Twilio Inc. · NYSE:TWLO
Twilio — Q3 2021 Earnings Presentation
15 slides from Twilio's earnings presentation, Oct 27, 2021
Slide 1: Q3 2021 Earnings Results
Q3 2021 Earnings Results October 27, 2021 © 2020 TWILIO INC. ALL RIGHTS RESERVED.
Slide 2: Legal Disclaimer
Legal Disclaimer This presentation contains forward-looking statements. All statements other than statements of historical fact contained in this presentation, including statements as to future results of operations and financial position, planned products and services, business strategy and plans,
Slide 3: Financial Overview
FINANCIAL OVERVIEW © 2020 TWILIO INC. ALL RIGHTS RESERVED. 3
Slide 4: Results Highlights
Results Highlights • Third quarter revenue of $740 million, up 65% year-over-year • Third quarter revenue dollar-based net expansion of 131% • More than 250,000 active customer accounts, as of September 30, 2021 • Initiates Q4’21 guidance • Total revenue: $760 million to $770 million, up 39% to 40%
Slide 5: Quarterly Revenue
Quarterly Revenue $740 $669 $590 65% $548 $448 $401 $365 $331 Q3’21 REPORTED REVENUE $295 GROWTH Y/Y 75% 67% 62% 57% 65% 62% 65% 46% 52% 2 2 2 1,2 Q3'19 Q4'19 Q1'20 Q2'20 Q3'20 Q4'20 Q1'21 Q2'21 Q3'21 Reported Revenue ($M) Reported Revenue Growth Y/Y 1 Includes $24 million in revenue from the acquis
Slide 6: Q3 Organic Revenue Bridge
Q3 Organic Revenue Bridge $740M ~$52M ~$43M ~$39M $606M $438M 38% Q3’21 ORGANIC REVENUE GROWTH Y/Y Other Q3 Reported Segment 10DLC A2P Q3’21 Organic Q3’20 Revenue Acquisitions Revenue ($M) Revenue Fee Revenue 2 Revenue (ex. 10DLC A2P) Revenue 1 Note: Numbers are rounded. 1 Represents all other acqui
Slide 7: Organic Revenue Trend
Organic Revenue Trend $590 $606 $531 $510 $277 $302 $394 $438 38% Q3’21 ORGANIC REVENUE $246 GROWTH Y/Y 48% 48% 54% 50% 46% 43% 47% 36% 38% Q3'19 Q4'19 Q1'20 Q2'20 Q3'20 Q4'20 Q1'21 Q2'21 Q3'21 Organic Revenue ($M) Organic Revenue Growth Y/Y Note: organic revenue excludes revenues from 10DLC A2P and
Slide 8: Dollar-Based Net Expansion
Dollar-Based Net Expansion 143% 135% 137% 139% 133% 135% 132% 132% 131% 125% (organic) 1 2 3 Q3'19 Q4'19 Q1'20 Q2'20 Q3'20 Q4'20 Q1'21 Q2'21 Q3'21 1 Based on current definition of dollar-based net expansion rate. Under the definition for historical periods through Dec 31, 2019, the dollar-based net
Slide 9: Top 10 Customer Accounts
Top 10 Customer Accounts Represents top 10 customer accounts as a percentage of total revenue in the respective quarter 15% 15% 14% 14% 13% 13% 12% 12% 11% Q3'19 Q4'19 Q1'20 Q2'20 Q3'20 Q4'20 Q1'21 Q2'21 Q3'21 © 2020 TWILIO INC. ALL RIGHTS RESERVED. 9
Slide 10: Geographic Revenue Mix
Geographic Revenue Mix Q3’19 Q3’20 Q3’21 28% 27% 33% International International International revenue revenue revenue US International Note: We define U.S. revenue as revenue from customers with IP addresses or mailing addresses at the time of registration in the United States, and we define intern
Slide 11: Non-GAAP Gross Margin Bridge
Non-GAAP Gross Margin Bridge 0.8% 57.9% 3.1% 57.9% 54.0% Q3’21 ADJUSTED GM % EXCLUDING 10DLC A2P FEES Q3 Reported 10DLC A2P Zipwhip 10DLC Q3 Adjusted Gross Margin Fees 1 A2P Fees Gross Margin 1Represents 10DLC A2P and related fees imposed by major U.S. carriers on Twilio’s core messaging business an
Slide 12: Quarterly Non-GAAP Gross Profit
Quarterly Non-GAAP Gross Profit $400 $360 $327 $307 $172 $189 $208 $224 $246 63% Q3’21 NON-GAAP GROSS 84% PROFIT GROWTH Y/Y 71% 62% 63% 52% 58% 61% 37% 42% Q3'19 Q4'19 Q1'20 Q2'20 Q3'20 Q4'20 Q1'21 Q2'21 Q3'21 Reported Non-GAAP Gross Profit ($M) Reported NG Gross Profit Growth Y/Y © 2020 TWILIO INC.
Slide 13: Thank You
THANK YOU
Slide 14: Appendix
APPENDIX © 2020 TWILIO INC. ALL RIGHTS RESERVED. 14
Slide 15: Operating Metrics
Operating Metrics Dollar-Based Net Expansion Rate. Twilio’s ability to drive growth and generate incremental revenue depends, in part, on the Company’s ability to maintain and grow its relationships with existing . Active Customer Accounts and to increase their use of the platform. An important way