Slide 1: Elastic N.V. Q4 and FY2020 Earnings Conference Call
ELASTIC N.V. (ESTC) Q4 and FY2020 Earnings Conference Call June 3, 2020
Slide 2: Forward Looking Statements and Non-GAAP Disclaimer
Forward Looking Statements and Non-GAAP Disclaimer This presentation and the accompanying oral presentation contain forward-looking statements that involve substantial risk and uncertainties, which include, but are not limited to, our expected financial results for the fiscal quarter ending July 31,
Slide 3: Search. Observe. Protect.
Search. Observe. Protect. 32
Slide 4: Shay Banon, Founder and CEO
Shay Banon Founder and CEO 3
Slide 5: Continued Strong Execution During COVID-19
Continued Strong Execution During COVID-19 • Adapted quickly to manage for safety, cost efficiency, operations, and overall business continuity ‒ Distributed-by-design enabled a frictionless transition to virtual ‒ Executed well on our direct sales motion in a virtual environment ‒ Maintained a rapi
Slide 6: Q4 FY2020 Summary – Strong Results
Q4 FY2020 Summary – Strong Results • Revenue grew 53% year-over-year • Over 11,300 subscription customers • Over 610 customers with ACV greater than $100K • Net Expansion Rate continued to be greater than 130% 5
Slide 7: Recent Product Releases
Recent Product Releases Continuing Rapid Pace of Innovation Solutions and Elastic Stack SaaS: Elastic Cloud Orchestration: ECE and ECK • 7.7 released • Elasticsearch Service public • ECE 2.5 released, including a API made generally available dedicated coordinating layer, • Enterprise search support
Slide 8: Free & Open Distribution Model + Commercial Business Model
Free & Open Distribution Model + Commercial Business Model Free & Open Distribution Model Commercial Business Model Rapid product adoption Strong proprietary innovation & differentiation Strong user community + Paid features Sole committer of code Unified pricing model Single code base Self-managed
Slide 9: Solutions
3 solutions Elastic Enterprise Search Elastic Observability Elastic Security 9
Slide 10: Resource-based Pricing
Resource-based Pricing Elastic Enterprise Search Elastic Observability Elastic Security Site Search APM SIEM No query-based pricing No agent-based pricing No seat/ingest-based pricing App Search Logs Endpoint Security No docs-based pricing No ingest-based pricing No endpoint-based pricing Workplace
Slide 11: Elastic Technology
Elastic Technology Solutions Elastic Enterprise Search Elastic Observability Elastic Security Kibana Powered by the Elastic Stack Elasticsearch Beats Logstash Deployed Elastic Cloud Elastic Cloud Elastic Cloud anywhere Enterprise on Kubernetes SaaS Orchestration 7
Slide 12: Elastic Enterprise Search
Elastic Enterprise Search Workplace Search App Search Site Search 10
Slide 13: Enterprise Search
Ecommerce Financial Services ENTERPRISE SEARCH Technology Public Sector 1111
Slide 14: Search everything, anywhere
ELASTIC ENTERPRISE SEARCH Search everything, anywhere Easily implement powerful, modern search experiences across your website, app, or digital workplace. Search it all, simply. 12
Slide 15: Elastic Observability
Elastic Observability Logs Metrics APM Uptime 13
Slide 16: Observability
OBSERVABILITY Fortune 50 Fortune 50 Technology Company Retail Company 1414
Slide 17: Unified visibility across your entire ecosystem
ELASTIC OBSERVABILITY Unified visibility across your entire ecosystem Bring your logs, metrics, and traces together into a single stack so you can monitor, detect, and react to events with speed. 15
Slide 18: Elastic Security
Elastic Security Endpoint SIEM 16
Slide 19: Security
or ig BNP PARIBAS OverDrive
Slide 20: Prevent, collect, detect, respond
ELASTIC SECURITY Prevent, collect, detect, respond Elastic Security integrates endpoint security and SIEM to give you prevention, collection, detection, and response capabilities for unified protection across your infrastructure. 18
