Market Overview

Salesforce Announces Fiscal 2016 Fourth Quarter and Full Year Results

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Raises FY17 Revenue Guidance to $8.08 Billion to $8.12 Billion

- Quarterly Revenue of $1.81 Billion, up 25% Year-Over-Year, 27% in Constant Currency

- Full Year Revenue of $6.67 Billion, up 24% Year-Over-Year, 27% in Constant Currency

- Quarterly Operating Cash Flow of $459 million, up 38% Year-Over-Year

- Full Year Operating Cash Flow of $1.61 Billion, up 37% Year-Over-Year

- Deferred Revenue of $4.29 Billion, up 29% Year-Over-Year, 31% in Constant Currency

- Unbilled Deferred Revenue of Approximately $7.1 Billion, up 25% Year-Over-Year

- Initiates First Quarter Revenue Guidance of $1.885 Billion to $1.895 Billion

SAN FRANCISCO, Feb. 24, 2016 /PRNewswire/ -- Salesforce (NYSE: CRM), the Customer Success Platform and world's #1 CRM company, today announced results for its fiscal fourth quarter and full fiscal year ended January 31, 2016.

www.salesforce.com.

"By any measure, this was a spectacular finish to the year with 27% revenue growth in constant currency for the fourth quarter, and for the full year," said Marc Benioff, chairman and CEO, Salesforce. "We are raising our fiscal year 2017 revenue guidance to $8.12 billion at the high end of our range -- unprecedented growth for a company of our size and scale."

"We increased our non-GAAP operating margin by 177 basis points, which drove outstanding full year operating cash flow of $1.6 billion, up 37% from a year ago," said Mark Hawkins, CFO, Salesforce. "We expect to continue to drive operating leverage and strong cash flow growth in fiscal 2017."

"We hit an all-time high in large transactions in fiscal 2016 as more and more companies look to Salesforce as their trusted advisor," said Keith Block, vice chairman, president and COO, Salesforce. "The tremendous response to our customer success platform is driving exceptional growth for Salesforce across every region, every cloud and every industry."

Salesforce delivered the following results for its fourth fiscal quarter and full fiscal year 2016:

Revenue:  Total Q4 revenue was $1.81 billion, an increase of 25% year-over-year, and 27% in constant currency.  Subscription and support revenues were $1.68 billion, an increase of 25% year-over-year.  Professional services and other revenues were $127 million, an increase of 28% year-over-year.

Full fiscal year 2016 revenue was $6.67 billion, an increase of 24% year-over-year, and 27% in constant currency.  Subscription and support revenues were $6.21 billion, an increase of 24% year-over-year.  Professional services and other revenues were $462 million, an increase of 28% year-over-year.

Earnings per Share:  Q4 GAAP loss per share was ($0.04), and non-GAAP diluted earnings per share was $0.19. For the full fiscal year 2016, GAAP loss per share was ($0.07), and non-GAAP diluted earnings per share was $0.75

Cash:  Cash generated from operations for the fourth quarter was $459 million, an increase of 38% year-over-year. Cash generated from operations for the full fiscal year 2016 was $1.61 billion, an increase of 37% year-over-year. Total cash, cash equivalents and marketable securities finished the year at $2.73 billion.

Deferred Revenue:  Deferred revenue on the balance sheet as of January 31, 2016 was $4.29 billion, an increase of 29% year-over-year, and 31% in constant currency. Unbilled deferred revenue, representing business that is contracted but unbilled and off balance sheet, ended the fourth quarter at approximately $7.1 billion, up 25% year-over-year.

As of February 24, 2016, the company is initiating revenue, earnings per share, and deferred revenue guidance for its first quarter of fiscal year 2017. In addition, the company is raising its full fiscal year 2017 revenue guidance previously provided on November 18, 2015. The company is also initiating earnings per share and operating cash flow guidance for its fiscal year 2017.

Q1 FY17 Guidance:  Revenue is projected to be approximately $1.885 billion to $1.895 billion, an increase of 25% year-over-year.

Diluted GAAP earnings per share is projected to be in the range of $0.00 to $0.01, while diluted non-GAAP earnings per share is projected to be in the range of $0.23 to $0.24.

On balance sheet deferred revenue growth is projected to be approximately 24% to 25% year-over-year.

