Coupa Software Reports Fourth Quarter & Full Year Fiscal 2019 Financial Results

SAN MATEO, Calif., March 11, 2019 /PRNewswire/ -- Coupa Software (NASDAQ: COUP) today announced financial results for the fourth quarter and fiscal year ended January 31, 2019.

"The fourth quarter of fiscal 2019 was the strongest quarter yet in our company's history, as marked by a number of significant milestones," said Rob Bernshteyn, chief executive officer at Coupa. "We achieved 42% year-over-year subscription revenue growth and 11.5% annual free cash flow margins. We were also profitable for the year on a non-GAAP basis, delivering non-GAAP earnings per share of 18 cents, with a net loss per share of 96 cents on a GAAP basis. In addition, we surpassed $1 trillion in cumulative spend under management demonstrating the breadth and depth of our growing customer base. Heading into fiscal 2020, our powerful combination of innovation, execution, and core values that are centered around ensuring customer success, will enable us to extend our leadership position in Business Spend Management (BSM)."

See the section titled "Non-GAAP Financial Measures" and the reconciliation tables below for important details regarding Coupa's non-GAAP measures. Coupa defines free cash flows as operating cash flows less purchases of property and equipment and free cash flow margins as free cash flows divided by total revenues.

Fourth Quarter Results

    --  Total revenues were $74.9 million, an increase of 39% compared to the
        same period last year. Subscription revenues were $67.5 million, an
        increase of 45% compared to the same period last year.
    --  GAAP operating loss was $14.7 million, compared to a loss of $9.1
        million for the same period last year. Non-GAAP operating income was
        $2.4 million, compared to income of $0.9 million for the same period
        last year.
    --  GAAP net loss was $16.6 million, compared to a loss of $8.7 million for
        the same period last year. GAAP net loss per basic and diluted share was
        $0.28, compared to a loss of $0.16 for the same period last year.
        Non-GAAP net income was $3.4 million, compared to $1.4 million for the
        same period last year. Non-GAAP net income per diluted share was $0.05,
        compared to $0.02 for the same period last year.
    --  Operating cash flows and free cash flows for the quarter ended January
        31, 2019, were $9.5 million and $6.8 million, respectively.

Fiscal Year 2019 Results

    --  Total revenues were $260.4 million, an increase of 39% from the previous
        year. Subscription revenues were $233.4 million, an increase of 42% from
        the previous year.
    --  GAAP operating loss was $47.4 million, compared to a loss of $45.0
        million for the previous year. Non-GAAP operating income was $12.5
        million, compared to a loss of $11.8 million for the previous year.
    --  GAAP net loss was $55.5 million, compared to a loss of $43.8 million for
        the previous year. GAAP net loss per basic and diluted share was $0.96,
        compared to a loss of $0.83 for the previous year. Non-GAAP net income
        was $11.6 million, compared to a loss of $11.3 million for the previous
        year. Non-GAAP net income per diluted share was $0.18, compared to a
        loss of $0.21 per diluted share for the previous year.
    --  Operating cash flows and free cash flows for the year ended January 31,
        2019, were $37.4 million and $29.9 million, respectively.

Business Outlook:

The following forward-looking statements reflect Coupa's expectations as of March 11, 2019.

First quarter of fiscal 2020:

    --  Total revenues are expected to be between $73.5 and $74.0 million.
    --  Subscription revenues are expected to be between $67.5 and $68.0
        million. This includes a negative impact of approximately $2.0 million
        due to three fewer calendar days for revenue recognition in Q1 compared
        to Q4.
    --  Professional services and other revenues are expected to be
        approximately $6.0 million.
    --  Non-GAAP loss from operations is expected to be between $2.0 and $3.5
        million.
    --  Non-GAAP net loss per basic and diluted share is expected to be between
        $0.03 loss and $0.06 loss per share.
    --  Basic weighted average share count is expected to be approximately 61.0
        million shares.
    --  Free cash flows are expected to be approximately $15.0 million.

Full year fiscal 2020:

    --  Total revenues are expected to be between $325.0 and $327.0 million.
    --  Non-GAAP income from operations is expected to be between $3.0 and $7.0
        million.
    --  Non-GAAP net income per diluted share is expected to be between $0.04
        and $0.10 per share.
    --  Diluted weighted average share count is expected to be approximately
        70.0 million shares.

