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    Docusign Announces Third Quarter Fiscal 2025 Financial Results

    12/5/24 4:05:00 PM ET
    $DOCU
    Computer Software: Prepackaged Software
    Technology
    Get the next $DOCU alert in real time by email

    SAN FRANCISCO , Dec. 5, 2024 /PRNewswire/ -- Docusign, Inc. (NASDAQ:DOCU) today announced results for its fiscal quarter ended October 31, 2024. Prepared remarks and the news release with the financial results will be accessible on Docusign's website at investor.docusign.com prior to its webcast.

    "Docusign delivered powerful new innovation for customers highlighted by new capabilities to its Intelligent Agreement Management ("IAM") platform," said Allan Thygesen, CEO of Docusign. "In Q3, early IAM momentum outpaced expectations, and we continued to drive improvement in our core business with strong revenue growth and operating profit."

    Third Quarter Financial Highlights

    • Total revenue was $754.8 million, an 8% year-over-year increase. Subscription revenue was $734.7 million, an 8% year-over-year increase. Professional services and other revenue was $20.1 million, an 11% year-over-year increase.



    • Billings were $752.3 million, a 9% year-over-year increase.



    • GAAP gross margin was 79.3% compared to 79.6% in the same period last year. Non-GAAP gross margin was 82.5% compared to 83.0% in the same period last year.



    • GAAP net income per basic share was $0.31 on 204 million shares outstanding compared to $0.19 on 204 million shares outstanding in the same period last year.



    • GAAP net income per diluted share was $0.30 on 209 million shares outstanding compared to $0.19 on 208 million shares outstanding in the same period last year.



    • Non-GAAP net income per diluted share was $0.90 on 209 million shares outstanding compared to $0.79 on 208 million shares outstanding in the same period last year.



    • Net cash provided by operating activities was $234.3 million compared to $264.2 million in the same period last year.



    • Free cash flow was $210.7 million compared to $240.3 million in the same period last year.



    • Cash, cash equivalents, restricted cash and investments were $1.1 billion at the end of the quarter.



    • Repurchases of common stock were $172.7 million compared to $75.0 million in the same period last year.

    A reconciliation of GAAP to non-GAAP financial measures has been provided in the tables included in this press release. An explanation of these measures is also included below under the heading "Non-GAAP Financial Measures and Other Key Metrics."

    Key Business Highlights: 

    IAM Product Releases and Highlights: Docusign announced new product capabilities to its IAM platform. Highlights from recent product releases include:

    • Docusign Navigator: Lexion's AI capabilities were released to the IAM platform, including the ability to surface insights from a more extensive array of agreement types. Additionally, Navigator now includes the ability to import documents from third-party partners including Box, Dropbox, Google Drive, and Microsoft OneDrive. Also, Navigator now has an upgraded search experience that includes predictive type-ahead functionality, more filters, and the ability to export results.



    • Docusign IAM with Maestro and App Center Global Expansion: IAM with Docusign Maestro and IAM App Center availability expanded globally in the third fiscal quarter after the initial launch in the US, Canada, and Australia in May.

    Contract Lifecycle Management ("CLM") Product Releases and Highlights:

    • Docusign CLM Connector for SAP Ariba: Docusign Connector for SAP Ariba automates workflows to help businesses accelerate time to value and eliminate friction in source-to-pay agreement processes.



    • AI-assisted Contract Review for CLM: Incorporating Lexion's AI technology, AI-assisted review was launched with availability for Microsoft Word allowing for AI-generated markups, language recommendations, and generative Q&A.



    • 2024 Gartner Magic Quadrant Leader: For the fifth year in a row, Docusign was named a Leader in the 2024 Magic Quadrant for Contract Life Cycle Manager report by Gartner, Inc.

    Developer Ecosystem:

    • Docusign Discover 2024: On November 20, Docusign held its first-ever agreement management ecosystem event, connecting customers, partners, and developers. Discover showcased Docusign IAM integrations with Microsoft, SAP, and Workday, and provided workshops and a virtual hackathon for developers to build across the entire agreement lifecycle. Docusign for Developers was also introduced as a suite of developer tools that partners will use to build apps powered by the IAM platform.



    • Copilot for Microsoft 365 Integration: Integration with Microsoft 365 allows agreements to be searchable by Copilot, the AI-powered chatbot available to Microsoft customers. Users across HR, Sales, Procurement, Legal, and more can use the Copilot for M365 integration to ask Copilot for outstanding agreements or agreement status using AI-powered chat experiences.

