Medallia Reports Record Second Quarter Fiscal 2021 Revenue
Medallia, Inc. (NYSE: MDLA), the global leader in experience management, today announced financial results for the quarter ended July 31, 2020.
“We posted strong second quarter results, with record subscription and total quarterly revenue,” noted Leslie Stretch, president and chief executive officer of Medallia. “We posted a record number of go-lives during the quarter. We expanded our offerings in telehealth, public sector and our new economy offerings such as real-time customer alerts, contact-less interactions and digital expansions.”
“The global acceleration of digital transformation has brought customer experience to the forefront and has heightened the need for customer intelligence. The intelligence of Medallia’s AI and machine learning platform drives real-time insight into customer behavior, drives customer retention and enhances ROI,” concluded Stretch.
Financial Highlights for the Second Quarter of Fiscal 2021
Total revenue for the quarter was $115.5 million, an increase of 21% from the same period last year. Subscription revenue was $92.8 million, an increase of 25% from the same period last year. Loss from operations for the quarter was $34.5 million, compared to loss from operations of $38.5 million in the same period last year. Non-GAAP income from operations for the second quarter was $2.5 million, compared to a loss of $2.4 million in the same period last year. Net loss for the quarter was $35.2 million, or ($0.25) per share, basic and diluted, compared to net loss of $38.3 million, or ($0.87) per share, basic and diluted, in the same period last year. Non-GAAP net income was $1.0 million, or $0.01 per share, diluted, compared to a non-GAAP net loss of $2.6 million, or ($0.06) per share, basic and diluted, in the same period last year. Cash, cash equivalents and marketable securities were $347.5 million as of July 31, 2020.For information regarding the non-GAAP financial measures discussed in this press release, please see the section titled “Non-GAAP Financial Measures.” Reconciliations between GAAP and non-GAAP financial measures are provided in the tables of this press release.
Recent Company Highlights
Recent wins include: 100%Open, Ace Hardware, Adelaide Brighton, Banco BPM, Brightstar Corp, Cognex, Commercetools, Coupa, Dasher Technologies, Economical Mutual Insurance Company, Epredia, Hong Kong Express Airways, Idaho Board of Dentistry, MavenLink, Mitek Systems, the Public Sector Commission in Western Australia, UAB Health System, U.S. Department of Health & Human Services, Qual Street, University of Sydney and Xsolis. Partnered with Adobe to deliver a complete view of the end-to-end customer experience journey. Launched Medallia Total Healthcare Experience, including the Consumer Assessment of Healthcare Providers and Systems (CAHPS and HCAHPS) in partnership with Ipsos. Introduced Telemedicine suite streamlining telehealth and optimizing patient experience. Achieved HIPAA compliance for Medallia Zingle. Launched Medallia Speech, bringing world leading speech analytics to Medallia Experience Cloud. Introduced Service Experience Quickstart for ServiceNow. Opened a Singapore data center to support customer growth. Appointed James D. White, a seasoned business leader, to its board of directors.Financial Outlook
Medallia is providing the following guidance for the third quarter ending October 31, 2020.
Subscription revenue in the range of $94.6 million to $95.6 million. Total revenue in the range of $115.6 million to $117.6 million. GAAP loss from operations in the range of $34.8 million to $29.3 million. Non-GAAP income from operations in the range of $200,000 to $700,000.Conference Call
Medallia will host a conference call at 1:30 p.m. PT (4:30 p.m. ET) today to discuss the second quarter of fiscal 2021 and our outlook for the third quarter of fiscal 2021. The conference call will be available via live webcast and replay at the Investor Relations section of Medallia’s website: https://investor.medallia.com/events-and-presentations/default.aspx.
About Medallia
Medallia (NYSE: MDLA) is the pioneer and market leader in Experience Management. Medallia’s award-winning SaaS platform, the Medallia Experience Cloud, leads the market in the understanding and management of experience for customers, employees and citizens. Medallia captures experience signals created on daily journeys in person, on calls and digital channels, over video and social media and IoT interactions and applies proprietary AI technology to reveal personalized and predictive insights that can drive action with tremendous business results. Using Medallia Experience Cloud, customers can reduce churn, turn detractors into promoters and buyers, create in-the-moment cross-sell and up-sell opportunities and drive revenue-impacting business decisions, providing clear and potent returns on investment.
