HubSpot Reports Q2 2018 Results
CAMBRIDGE, Mass., Aug. 1, 2018 /PRNewswire/ -- HubSpot, Inc. (NYSE: HUBS), a leading growth platform, today announced financial results for the second quarter ended June 30, 2018.
Financial Highlights:
Revenue
-- Total revenue was $122.6 million, up 38% compared to the second quarter
of 2017.
-- Subscription revenue was $116.6 million, up 38% compared to the second
quarter of 2017.
-- Professional services and other revenue was $6.0 million, up 27%
compared to the second quarter of 2017.
Operating Income (Loss)
-- GAAP operating margin was (11.5%) for the quarter, compared to (11.9%)
in the second quarter of 2017.
-- Non-GAAP operating margin was 5.3% for the quarter, an improvement of
approximately 2.6 percentage points from 2.7% in the second quarter of
2017.
-- GAAP operating loss was ($14.1) million for the quarter, compared to
($10.6) million in the second quarter of 2017.
-- Non-GAAP operating income was $6.5 million for the quarter, compared to
$2.4 million in the second quarter of 2017. Non-GAAP operating income
and margin excludes stock-based compensation expense, amortization of
acquired intangible assets, and acquisition related expenses.
Net Income (Loss)
-- GAAP net loss was ($18.2) million, or ($0.48) per basic and diluted
share for the quarter, compared to ($9.5) million, or ($0.26) per basic
and diluted share, in the second quarter of 2017.
-- Non-GAAP net income was $7.4 million, or $0.19 per basic and $0.18 per
diluted share for the quarter, compared to $2.6 million, or $0.07 per
basic and diluted share, in the second quarter of 2017. Non-GAAP net
income per share excludes stock-based compensation expense, amortization
of acquired intangible assets, acquisition related expenses, non-cash
interest expense for amortization of debt discount and debt issuance
costs, and the deferred income tax benefit from convertible notes.
-- Second quarter weighted average basic and diluted shares outstanding for
GAAP net loss per share was 38.4 million, compared to 36.7 million basic
and diluted shares in the second quarter of 2017.
-- Second quarter weighted average basic and diluted shares outstanding for
non-GAAP net income per share was 38.4 million and 41.8 million
respectively, compared to 36.7 million and 39.2 million, respectively,
in the second quarter of 2017.
Balance Sheet and Cash Flow
-- The company's cash, cash equivalents and investments balance was $566.6
million as of June 30, 2018.
-- During the second quarter, the company generated $5.2 million of free
cash flow compared to $1.8 million during the second quarter of 2017.
Additional Recent Business Highlights
-- Grew total customers to 48,091 at June 30, 2018, up 40% from June 30,
2017.
-- Total average subscription revenue per customer was $10,004 during the
second quarter of 2018 down 2% compared to the second quarter of 2017.
"Q2 was another strong quarter for HubSpot and I'm really pleased with our results," said Brian Halligan, co-founder and CEO. "We're starting to see the fruits of our investment in R&D and we're excited about the progress we've made towards building out our suite of products. We also added a great new CFO in Kate Bueker. I've never been more excited about the future of HubSpot."
Business Outlook
Based on information available as of August 1, 2018, HubSpot is issuing guidance for the third quarter of 2018 and raising guidance for full year 2018 as indicated below.
Third Quarter 2018:
-- Total revenue is expected to be in the range of $125.6 million to $126.6
million.
-- Non-GAAP operating income is expected to be in the range of $1.0 million
to $2.0 million. This excludes stock-based compensation expense of
approximately $19.2 million, amortization of acquired intangible assets
of approximately $500 thousand, and acquisition related expenses of
approximately $800 thousand.
-- Non-GAAP net income per common share is expected to be in the range of
$0.03 to $0.05. This excludes stock-based compensation expense of
approximately $19.2 million, amortization of acquired intangible assets
of approximately $500 thousand, acquisition related expenses of
approximately $800 thousand, and non-cash interest expense for the
amortization of debt discount and debt issuance costs of approximately
$5.1 million. This assumes approximately 43.1 million weighted average
diluted shares outstanding.
Full Year 2018:
-- Total revenue is expected to be in the range of $496.8 million to
$498.8 million, up from our previously guided range of $489 million to
$492 million.