Slide 21: Expanding the Official Elasticsearch Service
Expanding the Official Elasticsearch Service New Azure Regions (London, Ireland); New AWS Regions (GovCloud - US East, Ohio) New Google Cloud Regions (Singapore, São Paolo, South Carolina, Netherlands, Taiwan, Finland) 19
Slide 22: Centrally manage your Elastic deployments
ELASTIC CLOUD ENTERPRISE Centrally manage your Elastic deployments Provision, manage, and monitor Elastic products and solutions, at any scale, on any infrastructure, while managing everything from a single console. 20
Slide 23: Elastic Cloud Enterprise (ECE)
OBSERVABILITY Elastic Cloud Enterprise (ECE) 2121
Slide 24: Official Operator, and more
ELASTIC CLOUD ON KUBERNETES Official Operator, and more Simplify setup, upgrades, snapshots, scaling, high availability, security, and more when running Elastic products and solutions on Kubernetes. 22
Slide 25: Elastic Cloud on Kubernetes (ECK)
OBSERVABILITY Elastic Cloud on Fortune 50 Kubernetes (ECK) Energy Company 2323
Slide 26: Janesh Moorjani, CFO
Janesh Moorjani CFO 25
Slide 27: Revenue Highlights
Revenue Highlights $ millions Q4 FY20 Y/Y Y/Y CC FY20 Y/Y Y/Y CC Total Revenue $123.6 53% 57% $427.6 57% 60% Total Subscription $113.9 55% 58% $392.2 58% 61% Revenue SaaS Revenue $29.0 110% 120% $92.3 101% 109% Subscription % of Total 92% 92% Revenue Professional Services $9.7 39% 42% $35.5 52% 54%
Slide 28: Strong Billings and Customer Metrics
Strong Billings and Customer Metrics Q4 FY20 Q4 FY20 $ millions Q4 FY20 TTM Y/Y Y/Y Y/Y CC Calculated Billings1 $175.1 52% 55% 49% Q4 FY20 CUSTOMER METRICS Total Subscription Customers >11,300 Subscription Customers with ACV > $100,000 >610 Subscription Customers with ACV > $1,000,000 >50 Net Expans
Slide 29: Non-GAAP Income Statement Highlights
Non-GAAP Income Statement Highlights % OF % OF $ millions, except per share amounts Q4 FY20 FY20 REVENUE REVENUE Total Revenue $123.6 100% $427.6 100% Gross Profit/Margin $93.7 76% $319.4 75% Research & Development Expense $38.8 31% $139.5 33% Sales & Marketing Expense $50.5 41% $192.6 45% General &
Slide 30: Select Financial Measures
Select Financial Measures $ millions, except employees Q4 FY20 Free Cash Flow -$6.8 Cash & Cash Equivalents $297.1 Total Deferred Revenue $259.7 Remaining Performance Obligations $535.6 Employees 1,936 FY20 Free Cash Flow Margin -8% 29 See appendix for reconciliation to GAAP.
Slide 31: Q1 and Full Year FY2021 Guidance
Q1 and Full Year FY2021 Guidance Q1 FY21 FY21 Total Revenue $119M - $122M $530M - $540M Non-GAAP Operating Margin -12% to -11% -15% to -13% Non-GAAP Net loss per share $0.19 to $0.17 $0.98 to $0.85 Weighted average shares outstanding 83M - 84M 85M - 87M (basic & diluted) A reconciliation of non-GAAP
Slide 32: Appendix
34 © Jelastic
Slide 33: Remaining Performance Obligations (RPO) Historical Trend
Remaining Performance Obligations (RPO) Historical Trend Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 $ millions FY19 FY19 FY19 FY19 FY20 FY20 FY20 FY20 Remaining Performance $228.5 $268.5 $304.2 $352.5 $362.8 $410.0 $426.0 $535.6 Obligations (RPO) 36
Slide 34: GAAP to Non-GAAP Reconciliations
GAAP to Non-GAAP Reconciliations Gross Profit and Gross Margin Sums may not add to totals due to rounding 37
Slide 35: GAAP to Non-GAAP Reconciliations
GAAP to Non-GAAP Reconciliations Operating Expenses Sums may not add to totals due to rounding 38
Slide 36: GAAP to Non-GAAP Reconciliations
GAAP to Non-GAAP Reconciliations Operating Loss, Operating Margin and Net Loss per share Sums may not add to totals due to rounding 39
Slide 37: GAAP to Non-GAAP Reconciliations
GAAP to Non-GAAP Reconciliations Calculated Billings Free Cash Flow *Free cash flow margin represents free cash flow divided by total revenue 40 Sums may not add to totals due to rounding
Slide 38: Elastic N.V. Q4 and FY2020 Earnings Conference Call
ELASTIC N.V. (ESTC) Q4 and FY2020 Earnings Conference Call https://ir.elastic.co/