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Salesforce Announces Fiscal 2017 Third Quarter Results

Nov 17, 2016

Initiates FY18 Revenue Guidance of $10.1 Billion to $10.15 Billion
- Revenue of $2.14 Billion, up 25% Year-Over-Year, 27% in Constant Currency
- Deferred Revenue of $3.50 Billion, up 23% Year-Over-Year, 25% in Constant Currency
- Unbilled Deferred Revenue of Approximately $8.6 Billion, up 28% Year-Over-Year
- Initiates Fourth Quarter Revenue Guidance of $2.267 Billion to $2.277 Billion
- Raises Full Year Fiscal 2017 Revenue Guidance to $8.365 Billion to $8.375 Billion

SAN FRANCISCO, Nov. 17, 2016 /PRNewswire/ -- Salesforce (NYSE: CRM), the Customer Success Platform and world's #1 CRM company, today announced results for its third fiscal quarter ended October 31, 2016.

Salesforce

"Salesforce delivered an exceptional quarter with year-over-year revenue growth of 25% in dollars and 27% in constant currency," said Marc Benioff, chairman and CEO, Salesforce. "I'm delighted to announce that we expect to deliver our first $10 billion year during our fiscal year 2018, which puts us well on the path to reach $20 billion faster than any other enterprise software company."

"We had outstanding execution in the third quarter, closing a record number of large transactions as more and more companies look to Salesforce as their trusted advisor to redefine their customer strategies," said Keith Block, vice chairman, president and COO, Salesforce. "No other enterprise software company is delivering customer success at this scale — and certainly not at this pace."  

"We delivered another strong quarter of booked business on and off the balance sheet, which is now more than $12 billion, up 27% year-over-year," said Mark Hawkins, CFO, Salesforce. "We are pleased to raise our fiscal full-year 2017 revenue guidance by $50 million to $8.375 billion at the high end of the range."

Salesforce delivered the following results for its third fiscal quarter 2017:

Revenue:  Total revenue was $2.14 billion, an increase of 25% year-over-year, and 27% in constant currency.  Subscription and support revenues were $1.98 billion, an increase of 24% year-over-year.  Professional services and other revenues were $161 million, an increase of 39% year-over-year.

Earnings per Share:  GAAP loss per share was ($0.05), and non-GAAP diluted earnings per share was $0.24.

Cash:  Cash generated from operations was $154 million, a decrease of 5% year-over-year. Total cash, cash equivalents and marketable securities finished the quarter at $1.75 billion.

Deferred Revenue:  Deferred revenue on the balance sheet as of October 31, 2016 was $3.50 billion, an increase of 23% year-over-year, and 25% in constant currency. Unbilled deferred revenue, representing business that is contracted but unbilled and off balance sheet, ended the third quarter at approximately $8.6 billion, up 28% year-over-year. This includes approximately $350 million related to unbilled deferred revenue from the Demandware acquisition.

As of November 17, 2016, the company is initiating revenue, earnings per share, and deferred revenue guidance for its fourth quarter of fiscal year 2017. In addition, the company is raising its full fiscal year 2017 revenue and non-GAAP earnings per share guidance, lowering its GAAP earnings per share guidance, and maintaining its operating cash flow guidance, previously provided on August 31, 2016. The company is also initiating revenue guidance for its fiscal year 2018. This guidance includes the impact of acquisitions that have closed to date or have signed and are expected to close in the company's fourth quarter of fiscal 2017.

Q4 FY17 Guidance:  Revenue is projected to be approximately $2.267 billion to $2.277 billion, an increase of 25% to 26% year-over-year.

GAAP loss per share is projected to be ($0.10) to ($0.09), while non-GAAP diluted earnings per share is projected to be $0.24 to $0.25.

On balance sheet deferred revenue growth is projected to be approximately 22% to 23% year-over-year.

Full Year FY17 Guidance:  Revenue is projected to be approximately $8.365 billion to $8.375 billion, an increase of 25% to 26% year-over-year.

GAAP diluted earnings per share is projected to be $0.24 to $0.25, while non-GAAP diluted earnings per share is projected to be $0.97 to $0.98.

Operating cash flow growth is projected to be 20% to 21% year-over-year.

Full Year FY18 Guidance: Revenue for the company's full fiscal year 2018 is projected to be approximately $10.1 billion to $10.15 billion, an increase of 21% year-over-year. The company plans on providing its expectations for FY18 GAAP EPS, non-GAAP EPS, and operating cash flow when it announces its fourth quarter and full fiscal year 2017 results in February 2017.

The following is a per share reconciliation of GAAP diluted earnings per share to non-GAAP diluted earnings per share guidance for the next quarter and full fiscal year:


Fiscal 2017


Q4

FY2017




GAAP (loss) EPS range* 

 ($0.10) - ($0.09) 

 $0.24 - $0.25 

Plus



Amortization of purchased intangibles

$               0.09

$           0.31

Stock-based expense

$               0.34

$           1.17

Amortization of debt discount, net

$               0.01

$           0.04

Less



Gains on sales of strategic investments

$                     -

$          (0.02)

Income tax effects and adjustments**

$             (0.10)

$          (0.77)

Non-GAAP diluted EPS

 $0.24 - $0.25 

 $0.97 - $0.98 




Shares used in computing basic net income per share (millions)

702

688

Shares used in computing diluted net income per share (millions)

724

703





* For Q4 GAAP (loss) EPS, basic number of shares used for calculation and expected tax rate of (42%). For FY17 GAAP EPS, diluted number of shares used for calculation and expected tax rate of (1,550%). Note that full year expected tax rate is high as GAAP profitability is near break-even.