Recent Business Highlights:

    --  Coupa added new customers in Q4, including but not limited to:  Air
        Methods, Bank of Hope, BDP International, BJ Services, Botanic-Serres Du
        Saleve, Canadian Tire, Copa Holdings, Elekta, Erco Worldwide, Evelo
        Biosciences, Freshworks, Guardian Industries, InvestRes, InVisionApp,
        Kin Group, KPMG Australia, Looker, Munich Re, North Queensland Airport
        Group, Novo Nordisk, Pacific Life Insurance, Peloton Interactive,
        Randstad US, Settlement Services International, Shopify,
        Sibanye-Stillwater, TearFund, Telia Company, Uniting Vic Tas, Vanquis
        Bank (Provident), WeddingWire, and WP Engine.
    --  Coupa announced its latest release of product innovations for the BSM
        Platform. New industry-first capabilities were unveiled as part of this
        release which leverages community intelligence, powered by artificial
        intelligence, and enhanced global compliance capabilities to empower
        businesses to manage their spend in a simpler, safer, and smarter way.
    --  Following the announcement of Coupa Pay, the company's B2B payments
        solution, Coupa announced a new strategic partnership with J.P. Morgan,
        which joins a growing list of virtual card issuers that are enabling
        businesses to manage payments in a fast, secure, and convenient way.
    --  Coupa announced that it acquired Hiperos, a leading third-party risk
        management provider and division of Opus. This acquisition provides
        businesses with the advanced technology they need to extensively
        evaluate the risk of their supplier base to further protect their brand
        and bottom line.
    --  Coupa was named a Leader in two new reports: the IDC MarketScape:
        Worldwide SaaS and Cloud-Enabled Accounts Payable Applications 2019
        Vendor Assessment and the Forrester Wave: Source-to-Contract CLM, Q1
        2019 for Contract Lifecycle Management.

Conference Call Information:

Coupa will host a conference call and live webcast for analysts and investors at 5:00 p.m. Eastern time today.

    --  Parties in the U.S. and Canada can access the call by dialing (888)
        204-4368, using conference code 2289487.
    --  International parties can access the call by dialing +1 (323) 794-2423,
        using conference code 2289487.

A live webcast will be accessible on Coupa's investor relations website at http://investors.coupa.com. A replay will be available through the same link. A telephonic replay of the conference call will be available through Monday, March 18, 2019. To access the replay, parties in the U.S. and Canada should call (888) 203-1112 and enter conference code 2289487. International parties should call +1 (719) 457-0820 and enter conference code 2289487.

Non-GAAP Financial Measures:

In addition to disclosing financial measures prepared in accordance with U.S. generally accepted accounting principles (GAAP), this press release and the accompanying tables contain certain non-GAAP financial measures that exclude certain items, including share-based compensation expenses, amortization of acquired intangible assets, amortization of debt discount and issuance costs from convertible notes, and related tax effects including non-recurring income tax adjustments. In addition, the weighted average diluted shares used to calculate non-GAAP net income per share reflect the anti-dilutive impact of the capped call transactions entered into in connection with the convertible notes. Coupa believes these non-GAAP measures are useful in evaluating its operating performance and regularly reviews these measures as it evaluates its business.

Coupa believes these non-GAAP measures provide investors and other users of its financial information consistency and comparability with its past financial performance and facilitate period to period comparisons of operations. Coupa believes these non-GAAP measures are useful in evaluating its operating performance compared to that of other companies in its industry, as they generally eliminate the effects of certain items that may vary for different companies for reasons unrelated to overall operating performance.

Coupa uses these non-GAAP measures in conjunction with GAAP measures as part of its overall assessment of its performance, including the preparation of its annual operating budget and quarterly forecasts, to evaluate the effectiveness of its business strategies and to communicate with its board of directors concerning its financial performance. The definitions of its non-GAAP measures may differ from the definitions used by other companies and therefore comparability may be limited. In addition, other companies may not publish these or similar metrics. Thus, Coupa's non-GAAP measures should be considered in addition to, not as substitutes for, or in isolation from, measures prepared in accordance with GAAP.

Coupa compensates for these limitations by providing investors and other users of its financial information a reconciliation of non-GAAP measures to the related GAAP financial measures. Coupa encourages investors and others to review its financial information in its entirety, not to rely on any single financial measure and to view its non-GAAP measures in conjunction with GAAP financial measures. Please see the reconciliation of non-GAAP financial measures to the most directly comparable GAAP measures attached to this release.

