ELASTIC N.V. The following discussion and analysis of our financial condition and results of operations should be read in conjunction with our condensed consolidated financial statements and related notes included elsewhere in this Quarterly Report on Form 10-Q and with our Management's Discussion and Analysis of Financial Condition and Results of Operations and audited consolidated financial statements included in our Annual Report on Form 10-K for the year endedApril 30, 2020 . As discussed in the section titled "Note Regarding Forward-Looking Statements," the following discussion and analysis contains forward-looking statements that involve risks and uncertainties. Our actual results could differ materially from those discussed below. Factors that could cause or contribute to such difference include, but are not limited to, those identified below and those discussed in the section titled "Risk Factors" under Part II, Item 1A in this Quarterly Report on Form 10-Q. Our fiscal year end isApril 30 , and our fiscal quarters end onJuly 31 ,October 31 ,January 31 , andApril 30 . Our fiscal year endedApril 30, 2020 is referred to as fiscal 2020 and our fiscal year endingApril 30, 2021 is referred to as fiscal 2021. Overview Elastic is a search company. We deliver technology that enables users to search through massive amounts of structured and unstructured data for a wide range of consumer and enterprise applications. Our primary offering is the Elastic Stack, a powerful set of software products that ingest and store data from any source, and in any format, and perform search, analysis, and visualization in milliseconds or less. The Elastic Stack is designed for direct use by developers to power a variety of use cases. We also offer three software solutions - Enterprise Search, Observability, and Security - built on the Elastic Stack. Our solutions are designed to be deployed everywhere: in public or private clouds, in hybrid environments, or in traditional on-premises environments. Our products are used by individual developers and organizations of all sizes across a wide range of industries.Elasticsearch is the heart of the Elastic Stack. It is a distributed, real-time search and analytics engine and datastore for exploring all types of data including textual, numerical, geospatial, structured, and unstructured. The first public release ofElasticsearch was in 2010 by our co-founder Shay Banon as an open source project. The Company was formed in 2012. Since then, we have added new products, released new features, acquired companies, and created new solutions to expand the functionality of our products. Our business model is based on a combination of open source and proprietary software. We market and distribute the Elastic Stack and our solutions using a free and open distribution strategy. Developers are able to download our software directly from our website. Some features of our software can be downloaded and used free of charge. Others are only available through paid subscriptions, which include access to specific proprietary features and also include support. These paid features can be unlocked without the need to re-deploy the software. There is no free subscription tier in our cloud offerings, where all subscriptions are paid. We believe that our distribution strategy drives a number of benefits for our users, our customers, and our company. It facilitates rapid and efficient developer adoption, particularly by empowering individual developers to download and use our software without payment, registration, or the friction of a formal sales interaction. It fosters a vibrant developer community around our products and solutions, which drives adoption of our products and increased interaction among users. Further, this approach enables community review of our code and products, which allows us to improve the reliability and security of our software. We generate revenue primarily from sales of subscriptions for our software. We offer various paid subscription tiers that provide different levels of access to proprietary features and support. We do not sell support separately. Our subscription agreements for self-managed deployments typically have terms of one to three years and we usually bill for them annually in advance. Elastic Cloud customers may purchase subscriptions either on a month-to-month basis or on a committed contract of at least one year in duration. Subscriptions accounted for 93% and 91% of total revenue in the six months endedOctober 31, 2020 and 2019, respectively. We also generate revenue from consulting and training services. We had over 12,900 customers as ofOctober 31, 2020 compared to over 9,700 as ofOctober 31, 2019 . We define a customer as an entity that generated revenue in the quarter ending on the measurement date from an annual or month-to-month subscription. All affiliated entities are typically counted as a single customer. The annual contract value ("ACV") of a customer's commitments is calculated based on the terms of that customer's subscriptions, and represents the total committed annual subscription amount as of the measurement date. Month-to-month subscriptions are not included in the calculation of ACV. The number of customerswho represented greater than$100,000 in ACV was over 650 as ofOctober 31, 2020 compared to over 525 as ofOctober 31, 2019 . We engage in various sales and marketing efforts to extend our free and open distribution model. We employ multi-touch marketing campaigns to nurture our users and customers and keep them engaged after they download our software. Additionally, we maintain direct sales efforts focused on users and customerswho have adopted our software, as well as 26 -------------------------------------------------------------------------------- Table of Contents departmental decision-makers and senior executiveswho have broad purchasing power in their organizations. Our sales teams are primarily segmented by geographies and secondarily by the employee count of our customers. They focus on both initial conversion of users into customers and additional sales to existing customers. In addition to our direct sales efforts, we also maintain partnerships to further extend our reach and awareness of our products around the world. We continue to make substantial investments in developing the Elastic Stack and our solutions and expanding our global sales and marketing footprint. With a distributed team spanning over 35 countries, we are able to recruit, hire, and retain high-quality, experienced technical and sales personnel and operate at a rapid pace to drive product releases, fix bugs, and create and market new products. We had 2,029 employees as ofOctober 31, 2020 . COVID-19 InMarch 2020 , theWorld Health Organization declared COVID-19 a pandemic. Efforts to control its spread have significantly curtailed the movement of people, goods and services worldwide, including in most or all of the regions in which we sell our products and services and conduct our business operations, negatively impacting worldwide economic activity. The full extent of the impact of the COVID-19 pandemic on our operational and financial performance will depend on certain developments, including the duration and spread of the virus, impact on our customers and our sales cycles, impact on our customer, employee or industry events, effect on our vendors, and the uneven impact of the COVID-19 pandemic to certain industries, all of which continue to remain uncertain and cannot be predicted. The continuing COVID-19 pandemic has resulted in a global slowdown of economic activity and its impact has varied significantly across different industries with certain industries experiencing increased demand for their products and services, while others have struggled to maintain demand for their products and services consistent with historical levels. There have been delays in purchasing decisions from existing and prospective customers, longer sales cycles, delayed implementation of professional services, reduced renewals of subscriptions by existing customers, and changes in approaches to creating sales pipeline in the absence of in-person marketing events, resulting in headwinds for calculated billings and our Net Expansion Rate. Notwithstanding the potential and actual adverse impacts described above, as the pandemic has caused more of our customers to shift to a virtual workforce or accelerate their digital transformation efforts, we believe the value of our solutions is becoming even more evident. In addition, we have benefited from lower spending on travel due to COVID-19 travel restrictions and from holding events virtually, and we expect lower travel costs to continue in the near-term. In response to the