Workiva Announces Third Quarter 2018 Financial Results

Q3 Subscription and Support Revenue of $51.3 million, Up 18.7% from Q3 2017

Q3 Total Revenue of $60.9 million, Up 16.9% from Q3 2017

AMES, Iowa - November 7, 2018 -- Workiva Inc. (NYSE: WK), a leader in data collaboration, reporting and compliance solutions, today announced financial results for its third quarter ended September 30, 2018.

“We posted strong results in the third quarter of 2018, highlighted by an 18.7% increase in subscription and support revenue,” said Marty Vanderploeg, President and Chief Executive Officer of Workiva. “Operating margin improved significantly in the quarter, and we outperformed our guidance for revenue, operating loss and loss per share."

“With our continual release of new Wdesk capabilities, international market expansion, new use cases and a growing partner ecosystem, we are optimistic about the role we will continue to play in automating and modernizing a wide range of finance, accounting, risk, compliance and management reporting processes,” said Vanderploeg.

"Companies spend millions of dollars on ERP systems but still rely heavily on manual processes to analyze and report performance data. The limitations of these manual processes are driving the need for financial transformation in the office of the CFO,” said Vanderploeg. "The next generation of Wdesk is designed to enable financial transformation by providing end-to-end data assurance throughout the entire reporting process."


Third Quarter 2018 Financial Highlights

  • Revenue: Total revenue for the third quarter of 2018 reached $60.9 million, an increase of 16.9% from $52.1 million in the third quarter of 2017. Subscription and support revenue contributed $51.3 million, up 18.7% versus the third quarter of 2017. Professional services revenue was $9.6 million, an increase of 8.1% compared to the same quarter in the prior year.
  • Gross Profit: GAAP gross profit for the third quarter of 2018 was $45.2 million compared with $36.4 million in the same quarter of 2017. GAAP gross margin was 74.2% versus 69.9% in the third quarter of 2017. Non-GAAP gross profit for the third quarter of 2018 was $45.5 million, an increase of 23.9% compared with the prior year's third quarter, and non-GAAP gross margin was 74.8% compared to 70.6% in the third quarter of 2017.
  • Loss from Operations: GAAP loss from operations for the third quarter of 2018 was $10.7 million compared with a loss of $13.8 million in the prior year's third quarter. Non-GAAP loss from operations was $3.8 million, compared with non-GAAP loss from operations of $9.1 million in the third quarter of 2017. Adoption of ASC 606 caused loss from operations to be $1.3 million less for the third quarter of 2018 than what would have been recognized under the legacy standard.
  • Net Loss: GAAP net loss for the third quarter of 2018 was $11.0 million compared with a net loss of $14.1 million for the prior year's third quarter. GAAP net loss per basic and diluted share was $0.25 compared with a net loss per basic and diluted share of $0.34 in the third quarter of 2017.
  • Non-GAAP net loss for the third quarter of 2018 was $4.0 million compared with a net loss of $9.4 million in the prior year's third quarter. Non-GAAP net loss per basic and diluted share was $0.09 compared with a net loss per basic and diluted share of $0.23 in the third quarter of 2017.

  • Key Metrics

  • Customers: Workiva had 3,289 customers as of September 30, 2018, a net increase of 298 customers from September 30, 2017.
  • Revenue Retention Rate: As of September 30, 2018, Workiva's revenue retention rate (excluding add-on revenue) was 95.9%, and the revenue retention rate including add-on revenue was 104.7%. Add-on revenue includes changes for existing customers in new solutions, new seats and pricing. Revenue retention rates are calculated using the legacy accounting standard ASC 605. Revenue retention rates will be calculated using ASC 606 when comparable data becomes available.
  • Large Contracts: As of September 30, 2018, Workiva had 398 customers with an annual contract value (ACV) of more than $100,000, up 31.8% from 302 customers at September 30, 2017. Workiva had 173 customers with an ACV of more than $150,000, up 32.1% from 131 customers in the third quarter of last year.

