Salesforce.com Announces Fiscal 2014 Fourth Quarter and Full Year Results

Raises FY15 Revenue Guidance to $5.25 - $5.30 Billion, up 29% - 30% Year-Over-Year
- Quarterly Revenue of $1.15 Billion, up 37% Year-Over-Year
- Full Year Revenue of $4.07 Billion, up 33% Year-Over-Year
- Deferred Revenue of $2.52 Billion, up 35% Year-Over-Year
- Unbilled Deferred Revenue of Approximately $4.50 Billion, up 29% Year-Over-Year
- Full Year Operating Cash Flow of $875 Million, up 19% Year-Over-Year
- Initiates First Quarter Revenue Guide of $1.205 - $1.210 Billion
- Initiates FY15 Non-GAAP EPS Guidance of $0.48 - $0.50
- CFO to Retire in March 2015

PR Newswire

SAN FRANCISCO, Feb. 27, 2014 /PRNewswire/ -- Salesforce.com (CRM), the world's #1 CRM platform (http://www.salesforce.com/), today announced results for its fiscal fourth quarter and full fiscal year ended January 31, 2014.

(Logo: http://photos.prnewswire.com/prnh/20130612/SF30598LOGO)

"I'm delighted to announce that we are raising our fiscal year 2015 revenue guidance by $100 million, to reach $5.3 billion, which is a full year growth rate of 30% at the high end of our range," salesforce.com Chairman and CEO Marc Benioff said.

Salesforce.com delivered the following results for its fiscal fourth quarter and full fiscal year 2014:         

Revenue:  Total Q4 revenue was $1.15 billion, an increase of 37% year-over-year, benefited in part by the acquisition of ExactTarget which closed in July 2013.  Subscription and support revenues were $1.08 billion, an increase of 37% year-over-year.  Professional services and other revenues were $70 million, an increase of 43% year-over-year. 

Full fiscal year 2014 revenue was $4.07 billion, an increase of 33% year-over-year. Subscription and support revenues were $3.82 billion, an increase of 33% year-over-year. Professional services and other revenues were $246 million, an increase of 36% year-over-year.

Earnings per Share:  Q4 GAAP loss per share was ($0.19), and diluted non-GAAP earnings per share was $0.07. The company's non-GAAP results exclude the effects of $137 million in stock-based compensation expense, $47 million in amortization of purchased intangibles, and $13 million in net non-cash interest expense related to the company's convertible senior notes, and is based on a non-GAAP tax rate of approximately 36%.  GAAP EPS calculations are based on a basic share count of approximately 607 million shares. Non-GAAP EPS calculations are based on approximately 650 million diluted shares outstanding during the quarter, including approximately 29 million shares associated with the company's convertible 0.75% senior notes due 2015.

For the full fiscal year 2014, GAAP loss per share was ($0.39), and non-GAAP diluted earnings per share was $0.35.  The company's non-GAAP results exclude the effects of $503 million in stock-based compensation, $147 million in amortization of purchased intangibles, and $47 million in net non-cash interest expense related to the company's convertible senior notes, and is based on a non-GAAP tax rate of approximately 35%.  GAAP EPS calculations are based on a basic share count of approximately 598 million shares. Non-GAAP EPS calculations are based on approximately 636 million diluted shares outstanding during the year, including approximately 24 million shares associated with the company's convertible 0.75% senior notes due 2015.    

Cash:  Cash generated from operations for the fiscal fourth quarter was $271 million, a decrease of 4% year-over-year.  For the full fiscal year 2014, operating cash flow totaled $875 million, up 19% year-over-year. Total cash, cash equivalents and marketable securities finished the quarter at $1.32 billion.

Deferred Revenue:  Deferred revenue on the balance sheet as of January 31, 2014 was $2.52 billion, an increase of 35% year-over-year, benefited in part by the acquisition of ExactTarget. Current deferred revenue increased by 38% year-over-year to $2.47 billion, benefited in part by longer invoice durations.  Non-current deferred revenue decreased by 25% year-over-year to $48 million. Unbilled deferred revenue, representing business that is contracted but unbilled and off balance sheet, ended the fourth quarter at approximately $4.50 billion, up 29% year-over-year.

As of February 27, 2014, salesforce.com is initiating revenue and EPS guidance for its first quarter of fiscal year 2015, and initiating EPS guidance for its full fiscal year 2015. In addition, the company is raising its full fiscal year 2015 revenue guidance previously provided on November 18, 2013.

Q1 FY15 Guidance:  Revenue for the company's first fiscal quarter is projected to be in the range of $1.205 billion to $1.210 billion, an increase of 35% to 36% year-over-year.

GAAP loss per share is expected to be in the range of ($0.23) to ($0.22), while diluted non-GAAP EPS is expected to be in the range of $0.09 to $0.10.  The non-GAAP estimate excludes the effects of stock-based compensation expense, expected to be approximately $129 million, amortization of purchased intangibles related to acquisitions, expected to be approximately $44 million, net non-cash interest expense related to the convertible senior notes, expected to be approximately $11 million, and loss on debt derecognition related to the convertible senior notes, expected to be approximately $8 million.  EPS estimates assume a GAAP tax rate of approximately negative 52%, which reflects the estimated quarterly change in the tax valuation allowance, and a projected long-term non-GAAP tax rate of 36.5%.  The GAAP EPS calculation assumes an average basic share count of approximately 613 million shares, and the non-GAAP EPS calculation assumes an average fully diluted share count of approximately 655 million shares.