** The Company's non-GAAP tax provision uses a long-term projected tax rate of 35%.

 

 

For additional information regarding non-GAAP financial measures see the reconciliation of results and related explanations below.

Quarterly Conference Call
Salesforce will host a conference call at 2:00 p.m. (PT) / 5:00 p.m. (ET) today to discuss its financial results with the investment community.  A live web broadcast of the event will be available on the Salesforce Investor Relations website at www.salesforce.com/investor.  A live dial-in is available domestically at 866-901-SFDC or 866-901-7332 and internationally at 706-902-1764, passcode 6538283.  A replay will be available at (800) 585-8367 or (855) 859-2056 until midnight (ET) Dec. 17, 2016.

About Salesforce
Salesforce, the Customer Success Platform and world's #1 CRM company, empowers companies to connect with their customers in a whole new way. Salesforce 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 about Salesforce, visit: www.salesforce.com.

"Safe harbor" statement under the Private Securities Litigation Reform Act of 1995:  This press release contains forward-looking statements about our financial results, which may include expected GAAP and non-GAAP financial and other operating and non-operating results, including revenue, net income (loss), diluted earnings per share, operating cash flow growth, operating margin improvement, deferred revenue growth, expected revenue run rate, expected tax rates, stock-based compensation expenses, amortization of purchased intangibles, amortization of debt discount and shares outstanding.  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, cash flow, and ability to maintain continued growth of deferred revenue and unbilled deferred revenue; foreign currency exchange rates; errors, interruptions or delays in the company's services or the company's Web hosting; breaches of the company's security measures; the financial and other 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 services; 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 company's ability to realize benefits from strategic partnerships and strategic investments; 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; factors affecting the company's outstanding convertible notes and revolving credit facility; fluctuations in the number of company shares outstanding and the price of such shares; collection of receivables; interest rates; factors affecting the company's deferred tax assets and ability to value and utilize them; the potential negative impact of indirect tax exposure; the risks and 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.  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.

© 2016 salesforce.com, inc.  All rights reserved.  Salesforce and other marks are trademarks of salesforce.com, inc.  Other brands featured herein may be trademarks of their respective owners.

  

salesforce.com, inc.
Consolidated Statements of Operations
(in thousands, except per share data)
(Unaudited)



Three Months Ended
October 31,


Nine Months Ended
October 31,


2016


2015


2016


2015

Revenues:








Subscription and support

$      1,983,981


$1,596,333


$      5,645,554


$      4,522,939

Professional services and other

160,794


115,634


452,442


334,879

Total revenues

2,144,775


1,711,967


6,097,996


4,857,818

Cost of revenues (1)(2):








Subscription and support

411,363


303,045


1,108,134


870,023

Professional services and other

174,159


120,638


499,948


340,846

Total cost of revenues

585,522


423,683


1,608,082


1,210,869

Gross profit

1,559,253


1,288,284


4,489,914


3,646,949

Operating expenses (1)(2):








Research and development

311,459


239,212


863,935


695,440

Marketing and sales

997,993


818,820


2,828,784


2,349,449

General and administrative

246,765


186,818


709,622


544,314

Operating lease termination resulting from purchase of 50 Fremont

0


0


0


(36,617)

Total operating expenses

1,556,217


1,244,850


4,402,341


3,552,586

Income from operations

3,036


43,434


87,573


94,363

Investment income

3,709


3,507


23,747


11,351

Interest expense

(21,946)


(18,249)


(64,665)


(53,020)

Other income (expense) (1)

1,782


(7,093)


(11,500)


(6,064)

Gain on sales of land and building improvements

0


21,792


0


21,792

Gains on sales of strategic investments

833


0


13,697


0

Income (loss) before benefit from (provision for) income taxes

(12,586)


43,391


48,852


68,422

Benefit from (provision for) income taxes (3)

(24,723)


(68,548)


182,220


(90,339)

Net income (loss)

$          (37,309)


$          (25,157)


$         231,072


$          (21,917)

Basic net income (loss) per share

$               (0.05)


$               (0.04)


$                0.34


$              (0.03)

Diluted net income (loss) per share

$               (0.05)


$               (0.04)


$                0.33


$              (0.03)

Shares used in computing basic net income (loss) per share

690,468


664,131


683,075


659,160

Shares used in computing diluted net income (loss) per








share

690,468


664,131


696,257


659,160

__________________

(1)     Amounts include amortization of purchased intangibles from business combinations, as follows:



Three Months Ended October 31,

Nine Months Ended October 31,

2016

2015

2016

2015

Cost of revenues

$ 36,703

$ 20,296

$ 84,462

$ 60,825

Marketing and sales

28,064

18,966

66,601

57,995

Other non-operating expense

579

761

1,927

2,877






(2)    Amounts include stock-based expense, as follows:







Three Months Ended October 31,

Nine Months Ended October 31,


2016

2015

2016

2015

Cost of revenues

$ 26,783

$ 17,516

$ 76,912

$ 49,237

Research and development

50,372

31,534

124,164

96,508

Marketing and sales

93,718

69,561

275,515

211,819

General and administrative

33,878

25,706

99,389

77,092


(3) Amounts include a $205.6 million tax benefit recorded during the nine months ended October 31, 2016 as a result of the release of a portion of the valuation allowance related to the Demandware, Inc. acquisition.