  • Financial Outlook

    As of November 7, 2018, Workiva is providing guidance for its fourth quarter and full year 2018 as follows:


    Fourth Quarter 2018 Guidance:

  • Total revenue is expected to be in the range of $62.4 million to $62.8 million.
  • GAAP loss from operations is expected to be in the range of $11.5 million to $11.9 million.
  • Non-GAAP loss from operations is expected to be in the range of $4.3 million to $4.7 million.
  • GAAP net loss per basic and diluted share is expected to be in the range of $0.26 to $0.27.
  • Non-GAAP net loss per basic and diluted share is expected to be in the range of $0.10 to $0.11.
  • Net loss per basic and diluted share is based on 44.6 million weighted-average shares outstanding.

  • Full Year 2018 Guidance:

  • Total revenue is expected to be in the range of $242.3 million to $242.7 million.
  • GAAP loss from operations is expected to be in the range of $53.5 million to $53.9 million.
  • Non-GAAP loss from operations is expected to be in the range of $17.1 million to $17.5 million.
  • GAAP net loss per basic and diluted share is expected to be in the range of $1.24 to $1.25.
  • Non-GAAP net loss per basic and diluted share is expected to be in the range of $0.40 to $0.41.
  • Net loss per basic and diluted share is based on 43.7 million weighted-average shares outstanding.

  • Quarterly Conference Call

    Workiva will host a conference call today at 5:00 p.m. ET to review the Company’s financial results for the third quarter 2018, in addition to discussing the Company’s outlook for the fourth quarter and full year 2018. To access this call, dial 866-393-4306 (domestic) or 734-385-2616 (international). The conference ID is 4170638. A live webcast of the conference call will be accessible in the “Investor Relations” section of Workiva’s website at www.workiva.com. A replay of this conference call can also be accessed through November 14, 2018 at 855-859-2056 (domestic) or 404-537-3406 (international). The replay pass code is 4170638. An archived webcast of this conference call will also be available an hour after the completion of the call in the “Investor Relations” section of the Company’s website at www.workiva.com.


    About Workiva

    Workiva delivers Wdesk, a leading enterprise cloud platform for data collaboration, reporting and compliance that is used by thousands of organizations worldwide, including over 75 percent of the Fortune 500®. Companies of all sizes, state and local governments and educational institutions use Wdesk to help mitigate risk, improve productivity and gain confidence in their data-driven decisions.

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    Non-GAAP Financial Measures

    The non-GAAP adjustments referenced herein relate to the exclusion of stock-based compensation and CEO separation expense. A reconciliation of GAAP to non-GAAP historical financial measures has been provided in Table I at the end of this press release. A reconciliation of GAAP to non-GAAP guidance has been provided in Table II at the end of this press release.

    Workiva believes that the use of non-GAAP gross profit and gross margin, non-GAAP loss from operations, non-GAAP net loss and non-GAAP net loss per share is helpful to its investors. These measures, which are referred to as non-GAAP financial measures, are not prepared in accordance with generally accepted accounting principles in the United States, or GAAP. Non-GAAP gross profit is calculated by excluding stock-based compensation expense attributable to cost of revenues from gross profit. Non-GAAP gross margin is the ratio calculated by dividing non-GAAP gross profit by revenues. Non-GAAP loss from operations is calculated by excluding stock-based compensation expense and CEO separation expense from loss from operations. Non-GAAP net loss is calculated by excluding stock-based compensation expense, net of tax, and CEO separation expense from net loss. Non-GAAP net loss per share is calculated by dividing non-GAAP net loss by the weighted- average shares outstanding as presented in the calculation of GAAP net loss per share. Because of varying available valuation methodologies, subjective assumptions and the variety of equity instruments that can impact a company’s non-cash expenses, Workiva believes that providing non-GAAP financial measures that exclude stock-based compensation expense allows for more meaningful comparisons between its operating results from period to period. Because of the non-recurring nature of CEO separation expense, Workiva believes this expense is not representative of ongoing operating costs. Workiva’s management excludes CEO separation expense when evaluating its ongoing performance and/or predicting its operating trends and believes that its investors should have access to the same set of tools that we use in analyzing results. Workiva’s management uses these non-GAAP financial measures as tools for financial and operational decision making and for evaluating Workiva’s own operating results over different periods of time.