Full Year FY15 Guidance:  Revenue for the company's full fiscal year 2015 is projected to be in the range of $5.25 billion to $5.30 billion, an increase of 29% to 30% year-over-year.

GAAP loss per share is expected to be in the range of ($0.53) to ($0.51) while diluted non-GAAP EPS is expected to be in the range of $0.48 to $0.50.  The non-GAAP estimate excludes the effects of stock-based compensation expense, expected to be approximately $577 million, amortization of purchased intangibles related to acquisitions, expected to be approximately $149 million, net non-cash interest expense related to the convertible senior notes, expected to be approximately $39 million, and loss on debt derecognition related to the convertible senior notes, expected to be approximately $8 million.  EPS estimates assume a GAAP tax rate of approximately negative 40%, which reflects the estimated annual change in the tax valuation allowance, and a projected long-term non-GAAP tax rate of 36.5%. Note that the tax valuation allowance adds complexity, causing potential volatility in our forecasted GAAP tax rate.  The GAAP EPS calculation assumes an average basic share count of approximately 624 million shares, and the non-GAAP EPS calculation assumes an average fully diluted share count of approximately 667 million shares.

The following is a per share reconciliation of GAAP EPS to diluted non-GAAP EPS guidance for the first quarter and full fiscal year:


Fiscal 2015


Q1

FY2015




GAAP EPS Range*

 ($0.23) - ($0.22) 

 ($0.53) - ($0.51) 

Plus



Amortization of purchased intangibles

$               0.07

$               0.22

Stock-based expense

$               0.20

$               0.87

Amortization of debt discount, net

$               0.02

$               0.06

Loss on derecognition of debt

$               0.01

$               0.01

Less



Income tax effects and adjustments**

$               0.02

$              (0.15)

Non-GAAP diluted EPS

 $0.09 - $0.10 

 $0.48 - $0.50 




Shares used in computing basic net income per share (millions)

613

624

Shares used in computing diluted net income per share (millions)

655

667




* For Q1 & FY15 GAAP EPS loss, basic number of shares used for calculation.

**  Beginning in FY15, the company's non-GAAP tax provision uses a long-term projected tax rate of 36.5%. 

 

CFO – Future Retirement

Salesforce.com also announced today that Graham Smith, chief financial officer, has decided to retire in March 2015.  Smith has been CFO since March 2008.  The Company will initiate a search for a new CFO and Smith will help to ensure a smooth transition of his duties after a new CFO is appointed.  "Graham has made an enormous contribution to the success of salesforce.com and he has been instrumental in helping to scale our business from $750 million annual revenue when he joined the company in 2007 to over $5 billion annual revenue which we are projecting for fiscal year 2015," said Marc Benioff, Chairman and CEO.  "We will miss him following his retirement in 2015 and wish him the best."

"My more than six years at salesforce.com have been a fantastic experience -- working with so many talented people to transform the enterprise software industry," said Smith.  "Heading into fiscal 2015, salesforce.com has never been better positioned, and I look forward to ensuring a smooth transition over the next thirteen months."

Quarterly Conference Call

Salesforce.com will host a conference call to discuss its fiscal fourth quarter and full fiscal year 2014 results at 2:00 p.m. Pacific Time today.  A live audio webcast of the conference call, together with detailed financial information, can be accessed through the company's Investor Relations Web site: http://www.salesforce.com/investor.  In addition, an archive of the audiocast can be accessed through the same link.  Participants who choose to call in to the conference call can do so by dialing domestically 866-901-SFDC or 866-901-7332 and internationally at +1 706-902-1764, passcode 55834103.  A replay will be available at 800-585-8367 or +1 855-859-2056, passcode 55834103, until midnight (Eastern Time) March 31, 2014.

About salesforce.com

Salesforce.com is the world's largest provider of customer relationship management (CRM) software. For more information about salesforce.com (CRM), visit: www.salesforce.com.

Any unreleased services or features referenced in this or other press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase salesforce.com applications should make their purchase decisions based upon features that are currently available. Salesforce.com has headquarters in San Francisco, with offices in Europe and Asia, and trades on the New York Stock Exchange under the ticker symbol "CRM." For more information please visit http://salesforce.com or call 1-800-NO-SOFTWARE.

Non-GAAP Financial Measures:  This press release includes information about non-GAAP EPS and non-GAAP tax rates (collectively the "non-GAAP financial measures").  Non-GAAP EPS estimates exclude the impact of the following non-cash items:  stock-based compensation, amortization of acquisition-related intangibles, the net amortization of debt discount on the company's convertible senior notes, gains/losses on the derecognition of the company's convertible senior notes, as well as income tax adjustments.  The purpose of the non-GAAP tax rate is to quantify the excluded tax adjustments and the tax consequences associated with the above excluded non-cash expense items.  Beginning in FY 2015, the company intends to compute and provide a fixed long-term non-GAAP tax rate. The projected long-term rate eliminates the effects of non-recurring and period specific items which can vary in size and frequency. This projected long-term non-GAAP tax rate could be subject to change in the future for a variety of reasons, for example, significant structural changes in the company's geographic earnings mix including acquisition activity, or fundamental tax law changes in major jurisdictions where the company operates. These non-GAAP financial measures are not measurements of financial performance prepared in accordance with U.S. generally accepted accounting principles.  The method used to produce non-GAAP financial measures is not computed according to GAAP and may differ from the methods used by other companies.  Non-GAAP financial measures are not meant to be considered in isolation or as a substitute for comparable GAAP measures and should be read only in conjunction with the company's consolidated financial statements prepared in accordance with GAAP.

