Slide 1: Elastic N.V. Q2 FY2020 Earnings Conference Call
ELASTIC N.V. (ESTC) Q2 FY2020 Earnings Conference Call December 4, 2019 1
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. Forward-looking statements generally relate to future events or our future financial or operating performance. In some cases, you can identify forward-looki
Slide 3: Shay Banon, Founder and CEO
Shay Banon Founder and CEO 3
Slide 4: Q2 FY2020 Summary – Strong Results
Q2 FY2020 Summary – Strong Results • Revenue grew 63% year-over-year on a constant currency basis • Over 9,700 subscription customers • Over 525 customers with ACV greater than $100K • Net Expansion Rate continued to be greater than 130% 4
Slide 5: Introducing Elastic Endpoint Security
INTRODUCING Elastic Endpoint Security 5
Slide 6: A single pricing model, pay for the data you use
A single pricing model, pay for the data you use Site Search Metrics No query-based pricing No host-based pricing App Search APM No docs-based pricing No agent-based pricing Enterprise Search SIEM No connector-based pricing No seat/ingest-based pricing Logs Endpoint Security No ingest-based pricing
Slide 7: Washington, DC Elastic{ON} Tour event
Washington, DC Elastic{ON} Tour event 7 7
Slide 8: Security
SECURITY 88
Slide 9: Observability, Security, Enterprise Search
OBSERVABILITY SECURITY ENTERPRISE SEARCH 99
Slide 10: Today
TODAY Elastic Elastic Elastic Elastic Elastic Elastic Elastic Site App Enterprise Logs Metrics APM SIEM Search Search Search 10
Slide 11: Kibana Lens
Create ay filebeat-* ‘Sum of bytes by machine os CHOOSE A VISUALIZATION TOP VALUES conta Bar KIBANA LENS a 5 W alk UL fa juggestions ; Bae AAA 573521 juni 2 oo Current
Slide 12: Observability
OBSERVABILITY 12 12
Slide 13: Future
FUTURE Site App Enterprise Logs Metrics APM SIEM Endpoint Search Search Search Security 13
Slide 14: ili \m
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Slide 15: Observability
Zelle OBSERVABILITY
Slide 16: Expanding the Official Elasticsearch Service
Expanding the Official Elasticsearch Service New Azure Regions (Washington, Virginia, the Netherlands, Singapore) New GCP Regions (Sydney, London, N. Virginia) 16 16
Slide 17: Observability and Security: Fortune Manufacturing Company
OBSERVABILITY Fortune 500 SECURITY Manufacturing Company 17 17
Slide 18: Observability and Enterprise Search
OBSERVABILITY ENTERPRISE SEARCH 18 18
Slide 19: Enterprise Search: Top U.S. Bank
ENTERPRISE SEARCH Top 5 U.S. Bank 19
Slide 20: Enterprise Search
ENTERPRISE SEARCH Add a Shared Content Source (create & Custom API Source OneDri ce Google Drive SharePoint Dropbox GitHub En
Slide 21: Product Releases
PRODUCT RELEASES Elastic Stack Elastic Cloud Elastic Cloud Enterprise (ECE) • 7.4 and 7.5 released • Announced general availability • ECE 2.4 released of the Elasticsearch Service on • Elastic Endpoint Security • Elastic App Search (preview), GCP Marketplace, simplifying making it possible to add Ap
Slide 22: Janesh Moorjani, CFO
Janesh Moorjani CFO 22
Slide 23: Revenue Highlights
Revenue Highlights $ millions Q2 FY20 Y/Y Y/Y CC Total Revenue $101.1 59% 63% Total Subscription Revenue $91.7 57% 61% SaaS Revenue $20.6 106% 114% Subscription % of Total Revenue 91% Professional Services Revenue $9.4 83% 88% 23 CC = Constant Currency
Slide 24: Strong Billings and Customer Metrics
Strong Billings and Customer Metrics Q2 FY 20 Q2 FY 20 $ millions Q2 FY20 TTM Y/Y Y/Y Y/Y CC Calculated Billings (excludes $125.3 41% 45% 53% acquired Deferred Revenue)1 Q2 FY20 CUSTOMER METRICS Total Subscription Customers > 9,700 Subscription Customers with ACV > $100,000 > 525 Net Expansion Rate
Slide 25: Non-GAAP Income Statement Highlights
Non-GAAP Income Statement Highlights $ millions, except per share amounts Q2 FY20 % OF REVENUE Total Revenue $101.1 100% Gross Profit/Margin $75.2 74% Research & Development Expense $31.7 31% Sales & Marketing Expense $47.0 46% General & Administrative Expense $14.9 15% Operating Income/Margin -$18.
Slide 26: Select Financial Measures
Select Financial Measures $ millions Q2 FY20 Free Cash Flow -$1.4 Cash & Cash Equivalents $305.2 Total Deferred Revenue $201.31 Remaining Performance Obligations $410.02 Employees 1,886 1. Includes approximately $6 million acquired from Endgame, Inc. 2. Includes approximately $9 million acquired fro
Slide 27: Q3 and Full Year FY 2020 Guidance
Q3 and Full Year FY 2020 Guidance Q3 FY20 FY20 Total Revenue $106M - $108M $415M - $417M Non-GAAP Operating Margin -26% to -24% -23% to -22% Non-GAAP Net loss per share $0.36 to $0.34 $1.24 to $1.17 Weighted average shares outstanding 80.5M - 81.5M 78M - 80M (basic & diluted) A reconciliation of non
Slide 28: Q&A
Q&A 28
Slide 29: Appendix
Appendix 29
Slide 30: Remaining Performance Obligations (RPO) Historical Trend
Remaining Performance Obligations (RPO) Historical Trend Q1 FY19 Q2 FY19 Q3 FY19 Q4 FY19 Q1 FY20 Q2 FY20 ($ in millions) Remaining Performance $228.5 $268.5 $304.2 $352.5 $362.8 $410.0* Obligations (RPO) *Includes approximately $9 million acquired from Endgame, Inc. 30
Slide 31: GAAP to Non-GAAP Reconciliations: Gross Margin
GAAP to Non-GAAP Reconciliations Gross Margin 31 Sums may not add to totals due to rounding
Slide 32: GAAP to Non-GAAP Reconciliations: Operating Expenses
GAAP to Non-GAAP Reconciliations Operating Expenses 32 Sums may not add to totals due to rounding
Slide 33: GAAP to Non-GAAP Reconciliations: Operating Loss and Net Loss per share
GAAP to Non-GAAP Reconciliations Operating Loss, Operating Margin and Net Loss per share 33 Sums may not add to totals due to rounding
Slide 34: GAAP to Non-GAAP Reconciliations: Calculated Billings, Free Cash Flow
GAAP to Non-GAAP Reconciliations Calculated Billings (excludes acquired Deferred Revenue) Free Cash Flow 34 Sums may not add to totals due to rounding
Slide 35: Elastic N.V. Q2 FY2020 Earnings Conference Call
ELASTIC N.V. (ESTC) Q2 FY2020 Earnings Conference Call https://ir.elastic.co/ 35