COVID-19 pandemic and in an effort to focus on maintaining business continuity and preparing for the future and long-term success of our business, we have taken precautionary measures intended to help minimize the risk of the virus to our employees, our customers, and the communities in which we operate, including modifying our business practices, such as suspending employee travel, adapting employee work locations, and holding events and trainings virtually. Further, we also temporarily reduced the pace of our investments in our business in response to the COVID-19 pandemic, but intend to increase our investments in our business over the remainder of fiscal 2021. We continue to monitor the major impacts of the COVID-19 pandemic and make changes in our business as appropriate, in response to such impacts. See "Risk Factors" included in Part II, Item 1A of this Quarterly Report on Form 10-Q for a discussion of additional risks. Key Factors Affecting Our Performance We believe that the growth and future success of our business depends on many factors, including those described below. While each of these factors presents significant opportunities for our business, they also pose important challenges that we must successfully address in order to sustain our growth and improve our results of operations. Growing the Elastic community. Our strategy consists of providing a combination of open source, free proprietary and paid proprietary software and fostering a community of users and developers. Our strategy is designed to pursue what we believe to be significant untapped potential for the use of our technology. After developers begin to use our software and start to participate in our developer community, they become more likely to apply our technology to additional use cases and evangelize our technology within their organizations. This reduces the time required for our sales force to educate potential leads on our solutions. In order to capitalize on our opportunity, we intend to make further investments to keep the Elastic Stack accessible and well known to software developers around the world. We intend to continue to invest in our products and support and engage our user base and developer community through content, events, and conferences in theU.S. and internationally. Our results of operations may fluctuate as we make these investments. Developing new features to expand the use cases to which the Elastic Stack can be applied. The Elastic Stack is applied to various use cases both directly by developers and through the solutions we offer. Our revenue is derived primarily from subscriptions of Enterprise Search, Observability and Security built on the Elastic Stack. We believe that releasing additional features of the Elastic Stack and additional features for our solutions on top of the Elastic Stack drives usage of our products and ultimately drives our growth. To that end, we plan to continue to invest in building new features and solutions that 27 -------------------------------------------------------------------------------- Table of Contents expand the capabilities of our solutions and the Elastic Stack and make it easier to apply to additional use cases. These investments may adversely affect our operating results prior to generating benefits, to the extent that they ultimately generate benefits at all. Growing our customer base by converting users of our software to paid subscribers. Our financial performance depends on growing our paid customer base by converting free users of our software into paid subscribers. Our distribution model has resulted in rapid adoption by developers around the world. We have invested, and expect to continue to invest, heavily in sales and marketing efforts to convert additional free users to paid subscribers. Our investment in sales and marketing is significant given our large and diverse user base. The investments are likely to occur in advance of the anticipated benefits resulting from such investments, such that they may adversely affect our operating results in the near term. Expanding within our current customer base. Our future growth and profitability depend on our ability to drive additional sales to existing customers. Customers often expand the use of our software within their organizations by increasing the number of developers using our products, increasing the utilization of our products for a particular use case, and expanding use of our products to additional use cases. We focus some of our direct sales efforts on encouraging these types of expansion within our customer base. An indication of how our customer relationships have expanded over time is through our Net Expansion Rate, which is based upon trends in the ACV of customers that have entered into annual subscription agreements. To calculate an expansion rate as of the end of a given month, we start with the ACV from all such customers as of twelve months prior to that month end, or Prior Period Value. We then calculate the ACV from these same customers as of the given month end, or Current Period Value, which includes any growth in the value of their subscriptions and is net of contraction or attrition over the prior twelve months. We then divide the Current Period Value by the Prior Period Value to arrive at an expansion rate. The Net Expansion Rate at the end of any period is the weighted average of the expansion rates as of the end of each of the trailing twelve months. We believe that our Net Expansion Rate provides useful information about the evolution of our business' existing customers. The Net Expansion Rate includes the dollar-weighted value of our subscriptions that expand, renew, contract, or attrit. For instance, if each customer had a one-year subscription and renewed its subscription for the exact same amount, then the Net Expansion Rate would be 100%. Customerswho reduced their annual subscription dollar value (contraction) or did not renew their annual subscription (attrition) would adversely affect the Net Expansion Rate. Our Net Expansion Rate continued to be over 130% for the three months endedOctober 31, 2020 . As large organizations expand their use of the Elastic Stack across multiple use cases, projects, divisions and users, they often begin to require centralized provisioning, management and monitoring across multiple deployments. To satisfy these requirements, we offer the Elastic Enterprise subscription. We will continue to focus some of our direct sales efforts on driving adoption of our paid offerings. Increasing adoption of Elastic Cloud. Elastic Cloud, our family of SaaS products that includes Elasticsearch Service, Site Search Service, and App Search Service, is an important growth opportunity for our business. Organizations are increasingly looking for SaaS deployment alternatives with reduced administrative burdens. In some cases, open source users that have been self-managing deployments of the Elastic Stack subsequently become paying subscribers of Elastic Cloud. Elastic Cloud contributed 26% and 20% to our total revenue for the six months endedOctober 31, 2020 and 2019, respectively. We believe that offering a SaaS deployment alternative is important for achieving our long-term growth potential, and we expect Elastic Cloud's contribution to our subscription revenue to increase over time. However, an increase in the relative contribution of Elastic Cloud to our business could adversely impact our gross margin as a result of the associated hosting costs. Components of Results of Operations
Revenue
Subscription. Our revenue is primarily generated through the sale of
subscriptions to software which is either self-managed by the user or hosted and
managed by us in the cloud. Subscriptions provide access to paid proprietary
software features and access to support for our paid and unpaid software.
A portion of the revenue from self-managed subscriptions is generally recognized
up front at the point in time when the license is delivered. This revenue is
presented as License - self-managed in our condensed consolidated statements of
operations. The remainder of revenue from self-managed subscriptions is
recognized ratably over the subscription term while revenue from subscriptions
that require access to the cloud or that are hosted and managed by us in the
cloud is recognized ratably over the subscription term or on a usage basis; both
are presented within Subscription - self-managed and SaaS in our condensed
consolidated statements of operations.
Professional services. Professional services is composed of consulting services
as well as public and private training. Consulting services are generally
time-based arrangements. Revenue for professional services is recognized as
these services are performed.