Full Year FY17 Guidance:  Revenue is projected to be approximately $8.08 billion to $8.12 billion, an increase of 21% to 22% year-over-year.

GAAP loss per share is projected to be in the range of ($0.02) to $0.00, while diluted non-GAAP earnings per share is projected to be in the range of $0.99 to $1.01.

Operating cash flow growth is projected to be approximately 23% to 24% year-over-year.

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

 



Fiscal 2017



Q1

FY2017







GAAP EPS range*

$0.00 - $0.01

($0.02) - $0.00

Plus





Amortization of purchased intangibles

$                      0.05

$                      0.20

Stock-based expense

$                      0.22

$                      1.01

Amortization of debt discount, net

$                      0.01

$                      0.04

Less





Income tax effects and adjustments**

$                    (0.05)

$                    (0.24)

Non-GAAP diluted EPS

$0.23 - $0.24

$0.99 - $1.01







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

677

685

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

690

699







* For Q1 GAAP EPS, diluted number of shares used for calculation and expected tax rate of 80%. For FY17 GAAP EPS, basic number of shares used for calculation and expected tax rate of 105%.

** 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 25556157.  A replay will be available at (800) 585-8367 or (855) 859-2056 until midnight (ET) Mar. 24, 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), 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, as appropriate, cash flow, and ability to maintain continued growth of deferred revenue and unbilled deferred revenue; errors, interruptions or delays in the company's services 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 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; foreign currency exchange rates; collection of receivables; interest rates; factors affecting the company's deferred tax assets and ability to value and utilize them, including the timing of when the company will once again achieve profitability on a pre-tax basis; 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.

Non-GAAP Financial Measures:  This press release includes information about non-GAAP earnings per share, non-GAAP tax rates, and non-GAAP free cash flow (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, such as certain one-time charges, on the company's operating performance. While strategic decisions, such as those related to the issuance of equity awards (resulting in stock-based compensation), mergers and acquisitions, real estate activity or the issuance of debt securities, 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, 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 management and investors with a more complete view of the company's operational performance. 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 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, and gains/losses on conversions of the company's convertible senior notes, gains/losses on sales of land and building improvements, 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. 

The purpose of the non-GAAP tax rate is to quantify the excluded tax adjustments and the tax consequences associated with the above excluded items.  The company reports a projected long-term tax rate to eliminate the effects of non-recurring and period-specific items, which can vary in size and frequency. This projected long-term non-GAAP tax rate could be subject to change in the future for a variety of reasons, such as, for example, significant changes in the company's geographic earnings mix including acquisition activity or fundamental tax law changes in major jurisdictions where the company operates. 

Specifically, management is excluding the following items from its non-GAAP earnings per share for Q4 and FY16 and its non-GAAP estimates for Q1 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. 
  • Non-Cash Gains/Losses on Conversion of Debt: Upon settlement of the company's convertible senior notes, we attribute the fair value of the consideration transferred to the liability and equity components of the convertible senior notes.  The difference between the fair value of consideration attributed to the liability component and the carrying value of the liability as of settlement date is recorded as a non-cash gain or loss on the statement of operations. 
  • Gain on Sales of Land and Building Improvements:  The company views the non-operating gains associated with the sales of the land and building improvements at Mission Bay to be a discrete item. 
  • Lease Termination Resulting From Purchase of Office Building: The company views the non-cash, one-time gain associated with the termination of its lease at 50 Fremont to be a discrete item. 
  • Income Tax Effects and Adjustments: Since fiscal 2015, the company has utilized 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/losses on conversions of debt, 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, and, as appropriate, if a significant event materially affects it. Its fiscal 2016 non-GAAP tax provision used a rate of 35.5 percent, which reflected the related tax impact from the recent U.S. Tax Court decision in Altera Corporation's litigation with the Internal Revenue Service. The company's fiscal 2017 fixed long-term projected non-GAAP tax rate 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 in progress - leased facilities.

 

salesforce.com, inc.

