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Zuora Reports Fourth Quarter and Full Year Fiscal 2024 Results

Full year subscription revenue grew 13% year-over-year, 15% on a constant currency basis

Zuora, Inc. (NYSE: ZUO), a leading monetization suite for modern businesses, today announced financial results for its fiscal fourth quarter and full year ended January 31, 2024.

“Fiscal 2024 was a year of balanced growth and profitability where we accelerated new customer acquisition by focusing on smaller, faster lands,” said Tien Tzuo, Founder and CEO at Zuora. “We improved adjusted free cash flow by $72 million and expanded our non-GAAP operating margin by 10 percentage points, putting Zuora in a stronger position as we enter a new fiscal year.”

Fourth Quarter Fiscal 2024 Financial Results:

  • Revenue: Subscription revenue was $100.2 million, an increase of 12% year-over-year and total revenue was $110.7 million, an increase of 7% year-over-year.
  • GAAP Loss from Operations: GAAP loss from operations was $17.2 million, compared to a loss from operations of $99.7 million in the fourth quarter of fiscal 2023.
  • Non-GAAP Income from Operations: Non-GAAP income from operations was $15.9 million, compared to non-GAAP income from operations of $2.2 million in the fourth quarter of fiscal 2023.
  • GAAP Net Loss: GAAP net loss was $20.8 million, or 19% of revenue, compared to a net loss of $107.9 million, or 105% of revenue, in the fourth quarter of fiscal 2023. GAAP net loss per share was $0.14 based on 144.2 million weighted-average shares outstanding, compared to a net loss per share of $0.80 based on 134.3 million weighted-average shares outstanding in the fourth quarter of fiscal 2023.
  • Non-GAAP Net Income (Loss): Non-GAAP net income was $16.7 million, compared to a non-GAAP net loss of $5.8 million in the fourth quarter of fiscal 2023. Non-GAAP net income per share was $0.12 based on 144.2 million weighted-average shares outstanding, compared to a non-GAAP net loss per share of $0.04 based on 134.3 million weighted-average shares outstanding in the fourth quarter of fiscal 2023.
  • Cash Flow: Net cash provided by operating activities was $16.9 million, compared to net cash used in operating activities of $18.0 million in the fourth quarter of fiscal 2023.
  • Adjusted Free Cash Flow: Adjusted free cash flow was $14.6 million compared to negative $16.9 million in the fourth quarter of fiscal 2023.
  • Cash and Investments: Cash and cash equivalents and short-term investments were $514.2 million as of January 31, 2024.

Full Year Fiscal 2024 Financial Results:

  • Revenue: Subscription revenue was $383.4 million, an increase of 13% year-over-year and 15% on a constant currency basis. Total revenue was $431.7 million, an increase of 9% year-over-year and 10% on a constant currency basis.
  • GAAP Loss from Operations: GAAP loss from operations was $64.4 million, compared to a GAAP loss from operations of $187.5 million in fiscal 2023.
  • Non-GAAP Income from Operations: Non-GAAP income from operations was $47.5 million, compared to a non-GAAP income from operations of $2.5 million in fiscal 2023.
  • GAAP Net Loss: GAAP net loss was $68.2 million, or 16% of revenue, compared to a GAAP net loss of $198.0 million, or 50% of revenue, in fiscal 2023. GAAP net loss per share was $0.49 based on 140.1 million weighted-average shares outstanding, compared to a GAAP net loss per share of $1.51 based on 131.4 million weighted-average shares outstanding in fiscal 2023.
  • Non-GAAP Net Income (Loss): Non-GAAP net income was $45.9 million, compared to a non-GAAP net loss of $17.2 million in fiscal 2023. Non-GAAP net income per share was $0.33 based on 140.1 million weighted-average shares outstanding, compared to a non-GAAP net loss per share of $0.13 based on 131.4 million weighted-average shares outstanding in fiscal 2023.
  • Cash Flow: Net cash used in operating activities was $18.8 million, compared to net cash used in operating activities of $20.6 million in fiscal 2023.
  • Adjusted Free Cash Flow: Adjusted free cash flow was $44.3 million compared to negative $27.8 million in fiscal 2023.

Descriptions of non-GAAP financial measures are contained in the section titled "Explanation of Non-GAAP Financial Measures" below and reconciliations of GAAP and non-GAAP financial measures are contained in the tables below.

Fourth Quarter Key Metrics and Business Highlights:

  • Customers with annual contract value (ACV) equal to or greater than $250,000 were 461, up from 431 as of January 31, 2023.
  • Dollar-based Retention Rate (DBRR) was 106%, compared to 108% as of January 31, 2023.
  • Annual Recurring Revenue (ARR) was $403.1 million compared to $365.0 million as of January 31, 2023, representing ARR growth of 10%.
  • Zuora expanded its partnership with Avalara to help customers meet complex e-invoicing mandates through Zuora. As these new regulations continue to be adopted around the world, compliance will become critical for international expansion.
  • New customers, expansions and go lives include Toast, Infor, Sony Network Communications, TELUS Corporation and The Associated Press.