 

 

salesforce.com, inc.

Consolidated Statements of Operations
(As a percentage of total revenues)
(Unaudited)










Three Months Ended October 31,


Nine Months Ended October 31,


2016


2015


2016


2015

Revenues:








Subscription and support

93 %


93 %


93%


93 %

Professional services and other

7


7


7


7

Total revenues

100


100


100


100

Cost of revenues (1)(2):








Subscription and support

19


18


18


18

Professional services and other

8


7


8


7

Total cost of revenues

27


25


26


25

Gross profit

73


75


74


75

Operating expenses (1)(2):








Research and development

15


14


14


14

Marketing and sales

47


48


46


49

General and administrative

11


11


12


11

Operating lease termination resulting from purchase of 50 Fremont

0


0


0


(1)

Total operating expenses

73


73


72


73

Income from operations

0


2


2


2

Investment income

0


0


0


0

Interest expense

(1)


(1)


(1)


(1)

Other income (expense) (1)

0


0


0


0

Gain on sales of land and building improvements

0


2


0


1

Gains on sales of strategic investments

0


0


0


0

Income (loss) before benefit from (provision for) income taxes

(1)


3


1


2

Benefit from (provision for) income taxes

(1)


(4)


3


(2)

Net income (loss)

(2)%


(1)%


4%


0%

__________________

(1)

Amortization of purchased intangibles from business combinations as a percentage of total revenues, as follows:




Three Months Ended October 31,


Nine Months Ended October 31,


2016


2015


2016


2015

Cost of revenues

2%


1%


1%


1%

Marketing and sales

1


1


1


1

Other non-operating expense

0


0


0


0



(2)

Stock-based expense as a percentage of total revenues, as follows:




Three Months Ended October 31,


Nine Months Ended October 31,


2016


2015


2016


2015

Cost of revenues

1%


1%


1%


1%

Research and development

2


2


2


2

Marketing and sales

4


4


5


4

General and administrative

2


1


2


2

 

salesforce.com, inc.



Consolidated Balance Sheets



(in thousands)




October 31,
2016


January 31,
2016


(unaudited)



Assets




Current assets:




Cash and cash equivalents

$      1,145,736


$    1,158,363

Short-term marketable securities

55,071


183,018

Accounts receivable, net

1,281,425


2,496,165

Deferred commissions

237,729


259,187

Prepaid expenses and other current assets

281,593


250,594

Total current assets

3,001,554


4,347,327

Marketable securities, noncurrent

550,323


1,383,996

Property and equipment, net

1,756,673


1,715,828

Deferred commissions, noncurrent

167,839


189,943

Capitalized software, net

637,877


384,258

Goodwill

6,616,999


3,849,937

Strategic investments

555,968


520,721

Other assets, net

1,100,436


370,910

Total assets

$     14,387,669


$   12,762,920

Liabilities and stockholders' equity




Current liabilities:




Accounts payable, accrued expenses and other liabilities

$       1,496,841


$     1,349,338

Deferred revenue

3,478,693


4,267,667

Total current liabilities

4,975,534


5,617,005

Convertible 0.25% senior notes, net

1,109,236


1,088,097

Term loan

496,934


0

Loan assumed on 50 Fremont

198,201


197,998

Deferred revenue, noncurrent

16,440


23,886

Other noncurrent liabilities

785,287


833,065

Total liabilities

7,581,632


7,760,051

Stockholders' equity:




Common stock

697


671

Additional paid-in capital

7,281,753


5,705,386

Accumulated other comprehensive loss

(62,943)


(49,917)

Accumulated deficit

(413,470)


(653,271)

Total stockholders' equity

6,806,037


5,002,869

Total liabilities and stockholders' equity

$     14,387,669


$   12,762,920

 

salesforce.com, inc.