With respect to Coupa's guidance as provided under "Business Outlook" above, Coupa has not reconciled its expectations for non-GAAP income (loss) from operations to GAAP loss from operations or non-GAAP net income (loss) per share to GAAP net loss per share because certain items excluded from non-GAAP operating income (loss) and net income (loss), such as charges related to share-based compensation expenses, amortization of acquired intangible assets, amortization of debt discount and issuance costs from our convertible notes, and related tax effects including non-recurring income tax adjustments, cannot be reasonably calculated or predicted at this time. In addition, the effect of the anti-dilutive impact of the capped call transactions entered into in connection with the convertible notes cannot be reasonably calculated or predicted at this time. The effect of these items may be significant.

Coupa also uses key metrics such as cumulative spend under management, which represents the aggregate amount of money that has been transacted through its core platform for all of its customers collectively since it launched its platform. Coupa calculates this metric by aggregating the actual transaction data, for invoices, purchase orders and expenses, from customers on its core platform. While Coupa does not believe this metric is directly correlated to its financial results, it believes that the adoption of its core platform, as evidenced by growth in cumulative spend under management, drives additional value to its customers, which will enhance its ability to acquire new customers and to increase renewals and upsells to existing customers.

Forward-Looking Statements:

This release includes forward-looking statements. All statements other than statements of historical facts, including the statements of management and statements in "Business Outlook" are forward-looking statements. These forward-looking statements are based on Coupa's current expectations and projections about future events and trends that Coupa believes may affect its financial condition, results of operations, strategy, short- and long-term business operations and objectives, and financial needs.

These forward-looking statements are subject to a number of risks, uncertainties and assumptions that may cause actual results to differ materially, including Coupa has a limited operating history, which makes it difficult to predict its future operating results; if Coupa is unable to attract new customers, the growth of its revenues will be adversely affected; because its platform is sold to large enterprises with complex operating environments, Coupa encounters long and unpredictable sales cycles; risks and liabilities related to breach of its security measures or unauthorized access to customer data; the markets in which Coupa participates are intensely competitive; Coupa's business depends substantially on its customers renewing their subscriptions and purchasing additional subscriptions; if Coupa fails to develop widespread brand awareness cost-effectively, its business may suffer; and if Coupa fails to manage its recent rapid growth effectively, Coupa may be unable to execute its business plan, maintain high levels of service, or adequately address competitive challenges.

These and other risks and uncertainties that could affect Coupa's future results are included under the captions "Risk Factors" and "Management's Discussion and Analysis of Financial Condition and Results of Operations," in Coupa's quarterly report on Form 10-Q filed with the Securities and Exchange Commission (SEC) on December 10, 2018, which is available at investors.coupa.com and on the SEC's website at www.sec.gov. Further information on potential risks that could affect actual results will be included in other periodic filings Coupa makes with the SEC.

The forward-looking statements in this release reflect Coupa's expectations as of March 11, 2019. Coupa undertakes no obligation to update publicly any forward-looking statements for any reason after the date of this release to conform these statements to actual results or to changes in its expectations.

About Coupa Software

Coupa Software (NASDAQ: COUP) is the leading provider of BSM solutions. We offer a comprehensive, cloud-based BSM platform that has connected hundreds of organizations with more than four million suppliers globally. Our platform provides greater visibility into and control over how companies spend money. Using our platform, businesses are able to achieve real, measurable value and savings that drive their profitability. Learn more at www.coupa.com. Read more on the Coupa Blog or follow @Coupa on Twitter.


                                         
         
              COUPA SOFTWARE INCORPORATED


                                      
        
             CONSOLIDATED STATEMENTS OF OPERATIONS


                                        
         (In thousands, except per share amounts)


                                                   
            (unaudited)




                                            
           
              Three Months Ended                
        
              Year Ended


                                            
           
              January 31,                     
       
          January 31,



                                                         2019                             2018              2019                    2018




     
              Revenues:



     Subscription services                           $67,529                          $46,642          $233,428                $164,865


      Professional services and other                   7,379                            7,110            26,938                  21,915




     Total revenues                                   74,908                           53,752           260,366                 186,780


                 Cost of revenues:



     Subscription services                            16,216                            9,906            53,153                  36,481


      Professional services and other                   8,809                            6,560            30,301                  23,425




     Total cost of revenues                           25,025                           16,466            83,454                  59,906