The primary purpose of these non-GAAP measures is to provide supplemental information that may prove useful to investors who wish to consider the impact of certain non-cash items on the company's operating performance.  Non-cash stock-based compensation, amortization of acquisition-related intangible assets, the net amortization of debt discount on the company's convertible senior notes and gains/losses on the derecognition of the company's convertible senior notes are being excluded from the company's FY14 financial results because the decisions which gave rise to these expenses were not made to increase revenue in a particular period, but were made for the company's long-term benefit over multiple periods.  While strategic decisions, such as those related to the issuance of equity awards, resulting in stock-based compensation, the acquisitions of companies, or the issuance of convertible senior notes, are made to further the company's long-term strategic objectives and impact the company's statement of operations under GAAP measures, these items affect multiple periods and management is not able to change or affect these items in any particular period.  As such, supplementing GAAP disclosure with non-GAAP disclosure using the non-GAAP measures provides management with an additional view of operational performance by excluding expenses that are not directly related to performance in any particular period, and management uses both GAAP and non-GAAP measures when planning, monitoring, and evaluating the company's performance.

In addition, the majority of the company's industry peers report non-GAAP operating results that exclude certain non-cash or non-recurring items, such as certain one-time charges.  As significant unusual or discrete events occur, such as changes in the valuation allowance against the company's deferred tax assets, the results may be excluded in the period in which the events occur. Management believes that the provision of supplemental non-GAAP information will enable a more complete comparison of the company's relative performance. 

Specifically, management is excluding the following items from its non-GAAP EPS for Q4 and FY14 and its non-GAAP estimates for Q1 and FY15:

  • Stock-Based Expenses:  The company's compensation strategy includes the use of stock-based compensation to attract and retain employees and executives.  It is principally aimed at aligning their interests with those of our stockholders and at long-term employee retention, rather than to motivate or reward operational performance for any particular period.  Thus, stock-based compensation expense varies for reasons that are generally unrelated to operational decisions and performance in any particular period. 
  • Amortization of Purchased Intangibles:  The company views amortization of acquisition-related intangible assets, such as the amortization of the cost associated with an acquired company's research and development efforts, trade names, customer lists and customer relationships, as items arising from pre-acquisition activities determined at the time of an acquisition.  While these intangible assets are continually evaluated for impairment, amortization of the cost of purchased intangibles is a static expense, one that is not typically affected by operations during any particular period.
  • Amortization of Debt Discount:  Under GAAP, certain convertible debt instruments that may be settled in cash (or other assets) on conversion are required to be separately accounted for as liability (debt) and equity (conversion option) components of the instrument in a manner that reflects the issuer's non-convertible debt borrowing rate.  Accordingly, for GAAP purposes we recognize imputed interest expense on the company's $575 million of convertible senior notes due 2015 that were issued in January 2010 and the company's $1.15 billion of convertible senior notes due 2018 that were issued in March 2013.  The imputed interest rates were approximately 5.9% for the convertible notes due 2015 and approximately 2.5% for the convertible notes due 2018, while the actual coupon interest rates of the notes were 0.75% and 0.25%, respectively.  The difference between the imputed interest expense and the coupon interest expense, net of the interest amount capitalized, is excluded from management's assessment of the company's operating performance because management believes that this non-cash expense is not indicative of ongoing operating performance.  Management believes that the exclusion of the non-cash interest expense provides investors an enhanced view of the company's operational performance.
  • Non-Cash Gains/Losses on Derecognition of Debt: Upon settlement of the company's convertible senior notes, we attribute the fair value of the consideration transferred to the liability and equity components of the convertible senior notes.  The difference between the fair value of consideration attributed to the liability component and the carrying value of the liability as of settlement date is recorded as a non-cash gain or loss on the statement of operations.  Management believes that the exclusion of the non-cash gain/loss provides investors an enhanced view of the company's operational performance.
  • Income Tax Effects and Adjustments: During FY 2014, the company's non-GAAP tax provision excludes the tax effects of expense items described above and certain tax items not directly related to the current fiscal year's ordinary operating results.  Examples of such tax items include, but are not limited to, changes in the valuation allowance related to deferred tax assets, certain acquisition-related costs and unusual or infrequently occurring items.  Management believes the exclusion of these income tax adjustments provides investors with useful supplemental information about the company's operational performance. Beginning in FY 2015, the company intends to compute and provide a fixed long-term projected non-GAAP tax rate. When projecting this long-term rate, the company excluded the income tax effects of the non-cash items described above.  Additionally, the company evaluated its current long-term projections, current tax structure and other factors such as the company's existing tax positions in various jurisdictions and key legislations in major jurisdictions where the company operates.  The company intends to re-evaluate this long-term rate only on an annual basis.  This long-term non-GAAP tax rate eliminates the effects of non-recurring and period specific items which can vary in size and frequency, and will provide better consistency within the interim reporting periods.  Examples of the non-recurring and period specific items include but are not limited to changes in the valuation allowance related to deferred tax assets, effects resulting from acquisitions, and unusual or infrequently occurring items.  This long-term rate could be subject to change for a variety of reasons, for example, significant structural changes in the geographic earnings mix including acquisition activity, or fundamental tax law changes in major jurisdictions where the company operates

"Safe harbor" statement under the Private Securities Litigation Reform Act of 1995:  This press release contains forward-looking statements about expected GAAP and non-GAAP financial and other operating results for the fiscal first quarter and the full fiscal year of 2015, including revenue, net income (loss), EPS, expected revenue run rate, expected tax rates, stock-based compensation expenses, amortization of purchased intangibles and debt discount, non-cash interest expense and gains/losses on the derecognition of debt, shares outstanding, and changes in deferred tax asset valuation allowances.  The achievement or success of the matters covered by such forward-looking statements involves risks, uncertainties and assumptions.  If any such risks or uncertainties materialize or if any of the assumptions prove incorrect, the company's results could differ materially from the results expressed or implied by the forward-looking statements we make.