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, and the conference call will contain, non-GAAP financial measures, including non-GAAP gross profit and gross margin, non-GAAP subscription revenue gross profit and gross margin, non-GAAP operating expenses, non-GAAP income (loss) from operations, non-GAAP net income (loss) and non-GAAP net income (loss) per share, basic and diluted. Our management uses these non-GAAP financial measures internally in analyzing our financial results and believes they are useful to investors, as a supplement to the corresponding GAAP financial measures, in evaluating our ongoing operational performance and trends and in comparing our financial measures with other companies in the same industry, many of which present similar non-GAAP financial measures to help investors understand the operational performance of their businesses. However, it is important to note that the particular items we exclude from, or include in, our non-GAAP financial measures may differ from the items excluded from, or included in, similar non-GAAP financial measures used by other companies in the same industry. In addition, other companies may utilize metrics that are not similar to ours.
The non-GAAP financial information is presented for supplemental informational purposes only and 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. There are material limitations associated with the use of non-GAAP financial measures since they exclude significant expenses and income that are required by GAAP to be recorded in our financial statements. Please see the reconciliation tables at the end of this release for the reconciliation of GAAP and non-GAAP results. Management encourages investors and others to review Medallia’s financial information in its entirety and not rely on a single financial measure.
We adjust 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, from certain of our non-GAAP financial measures because we believe that excluding this item provides meaningful supplemental information regarding operational performance. In particular, companies calculate stock-based compensation expense using a variety of valuation methodologies and subjective assumptions.
Employer payroll tax related to stock-based compensation. We exclude cash expenses for employer payroll taxes related to stock-based compensation, from certain of our non-GAAP financial measures because we believe that excluding this item provides meaningful supplemental information regarding operational performance. In particular, this expense is tied to the exercise or vesting of underlying equity awards and the price of our common stock at the time of exercise or vesting, which may vary from period to period independent of the operating performance of our business.
Amortization of acquired intangible assets. We exclude amortization of acquired intangible assets, which is a non-cash expense, from certain of our non-GAAP financial measures. Our expenses for amortization of intangible assets are inconsistent in amount and frequency because they are significantly affected by the timing, size of acquisitions and the inherent subjective nature of purchase price allocations. We exclude these amortization expenses because we do not believe these expenses have a direct correlation to the operation of our business.
Acquisition-related costs. We exclude costs related to acquisitions from our non-GAAP financial measures. These costs include legal and transactional costs associated with acquisition activities.
Restructuring and other. We exclude restructuring and other from certain of our non-GAAP financial measures. Restructuring and other primarily consists of lease exit costs related to our office facilities.
Income tax benefits. We exclude tax benefits related to acquisitions from our non-GAAP financial measures. These tax benefits realized consist of the change in the valuation allowance resulting from acquisitions. In addition, we exclude tax benefits related to our stock option exercise deductions.
Non-GAAP Supplemental Financial Information
Subscription billings: We define subscription billings, a non-GAAP financial measure, as total subscription revenue plus the change in subscription deferred revenue and contract assets, excluding acquired contract assets.
Note on Forward-Looking Statements
The forward-looking statements included in this press release and in the accompanying conference call, including for example, the quotations of management, the statements under the heading “Financial Outlook” above, the information provided in the “Financial Outlook” section of the tables below, strategies, discussion of our commercial prospects, partnerships, estimates of future revenues, operating income/loss and expenses, stock-based compensation expense and related employer payroll tax expense, amortization of acquired intangible assets, acquisitions and acquisition-related costs, restructuring and other expenses, and income tax benefits reflect management’s best judgment based on factors currently known and involve risks and uncertainties. These risks and uncertainties include, but are not limited to, potential disruption of customer purchase decisions resulting from global economic conditions including from an economic downturn or recession in the United States or in other countries around the world, timing and size of orders, relative growth of our recurring revenue, potential decreases in customer spending, including as a result of the COVID-19 pandemic and related public health measures, uncertainty regarding purchasing trends in the cloud software market, customer cancellations or non-renewal of maintenance contracts or on-demand services, developments in and the duration of the COVID-19 pandemic and the resulting impact on our business and operations, and the business of our customers and partners, including the economic impact of safety measures to mitigate the impacts of COVID-19, our potential inability to manage effectively any growth we experience, our ability to develop new products and services, increased competition or new entrants in the marketplace, potential impact of acquisitions and investments, changes in staffing levels, and other risks detailed in registration statements and periodic reports we filed with the Securities and Exchange Commission, including our Annual Report on Form 10-K filed with the SEC on March 19, 2020 and our Quarterly Report on Form 10-Q filed with the SEC on June 9, 2020, which may be obtained on the Investor Relations section of Medallia’s website (https://investor.medallia.com/financials/sec-filings/default.aspx). Additionally, these forward-looking statements involve risk, uncertainties, and assumptions, including those related to the impacts of COVID-19 on our business and global economic conditions. Many of these assumptions relate to matters that are beyond our control and are changing rapidly, including, but not limited to, the timeframes for and severity of social distancing and other mitigation requirements, the impact of COVID-19 on our customers’ purchasing decisions and the length of our sales cycles, particularly for customers in certain industries highly affected by COVID-19. Significant variation from the assumptions underlying our forward-looking statements could cause our actual results to vary, and the impact could be significant. All forward-looking statements in this press release are based on information available to us as of the date hereof. We undertake no obligation, and do not intend, to update the information contained in this press release or the accompanying conference call, except as required by law.