     Gross profit                                     49,883                           37,286           176,912                 126,874



                 Operating expenses:



     Research and development                         18,915                           13,235            61,608                  44,536



     Sales and marketing                              28,797                           21,830           105,659                  88,722


      General and administrative                       16,920                           11,278            57,005                  38,578




     Total operating expenses                         64,632                           46,343           224,272                 171,836




     Loss from operations                           (14,749)                         (9,057)         (47,360)               (44,962)



     Interest expense                                (3,242)                           (490)         (12,518)                  (502)


      Interest income and other, net                    2,255                            2,034             3,817                   3,307



      Loss before provision for
       (benefit from) income taxes                   (15,736)                         (7,513)         (56,061)               (42,157)


      Provision for (benefit from)
       income taxes                                       835                            1,210             (537)                  1,648




     
              Net loss                           $(16,571)                        $(8,723)        $(55,524)              $(43,805)



      Net loss per share attributable
       to common stockholders, basic
       and diluted                                      $0.28                            $0.16             $0.96                   $0.83



      Weighted-average number of
       shares used in computing net
       loss per share attributable to
       common stockholders, basic and
       diluted                                         59,752                           54,810            57,716                  52,999


                                                  
         
                COUPA SOFTWARE INCORPORATED


                                                  
         
                CONSOLIDATED BALANCE SHEETS


                                                  
         (In thousands, except per share amounts)


                                                            
              (unaudited)




                                                            
              
                January 31,      
     
     January 31,


                                                                                                2019                  2018




     
                Assets



     Current assets:



     Cash and cash equivalents                                                             $141,250              $412,903



     Marketable securities                                                                  180,169


      Accounts receivable, net of allowances                                                  95,274                61,366


      Prepaid expenses and other current
       assets                                                                                 10,343                10,952


      Deferred commissions, current portion                                                    7,324                 3,756




     Total current assets                                                                   434,360               488,977



     Property and equipment, net                                                             10,549                 5,186


      Deferred commissions, net of current
       portion                                                                                18,904                 3,896



     Goodwill                                                                               209,560                44,410



     Intangible assets, net                                                                  55,925                20,020



     Other assets                                                                            10,766                 9,961




     Total assets                                                                          $740,064              $572,450



                   Liabilities and Stockholders' Equity



     Current liabilities:



     Accounts payable                                                                        $5,485                $1,342


      Accrued expenses and other current
       liabilities                                                                            41,792                26,643


      Deferred revenue, current portion                                                      179,967               125,714


      Convertible senior notes, net                                                          174,615




     Total current liabilities                                                              401,859               153,699


      Convertible senior notes, net                                                                               163,010


      Deferred revenue, net of current
       portion                                                                                 2,620                 2,316



     Other liabilities                                                                       22,304                12,880



     Total liabilities                                                                      426,783               331,905




     Stockholders' equity:


      Preferred stock, $0.0001 par value per
       share


      Common stock, $0.0001 par value per
       share                                                                                       6                     6



     Additional paid-in capital                                                             567,797               445,318


      Accumulated other comprehensive income
       (loss)                                                                                    335                 (298)



     Accumulated deficit                                                                  (254,857)            (204,481)




     Total stockholders' equity                                                             313,281               240,545


      Total liabilities and stockholders'
       equity                                                                               $740,064              $572,450


                                                          
        
             COUPA SOFTWARE INCORPORATED


                                                     
           
          CONSOLIDATED STATEMENTS OF CASH FLOWS


                                                                 
           (In thousands)


                                                                  
           (unaudited)




                                                                
           
                Year Ended


                                                               
           
                January 31,



                                                                                                2019            2018



                           Cash flows from operating
                            activities



             Net loss                                                                     $(55,524)      $(43,805)


              Adjustments to reconcile net loss
               to net cash provided by
               operating activities:


              Depreciation and amortization                                                   10,442           7,562


              Accretion of discounts on
               marketable securities, net                                                    (1,621)


              Amortization of deferred
               commissions                                                                     5,791           4,001


              Amortization of debt discount and
               issuance costs                                                                 11,605             459


              Stock-based compensation                                                        52,946          29,694



             Others                                                                             281              41


              Changes in operating assets and
               liabilities net of effects from
               acquisitions:



             Accounts receivable                                                           (28,493)       (10,710)


              Prepaid expenses and other
               current assets                                                                    410           (390)



