or current period ACV. Current period ACV includes any upsells and also reflects contraction or attrition over the trailing twelve months but excludes revenue from new customers added in the current period. We then divide the current period ACV by the prior period ACV to arrive at our dollar-based retention rate.

Forward-Looking Statements

This press release contains “forward-looking statements” that involve a number of risks and uncertainties, including but not limited to, statements regarding our GAAP and non-GAAP guidance for the fourth fiscal quarter of fiscal year 2021 and financial outlook and market positioning. Words such as “believes,” “may,” “will,” “estimates,” “potential,” “continues,” “anticipates,” “intends,” “expects,” “could,” “would,” “projects,” “plans,” “targets,” and variations of such words and similar expressions are intended to identify forward-looking statements. Forward-looking statements are based on management's expectations as of the date of this filing and are subject to a number of risks, uncertainties and assumptions, many of which involve factors or circumstances that are beyond our control. Our actual results could differ materially from those stated or implied in forward-looking statements due to a number of factors, including but not limited to, risks detailed in our Form 10-Q filed with the Securities and Exchange Commission on September 4, 2020 as well as other documents that may be filed by us from time to time with the Securities and Exchange Commission. In particular, the following factors, among others, could cause results to differ materially from those expressed or implied by such forward-looking statements: the impact to the economy, our customers and our business due to the ongoing COVID-19 pandemic; we have a history of net losses and may not achieve or sustain profitability; the shift by companies to subscription business models may develop slower than we expect; we may not be able to sustain or manage any future growth effectively; our sales and product initiatives may not be successful or the expected benefits of such initiatives may not be achieved in a timely manner; our security measures may be breached or our products may be perceived as not being secure; our products may fail to gain, or lose, market acceptance; we may be unable to attract new customers and expand sales to existing customers; customers may fail to deploy our solution after entering into a subscription agreement with us; customers may incorrectly or improperly deploy or use of our solution; we may not be able to develop and release new products and services; we may experience interruptions or performance problems, including a service outage, associated with our technology; we face intense competition in our markets and may not be able to compete effectively; weakened global economic conditions may adversely affect our industry; the risk of loss of key employees; challenges related to growing our relationships with strategic partners such as global systems integrators and their effectiveness in selling our products; changes in foreign exchange rates; general political or destabilizing events, including war, conflict or acts of terrorism; other business effects, including those related to industry, market, economic, political, regulatory and global health conditions, and other risks and uncertainties. Past performance is not necessarily indicative of future results. The forward-looking statements included in this press release represent our views as of the date of this press release. We anticipate that subsequent events and developments will cause our views to change. We undertake no intention or obligation to update or revise any forward-looking statements, whether as a result of new information, future events or otherwise. These forward-looking statements should not be relied upon as representing our views as of any date subsequent to the date of this press release. Additionally, these forward-looking statements, particularly our guidance, involve risk, uncertainties and assumptions, including those related to the impact of COVID-19 on our business and global economic conditions. Uncertainties that we may face include, but are not limited to, our ability to achieve our long-term plans and key initiatives, requests for extended billing and payment terms from customers affected by COVID-19, the timeframes for and severity of the impact of COVID-19 on our customers’ purchasing and renewal decisions, and the length of our sales cycles, particularly for customers in certain industries highly affected by COVID-19.

About Zuora, Inc.

Zuora provides the leading cloud-based subscription management platform that functions as a system of record for subscription businesses across all industries. Powering the Subscription Economy®, the Zuora platform was architected specifically for dynamic, recurring subscription business models and acts as an intelligent subscription management hub that automates and orchestrates the entire subscription order-to-revenue process seamlessly across billing and revenue recognition. Zuora serves more than 1,000 companies around the world, including Box, Ford, Penske Media Corporation, Schneider Electric, Siemens, Xplornet, and Zoom. Headquartered in Silicon Valley, Zuora also operates offices around the world in the U.S., EMEA and APAC. To learn more about the Zuora platform, please visit www.zuora.com.

