Slide 1: Fourth Quarter 2023 Financial Results
Fourth Quarter 2023 Financial Results February 2024
Slide 2: Safe Harbor Statement
Safe Harbor Statement This presentation contains forward-looking statements. These statements may relate to, but are not limited to, plans for growth, technological capabilities and new features and products and the long-term financial targets of Dropbox, Inc. (“Dropbox,” “we,” “us,” or similar term
Slide 3: Business Overview
Business Overview 23 Dropbox
Slide 4: Dropbox Today
Dropbox Today Leader in file sync and share Smart workspace for digital content collaboration Addressing individual and team workflows Leveraging virality and scale in go-to-market Balanced growth and cash flow generation model
Slide 5: Global Collaboration Platform at Scale
Global Collaboration Platform at Scale 700M+ Registered Users(1) 18.12M Paying Users(1) 1T+ Pieces of Content(1) (1) As of 12/31/2023 5
Slide 6: Dropbox 2007 vs Dropbox 2024
Dropbox- 2007 Dropbox- 2024 Keeping Files in Sync Keeping Teams In Sync Content Backup Content & User Controls Advanced Sharing Controls & Analytics Collaborative Workflows Professional Delivery Project Management Contract Management Video Editing & Review Cloud & Device Backup Template Libraries AI
Slide 7: Product Portfolio
Product Portfolio Individuals Teams Basic Standard Dropbox Sign Personal Premium Annual Plus Advanced Dropbox Sign API Standard Monthly Subscription Family Enterprise Dropbox Forms Advanced Essentials Business Dropbox Fax Enterprise Business Plus 7
Slide 8: Reinventing the Software Playbook
Reinventing the Software Playbook Traditional Playbook Dropbox Playbook Designed For IT vs. Designed For Users Top-Down Distribution vs. Bottom-Up Adoption Walled Garden vs. Open Ecosystem Rip-And-Replace vs. Live Side-By-Side 8
Slide 9: Efficient Go-to-Market
Efficient Go-to-Market Land Expand Adopt Organically Land Companies Expand Companies Wall-to-Wall Deployment 9
Slide 10: Growth Drivers
Growth Drivers Execute Innovate Convert and Retain New Product Experiences Drive registered users to become paying users of Individual Leverage scale and user insights to enhance existing and Team plans products and drive adoption of new ones Upsell Expand into Workflows Prompt existing users to upg
Slide 11: New Features Help Organize Digital Content
New Features Help Organize Digital Content Dropbox provides streamlined automation tools for organized file systems Managing digital content across work and Introducing features such as: home has grown more complex • Automated Folders & Dashboards • Multi-File Organize • Naming Conventions • Tagging
Slide 12: Dropbox Business
Dropbox Business Tailor team content, collaborate efficiently, and ensure data security Shared team workspace Data governance Advanced security and audit logs alerts & notifications 12
Slide 13: Dropbox Business Teams Expansion
Dropbox Business Teams Expansion Simplified team collaboration invites for shared content ~575K Business Teams(1) ~35% Of Paying Users are Business Teams(1) (1) As of 12/31/2023 13
Slide 14: Dropbox DocSend Update
Dropbox DocSend Update • DocSend empowers professionals with real-time signal on interest in their proposals and deal documents and control of how/if their documents are distributed or downloaded • DocSend Standalone • SKUs: Personal, Standard, Advanced, Enterprise • Audiences: Capital Markets, Fina
Slide 15: Dropbox Replay Update
Dropbox Replay Update • In 2023, Replay became available as a Freemium offering across all Dropbox Plans and includes up to 10 free files • It is also available as a paid Add-On for all our paid plans (with the exception of Family plan) with more premium security and collaboration features • Recent
Slide 16: Dropbox Dash Update
Dropbox Dash Update • Dropbox Dash - your personal universal search tool that allows you to search all your apps, all your tabs, all in one place • Access the info you need instantly. Search for content across Google Workspace, Microsoft Outlook, Asana, Notion, Salesforce, and more from a single cen
Slide 17: Integrations
Integrations Partner integrations with vendor-neutral software capabilities 17
Slide 18: Environmental, Social, and Governance