Consolidated Statements of Cash Flows




(in thousands)




(Unaudited)









Three Months Ended October 31,


Nine Months Ended October 31,


2016


2015


2016


2015

Operating activities:








Net income (loss)

$ (37,309)


$ (25,157)


$ 231,072


$ (21,917)

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








Depreciation and amortization

169,346


134,236


451,479


393,838

Amortization of debt discount and transaction costs

7,281


7,138


21,334


20,290

Gain on sales of land and building improvements

0


(21,792)


0


(21,792)

Gains on sales of strategic investments

(833)


0


(13,697)


0

50 Fremont lease termination

0


0


0


(36,617)

Abandonment of leasehold improvement

0


7,086


0


7,086

Amortization of deferred commissions

93,230


78,934


270,527


232,768

Expenses related to employee stock plans

204,751


144,317


575,980


434,656

Changes in assets and liabilities, net of business








combinations:








Accounts receivable, net

42,653


15,262


1,276,798


853,014

Deferred commissions

(92,803)


(80,030)


(226,965)


(200,867)

Prepaid expenses and other current assets and other assets  

40,676


33,841


(25,723)


4,495

Accounts payable, accrued expenses and other liabilities

57,836


57,577


(275,058)


12,276

Deferred revenue

(330,516)


(188,898)


(829,695)


(475,357)

Net cash provided by operating activities (1)

154,312


162,514


1,456,052


1,201,873

Investing activities:








Business combinations, net of cash acquired

(32,117)


(27,759)


(2,832,110)


(58,680)

Proceeds from land and building improvements held for sale

0


127,066


0


127,066

Purchase of 50 Fremont land and building

0


0


0


(425,376)

Deposit for purchase of 50 Fremont land and building

0


0


0


115,015

Non-refundable amounts received for sale of land available for sale

0


0


0


6,284

Strategic investments, net

(16,877)


(30,330)


(39,328)


(325,226)

Purchases of marketable securities

(111,731)


(200,001)


(986,862)


(543,422)

Sales of marketable securities

93,391


91,153


1,927,049


414,259

Maturities of marketable securities

14,203


7,166


64,741


23,445

Capital expenditures

(140,653)


(80,041)


(319,984)


(216,011)

Net cash used in investing activities

(193,784)


(112,746)


(2,186,494)


(882,646)

Financing activities:








Proceeds from term loan, net

0


0


495,550


0

Proceeds from employee stock plans

92,846


98,016


315,865


367,830

Principal payments on capital lease obligations

(10,997)


(10,945)


(73,760)


(68,844)

Payments on revolving credit facility

0


0


0


(300,000)

                 Net cash provided by (used in) financing activities (1)

81,849


87,071


737,655


(1,014)

Effect of exchange rate changes

(11,867)


(2,872)


(19,840)


(3,012)

Net increase (decrease) in cash and cash equivalents

30,510


133,967


(12,627)


315,201

Cash and cash equivalents, beginning of period

1,115,226


1,089,351


1,158,363


908,117

Cash and cash equivalents, end of period

$ 1,145,736


$ 1,223,318


$ 1,145,736


$ 1,223,318



(1)

During the nine months ended October 31, 2016, the Company early adopted Accounting Standards Update No. 2016-09, "Improvements to Employee Share-Based Payment Accounting (Topic 718)" ("ASU 2016-09"), which addresses among other items, updates to the presentation and treatment of excess tax benefits related to stock based compensation. Excess tax benefits are no longer classified as a reduction of operating cash flows. The Company has adopted changes to the consolidated statements of cash flows on a retrospective basis. The impact for the three and nine months ended October 31, 2015 was an increase of $44,607 and $48,698 to net cash provided by operating activities with a correlating decrease of equal amounts to net cash provided by (used in) financing activities, respectively.

 

salesforce.com, inc.

Additional Metrics

(Unaudited)













Oct 31,


Jul 31,


Apr 30,


Jan 31,


Oct 31,


Jul 31,


2016


2016


2016


2016


2015


2015

Full Time Equivalent Headcount (1)                   

23,939


23,247


21,119


19,742


18,726


17,622

Financial data (in thousands):












Cash, cash equivalents and marketable securities

$1,751,130


$1,719,946


$3,715,452


$2,725,377


$2,301,306


$2,066,963

Strategic investments

$   555,968


$   548,258


$   520,750


$   520,721


$   496,809


$   477,886

Deferred revenue, current and noncurrent

$3,495,133


$3,823,561


$4,006,914


$4,291,553


$2,846,510


$3,034,991

Unbilled deferred revenue, a non-GAAP measure (2)

$8,600,000


$8,000,000


$7,600,000


$7,100,000


$6,700,000


$6,200,000

Principal due on our outstanding debt obligations (3)

$1,850,000


$1,850,000


$1,350,000


$1,350,000


$1,350,000


$1,350,000



(1)

Full time equivalent headcount includes 1,050 from the July 2016 acquisition of Demandware, Inc.



(2)

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. As of October 31, 2016, $350.0 million of the balance presented relates to Demandware, Inc.



(3)

In July 2016, the Company borrowed $500.0 million under a term loan facility to partially fund the acquisition of Demandware, Inc.