The risks and uncertainties referred to above include -- but are not limited to -- risks associated with possible fluctuations in the company's financial and operating results; the company's rate of growth and anticipated revenue run rate, including the company's ability to convert deferred revenue and unbilled deferred revenue into revenue and, as appropriate, cash flow, and the continued growth and ability to maintain deferred revenue and unbilled deferred revenue; errors, interruptions or delays in the company's service or the company's Web hosting; breaches of the company's security measures; the financial impact of any previous and future acquisitions, including ExactTarget; the nature of the company's business model; the company's ability to continue to release, and gain customer acceptance of, new and improved versions of the company's service; successful customer deployment and utilization of the company's existing and future services; changes in the company's sales cycle; competition; various financial aspects of the company's subscription model; unexpected increases in attrition or decreases in new business; the company's ability to realize benefits from strategic partnerships; the emerging markets in which the company operates; unique aspects of entering or expanding in international markets, the company's ability to hire, retain and motivate  employees and manage the company's growth; changes in the company's customer base; technological developments; regulatory developments; litigation related to intellectual property and other matters, and any related claims, negotiations and settlements; unanticipated changes in the company's effective tax rate; factors affecting the company's outstanding convertible notes and term loan; fluctuations in the number of shares we have outstanding and the price of such shares; foreign currency exchange rates; collection of receivables; interest rates; factors affecting our deferred tax assets and ability to value and utilize them, including the timing of when we once again achieve profitability on a pre-tax basis; the potential negative impact of indirect tax exposure; the risks and expenses associated with the company's real estate and office facilities space; and general developments in the economy, financial markets, and credit markets.

Further information on these and other factors that could affect the company's financial results is included in the reports on Forms 10-K, 10-Q and 8-K and in other filings we make with the Securities and Exchange Commission from time to time, including the company's Form 10-K that will be filed for the fiscal year ended January 31, 2014.  These documents are available on the SEC Filings section of the Investor Information section of the company's website at www.salesforce.com/investor.

Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements, except as required by law.

© 2014 salesforce.com, inc.  All rights reserved.  Salesforce, Salesforce1 and others are among the trademarks of Salesforce.com

 

salesforce.com, inc.

Condensed Consolidated Statements of Operations

(in thousands, except per share data)

(Unaudited)














Three Months Ended January 31,


Fiscal Year Ended January 31, 






2014


2013


2014


2013













Revenues:











Subscription and support


$     1,075,001


$          785,495


$   3,824,542


$        2,868,808


Professional services and other

70,241


49,186


246,461


181,387



Total revenues


1,145,242


834,681


4,071,003


3,050,195













Cost of revenues (1)(2):










Subscription and support


198,613


132,741


711,880


494,187


Professional services and other

74,917


50,621


256,548


189,392



Total cost of revenues


273,530


183,362


968,428


683,579













Gross profit



871,712


651,319


3,102,575


2,366,616













Operating expenses (1)(2):










Research and development


173,090


121,187


623,798


429,479


Marketing and sales


639,792


435,570


2,168,132


1,614,026


General and administrative


162,576


115,369


596,719


433,821



Total operating expenses


975,458


672,126


3,388,649


2,477,326













Loss from operations


(103,746)


(20,807)


(286,074)


(110,710)













Investment income


1,367


4,041


10,218


19,562

Interest expense



(22,743)


(8,355)


(77,211)


(30,948)

Other income (expense)


1,975


(922)


(4,868)


(5,698)













Loss before benefit from (provision for) income taxes

(123,147)


(26,043)


(357,935)


(127,794)













Benefit from (provision for) income taxes

6,524


5,199


125,760


(142,651)













Net loss 



$        (116,623)


$           (20,844)


$     (232,175)


$           (270,445)













Basic net loss per share (3)


$              (0.19)


$               (0.04)


$           (0.39)


$                 (0.48)













Diluted net loss per share (3)


$              (0.19)


$               (0.04)


$           (0.39)


$                 (0.48)













Shares used in computing basic net loss per share (3)

607,374


579,880


597,613


564,896













Shares used in computing diluted net loss per share (3)

607,374


579,880


597,613


564,896

























(1) Amounts include amortization of purchased intangibles from business combinations, as follows:









Cost of revenues


$           31,657


$            18,886


$      109,356


$              77,249



Marketing and sales


15,032


2,093


37,179


10,922













(2) Amounts include stock-based expenses, as follows:










Cost of revenues


$           12,830


$               9,304


$        45,608


$              33,757



Research and development


29,024


22,593


107,420


76,333



Marketing and sales


69,340


57,212


258,571


199,284



General and administrative


25,345


18,446


91,681


69,976













(3)

Prior period results have been adjusted to reflect the four-for-one stock split through a stock dividend which occurred in April 2013 (See Supplemental Diluted Share Count Information for additional details).

 

 

 

salesforce.com, inc.