    Guidance

    The company currently expects the following guidance:

    • Quarter ending January 31, 2025 (in millions, except percentages):

    Total revenue

    $758

    to

    $762

    Subscription revenue

    $741

    to

    $745

    Billings

    $870

    to

    $880

    Non-GAAP gross margin

    81.0 %

    to

    82.0 %

    Non-GAAP operating margin

    27.5 %

    to

    28.5 %

    Non-GAAP diluted weighted-average shares outstanding

    209

    to

    214

     

    • Fiscal Year ending January 31, 2025 (in millions, except percentages):

    Total revenue

    $2,959

    to

    $2,963

    Subscription revenue

    $2,885

    to

    $2,889

    Billings

    $3,056

    to

    $3,066

    Non-GAAP gross margin

    81.9 %

    to

    82.1 %

    Non-GAAP operating margin

    29.5 %

    to

    29.7 %

    Non-GAAP diluted weighted-average shares outstanding

    210

    to

    212

     

    A reconciliation of non-GAAP guidance measures to corresponding GAAP guidance measures is not available on a forward-looking basis without unreasonable effort due to the uncertainty regarding, and the potential variability of, expenses that may be incurred in the future. Stock-based compensation-related charges, including employer payroll tax-related items on employee stock transactions, are impacted by many factors, including the timing of employee stock transactions, the future fair market value of our common stock, and our future hiring and retention needs, all of which are difficult to predict and subject to constant change. We have provided a reconciliation of GAAP to non-GAAP financial measures in the financial statement tables for our historical non-GAAP financial results included in this release.

    Webcast Conference Call Information

    The company will host a conference call on December 5, 2024 at 2:00 p.m. PT (5:00 p.m. ET) to discuss its financial results. A live webcast of the event will be available on the Docusign Investor Relations website at investor.docusign.com. Prepared remarks and the news release with the financial results will also be accessible on Docusign's website prior to the webcast. A live dial-in will be available domestically at 877-407-0784 or internationally at 201-689-8560. A replay will be available domestically at 844-512-2921 or internationally at 412-317-6671 until midnight (EST) December 19, 2024 using the passcode 13750095.

    About Docusign

    Docusign brings agreements to life. Over 1.6 million customers and more than a billion people in over 180 countries use Docusign solutions to accelerate the process of doing business and simplify people's lives. With intelligent agreement management, Docusign unleashes business critical data that is trapped inside of documents. Until now, these were disconnected from business systems of record, costing businesses time, money, and opportunity. Using Docusign's IAM platform, companies can create, commit, and manage agreements with solutions created by the #1 company in e-signature and CLM. Learn more at www.docusign.com.

    Copyright 2024. Docusign, Inc. is the owner of DOCUSIGN® and all its other marks (www.docusign.com/IP).

    Investor Relations:

    Docusign Investor Relations

    [email protected]

    Media Relations:

    Docusign Corporate Communications

    [email protected]

    Forward-Looking Statements

    This press release contains "forward-looking" statements within the meaning of Section 27A of the Securities Act of 1933, as amended, and Section 21E of the Securities Exchange Act of 1934, as amended, that are based on our management's beliefs and assumptions and on information currently available to management, and which statements involve substantial risk and uncertainties. All statements contained in this press release other than statements of historical fact, including statements regarding our future operating results and financial position, our business strategy and plans, market growth and trends, objectives for future operations, and the impact of such assumptions on our financial condition and results of operations are forward-looking statements. Forward-looking statements in this press release also include, among other things, statements under "Guidance" above and any other statements about expected financial metrics, such as revenue, billings, non-GAAP gross margin, non-GAAP operating margin, non-GAAP diluted weighted-average shares outstanding, and non-financial metrics, as well as statements related to our expectations regarding the benefits, rollout and customer demand of the Docusign IAM platform. Forward-looking statements generally relate to future events or our future financial or operating performance. In some cases, you can identify forward-looking statements because they contain words such as "may," "will," "should," "expects," "plans," "anticipates," "could," "intends," "target," "projects," "contemplates," "believes," "estimates," "predicts," "potential," or "continue" or the negative of these words or other similar terms or expressions that concern our expectations, strategy, plans or intentions.