© 2020 Zuora, Inc. All Rights Reserved. Zuora, Subscribed, Subscription Economy, Powering the Subscription Economy, and Subscription Economy Index are trademarks or registered trademarks of Zuora, Inc. Third party trademarks mentioned above are owned by their respective companies. Nothing in this press release should be construed to the contrary, or as an approval, endorsement or sponsorship by any third parties of Zuora, Inc. or any aspect of this press release.

SOURCE: Zuora Financial

ZUORA, INC.

CONDENSED CONSOLIDATED STATEMENTS OF COMPREHENSIVE LOSS

(in thousands, except per share data)

(unaudited)

Three Months Ended
October 31,

Nine Months Ended
October 31,

2020

2019

2020

2019

Revenue:

Subscription

$

62,020

$

54,038

$

177,228

$

151,996

Professional services

15,226

17,784

48,905

53,668

Total revenue

77,246

71,822

226,133

205,664

Cost of revenue:

Subscription

15,611

13,858

43,627

38,589

Professional services

17,655

20,443

55,011

61,445

Total cost of revenue

33,266

34,301

98,638

100,034

Gross profit

43,980

37,521

127,495

105,630

Operating expenses:

Research and development

18,907

17,903

55,877

53,662

Sales and marketing

28,058

28,027

85,162

80,818

General and administrative

13,024

10,597

41,672

32,366

Total operating expenses

59,989

56,527

182,711

166,846

Loss from operations

(16,009)

(19,006)

(55,216)

(61,216)

Interest and other (expense) income, net

(352)

1,190

1,962

2,294

Loss before income taxes

(16,361)

(17,816)

(53,254)

(58,922)

Income tax provision

412

421

1,129

720

Net loss

(16,773)

(18,237)

(54,383)

(59,642)

Comprehensive loss:

Foreign currency translation adjustment

18

(141)

(71)

(416)

Unrealized (loss) gain on available-for-sale securities

(103)

75

(20)

121

Comprehensive loss

$

(16,858)

$

(18,303)

$

(54,474)

$

(59,937)

Net loss per share, basic and diluted

$

(0.14)

$

(0.16)

$

(0.47)

$

(0.54)

Weighted-average shares outstanding used in calculating net loss per share, basic and diluted

118,460

111,835

116,824

110,436

ZUORA, INC.

CONDENSED CONSOLIDATED BALANCE SHEETS

(in thousands)

(unaudited)

October 31, 2020

January 31, 2020

Assets

Current assets:

Cash and cash equivalents

$

104,047

$

54,275

Short-term investments

74,710

117,662

Accounts receivable, net

59,272

68,875

Deferred commissions, current portion

11,570

9,585

Prepaid expenses and other current assets

16,887

16,387

Total current assets

266,486

266,784

Property and equipment, net

35,066

33,489

Operating lease right-of-use assets

48,992

54,286

Purchased intangibles, net

4,351

5,620

Deferred commissions, net of current portion

19,219

19,591

Goodwill

17,632

17,632

Other assets

3,588

4,825

Total assets

$

395,334

$

402,227

Liabilities and stockholders’ equity

Current liabilities:

Accounts payable

$

231

$

2,098

Accrued expenses and other current liabilities

14,081

17,731

Accrued employee liabilities

26,740

24,193

Debt, current portion

4,432

4,432

Deferred revenue, current portion

107,308

111,411

Operating lease liabilities, current portion

9,181

5,755

Total current liabilities

161,973

165,620

Debt, net of current portion

2,790

6,094

Deferred revenue, net of current portion

702

1,007

Operating lease liabilities, net of current portion

55,843

62,307

Deferred tax liabilities

1,564

1,569

Other long-term liabilities

4,171

971

Total liabilities

227,043

237,568

Stockholders’ equity:

Class A common stock

11

10

Class B common stock

1

2

Additional paid-in capital

613,413

555,307

Accumulated other comprehensive income

97

188

Accumulated deficit

(445,231)

(390,848)

Total stockholders’ equity

168,291

164,659

Total liabilities and stockholders’ equity

$

395,334

$

402,227

ZUORA, INC.

CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS

(in thousands)

(unaudited)

Nine Months Ended October 31,

2020

2019

As Adjusted¹

Cash flows from operating activities:

Net loss

$

(54,383)

$

(59,642)

Adjustments to reconcile net loss to net cash provided by (used in) operating activities:

Depreciation, amortization and accretion

11,172

8,440

Stock-based compensation

43,933

31,413

Provision for credit losses

3,038

3,229

Donation of common stock to charitable foundation

1,000

Amortization of deferred commissions

8,558

7,049

Reduction in carrying amount of right-of-use assets

6,358

6,310

Other

182

121

Changes in operating assets and liabilities:

Accounts receivable

6,565

(5,044)

Prepaid expenses and other assets

(204)

(4,004)

Deferred commissions

(10,172)

(6,794)

Accounts payable

(1,869)

(228)

Accrued expenses and other liabilities

(801)

696

Accrued employee liabilities

5,697

4,624

Deferred revenue

(4,408)

7,323

Operating lease liabilities

(6,515)

(1,092)

Net cash provided by (used in) operating activities

8,151

(7,599)

Cash flows from investing activities:

Purchases of property and equipment

(12,074)

(12,878)

Insurance proceeds for damaged property and equipment

988

Purchases of short-term investments

(61,783)

(155,936)

Sales of short-term investments

2,511

3,496

Maturities of short-term investments

102,305

155,800

Net cash provided by (used in) investing activities

31,947

(9,518)

Cash flows from financing activities:

Proceeds from issuance of common stock upon exercise of stock options

8,876

8,981

Proceeds of issuance of common stock under employee stock purchase plan

4,214

5,069

Repurchases of unvested common stock

(15)

(70)

Principal payments on long-term debt

(3,330)

(1,850)

Net cash provided by financing activities

9,745

12,130

Effect of exchange rates on cash and cash equivalents

(71)

(416)

Net increase (decrease) in cash and cash equivalents

49,772

(5,403)

Cash and cash equivalents, beginning of period

54,275

70,024

Cash and cash equivalents, end of period

$

104,047

$

64,621

(1) Effective February 1, 2019, the Company adopted Topic 842 using the modified retrospective approach.

ZUORA, INC.

RECONCILIATION OF SELECTED GAAP MEASURES TO NON-GAAP MEASURES

(in thousands, except percentages and per share data)

(unaudited)

Three Months Ended October 31, 2020

GAAP

Stock-based
Compensation

Amortization of
Acquired
Intangibles

Internal-
use Software

Certain
Litigation

Non-GAAP

Cost of revenue:

Cost of subscription revenue

$

15,611

$

(1,224

)

$

(423

)

$

(587

)

$

$

13,377

Cost of professional services revenue

17,655

(2,508

)

15,147

Gross profit

43,980

3,732

423

587

48,722

Operating expenses:

Research and development

18,907

(4,914

)

764

14,757

Sales and marketing

28,058

(3,868

)

24,190

General and administrative

13,024

(2,259

)

(967

)

9,798

Loss from operations

(16,009

)

14,773

423

(177

)

967

(23

)

Net Loss

$

(16,773

)

$

14,773

$

423

$

(177

)

$

967

$

(787

)

Net loss per share, basic and diluted(1)

$

(0.14

)

$

(0.01

)

Gross margin

57

%

63

%

Subscription gross margin

75

%

78

%

Three Months Ended October 31, 2019

GAAP

Stock-based
Compensation

Amortization of
Acquired
Intangibles

Internal-use
Software

Non-GAAP

Cost of revenue:

Cost of subscription revenue

$

13,858

$

(683)

$

(423)

$

(1,028)