    Non-GAAP financial measures may not provide information that is directly comparable to that provided by other companies in Workiva’s industry, as other companies in the industry may calculate non-GAAP financial results differently. In addition, there are limitations in using non-GAAP financial measures because the non-GAAP financial measures are not prepared in accordance with GAAP, may be different from non-GAAP financial measures used by other companies and exclude expenses that may have a material impact on Workiva’s reported financial results. Further, stock-based compensation expense has been and will continue to be for the foreseeable future a significant recurring expense in Workiva’s business and an important part of the compensation provided to its employees. The presentation of non-GAAP financial information is not meant to be considered in isolation or as a substitute for the directly comparable financial measures prepared in accordance with GAAP. Investors should review the reconciliation of non-GAAP financial measures to the comparable GAAP financial measures included below, and not rely on any single financial measure to evaluate Workiva’s business.


    Safe Harbor Statement

    Certain statements in this press release are “forward-looking statements” within the meaning of Section 21E of the Securities Exchange Act of 1934, as amended, and are subject to the safe harbor created thereby. These statements relate to future events or the Company’s future financial performance and involve known and unknown risks, uncertainties and other factors that may cause the actual results, levels of activity, performance or achievements of the Company or its industry to be materially different from those expressed or implied by any forward-looking statements. In particular, statements about the Company’s expectations, beliefs, plans, objectives, assumptions, future events or future performance contained in this press release are forward-looking statements. In some cases, forward-looking statements can be identified by terminology such as “may,” “will,” “could,” “would,” “should,” “expect,” “plan,” “anticipate,” “intend,” “believe,” “estimate,” “predict,” “potential,” “outlook,” “guidance” or the negative of those terms or other comparable terminology.

    Please see the Company’s documents filed or to be filed with the Securities and Exchange Commission, including the Company’s annual reports filed on Form 10-K and quarterly reports on Form 10-Q, and any amendments thereto for a discussion of certain important risk factors that relate to forward-looking statements contained in this report. The Company has based these forward-looking statements on its current expectations, assumptions, estimates and projections. While the Company believes these expectations, assumptions, estimates and projections are reasonable, such forward-looking statements are only predictions and involve known and unknown risks and uncertainties, many of which are beyond the Company’s control. These and other important factors may cause actual results, performance or achievements to differ materially from those expressed or implied by these forward-looking statements. Any forward-looking statements are made only as of the date hereof, and unless otherwise required by applicable securities laws, the Company disclaims any intention or obligation to update or revise any forward-looking statements, whether as a result of new information, future events or otherwise.






    WORKIVA INC.

    UNAUDITED CONSOLIDATED STATEMENTS OF OPERATIONS
    (in thousands, except share and per share amounts)
    Three months ended September 30, Nine months ended September 30,
    2018 2017 2018 2017
    Revenue
    Subscription and support
    $ 51,306 $ 43,214 $ 146,613 $ 123,734
    Professional services
    9,567 8,854 33,296 29,629
    Total revenue 60,873 52,068 179,909 153,363
    Cost of revenue
    Subscription and support (1)
    8,139 8,472 25,578 23,867
    Professional services (1)
    7,520 7,180 22,888 20,289
    Total cost of revenue 15,659 15,652 48,466 44,156
    Gross profit 45,214 36,416 131,443 109,207
    Operating expenses
    Research and development (1)
    19,984 17,527 60,829 49,302
    Sales and marketing (1)
    24,068 23,712 67,326 62,212
    General and administrative (1)
    11,864 8,959 45,286 27,323
    Total operating expenses 55,916 50,198 173,441 138,837
    Loss from operations (10,702) (13,782) (41,998) (29,630)
    Interest expense (448) (464) (1,347) (1,394)
    Other income, net 203 198 1,038 986
    Loss before provision for income taxes (10,947) (14,048) (42,307) (30,038)
    Provision for income taxes 17 25 43 67
    Net loss $ (10,964) $ (14,073) $ (42,350) $ (30,105)
    Net loss per common share:
    Basic and diluted
    $ (0.25) $ (0.34) $ (0.98) $ (0.73)
    Weighted-average common shares outstanding - basic and diluted
    43,973,428 41,815,139 43,359,939 41,453,736