-- Non-GAAP operating income is expected to in be in the range of $24.3
million to $26.3 million, up from our previously guided range of $22
million to $25 million. This excludes stock-based compensation expense
of approximately $75 million, amortization of acquired intangible assets
of approximately $1.4 million, and acquisition related expenses of
approximately $2.7 million.
-- Non-GAAP net income per common share is expected to be in the range of
$0.63 to $0.67, up from our previously guided range of $0.59 to $0.65.
This excludes stock-based compensation expense of approximately $75
million, amortization of acquired intangible assets of approximately
$1.4 million, acquisition related expenses of approximately $2.7
million, and non-cash interest expense for the amortization of debt
discount and debt issuance costs of approximately $20.3 million. This
assumes approximately 42.5 million weighted average diluted shares
outstanding.
HubSpot's estimates of stock-based compensation, amortization of acquired intangible assets, acquisition-related expenses, and non-cash interest expense for amortization of debt discount and debt issuance costs in future periods assume, among other things, the occurrence of no additional acquisitions, investments or restructurings, and no further revisions to stock-based compensation and related expenses.
Conference Call Information
HubSpot will host a conference call on Wednesday, August 1, 2018 at 4:30 p.m. Eastern Time (ET) to discuss the company's second quarter financial results and its business outlook. To access this call, dial (866) 393-4306 (domestic) or (734) 385-2616 (international). The conference ID is 8395876. Additionally, a live webcast of the conference call will be available in the "Investors" section of HubSpot's website at www.hubspot.com.
Following the conference call, a replay will be available at (855) 859-2056 (domestic) or (404) 537-3406 (international). The replay pass code is 8395876. An archived webcast of this conference call will also be available in the "Investors" section of HubSpot's website at www.hubspot.com.
The company has used, and intends to continue to use, the investor relations portion of its website as a means of disclosing material non-public information and for complying with disclosure obligations under Regulation FD.
About HubSpot
HubSpot is a leading growth platform. Over 48,000 total customers in over 100 countries use HubSpot's award-winning software, services, and support to create an inbound experience that will attract, engage, and delight customers. Learn more at www.hubspot.com.
The tables at the end of this press release include a reconciliation of GAAP to non-GAAP operating income (loss), operating margin, subscription margin, expense, expense as a percentage of revenue, net income (loss), and free cash flow for the three and six months ended June 30, 2018 and 2017. An explanation of these measures is also included below under the heading "Non-GAAP Financial Measures."
Cautionary Language Concerning Forward-Looking Statements
This press release includes certain "forward-looking statements" within the meaning of the Private Securities Litigation Reform Act of 1995, including statements regarding management's expectations of future financial and operational performance and operational expenditures, expected growth, and business outlook, including our financial guidance for the third fiscal quarter and full year 2018; statements regarding our plans to build out our product suite; and statements regarding our ability to achieve continued success into the future. These forward-looking statements include, but are not limited to, plans, objectives, expectations and intentions and other statements contained in this press release that are not historical facts and statements identified by words such as "expects," "anticipates," "intends," "plans," "believes," "seeks," "estimates" or words of similar meaning. These forward-looking statements reflect our current views about our plans, intentions, expectations, strategies and prospects, which are based on the information currently available to us and on assumptions we have made. Although we believe that our plans, intentions, expectations, strategies and prospects as reflected in or suggested by those forward-looking statements are reasonable, we can give no assurance that the plans, intentions, expectations or strategies will be attained or achieved. Furthermore, actual results may differ materially from those described in the forward-looking statements and will be affected by a variety of risks and factors that are beyond our control including, without limitation, our history of losses, our ability to retain existing customers and add new customers, the continued growth of the market for an inbound platform; our ability to differentiate our platform from competing products and technologies; our ability to manage our growth effectively to maintain our high level of service; our ability to maintain and expand relationships with our marketing agency partners; our ability to successfully acquire and integrate companies and assets; our ability to successfully recruit and retain highly-qualified personnel; the price volatility of our common stock, and other risks set forth under the caption "Risk Factors" in our Quarterly Report on Form 10-Q filed on May 10, 2018 and our other SEC filings. We assume no obligation to update any forward-looking statements contained in this document as a result of new information, future events or otherwise.