 

Selected Balance Sheet Accounts (in thousands):











October 31,
2016


July 31,
2016


January 31,
2016

Prepaid Expenses and Other Current Assets






Prepaid income taxes

$                    22,766


$                   23,504


$                   22,044

Customer contract asset (4)

0


225,004


1,423

Other taxes receivable

25,829


28,749


27,341

Prepaid expenses and other current assets

232,998


266,595


199,786


$                 281,593


$                 543,852


$                 250,594

Property and Equipment, net






Land

$                 183,888


$                 183,888


$                 183,888

Buildings and building improvements

619,419


619,071


614,081

Computers, equipment and software

1,390,751


1,374,949


1,281,766

Furniture and fixtures

101,558


95,995


82,242

Leasehold improvements

586,040


531,760


473,688


2,881,656


2,805,663


2,635,665

Less accumulated depreciation and amortization

(1,124,983)


(1,077,420)


(919,837)


$              1,756,673


$              1,728,243


$              1,715,828

Capitalized Software, net






Capitalized internal-use software development costs, net of accumulated amortization

$                 137,989


$                 133,388


$                 123,065

Acquired developed technology, net of accumulated amortization

499,888


492,826


261,193


$                 637,877


$                 626,214


$                 384,258



(4)

Customer contract asset reflects future billings of amounts contractually committed by SteelBrick and Demandware's existing customers as of the respective acquisition dates to be billed over a period of 72 months. The Company previously accounted for acquired subscription and services contracts and the legal obligation to provide future services as a customer contract asset and a customer contract liability, respectively. In the current quarter, the Company concluded that the acquired subscription and services contracts should more appropriately be accounted for as a single unit of accounting and as such, the fair value of the contractual relationships with customers have been reclassified to be presented as a single noncurrent intangible asset. This intangible asset is disclosed as a noncurrent customer contract asset as of October 31, 2016.

 

 


October 31,
2016


July 31,
2016


January 31,
2016

Other Assets, net






Deferred income taxes, noncurrent, net

$ 22,095


$ 22,545


$ 15,986

Long-term deposits

25,346


27,426


19,469

Purchased intangible assets, net of accumulated






amortization

622,667


803,076


258,580

Acquired intellectual property, net of accumulated






amortization

11,122


9,839


10,565

Customer contract asset, noncurrent (4)

308,484


496,461


93

Other (5)

110,722


96,450


66,217


$ 1,100,436


$ 1,455,797


$ 370,910







Accounts Payable, Accrued Expenses and Other Liabilities






Accounts payable

$ 140,541


$ 101,404


$ 71,481

Accrued compensation

558,945


469,009


554,502

Non-cash equity liability

74,570


76,043


0

Accrued other liabilities

498,774


520,854


447,729

Accrued income and other taxes payable

149,133


205,737


205,781

Accrued professional costs

38,331


33,717


33,814

Customer contract liability (6)

0


124,775


6,558

Accrued rent

17,055


16,966


14,071

Financing obligation - leased facility, current (7)

19,492


19,391


15,402


$ 1,496,841


$ 1,567,896


$ 1,349,338

Other Noncurrent Liabilities






Deferred income taxes and income taxes payable

$ 93,454


$ 89,053


$ 85,996

Customer contract liability, noncurrent (6)

0


272,608


66

Financing obligation - leased facility (7)

201,283


201,779


196,711

Long-term lease liabilities and other

490,550


496,912


550,292


$ 785,287


$ 1,060,352


$ 833,065



(5)

In April 2015, the FASB issued ASU 2015-03 which simplifies the presentation of debt issuance costs by requiring debt issuance costs to be presented as a deduction from the corresponding debt liability rather than an asset. The Company retrospectively adopted this standard for the January 31, 2016 balance sheet presented, which resulted in an adjustment of $7.9 million to Other.



(6)

Customer contract liability reflects the legal obligation to provide future services that are contractually committed to SteelBrick and Demandware's existing customers but unbilled as of their respective acquisition dates. The Company previously accounted for acquired subscription and services contracts and the legal obligation to provide future services as a customer contract asset and a customer contract liability, respectively. In the current quarter, the Company concluded that the acquired subscription and services contracts should more appropriately be accounted for as a single unit of accounting and as such, the fair value of the contractual relationships with customers have been reclassified to be presented as a single noncurrent intangible asset. This intangible asset is disclosed as a noncurrent customer contract asset as of October 31, 2016.



(7)

As of January 31, 2016, 350 Mission was in construction. In March 2016, construction was completed on the building.

 

Supplemental Revenue Analysis













Subscription and support revenue by cloud
service offering (in millions):

Three Months Ended October 31,


 

Nine Months Ended October 31,


2016


2015


2016


2015

Sales Cloud

$ 776.2


$ 688.7


$ 2,255.7


$ 1,990.1

Service Cloud

589.9


469.5


1,705.4


1,322.4

App Cloud and Other

370.7


269.1


1,050.0


740.4

Marketing Cloud

247.2


169.0


634.5


470.1


$ 1,984.0


$ 1,596.3


$ 5,645.6


$ 4,523.0






Three Months Ended October 31,


 

Nine Months Ended October 31,


2016


2015


2016


2015

Total revenues by geography (in thousands):








Americas

$ 1,598,344


$ 1,258,148


$ 4,506,774


$ 3,575,441

Europe

337,497


302,704


1,012,671


848,413

Asia Pacific

208,934


151,115


578,551


433,964


$ 2,144,775


$ 1,711,967


$ 6,097,996


$ 4,857,818





As a percentage of total revenues:




Total revenues by geography:




Americas

74%


73%


74%


74%

Europe

16


18


17


17

Asia Pacific

10


9


9


9


100%


100%


100%


100%

 

The amounts of revenue (in thousands) of Demandware included in the Company's consolidated statement of operations from the acquisition date of July 11, 2016 through October 31, 2016 is $57,878.