Financial Outlook:

As of February 28, 2024, we are providing guidance for the first quarter and full fiscal year 2025 based on current market conditions and expectations. We emphasize that the guidance is subject to various important cautionary factors referenced in the section entitled “Forward-Looking Statements” below.

For the first quarter and full fiscal year 2025, Zuora currently expects the following results:

 

First Quarter

 

Fiscal 2025

Subscription revenue

$98.0M - $99.0M

 

$410.0M - $414.0M

Professional services revenue

$9.8M - $10.8M

 

$41.0M - $45.0M

Total revenue

$107.8M - $109.8M

 

$451.0M - $459.0M

Non-GAAP income from operations1

$14.0M - $16.0M

 

$79.0M - $81.0M

Non-GAAP net income per share1,2

$0.06 - $0.07

 

$0.40 - $0.42

ARR growth3

 

 

8% - 10%

Dollar-based Retention Rate3

 

 

104% - 106%

Adjusted Free Cash Flow1

 

 

$80.0M+

(1) For information on how we derive our non-GAAP financial measures, see the section titled "Explanation of Non-GAAP Financial Measures" below. Zuora has not reconciled its guidance for non-GAAP income from operations to GAAP loss from operations or non-GAAP net income per share to GAAP net loss per share because stock-based compensation expense cannot be reasonably calculated or predicted at this time. Additionally, adjusted free cash flow has not been reconciled to operating cash flows as it cannot be reasonably calculated or predicted at this time. Accordingly, a reconciliation of these non-GAAP measures is not available without unreasonable effort.

(2) Non-GAAP net income per share was computed assuming 146.9 million and 151.5 million weighted-average shares outstanding for the first quarter and full fiscal year 2025, respectively.

(3) Refer to the "Explanation of Key Operational and Financial Metrics" section below for how these metrics are calculated.

These statements are forward-looking and actual results may differ materially. Refer to the “Forward-Looking Statements” safe harbor section below for information on the factors that could cause our actual results to differ materially from these forward-looking statements.

Explanation of Key Operational and Financial Metrics:

Annual contract value (ACV). We define ACV as the subscription revenue we would contractually expect to recognize from a customer over the next twelve months, assuming no increases or reductions in their subscriptions. We define the number of customers at the end of any particular period as the number of parties or organizations that have entered into a distinct subscription contract with us and for which the term has not ended. Each party with whom we have entered into a distinct subscription contract is considered a unique customer, and in some cases, there may be more than one customer within a single organization.

Dollar-based Retention Rate (DBRR). We calculate DBRR as of a period end by starting with the sum of the ACV from all customers as of twelve months prior to such period end, or prior period ACV. We then calculate the sum of the ACV from these same customers as of the current period end, or current period ACV. Current period ACV includes any upsells and also reflects contraction or attrition over the trailing twelve months but excludes revenue from new customers added in the current period. We then divide the current period ACV by the prior period ACV to arrive at our dollar-based retention rate.

Annual Recurring Revenue (ARR). ARR represents the annualized recurring value at the time of initial booking or contract modification for all active subscription contracts at the end of a reporting period. ARR excludes the value of non-recurring revenue such as professional services revenue as well as contracts with new customers with a term of less than one year. ARR should be viewed independently of revenue and deferred revenue, and is not intended to be a substitute for, or combined with, any of these items. ARR growth is calculated by dividing the ARR as of a period end by the ARR for the corresponding period end of the prior fiscal year.

Webcast and Conference Call Information:

Zuora will host a conference call for investors on February 28, 2024 at 2:00 p.m. Pacific Time / 5:00 p.m. Eastern Time to discuss the company’s financial results and business highlights. Investors are invited to listen to a live webcast of the conference call by visiting https://investor.zuora.com. A replay of the webcast will be available through February 28, 2025. The call can also be accessed live via phone by the toll-free dial-in number: 1 (888) 596-4144 or toll dial-in number: 1 (646) 968-2525 with conference ID 8022374. An audio replay will be available shortly after the call and can be accessed by dialing 1 (800) 770-2030 or 1 (609) 800-9909 with conference ID 8022374 available from February 28, 2024 at 4:00 p.m. PT to March 6, 2024 at 11:59 p.m. PT.

Explanation of Non-GAAP Financial Measures:

In addition to financial measures prepared in accordance with U.S. generally accepted accounting principles (GAAP), this press release and the accompanying tables contain non-GAAP financial measures, including: non-GAAP cost of subscription revenue; non-GAAP subscription gross margin; non-GAAP cost of professional services revenue; non-GAAP professional services gross margin; non-GAAP gross profit; non-GAAP gross margin; non-GAAP income from operations; non-GAAP operating margin; non-GAAP net income (loss); non-GAAP net income (loss) per share; adjusted free cash flow; and subscription revenue and total revenue that exclude the impact of foreign currency exchange rate fluctuations (constant currency basis). The presentation of these financial measures is not intended to be considered in isolation or as a substitute for, or superior to, financial information prepared and presented in accordance with GAAP.