Consolidated Balance Sheets
(in thousands)
June 30, December 31,
2018 2017
---- ----
Assets
Current assets:
Cash and cash equivalents $98,426 $87,680
Short-term investments 451,830 416,663
Accounts receivable - net of allowance for doubtful accounts of $931 53,496 60,676
and $638 at June 30, 2018 and December 31, 2017, respectively
Deferred commission expense 15,220 13,343
Restricted cash 5,175 4,757
Prepaid hosting costs 1,568 4,964
Prepaid expenses and other current assets 21,305 14,418
------ ------
Total current assets 647,020 602,501
Long-term investments 16,375 31,394
Property and equipment, net 49,311 43,294
Capitalized software development costs, net 11,477 8,760
Restricted cash 13,293 -
Other assets 6,183 4,964
Intangible assets 6,212 6,312
Goodwill 14,950 14,950
------ ------
Total assets $764,821 $712,175
======== ========
Liabilities and stockholders' equity
Current liabilities:
Accounts payable $5,716 $4,657
Accrued compensation costs 14,931 16,329
Other accrued expenses 25,692 20,430
Deferred revenue 151,906 136,880
------- -------
Total current liabilities 198,245 178,296
Deferred rent, net of current portion 24,219 18,868
Deferred revenue, net of current portion 1,891 2,277
Other long-term liabilities 4,418 3,927
Convertible senior notes 308,409 298,447
------- -------
Total liabilities 537,182 501,815
------- -------
Stockholders' equity:
Common stock 39 38
Additional paid-in capital 542,543 496,461
Accumulated other comprehensive loss (714) (57)
Accumulated deficit (314,229) (286,082)
-------- --------
Total stockholders' equity 227,639 210,360
------- -------
Total liabilities and stockholders' equity $764,821 $712,175
======== ========
Consolidated Statements of Operations
(in thousands, except per share data)
For the Three Months Ended June 30, For the Six Months Ended June 30,
----------------------------------- ---------------------------------
2018 2017 2018 2017
---- ---- ---- ----
Revenues:
Subscription $116,566 $84,363 $225,168 $161,866
Professional services and other 6,010 4,730 11,964 9,479
----- ----- ------ -----
Total revenue 122,576 89,093 237,132 171,345
------- ------ ------- -------
Cost of revenues:
Subscription 16,964 12,492 32,199 23,901
Professional services and other 7,887 6,099 15,029 11,762
----- ----- ------ ------
Total cost of revenues 24,851 18,591 47,228 35,663
------ ------ ------ ------
Gross profit 97,725 70,502 189,904 135,682
------ ------ ------- -------
Operating expenses:
Research and development 28,485 15,889 54,837 29,259
Sales and marketing 65,281 50,708 125,191 97,380
General and administrative 18,011 14,482 35,252 27,620
------ ------ ------ ------
Total operating expenses 111,777 81,079 215,280 154,259
------- ------ ------- -------
Loss from operations (14,052) (10,577) (25,376) (18,577)
------- ------- ------- -------
Other expense:
Interest income 2,092 734 3,916 1,037
Interest expense (5,326) (2,832) (10,500) (2,884)
Other expense (527) (97) (810) (225)
---- --- ---- ----
Total other expense (3,761) (2,195) (7,394) (2,072)
------ ------ ------ ------
Loss before income tax (expense) benefit (17,813) (12,772) (32,770) (20,649)
Income tax (expense) benefit (412) 3,251 (903) 3,053
---- ----- ---- -----
Net loss $(18,225) $(9,521) $(33,673) $(17,596)
======== ======= ======== ========
Net loss per share, basic and diluted $(0.48) $(0.26) $(0.88) $(0.48)
Weighted average common shares used in 38,350 36,654 38,093 36,431
computing basic and diluted net loss per share:
Consolidated Statements of Cash Flows
(in thousands)
Three Months Ended Six Months Ended
June 30, June 30,
-------- --------
2018 2017 2018 2017
---- ---- ---- ----
Operating Activities:
Net loss $(18,225) $(9,521) $(33,673) $(17,596)
Adjustments to reconcile net loss to net cash and cash
equivalents provided by operating activities
Depreciation and amortization 5,429 3,648 10,539 6,977
Stock-based compensation 19,675 13,006 35,721 22,309
(Provision) benefit for deferred income taxes 47 (3,517) 47 (3,544)