 

Revenue constant currency growth rates
(as compared to the comparable prior
periods)

Three Months Ended
October 31, 2016
compared to Three Months
Ended October 31, 2015


Three Months Ended
July 31, 2016
compared to Three Months
Ended July 31, 2015


Three Months Ended
October 31, 2015
compared to Three Months
Ended October 31, 2014

Americas

27%


24%


27%

Europe

27%


32%


28%

Asia Pacific

29%


29%


25%

Total growth

27%


26%


27%

 

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 weighted average exchange rate for the quarter being compared to for growth rate calculations presented, rather than the actual exchange rates in effect during that period.

 


October 31, 2016
compared to
October 31, 2015


July 31, 2016
compared to
July 31, 2015


October 31, 2015
compared to
October 31, 2014

Deferred revenue, current and noncurrent constant currency
growth rates (as compared to the comparable prior periods)






     Total growth

25%


27%


30%

 

We present constant currency information for deferred revenue, current and noncurrent to provide a framework for assessing how our underlying business performed excluding the effects of foreign currency rate fluctuations. To present the information above, we convert the deferred revenue balances in local currencies in previous comparable periods using the United States dollar currency exchange rate as on the most recent balance sheet date.

 

Supplemental Non-GAAP Diluted Share Count Information
(share data in thousands)










Three Months Ended October 31,


Nine Months Ended October 31,


2016


2015


2016


2015

Weighted-average shares outstanding for basic earnings per share

690,468


664,131


683,075


659,160

Effect of dilutive securities:








Convertible senior notes (1)

2,059


1,437


1,994


964

Employee stock awards

12,177


12,162


11,188


12,212

Adjusted weighted-average shares outstanding and assumed conversions for Non-GAAP diluted earnings per share

704,704


677,730


696,257


672,336



(1)

The 0.25% senior notes were not convertible, however there was a dilutive effect for shares outstanding for all periods presented.

 

Supplemental Cash Flow Information
Free cash flow analysis, a non-GAAP measure
(in thousands)






Three Months Ended October 31,


Nine Months Ended October 31,


2016


2015


2016


2015

Operating cash flow








GAAP net cash provided by operating activities

$ 154,312


$ 162,514


$ 1,456,052


$ 1,201,873

Less:








Capital expenditures

(140,653)


(80,041)


(319,984)


(216,011)

Free cash flow

$ 13,659


$ 82,473


$ 1,136,068


$985,862

 

Our free cash flow analysis includes GAAP net cash provided by operating activities less capital expenditures. The capital expenditures balance does not include our strategic investments, nor does it include any costs or activities related to our purchase of 50 Fremont land and building, and construction costs related to building - leased facilities.

 

 

Comprehensive Income (Loss)
(in thousands)

(Unaudited)










Three Months Ended October 31,


Nine Months Ended October 31,


2016


2015


2016


2015

Net income (loss)

$ (37,309)


$ (25,157)


$ 231,072


$ (21,917)

Other comprehensive loss, before tax and net of reclassification adjustments:








Foreign currency translation and other losses

(28,372)


(1,173)


(28,523)


(8,419)

Unrealized gains (losses) on investments

(16,019)


(2,873)


20,961


337

Other comprehensive loss, before tax

(44,391)


(4,046)


(7,562)


(8,082)

Tax effect

(7,337)


(1,135)


(5,464)


(1,135)

Other comprehensive loss, net of tax

(51,728)


(5,181)


(13,026)


(9,217)

Comprehensive income (loss)

$ (89,037)


$ (30,338)


$ 218,046


$ (31,134)

 

 

salesforce.com, inc.
GAAP RESULTS RECONCILED TO NON-GAAP RESULTS
The following table reflects selected GAAP results reconciled to non-GAAP results.
(in thousands, except per share data)
(Unaudited)







Three Months Ended October 31,


Nine Months Ended October 31,


2016


2015


2016


2015

Non-GAAP gross profit





GAAP gross profit

$ 1,559,253


$ 1,288,284


$ 4,489,914


$ 3,646,949

Plus:








Amortization of purchased intangibles (a)

36,703


20,296


84,462


60,825

Stock-based expense (b)

26,783


17,516


76,912


49,237

Non-GAAP gross profit

$ 1,622,739


$ 1,326,096


$ 4,651,288


$ 3,757,011

Non-GAAP operating expenses








GAAP operating expenses

$ 1,556,217


$ 1,244,850


$ 4,402,341


$ 3,552,586

Less:








Amortization of purchased intangibles (a)

(28,064)


(18,966)


(66,601)


(57,995)

Stock-based expense (b)

(177,968)


(126,801)


(499,068)


(385,419)

Plus:








Operating lease termination resulting from purchase of








50 Fremont

0


0


0


36,617

Non-GAAP operating expenses

$ 1,350,185


$ 1,099,083


$ 3,836,672


$ 3,145,789

Non-GAAP income from operations








GAAP income from operations

$ 3,036


$ 43,434


$ 87,573


$ 94,363

Plus:








Amortization of purchased intangibles (a)

64,767


39,262


151,063


118,820

Stock-based expense (b)

204,751


144,317


575,980


434,656

Less:








Operating lease termination resulting from purchase of








50 Fremont

0


0


0


(36,617)

Non-GAAP income from operations

$ 272,554


$ 227,013


$ 814,616


$ 611,222

Non-GAAP non-operating loss (c)








GAAP non-operating loss

$ (15,622)


$ (43)


$ (38,721)


$ (25,941)

Plus:








Amortization of debt discount, net

6,304


6,148


18,794


18,317

Amortization of acquired lease intangible

579


761


1,927


2,877

Less:








Gain on sales of land and building improvements

0


(21,792)


0


(21,792)

Gains on sales of strategic investments

(833)


0


(13,697)


0

Non-GAAP non-operating loss

$ (9,572)


$ (14,926)


$ (31,697)


$ (26,539)

Non-GAAP net income








GAAP net income (loss)

$ (37,309)


$ (25,157)


$ 231,072


$ (21,917)

Plus:








Amortization of purchased intangibles (a)

64,767


39,262


151,063


118,820

Amortization of acquired lease intangible

579


761


1,927


2,877

Stock-based expense (b)

204,751


144,317


575,980


434,656

Amortization of debt discount, net

6,304


6,148


18,794


18,317

Less:

Operating lease termination resulting from purchase of








50 Fremont

0


0


0


(36,617)

Gain on sales of land and building improvements

0


(21,792)


0


(21,792)

Gains on sales of strategic investments

(833)


0


(13,697)


0

Income tax effects and adjustments

(67,320)


(3,016)


(456,241)


(117,223)

Non-GAAP net income

$ 170,939


$ 140,523


$ 508,898


$ 377,121

 

 

 


Three Months Ended October 31,


Nine Months Ended October 31,


2016


2015


2016


2015

Non-GAAP diluted earnings per share








GAAP diluted net income (loss) per share

$ (0.05)


$ (0.04)


$ 0.33


$ (0.03)

Plus:








Amortization of purchased intangibles

0.09


0.06


0.22


0.18

Amortization of acquired lease intangible

0.00


0.00


0.00


0.00

Stock-based expense

0.29


0.21


0.83


0.65

Amortization of debt discount, net

0.01


0.01


0.03


0.03

Less:  








Operating lease termination resulting from purchase of

50 Fremont

0.00


0.00


0.00


(0.05)

Gain on sales of land and building improvements

0.00


(0.03)


0.00


(0.03)

Gains on sales of strategic investments

0.00


0.00


(0.02)


0.00

Income tax effects and adjustments

(0.10)


0.00


(0.66)


(0.19)

Non-GAAP diluted earnings per share

$ 0.24


$ 0.21


$ 0.73


$ 0.56

Shares used in computing Non-GAAP diluted net income per share

704,704


677,730


696,257


672,336



a)

Amortization of purchased intangibles were as follows:




Three Months Ended October 31,


Nine Months Ended October 31,


2016


2015


2016


2015

Cost of revenues

$ 36,703


$ 20,296


$ 84,462


$ 60,825

Marketing and sales

28,064


18,966


66,601


57,995


$ 64,767


$ 39,262


$ 151,063


$ 118,820



b)

Stock-based expense was as follows:




Three Months Ended October 31,


Nine Months Ended October 31,


2016


2015


2016


2015

Cost of revenues

$ 26,783


$ 17,516


$ 76,912


$ 49,237

Research and development

50,372


31,534


124,164


96,508

Marketing and sales

93,718


69,561


275,515


211,819

General and administrative

33,878


25,706


99,389


77,092


$ 204,751


$ 144,317


$ 575,980


$ 434,656



c)

GAAP non-operating loss consists of investment income, interest expense, other expense and gains on sales of strategic investments.

  

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 October 31,


Nine Months Ended October 31, 


2016


2015


2016


2015

GAAP Basic Net Income (Loss) Per Share








Net income (loss)

$ (37,309)


$ (25,157)


$ 231,072


$ (21,917)

Basic net income (loss) per share

$ (0.05)


$ (0.04)


$ 0.34


$ (0.03)

Shares used in computing basic net income (loss) per share

690,468


664,131


683,075


659,160






Three Months Ended October 31,


Nine Months Ended October 31, 


2016


2015


2016


2015

Non-GAAP Basic Net Income Per Share





Non-GAAP net income

$ 170,939


$ 140,523


$ 508,898


$ 377,121

Basic Non-GAAP net income per share

$ 0.25


$ 0.21


$ 0.75


$ 0.57

Shares used in computing basic Non-GAAP net income per share

690,468


664,131


683,075


659,160






Three Months Ended October 31,


Nine Months Ended October 31,


2016


2015


2016


2015

GAAP Diluted Net Income (Loss) Per Share





Net income (loss)

$ (37,309)


$ (25,157)