    Forward-looking statements contained in this press release include, but are not limited to, statements about: our expectations regarding global macro-economic conditions, including the effects of inflation, volatile interest rates, and market volatility on the global economy; our ability to estimate the size and growth of our total addressable market; our ability to compete effectively in an evolving and competitive market; the impact of any data breaches, cyberattacks or other malicious activity on our technology systems; our ability to effectively sustain and manage our growth and future expenses and maintain or increase future profitability; our ability to attract new customers and maintain and expand our existing customer base; our ability to effectively implement and execute our restructuring plans; our ability to scale and update our platform to respond to customers' needs and rapid technological change, including our ability to successfully incorporate generative artificial intelligence into our existing and future products; our ability to successfully execute our technical developments, go-to-market and sales strategy for our IAM platform; our ability to expand use cases within existing customers and vertical solutions; our ability to expand our operations and increase adoption of our platform internationally; our ability to strengthen and foster our relationships with developers; our ability to retain our direct sales force, customer success team and strategic partnerships around the world; our ability to identify targets for and execute potential acquisitions and to successfully integrate and realize the anticipated benefits of such acquisitions; our ability to maintain, protect and enhance our brand; the sufficiency of our cash, cash equivalents and capital resources to satisfy our liquidity needs; limitations on us due to obligations we have under our credit facility or other indebtedness; our ability to realize the anticipated benefits of our stock repurchase program; our failure or the failure of our software to comply with applicable industry standards, laws and regulations; our ability to maintain, protect and enhance our intellectual property; our ability to successfully defend litigation against us; our ability to attract large organizations as users; our ability to maintain our corporate culture; our ability to offer high-quality customer support; our ability to hire, retain and motivate qualified personnel, including executive level management; our ability to successfully manage and integrate executive management transitions; uncertainties regarding the impact of general economic and market conditions, including as a result of regional and global conflicts; and our ability to maintain proper and effective internal controls.

    Additional risks and uncertainties that could affect our financial results are included in the sections titled "Risk Factors" and "Management's Discussion and Analysis of Financial Condition and Results of Operations" in our annual report on Form 10-K for the fiscal year ended January 31, 2024 filed on March 21, 2024, our quarterly report on Form 10-Q for the quarter ended October 31, 2024, which we expect to file on December 6, 2024 with the Securities and Exchange Commission (the "SEC"), and other filings that we make from time to time with the SEC. The forward-looking statements made in this press release relate only to events as of the date on which such statements are made. We undertake no obligation to update any forward-looking statements after the date of this press release or to conform such statements to actual results or revised expectations, except as required by law.

    Non-GAAP Financial Measures and Other Key Metrics

    To supplement our consolidated financial statements, which are prepared and presented in accordance with GAAP, we use certain non-GAAP financial measures, as described below, to understand and evaluate our core operating performance. These non-GAAP financial measures, which may be different than similarly-titled measures used by other companies, are presented to enhance investors' overall understanding of our financial performance and should not be considered a substitute for, or superior to, the financial information prepared and presented in accordance with GAAP.

    We believe that these non-GAAP financial measures provide useful information about our financial performance, enhance the overall understanding of our past performance and future prospects, and allow for greater transparency with respect to important metrics used by our management for financial and operational decision-making. We present these non-GAAP measures to assist investors in seeing our financial performance using a management view, and because we believe that these measures provide an additional tool for investors to use in comparing our core financial performance over multiple periods with other companies in our industry. However, these non-GAAP measures are not intended to be considered in isolation from, a substitute for, or superior to our GAAP results.

    Non-GAAP gross profit, non-GAAP gross margin, non-GAAP operating expenses, non-GAAP income from operations, non-GAAP operating margin, non-GAAP net income and non-GAAP net income per share: We define these non-GAAP financial measures as the respective GAAP measures, excluding expenses related to stock-based compensation, employer payroll tax on employee stock transactions, amortization of acquisition-related intangibles, amortization of debt discount and issuance costs, fair value adjustments to strategic investments, acquisition-related expenses, lease-related impairment and lease-related charges, restructuring and other related charges, as these costs are not reflective of ongoing operations and, as applicable, other special items. The amount of employer payroll tax-related items on employee stock transactions is dependent on our stock price and other factors that are beyond our control and do not correlate to the operation of the business. When evaluating the performance of our business and making operating plans, we do not consider these items (for example, when considering the impact of equity award grants, we place a greater emphasis on overall stockholder dilution rather than the accounting charges associated with such grants). We believe it is useful to exclude these expenses in order to better understand the long-term performance of our core business and to facilitate comparison of our results to those of peer companies and over multiple periods. In addition to these exclusions, we subtract an assumed provision for income taxes to calculate non-GAAP net income. We utilize a fixed long-term projected tax rate in our computation of the non-GAAP income tax provision to provide better consistency across the reporting periods. For fiscal 2024 and fiscal 2025, we have determined the projected non-GAAP tax rate to be 20%.