Condensed Consolidated Statements of Operations

As a percentage of total revenues:

(Unaudited)
















Three Months Ended January 31,


Fiscal Year Ended January 31, 







2014


2013


2014


2013

Revenues:












Subscription and support



94%


94%


94%


94%


Professional services and other


6


6


6


6



Total revenues



100


100


100


100














Cost of revenues (1)(2):











Subscription and support



17


16


18


16


Professional services and other


7


6


6


6



Total cost of revenues


24


22


24


22














Gross profit




76


78


76


78














Operating expenses (1)(2):











Research and development


15


14


15


14


Marketing and sales



56


52


53


53


General and administrative


14


14


15


15



Total operating expenses


85


80


83


82














Loss from operations



(9)


(2)


(7)


(4)














Investment income



0


0


0


1

Interest expense




(2)


(1)


(2)


(1)

Other income (expense)



0


0


0


0














Loss before benefit from (provision for) income taxes 


(11)


(3)


(9)


(4)














Benefit from (provision for) income taxes 


1


1


3


(5)














Net loss




(10)%


(2)%


(6)%


(9)%








































(1) Amortization of purchased intangibles from business combinations as a percentage of total revenues, as follows:










Cost of revenues



3%


2%


3%


3%



Marketing and sales



1


0


1


0














(2) Stock-based expenses as a percentage of total revenues, as follows:










Cost of revenues



1%


1%


1%


1%



Research and development


3


3


3


3



Marketing and sales



6


7


6


7



General and administrative


2


2


2


2














 

 

 

salesforce.com, inc.

Condensed Consolidated Balance Sheets

(in thousands)






January 31,



January 31,






2014



2013






(unaudited)













Assets








Current assets:








Cash and cash equivalents


$               781,635



$          747,245


Short-term marketable securities


57,139



120,376


Accounts receivable, net


1,360,837



872,634


Deferred commissions


171,461



142,311


Prepaid expenses and other current assets (see additional metrics)

309,180



133,314










Total current assets



2,680,252



2,015,880










Marketable securities, noncurrent


482,243



890,664

Property and equipment, net (see additional metrics)

1,240,746



604,669

Deferred commissions, noncurrent


153,459



112,082

Capitalized software, net (see additional metrics)

481,917



207,323

Goodwill




3,500,823



1,529,378

Other assets, net (see additional metrics)

613,490



168,960










Total assets




$            9,152,930



$       5,528,956










Liabilities, temporary equity and stockholders' equity





Current liabilities:








Accounts payable, accrued expenses and other liabilities (see additional metrics)

$               934,324



$          597,706


Deferred revenue



2,473,705



1,798,640


Convertible 0.75% senior notes, net

542,159



521,278


Term loan, current



30,000



0










Total current liabilities



3,980,188



2,917,624










Convertible 0.25% senior notes, net


1,046,930



0

Term loan, noncurrent



255,000



0

Deferred revenue, noncurrent

48,410



64,355

Other noncurrent liabilities


757,187



175,732

Total liabilities



6,087,715



3,157,711










Temporary equity



26,705



53,612










Stockholders' equity:








Common stock (1)



610



586


Additional paid-in capital (1)


3,363,377



2,410,892


Accumulated other comprehensive income 

17,680



17,137


Accumulated deficit



(343,157)



(110,982)










Total stockholders' equity



3,038,510



2,317,633










Total liabilities, temporary equity and stockholders' equity

$            9,152,930



$       5,528,956










(1)

Prior period results have been adjusted to reflect the four-for-one stock split through a stock dividend which occurred in April 2013 (See Supplemental Diluted Share Count Information for additional details).










 

 

salesforce.com, inc.

Condensed Consolidated Statements of Cash Flows

(in thousands)

(Unaudited)








Three Months Ended January 31,


Fiscal Year Ended January 31, 








2014


2013


2014


2013

Operating activities:












Net loss






$             (116,623)


$     (20,844)


$        (232,175)


$   (270,445)

Adjustments to reconcile net loss to net











cash provided by operating activities:












Depreciation and amortization




114,813


57,395


369,423


216,795


Amortization of debt discount and transaction costs


13,589


6,575


49,796


24,086


Amortization of deferred commissions



54,689


43,719


194,553


154,818


Expenses related to employee stock plans


136,539


107,555


503,280


379,350


Excess tax benefits from employee stock plans 


(5,978)


13,972


(8,144)


(14,933)


Changes in assets and liabilities, net of business combinations:










Accounts receivable, net



(756,792)


(454,044)


(424,702)


(183,242)



Deferred commissions



(144,282)


(117,000)


(265,080)


(232,591)



Prepaid expenses, current assets and other assets

90,676


(651)


105,218


(9,718)



Accounts payable, accrued expenses and other liabilities

97,111


73,604


(29,043)


193,358



Deferred revenue




787,496


571,292


612,343


479,419

















Net cash provided by operating activities


271,238


281,573


875,469


736,897















Investing activities:












Business combinations, net of cash acquired



(2,570)


(4,994)


(2,617,302)


(579,745)

Land activity and building improvements




0


0


0


(4,106)

Strategic investments





(13,329)


(4,244)


(31,160)


(9,695)

Purchases of marketable securities




(138,908)


(212,878)


(558,703)


(1,021,287)

Sales of marketable securities




15,814


76,576


1,038,284


706,893

Maturities of marketable securities




15,405


17,744


36,436


144,623

Capital expenditures





(69,849)


(50,522)


(299,110)


(175,601)

















Net cash used in investing activities


(193,437)


(178,318)


(2,431,555)


(938,918)















Financing activities:












Proceeds from borrowings on convertible senior notes, net


0


0


1,132,750


0

Proceeds from issuance of warrants




0


0


84,800


0

Purchase of convertible note hedge




0


0


(153,800)


0

Proceeds from term loan, net




0


0


298,500


0

Proceeds from employee stock plans




72,502


147,492


289,931


351,366

Excess tax benefits from employee stock plans



5,978


(13,972)


8,144


14,933

Payments on convertible senior notes




(5,992)


0


(5,992)


0

Principal payments on capital lease obligations



(8,052)


(9,037)


(41,099)


(31,754)

Principal payments on term loan




(7,500)


0


(15,000)


0

















Net cash provided by financing activities


56,936


124,483


1,598,234


334,545















Effect of exchange rate changes 




(4,852)


(2,213)


(7,758)


7,437















Net increase in cash and cash equivalents



129,885


225,525


34,390


139,961















Cash and cash equivalents, beginning of period


651,750


521,720


747,245


607,284















Cash and cash equivalents, end of period



$              781,635


$    747,245


$          781,635


$     747,245















 

 

salesforce.com, inc.