$ 231,072


$ (21,917)

Diluted net income (loss) per share

$ (0.05)


$ (0.04)


$ 0.33


$ (0.03)

Shares used in computing diluted net income (loss) per share

690,468


664,131


696,257


659,160






Three Months Ended October 31,


Nine Months Ended October 31,


2016


2015


2016


2015

Non-GAAP Diluted Net Income Per Share





Non-GAAP net income

$ 170,939


$ 140,523


$ 508,898


$ 377,121

Diluted Non-GAAP net income per share

$ 0.24


$ 0.21


$ 0.73


$ 0.56

Shares used in computing diluted Non-GAAP net income per share

704,704


677,730


696,257


672,336

 

Non-GAAP Financial Measures:  This press release includes information about non-GAAP diluted earnings per share, non-GAAP tax rates, non-GAAP free cash flow, and constant currency revenue and deferred revenue growth rates (collectively the "non-GAAP financial measures"). These non-GAAP financial measures are measurements of financial performance that are not prepared in accordance with U.S. generally accepted accounting principles and computational methods may differ from those 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. Management uses both GAAP and non-GAAP measures when planning, monitoring, and evaluating the company's performance.

The primary purpose of using non-GAAP measures is to provide supplemental information that may prove useful to investors who wish to consider the impact of certain non-cash or non-recurring items on the company's operating performance and to enable investors to evaluate the company's results in the same way management does. These non-cash or non-recurring items generally consist of one-time items resulting from strategic decisions that affect multiple periods or periods unrelated to when the actual items were incurred. Management believes that supplementing GAAP disclosure with non-GAAP disclosure that excludes items that are not directly related to performance in any particular period provides investors with a more complete view of the company's operational performance and allows for meaningful period-to-period comparisons and analysis of trends in the company's business. Further, to the extent that other companies use similar methods in calculating non-GAAP measures, the provision of supplemental non-GAAP information can allow for a comparison of the company's relative performance against other companies that also report non-GAAP operating results.

Non-GAAP diluted earnings per share excludes the impact of the following items:  stock-based compensation, amortization of acquisition-related intangibles, amortization of acquired leases, the net amortization of debt discount on the company's convertible senior notes, gains/losses on sales of land and building improvements, gains on sales of strategic investments, and termination of office leases, as well as income tax adjustments.  These items are excluded because the decisions which gave rise to these items were not made to increase revenue in a particular period, but were made for the company's long-term benefit over multiple periods. 

Specifically, management is excluding the following items from its non-GAAP earnings per share for Q3 and its non-GAAP estimates for Q4 and FY17:

  • Stock-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.
  • Amortization of Purchased Intangibles and Acquired Leases: The company views amortization of acquisition- and building-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, and acquired lease intangibles, 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.
  • Amortization 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 $1.15 billion of convertible senior notes due 2018 that were issued in a private placement in March 2013. The imputed interest rate was approximately 2.5% for the convertible notes due 2018, while the actual coupon interest rate of the notes is 0.25%. 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.
  • Gains and Losses on Sales of Strategic Investments: The company views gains on sales of its strategic investments resulting from acquisitions initiated by the company in which an equity interest was previously held as discrete events and not indicative of operational performance during any particular period.
  • Income Tax Effects and Adjustments: The Company utilizes a fixed long-term projected non-GAAP tax rate in order to provide better consistency across the interim reporting periods by eliminating the effects of non-recurring and period-specific items such as changes in the tax valuation allowance and tax effects of acquisitions-related costs, since each of these can vary in size and frequency. When projecting this long-term rate, the Company evaluated a three-year financial projection that excludes the direct impact of the following non-cash items: stock-based expenses, amortization of purchased intangibles, amortization of acquired leases, amortization of debt discount, gains/losses on the sales of land and building improvements, gains on sales of strategic investments, and termination of office leases. The projected rate also assumes no new acquisitions in the three-year period, and considers other factors including the Company's tax structure, its tax positions in various jurisdictions and key legislation in major jurisdictions where the company operates. This long-term rate could be subject to change for a variety of reasons, such as significant changes in the geographic earnings mix including acquisition activity, or fundamental tax law changes in major jurisdictions where the company operates. The Company re-evaluates this long-term rate on an annual basis or if any significant events that may materially affect this long-term rate occur. The non-GAAP tax rate for fiscal 2017 is 35.0 percent.

The company defines the non-GAAP measure free cash flow as GAAP net cash provided by operating activities, less capital expenditures.  For this purpose, capital expenditures does not include our strategic investments, nor does it include any costs or activities related to our purchase of 50 Fremont land and building, and building - leased facilities.

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To view the original version on PR Newswire, visit:http://www.prnewswire.com/news-releases/salesforce-announces-fiscal-2017-third-quarter-results-300365402.html

SOURCE Salesforce

John Cummings, Salesforce, Investor Relations, 415-778-4188, jcummings@salesforce.com, or Chi Hea Cho, Salesforce, Public Relations, 415-281-5304, chcho@salesforce.com

Contact us

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Suite 300 San Francisco, CA 94105
Tel: +1-415-536-6250
investor@salesforce.com

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