    Free cash flow: We define free cash flow as net cash provided by operating activities less purchases of property and equipment. We believe free cash flow is an important liquidity measure of the cash that is available (if any), after purchases of property and equipment, for operational expenses, investment in our business, and to make acquisitions. Free cash flow is useful to investors as a liquidity measure because it measures our ability to generate or use cash in excess of our capital investments in property and equipment. Once our business needs and obligations are met, cash can be used to maintain a strong balance sheet and invest in future growth.

    Billings: We define billings as total revenues plus the change in our contract liabilities and refund liability less contract assets and unbilled accounts receivable in a given period. Billings reflects sales to new customers plus subscription renewals and additional sales to existing customers. Only amounts invoiced to a customer in a given period are included in billings. We believe billings can be used to measure our periodic performance, when taking into consideration the timing aspects of customer renewals, which represents a large component of our business. Given that most of our customers pay in annual installments one year in advance, but we typically recognize a majority of the related revenue ratably over time, we use billings to measure and monitor our ability to provide our business with the working capital generated by upfront payments from our customers.

    For a reconciliation of these non-GAAP financial measures to the most directly comparable GAAP financial measure, please see "Reconciliation of GAAP to Non-GAAP Financial Measures" below.

     

    CONDENSED CONSOLIDATED STATEMENTS OF OPERATIONS

    (Unaudited)

     



    Three Months Ended October 31,



    Nine Months Ended October 31,

    (in thousands, except per share data)

    2024



    2023



    2024



    2023

    Revenue:















    Subscription

    $    734,693



    $    682,352



    $ 2,143,542



    $ 1,991,026

    Professional services and other

    20,127



    18,069



    56,945



    58,470

    Total revenue

    754,820



    700,421



    2,200,487



    2,049,496

    Cost of revenue:















    Subscription

    134,587



    114,227



    393,561



    339,354

    Professional services and other

    21,950



    28,418



    67,887



    85,360

    Total cost of revenue

    156,537



    142,645



    461,448



    424,714

    Gross profit

    598,283



    557,776



    1,739,039



    1,624,782

    Operating expenses:















    Sales and marketing

    290,597



    292,473



    859,705



    867,916

    Research and development

    151,101



    136,640



    432,992



    387,964

    General and administrative

    97,555



    108,215



    277,162



    316,910

    Restructuring and other related charges

    —



    710



    29,721



    30,293

    Total operating expenses

    539,253



    538,038



    1,599,580



    1,603,083

    Income from operations

    59,030



    19,738



    139,459



    21,699

    Interest expense

    (462)



    (1,577)



    (1,150)



    (5,135)

    Interest income and other income, net

    13,006



    17,673



    41,745



    47,373

    Income before provision for (benefit from) income taxes

    71,574



    35,834



    180,054



    63,937

    Provision for (benefit from) income taxes

    9,151



    (2,971)



    (804,340)



    17,198

    Net income

    $      62,423



    $      38,805



    $    984,394



    $      46,739

    Net income per share attributable to common stockholders:









    Basic

    $         0.31



    $         0.19



    $         4.81



    $         0.23

    Diluted

    $         0.30



    $         0.19



    $         4.69



    $         0.23

    Weighted-average shares used in computing net income per share:









    Basic

    203,567



    204,456



    204,674



    203,609

    Diluted

    208,706



    208,054



    209,755



    208,317

















    Stock-based compensation expense included in costs and expenses:









    Cost of revenue—subscription

    $      14,862



    $      13,705



    $      44,636



    $      38,143

    Cost of revenue—professional services and other

    4,765



    7,343



    14,465



    21,359

    Sales and marketing

    49,347



    53,715



    154,396



    150,604

    Research and development

    53,184



    48,310



    150,816



    129,458

    General and administrative

    31,070



    36,337



    91,239



    111,271

    Restructuring and other related charges

    —



    8



    4,836



    4,996

     