Condensed Consolidated Statements of Operations

(in thousands, except per share data)

(Unaudited)





Three Months Ended January 31,



Fiscal Year Ended January 31,



2016



2015



2016



2015

Revenues:















Subscription and support

$

1,682,660





$

1,345,358





$

6,205,599





$

5,013,764



Professional services and other

126,738





99,250





461,617





359,822



Total revenues

1,809,398





1,444,608





6,667,216





5,373,586



Cost of revenues (1)(2):















Subscription and support

318,944





258,027





1,188,967





924,638



Professional services and other

124,735





97,896





465,581





364,632



Total cost of revenues

443,679





355,923





1,654,548





1,289,270



Gross profit

1,365,719





1,088,685





5,012,668





4,084,316



Operating expenses (1)(2):















Research and development

250,860





205,990





946,300





792,917



Marketing and sales

890,375





736,140





3,239,824





2,757,096



General and administrative

203,924





181,371





748,238





679,936



Operating lease termination resulting from purchase of 50 Fremont

0





0





(36,617)





0



Total operating expenses

1,345,159





1,123,501





4,897,745





4,229,949



Income (loss) from operations

20,560





(34,816)





114,923





(145,633)



Investment income

3,990





2,983





15,341





10,038



Interest expense

(19,465)





(16,882)





(72,485)





(73,237)



Other expense (1)(3)

(9,228)





(4,783)





(15,292)





(19,878)



Gain on sales of land and building improvements

0





0





21,792





15,625



Income (loss) before provision for income taxes

(4,143)





(53,498)





64,279





(213,085)



Provision for income taxes

(21,366)





(12,267)





(111,705)





(49,603)



Net loss

$

(25,509)





$

(65,765)





$

(47,426)





$

(262,688)



Basic net loss per share

$

(0.04)





$

(0.10)





$

(0.07)





$

(0.42)



Diluted net loss per share

$

(0.04)





$

(0.10)





$

(0.07)





$

(0.42)



Shares used in computing basic net loss per share

669,025





637,219





661,647





624,148



Shares used in computing diluted net loss per share

669,025





637,219





661,647





624,148





(1)

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

 



Three Months Ended January 31,



Fiscal Year Ended January 31,



2016



2015



2016



2015

Cost of revenues

$

20,093





$

20,006





$

80,918





$

90,300



Marketing and sales

19,157





19,965





77,152





64,673



Other non-operating expense

759





0





3,636





0







(2)

Amounts include stock-based expense, as follows:

 



Three Months Ended January 31,



Fiscal Year Ended January 31,



2016



2015



2016



2015

Cost of revenues

$

20,206





$

14,907





$

69,443





$

53,812



Research and development

32,926





33,929





129,434





121,193



Marketing and sales

77,333





75,900





289,152





286,410



General and administrative

28,507





27,066





105,599





103,350







(3)

Amount includes approximately $10.3 million loss on conversions of our convertible 0.75% senior notes due January 2015 recognized during fiscal 2015.

 

 

salesforce.com, inc.

Condensed Consolidated Statements of Operations

As a percentage of total revenues:

(Unaudited)





Three Months Ended January 31,



Fiscal Year Ended January 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

18





18





18





17



Professional services and other

7





7





7





7



Total cost of revenues

25





25





25





24



Gross profit

75





75





75





76



Operating expenses (1)(2):















Research and development

14





14





14





15



Marketing and sales

49





51





49





51



General and administrative

11





13





11





13



Operating lease termination resulting from purchase of 50 Fremont, net

0





0





(1)





0



Total operating expenses

74





78





73





79



Income (loss) from operations

1





(3)





2





(3)



Investment income

0





0





0





0



Interest expense

(1)





(1)





(1)





(1)



Other expense

0





0





0





0



Gain on sales of land and building improvements

0





0





0





0



Income (loss) before provision for income taxes

0





(4)





1





(4)



Provision for income taxes

(1)





(1)





(2)





(1)



Net loss

(1)

%



(5)

%



(1)

%



(5)

%





(1)

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



Cost of revenues

1

%



1

%



1

%



2

%



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:



Cost of revenues

1

%



1

%



1

%



1

%



Research and development

2





2





2





2





Marketing and sales

4





5





4





5





General and administrative

2





2





2





2



 

salesforce.com, inc.

