Slide 1: Q4 2021 Earnings Results
Q4 2021 Earnings Results February 9, 2022 © 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, expectations regarding products and solutions, business stra
Slide 3: Financial Overview
FINANCIAL OVERVIEW © 2020 TWILIO INC. ALL RIGHTS RESERVED. 3
Slide 4: Results Highlights
Results Highlights Q4’21 FY’21 Q1’22 Guidance Revenue $843M $2.84B Revenue ($m) $855 - $865 Revenue Growth +54% y/y +61% y/y Revenue Growth 45% - 47% 1 Organic Revenue Growth 34% 42% 3 2 Organic Revenue Growth 32% - 34% Excluding Political 39% 44% Dollar-based Net Expansion 126% 131% Non-GAAP Op. Lo
Slide 5: Quarterly Revenue
Quarterly Revenue $843 $740 $669 54% $590 $548 $448 $401 $365 Q4’21 REPORTED REVENUE $331 GROWTH Y/Y 62% 65% 62% 67% 65% 57% 52% 54% 46% 2 2 2 1,2 1,2 Q4'19 Q1'20 Q2'20 Q3'20 Q4'20 Q1'21 Q2'21 Q3'21 Q4'21 Reported Revenue ($M) Reported Revenue Growth Y/Y 1 Includes revenue from the acquisition of Zi
Slide 6: Q4'21 Organic Revenue Bridge
Q4’21 Organic Revenue Bridge $843M $57M $60M $41M $685M $510M 34% Q4’21 ORGANIC REVENUE GROWTH Y/Y Q4 Reported Segment Other 10DLC A2P Q4’21 Organic Q4’20 Organic Acquisitions Revenue ($M) Revenue Revenue 1 Fee Revenue 2 Revenue Revenue 1 Represents all acquisitions closed after November 1, 2020 exc
Slide 7: Organic Revenue Trend
Organic Revenue Trend 34% $685 $590 $606 $531 $510 Q4’21 ORGANIC REVENUE GROWTH Y/Y $438 $394 39% $302 $277 48% 48% 54% 50% 43% 47% 36% 38% 34% Q4’21 ORGANIC REVENUE 1 GROWTH Y/Y EX. POLITICAL Q4'19 Q1'20 Q2'20 Q3'20 Q4'20 Q1'21 Q2'21 Q3'21 Q4'21 Organic Revenue ($M) Organic Revenue Growth Y/Y Note:
Slide 8: Annual Total Revenue
Annual Total Revenue 59% $2,842M CAGR $1,134M $1,762M 61% FY’21 TOTAL REVENUE GROWTH Y/Y $650M $399M $277M 1 2 3 FY'16 FY'17 FY'18 FY'19 FY'20 FY'21 1 Includes 11 months of SendGrid revenue as the acquisition closed February 1, 2019. 2 Includes approximately $23 million from the acquisition of Segme
Slide 9: Dollar-Based Net Expansion
Dollar-Based Net Expansion 143% 139% 130% 135% 132% 137% 133% 135% 131% 125% (organic) 126% Q4’21 DBNE EX. POLITICAL IN Q4’20 AND Q4’21 1 2 Q4'19 Q1'20 Q2'20 Q3'20 Q4'20 Q1'21 Q2'21 Q3'21 Q4'21 1 Based on current definition of dollar-based net expansion rate. Under the definition for historical peri
Slide 10: Top 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% 12% 12% 12% 11% Q4'19 Q1'20 Q2'20 Q3'20 Q4'20 Q1'21 Q2'21 Q3'21 Q4'21 © 2020 TWILIO INC. ALL RIGHTS RESERVED. 10
Slide 11: Geographic Revenue Mix
Geographic Revenue Mix FY’19 FY’20 FY’21 29% 27% 34% International International International revenue revenue revenue U.S. 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 inte
Slide 12: Non-GAAP Gross Margin Bridge
Non-GAAP Gross Margin Bridge 0.9% 54.8% 2.6% 54.8% 51.3% Q4’21 ADJUSTED GM % EXCLUDING 10DLC A2P FEES Q4’21 Reported 10DLC A2P Zipwhip 10DLC Q4’21 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 busin
Slide 13: Quarterly Non-GAAP Gross Profit
Quarterly Non-GAAP Gross Profit $432 $400 41% $360 $327 $307 $246 $224 $189 $208 Q4’21 NON-GAAP GROSS PROFIT GROWTH Y/Y 71% 63% 62% 58% 61% 52% 37% 42% 41% Q4'19 Q1'20 Q2'20 Q3'20 Q4'20 Q1'21 Q2'21 Q3'21 Q4'21 Reported Non-GAAP Gross Profit ($M) Reported Non-GAAP Gross Profit Growth Y/Y © 2020 TWILI
Slide 14: Land and Expand Strategy Drives Growth Across Cohorts
Land and Expand Strategy Drives Growth Across Cohorts 2021 2020 2019 2018 2017 2016 2015 2014 2013 2012 2011 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020 2021 Note: Represents revenue from our Active Customer Accounts for legacy Twilio and Email products. Grouped by cohorts based on the year wh
Slide 15: Select 2021 Product Revenue Metrics
Select 2021 Product Revenue Metrics 2021 Revenue Contribution 2021 Y/Y Growth Rates 1 Total Messaging 50% Organic Messaging 52% Application Services 2 12% Application Services 2 66% 1Organic Messaging revenue excludes revenues from 10DLC A2P and related fees imposed by major U.S. carriers on Twilio’
Slide 16: Thank You
THANK YOU
Slide 17: Appendix
APPENDIX © 2020 TWILIO INC. ALL RIGHTS RESERVED. 17
Slide 18: 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 . Customer Accounts and to increase their use of the platform. An important way in whic