Additional Metrics

(Unaudited)


















Jan 31,


Oct 31,


Jul 31,


Apr 30,


Jan 31,


Oct 31,




2014


2013


2013


2013


2013


2012















Full Time Equivalent Headcount


13,312


12,770


12,571 (1)


10,283


9,801


9,319





























Financial data (in thousands):














Cash, cash equivalents and marketable securities 


$          1,321,017


$            1,085,307


$        930,008 (2)


$             3,079,457 (3)


$  1,758,285


$            1,416,050


Deferred revenue, current and noncurrent


$          2,522,115


$            1,734,619


$     1,789,648


$             1,733,160


$  1,862,995


$            1,291,703


Principal due on convertible senior notes and term loan


$          2,003,864


$            2,017,356


$     2,024,890


$             1,724,890


$      574,890


$               574,890















(1)

Includes approximately 1,900 full time equivalents from the acquisition of ExactTarget.

(2)

Reflects the acquisition of ExactTarget for cash in July 2013.

(3)

Includes $1.1 billion of net proceeds from the convertible 0.25% senior note offering and hedge transactions in March 2013.















Selected Balance Sheet Accounts (in thousands):


















Jan 31,


Oct 31, 


Jan 31, 










2014


2013


2013


Prepaid Expenses and Other Current Assets










     Deferred income taxes, net




$                  49,279


$        23,441


$                    7,321


     Prepaid income taxes




23,571


24,562


21,180


     Customer contract asset (4)




77,368


110,534


0


     Prepaid expenses and other current assets




158,962


208,708


104,813










$                309,180


$      367,245


$               133,314
















Property and Equipment, net










     Land




$                248,263


$      248,263


$               248,263


     Building improvements




49,572


49,572


49,572


     Computers, equipment and software




931,171


918,338


328,318


     Furniture and fixtures




58,956


57,518


38,275


     Leasehold improvements




296,390


278,639


193,181


     Building in progress - leased facility




40,171


0


0










1,624,523


1,552,330


857,609


     Less accumulated depreciation and amortization




(383,777)


(346,981)


(252,940)










$             1,240,746


$  1,205,349


$               604,669
















Capitalized Software, net










     Capitalized internal-use software development costs, net of accumulated amortization




$                  72,915


$        70,277


$                  59,647


     Acquired developed technology, net of accumulated amortization




409,002


435,552


147,676










$                481,917


$      505,829


$               207,323
















Other Assets, net










     Deferred income taxes, noncurrent, net




$                     9,691


$          8,711


$                  19,212


     Long-term deposits




17,970


5,093


13,422


     Purchased intangible assets, net of accumulated amortization




416,119


431,358


49,354


     Acquired intellectual property, net of accumulated amortization




11,957


12,273


13,872


     Strategic investments




92,489


70,005


51,685


     Customer contract asset (4)




18,182


36,342


0


     Other




47,082


35,729


21,415










$                613,490


$      599,511


$               168,960
















(4) Customer contract asset reflects future billings of amounts that were contractually commited by ExactTarget's existing customers as of the acquisition date. As the Company bills these customers this balance will reduce and accounts receivable will increase.
















Accounts Payable, Accrued Expenses and Other Liabilities










     Accounts payable




$                  64,988


$        45,162


$                  14,535


     Accrued compensation




397,002


304,985


311,595


     Accrued other liabilities




235,543


275,467


138,165


     Accrued income and other taxes payable




153,026


110,382


120,341


     Accrued professional costs




15,864


13,945


10,064


     Customer liability, current (5)




53,957


78,057


0


     Accrued rent




13,944


11,304


3,006










$                934,324


$      839,302


$               597,706
















Other Noncurrent Liabilities










     Deferred income taxes and income taxes payable




$                108,760


$        96,082


$                  49,074


     Customer liability, noncurrent (5)




13,953


23,751


0


     Financing obligation, building in progress - leased facility




40,171


0


0


     Long-term lease liabilities and other




594,303


583,085


126,658










$                757,187


$      702,918


$               175,732
















(5) Customer liability reflects the legal obligation to provide future services that were contractually committed by ExactTarget's existing customers but unbilled as of the acquisition date. 





























Selected Off-Balance Sheet Accounts




Jan 31,


Oct 31,


Jan 31, 










2014


2013


2013
















Unbilled Deferred Revenue, a non-GAAP measure




$4.5bn


$4.2bn


$3.5bn
















Unbilled deferred revenue represents future billings under our non-cancelable subscription agreements that have not been invoiced and, accordingly, are not recorded in deferred revenue.   
















The balances as of January 31, 2014 and October 31, 2013 exclude the remaining amount related to the fair value of unbilled deferred revenue associated with the acquisition of ExactTarget, which was initially recorded as part of business combination accounting, because these amounts are reflected on the balance sheet under "accounts payable, accrued expenses and other liabilities" and "other noncurrent liabilities".  