    CONDENSED CONSOLIDATED BALANCE SHEETS

    (Unaudited)

     

    (in thousands)

    October 31, 2024



    January 31, 2024

    Assets







    Current assets







    Cash and cash equivalents

    $              610,870



    $              797,060

    Investments—current

    331,506



    248,402

    Accounts receivable, net

    300,444



    439,299

    Contract assets—current

    13,645



    15,922

    Prepaid expenses and other current assets

    75,412



    66,984

    Total current assets

    1,331,877



    1,567,667

    Investments—noncurrent

    112,805



    121,977

    Property and equipment, net

    278,623



    245,173

    Operating lease right-of-use assets

    113,365



    123,188

    Goodwill

    455,678



    353,138

    Intangible assets, net

    83,307



    50,905

    Deferred contract acquisition costs—noncurrent

    445,987



    409,627

    Deferred tax assets—noncurrent

    816,538



    2,031

    Other assets—noncurrent

    132,028



    97,584

    Total assets

    $           3,770,208



    $           2,971,290

    Liabilities and Equity







    Current liabilities







    Accounts payable

    $                18,144



    $                19,029

    Accrued expenses and other current liabilities

    94,591



    104,037

    Accrued compensation

    158,779



    195,266

    Contract liabilities—current

    1,307,749



    1,320,059

    Operating lease liabilities—current

    19,507



    22,230

    Total current liabilities

    1,598,770



    1,660,621

    Contract liabilities—noncurrent

    22,931



    21,980

    Operating lease liabilities—noncurrent

    111,132



    120,823

    Deferred tax liability—noncurrent

    19,303



    16,795

    Other liabilities—noncurrent

    28,695



    21,332

    Total liabilities

    1,780,831



    1,841,551

    Stockholders' equity







    Common stock

    20



    21

    Treasury stock

    (2,871)



    (2,164)

    Additional paid-in capital

    3,225,481



    2,821,461

    Accumulated other comprehensive loss

    (23,682)



    (19,360)

    Accumulated deficit

    (1,209,571)



    (1,670,219)

    Total stockholders' equity

    1,989,377



    1,129,739

    Total liabilities and equity

    $           3,770,208



    $           2,971,290

     

    CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS

    (Unaudited)

     



    Three Months Ended

    October 31,



    Nine Months Ended

    October 31,

    (in thousands)

    2024



    2023



    2024



    2023

    Cash flows from operating activities:















    Net income

    $     62,423



    $     38,805



    $   984,394



    $     46,739

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















    Depreciation and amortization

    27,569



    23,324



    79,097



    71,429

    Amortization of deferred contract acquisition and fulfillment costs

    61,264



    49,399



    172,731



    147,781

    Amortization of debt discount and transaction costs

    138



    1,227



    415



    3,722

    Non-cash operating lease costs

    4,601



    4,768



    14,463



    16,499

    Stock-based compensation expense

    153,228



    159,418



    460,388



    455,831

    Deferred income taxes

    6,675



    3,845



    (817,886)



    7,265

    Other

    1,149



    (571)



    6,472



    (1,353)

    Changes in operating assets and liabilities:















    Accounts receivable

    7,120



    53,099



    130,691



    152,902

    Prepaid expenses and other current assets

    8,767



    6,463



    (8,300)



    (7,957)

    Deferred contract acquisition and fulfillment costs

    (83,293)



    (63,154)



    (214,548)



    (176,510)

    Other assets

    (1,060)



    (5,586)



    (16,118)



    (14,019)

    Accounts payable

    10,061



    11,205



    (1,514)



    (9,089)

    Accrued expenses and other liabilities

    1,014



    (7,792)



    (7,146)



    2,372

    Accrued compensation

    (21,226)



    (1,056)



    (41,128)



    (4,368)

    Contract liabilities

    95



    (3,582)



    (16,431)



    36,876

    Operating lease liabilities

    (4,199)



    (5,635)



    (16,220)



    (19,292)

    Net cash provided by operating activities

    234,326



    264,177



    709,360



    708,828

    Cash flows from investing activities:















    Cash paid for acquisition, net of acquired cash

    —



    —



    (143,611)