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Cost of Revenue
Subscription. Cost of license - self-managed consists of amortization of
certain intangible assets. Cost of subscription - self-managed and SaaS consists
primarily of personnel and related costs for employees associated with
supporting our subscription arrangements, certain third-party expenses, and
amortization of certain intangible and other assets. Personnel and related
costs, or personnel costs, comprise cash compensation, benefits and stock-based
compensation to employees, costs of third-party contractors, and allocated
overhead costs. Third-party expenses consist of cloud hosting costs and other
expenses directly associated with our customer support. We expect our cost of
subscription - self-managed and SaaS to increase in absolute dollars as our
subscription revenue increases.
Professional services. Cost of professional services revenue consists primarily
of personnel costs directly associated with delivery of training, implementation
and other professional services, costs of third-party contractors, facility
rental charges and allocated overhead costs. We expect our cost of professional
services revenue to increase in absolute dollars as we invest in our business
and as professional services revenue increases.
Gross profit and gross margin. Gross profit represents revenue less cost of
revenue. Gross margin, or gross profit as a percentage of revenue, has been and
will continue to be affected by a variety of factors, including the timing of
our acquisition of new customers and our renewals with existing customers, the
average sales price of our subscriptions and professional services, the amount
of our revenue represented by hosted services, the mix of subscriptions sold,
the mix of revenue between subscriptions and professional services, the mix of
professional services between consulting and training, transaction volume growth
and support case volume growth. We expect our gross margin to fluctuate over
time depending on the factors described above. We expect our revenue from
Elastic Cloud to increase as a percentage of total revenue, which we expect will
adversely impact our gross margin as a result of the associated hosting costs.
Operating Expenses
Research and development. Research and development expense mainly consists of
personnel costs and allocated overhead costs for employees and contractors. We
expect our research and development expense to increase in absolute dollars for
the foreseeable future as we continue to develop new technology and invest
further in our existing products.
Sales and marketing. Sales and marketing expense mainly consists of personnel
costs, commissions, allocated overhead costs and costs related to marketing
programs and user events. Marketing programs consist of advertising, events,
brand-building and customer acquisition and retention activities. We expect our
sales and marketing expense to increase in absolute dollars as we expand our
salesforce and increase our investments in marketing resources. We capitalize
sales commissions and associated payroll taxes paid to internal sales personnel
that are related to the acquisition of customer contracts. Sales commissions
costs are amortized over the expected benefit period.
General and administrative. General and administrative expense mainly consists
of personnel costs for our management, finance, legal, human resources, and
other administrative employees. Our general and administrative expense also
includes professional fees, accounting fees, audit fees, tax services and legal
fees, as well as insurance, allocated overhead costs, and other corporate
expenses. We expect our general and administrative expense to increase in
absolute dollars as we increase the size of our general and administrative
functions to support the growth of our business. We also anticipate that we will
continue to incur additional costs for employees and third-party consulting
services related to operating as a public company.
Other Income, Net
Other income, net primarily consists of gains and losses from transactions
denominated in a currency other than the functional currency and interest income
(expense).
Provision for (Benefit from) Income Taxes
Provision for income taxes consists primarily of income taxes related to the
Netherlands , U.S. federal, state and foreign jurisdictions in which we conduct
business. Our effective tax rate is affected by recurring items, such as tax
rates in jurisdictions outside the Netherlands and the relative amounts of
income we earn in those jurisdictions, and non-deductible stock-based
compensation.
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Results of Operations
The following tables set forth our results of operations for the periods
presented in dollars:
Three Months Ended October 31, Six Months Ended October 31,
2020 2019 2020 2019
(in thousands)
Revenue
License - self-managed$ 15,514
118,695 79,407 225,158 151,890
Total subscription revenue 134,209 91,679 255,551 174,069
Professional services 10,685 9,427 18,213 16,747
Total revenue 144,894 101,106 273,764 190,816
Cost of revenue (1)(2)(3)
Cost of license - self-managed 347 158 693 255
Cost of subscription - self-managed and SaaS 29,148 19,741 55,038 37,636
Total cost of revenue - subscription 29,495 19,899 55,731 37,891
Cost of professional services 8,953 8,862 17,548 17,121
Total cost of revenue 38,448 28,761 73,279 55,012
Gross profit 106,446 72,345 200,485 135,804
Operating expenses(1)(2)(3)(4)
Research and development 46,688 38,478 92,366 73,660
Sales and marketing 64,474 54,020 120,625 106,031
General and administrative 23,705 31,808 45,434 50,376
Total operating expenses 134,867 124,306 258,425 230,067
Operating loss (1)(2)(3)(4) (28,421) (51,961) (57,940) (94,263)
Other income (expense), net (84) 1,684 10,801 2,615
Loss before income taxes (28,505) (50,277) (47,139) (91,648)
Provision for (benefit from) income taxes 653 (304) 1,020 94
Net loss $ (29,158) $ (49,973) $ (48,159) $ (91,742) (1) Includes stock-based compensation expense as follows:
Three Months Ended October 31, Six Months Ended October 31,
2020 2019 2020 2019
(in thousands)
Cost of Revenue
Cost of subscription - self managed and SaaS $ 1,860 $ 946 $ 3,226 $ 1,861
Cost of professional services 976 638 1,928 1,199
Research and development 7,663 5,870 14,793 10,831
Sales and marketing 7,955 4,658 14,147 8,966
General and administrative 3,033 2,304 5,984 4,330
Total stock-based compensation expense $ 21,487 $
14,416
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(2) Includes employer payroll taxes on employee stock transactions as follows:
Three Months Ended October 31, Six Months Ended October 31,
2020 2019 2020 2019
(in thousands)
Cost of Revenue
Cost of subscription - self managed and SaaS $ 77
25 86 102 120
Research and development 465 888 1,459 1,648
Sales and marketing 614 1,887 1,771 2,481
General and administrative 462 753 1,199 1,360
Total employer payroll taxes on employee
stock-based transactions $ 1,643 (3) Includes amortization of acquired intangible assets as follows:
Three Months Ended October 31, Six Months Ended October 31,
2020 2019 2020 2019
(in thousands)
Cost of Revenue
Cost of license - self-managed $ 347 $ 158 $ 693 $ 255
Cost of subscription - self-managed and SaaS 1,762 861 3,525 1,397
Sales and marketing 1,433 379 2,874 408
