0001373715-19-000265.txt : 20191023 0001373715-19-000265.hdr.sgml : 20191023 20191023161407 ACCESSION NUMBER: 0001373715-19-000265 CONFORMED SUBMISSION TYPE: 8-K PUBLIC DOCUMENT COUNT: 16 CONFORMED PERIOD OF REPORT: 20191023 ITEM INFORMATION: Results of Operations and Financial Condition ITEM INFORMATION: Financial Statements and Exhibits FILED AS OF DATE: 20191023 DATE AS OF CHANGE: 20191023 FILER: COMPANY DATA: COMPANY CONFORMED NAME: ServiceNow, Inc. CENTRAL INDEX KEY: 0001373715 STANDARD INDUSTRIAL CLASSIFICATION: SERVICES-PREPACKAGED SOFTWARE [7372] IRS NUMBER: 202056195 FISCAL YEAR END: 1231 FILING VALUES: FORM TYPE: 8-K SEC ACT: 1934 Act SEC FILE NUMBER: 001-35580 FILM NUMBER: 191163907 BUSINESS ADDRESS: STREET 1: 2225 LAWSON LANE CITY: SANTA CLARA STATE: CA ZIP: 95054 BUSINESS PHONE: 408-501-8550 MAIL ADDRESS: STREET 1: 2225 LAWSON LANE CITY: SANTA CLARA STATE: CA ZIP: 95054 FORMER COMPANY: FORMER CONFORMED NAME: SERVICE-NOW.COM DATE OF NAME CHANGE: 20060823 8-K 1 erq3fy19-8xk.htm 8-K Document
false0001373715 0001373715 2019-10-23 2019-10-23



UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
Washington, DC 20549
_____________________
FORM 8-K
CURRENT REPORT
Pursuant to Section 13 or 15(d) of
the Securities Exchange Act of 1934
Date of report (date of earliest event reported): October 23, 2019
___________

SERVICENOW, INC.
(Exact name of registrant as specified in its charter)

___________

Delaware
 
001-35580
 
20-2056195
(State or other jurisdiction of
incorporation or organization)
 
(Commission File Number)
 
(I.R.S. Employer
Identification Number)

2225 Lawson Lane
Santa Clara, California 95054
(Address of Principal Executive Offices)
(408) 501-8550
(Registrant's telephone number, including area code)
Not Applicable
(Former Name or Former Address, if Changed Since Last Report)

Check the appropriate box below if the Form 8-K filing is intended to simultaneously satisfy the filing obligation of the registrant under any of the following provisions (see General Instruction A.2 below):
☐
Written communications pursuant to Rule 425 under the Securities Act (17 CFR 230.425)
 
 
☐
Soliciting material pursuant to Rule 14a-12 under the Exchange Act (17 CFR 240.14a-12)
 
 
☐
Pre-commencement communications pursuant to Rule 14d-2(b) under the Exchange Act (17 CFR 240.14d-2(b))
 
 
☐
Pre-commencement communications pursuant to Rule 13e-4(c) under the Exchange Act (17 CFR 240.13e-4(c))

Securities registered pursuant to Section 12(b) of the Act:
Title of each class
 
Trading Symbol
 
Name of each exchange on which registered
Common stock, par value $0.001 per share
 
NOW
 
The New York Stock Exchange

Indicate by check mark whether the registrant is an emerging growth company as defined in Rule 405 of the Securities Act of 1933 (§230.405 of this chapter) or Rule 12b-2 of the Securities Exchange Act of 1934 (§240.12b-2 of this chapter).
Emerging growth company ☐

If an emerging growth company, indicate by check mark if the registrant has elected not to use the extended transition period for complying with any new or revised financial accounting standards provided pursuant to Section 13(a) of the Exchange Act. ☐




Item 2.02 Results of Operations and Financial Condition.

On October 23, 2019, ServiceNow, Inc. (“ServiceNow” or the “Company”) issued a press release announcing financial results for the three months ended September 30, 2019.

A copy of the press release is attached as Exhibit 99.1 to this Current Report on Form 8-K and is incorporated by reference herein.

The information in this report, including the exhibit attached hereto, is furnished pursuant to Item 2.02 of Form 8-K and is not deemed to be “filed” for purposes of Section 18 of the Securities Exchange Act of 1934, as amended (the “Exchange Act”), or otherwise subject to liabilities of that section, nor shall it be deemed incorporated by reference in any filing of ServiceNow under the Securities Act of 1933, as amended, or the Exchange Act, whether made before or after the date hereof and irrespective of any general incorporation language in any filings.