We use non-GAAP financial measures in conjunction with GAAP measures as part of our overall assessment of our performance, including the preparation of our annual operating budget and quarterly forecasts, to evaluate the effectiveness of our business strategies and to communicate with our Board of Directors concerning our financial performance. We believe these non-GAAP measures provide investors consistency and comparability with our past financial performance and facilitate period-to-period comparisons of our operating results. We also believe these non-GAAP measures are useful in evaluating our operating performance compared to that of other companies in our industry, as they generally eliminate the effects of certain items that may vary for different companies for reasons unrelated to overall operating performance.

We exclude the following items from one or more of our non-GAAP financial measures:

  • Stock-based compensation expense. We exclude stock-based compensation expense, which is a non-cash expense, because we believe that excluding this item provides meaningful supplemental information regarding operational performance. In particular, stock-based compensation expense is not comparable across companies given it is calculated using a variety of valuation methodologies and subjective assumptions.
  • Amortization of acquired intangible assets. We exclude amortization of acquired intangible assets, which is a non-cash expense, because we do not believe it has a direct correlation to the operation of our business.
  • Charitable contributions. We exclude expenses associated with charitable donations of our common stock. We believe that excluding these non-cash expenses allows investors to make more meaningful comparisons between our operating results and those of other companies.
  • Shareholder litigation. We exclude non-recurring charges and benefits, net of insurance recoveries, including litigation expenses and settlements, related to shareholder litigation matters that are outside of the ordinary course of our business. We believe these charges and benefits do not have a direct correlation to the operations of our business and may vary in size depending on the timing and results of such litigation and related settlements.
  • Asset impairment. We exclude non-cash charges for impairment of assets, including impairments related to internal-use software, office leases, and acquired intangible assets. Impairment charges can vary significantly in terms of amount and timing and we do not consider these charges indicative of our current or past operating performance. Moreover, we believe that excluding the effects of these charges allows investors to make more meaningful comparisons between our operating results and those of other companies.
  • Change in fair value of debt conversion and warrant liabilities. We exclude fair value adjustments related to the debt conversion and warrant liabilities, which are non-cash gains or losses, as they can fluctuate significantly with changes in our stock price and market volatility, and do not reflect the underlying cash flows or operational results of the business.
  • Acquisition-related transactions. We exclude acquisition-related transactions (including integration-related charges) that are not related to our ongoing operations, including expenses we incurred and gains or losses recognized on contingent consideration related to our acquisition of Zephr. We do not consider these transactions reflective of our core business or ongoing operating performance.
  • Workforce reductions. We exclude charges related to workforce reduction plans, including severance, health care and related expenses. We believe these charges are not indicative of our continuing operations.

Additionally, we disclose "adjusted free cash flow", which is a non-GAAP measure that excludes acquisition-related costs (including integration-related charges) and expenses related to non-ordinary course litigation (including settlement charges) from GAAP operating cash flows, and includes capital expenditures. We believe this measure is meaningful to investors because management reviews cash flows generated from operations excluding such expenditures that are not related to our ongoing operations.

Zuora also provides subscription revenue and total revenue, including year-over-year growth rates, adjusted to remove the impact of foreign currency rate fluctuations, which we refer to as constant currency. We believe providing revenue on a constant currency basis helps our investors to better understand our underlying performance. We calculate constant currency in a given period by applying the average currency exchange rates in the comparable period of the prior year to the local currency revenue in the current period.

Investors are cautioned that there are material limitations associated with the use of non-GAAP financial measures as an analytical tool. The non-GAAP measures we use may be different from non-GAAP financial measures used by other companies, limiting their usefulness for comparison purposes. We compensate for these limitations by providing specific information regarding the GAAP items excluded from these non-GAAP financial measures.

Forward-Looking Statements:

Zuora’s Financial Outlook and other statements in this release, other than statements of historical fact, that refer to future plans and expectations are forward-looking statements that involve a number of risks and uncertainties. Words such as “may,” “will,” “potential,” “anticipates,” “expects,” “could,” “would,” "when," “projects,” “plans,” “targets,” "may affect," "assuming" and variations of such words and similar expressions are intended to identify forward-looking statements. Forward-looking statements in this release include our financial outlook for the first quarter and full year fiscal 2025 and statements regarding our top line growth and international expansion. Forward-looking statements are based on management's expectations as of the date of this filing and are subject to a number of risks, uncertainties and assumptions, many of which involve factors or circumstances that are beyond our control. Our actual results could differ materially from those stated or implied in forward-looking statements due to a number of factors, including but not limited to, risks detailed in our Form 10-Q filed with the Securities and Exchange Commission on December 7, 2023 as well as other documents that may be filed by us from time to time with the Securities and Exchange Commission. In particular, the following factors, among others, could cause results to differ materially from those expressed or implied by such forward-looking statements: our ability to attract new customers and expand sales to existing customers; trends in revenue, cost of revenue and gross margin; adverse changes on our business and financial condition due to macroeconomic or market conditions, as well as geopolitical conditions and destabilizing events, including inflation, rising interest rates, banking system instability, debt ceiling negotiations, potential government shutdowns and wars; managing our future growth and profitability plans effectively; market acceptance of monetization platform software and related solutions, as well as consumer adoption of products and services that are provided through such solutions; trends and expectations in our operating and financial metrics, including customers with annual contract value equal to or greater than $250,000, Dollar-based Retention Rate, Annual Recurring Revenue, and growth of and within our customer base; future acquisitions, the anticipated benefits of such acquisitions and our ability to integrate the operations and technology of any acquired company; industry trends, projected growth, or trend analysis, including the shift to subscription business models; our investments in our platform and the cost of third-party hosting fees; the expansion and functionality of our technology offering, including expected benefits of such products and technology, and the timeliness of production of such products and technology; challenges related to growing our relationships with strategic partners such as systems integrators and their effectiveness in selling our products; the risk of loss of key employees; trends in operating expenses, including research and development expense, sales and marketing expense, and general and administrative expense, and expectations regarding these expenses as a percentage of revenue; our ability to compete effectively; our history of net losses and our ability to achieve or sustain profitability; currency exchange rate fluctuations; our products not gaining market acceptance or losing market acceptance; our product development efforts may be unsuccessful; our debt obligations; our ability to develop and release new products and services, or successful enhancements, new features and modifications to our existing products and services; our ability to effectively develop and use artificial intelligence in our platform and business; our customers successfully deploying our solution; our sales and product initiatives may not be successful or the expected benefits of such initiatives may not be achieved in a timely manner; our security measures may be breached or our products may be perceived as not being secure; our ability to adequately protect our intellectual property; the impact of actions we are taking to improve operational efficiencies and operating costs; we may experience interruptions or performance problems, including a service outage, associated with our technology; litigation and related costs; other business effects, including those related to industry, market, economic, political, regulatory and global health conditions and other risks and uncertainties. The forward-looking statements included in this press release represent our views as of the date of this press release. We anticipate that subsequent events and developments will cause our views to change. We undertake no intention or obligation to update or revise any forward-looking statements, whether as a result of new information, future events or otherwise. These forward-looking statements should not be relied upon as representing our views as of any date subsequent to the date of this press release.

About Zuora, Inc.

Zuora provides a leading monetization suite for modern businesses across all industries, enabling companies to unlock and grow customer-centric business models. Zuora serves as an intelligent hub that monetizes and orchestrates the complete quote to cash and revenue recognition process at scale. Through its industry leading technology and expertise, Zuora helps more than 1,000 companies around the world, including BMC Software, Box, Caterpillar, General Motors, Penske Media Corporation, Schneider Electric, Siemens and Zoom nurture and monetize direct, digital customer relationships. Headquartered in Silicon Valley, Zuora operates offices around the world in the Americas, EMEA and APAC. To learn more about the Zuora monetization suite, please visit www.zuora.com.

© 2024 Zuora, Inc. All Rights Reserved. Zuora, Subscribed, Subscription Economy, Powering the Subscription Economy, Subscription Economy Index, Zephr, and Subscription Experience Platform are trademarks or registered trademarks of Zuora, Inc. Third party trademarks mentioned above are owned by their respective companies. Nothing in this press release should be construed to the contrary, or as an approval, endorsement or sponsorship by any third parties of Zuora, Inc. or any aspect of this press release.

SOURCE: Zuora Financial

ZUORA, INC.

CONDENSED CONSOLIDATED STATEMENTS OF COMPREHENSIVE LOSS

(in thousands, except per share data)

 

 

Three Months Ended

January 31,

 

Fiscal Year Ended

January 31,

 

 

2024

 

 

 

2023

 

 

 

2024

 

 

 

2023

 

 

(unaudited)

 

(unaudited)

 

(unaudited)

 

 

Revenue:

 

 

 

 

 

 

 

Subscription

$

100,164

 

 

$

89,513

 

 

$

383,396

 

 

$

338,391

 

Professional services

 

10,505

 

 

 

13,528

 

 

 

48,265

 

 

 

57,696

 

Total revenue

 

110,669

 

 

 

103,041

 

 

 

431,661

 

 

 

396,087

 

Cost of revenue:

 

 

 

 

 

 

 

Subscription1

 

22,295

 

 

 

21,070

 

 

 

84,599

 

 

 

81,094

 

Professional services1

 

14,524

 

 

 

16,995

 

 

 

62,375

 

 

 

72,135

 

Total cost of revenue

 

36,819

 

 

 

38,065

 

 

 

146,974

 