    (1) Includes stock-based compensation expense as follows:
    Three months ended September 30, Nine months ended September 30,
    2018 2017 2018 2017
    Cost of revenue
    Subscription and support
    $ 161 $ 204 $ 560 $ 522
    Professional services
    153 129 449 329
    Operating expenses
    Research and development
    1,624 601 4,140 1,566
    Sales and marketing
    1,397 788 3,950 2,141
    General and administrative
    3,614 2,942 14,220 8,642




    WORKIVA INC.

    CONSOLIDATED BALANCE SHEETS
    (in thousands)
    September 30, 2018 December 31, 2017
    (unaudited)
    Assets
    Current assets
    Cash and cash equivalents
    $ 71,843 $ 60,333
    Marketable securities
    25,145 16,364
    Accounts receivable, net
    40,697 28,800
    Deferred commissions
    5,887 2,376
    Other receivables
    1,392 975
    Prepaid expenses
    5,727 6,444
    Total current assets
    150,691 115,292
    Property and equipment, net
    39,759 40,444
    Deferred commissions, non-current
    7,368
    Intangible assets, net
    1,216 1,118
    Other assets
    1,414 861
    Total assets
    $ 200,448 $ 157,715
    Liabilities and Stockholders’ Deficit
    Current liabilities
    Accounts payable
    $ 5,053 $ 3,060
    Accrued expenses and other current liabilities
    34,146 20,212
    Deferred revenue
    128,435 104,684
    Deferred government grant obligation
    228 217
    Current portion of capital lease and financing obligations
    1,181 1,168
    Total current liabilities
    169,043 129,341
    Deferred revenue, non-current
    20,650 22,709
    Deferred government grant obligation
    81 278
    Other long-term liabilities
    5,428 3,896
    Capital lease and financing obligations
    17,533 18,425
    Total liabilities
    212,735 174,649
    Stockholders’ deficit
    Common stock
    44 42
    Additional paid-in-capital
    286,888 248,289
    Accumulated deficit
    (299,306) (265,337)
    Accumulated other comprehensive income
    87 72
    Total stockholders’ deficit (12,287) (16,934)
    Total liabilities and stockholders’ deficit $ 200,448 $ 157,715




    WORKIVA INC.

    UNAUDITED CONSOLIDATED STATEMENTS OF CASH FLOWS
    (in thousands)
    Three months ended September 30, Nine months ended September 30,
    2018 2017 2018 2017
    Cash flows from operating activities
    Net loss $ (10,964) $ (14,073) $ (42,350) $ (30,105)
    Adjustments to reconcile net loss to net cash provided by operating activities
    Depreciation and amortization
    1,133 854 2,881 2,612
    Stock-based compensation expense
    6,949 4,664 23,319 13,200
    Provision for (recovery of) doubtful accounts 128 (691) 311 (259)
    Realized gain on sale of available-for-sale securities, net
    (Accretion) amortization of premiums and discounts on marketable securities, net (66) 24 (63) 83
    Recognition of deferred government grant obligation
    (207) (208) (943)
    Deferred income tax
    (4) (4)
    Changes in assets and liabilities:
    Accounts receivable
    (1,691) (757) 4,615 (1,299)
    Deferred commissions
    (1,939) (179) (5,608) (330)
    Other receivables
    (591) 468 (416) 443
    Prepaid expenses
    2,501 5,123 712 3,097
    Other assets
    (389) (87) (557) (74)
    Accounts payable
    616 669 1,999 1,008
    Deferred revenue
    8,630 5,904 15,032 24,398
    Accrued expenses and other liabilities
    3,269 3,474 7,156 (83)
    Net cash provided by operating activities 7,582 5,186 6,819 11,748
    Cash flows from investing activities
    Purchase of property and equipment
    (523) (987) (742) (1,134)
    Purchase of marketable securities
    (6,441) (5,017) (17,724) (11,367)
    Maturities of marketable securities
    4,600 2,830 9,000 7,681
    Purchase of intangible assets
    (46) (55) (174) (144)
    Net cash used in investing activities (2,410) (3,229) (9,640) (4,964)