ServiceNow makes reference to non-GAAP financial information in the press release.  A reconciliation to the nearest comparable GAAP financial measures of the non-GAAP financial measures is included in the press release attached hereto as Exhibit 99.1.  These non-GAAP financial measures are reported in addition to, and not as a substitute for, or superior to, financial measures calculated in accordance with GAAP.

ServiceNow encourages investors to carefully consider its results under GAAP, as well as its supplemental non-GAAP information and the reconciliation between these presentations, to more fully understand its business.

Item 9.01 Financial Statements and Exhibits.
(d)
Exhibits.
 
 
 
 
 
 
104
Cover Page Interactive Data File – the cover page XBRL tags are embedded within the Inline XBRL document






Exhibit List
    
Exhibit No.
Exhibit Title
104
Cover Page Interactive Data File – the cover page XBRL tags are embedded within the Inline XBRL document





SIGNATURES

Pursuant to the requirements of the Securities Exchange Act of 1934, as amended, the registrant has duly caused this report to be signed on its behalf by the undersigned hereunto duly authorized.


 
 
 
SERVICENOW, INC.
 
 
 
 
 
 
 
 
By:
/s/ Russell S. Elmer
 
 
 
 
Russell S. Elmer
General Counsel
 
 
 
 
 
 
Date: October 23, 2019
 
 



 EX-99.1 2 erq3fy19-document.htm EXHIBIT 99.1 Exhibit

snlogo27.jpg

ServiceNow Reports Third Quarter 2019 Financial Results


•
Subscription revenues of $835 million in Q3 2019, representing 33% year-over-year growth, 35% adjusted for foreign currency exchange rates
•
46 transactions over $1 million in net new annual contract value in Q3 2019, representing 84% year-over-year growth
•
809 total customers with over $1 million in annual contract value, representing 32% year-over-year growth


SANTA CLARA, Calif. - Oct. 23, 2019 - ServiceNow (NYSE: NOW), the leading digital workflow company making work, work better for people, today announced financial results for its third quarter ended September 30, 2019, with subscription revenues of $835 million in Q3 2019, representing 33% year-over-year growth, 35% adjusted for foreign currency exchange rates.

During the quarter, ServiceNow closed 46 transactions with more than $1 million in net new annual contract value (ACV), representing 84% year-over-year growth. The company now has 809 total customers with more than $1 million in ACV, representing 32% year-over-year growth in customers.

“We delivered another strong quarter, continuing our focus on driving customer success and expanding our footprint across 75% of the Fortune 500,” said John Donahoe, ServiceNow president and CEO. “We are pleased that companies are turning to ServiceNow to be their strategic partner for digital transformation when they want to unlock productivity and create leverage with their technology investments.”

Today’s results follow yesterday’s announcement of ServiceNow’s preliminary third quarter 2019 financial results, along with the news that Bill McDermott will succeed John Donahoe as President and CEO of ServiceNow by year-end 2019.

1

Third Quarter 2019 GAAP and Non‑GAAP Results:

The following table summarizes our financial results for the third quarter 2019:
 
 
 
 
 
 
 
 
 
Third Quarter 2019
GAAP Results
 
Third Quarter 2019 Non-GAAP Results(1)
 
Amount
($ millions)
Year/Year
Growth (%)

 
Amount
($ millions)
Year/Year
Growth (%)

Adjusted Amount
($ millions)(2)
Adjusted Year/Year Growth (%)

Subscription revenues
$834.9
33
%
 
 
 
$847.6
35
%
Professional services and other revenues
$50.9
9
%
 
 
 
$51.7
11
%
Total revenues
$885.8
32
%
 
 
 
$899.2
34
%
 
 
 
 
 
 
 
 
Subscription billings
 
 
 
$864.0
28
%
$869.1
29
%
Professional services and other billings
 
 
 
$51.2
10
%
$51.9
12
%
Total billings
 
 
 
$915.2
27
%
$921.0
28
%
 
 
 
 
 
 
 
 
 
Amount
($ millions)
Margin (%)

 
Amount
($ millions)
Margin (%)

 
 
Subscription gross profit
$695.6
83
%
 
$720.7
86
%
 
 
Professional services and other gross profit (loss)
($10.5)
(21
%)
 