Total amortization of acquired intangibles $ 3,542 $
1,398
(4) Includes acquisition-related expenses as follows:
Three Months Ended October 31, Six Months Ended October 31,
2020 2019 2020 2019
(in thousands)
Research and development $ - $ - $ - $ 34
Sales and marketing - 113 - 113
General and administrative - 13,849 - 16,287
Total acquisition-related expenses $ -
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The following table sets forth selected condensed consolidated statements of
operations data for each of the periods indicated as a percentage of total
revenue:
Three Months Ended October 31, Six Months Ended October 31,
2020 2019 2020 2019
Revenue
License - self-managed 11 % 12 % 11 % 11 %
Subscription - self-managed and SaaS 82 % 79 % 82 % 80 %
Total subscription revenue 93 % 91 % 93 % 91 %
Professional services 7 % 9 % 7 % 9 %
Total revenue 100 % 100 % 100 % 100 %
Cost of revenue (1)(2)(3)
Cost of license - self-managed 0 % 0 % 0 % 0 %
Cost of subscription - self-managed and SaaS 20 % 20 % 20 % 20 %
Total cost of revenue - subscription 20 % 20 % 20 % 20 %
Cost of professional services 7 % 8 % 7 % 9 %
Total cost of revenue 27 % 28 % 27 % 29 %
Gross profit 73 % 72 % 73 % 71 %
Operating expenses(1)(2)(3)(4)
Research and development 32 % 38 % 34 % 39 %
Sales and marketing 45 % 53 % 43 % 55 %
General and administrative 16 % 31 % 17 % 26 %
Total operating expenses 93 % 122 % 94 % 120 %
Operating loss (1)(2)(3)(4) (20) % (50) % (21) % (49) %
Other income (expense), net 0 % 0 % 4 % 1 %
Loss before income taxes (20) % (50) % (17) % (48) %
Provision for (benefit from) income taxes 0 % (1) % 1 % 0 %
Net loss (20) % (49) % (18) % (48) %
(1) Includes stock-based compensation expense as follows:
Three Months Ended October 31, Six Months Ended October 31,
2020 2019 2020 2019
Cost of Revenue
Cost of subscription - self managed and SaaS 1 % 1 % 1 % 1 %
Cost of professional services 1 % 0 % 1 % 1 %
Research and development 5 % 6 % 6 % 6 %
Sales and marketing 6 % 5 % 5 % 5 %
General and administrative 2 % 2 % 2 % 2 %
Total stock-based compensation expense 15 % 14 % 15 % 15 %
(2) Includes employer payroll taxes on employee stock transactions as follows:
Three Months Ended October 31, Six Months Ended October 31,
2020 2019 2020 2019
Cost of Revenue
Cost of subscription - self managed and SaaS 0 % 0 % 0 % 0 %
Cost of professional services 0 % 0 % 0 % 0 %
Research and development 0 % 1 % 1 % 1 %
Sales and marketing 1 % 2 % 1 % 1 %
General and administrative 0 % 1 % 0 % 1 %
Total employer payroll taxes on employee
stock-based transactions 1 % 4 % 2 % 3 %
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(3) Includes amortization of acquired intangible assets as follows:
Three Months Ended October 31, Six Months Ended October 31,
2020 2019 2020 2019
Cost of Revenue
Cost of license - self-managed 0 % 0 % 0 % 0 %
Cost of subscription - self-managed and SaaS 1 % 1 % 2 % 1 %
Sales and marketing 1 % 0 % 1 % 0 %
Total amortization of acquired intangibles 2 % 1 % 3 % 1 %
(4) Includes acquisition-related expenses as follows:
Three Months Ended October 31, Six Months Ended October 31,
2020 2019 2020 2019
Research and development 0 % 0 % 0 % 0 %
Sales and marketing 0 % 0 % 0 % 0 %
General and administrative 0 % 14 % 0 % 9 %
Total acquisition-related expenses 0 % 14 % 0 % 9 %
Non-GAAP Financial Measures
In addition to our results determined in accordance with U.S. GAAP, we believe
the following non-GAAP measures are useful in evaluating our operating
performance. We use the following non-GAAP financial information to evaluate our
ongoing operations and for internal planning and forecasting purposes. We
believe that non-GAAP financial information, when taken collectively, may be
helpful to investors because it provides consistency and comparability with past
financial performance. However, non-GAAP financial information is presented for
supplemental informational purposes only, has limitations as an analytical tool
and should not be considered in isolation or as a substitute for financial
information presented in accordance with U.S. GAAP. In particular, free cash
flow is not a substitute for cash used in operating activities. Additionally,
the utility of free cash flow as a measure of our financial performance and
liquidity is further limited as it does not represent the total increase or
decrease in our cash balance for a given period. In addition, other companies,
including companies in our industry, may calculate similarly-titled non-GAAP
measures differently or may use other measures to evaluate their performance,
all of which could reduce the usefulness of our non-GAAP financial measures as
tools for comparison. A reconciliation is provided below for each non-GAAP
financial measure to the most directly comparable financial measure stated in
accordance with U.S. GAAP. Investors are encouraged to review the related GAAP
financial measures and the reconciliation of these non-GAAP financial measures
to their most directly comparable GAAP financial measures, and not to rely on
any single financial measure to evaluate our business.
We believe that these non-GAAP financial measures, when taken together with the
corresponding GAAP financial measures, provide meaningful supplemental
information regarding our performance by excluding certain items that may not be
indicative of our business, operating results or future outlook.
Non-GAAP Gross Profit and Non-GAAP Gross Margin
We define non-GAAP gross profit and non-GAAP gross margin as GAAP gross profit
and GAAP gross margin, respectively, excluding stock-based compensation expense,
employer payroll taxes on employee stock transactions, and amortization of
acquired intangible assets. We believe non-GAAP gross profit and non-GAAP gross
margin provide our management and investors consistency and comparability with
our past financial performance and facilitate period-to-period comparisons of
operations, as these metrics generally eliminate the effects of certain
variables from period to period for reasons unrelated to overall operating
performance.
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Three Months Ended October 31, Six Months Ended October 31,
2020 2019 2020 2019
(dollars in thousands)
Gross profit $ 106,446 $ 72,345 $ 200,485 $ 135,804
Stock-based compensation expense 2,836 1,584 5,154 3,060
Employer payroll taxes on employee stock
transactions 102 252 322 420
Amortization of acquired intangibles 2,109 1,019 4,218 1,652
Non-GAAP gross profit $ 111,493 $ 75,200 $ 210,179 $ 140,936
Gross margin 73 % 72 % 73 % 71 %
Non-GAAP gross margin (non-GAAP gross profit as
a percentage of revenue) 77 % 74 % 77 % 74 %
Non-GAAP Operating Loss and Non-GAAP Operating Margin
We define non-GAAP operating loss and non-GAAP operating margin as GAAP
operating loss and GAAP operating margin, respectively, excluding stock-based
compensation expense, employer payroll taxes on employee stock transactions,
amortization of acquired intangible assets, and acquisition-related expenses. We
believe non-GAAP operating loss and non-GAAP operating margin provide our
management and investors consistency and comparability with our past financial
performance and facilitate period-to-period comparisons of operations, as these
metrics generally eliminate the effects of certain variables from period to
period for reasons unrelated to overall operating performance.