Condensed Consolidated Balance Sheets

(in thousands)

(Unaudited)





January 31, 
 2016



January 31, 
 2015

Assets







Current assets:







Cash and cash equivalents

$

1,158,363





$

908,117



Short-term marketable securities

183,018





87,312



Accounts receivable, net

2,496,165





1,905,506



Deferred commissions

259,187





225,386



Prepaid expenses and other current assets (1)

250,594





245,026



Land and building improvements held for sale

0





143,197



Total current assets

4,347,327





3,514,544



Marketable securities, noncurrent

1,383,996





894,855



Property and equipment, net

1,715,828





1,125,866



Deferred commissions, noncurrent

189,943





162,796



Capitalized software, net

384,258





433,398



Goodwill

3,849,937





3,782,660



Strategic investments

520,721





175,774



Other assets, net (1)

378,762





460,219



Restricted cash

0





115,015



Total assets

$

12,770,772





$

10,665,127



Liabilities and stockholders' equity







Current liabilities:







Accounts payable, accrued expenses and other liabilities (1)

$

1,349,338





$

1,103,335



Deferred revenue

4,267,667





3,286,768



Total current liabilities

5,617,005





4,390,103



Convertible 0.25% senior notes, net

1,095,059





1,070,692



Loan assumed on 50 Fremont

198,888





0



Revolving credit facility

0





300,000



Deferred revenue, noncurrent

23,886





34,681



Other noncurrent liabilities (1)

833,065





894,468



Total liabilities

7,767,903





6,689,944



Stockholders' equity:







Common stock

671





651



Additional paid-in capital

5,705,386





4,604,485



Accumulated other comprehensive loss

(49,917)





(24,108)



Accumulated deficit

(653,271)





(605,845)



Total stockholders' equity

5,002,869





3,975,183



Total liabilities and stockholders' equity

$

12,770,772





$

10,665,127







(1)

In November 2015, the FASB issued Accounting Standards Update No. 2015-17 (ASU 2015-17), "Income Taxes (Topic 740): Balance Sheet Classification of Deferred Taxes" which simplifies the presentation of deferred income taxes by requiring all deferred tax assets and liabilities to be classified as noncurrent on the balance sheet. The Company early adopted this standard retrospectively for the prior period presented.

 

salesforce.com, inc.

Condensed Consolidated Statements of Cash Flows

(in thousands)

(Unaudited)





Three Months Ended January 31,



Fiscal Year Ended January 31,



2016



2015



2016



2015

Operating activities:















Net loss

$

(25,509)





$

(65,765)





$

(47,426)





$

(262,688)



Adjustments to reconcile net loss to net cash provided by operating activities:















Depreciation and amortization

131,912





117,938





525,750





448,296



Amortization of debt discount and transaction costs

7,177





8,460





27,467





39,620



Gain on sales of land and building improvements

0





0





(21,792)





(15,625)



50 Fremont lease termination, net

0





0





(36,617)





0



Loss on conversions of convertible senior notes

0





96





0





10,326



Amortization of deferred commissions

86,306





71,116





319,074





257,642



Expenses related to employee stock plans

158,972





151,802





593,628





564,765



Excess tax benefits from employee stock plans

(10,798)





(4,283)





(59,496)





(7,730)



Changes in assets and liabilities, net of business combinations:















Accounts receivable, net

(1,435,439)





(1,110,916)





(582,425)





(544,610)



Deferred commissions

(179,155)





(149,882)





(380,022)





(320,904)



Prepaid expenses and other current assets and other assets

39,191





11,318





50,772





45,819



Accounts payable, accrued expenses and other liabilities

241,710





204,867





253,986





159,973



Deferred revenue

1,445,043





1,097,472





969,686





798,830



Net cash provided by operating activities

459,410





332,223





1,612,585





1,173,714



Investing activities:















Business combinations, net of cash acquired

0





0





(58,680)





38,071



Proceeds from land and building improvements held for sale

0





0





127,066





223,240



Purchase of 50 Fremont land and building

0





0





(425,376)





0



Deposit and withdrawal for purchase of 50 Fremont land and building

0





(11,500)





115,015





(126,435)



Non-refundable amounts received for sale of land and building

0





0





6,284





0



Strategic investments

(41,293)





(45,820)





(366,519)





(93,725)



Purchases of marketable securities

(595,845)





(90,516)





(1,139,267)





(780,540)



Sales of marketable securities

86,005





46,552





500,264





243,845



Maturities of marketable securities

14,366





41,390





37,811





87,638



Capital expenditures

(68,465)