© 2020 Medallia, Inc. All rights reserved. Medallia®, the Medallia logo, and the names and marks associated with Medallia’s products are trademarks of Medallia. All other trademarks are the property of their respective owners.
Medallia, Inc.
Condensed Consolidated Balance Sheets
(in thousands)
(unaudited)
July 31, 2020
January 31, 2020
Assets
Current assets:
Cash and cash equivalents
$
225,782
$
226,866
Marketable securities
121,741
116,833
Trade and other receivables, net of allowance for doubtful accounts of $3,173 and $982 as of July 31, 2020 and January 31, 2020, respectively
85,767
150,661
Deferred commissions, current
25,425
22,455
Prepaid expenses and other current assets
24,500
22,492
Total current assets
483,215
539,307
Property and equipment, net
38,717
34,879
Deferred commissions, noncurrent
56,120
51,540
Intangible assets, net
35,937
21,306
Goodwill
143,462
79,324
Other noncurrent assets
9,680
5,293
Total assets
$
767,131
$
731,649
Liabilities, and stockholders’ equity
Current liabilities:
Accounts payable
$
1,879
$
3,608
Accrued expenses and other current liabilities
27,415
20,268
Accrued compensation
31,922
37,160
Revolving line of credit
43,000
—
Deferred revenue, current
206,806
263,115
Total current liabilities
311,022
324,151
Deferred revenue, noncurrent
1,051
1,407
Deferred rent, noncurrent
5,173
2,799
Other liabilities
13,782
5,496
Total liabilities
331,028
333,853
Stockholders’ equity:
Common stock
142
132
Additional paid-in capital
986,232
878,843
Accumulated other comprehensive loss
(1,571)
(206)
Accumulated deficit
(548,700)
(480,973)
Total stockholders’ equity
436,103
397,796
Total liabilities and stockholders’ equity
$
767,131
$
731,649
Medallia, Inc.
Consolidated Statements of Operations
(in thousands, except per share data)
(unaudited)
Three Months Ended July 31,
Six Months Ended July 31,
2020
2019
2020
2019
Revenue:
Subscription
$
92,831
$
74,547
$
181,823
$
146,259
Professional services
22,694
21,123
46,393
43,030
Total revenue
115,525
95,670
228,216
189,289
Cost of revenue:
Subscription
19,130
14,699
36,474
28,160
Professional services
22,042
20,184
44,261
39,318
Total cost of revenue
41,172
34,883
80,735
67,478
Gross profit
74,353
60,787
147,481
121,811
Operating expenses:
Research and development
27,790
22,693
60,169
42,309
Sales and marketing
51,942
46,470
103,957
80,085
General and administrative
29,137
30,076
50,635
39,914
Total operating expenses
108,869
99,239
214,761
162,308
Loss from operations
(34,516)
(38,452)
(67,280)
(40,497)
Interest income and other income (expense), net
(448)
431
(273)
573
Loss before provision for income taxes
(34,964)
(38,021)
(67,553)
(39,924)
Provision for income taxes
234
263
174
919
Net loss
$
(35,198)
$
(38,284)
$
(67,727)
$
(40,843)
Net loss per share attributable to common stockholders, basic and diluted
$
(0.25)
$
(0.87)
$
(0.49)
$
(1.10)
Weighted-average shares used in computing net loss per share attributable to common stockholders, basic and diluted
142,479
43,986
139,272
37,248
GAAP to Non-GAAP Reconciliations
GAAP to Non-GAAP adjustments include stock-based compensation expense and related employer payroll tax expense, amortization of acquired intangible assets, acquisition-related costs, restructuring and other, and income tax benefits as follows:
Three Months Ended July 31,
Six Months Ended July 31,
2020
2019
2020
2019
Cost of revenue:
Subscription
$
2,411
$
1,192
$
4,372
$
1,521
Professional services
2,825
2,690
5,706
3,247
Operating expenses:
Research and development
5,101
3,658
17,412
5,241
Sales and marketing
10,002
8,477
20,538
9,976
General and administrative
16,673
20,071
25,266
20,146
Income tax benefits
(775)
(416)
(1,471)
(416)
Total
$
36,237
$
35,672
$
71,823
$
39,715
Medallia, Inc.