 

 

153,229

 

Gross profit

 

73,850

 

 

 

64,976

 

 

 

284,687

 

 

 

242,858

 

Operating expenses:

 

 

 

 

 

 

 

Research and development1

 

28,860

 

 

 

24,925

 

 

 

108,288

 

 

 

102,564

 

Sales and marketing1

 

41,727

 

 

 

41,295

 

 

 

166,215

 

 

 

173,871

 

General and administrative1

 

20,431

 

 

 

23,445

 

 

 

74,591

 

 

 

78,878

 

Litigation settlement

 

 

 

 

75,000

 

 

 

 

 

 

75,000

 

Total operating expenses

 

91,018

 

 

 

164,665

 

 

 

349,094

 

 

 

430,313

 

Loss from operations

 

(17,168

)

 

 

(99,689

)

 

 

(64,407

)

 

 

(187,455

)

Change in fair value of debt conversion and warrant liabilities

 

(4,475

)

 

 

(134

)

 

 

(2,234

)

 

 

9,214

 

Interest expense

 

(6,876

)

 

 

(4,486

)

 

 

(21,480

)

 

 

(15,133

)

Interest and other income (expense), net

 

8,440

 

 

 

5,888

 

 

 

22,079

 

 

 

5,986

 

Loss before income taxes

 

(20,079

)

 

 

(98,421

)

 

 

(66,042

)

 

 

(187,388

)

Income tax provision

 

755

 

 

 

9,437

 

 

 

2,151

 

 

 

10,582

 

Net loss

 

(20,834

)

 

 

(107,858

)

 

 

(68,193

)

 

 

(197,970

)

Comprehensive loss:

 

 

 

 

 

 

 

Foreign currency translation adjustment

 

711

 

 

 

1,187

 

 

 

(672

)

 

 

(461

)

Unrealized gain (loss) on available-for-sale securities

 

238

 

 

 

663

 

 

 

732

 

 

 

(350

)

Comprehensive loss

$

(19,885

)

 

$

(106,008

)

 

$

(68,133

)

 

$

(198,781

)

Net loss per share, basic and diluted

$

(0.14

)

 

$

(0.80

)

 

$

(0.49

)

 

$

(1.51

)

Weighted-average shares outstanding used in calculating net loss per share, basic and diluted

 

144,175

 

 

 

134,349

 

 

 

140,147

 

 

 

131,441

 

_____________________

(1) Stock-based compensation expense was recorded in the following cost and expense categories:

 

 

Three Months Ended

January 31,

 

Fiscal Year Ended

January 31,

 

2024

 

2023

 

2024

 

2023

Cost of subscription revenue

$

2,090

 

$

1,624

 

$

8,979

 

$

8,141

Cost of professional services revenue

 

2,570

 

 

2,111

 

 

11,567

 

 

12,297

Research and development

 

6,631

 

 

4,852

 

 

27,292

 

 

25,819

Sales and marketing

 

7,259

 

 

5,472

 

 

32,116

 

 

33,075

General and administrative

 

4,529

 

 

2,297

 

 

21,098

 

 

17,069

Total stock-based compensation expense

$

23,079

 

$

16,356

 

$

101,052

 

$

96,401

ZUORA, INC.

CONDENSED CONSOLIDATED BALANCE SHEETS

(in thousands)

 

 

January 31,

2024

 

January 31,

2023

 

(unaudited)

 

 

Assets

 

 

 

Current assets:

 

 

 

Cash and cash equivalents

$

256,065

 

 

$

203,239

 

Short-term investments

 

258,120

 

 

 

183,006

 

Accounts receivable, net of allowance for credit losses of $2,142 and $4,001 as of January 31, 2024 and January 31, 2023, respectively

 

124,602

 

 

 

91,740

 

Deferred commissions, current portion

 

15,870

 

 

 

16,282

 

Prepaid expenses and other current assets

 

23,261

 

 

 

24,285

 

Total current assets

 

677,918

 

 

 

518,552

 

Property and equipment, net

 

25,961

 

 

 

27,159

 

Operating lease right-of-use assets

 

22,462

 

 

 

22,768

 

Purchased intangibles, net

 

10,082

 

 

 

13,201

 

Deferred commissions, net of current portion

 

27,250

 

 

 

28,250

 

Goodwill

 

56,657

 

 

 

53,991

 

Other assets

 

3,506

 

 

 

4,677

 

Total assets

$

823,836

 

 

$

668,598

 

Liabilities and stockholders’ equity

 

 

 

Current liabilities:

 

 

 

Accounts payable

$

3,161

 

 

$

1,073

 

Accrued expenses and other current liabilities

 

32,157

 

 

 

103,678

 

Accrued employee liabilities

 

37,722

 

 

 

30,483

 

Deferred revenue, current portion

 

199,615

 

 

 

167,145

 

Operating lease liabilities, current portion

 

6,760

 

 

 

9,240

 

Total current liabilities

 