Three Months Ended October 31, Six Months Ended October 31,
2020 2019 2020 2019
(dollars in thousands)
Operating loss $ (28,421)
21,487 14,416 40,078 27,187
Employer payroll taxes on employee stock transactions 1,643 3,780 4,751 5,909
Amortization of acquired intangibles 3,542 1,398 7,092 2,060
Acquisition-related expenses - 13,962 - 16,434
Non-GAAP loss from operations $ (1,749) $ (18,405) $ (6,019) $ (42,673)
Operating margin (20) % (51) % (21) % (49) %
Non-GAAP operating margin (non-GAAP loss from
operations as a percentage of revenue) (1) % (18) % (2) % (22) %
Free Cash Flow and Free Cash Flow Margin
Free cash flow is a non-GAAP financial measure that we define as net cash (used
in) provided by operating activities less purchases of property and equipment.
Free cash flow margin is calculated as free cash flow divided by total revenue.
We believe that free cash flow and free cash flow margin are useful indicators
of liquidity that provide information to management and investors about the
amount of cash generated from our core operations that, after the purchases of
property and equipment, can be used for strategic initiatives, including
investing in our business and selectively pursuing acquisitions and strategic
investments. We further believe that historical and future trends in free cash
flow and free cash flow margin, even if negative, provide useful information
about the amount of cash provided by (used in) our operating activities that is
available (or not available) to be used for strategic initiatives. For example,
if free cash flow is negative, we may need to access cash reserves or other
sources of capital to invest in strategic initiatives. One limitation of free
cash flow and free cash flow margin is that they do not reflect our future
contractual commitments. Additionally, free cash flow does not represent the
total increase or decrease in our cash balance for a given period.
The following table presents our cash flows for the periods presented and a
reconciliation of free cash flow and free cash flow margin to net cash provided
by (used in) operating activities, the most directly comparable financial
measure calculated in accordance with GAAP:
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Three Months Ended October 31, Six Months Ended October 31,
2020 2019 2020 2019
(dollars in thousands)
Net cash provided by (used in) operating
activities $ (17,289) $ 290 $ 4,709 $ (1,404)
Purchases of property and equipment (1,277) (1,645) (1,656) (3,230)
Free cash flow $ (18,566) $ (1,355) $ 3,053 $ (4,634)
Net cash provided by (used in) investing
activities $ 43 $
(26,018)
$ 16,591 $ 45,230 $ 36,674 Net cash provided by (used in) operating activities (as a percentage of total revenue) (12) % - % 2 % - % Less: Purchases of property and equipment (as a percentage of total revenue) (1) % (1) % (1) % (2) % Free cash flow margin (13) % (1) % 1 % (2) % Calculated Billings We define calculated billings as total revenue plus the increase in total deferred revenue as presented on or derived from our condensed consolidated statements of cash flows less the (increase) decrease in total unbilled accounts receivable in a given period. Calculated billings exclude the effects of deferred revenue and unbilled accounts receivable acquired through acquisitions. We typically invoice our customers annually in advance, and to a lesser extent multi-year in advance, quarterly in advance, monthly in advance, monthly in arrears or upon delivery. Our management uses calculated billings to understand and evaluate our near-term cash flows and operating results. The following table presents our calculated billings for the periods presented and a reconciliation of calculated billings to total revenue, the most directly comparable financial measure calculated in accordance with GAAP: Three Months Ended October 31, Six Months Ended October 31, 2020 2019 2020 2019 (in thousands) Total revenue$ 144,894 $ 101,106 $ 273,764 $ 190,816 Add: Increase in total deferred revenue 32,701 24,511 34,432 24,478 Less: (Increase) decrease in unbilled accounts receivable 151 (362) (424) (599) Calculated billings$ 177,746 $ 125,255
Calculated billings increased 42% for the three months endedOctober 31, 2020 over the three months endedOctober 31, 2019 and 43% for the six months endedOctober 31, 2020 over the six months endedOctober 31, 2019 . As calculated billings continue to grow in absolute terms, we expect our calculated billings growth rate to trend down over time. We also expect that calculated billings will be affected by quarterly fluctuations and seasonality based on the timing of entering into new agreements with customers, the timing of renewals, and the mix between annual and monthly contracts entered in each reporting period. Foreign exchange rate movements may also impact calculated billings. 35
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Comparison of Three Months Ended October 31, 2020 and 2019
Revenue
Three Months Ended October 31, Change
2020 2019 $ %
(dollars in thousands)
Revenue
License - self-managed $ 15,514 $ 12,272 $ 3,242 26 %
Subscription - self-managed and SaaS 118,695 79,407 39,288 49 %
Total subscription revenue 134,209 91,679 42,530 46 %
Professional services 10,685 9,427 1,258 13 %
Total revenue $ 144,894 $ 101,106 $ 43,788 43 %
Total revenue increased by $43.8 million , or 43%, in the three months ended
October 31, 2020 , compared to the same period of the prior year.
Total subscription revenue increased $42.5 million , or 46%, in the three months
ended October 31, 2020 compared to the same period of the prior year. The
increase in revenue was primarily caused by volume-driven increases from new
business, as existing customers purchased additional subscriptions, and we grew
our subscription customer base to over 12,900 customers compared to over 9,700
customers in the same period of the prior year.
Professional services revenue increased by $1.3 million , or 13%, in the three
months ended October 31, 2020 , compared to the same period of the prior year.
The increase in professional services revenue was attributable to increased
adoption of our professional services offerings, however growth slowed in the
three months ended October 31, 2020 as some services projects were delayed due
to the effects of the COVID-19 pandemic.