             Other assets                                                                   (3,402)          (746)



             Deferred commissions                                                          (15,332)        (5,667)



             Accounts payable                                                                 3,182         (4,005)


              Accrued expenses and other
               liabilities                                                                    11,399           7,120



             Deferred revenue                                                                45,752          36,072


                           Net cash provided by operating
                            activities                                                        37,436          19,626



                           Cash flows from investing
                            activities


              Purchase of marketable securities                                            (302,922)


              Maturities of marketable
               securities                                                                    124,139


              Acquisitions, net of cash
               acquired                                                                    (143,885)       (46,075)


              Purchase of property and
               equipment                                                                     (7,528)        (4,488)


                           Net cash used in investing
                            activities                                                     (330,196)       (50,563)



                           Cash flows from financing
                            activities


              Proceeds from issuance of
               convertible senior notes, net of
               issuance costs                                                                  (639)        223,675


              Purchase of capped call                                                                      (23,322)


              Proceeds from issuance of common
               stock, net of underwriting                                                                    22,264
      discounts, commissions and
       offering costs


              Proceeds from the exercise of
               common stock options                                                           12,964          12,500


              Proceeds from issuance of common
               stock for employee stock
               purchase plan                                                                   8,778           6,824


                           Net cash provided by financing
                            activities                                                        21,103         241,941



              Net (decrease) increase in cash,
               cash equivalents, and restricted
               cash                                                                        (271,657)        211,004


              Cash, cash equivalents, and
               restricted cash at beginning of
               year                                                                          412,976         201,972


              Cash, cash equivalents, and
               restricted cash at end of period                                             $141,319        $412,976





                           Reconciliation of cash, cash
                            equivalents, and restricted cash
                            to the consolidated
      balance sheets


              Cash and cash equivalents                                                      141,250         412,903


              Restricted cash included in other
               assets                                                                             69              73


                           Total cash, cash equivalents, and
                            restricted cash                                                 $141,319        $412,976


                                                                          
       
                 COUPA SOFTWARE INCORPORATED


                                                                    
       
          Reconciliation of GAAP to Non-GAAP Financial Measures


                                                                      
         
               Three Months Ended January 31, 2019


                                                                          
        (in thousands, except per share amounts)


                                                                              
               (unaudited)




                           
     
       GAAP   
      
               Share-Based                                Amortization                    
      
                 Amortization of             Other    
     
     Non-GAAP
                                          Compensation                              of Acquired                                       Debt Discount                   Expenses
                                            Expenses                                 Intangible                                        and Issuance
                                                                                       Assets                                             Costs

                                                                                                                                                                                                   ---


     Costs and expenses:


      Costs of
       subscription
       services                 $16,216                     $(1,209)                                   $(2,009)                                       
              $ -         
        $ -           $12,998


      Costs of
       professional
       services and other         8,809                      (1,183)                                                                                                                              7,626


      Gross profit                66.6%                        3.2%                                       2.7%                                                 0.0%             0.0%             72.5%


      Research and
       development               18,915                      (3,290)                                                                                                                             15,625


      Sales and marketing        28,797                      (4,054)                                      (841)                                                                                  23,902


      General and
       administrative            16,920                      (4,520)                                                                                                                             12,400


      Income (loss) from
       operations              (14,749)                      14,256                                       2,850                                                                                    2,357


      Operating margin           -19.7%                       19.0%                                       3.8%                                                 0.0%             0.0%              3.1%


      Interest expense          (3,242)                                                                                                                       3,010                               (232)


      Interest income and
       other, net                 2,255                                                                                                                                                           2,255


      Income (loss) before
       provision for
       income taxes            (15,736)                      14,256                                       2,850                                                 3,010                               4,380


      Provision for income
       taxes                        835                          220                                        (85)                                                                    48              1,018


      Net income (loss)        (16,571)                      14,036                                       2,935                                                 3,010              (48)             3,362


      Net income (loss)
       per share
       attributable to
       common
       stockholders, basic
       (1)                     $(0.28)                                                                                                                                                          $0.06


      Net income (loss)
       per share
       attributable to
       common
       stockholders,
       diluted (1)              $(0.28)                                                                                                                                                          $0.05


               (1) GAAP net loss per share is
                calculated based upon 59,752
                basic and diluted weighted-
                average shares of common
                stock. Non-GAAP net income
                per share is calculated based
                upon 59,752 basic and 66,482
                diluted weighted-average
                shares of common stock. The
                Company uses the treasury
                stock method to calculate the
                non-GAAP diluted shares
                related to the convertible
                notes.  Please note that the
                Company began reflecting the
                anti-dilutive impact of the
                capped call transactions
                entered into in connection
                with the convertible notes in
                its calculation of diluted
                weighted-average shares of
                common stock to determine non-
                GAAP net income per share
                beginning with the quarter
                ended January 31, 2019. The
                effect of this change is not
                material for any period
                previously presented.