279,415

 

 

 

311,619

 

Long-term debt

 

359,525

 

 

 

210,403

 

Deferred revenue, net of current portion

 

2,802

 

 

 

442

 

Operating lease liabilities, net of current portion

 

37,100

 

 

 

37,924

 

Deferred tax liabilities

 

3,725

 

 

 

3,717

 

Other long-term liabilities

 

7,582

 

 

 

7,333

 

Total liabilities

 

690,149

 

 

 

571,438

 

Stockholders’ equity:

 

 

 

Class A common stock

 

14

 

 

 

13

 

Class B common stock

 

1

 

 

 

1

 

Additional paid-in capital

 

964,141

 

 

 

859,482

 

Accumulated other comprehensive loss

 

(859

)

 

 

(919

)

Accumulated deficit

 

(829,610

)

 

 

(761,417

)

Total stockholders’ equity

 

133,687

 

 

 

97,160

 

Total liabilities and stockholders’ equity

$

823,836

 

 

$

668,598

 

ZUORA, INC.

CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS

(in thousands)

 

 

Fiscal Year Ended January 31,

 

 

2024

 

 

 

2023

 

 

(unaudited)

 

 

Cash flows from operating activities:

 

 

 

Net loss

$

(68,193

)

 

$

(197,970

)

Adjustments to reconcile net loss to net cash used in operating activities:

 

 

 

Depreciation, amortization and accretion

 

18,214

 

 

 

18,738

 

Stock-based compensation

 

101,052

 

 

 

96,401

 

Provision for credit losses

 

858

 

 

 

2,245

 

Donation of common stock to charitable foundation

 

 

 

 

1,000

 

Amortization of deferred commissions

 

18,959

 

 

 

19,291

 

Reduction in carrying amount of right-of-use assets

 

6,090

 

 

 

7,363

 

Asset impairment

 

3,811

 

 

 

4,537

 

Change in fair value of debt conversion and warrant liabilities

 

2,234

 

 

 

(9,213

)

Change in fair value of contingent consideration

 

 

 

 

(380

)

Other

 

1,335

 

 

 

(391

)

Changes in operating assets and liabilities:

 

 

 

Accounts receivable

 

(34,230

)

 

 

(11,081

)

Prepaid expenses and other assets

 

885

 

 

 

(7,379

)

Deferred commissions

 

(18,051

)

 

 

(22,802

)

Accounts payable

 

2,082

 

 

 

(6,084

)

Accrued expenses and other liabilities

 

(82,746

)

 

 

88,353

 

Accrued employee liabilities

 

7,239

 

 

 

(2,161

)

Deferred revenue

 

34,830

 

 

 

12,020

 

Operating lease liabilities

 

(13,136

)

 

 

(13,131

)

Net cash used in operating activities

 

(18,767

)

 

 

(20,644

)

Cash flows from investing activities:

 

 

 

Purchases of property and equipment

 

(9,987

)

 

 

(10,634

)

Purchases of short-term investments

 

(286,394

)

 

 

(234,246

)

Maturities of short-term investments

 

216,628

 

 

 

154,806

 

Cash paid for acquisition, net of cash acquired

 

(4,524

)

 

 

(41,000

)

Net cash used in investing activities

 

(84,277

)

 

 

(131,074

)

Cash flows from financing activities:

 

 

 

Proceeds from issuance of convertible senior notes, net of issuance costs

 

145,861

 

 

 

233,901

 

Proceeds from issuance of common stock upon exercise of stock options

 

2,280

 

 

 

2,471

 

Proceeds from issuance of common stock under employee stock purchase plan

 

8,401

 

 

 

7,019

 

Principal payments on debt

 

 

 

 

(1,480

)

Net cash provided by financing activities

 

156,542

 

 

 

241,911

 

Effect of exchange rates on cash and cash equivalents

 

(672

)

 

 

(461

)

Net increase in cash and cash equivalents

 

52,826

 

 

 

89,732

 

Cash and cash equivalents, beginning of year

 

203,239

 

 

 

113,507

 

Cash and cash equivalents, end of year

$

256,065

 

 

$

203,239

 

ZUORA, INC.

RECONCILIATION OF SELECTED GAAP MEASURES TO NON-GAAP MEASURES

(in thousands, except percentages)

(unaudited)

 

Subscription Gross Margin

 

Three Months Ended

January 31,

 

Fiscal Year Ended

January 31,

 

 

2024

 

 

 

2023

 

 

 

2024

 

 

 

2023

 

Reconciliation of cost of subscription revenue:

 

 

 

 

 

 

 

GAAP cost of subscription revenue

$

22,295

 

 

$

21,070

 

 

$

84,599

 

 

$

81,094

 

Less:

 

 

 

 

 

 

 

Stock-based compensation

 

(2,090

)

 

 

(1,624

)

 

 

(8,979

)

 

 

(8,141

)

Amortization of acquired intangibles

 