Condensed Consolidated Statements of Cash Flows
(in thousands)
(unaudited)
Six Months Ended July 31,
2020
2019
Operating activities
Net loss
$
(67,727)
$
(40,843)
Adjustments to reconcile net loss to net cash provided by (used in) operating activities:
Depreciation and amortization
11,790
6,718
Amortization of deferred commissions
12,433
8,687
Stock-based compensation expense
56,438
43,141
Impairment (gain) on property and equipment, and lease termination
—
(13,783)
Lease exit costs
7,634
—
Other
1,813
(560)
Changes in assets and liabilities:
Trade and other receivables
63,310
50,224
Deferred commissions
(19,983)
(15,785)
Prepaid expenses and other current assets
(2,214)
(7,405)
Other noncurrent assets
(1,404)
(36)
Accounts payable
(2,912)
1,832
Deferred revenue
(57,766)
(39,198)
Accrued expenses and other current liabilities
(4,295)
4,245
Other noncurrent liabilities
6,574
121
Net cash provided by (used in) operating activities
3,691
(2,642)
Investing activities
Purchases of property, equipment and other
(9,774)
(5,234)
Purchase of marketable securities
(139,196)
(76,122)
Maturities of marketable securities
133,473
23,125
Proceeds from sale of marketable securities
1,100
511
Acquisitions, net of cash acquired
(80,372)
(19,540)
Net cash used in investing activities
(94,769)
(77,260)
Financing activities
Proceeds from initial public offering net of issuance costs, underwriters discounts and commissions, and concurrent private placement
—
320,392
Proceeds from Series F convertible preferred stock, net of issuance costs
—
69,848
Proceeds from revolving line of credit
43,000
—
Proceeds from exercise of stock options
41,032
13,018
Proceeds from share purchase plan
10,267
—
Principal payments on capital leases
(2,117)
(1,469)
Repayment of debt assumed in acquisitions and other
(2,139)
(2,297)
Net cash provided by financing activities
90,043
399,492
Effect of exchange rate changes on cash and cash equivalents
(49)
(47)
Net (decrease) increase in cash and cash equivalents
(1,084)
319,543
Cash and cash equivalents at beginning of period
226,866
44,876
Cash and cash equivalents at end of period
$
225,782
$
364,419
Medallia, Inc.
GAAP to Non-GAAP Reconciliations
(in thousands, except percentages)
(unaudited)
Three Months Ended July 31,
Six Months Ended July 31,
2020
2019
2020
2019
Non-GAAP gross profit reconciliation:
GAAP gross profit
$
74,353
$
60,787
$
147,481
$
121,811
GAAP gross margin
64
%
64
%
65
%
64
%
Add:
Stock-based compensation
3,665
3,559
7,258
4,403
Employer payroll tax expense related to stock-based compensation
163
—
420
—
Amortization of acquired intangible assets
1,408
323
2,400
365
Non-GAAP gross profit
$
79,589
$
64,669
$
157,559
$
126,579
Non- GAAP gross margin
69
%
68
%
69
%
67
%
Three Months Ended July 31,
Six Months Ended July 31,
2020
2019
2020
2019
Non-GAAP subscription revenue gross profit reconciliation:
GAAP subscription revenue gross profit
$
73,701
$
59,848
$
145,349
$
118,099
GAAP subscription revenue gross margin
79
%
80
%
80
%
81
%
Add:
Stock-based compensation
946
869
1,855
1,156
Employer payroll tax expense related to stock-based compensation
57
—
117
—
Amortization of acquired intangible assets
1,408
323
2,400
365
Non-GAAP subscription revenue gross profit
$
76,112
$
61,040
$
149,721
$
119,620
Non-GAAP subscription revenue gross margin
82
%
82
%
82
%
82
%
Medallia, Inc.