                                                          
              
                 COUPA SOFTWARE INCORPORATED


                                               
            
                 Reconciliation of GAAP to Non-GAAP Financial Measures


                                                      
              
                 Three Months Ended January 31, 2018


                                                          
               (in thousands, except per share amounts)


                                                                    
               (unaudited)




                           
     
      GAAP   
      
               Share-Based                                              Amortization   
     
                 Amortization of    
     
     Non-GAAP
                                         Compensation                                            of Acquired                     Debt Discount
                                           Expenses                                               Intangible                      and Issuance
                                                                                                    Assets                           Costs

                                                                                                                                                                            ---


     Costs and expenses:


      Costs of
       subscription
       services                 $9,906                       $(636)                                                   $(771)                     
              $ -           $8,499


      Costs of
       professional
       services and other        6,560                        (757)                                                                                                        5,803


      Gross profit               69.4%                        2.6%                                                     1.4%                               0.0%            73.4%


      Research and
       development              13,235                      (2,130)                                                                                                       11,105


      Sales and marketing       21,830                      (2,324)                                                    (258)                                              19,248


      General and
       administrative           11,278                      (3,065)                                                                                                        8,213


      Income (loss) from
       operations              (9,057)                       8,912                                                     1,029                                                  884


      Operating margin          -16.8%                       16.6%                                                     1.9%                               0.0%             1.7%


      Interest expense           (490)                                                                                                                     459              (31)


      Interest income and
       other, net                2,034                                                                                                                                     2,034


      Income (loss) before
       provision for
       income taxes            (7,513)                       8,912                                                     1,029                                 459             2,887


      Provision for income
       taxes                     1,210                          106                                                       173                                                1,489


      Net income (loss)        (8,723)                       8,806                                                       856                                 459             1,398


      Net income (loss)
       per share
       attributable to
       common
       stockholders,
       basic(1)                $(0.16)                                                                                                                                    $0.03


      Net income (loss)
       per share
       attributable to
       common
       stockholders,
       diluted (1)             $(0.16)                                                                                                                                    $0.02


               (1) GAAP net loss per share
                is calculated based upon
                54,810 basic and diluted
                weighted-average shares
                of common stock. Non-GAAP
                net income per share is
                calculated based upon
                54,810 basic and 62,299
                diluted weighted-average
                shares of common stock.


                                                                         
      
                 COUPA SOFTWARE INCORPORATED


                                                                     
     
         Reconciliation of GAAP to Non-GAAP Financial Measures


                                                                         
      
                 Year Ended January 31, 2019


                                                                         
       (in thousands, except per share amounts)


                                                                           
               (unaudited)




                           
     
       GAAP   
      
               Share-Based                           Amortization                    
         
                 Amortization of    
         
            Other      
     
     Non-GAAP
                                          Compensation                         of Acquired                                          Debt Discount                     Expenses (2)
                                            Expenses                            Intangible                                           and Issuance
                                                                                  Assets                                                Costs

                                                                                                                                                                                                         ---


     Costs and expenses:


      Costs of
       subscription
       services                 $53,153                     $(4,285)                              $(5,045)                                          
              $ -               
          $ -           $43,823


      Costs of
       professional
       services and other        30,301                      (4,269)                                                                                                                                   26,032


      Gross profit                67.9%                        3.3%                                  1.9%                                                    0.0%                     0.0%             73.2%


      Research and
       development               61,608                     (11,841)                                                                                                                                   49,767


      Sales and marketing       105,659                     (14,786)                               (1,835)                                                                                             89,038


      General and
       administrative            57,005                     (17,765)                                                                                                                                   39,240


      Income (loss) from
       operations              (47,360)                      52,946                                  6,880                                                                                              12,466


      Operating margin           -18.2%                       20.3%                                  2.6%                                                    0.0%                     0.0%              4.8%


      Interest expense         (12,518)                                                                                                                    11,605                                       (913)