    —

    Purchases of marketable securities

    (110,296)



    (28,974)



    (333,537)



    (203,346)

    Maturities of marketable securities

    90,211



    87,500



    265,834



    251,517

    Purchases of strategic and other investments

    —



    (400)



    (625)



    (520)

    Purchases of property and equipment

    (23,613)



    (23,841)



    (68,646)



    (70,277)

    Net cash provided by (used in) investing activities

    (43,698)



    34,285



    (280,585)



    (22,626)

    Cash flows from financing activities:















    Repayments of convertible senior notes

    —



    (37,083)



    —



    (37,083)

    Repurchases of common stock

    (172,665)



    (75,035)



    (521,803)



    (145,515)

    Settlement of capped calls, net of related costs

    —



    —



    —



    23,688

    Payment of tax withholding obligation on net RSU settlement and ESPP purchase

    (51,051)



    (35,615)



    (132,134)



    (98,296)

    Proceeds from exercise of stock options

    10,257



    12,375



    11,346



    13,207

    Proceeds from employee stock purchase plan

    15,124



    14,604



    35,314



    32,994

    Net cash used in financing activities

    (198,335)



    (120,754)



    (607,277)



    (211,005)

    Effect of foreign exchange on cash, cash equivalents and restricted cash

    438



    (7,187)



    (2,239)



    (4,897)

    Net increase (decrease) in cash, cash equivalents and restricted cash

    (7,269)



    170,521



    (180,741)



    470,300

    Cash, cash equivalents and restricted cash at beginning of period (1)

    628,027



    1,022,980



    801,499



    723,201

    Cash, cash equivalents and restricted cash at end of period (1)

    $   620,758



    $  1,193,501



    $   620,758



    $  1,193,501

    (1) Cash, cash equivalents and restricted cash included restricted cash of $9.9 million and $4.4 million at October 31, 2024 and January 31, 2024.

     

    RECONCILIATION OF GAAP TO NON-GAAP FINANCIAL MEASURES

    (Unaudited)

     

    Reconciliation of gross profit (loss) and gross margin:



    Three Months Ended

    October 31,



    Nine Months Ended

    October 31,

    (in thousands)

    2024



    2023



    2024



    2023

    GAAP gross profit

    $   598,283



    $   557,776



    $  1,739,039



    $  1,624,782

    Add: Stock-based compensation

    19,627



    21,048



    59,101



    59,502

    Add: Amortization of acquisition-related intangibles

    3,566



    2,070



    8,703



    6,787

    Add: Employer payroll tax on employee stock transactions

    894



    537



    2,733



    1,925

    Add: Lease-related impairment and lease-related charges

    —



    —



    —



    721

    Non-GAAP gross profit

    $   622,370



    $   581,431



    $  1,809,576



    $  1,693,717

    GAAP gross margin

    79.3 %



    79.6 %



    79.0 %



    79.3 %

    Non-GAAP adjustments

    3.2 %



    3.4 %



    3.2 %



    3.3 %

    Non-GAAP gross margin

    82.5 %



    83.0 %



    82.2 %



    82.6 %

















    GAAP subscription gross profit

    $   600,106



    $   568,125



    $  1,749,981



    $  1,651,672

    Add: Stock-based compensation

    14,862



    13,705



    44,636



    38,143

    Add: Amortization of acquisition-related intangibles

    3,566



    2,070



    8,703



    6,787

    Add: Employer payroll tax on employee stock transactions

    574



    301



    1,961



    1,232

    Add: Lease-related impairment and lease-related charges

    —



    —



    —



    505

    Non-GAAP subscription gross profit

    $   619,108



    $   584,201



    $  1,805,281



    $  1,698,339

    GAAP subscription gross margin

    81.7 %



    83.3 %



    81.6 %



    83.0 %

    Non-GAAP adjustments

    2.6 %



    2.3 %



    2.6 %



    2.3 %

    Non-GAAP subscription gross margin

    84.3 %



    85.6 %



    84.2 %



    85.3 %

















    GAAP professional services and other gross loss

    $    (1,823)



    $  (10,349)



    $  (10,942)



    $  (26,890)

    Add: Stock-based compensation

    4,765



    7,343



    14,465



    21,359

    Add: Employer payroll tax on employee stock transactions

    320



    236



    772



    693

    Add: Lease-related impairment and lease-related charges

    —



    —



    —



    216

    Non-GAAP professional services and other gross profit

    $      3,262



    $    (2,770)