$

11,724

Cost of professional services revenue

20,443

(1,814)

18,629

Gross profit

37,521

2,497

423

1,028

41,469

Operating expenses:

Research and development

17,903

(4,015)

1,557

15,445

Sales and marketing

28,027

(3,728)

24,299

General and administrative

10,597

(1,598)

8,999

Loss from operations

(19,006)

11,838

423

(529)

(7,274)

Net Loss

$

(18,237)

$

11,838

$

423

$

(529)

$

(6,505)

Net loss per share, basic and diluted(1)

$

(0.16)

$

(0.06)

Gross margin

52

%

58

%

Subscription gross margin

74

%

78

%

(1) GAAP and Non-GAAP net loss per share are calculated based upon 118,460 and 111,835 basic and diluted weighted-average shares of common stock for the three months ended October 31, 2020 and 2019, respectively.

ZUORA, INC.

RECONCILIATION OF SELECTED GAAP MEASURES TO NON-GAAP MEASURES (CONTINUED)

(in thousands, except percentages and per share data)

(unaudited)

Nine Months Ended October 31, 2020

GAAP

Stock-based
Compensation

Amortization
of Acquired
Intangibles

Internal-
use
Software

Charitable
Contribution

Certain
Litigation

Non-GAAP

Cost of revenue:

Cost of subscription revenue

$

43,627

$

(3,541)

$

(1,269)

$

(1,022)

$

$

$

37,795

Cost of professional services revenue

55,011

(7,290)

47,721

Gross profit

127,495

10,831

1,269

1,022

140,617

Operating expenses:

Research and development

55,877

(14,401)

3,468

44,944

Sales and marketing

85,162

(11,721)

73,441

General and administrative

41,672

(6,980)

(1,000)

(2,202)

31,490

Loss from operations

(55,216)

43,933

1,269

(2,446)

1,000

2,202

(9,258)

Net Loss

$

(54,383)

$

43,933

$

1,269

$

(2,446)

$

1,000

$

2,202

$

(8,425)

Net loss per share, basic and diluted(1)

$

(0.47)

$

(0.07)

Gross margin

56

%

62

%

Subscription gross margin

75

%

79

%

Nine Months Ended October 31, 2019

GAAP

Stock-based
Compensation

Amortization
of Acquired
Intangibles

Internal-use
Software

Non-GAAP

Cost of revenue:

Cost of subscription revenue

$

38,589

$

(1,987)

$

(1,353)

$

(1,779)

$

33,470

Cost of professional services revenue

61,445

(5,157)

56,288

Gross profit

105,630

7,144

1,353

1,779

115,906

Operating expenses:

Research and development

53,662

(11,690)

3,155

45,127

Sales and marketing

80,818

(8,071)

72,747

General and administrative

32,366

(4,508)

27,858

Loss from operations

(61,216)

31,413

1,353

(1,376)

(29,826)

Net Loss

$

(59,642)

$

31,413

$

1,353

$

(1,376)

$

(28,252)

Net loss per share, basic and diluted(1)

$

(0.54)

$

(0.26)

Gross margin

51

%

56

%

Subscription gross margin

75

%

78

%

(1) GAAP and Non-GAAP net loss per share are calculated based upon 116,824 and 110,436 basic and diluted weighted-average shares of common stock for the nine months ended October 31, 2020 and 2019, respectively.

ZUORA, INC.

RECONCILIATION OF SELECTED GAAP MEASURES TO NON-GAAP MEASURES (CONTINUED)

(in thousands, except percentages and per share data)

(unaudited)

Free Cash Flow

Three Months Ended
October 31,

2020

2019

Net cash provided by operating activities

$

1,360

$

3,509

Less:

Purchases of property and equipment, net of insurance recoveries

(1,386)

(8,636)

Free cash flow

$

(26)

$

(5,127)

Contacts:

Investor Relations Contacts:
Carolyn Bass
cbass@zuora.com
415-445-3232

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