GAAP to Non-GAAP Reconciliations
(in thousands, except percentages)
(unaudited)
Three Months Ended July 31,
Six Months Ended July 31,
2020
2019
2020
2019
Non-GAAP operating expense reconciliation:
GAAP operating expenses
$
108,869
$
99,239
$
214,761
$
162,308
GAAP operating expenses, as a % of total revenue
94
%
104
%
94
%
86
%
Add (subtract):
Stock-based compensation
(20,969)
(31,620)
(49,180)
(38,738)
Employer payroll tax expense related to stock-based compensation
(1,606)
—
(3,565)
—
Amortization of acquired intangible assets
(688)
(2)
(1,107)
(2)
Acquisition-related costs
(797)
(584)
(1,648)
(676)
Restructuring and other
(7,716)
—
(7,716)
4,053
Non-GAAP operating expenses
$
77,093
$
67,033
$
151,545
$
126,945
Non-GAAP operating expenses, as a % of total revenue
67
%
70
%
66
%
67
%
Three Months Ended July 31,
Six Months Ended July 31,
2020
2019
2020
2019
Non-GAAP income (loss) from operations reconciliation:
GAAP loss from operations
$
(34,516)
$
(38,452)
$
(67,280)
$
(40,497)
GAAP loss from operations, as a % of total revenue
(30)
%
(40)
%
(29)
%
(21)
%
Add (subtract):
Stock-based compensation
24,634
35,179
56,438
43,141
Employer payroll tax expense related to stock-based compensation
1,769
—
3,985
—
Amortization of acquired intangible assets
2,096
325
3,507
367
Acquisition-related costs
797
584
1,648
676
Restructuring and other
7,716
—
7,716
(4,053)
Non-GAAP income (loss) from operations
$
2,496
$
(2,364)
$
6,014
$
(366)
Non-GAAP income (loss) from operations, as a % of total revenue
2
%
(2)
%
3
%
—
%
Medallia, Inc.
GAAP to Non-GAAP Reconciliations
(in thousands, except percentages)
(unaudited)
Three Months Ended July 31,
Six Months Ended July 31,
2020
2019
2020
2019
Non-GAAP net loss reconciliation:
GAAP net loss
$
(35,198)
$
(38,284)
$
(67,727)
$
(40,843)
GAAP net loss as a % of total revenue
(30)
%
(40)
%
(30)
%
(22)
%
Add (subtract):
Stock-based compensation
24,634
35,179
56,438
43,141
Employer payroll tax expense related to stock-based compensation
1,769
—
3,985
—
Amortization of acquired intangible assets
2,096
325
3,507
367
Acquisition-related costs
797
584
1,648
676
Restructuring and other
7,716
—
7,716
(4,053)
Income tax benefits
(775)
(416)
(1,471)
(416)
Non-GAAP net income (loss)
$
1,039
$
(2,612)
$
4,096
$
(1,128)
Non-GAAP net income (loss) as a % of total revenue
1
%
(3)
%
2
%
(1)
%
Weighted average shares - basic
142,479
43,986
139,272
37,248
Weighted average shares - diluted
173,335
43,986
171,498
37,248
Medallia, Inc.
Non-GAAP Supplemental Financial Information
(in thousands, except percentages)
(unaudited)
Trailing Twelve Months Ended July 31,
Subscription Billings
2020
2019
Subscription revenue
$
347,731
$
277,374
Increase in subscription deferred revenue
34,450
36,332
(Increase) decrease in contract assets
(2,448)
3,442
Subscription billings
$
379,733
$
317,148
Subscription billings growth rate
20
%
33
%
Medallia, Inc.
Financial Outlook
(in thousands, except percentages)
(unaudited)
The guidance figures provided below and elsewhere in this press release are forward-looking statements, reflect a number of estimates, assumptions and other uncertainties, and are approximate in nature because the Company's future performance is difficult to predict. Such guidance is based on information available on the date of this press release, and the Company assumes no obligation to update.
REVENUE GUIDANCE
Three Months Ended October 31, 2020
Low
High
Subscription revenue
$94,600
$95,600
Total revenue
$115,600
$117,600
RECONCILIATION OF GAAP TO NON-GAAP FORWARD LOOKING GUIDANCE MEASURES
Three Months Ended October 31, 2020
Low
High
GAAP loss from operations
$
(34,800)
$
(29,300)
Stock-based compensation
26,500
24,500
Employer payroll tax expense related to stock-based compensation
2,000
1,000
Amortization of acquired intangible assets
3,800
3,300
Acquisition-related costs
2,000
1,000
Restructuring and other
700
200
Non-GAAP income from operations
$
200
$
700
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