    $      4,295



    $    (4,622)

    GAAP professional services and other gross margin

    (9.1) %



    (57.3) %



    (19.2) %



    (46.0) %

    Non-GAAP adjustments

    25.3 %



    42.0 %



    26.7 %



    38.1 %

    Non-GAAP professional services and other gross margin

    16.2 %



    (15.3) %



    7.5 %



    (7.9) %

     

    Reconciliation of operating expenses:



    Three Months Ended

    October 31,



    Nine Months Ended

    October 31,

    (in thousands)

    2024



    2023



    2024



    2023

    GAAP sales and marketing

    $   290,597



    $   292,473



    $   859,705



    $   867,916

    Less: Stock-based compensation

    (49,347)



    (53,715)



    (154,396)



    (150,604)

    Less: Amortization of acquisition-related intangibles

    (3,354)



    (2,629)



    (9,096)



    (7,888)

    Less: Employer payroll tax on employee stock transactions

    (1,618)



    (875)



    (5,351)



    (3,945)

    Less: Lease-related impairment and lease-related charges

    —



    —



    —



    (2,171)

    Non-GAAP sales and marketing

    $   236,278



    $   235,254



    $   690,862



    $   703,308

    GAAP sales and marketing as a percentage of revenue

    38.4 %



    41.8 %



    39.1 %



    42.3 %

    Non-GAAP sales and marketing as a percentage of revenue

    31.3 %



    33.6 %



    31.4 %



    34.3 %

















    GAAP research and development

    $   151,101



    $   136,640



    $   432,992



    $   387,964

    Less: Stock-based compensation

    (53,184)



    (48,310)



    (150,816)



    (129,458)

    Less: Employer payroll tax on employee stock transactions

    (1,273)



    (876)



    (5,592)



    (3,671)

    Less: Lease-related impairment and lease-related charges

    —



    —



    —



    (873)

    Non-GAAP research and development

    $     96,644



    $     87,454



    $   276,584



    $   253,962

    GAAP research and development as a percentage of revenue

    20.0 %



    19.5 %



    19.7 %



    18.9 %

    Non-GAAP research and development as a percentage of revenue

    12.8 %



    12.4 %



    12.6 %



    12.4 %

















    GAAP general and administrative

    $     97,555



    $   108,215



    $   277,162



    $   316,910

    Less: Stock-based compensation

    (31,070)



    (36,337)



    (91,239)



    (111,271)

    Less: Employer payroll tax on employee stock transactions

    (489)



    (564)



    (1,774)



    (1,541)

    Less: Acquisition-related expenses

    376



    —



    (4,340)



    —

    Less: Lease-related impairment and lease-related charges

    —



    —



    —



    (695)

    Non-GAAP general and administrative

    $     66,372



    $     71,314



    $   179,809



    $   203,403

    GAAP general and administrative as a percentage of revenue

    12.9 %



    15.4 %



    12.6 %



    15.4 %

    Non-GAAP general and administrative as a percentage of revenue

    8.8 %



    10.2 %



    8.1 %



    9.9 %

     

    Reconciliation of income from operations and operating margin:



    Three Months Ended

    October 31,



    Nine Months Ended

    October 31,

    (in thousands)

    2024



    2023



    2024



    2023

    GAAP income from operations

    $     59,030



    $     19,738



    $   139,459



    $     21,699

    Add: Stock-based compensation

    153,228



    159,410



    455,552



    450,835

    Add: Amortization of acquisition-related intangibles

    6,920



    4,699



    17,799



    14,675

    Add: Employer payroll tax on employee stock transactions

    4,274



    2,852



    15,450



    11,082

    Add: Acquisition-related expenses

    (376)



    —



    4,340



    —

    Add: Restructuring and other related charges

    —



    710



    29,721



    30,293

    Add: Lease-related impairment and lease-related charges

    —



    —



    —



    4,460

    Non-GAAP income from operations

    $   223,076



    $   187,409



    $   662,321



    $   533,044

    GAAP operating margin

    7.8 %



    2.8 %



    6.3 %



    1.1 %

    Non-GAAP adjustments

    21.8 %



    24.0 %



    23.8 %



    24.9 %

    Non-GAAP operating margin

    29.6 %



    26.8 %



    30.1 %



    26.0 %

     