Amortization of debt discount and issuance costs 5,054 2,683 9,962 2,683
Accretion of bond discount (1,477) (132) (2,641) (55)
Noncash rent expense 811 1,332 1,605 2,999
Unrealized currency translation 100 (149) 136 (195)
Changes in assets and liabilities
Accounts receivable (218) (3,015) 6,645 1,161
Prepaid expenses and other assets (6,592) (8,979) (4,712) (7,918)
Deferred commission expense (5,021) (1,437) (10,089) (1,901)
Accounts payable 588 923 754 (327)
Accrued expenses 3,957 6,047 5,631 6,969
Deferred rent 3,954 3,636 3,906 3,602
Deferred revenue 5,419 4,202 16,392 12,655
----- ----- ------ ------
Net cash and cash equivalents provided by operating 13,501 8,727 40,223 27,819
activities
Investing Activities:
Purchases of investments (155,406) (288,910) (366,292) (305,277)
Maturities of investments 92,300 21,200 348,550 37,060
Purchases of property and equipment (5,071) (5,237) (11,310) (11,072)
Capitalization of software development costs (3,190) (1,730) (5,806) (3,340)
Purchases of strategic investments - (600) (250) (600)
--- ---- ---- ----
Net cash and cash equivalents used in investing (71,367) (275,277) (35,108) (283,229)
activities
Financing Activities:
Employee taxes paid related to the net share settlement of (1,701) (944) (4,045) (2,097)
stock-based awards
Proceeds related to the issuance of common stock under stock 5,499 3,145 11,612 7,485
plans
Repayments of capital lease obligations (205) (278) (417) (518)
Proceeds of the issuance of convertible notes, net of issuance - 389,245 - 389,245
costs paid $10,755 in 2017
Purchase of note hedge related to convertible notes - (78,920) - (78,920)
Proceeds from the issuance of warrants related to convertible - 58,880 - 58,880
notes, net of issuance costs of $200 in 2017
Net cash and cash equivalents provided by financing 3,593 371,128 7,150 374,075
activities
Effect of exchange rate changes on cash, cash equivalents, and (1,675) 1,418 (998) 1,872
restricted cash
Net increase in cash, cash equivalents, and restricted cash (55,948) 105,996 11,267 120,537
Cash, cash equivalents and restricted cash, beginning of period 159,999 74,726 92,784 60,185
------- ------ ------ ------
Cash, cash equivalents and restricted cash, end of period $104,051 $180,722 $104,051 $180,722
======== ======== ======== ========
Reconciliation of non-GAAP operating income and operating Three Months Ended Six Months Ended
margin June 30, June 30,
(in thousands, except percentages)
2018 2017 2018 2017
---- ---- ---- ----
GAAP operating loss $(14,052) $(10,577) $(25,376) $(18,577)
Stock-based compensation 19,675 13,006 35,721 22,309
Amortization of acquired intangible assets 50 - 100 16
Acquisition related expenses 802 - 1,604 -
--- --- ----- ---
Non-GAAP operating income $6,475 $2,429 $12,049 $3,748
====== ====== ======= ======
GAAP operating margin (11.5%) (11.9%) (10.7%) (10.8%)
Non-GAAP operating margin 5.3% 2.7% 5.1% 2.2%
Reconciliation of non-GAAP net income Three Months Ended Six Months Ended
June 30, June 30,
(in thousands, except per share amounts)
2018 2017 2018 2017
---- ---- ---- ----
GAAP net loss $(18,225) $(9,521) $(33,673) $(17,596)
Stock-based compensation 19,675 13,006 35,721 22,309
Amortization of acquired intangibles 50 - 100 16
Acquisition related expenses 802 - 1,604 -
Amortization of debt discount and debt issuance costs 5,054 2,683 9,962 2,683
Deferred income tax benefit from convertible notes and business - (3,541) - (3,541)
combination
Non-GAAP net income $7,356 $2,627 $13,714 $3,871
====== ====== ======= ======
Non-GAAP net income per share:
Basic $0.19 $0.07 $0.36 $0.11
Diluted $0.18 $0.07 $0.34 $0.10
Shares used in non-GAAP per share calculations
Basic 38,350 36,654 38,093 36,431
Diluted 41,788 39,170 40,892 38,680
Reconciliation of non-GAAP expense and expense as a percentage of revenue
(in thousands, except percentages)
Three Months Ended June 30,
---------------------------
2018 2017
---- ----
COS, COS, R&D S&M G&A COS, COS, R&D S&M G&A
Subscription Prof. Subscription Prof.