Cost of Revenue and Gross Margin
Three Months Ended October 31, Change
2020 2019 $ %
(dollars in thousands)
Cost of revenue
Cost of license - self-managed $ 347 $ 158 $ 189 120 %
Cost of subscription - self-managed and SaaS 29,148 19,741 9,407 48 %
Total cost of revenue - subscription 29,495 19,899 9,596 48 %
Cost of professional services 8,953 8,862 91 1 %
Total cost of revenue $ 38,448 $ 28,761 $ 9,687 34 %
Gross profit $ 106,446 $ 72,345 $ 34,101 47 %
Gross margin:
License - self-managed 98 % 99 %
Subscriptions - self-managed and SaaS 75 % 75 %
Total subscription margin 78 % 78 %
Professional services 16 % 6 %
Total gross margin 73 % 72 %
Total cost of subscription revenue increased by $9.6 million , or 48%, in the
three months ended October 31, 2020 compared to the same period of the prior
year. This increase was primarily due to an increase of $6.6 million in cloud
hosting costs, an increase of $1.9 million in personnel and related costs and an
increase of $0.9 million in amortization of acquired intangible assets.
Total subscription margin remained flat at 78% for the three months ended
October 31, 2020 compared to the three months ended October 31, 2019 .
Cost of professional services revenue increased by $0.1 million , or 1%, in the
three months ended October 31, 2020 compared to the same period of the prior
year. This increase was primarily due to an increase of $1.3 million in
personnel and
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related costs, including an increase of $0.9 million in salaries and related
taxes and $0.3 million in stock-based compensation, due to growth in
headcount. This was partially offset by a decrease of $0.9 million in travel
costs due to COVID-19 travel restrictions.
Gross margin for professional services revenue was 16% in the three months ended
October 31, 2020 compared to 6% for the three months ended October 31, 2019 . The
increase in margin is primarily due to the increase in revenue, and a lower than
proportionate increase in cost of professional services revenue. The cost of
professional services remained relatively flat due to a decrease in travel
related costs as we shifted to virtual delivery of professional services in
light of travel restrictions due to COVID-19. We continue to invest in headcount
for our professional services organization that we believe will be needed as we
continue to grow and expect travel related costs will increase in the future
once travel restrictions lift. Our gross margin for professional services may
fluctuate or decline in the near-term as we seek to expand our professional
services business.
Operating Expenses
Research and development
Three Months Ended October 31, Change
2020 2019 $ %
(dollars in thousands)
Research and development $ 46,688 $ 38,478 $ 8,210 21 %
Research and development expense increased by $8.2 million , or 21%, in the three
months ended October 31, 2020 compared to the same period of the prior year as
we continued to invest in the development of new and existing offerings.
Personnel and related costs increased $6.9 million and software and equipment
expense increased $1.4 million primarily as a result of growth in
headcount. Cloud hosting costs incurred in development also increased
$0.3 million . These were partially offset by a decrease in travel expenses of
$0.8 million due to COVID-19 travel restrictions and holding events virtually.
The increase in personnel and related costs included an increase of $4.5 million
in salaries and related taxes and an increase of $1.8 million in stock-based
compensation expense.
Sales and marketing
Three Months Ended October 31, Change
2020 2019 $ %
(dollars in thousands)
Sales and marketing $ 64,474 $ 54,020 $ 10,454 19 %
Sales and marketing expense increased by $10.5 million , or 19%, in the three
months ended October 31, 2020 compared to the same period of the prior year.
This increase was primarily due to increases of $9.1 million in personnel and
related costs and $0.6 million in software and equipment expense as we continued
to increase our sales and marketing headcount. In addition, marketing expenses
increased $2.5 million primarily from our user conference held in the three
months ended October 31, 2020 and amortization of acquired intangible assets
increased by $1.1 million . These were partially offset by a decrease of
$3.0 million in travel expenses due to COVID-19 travel restrictions and holding
events virtually. The increase in personnel and related costs included an
increase of $3.3 million in stock-compensation expense costs, an increase of
$2.3 million in salaries and related taxes and an increase of $2.0 million in
commissions expense related to the amortization of contract acquisition costs.
General and administrative
Three Months Ended October 31, Change
2020 2019 $ %
(dollars in thousands)
General and administrative $ 23,705 $ 31,808 General and administrative expense decreased by$8.1 million , or 25%, in the three months endedOctober 31, 2020 compared to the same period of the prior year. Personnel and related costs decreased by$7.6 million year over year as the three month period endingOctober 31, 2019 included a non-recurring acquisition-related compensation expense of$11.8 million related to the Endgame acquisition. This decrease in acquisition related compensation was partially offset by an increase of$2.3 million in salaries and related taxes and an increase of$0.7 million in stock-based compensation expense. Legal and professional fees also decreased by$1.0 million due to acquisition related expenses incurred in the three months endedOctober 31, 2019 . In addition, travel expenses decreased$0.7 million due to COVID-19 travel restrictions and holding events 37 -------------------------------------------------------------------------------- Table of Contents virtually. Partially offsetting these decreases was an increase in consultants expense by$0.8 million and increase of$0.5 million in miscellaneous regulatory expenses. Other Income (Expense), Net Three Months Ended October 31, Change 2020 2019 $ % (dollars in thousands) Other income (expense), net $ (84)$ 1,684 $ (1,768) (105) % Other expense, net was$0.1 million in the three months endedOctober 31, 2020 compared to other income, net of$1.7 million in the same period of the prior year. This decrease was primarily due to a decrease of$1.2 million in interest income. In addition, foreign currency loss increased$0.7 million in the three months endedOctober 31, 2020 , relating to remeasurement of certain asset and liability balances that are denominated in currencies other than the functional currency of the entities in which they are recorded. Provision for (Benefit from) Income Taxes Three Months Ended October 31, Change 2020 2019 $ %
(dollars in thousands)
Provision for (benefit from) income taxes $ 653
(315) %
The provision for income taxes was $0.7 million in the three months ended
October 31, 2020 compared to a benefit from taxes of $0.3 million for the same
period in the prior year. Our effective tax rate was (2)% and 1% of our net loss
before taxes for the three months ended October 31, 2020 and 2019, respectively.
Our effective tax rate is affected by recurring items, such as tax rates in
jurisdictions outside the Netherlands and the relative amounts of income we earn
in those jurisdictions.
Comparison of Six Months Ended October 31, 2020 and 2019
Revenue
Six Months Ended October 31, Change
2020 2019 $ %
(dollars in thousands)
Revenue
License - self-managed $ 30,393 $ 22,179 $ 8,214 37 %
Subscription - self-managed and SaaS 225,158 151,890 73,268 48 %
Total subscription revenue 255,551 174,069 81,482 47 %
Professional services 18,213 16,747 1,466 9 %
Total revenue $ 273,764 $ 190,816 $ 82,948 43 %
Total revenue increased by $82.9 million , or 43%, in the six months ended
October 31, 2020 , compared to the same period of the prior year.