Environmental, Social, and Governance Enhancing value through corporate responsibility Environmental Social Governance Dropbox is committed to fighting Our DEI initiatives, workforce We’re committed to maintaining an climate change and reducing our development programs, and ethical independent and d
Slide 19: Financial Highlights
Financial Highlights 23 Dropbox
Slide 20: Financial Highlights
Financial Highlights Predictable and balanced financial model Investing for continued revenue growth Driving strong operating leverage Significant share repurchases 20
Slide 21: Performance
Performance Strong performance at scale 81% 82% 83% $2,502 $2,325 $2,158 764 759 708 33% 31% 30% 2021 2022 2023 2021 2022 2023 2021 2022 2023 2021 2022 2023 Revenue ($M)(1) Non-GAAP Gross Non-GAAP Operating Free Cash Flow ($M)(1)(3)(4) Margin(1)(2) Margin(1)(2) (1) Graphs presented in this illustrat
Slide 22: Key Metrics
Key Metrics 17.77 18.12 $139.38 $2,430 $2,523 16.79 $133.73 $134.51 $2,173 2021 2022 2023 2021 2022 2023 2021 2022 2023 CC ARR ($M)(1)(2) ARPU ($)(1) Paying Users (M)(1) (1) Graphs presented in this illustration are not drawn to precise scale relative to each other. (2) Total ARR for 2021 and 2022 a
Slide 23: Q4'23 Financial Highlights
Q4’23 Financial Highlights Executing against growth and profitability in economic uncertainty $635 $599 $205 $179 30% 32% Q4 22 Q4 23 Q4 22 Q4 23 Revenue ($M)(1) Operating Income Non-GAAP Operating ($M)(1) Income Margin (%)(1) (1) Graphs presented in this illustration are not drawn to precise scale
Slide 24: Operating Leverage
Operating Leverage Structural competitive advantage, scalability, and increased profitability Proprietary Infrastructure Virtual First Workforce Optimization 24
Slide 25: Appendix
Appendix 23 Dropbox
Slide 26: Non-GAAP Reconciliation
Non-GAAP Reconciliation Twelve Months Ended 2021 2022 2023 Income from operations - GAAP $ 274.4 $ 181.3 $ 538.7 Stock-based compensation 287.1 330.7 338.0 Acquisition-related and other expenses 26.8 18.0 30.9 Amortization of acquired intangible assets 13.1 13.8 28.2 Net (gain) loss on real estate a
Slide 27: Non-GAAP Reconciliation
Non-GAAP Reconciliation Income (loss) from operations - GAAP Stock-based compensation Acquisition-related and other expenses Amortization of acquired intangible assets Net (gain) loss on real estate assets Workforce reduction expense Income from operations - Non-GAAP Non-GAAP operating margin 23 Dro
Slide 28: Non-GAAP Reconciliation
Non-GAAP Reconciliation Twelve Months Ended 2021 2022 2023 Net Cash provided by operating activities $ 7298 $ 797.3 $ 783.7 Capital expenditures (22.1) (33.8) (24.3) Free cash flow $ 707.7 S$ 763.55 $ 759.4 28 23 Dropbox
Slide 29: Non-GAAP Reconciliation
Non-GAAP Reconciliation Gross profit Gross margin Research and development Research and development margin Sales and marketing Sales and marketing margin General and administrative General and administrative margin Net (gain) loss on real estate assets Net (gain) loss on real estate assets margin In
Slide 30: Non-GAAP Reconciliation
Non-GAAP Reconciliation Twelve Months Ended - 2022 Amortization Acquisition- of acquired Net (gain) loss Stock based related and intangible on real estate GAAP compensation other expenses assets assets Non-GAAP. Gross profit $ 1,880.7 $ 24.7 $ - S) 8.3 § - $ 1,913.7 Gross margin 81% 1% - - = 82% Res
Slide 31: Non-GAAP Reconciliation
Non-GAAP Reconciliation Three Months Ended December 31, 2023 Amortization Acquisition- of acquired Net (gain) loss Workforce Stock based related and intangible on real estate reduction GAAP compensation _ other expenses assets assets expense Non-GAAP Gross profit $ 513.0 $ 5.7 $ = 3.7 $ - - 8 522.4
Slide 32: Non-GAAP Reconciliation
Non-GAAP Reconciliation Three Months Ended December 31, 2022 Acquisition- Amortization of Stock based related and other acquired Net (gain) loss on GAAP compensation expenses intangible assets _real estate assets Non-GAAP Gross profit $ 483.0 $ 5.9 $ = $ 2.4 § = 491.3 Gross margin 81% 1% —% —% —% 82
Slide 33: Subscription Plans
Subscription Plans Personal Business Basic Plus Family Professional Essentials Standard Business Standard + Advanced Business Plus Enterprise DocSend Free $11.99 / month $19.99 / month $19.99 / month $22.00 / month $18.00 / user / $24.00 / user / $83 / user / month $30.00 / user / $32.00 / user / Ne
Slide 34: Thank You
Thank You