(85,354)





(284,476)





(290,454)



Net cash used in investing activities

(605,232)





(145,248)





(1,487,878)





(698,360)



Financing activities:















Proceeds from (payments on) revolving credit facility, net

0





0





(300,000)





297,325



Proceeds from employee stock plans

87,652





82,428





455,482





308,989



Excess tax benefits from employee stock plans

10,798





4,283





59,496





7,730



Payments on convertible senior notes

0





(181,633)





0





(568,862)



Principal payments on capital lease obligations

(13,486)





(9,383)





(82,330)





(70,663)



Payments on term loan

0





0





0





(285,000)



Net cash provided by (used in) financing activities

84,964





(104,305)





132,648





(310,481)



Effect of exchange rate changes

(4,097)





(20,878)





(7,109)





(38,391)



Net increase (decrease) in cash and cash equivalents

(64,955)





61,792





250,246





126,482



Cash and cash equivalents, beginning of period

1,223,318





846,325





908,117





781,635



Cash and cash equivalents, end of period

$

1,158,363





$

908,117





$

1,158,363





$

908,117



 

salesforce.com, inc.

Additional Metrics

(Unaudited) 





Jan 31,
2016



Oct 31,
2015



Jul 31,
2015



Apr 30,

2015



Jan 31,

2015



Oct 31,

2014



Full Time Equivalent Headcount

19,742





18,726





17,622





16,852





16,227





15,458





Financial data (in thousands):

























Cash, cash equivalents and marketable securities

$

2,725,377





$

2,301,306





$

2,066,963





$

1,922,476





$

1,890,284





$

1,827,277





Strategic investments

$

520,721





$

496,809





$

477,886





$

318,716





$

175,774





$

132,150





Deferred revenue, current and noncurrent

$

4,291,553





$

2,846,510





$

3,034,991





$

3,056,820





$

3,321,449





$

2,223,977





Unbilled deferred revenue, a non-GAAP measure (1)

$

7,100,000





$

6,700,000





$

6,200,000





$

6,000,000





$

5,700,000





$

5,400,000





Principal due on our outstanding debt obligations

$

1,350,000





$

1,350,000





$

1,350,000





$

1,350,000





$

1,450,000



(4)

$

1,631,635



(3)

Excess tax provisions (benefits) from employee stock plans (2)

$

(10,798)





$

(44,607)





$

133





$

(4,224)





$

(4,283)





$

(1,221)









(1)

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.

(2)

Excess tax provisions (benefits) from employee stock plans relate to the exercising and vesting of stock-based awards. The amounts above are included as adjustments on the Company's Consolidated Statements of Cash Flows to reconcile net loss to net cash provided by operating activities for the three months ended as indicated.

(3)

In October 2014, the Company paid in full the outstanding balance of its term loan of $262.5 million and borrowed $300.0 million from its new revolving credit facility.

(4)

In January 2015, the 0.75% Convertible Senior Notes matured and the Company paid in full the remaining outstanding balance which was $179.8 million as of October 31, 2014.

 

Selected Balance Sheet Accounts (in thousands):



January 31, 
 2016



October 31, 
 2015



January 31, 
 2015

Prepaid Expenses and Other Current Assets (7)











Prepaid income taxes

$

22,044





$

23,167





$

21,514



Customer contract asset (5)

1,423





3,572





16,620



Other taxes receivable

27,341





32,187





27,540



Prepaid expenses and other current assets

199,786





210,378





179,352





$

250,594





$

269,304





$

245,026



Property and Equipment, net











Land

$

183,888





$

183,888





$

0



Buildings

614,081





614,349





125,289



Computers, equipment and software

1,281,766





1,259,210





1,171,762



Furniture and fixtures

82,242





77,606





71,881



Leasehold improvements

473,688





450,565





376,761





2,635,665





2,585,618





1,745,693



Less accumulated depreciation and amortization

(919,837)





(843,476)





(619,827)





$

1,715,828





$

1,742,142





$

1,125,866



Capitalized Software, net











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

$

123,065





$

114,058





$

96,617



Acquired developed technology, net of accumulated amortization

261,193





282,955





336,781





$

384,258





$

397,013





$

433,398



Other Assets, net (7)











Deferred income taxes, noncurrent, net

$

15,986





$

15,542





$

16,948



Long-term deposits

19,469





20,126





19,715



Purchased intangible assets, net of accumulated amortization

258,580





277,898





329,971



Acquired intellectual property, net of accumulated amortization

10,565





12,167





15,879



Customer contract asset (5)

93





115





1,447



Other

74,069





79,185





76,259





$

378,762





$

405,033





$

460,219







(5)

Customer contract asset reflects future billings of amounts that were contractually committed by ExactTarget's existing customers as of the acquisition date. As the Company bills these customers this balance will reduce and accounts receivable will increase.