(607

)

 

 

(724

)

 

 

(2,690

)

 

 

(2,236

)

Asset impairment

 

(176

)

 

 

 

 

 

(615

)

 

 

 

Workforce reduction

 

(1,740

)

 

 

(400

)

 

 

(1,778

)

 

 

(547

)

Non-GAAP cost of subscription revenue

$

17,682

 

 

$

18,322

 

 

$

70,537

 

 

$

70,170

 

GAAP subscription gross margin

 

78

%

 

 

76

%

 

 

78

%

 

 

76

%

Non-GAAP subscription gross margin

 

82

%

 

 

80

%

 

 

82

%

 

 

79

%

Professional Services Gross Margin

 

Three Months Ended

January 31,

 

Fiscal Year Ended

January 31,

 

 

2024

 

 

 

2023

 

 

 

2024

 

 

 

2023

 

Reconciliation of cost of professional services revenue:

 

 

 

 

 

 

 

GAAP cost of professional services revenue

$

14,524

 

 

$

16,995

 

 

$

62,375

 

 

$

72,135

 

Less:

 

 

 

 

 

 

 

Stock-based compensation

 

(2,570

)

 

 

(2,111

)

 

 

(11,567

)

 

 

(12,297

)

Asset impairment

 

(291

)

 

 

 

 

 

(291

)

 

 

 

Workforce reduction

 

(72

)

 

 

(247

)

 

 

(118

)

 

 

(646

)

Non-GAAP cost of professional services revenue

$

11,591

 

 

$

14,637

 

 

$

50,399

 

 

$

59,192

 

GAAP professional services gross margin

 

(38

)%

 

 

(26

)%

 

 

(29

)%

 

 

(25

)%

Non-GAAP professional services gross margin

 

(10

)%

 

 

(8

)%

 

 

(4

)%

 

 

(3

)%

ZUORA, INC.

RECONCILIATION OF SELECTED GAAP MEASURES TO NON-GAAP MEASURES (CONTINUED)

(in thousands, except percentages)

(unaudited)

 

Total Gross Margin

 

Three Months Ended

January 31,

 

Fiscal Year Ended

January 31,

 

 

2024

 

 

 

2023

 

 

 

2024

 

 

 

2023

 

Reconciliation of gross profit:

 

 

 

 

 

 

 

GAAP gross profit

$

73,850

 

 

$

64,976

 

 

$

284,687

 

 

$

242,858

 

Add:

 

 

 

 

 

 

 

Stock-based compensation

 

4,660

 

 

 

3,735

 

 

 

20,546

 

 

 

20,438

 

Amortization of acquired intangibles

 

607

 

 

 

724

 

 

 

2,690

 

 

 

2,236

 

Asset impairment

 

467

 

 

 

 

 

 

906

 

 

 

 

Workforce reduction

 

1,812

 

 

 

647

 

 

 

1,896

 

 

 

1,193

 

Non-GAAP gross profit

$

81,396

 

 

$

70,082

 

 

$

310,725

 

 

$

266,725

 

GAAP gross margin

 

67

%

 

 

63

%

 

 

66

%

 

 

61

%

Non-GAAP gross margin

 

74

%

 

 

68

%

 

 

72

%

 

 

67

%

Operating (Loss) Income and Operating Margin

 

Three Months Ended

January 31,

 

Fiscal Year Ended

January 31,

 

 

2024

 

 

 

2023

 

 

 

2024

 

 

 

2023

 

Reconciliation of (loss) income from operations:

 

 

 

 

 

 

 

GAAP loss from operations

$

(17,168

)

 

$

(99,689

)

 

$

(64,407

)

 

$

(187,455

)

Add:

 

 

 

 

 

 

 

Stock-based compensation

 

23,079

 

 

 

16,356

 

 

 

101,052

 

 

 

96,401

 

Amortization of acquired intangibles

 

607

 

 

 

724

 

 

 

2,690

 

 

 

2,236

 

Asset impairment

 

2,219

 

 

 

4,537

 

 

 

3,811

 

 

 

4,537

 

Charitable contribution

 

 

 

 

 

 

 

 

 

 

1,000

 

Shareholder litigation

 

153

 

 

 

76,022

 

 

 

(3,112

)

 

 

76,268

 

Acquisition-related transactions

 

 

 

 

1,541

 

 

 

211

 

 

 

3,153

 

Workforce reduction

 

6,984

 

 

 

2,709

 

 

 

7,249

 

 

 

6,369

 

Non-GAAP income from operations

$

15,874

 

 

$

2,200

 

 

$

47,494

 

 

$

2,509

 

GAAP operating margin

 

(16

)%

 

 

(97

)%

 

 

(15

)%

 

 

(47

)%

Non-GAAP operating margin

 

14

%

 

 

2

%

 

 

11

%

 

 

1

%

ZUORA, INC.