Supplemental Revenue Analysis


















Three Months Ended January 31, 


Fiscal Year Ended January 31, 








2014


2013


2014


2013

Revenues by geography (in thousands):











Americas




$        820,794


$                583,410


$  2,899,837


$            2,123,736


Europe




209,757


148,610


741,220


525,304


Asia Pacific




114,691


102,661


429,946


401,155






















$     1,145,242


$                834,681


$  4,071,003


$            3,050,195















As a percentage of total revenues:

























Revenues by geography:












Americas




72%


70%


71%


70%


Europe




18


18


18


17


Asia Pacific




10


12


11


13






















100%


100%


100%


100%


















Three Months Ended 

January 31, 2014

compared to Three Months

Ended January 31, 2013


Three Months Ended 

October 31, 2013

compared to Three Months

Ended October 31, 2012


Three Months Ended 

January 31, 2013

compared to Three Months

Ended January 31, 2012






Revenue constant currency growth rates




(as compared to the comparable prior periods)













Americas


41%


41%


34%


Europe


35%


39%


39%


Asia Pacific


24%


17%


22%


Total growth


38%


37%


33%















We present constant currency information to provide a framework for assessing how our underlying business performed excluding the effect of foreign currency rate fluctuations. To present this information, current and comparative prior period results for entities reporting in currencies other than United States dollars are converted into United States dollars at the weighted average exchange rate for the quarter being compared to for growth rate calculations presented, rather than the actual exchange rates in effect during that period.


















January 31, 2014


October 31, 2013


January 31, 2013




compared to 


compared to 


compared to 




January 31, 2013


October 31, 2012


 January 31, 2012

Deferred revenue, current and noncurrent constant currency growth rates











 (as compared to the comparable prior periods)




























Total growth


36%


34%


34%





























Supplemental Diluted Share Count Information (1)










(in thousands)

















Three Months Ended January 31, 


Fiscal Year Ended January 31, 








2014


2013


2014


2013
















Weighted-average shares outstanding for basic earnings per share 




607,374


579,880


597,613


564,896


Effect of dilutive securities (2):












Convertible 0.75% senior notes




16,373


12,716


14,550


11,360


Warrants associated with the convertible 0.75% senior note hedges




12,391


7,028


9,658


5,132


Employee stock awards




14,227


13,200


13,867


14,892


Adjusted weighted-average shares outstanding and assumed conversions for diluted earnings per share




650,365


612,824


635,688


596,280















(1)

Following the stockholders' approval, the Company amended its certificate of incorporation on March 20, 2013, to increase the number of authorized shares of common stock from 400.0 million to 1.6 billion and effect a four-for-one stock split of the common stock through a stock dividend. Accordingly, all share and per share data presented herein reflect the impact of the increase in authorized shares and the stock split.















(2)

The effects of these dilutive securities were not included in the GAAP calculation of diluted net loss per share for the three and twelve months ended January 31, 2014 and 2013 because the effect would have been anti-dilutive.





























Supplemental Cash Flow Information

























Free cash flow analysis, a non-GAAP measure




(in thousands)
































Three Months Ended January 31, 


Fiscal Year Ended January 31, 








2014


2013


2014


2013


 Operating cash flow 












 GAAP net cash provided by operating activities 




$        271,238


$                281,573


$      875,469


$               736,897


 Less: 












 Capital expenditures 




(69,849)


(50,522)


(299,110)


(175,601)


 Free cash flow 




$        201,389


$                231,051


$      576,359


$               561,296















Our free cash flow analysis includes GAAP net cash provided by operating activities less capital expenditures. The capital expenditures balance does not include any costs related to the purchase and activities related to land activity, building improvements and strategic investments. 















Comprehensive Income (Loss)











(in thousands)











(Unaudited)




Three Months Ended January 31, 


Fiscal Year Ended January 31, 








2014


2013


2014


2013


 Net loss 






$       (116,623)


$                 (20,844)


$    (232,175)


$              (270,445)


 Other comprehensive income (loss), before tax and net of reclassification adjustments: 












 Foreign currency translation and other gains (losses) 




(3,329)


(5,298)


(4,930)


4,783


 Unrealized gains (losses) on investments 




6,732


(1,740)


8,120


(329)


 Other comprehensive income (loss), before tax 




3,403


(7,038)


3,190


4,454


 Tax effect 




(2,529)


526


(2,647)


0


 Other comprehensive income (loss),  net of tax 




874


(6,512)


543


4,454


 Comprehensive loss 




$       (115,749)


$                 (27,356)


$    (231,632)


$              (265,991)















 

 

 

salesforce.com, inc.