 



January 31, 
 2016



October 31, 
 2015



January 31, 
 2015

Accounts Payable, Accrued Expenses and Other Liabilities (7)











Accounts payable

$

71,481





$

88,755





$

95,537



Accrued compensation

554,502





415,958





457,102



Accrued other liabilities

447,729





424,004





321,032



Accrued income and other taxes payable

205,781





153,981





184,844



Accrued professional costs

33,814





31,234





16,889



Customer liability, current (6)

6,558





10,315





13,084



Accrued rent

14,071





13,477





14,847



Financing obligation, building in progress-leased facility, current

15,402





11,930





0





$

1,349,338





$

1,149,654





$

1,103,335



Other Noncurrent Liabilities (7)











Deferred income taxes and income taxes payable

$

85,996





$

79,544





$

66,541



Customer liability, noncurrent (6)

66





81





1,026



Financing obligation, building in progress - leased facility

196,711





194,350





125,289



Long-term lease liabilities and other

550,292





569,816





701,612





$

833,065





$

843,791





$

894,468







(6)

Customer liability reflects the legal obligation to provide future services that were contractually committed by ExactTarget's existing customers but unbilled as of the acquisition date.

(7)

In November 2015, the FASB issued Accounting Standards Update No. 2015-17 (ASU 2015-17), "Income Taxes (Topic 740): Balance Sheet Classification of Deferred Taxes" which simplifies the presentation of deferred income taxes by requiring all deferred tax assets and liabilities to be classified as noncurrent on the balance sheet. The Company early adopted this standard retrospectively for all prior periods presented.

 

Supplemental Revenue Analysis



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

Three Months Ended January 31,



Fiscal Year Ended January 31,



2016



2015



2016



2015

Sales Cloud

$

708.9





$

631.3





$

2,699.0





$

2,443.0



Service Cloud

495.3





367.1





1,817.8





1,320.2



App Cloud and Other

294.5





206.6





1,034.7





745.3



Marketing Cloud

184.0





140.4





654.1





505.3





$

1,682.7





$

1,345.4





$

6,205.6





$

5,013.8













Three Months Ended January 31,



Fiscal Year Ended January 31,



2016



2015



2016



2015

Total revenues by geography (in thousands):















Americas

$

1,335,304





$

1,055,675





$

4,910,745





$

3,868,329



Europe

314,395





254,595





1,162,808





984,919



Asia Pacific

159,699





134,338





593,663





520,338





$

1,809,398





$

1,444,608





$

6,667,216





$

5,373,586



As a percentage of total revenues:















Total revenues by geography:















Americas

74

%



73

%



74

%



72

%

Europe

17





18





17





18



Asia Pacific

9





9





9





10





100

%



100

%



100

%



100

%

 

Revenue constant currency growth rates

(as compared to the comparable prior periods)

Three Months Ended January 31, 2016 compared to Three Months 

Ended January 31, 2015



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



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

Americas

27%



27%



29%

Europe

32%



28%



32%

Asia Pacific

26%



25%



27%

Total growth

27%



27%



29%

 

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.



January 31, 2016 compared to January 31, 2015



October 31, 2015 compared to October 31, 2014



January 31, 2015 compared to January 31, 2014

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











Total growth

31%



30%



35%

 

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 Diluted Share Count Information

(in thousands)





Three Months Ended

January 31,



Fiscal Year Ended

January 31,



2016



2015



2016



2015

Weighted-average shares outstanding for basic earnings per share

669,025





637,219





661,647





624,148



Effect of dilutive securities (1):















Convertible senior notes (2)

2,314





0





1,302





5,381



Warrants associated with the convertible senior note hedges (2)

0





0





0





9,536



Employee stock awards

11,626





10,067





13,881





12,469



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

682,965





647,286





676,830





651,534







(1)

The effects of these dilutive securities were not included in the GAAP calculation of diluted net loss per share for the three and twelve months ended January 31, 2016 and 2015 because the effect would have been anti-dilutive.