Total subscription revenue increased $81.5 million , or 47%, in the six months
ended October 31, 2020 compared to the same period of the prior year. The
increase in revenue was primarily caused by volume-driven increases from new
business, as existing customers purchased additional subscriptions and we grew
our subscription customer base to over 12,900 customers compared to over 9,700
customers in the same period of the prior year.
Professional services revenue increased by $1.5 million , or 9%, in the six
months ended October 31, 2020 , compared to the same period of the prior year.
The increase in professional services revenue was attributable to increased
adoption of our professional services offerings.
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Cost of Revenue and Gross Margin
Six Months Ended October 31, Change
2020 2019 $ %
(dollars in thousands)
Cost of revenue
Cost of license - self-managed $ 693 $ 255 $ 438 172 %
Cost of subscription - self-managed and SaaS 55,038 37,636 17,402 46 %
Total cost of revenue - subscription 55,731 37,891 17,840 47 %
Cost of professional services 17,548 17,121 427 2 %
Total cost of revenue $ 73,279 $ 55,012 $ 18,267 33 %
Gross profit $ 200,485 $ 135,804 $ 64,681 48 %
Gross margin:
License - self-managed 98 % 99 %
Subscriptions - self-managed and SaaS 76 % 75 %
Total subscription margin 78 % 78 %
Professional services 4 % (2) %
Total gross margin 73 % 71 %
Total cost of subscription revenue increased by $17.8 million , or 47%, in the
six months ended October 31, 2020 compared to the same period of the prior year.
This increase was primarily due to an increase of $12.1 million in cloud hosting
costs and an increase of $3.6 million in personnel and related costs due to
growth in headcount in our support organization. Amortization of acquired
intangible assets also increased $2.1 million . The increase in personnel and
related costs includes an increase of $1.6 million in salaries and related taxes
and an increase of $1.4 million in stock-based compensation expense.
Total subscription margin remained flat at 78% for the six months ended
October 31, 2020 and October 31, 2019 .
Cost of professional services revenue increased by $0.4 million , or 2%, in the
six months ended October 31, 2020 compared to the same period of the prior
year. This increase was primarily due to an increase of $3.0 million in
personnel and related costs, including increases of $2.3 million in salaries and
related taxes and $0.7 million in stock-based compensation. These were partially
offset by a decrease of $1.7 million in travel expenses and $0.6 million in
training facility costs due to COVID-19 related restrictions.
Gross margin for professional services revenue increased to 4% in the six months
ended October 31, 2020 compared to (2)% in the six months ended October 31,
2019 . The increase in margin is primarily due to the increase in revenue, and a
lower than proportionate increase in cost of professional services. The cost of
professional services remained relatively flat due to a decrease in travel
related costs as we shifted to a virtual delivery of professional services in
light of travel restrictions due to COVID-19. In recent periods, we have
invested in headcount for our professional services organization that we believe
will be needed as we continue to grow and expect travel related costs will
increase in the future once travel restrictions lift. Our gross margin for
professional services may fluctuate or decline in the near-term as we seek to
expand our professional services business.
Operating Expenses
Research and development
Six Months Ended October 31, Change
2020 2019 $ %
(dollars in thousands)
Research and development $ 92,366 $ 73,660 $ 18,706 25 %
Research and development expense increased by $18.7 million , or 25%, in the six
months ended October 31, 2020 compared to the same period of the prior year as
we continued to invest in the development of new and existing offerings.
Personnel and related costs increased $17.7 million and software and equipment
expense increased $2.3 million primarily as a result of growth in
headcount. Cloud hosting costs incurred in development also increased
$1.0 million . These increases were partially offset by a decrease in travel
expenses of $1.6 million due to COVID-19 travel restrictions and holding events
virtually. The increase in personnel and related costs includes an increase of
$11.8 million in salaries and related taxes and an increase of $4.0 million in
stock-based compensation expense.
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Sales and marketing
Six Months Ended October 31, Change
2020 2019 $ %
(dollars in thousands)
Sales and marketing $ 120,625 $ 106,031 $ 14,594 14 %
Sales and marketing expense increased by $14.6 million , or 14%, in the six
months ended October 31, 2020 compared to the same period of the prior year.
This increase was primarily due to increases of $16.9 million in personnel
related costs, $0.8 million in software and equipment charges as we continued to
increase our sales and marketing headcount. In addition, marketing expenses
increased $3.2 million , primarily due to our user conference held during the six
months ended October 31, 2020 , and amortization of intangible assets increased
$2.5 million . These were partially offset by a decrease of $8.5 million in
travel expenses due to COVID-19 travel restrictions and holding events
virtually. The increase in personnel and related costs includes an increase of
$5.6 million in salaries and related taxes, an increase of $5.2 million in
stock-based compensation expense, an increase of $3.5 million in commissions
expense related to the amortization of contract acquisition costs and an
increase of $1.4 million in employee benefits.