GAAP RESULTS RECONCILED TO NON-GAAP RESULTS 

The following table reflects selected salesforce.com GAAP results reconciled to non-GAAP results

(in thousands, except per share data)

(Unaudited)














Three Months Ended January 31,


Fiscal Year Ended January 31, 




2014


2013


2014


2013


Gross profit










GAAP gross profit


$           871,712


$           651,319


$        3,102,575


$        2,366,616


Plus:










Amortization of purchased intangibles (a)


31,657


18,886


109,356


77,249


Stock-based expenses (b) 


12,830


9,304


45,608


33,757


Non-GAAP gross profit


$           916,199


$           679,509


$        3,257,539


$        2,477,622












Operating expenses










GAAP operating expenses


$           975,458


$           672,126


$        3,388,649


$        2,477,326


Less:










Amortization of purchased intangibles (a)


(15,032)


(2,093)


(37,179)


(10,922)


Stock-based expenses (b) 


(123,709)


(98,251)


(457,672)


(345,593)


Non-GAAP operating expenses


$           836,717


$           571,782


$        2,893,798


$        2,120,811












Income from operations










GAAP loss from operations


$          (103,746)


$           (20,807)


$          (286,074)


$          (110,710)


Plus:










Amortization of purchased intangibles (a)


46,689


20,979


146,535


88,171


Stock-based expenses (b) 


136,539


107,555


503,280


379,350


Non-GAAP income from operations


$            79,482


$           107,727


$           363,741


$           356,811












Non-operating income (loss) (c)










GAAP non-operating loss


$           (19,401)


$             (5,236)


$           (71,861)


$           (17,084)


Plus: Amortization of debt discount, net


12,803


6,389


46,942


23,837


Non-GAAP non-operating income (loss)


$             (6,598)


$              1,153


$           (24,919)


$              6,753












Net income










GAAP net loss


$          (116,623)


$           (20,844)


$          (232,175)


$          (270,445)


Plus:










Amortization of purchased intangibles (a)


46,689


20,979


146,535


88,171


Stock-based expenses (b)


136,539


107,555


503,280


379,350


Amortization of debt discount, net


12,803


6,389


46,942


23,837


Less:










Income tax effects and adjustments 


(32,422)


(36,347)


(242,729)


21,629


Non-GAAP net income 


$            46,986


$            77,732


$           221,853


$           242,542












Diluted earnings per share (e)










GAAP diluted loss per share (d)


$               (0.19)


$               (0.04)


$               (0.39)


$               (0.48)


Plus:










Amortization of purchased intangibles


0.07


0.03


0.23


0.15


Stock-based expenses


0.21


0.18


0.79


0.64


Amortization of debt discount, net


0.02


0.01


0.07


0.04


Less:




.




.


Income tax effects and adjustments 


(0.04)


(0.05)


(0.35)


0.06


Non-GAAP diluted earnings per share 


$                0.07


$                0.13


$                0.35


$                0.41












Shares used in computing diluted net income per share (e)


650,365


612,824


635,688


596,280





















a)

Amortization of purchased intangibles were as follows:












Three Months Ended January 31,


Fiscal Year Ended January 31, 




2014


2013


2014


2013












Cost of revenues


$            31,657


$            18,886


$           109,356


$            77,249


Marketing and sales


15,032


2,093


37,179


10,922




$            46,689


$            20,979


$           146,535


$            88,171











b)

 Stock-based expenses were as follows:












Three Months Ended January 31,


Fiscal Year Ended January 31, 




2014


2013


2014


2013












Cost of revenues


$            12,830


$              9,304


$            45,608


$            33,757


Research and development


29,024


22,593


107,420


76,333


Marketing and sales


69,340


57,212


258,571


199,284


General and administrative


25,345


18,446


91,681


69,976




$           136,539


$           107,555


$           503,280


$           379,350











c) 

 Non-operating income (loss) consists of investment income, interest expense and other income (expense).











d) 

 Reported GAAP loss per share was calculated using the basic share count.


 Non-GAAP diluted earnings per share was calculated using the diluted share count.











e)

Prior period results have been adjusted to reflect the four-for-one stock split through a stock dividend which occurred in April 2013 (See Supplemental Diluted Share Count Information for additional details).











 

 

 

salesforce.com, inc.

COMPUTATION OF BASIC AND DILUTED GAAP AND NON-GAAP NET INCOME (LOSS) PER SHARE (1)

(in thousands, except per share data)

(Unaudited)



Three Months Ended January 31,


Fiscal Year Ended January 31, 



2014


2013


2014


2013











GAAP Basic Net Loss Per Share









Net loss 

$              (116,623)


$            (20,844)


$                 (232,175)


$                 (270,445)


Basic net loss per share 

$                    (0.19)


$                (0.04)


$                       (0.39)


$                       (0.48)


Shares used in computing basic net loss per share

607,374


579,880


597,613


564,896






























Three Months Ended January 31,


Fiscal Year Ended January 31, 



2014


2013


2014


2013











Non-GAAP Basic Net Income Per Share









Non-GAAP net income 

$                46,986


$             77,732


$                  221,853


$                  242,542


Basic Non-GAAP net income per share 

$                    0.08


$                 0.13


$                        0.37


$                        0.43


Shares used in computing basic net income per share 

607,374


579,880


597,613


564,896






























Three Months Ended January 31,


Fiscal Year Ended January 31, 



2014


2013


2014


2013











GAAP Diluted Net Loss Per Share









Net loss 

$              (116,623)


$            (20,844)


$                 (232,175)


$                 (270,445)


Diluted net loss per share 

$                    (0.19)


$                (0.04)


$                      (0.39)


$                       (0.48)


Shares used in computing diluted net loss per share 

607,374


579,880


597,613


564,896






























Three Months Ended January 31,


Fiscal Year Ended January 31, 



2014


2013


2014


2013











Non-GAAP Diluted Net Income Per Share









Non-GAAP net income 

$                46,986


$             77,732


$                  221,853


$                  242,542


Diluted Non-GAAP net income per share 

$                    0.07


$                 0.13


$                       0.35


$                        0.41


Shares used in computing diluted net income per share

650,365


612,824


635,688


596,280










(1)

Prior period results have been adjusted to reflect the four-for-one stock split through a stock dividend which occurred in April 2013 (See Supplemental Diluted Share Count Information for additional details).

 

 

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