(2)

Upon maturity in fiscal 2015, the convertible 0.75% senior notes and associated warrants were settled. The 0.25% senior notes were not convertible, however there is a dilutive effect for shares outstanding for the three and twelve months ended January 31, 2016 and 2015.

 

Supplemental Cash Flow Information

Free cash flow analysis, a non-GAAP measure

(in thousands)





Three Months Ended January 31,



Fiscal Year Ended January 31,



2016



2015



2016



2015

Operating cash flow















GAAP net cash provided by operating activities

$

459,410





$

332,223





$

1,612,585





$

1,173,714



Less:















Capital expenditures

(68,465)





(85,354)





(284,476)





(290,454)



Free cash flow

$

390,945





$

246,869





$

1,328,109





$

883,260



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 land activity, building improvements, building in progress - leased facilities, and strategic investments.

 

Comprehensive Loss

(in thousands)

(Unaudited)





Three Months Ended January 31,



Fiscal Year Ended January 31,



2016



2015



2016



2015

Net loss

$

(25,509)





$

(65,765)





$

(47,426)





$

(262,688)



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















Foreign currency translation and other losses

(8,197)





(27,400)





(16,616)





(43,276)



Unrealized gains (losses) on investments

(9,530)





4,543





(9,193)





1,488



Other comprehensive loss, before tax

(17,727)





(22,857)





(25,809)





(41,788)



Tax effect

1,135





0





0





0



Other comprehensive loss, net of tax

(16,592)





(22,857)





(25,809)





(41,788)



Comprehensive loss

$

(42,101)





$

(88,622)





$

(73,235)





$

(304,476)



 

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 January 31,



Fiscal Year Ended January 31,



2016



2015



2016



2015

Gross profit















GAAP gross profit

$

1,365,719





$

1,088,685





$

5,012,668





$

4,084,316



Plus:















Amortization of purchased intangibles (a)

20,093





20,006





80,918





90,300



Stock-based expense (b)

20,206





14,907





69,443





53,812



Non-GAAP gross profit

$

1,406,018





$

1,123,598





$

5,163,029





$

4,228,428



Operating expenses















GAAP operating expenses

$

1,345,159





$

1,123,501





$

4,897,745





$

4,229,949



Less:















Amortization of purchased intangibles (a)

(19,157)





(19,965)





(77,152)





(64,673)



Stock-based expense (b)

(138,766)





(136,895)





(524,185)





(510,953)



Plus:















Operating lease termination resulting from purchase of 50 Fremont

0





0





36,617





0



Non-GAAP operating expenses

$

1,187,236





$

966,641





$

4,333,025





$

3,654,323



Income from operations















GAAP income (loss) from operations

$

20,560





$

(34,816)





$

114,923





$

(145,633)



Plus:















Amortization of purchased intangibles (a)

39,250





39,971





158,070





154,973



Stock-based expense (b)

158,972





151,802





593,628





564,765



Less:















Operating lease termination resulting from purchase of 50 Fremont, net

0





0





(36,617)





0



Non-GAAP income from operations

$

218,782





$

156,957





$

830,004





$

574,105



Non-operating income (loss) (c)















GAAP non-operating loss

$

(24,703)





$

(18,682)





$

(50,644)





$

(67,452)



Plus:















Amortization of debt discount, net

6,188





7,738





24,504





36,575



Amortization of acquired lease intangible

759





0





3,636





0



Loss on conversion of debt

0





96





0





10,326



Less:















Gain on sales of land and building improvements

0





0





(21,792)





(15,625)



Non-GAAP non-operating loss

$

(17,756)





$

(10,848)





$

(44,296)





$

(36,176)



Net income















GAAP net loss

$

(25,509)





$

(65,765)





$

(47,426)





$

(262,688)



Plus:















Amortization of purchased intangibles (a)

39,250





39,971





158,070





154,973



Amortization of acquired lease intangible

759





0





3,636





0



Stock-based expense (b)