services services
& other & other
GAAP expense $16,964 $7,887 $28,485 $65,281 $18,011 $12,492 $6,099 $15,889 $50,708 $14,482
Stock -based compensation (317) (846) (6,111) (7,937) (4,464) (178) (666) (3,461) (5,113) (3,588)
Amortization of acquired intangibles (50) - - - - - - - - -
Acquisition related expenses - - (802) - - - - - - -
--- --- ---- --- --- --- --- --- --- ---
Non-GAAP expense $16,597 $7,041 $21,572 $57,344 $13,547 $12,314 $5,433 $12,428 $45,595 $10,894
======= ====== ======= ======= ======= ======= ====== ======= ======= =======
GAAP expense as a percentage of revenue 13.8% 6.4% 23.2% 53.3% 14.7% 14.0% 6.8% 17.8% 56.9% 16.3%
Non-GAAP expense as a percentage of 13.5% 5.7% 17.6% 46.8% 11.1% 13.8% 6.1% 13.9% 51.2% 12.2%
revenue
Six Months Ended June 30,
-------------------------
2018 2017
---- ----
COS, COS, R&D S&M G&A COS, COS, R&D S&M G&A
Subscription Prof. Subscription Prof.
services services
& other & other
GAAP expense $32,199 $15,029 $54,837 $125,191 $35,252 $23,901 $11,762 $29,259 $97,380 $27,620
Stock -based compensation (594) (1,536) (10,875) (14,429) (8,287) (293) (1,115) (5,903) (8,874) (6,124)
Amortization of acquired intangibles (100) - - - - (9) - - (7) -
Acquisition related expenses - - (1,604) - - - - - - -
--- --- ------ --- --- --- --- --- --- ---
Non-GAAP expense $31,505 $13,493 $42,358 $110,762 $26,965 $23,599 $10,647 $23,356 $88,499 $21,496
======= ======= ======= ======== ======= ======= ======= ======= ======= =======
GAAP expense as a percentage of revenue 13.6% 6.3% 23.1% 52.8% 14.9% 13.9% 6.9% 17.1% 56.8% 16.1%
Non-GAAP expense as a percentage of 13.3% 5.7% 17.9% 46.7% 11.4% 13.8% 6.2% 13.6% 51.6% 12.5%
revenue
Reconciliation of non-GAAP subscription margin
(in thousands, except percentages)
Three Months Ended June 30, Six Months Ended June 30,
--------------------------- -------------------------
2018 2017 2018 2017
---- ---- ---- ----
GAAP subscription margin $99,602 $71,871 $192,969 $137,965
Stock -based compensation 317 178 594 293
Amortization of acquired intangible assets 50 - 100 9
--- --- --- ---
Non-GAAP subscription margin $99,969 $72,049 $193,663 $138,267
======= ======= ======== ========
GAAP subscription margin percentage 85.4% 85.2% 85.7% 85.2%
Non-GAAP subscription margin percentage 85.8% 85.4% 86.0% 85.4%
Reconciliation of free cash flow
(in thousands)
Three Months Ended June 30, Six Months Ended June 30,
--------------------------- -------------------------
2018 2017 2018 2017
---- ---- ---- ----
GAAP net cash and cash equivalents provided by $13,501 $8,727 $40,223 $27,819
operating activities
Purchases of property and equipment (5,071) (5,237) (11,310) (11,072)
Capitalization of software development costs (3,190) (1,730) (5,806) (3,340)
------ ------ ------ ------
Free cash flow $5,240 $1,760 $23,107 $13,407
====== ====== ======= =======
Non-GAAP Financial Measures
We report our financial results in accordance with accounting principles generally accepted in the United States of America, or GAAP. However, management believes that, in order to properly understand our short-term and long-term financial and operational trends, investors may wish to consider the impact of certain non-cash or non-recurring items when used as a supplement to financial performance measures in accordance with GAAP. These items result from facts and circumstances that vary in frequency and impact on continuing operations. In this release, HubSpot's non-GAAP operating income, operating margin, subscription margin, expense, expense as a percentage of revenue, net income, and free cash flow are not presented in accordance with GAAP and are not intended to be used in lieu of GAAP presentations of results of operations.