General and administrative
Six Months Ended October 31, Change
2020 2019 $ %
(dollars in thousands)
General and administrative $ 45,434 $ 50,376 General and administrative expense decreased by$4.9 million , or 10%, in the six months endedOctober 31, 2020 compared to the same period of the prior year primarily due to expenses related to the Endgame acquisition incurred during the six months endedOctober 31, 2019 . Personnel and related costs decreased by$2.9 million and legal and professional fees decreased by$1.9 million . The decrease in personnel and related costs was primarily due to acquisition related compensation of$11.8 million incurred during the six month period endingOctober 31, 2019 and was partially offset by an increase of$5.4 million in salaries and related taxes, an increase of$1.7 million in stock-based compensation expense and an increase of$0.8 million in employee benefits during the six months endedOctober 31, 2020 . Other Income, Net Six Months Ended October 31, Change 2020 2019 $ % (dollars in thousands) Other income, net $ 10,801$ 2,615 $ 8,186 313 % Other income, net increased$8.2 million , or 313%, in the six months endedOctober 31, 2020 compared to the same period of the prior year. This increase was due to a foreign currency gain of$10.6 million in six months endedOctober 31, 2020 , primarily relating to remeasurement of certain asset and liability balances that are denominated in currencies other than the functional currency of the entities in which they are recorded. The foreign currency gains were partially offset by a decrease of$2.6 million in interest income due to lower interest rates. Provision for Income Taxes Six Months Ended October 31, Change 2020 2019 $ % (dollars in thousands) Provision for income taxes $ 1,020$ 94 $ 926 985 % The provision for income taxes increased$0.9 million in the six months endedOctober 31, 2020 compared to the same period in the prior year. Our effective tax rate was (2)% and 0% of our net loss before taxes for the six months endedOctober 31, 2020 and 2019, respectively. Our effective tax rate is affected by recurring items, such as tax rates in jurisdictions outsidethe Netherlands and the relative amounts of income we earn in those jurisdictions. The increase in tax provision expense from the prior year is due to increase in income in foreign jurisdictions and increase in withholding taxes. Liquidity and Capital Resources 40 -------------------------------------------------------------------------------- Table of Contents ThroughOctober 31, 2020 , we have financed our operations principally through sales of our equity securities, as well as payments received from customers. As ofOctober 31, 2020 , we had cash and cash equivalents and restricted cash of$349.0 million and$2.3 million , respectively, and working capital of$196.0 million . Our restricted cash consists primarily of cash on deposit with financial institutions in support of letters of credit in favor of landlords for non-cancelable lease agreements. We have generated significant operating losses from our operations as reflected in our accumulated deficit of$532.0 million as ofOctober 31, 2020 . We have historically incurred, and expect to continue to incur, operating losses and generate negative cash flows from operations on an annual basis for the foreseeable future due to the investments we intend to make as described above, and as a result, we may require additional capital resources to execute on our strategic initiatives to grow our business. We believe that our existing cash and cash equivalents will be sufficient to fund our operating and capital needs for at least the next 12 months. Our assessment of the period of time through which our financial resources will be adequate to support our operations is a forward-looking statement and involves risks and uncertainties. Our actual results could vary as a result of, and our future capital requirements, both near-term and long-term, will depend on, many factors, including our growth rate, the timing and extent of spending to support our research and development efforts, the expansion of sales and marketing activities, the timing of new introductions of solutions or features, and the continuing market acceptance of our solutions and services. We may in the future enter into arrangements to acquire or invest in complementary businesses, services and technologies, including intellectual property rights. We have based this estimate on assumptions that may prove to be wrong, and we could use our available capital resources sooner than we currently expect. We may be required to seek additional equity or debt financing. In the event that additional financing is required from outside sources, we may not be able to raise it on terms acceptable to us or at all. If we are unable to raise additional capital when desired, or if we cannot expand our operations or otherwise capitalize on our business opportunities because we lack sufficient capital, our business, operating results and financial condition would be adversely affected. The following table summarizes our cash flows for the periods presented: Six Months Ended October 31, 2020 2019 (in thousands) Net cash provided by (used in) operating activities$ 4,709 $ (1,404) Net cash used in investing activities $ (336)$ (27,603) Net cash provided by financing activities $
45,230
Net Cash Provided by (Used in) Operating Activities Net cash provided by operating activities during the six months endedOctober 31, 2020 was$4.7 million , which resulted from a net loss of$48.2 million adjusted for non-cash charges of$59.0 million and net cash outflow of$6.2 million from changes in operating assets and liabilities. Non-cash charges primarily consisted of$40.1 million for stock-based compensation expense,$18.2 million for amortization of deferred contract acquisition costs,$8.6 million of depreciation and intangible asset amortization expense and$3.4 million in non-cash operating lease costs which were partially offset by a foreign currency transaction gain of$10.9 million and a decrease in deferred income taxes of$0.3 million . The net cash outflow from changes in operating assets and liabilities was the result of an increase in deferred contract acquisition costs of$37.9 million as our sales commissions increased due to the addition of new customers and expansion of our existing customer subscriptions, a net decrease of$4.4 million in accounts payable, accrued expenses, accrued compensation and benefits, and a$3.5 million decrease in operating lease liabilities. These outflows were partially offset by a$34.4 million increase in deferred revenue and a decrease of$5.1 million in prepaid expenses and other assets. Net cash used in operating activities during the six months endedOctober 31, 2019 was$1.4 million , which resulted from a net loss of$91.7 million adjusted for non-cash charges of$55.9 million and net cash inflow of$34.4 million from changes in operating assets and liabilities. Non-cash charges primarily consisted of$27.2 million for stock-based compensation expense,$13.9 million for amortization of deferred contract acquisition costs,$8.8 million of non-cash acquisition related costs,$3.3 million of depreciation and intangible asset amortization expense and$3.0 million in non-cash operating lease costs. The net cash inflow from changes in operating assets and liabilities was the result of an increase of$24.5 million in deferred revenue, a net increase of$23.8 million in accounts payable, accrued expenses, accrued compensation and benefits, a$4.9 million decrease in accounts receivable and a decrease of$1.1 million in prepaid expenses and other assets. These inflows were partially offset by an increase in deferred contract acquisition costs of$17.0 million as our sales commissions increased due to the addition of new customers and expansion of our existing customer subscriptions and a$2.8 million increase in operating lease liabilities. 41
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Table of ContentsNet Cash Used in Investing Activities Net cash used in investing activities during the six months endedOctober 31, 2020 was$0.3 million due to$1.7 million of capital expenditures which was partially offset by cash provided by other investing activities of$1.3 million during the period. Net cash used in investing activities during the six months endedOctober 31, 2019 was$27.6 million due to$24.4 million used in the acquisition of Endgame and$3.2 million of capital expenditures during the period. Net Cash Provided by Financing Activities Net cash provided by financing activities during the six months endedOctober 31, 2020 was$45.2 million due to proceeds from option exercises during the period. Net cash provided by financing activities of$36.7 million during the six months endedOctober 31, 2019 was due to$39.6 million proceeds from option exercises during the period, which was partially offset by payment of withholding taxes of$2.8 million of acquisition expense that was settled in ordinary shares of the Company. Off Balance Sheet Arrangements We did not have during the periods presented and we do not currently have any off balance sheet financing arrangements or any relationships with any unconsolidated entities or financial partnerships, including entities referred to as structured finance or special purpose entities, which were established for the purpose of facilitating off balance sheet arrangements or other contractually narrow or limited purposes. Contractual Obligations and Commitments Our principal commitments consist of obligations under our operating leases, which are primarily for office space, and purchase commitments to our cloud hosting providers. There have been no material changes to our contractual obligations and commitments discussed in our Annual Report on Form 10-K for the year endedApril 30, 2020 . Recently Issued Accounting Pronouncements Refer to Note 2 of our accompanying Notes to Condensed Consolidated Financial Statements included elsewhere in this Quarterly Report on Form 10-Q for recently adopted accounting pronouncements and new accounting pronouncements not yet adopted as of the date of this report.
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