158,972





151,802





593,628





564,765



Amortization of debt discount, net

6,188





7,738





24,504





36,575



Loss on conversion of debt

0





96





0





10,326



Less:















Operating lease termination resulting from purchase of 50 Fremont, net

0





0





(36,617)





0



Gain on sales of land and building improvements

0





0





(21,792)





(15,625)



Income tax effects and adjustments

(49,998)





(41,063)





(167,221)





(146,741)



Non-GAAP net income

$

129,662





$

92,779





$

506,782





$

341,585



 



Three Months Ended January 31,



Fiscal Year Ended January 31,



2016



2015



2016



2015

















Diluted earnings per share















GAAP diluted loss per share (d)

$

(0.04)





$

(0.10)





$

(0.07)





$

(0.42)



Plus:















Amortization of purchased intangibles

0.06





0.06





0.23





0.24



Amortization of acquired lease intangible

0.00





0.00





0.01





0.00



Stock-based expense

0.23





0.23





0.88





0.87



Amortization of debt discount, net

0.01





0.01





0.04





0.06



Loss on conversion of debt

0.00





0.00





0.00





0.02



Less:















Operating lease termination resulting from purchase of 50 Fremont, net

0.00





0.00





(0.05)





0.00



Gain on sales of land and building improvements

0.00





0.00





(0.03)





(0.02)



Income tax effects and adjustments

(0.07)





(0.06)





(0.26)





(0.23)



Non-GAAP diluted earnings per share

$

0.19





$

0.14





$

0.75





$

0.52



Shares used in computing diluted net income per share

682,965





647,286





676,830





651,534







a)

Amortization of purchased intangibles were as follows:

 



Three Months Ended January 31,



Fiscal Year Ended January 31,



2016



2015



2016



2015

Cost of revenues

$

20,093





$

20,006





$

80,918





$

90,300



Marketing and sales

19,157





19,965





77,152





64,673





$

39,250





$

39,971





$

158,070





$

154,973







b)

Stock-based expense was as follows:

 



Three Months Ended January 31,



Fiscal Year Ended January 31,



2016



2015



2016



2015

Cost of revenues

$

20,206





$

14,907





$

69,443





$

53,812



Research and development

32,926





33,929





129,434





121,193



Marketing and sales

77,333





75,900





289,152





286,410



General and administrative

28,507





27,066





105,599





103,350





$

158,972





$

151,802





$

593,628





$

564,765







c)

Non-operating income (loss) consists of investment income, interest expense and other 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 January 31,



Fiscal Year Ended January 31,



2016



2015



2016



2015

GAAP Basic Net Loss Per Share















Net loss

$

(25,509)





$

(65,765)





$

(47,426)





$

(262,688)



Basic net loss per share

$

(0.04)





$

(0.10)





$

(0.07)





$

(0.42)



Shares used in computing basic net loss per share

669,025





637,219





661,647





624,148





























Three Months Ended January 31,



Fiscal Year Ended January 31,



2016



2015



2016



2015

Non-GAAP Basic Net Income Per Share















Non-GAAP net income

$

129,662





$

92,779





$

506,782





$

341,585



Basic Non-GAAP net income per share

$

0.19





$

0.15





$

0.77





$

0.55



Shares used in computing basic net income per share

669,025





637,219





661,647





624,148





























Three Months Ended January 31,



Fiscal Year Ended January 31,



2016



2015



2016



2015

GAAP Diluted Net Loss Per Share















Net loss

$

(25,509)





$

(65,765)





$

(47,426)





$

(262,688)



Diluted net loss per share

$

(0.04)





$

(0.10)





$

(0.07)





$

(0.42)



Shares used in computing diluted net loss per share

669,025





637,219





661,647





624,148





























Three Months Ended January 31,



Fiscal Year Ended January 31,



2016



2015



2016



2015

Non-GAAP Diluted Net Income Per Share















Non-GAAP net income

$

129,662





$

92,779





$

506,782





$

341,585



Diluted Non-GAAP net income per share

$

0.19





$

0.14





$

0.75





$

0.52



Shares used in computing diluted net income per share

682,965





647,286





676,830





651,534



 

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To view the original version on PR Newswire, visit:http://www.prnewswire.com/news-releases/salesforce-announces-fiscal-2016-fourth-quarter-and-full-year-results-300225638.html

SOURCE Salesforce

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