      Interest income and
       other, net                 3,817                                                                                                                                                                 3,817


      Income (loss) before
       provision for
       (benefit from)
       income taxes            (56,061)                      52,946                                  6,880                                                   11,605                                      15,370


      Provision for
       (benefit from)
       income taxes               (537)                       1,142                                      8                                                                             3,174              3,787


      Net income (loss)        (55,524)                      51,804                                  6,872                                                   11,605                   (3,174)            11,583


      Net income (loss)
       per share
       attributable to
       common
       stockholders, basic
       (1)                     $(0.96)                                                                                                                                                                $0.20


      Net income (loss)
       per share
       attributable to
       common
       stockholders,
       diluted (1)              $(0.96)                                                                                                                                                                $0.18


               (1) GAAP net loss per share is
                calculated based upon 57,716
                basic and diluted weighted-
                average shares of common
                stock. Non-GAAP net income
                per share is calculated based
                upon 57,716 basic and 64,065
                diluted weighted-average
                shares of common stock. The
                Company uses the treasury
                stock method to calculate the
                non-GAAP diluted shares
                related to the convertible
                notes. Please note that the
                Company began reflecting the
                anti-dilutive impact of the
                capped call transactions
                entered into in connection
                with the convertible notes in
                its calculation of diluted
                weighted-average shares of
                common stock to determine non-
                GAAP net income per share
                beginning with the quarter
                ended January 31, 2019. The
                effect of this change is not
                material for any period
                previously presented.




               (2) Other expenses consists of
                the release of a valuation
                allowance against deferred tax
                assets.


                                                           
              
                 COUPA SOFTWARE INCORPORATED


                                                
            
                 Reconciliation of GAAP to Non-GAAP Financial Measures


                                                           
              
                 Year Ended January 31, 2018


                                                           
               (in thousands, except per share amounts)


                                                                     
               (unaudited)




                           
     
       GAAP   
      
               Share-Based                                              Amortization   
     
                 Amortization of    
     
     Non-GAAP
                                          Compensation                                            of Acquired                     Debt Discount
                                            Expenses                                               Intangible                      and Issuance
                                                                                                     Assets                           Costs

                                                                                                                                                                             ---


     Costs and expenses:


      Costs of
       subscription
       services                 $36,481                     $(2,105)                                                 $(2,792)                     
              $ -          $31,584


      Costs of
       professional
       services and other        23,425                      (2,722)                                                                                                       20,703


      Gross profit                67.9%                        2.6%                                                     1.5%                               0.0%            72.0%


      Research and
       development               44,536                      (6,928)                                                                                                       37,608


      Sales and marketing        88,722                      (8,476)                                                    (642)                                              79,604


      General and
       administrative            38,578                      (9,464)                                                                                                       29,114


      Loss from operations     (44,962)                      29,695                                                     3,434                                             (11,833)


      Operating margin           -24.1%                       15.9%                                                     1.8%                               0.0%            -6.4%


      Interest expense            (502)                                                                                                                     459              (43)


      Interest income and
       other, net                 3,307                                                                                                                                     3,307


      Loss before
       provision for
       income taxes            (42,157)                      29,695                                                     3,434                                 459           (8,569)


      Provision for income
       taxes                      1,648                          691                                                       411                                                2,750



     Net loss                 (43,805)                      29,004                                                     3,023                                 459          (11,319)


      Net loss per share
       attributable to
       common
       stockholders, basic
       and diluted (1)          $(0.83)                                                                                                                                  $(0.21)


               (1) Calculated based upon
                52,999 basic and diluted
                weighted-average shares of
                common stock.


                               
            
                 COUPA SOFTWARE INCORPORATED


            
              
             Reconciliation of GAAP Cash Flows from Operations to Free Cash Flows


                             
            
                 (A Non-GAAP Financial Measure)


                                          
               (in thousands)


                                       
               (unaudited)




                                                          Three Months Ended                        
           
                Year Ended


                                  
              
                January 31,                        
            
               January 31,



                                                2019                            2018                         2019                         2018



     Net cash provided by
      (used in) operating
      activities                              $9,473                        $(1,672)                     $37,436                      $19,626


     Less: purchases of
      property and equipment                 (2,658)                          (901)                     (7,528)                     (4,488)



     Free cash flows                          $6,815                        $(2,573)                     $29,908                      $15,138

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SOURCE Coupa Software