RECONCILIATION OF SELECTED GAAP MEASURES TO NON-GAAP MEASURES (CONTINUED)

(in thousands, except per share data)

(unaudited)

 

Net (Loss) Income and Net (Loss) Income Per Share

 

Three Months Ended

January 31,

 

Fiscal Year Ended

January 31,

 

 

2024

 

 

 

2023

 

 

 

2024

 

 

 

2023

 

Reconciliation of net (loss) income:

 

 

 

 

 

 

 

GAAP net loss

$

(20,834

)

 

$

(107,858

)

 

$

(68,193

)

 

$

(197,970

)

Add:

 

 

 

 

 

 

 

Stock-based compensation

 

23,079

 

 

 

16,356

 

 

 

101,052

 

 

 

96,401

 

Amortization of acquired intangibles

 

607

 

 

 

724

 

 

 

2,690

 

 

 

2,236

 

Asset impairment

 

2,219

 

 

 

4,537

 

 

 

3,811

 

 

 

4,537

 

Charitable contribution

 

 

 

 

 

 

 

 

 

 

1,000

 

Shareholder litigation

 

153

 

 

 

76,022

 

 

 

(3,112

)

 

 

76,268

 

Change in fair value of debt conversion and warrant liabilities

 

4,475

 

 

 

134

 

 

 

2,234

 

 

 

(9,214

)

Acquisition-related transactions

 

 

 

 

1,541

 

 

 

211

 

 

 

3,153

 

Workforce reduction

 

6,984

 

 

 

2,709

 

 

 

7,249

 

 

 

6,369

 

Non-GAAP net income (loss)

$

16,683

 

 

$

(5,835

)

 

$

45,942

 

 

$

(17,220

)

GAAP net loss per share, basic and diluted1

$

(0.14

)

 

$

(0.80

)

 

$

(0.49

)

 

$

(1.51

)

Non-GAAP net income (loss) per share, basic and diluted1

$

0.12

 

 

$

(0.04

)

 

$

0.33

 

 

$

(0.13

)

_________________________________

(1) For the three months ended January 31, 2024 and 2023, GAAP and Non-GAAP net income (loss) per share are calculated based upon 144.2 million and 134.3 million basic and diluted weighted-average shares of common stock, respectively. For the twelve months ended January 31, 2024 and 2023, GAAP and Non-GAAP net income (loss) per share are calculated based upon 140.1 million and 131.4 million basic and diluted weighted-average shares of common stock, respectively.

ZUORA, INC.

RECONCILIATION OF SELECTED GAAP MEASURES TO NON-GAAP MEASURES (CONTINUED)

(in thousands, except percentages)

(unaudited)

 

Adjusted Free Cash Flow

 

Three Months Ended

January 31,

 

Fiscal Year Ended

January 31,

 

 

2024

 

 

 

2023

 

 

 

2024

 

 

 

2023

 

Net cash provided by (used in) operating activities (GAAP)

$

16,909

 

 

$

(17,965

)

 

$

(18,767

)

 

$

(20,644

)

Add:

 

 

 

 

 

 

 

Shareholder litigation

 

783

 

 

 

14

 

 

 

72,913

 

 

 

251

 

Acquisition-related costs

 

 

 

 

3,186

 

 

 

135

 

 

 

3,186

 

Less:

 

 

 

 

 

 

 

Purchases of property and equipment

 

(3,074

)

 

 

(2,163

)

 

 

(9,987

)

 

 

(10,634

)

Adjusted free cash flow (non-GAAP)

$

14,618

 

 

$

(16,928

)

 

$

44,294

 

 

$

(27,841

)

Net cash (used in) provided by investing activities (GAAP)

$

(181,303

)

 

$

34,848

 

 

$

(84,277

)

 

$

(131,074

)

Net cash provided by financing activities (GAAP)

$

4,916

 

 

$

2,908

 

 

$

156,542

 

 

$

241,911

 

Constant Currency Revenue

 

Three Months Ended

January 31,

 

 

 

Fiscal Year Ended

January 31,

 

 

 

 

2024

 

 

2023

 

% Change

 

2024

 

2023

 

% Change

Subscription revenue (GAAP)

$

100,164

 

 

$

89,513

 

12%

 

$

383,396

 

$

338,391

 

13%

Effects of foreign currency rate fluctuations

 

(176

)

 

 

 

 

 

 

5,418

 

 

 

 

Subscription revenue on a constant currency basis (Non-GAAP)

$

99,988

 

 

 

 

12%

 

$

388,814

 

 

 

15%

 

 

 

 

 

 

 

 

 

 

 

 

Total revenue (GAAP)

$

110,669

 

 

$

103,041

 

7%

 

$

431,661

 

$

396,087

 

9%

Effects of foreign currency rate fluctuations

 

(189

)

 

 

 

 

 

 

5,403

 

 

 

 

Total revenue on a constant currency basis (Non-GAAP)

$

110,480

 

 

 

 

7%

 

$

437,064

 

 

 

10%

 

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