    Reconciliation of net income and net income per share, basic and diluted:



    Three Months Ended

    October 31,



    Nine Months Ended

    October 31,

    (in thousands, except per share data)

    2024



    2023



    2024



    2023

    GAAP net income

    $      62,423



    $      38,805



    $    984,394



    $      46,739

    Add: Stock-based compensation

    153,228



    159,410



    455,552



    450,835

    Add: Amortization of acquisition-related intangibles

    6,920



    4,699



    17,799



    14,675

    Add: Employer payroll tax on employee stock transactions

    4,274



    2,852



    15,450



    11,082

    Add: Acquisition-related expenses

    (376)



    —



    4,340



    —

    Add: Restructuring and other related charges

    —



    710



    29,721



    30,293

    Add: Amortization of debt discount and issuance costs

    —



    1,250



    —



    4,149

    Add: Fair value adjustments to strategic investments

    —



    —



    —



    119

    Add: Lease-related impairment and lease-related charges

    —



    —



    —



    4,460

    Add: Income tax and other tax adjustments

    (37,973)



    (43,922)



    (944,923)



    (98,712)

    Non-GAAP net income

    $    188,496



    $    163,804



    $    562,333



    $    463,640

















    Numerator:















    Non-GAAP net income

    $    188,496



    $    163,804



    $    562,333



    $    463,640

    Add: Interest expense on convertible senior notes

    —



    22



    —



    425

    Non-GAAP net income attributable to common stockholders, diluted

    $    188,496



    $    163,826



    $    562,333



    $    464,065

















    Denominator:















    Weighted-average common shares outstanding, basic

    203,567



    204,456



    204,674



    203,609

    Effect of dilutive securities

    5,139



    3,598



    5,081



    4,708

    Non-GAAP weighted-average common shares outstanding, diluted

    208,706



    208,054



    209,755



    208,317

















    GAAP net income per share, basic

    $         0.31



    $         0.19



    $         4.81



    $         0.23

    GAAP net income per share, diluted

    $         0.30



    $         0.19



    $         4.69



    $         0.23

    Non-GAAP net income per share, basic

    $         0.93



    $         0.80



    $         2.75



    $         2.28

    Non-GAAP net income per share, diluted

    $         0.90



    $         0.79



    $         2.68



    $         2.23

     

    Computation of free cash flow:



    Three Months Ended

    October 31,



    Nine Months Ended

    October 31,

    (in thousands)

    2024



    2023



    2024



    2023

    Net cash provided by operating activities

    $    234,326



    $    264,177



    $    709,360



    $    708,828

    Less: Purchases of property and equipment

    (23,613)



    (23,841)



    (68,646)



    (70,277)

    Non-GAAP free cash flow

    $    210,713



    $    240,336



    $    640,714



    $    638,551

    Net cash provided by (used in) investing activities

    $    (43,698)



    $      34,285



    $  (280,585)



    $    (22,626)

    Net cash used in financing activities

    $  (198,335)



    $  (120,754)



    $  (607,277)



    $  (211,005)

     

    Computation of billings:



    Three Months Ended

    October 31,



    Nine Months Ended

    October 31,

    (in thousands)

    2024



    2023



    2024



    2023

    Revenue

    $    754,820



    $    700,421



    $ 2,200,487



    $ 2,049,496

    Add: Contract liabilities and refund liability, end of period

    1,332,828



    1,228,174



    1,332,828



    1,228,174

    Less: Contract liabilities and refund liability, beginning of period

    (1,334,461)



    (1,233,894)



    (1,343,792)



    (1,191,269)

    Add: Contract assets and unbilled accounts receivable, beginning of period

    17,461



    22,358



    20,189



    16,615

    Less: Contract assets and unbilled accounts receivable, end of period

    (18,341)



    (25,253)



    (18,341)



    (25,253)

    Add: Contract assets and unbilled accounts receivable by acquisitions

    —



    —



    53



    —

    Less: Contract liabilities and refund liability contributed by acquisitions

    —



    —



    (5,071)



    —

    Non-GAAP billings

    $    752,307



    $    691,806



    $ 2,186,353



    $ 2,077,763

     

    Cision View original content:https://www.prnewswire.com/news-releases/docusign-announces-third-quarter-fiscal-2025-financial-results-302324214.html

    SOURCE Docusign, Inc.

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