    WORKIVA INC.

    UNAUDITED CONSOLIDATED STATEMENTS OF CASH FLOWS
    (in thousands)
    Three months ended September 30, Nine months ended September 30,
    2018 2017 2018 2017
    Cash flows from financing activities
    Proceeds from option exercises
    7,534 1,154 13,927 6,669
    Taxes paid related to net share settlements of stock-based compensation awards
    (1,861) (936)
    Proceeds from shares issued in connection with employee stock purchase plan
    1,846 3,216
    Repayment of other long-term debt
    (53) (73)
    Principal payments on capital lease and financing obligations
    (287) (348) (879) (1,135)
    Proceeds from government grants
    22 22
    Payments of issuance costs on line of credit
    (71) (81)
    Net cash provided by financing activities 9,093 682 14,425 4,466
    Effect of foreign exchange rates on cash 83 93 (94) 187
    Net increase in cash and cash equivalents 14,348 2,732 11,510 11,437
    Cash and cash equivalents at beginning of period 57,495 59,986 60,333 51,281
    Cash and cash equivalents at end of period $ 71,843 $ 62,718 $ 71,843 $ 62,718




    TABLE I
    WORKIVA INC.
    RECONCILIATION OF NON-GAAP INFORMATION
    (in thousands, except share and per share)
    Three months ended September 30, Nine months ended September 30,
    2018 2017 2018 2017
    Gross profit, subscription and support $ 43,167 $ 34,742 $ 121,035 $ 99,867
    Add back: Stock-based compensation
    161 204 560 522
    Gross profit, subscription and support, non-GAAP $ 43,328 $ 34,946 $ 121,595 $ 100,389
    As a percentage of subscription and support revenue, non-GAAP 84.5 % 80.9 % 82.9 % 81.1 %
    Gross profit, professional services $ 2,047 $ 1,674 $ 10,408 $ 9,340
    Add back: Stock-based compensation
    153 129 449 329
    Gross profit, professional services, non-GAAP $ 2,200 $ 1,803 $ 10,857 $ 9,669
    As a percentage of professional services revenue, non-GAAP 23.0 % 20.4 % 32.6 % 32.6 %
    Gross profit $ 45,214 $ 36,416 $ 131,443 $ 109,207
    Add back: Stock-based compensation
    314 333 1,009 851
    Gross profit, non-GAAP $ 45,528 $ 36,749 $ 132,452 $ 110,058
    As percentage of revenue, non-GAAP 74.8 % 70.6 % 73.6 % 71.8 %
    Research and development $ 19,984 $ 17,527 $ 60,829 $ 49,302
    Less: Stock-based compensation
    1,624 601 4,140 1,566
    Research and development, non-GAAP $ 18,360 $ 16,926 $ 56,689 $ 47,736
    As percentage of revenue, non-GAAP 30.2 % 32.5 % 31.5 % 31.1 %
    Sales and marketing $ 24,068 $ 23,712 $ 67,326 $ 62,212
    Less: Stock-based compensation
    1,397 788 3,950 2,141
    Sales and marketing, non-GAAP $ 22,671 $ 22,924 $ 63,376 $ 60,071
    As percentage of revenue, non-GAAP 37.2 % 44.0 % 35.2 % 39.2 %
    General and administrative $ 11,864 $ 8,959 $ 45,286 $ 27,323
    Less: Stock-based compensation
    3,614 2,942 10,599 8,642
    Less: CEO separation expense(1)
    9,527
    General and administrative, non-GAAP $ 8,250 $ 6,017 $ 25,160 $ 18,681
    As percentage of revenue, non-GAAP 13.6 % 11.6 % 14.0 % 12.2 %
    Loss from operations $ (10,702) $ (13,782) $ (41,998) $ (29,630)
    Add back: Stock-based compensation
    6,949 4,664 19,698 13,200
    Add back: CEO separation expense(1)
    9,527
    Loss from operations, non-GAAP $ (3,753) $ (9,118) $ (12,773) $ (16,430)
    As percentage of revenue, non-GAAP (6.2) % (17.5) % (7.1) % (10.7) %
    Net loss $ (10,964) $ (14,073) $ (42,350) $ (30,105)
    Add back: Stock-based compensation
    6,949 4,664 19,698 13,200