Management believes that these non-GAAP financial measures provide additional means of evaluating period-over-period operating performance. Specifically, these non-GAAP financial measures provide management with additional means to understand and evaluate the operating results and trends in our ongoing business by eliminating certain non-cash expenses and other items that management believes might otherwise make comparisons of our ongoing business with prior periods more difficult, obscure trends in ongoing operations, or reduce management's ability to make useful forecasts. In addition, management understands that some investors and financial analysts find this information helpful in analyzing our financial and operational performance and comparing this performance to our peers and competitors. However, these non-GAAP financial measures have limitations as an analytical tool and are not intended to be an alternative to financial measures prepared in accordance with GAAP. In addition, it should be noted that these non-GAAP financial measures may be different from non-GAAP measures used by other companies. We intend to provide these non-GAAP financial measures as part of our future earnings discussions and, therefore, the inclusion of these non-GAAP financial measures will provide consistency in our financial reporting. Management may, however, utilize other measures to illustrate performance in the future. Investors are encouraged to review the reconciliation of these non-GAAP measures to their most directly comparable GAAP financial measures. A reconciliation of our non-GAAP financial measures to their most directly comparable GAAP measures has been provided in the financial statement tables included above in this press release.
These non-GAAP measures exclude share-based compensation, amortization of acquired intangible assets, acquisition related expenses, non-cash interest expense for the amortization of debt discount debt issuance costs, and the deferred income tax benefit from convertible notes. We believe investors may want to exclude the effects of these items in order to compare our financial performance with that of other companies and between time periods:
1. Stock-based compensation is a non-cash expense accounted for in
accordance with FASB ASC Topic 718. We believe that the exclusion of
stock-based compensation expense allows for financial results that are
more indicative of our operational performance and provide for a useful
comparison of our operating results to prior periods and to our peer
companies because stock-based compensation expense varies from period to
period and company to company due to such things as differing valuation
methodologies and changes in stock price.
2. Expense for the amortization of acquired intangible assets is a non-cash
item, and we believe that the exclusion of this amortization expense
provides for a useful comparison of our operating results to prior
periods and to our peer companies.
3. Acquisition related expenses, such as transaction costs and retention
payments, are expenses that are not necessarily reflective of operational
performance during a period. We believe that the exclusion of this these
expenses provides for a useful comparison of our operating results to
prior periods and to our peer companies.
4. In May 2017, the Company issued $400 million of convertible notes due in
2022 with a coupon interest rate of 0.25%. The imputed interest rate of
the convertible senior notes was approximately 6.95%. This is a result of
the debt discount recorded for the conversion feature that is required to
be separately accounted for as equity, and debt issuance costs, which
reduce the carrying value of the convertible debt instrument. The debt
discount is amortized as interest expense together with the issuance
costs of the debt. The expense for the amortization of debt discount and
debt issuance costs is a non-cash item, and we believe the exclusion of
this interest expense provides for a useful comparison of our operating
results to prior periods and to our peer companies.
5. The deferred income tax benefit from the convertible notes issued in May
2017 is a non-cash item created by the difference in the carrying amount
and tax basis of the convertible notes. This taxable temporary difference
resulted in the Company recognizing a $9.4 million deferred tax liability
which was recorded as an adjustment to additional paid-in capital on the
consolidated balance sheet. The creation of the deferred tax liability is
recognized as a component of equity and represents a source of future
taxable income which supports the realization of a portion of the income
tax benefit associated with the current year loss from operations. The
deferred income tax benefit from the convertible notes is a non-cash item
that is unique to the issuance of the Company's convertible notes, and we
believe the exclusion of this deferred tax benefit provides for a useful
comparison of our operating results to prior periods and to our peer
companies. The deferred income tax benefit from
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SOURCE HubSpot, Inc.