    Add back: CEO separation expense(1)
    9,527
    Net loss, non-GAAP $ (4,015) $ (9,409) $ (13,125) $ (16,905)
    As percentage of revenue, non-GAAP (6.6) % (18.1) % (7.3) % (11.0) %
    Net loss per basic and diluted share: $ (0.25) $ (0.34) $ (0.98) $ (0.73)
    Add back: Stock-based compensation
    0.16 0.11 0.46 0.32
    Add back: CEO separation expense(1)
    0.22
    Net loss per basic and diluted share, non-GAAP $ (0.09) $ (0.23) $ (0.30) $ (0.41)
    Weighted-average common shares outstanding - basic and diluted, non-GAAP
    43,973,428 41,815,139 43,359,939 41,453,736

    (1) CEO separation expense in the nine months ended September 30, 2018 includes stock-based compensation of $3.6 million related to the acceleration of eligible stock awards and separation payment expense of $5.9 million pursuant to the former CEO’s employment agreement. Included as separation payment expense are cash payments made in excess of the related bonus accrual recorded through the date of separation.



    TABLE II
    WORKIVA INC.
    RECONCILIATION OF NON-GAAP GUIDANCE
    (in thousands, except share and per share data)
    Three months ending December 31, 2018
    Year ending December 31, 2018
    Loss from operations, GAAP range $ (11,500) - $ (11,900) $ (53,500) - $ (53,900)
    Add back: Stock-based compensation
    7,200 7,200 26,873 26,873
    Add back: CEO separation expense(1)
    9,527 9,527
    Loss from operations, non-GAAP range $ (4,300) - $ (4,700) $ (17,100) - $ (17,500)
    Net loss per share, GAAP range $ (0.26) - $ (0.27) $ (1.24) - $ (1.25)
    Add back: Stock-based compensation
    0.16 0.16 0.62 0.62
    Add back: CEO separation expense(1)
    0.22 0.22
    Net loss per share, non-GAAP range $ (0.10) - $ (0.11) $ (0.40) - $ (0.41)
    Weighted-average common shares outstanding - basic and diluted
    44,600,000 44,600,000 43,700,000 43,700,000

    (1) CEO separation expense in the year ending December 31, 2018 includes stock-based compensation of $3.6 million related to the acceleration of eligible stock awards and separation payments of $5.9 million pursuant to the former CEO’s employment agreement. Included as separation payment expense are cash payments made in excess of the related bonus accrual recorded through the date of separation.



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    Investor Relations Contact 
    Adam Rogers
    Workiva Inc.
    investor@workiva.com
    1.515.663.4471
    Media Contact 
    Kevin McCarthy
    Workiva Inc.
    press@workiva.com
    1.515.663.4471