$0.3
1
%
 
 
Total gross profit
$685.0
77
%
 
$721.1
81
%
 
 
Income from operations
$56.3
6
%
 
$228.2
26
%
 
 
Net cash provided by operating activities
$210.2
24
%
 
 
 
 
 
Free cash flow
 
 
 
$121.3
14
%
 
 
 
 
 
 
 
 
 
 
 
Amount
($ millions)
Earnings per Basic/Diluted Share ($)

 
Amount
($ millions)
Earnings per Basic/Diluted Share ($)

 
 
Net income
$40.6
$0.22 / $0.21
 
$192.9
$1.03 / $0.99

 
 

(1)
We report non-GAAP financial measures in addition to, and not as a substitute for, or superior to, financial measures calculated in accordance with GAAP. See the section entitled “Statement Regarding Use of Non-GAAP Financial Measures” for an explanation of non-GAAP measures, and the table entitled “GAAP to Non-GAAP Reconciliation” for a reconciliation of GAAP to non-GAAP measures.
(2)
Non-GAAP adjusted subscription revenues, professional services and other revenues, total revenues and professional services and other billings are adjusted for constant currency. Non-GAAP adjusted subscription billings and total billings are adjusted for constant currency and constant billings duration. See the section entitled “Statement Regarding Use of Non-GAAP Financial Measures” for an explanation of non-GAAP measures, and the table entitled “GAAP to Non-GAAP Reconciliation” for a reconciliation of GAAP to non-GAAP measures.

























2

Financial Outlook

Our guidance includes GAAP and non-GAAP financial measures.

The following table summarizes our guidance for the fourth quarter 2019:

 
Fourth Quarter 2019
GAAP Guidance
 
Fourth Quarter 2019 Non-GAAP Guidance(1)
 
Amount
($ millions)(2)
Year/Year
Growth (%)
 
Amount
($ millions)(2)

Year/Year
Growth (%)

Adjusted Amount
($ millions)(3)
Adjusted Year/ Year Growth (%)
Subscription revenues
$884 - $889
 33%
 
 
 
$897 - $902
 35%
Subscription billings
 
 
 
$1,249 - $1,254
 31% - 32%

$1,270 - $1,275
 33% - 34%
 
 
 
 
 
 
 
 
 
 
 
 
 
Margin (%)

 
 
Income from operations
 
 
 
 
21
%
 
 
 
 
 
 
 
 
 
 
 
 
 
 
Amount
(millions)

 
 
 
Weighted-average shares used to compute diluted net income per share
 
 
 
195

 
 
 

(1)
We report non-GAAP financial measures in addition to, and not as a substitute for, or superior to, financial measures calculated in accordance with GAAP. See the section entitled “Statement Regarding Use of Non-GAAP Financial Measures” for an explanation of non-GAAP measures, and the table entitled “Reconciliation of Non-GAAP Financial Guidance” for a reconciliation of GAAP to non-GAAP measures.
(2)
Guidance for GAAP subscription revenues and non-GAAP subscription billings is based on foreign exchange rates as of September 30, 2019 for entities reporting in currencies other than U.S. Dollars.
(3)
Non-GAAP adjusted subscription revenues are adjusted for constant currency. Non-GAAP adjusted subscription billings are adjusted for constant currency and constant billings duration. See the section entitled “Statement Regarding Use of Non-GAAP Financial Measures” for an explanation of non-GAAP measures, and the table entitled “Reconciliation of Non-GAAP Financial Guidance” for a reconciliation of GAAP to non-GAAP measures.

The following table summarizes our updated guidance for full-year 2019:

 
Full-Year 2019
GAAP Guidance
 
Full-Year 2019 Non-GAAP Guidance(1)
 
Amount
($ millions)(2)
Year/Year
Growth (%)
 
Amount
($ millions)(2)

Year/Year
Growth (%)

Adjusted Amount
($ millions)(3)
Adjusted Year/ Year Growth (%)
Subscription revenues
$3,240 - $3,245
 34%
 
 
 
$3,302 - $3,307
 36% - 37%
Subscription billings
 
 
 
$3,740 - $3,745
 30%

$3,817 - $3,822
 32% - 33%
 
 
 
 
 
 
 
 
 
 
 
 
 
Margin (%)

 
 
Subscription gross profit
 
 
 
 
86
%
 
 
Income from operations
 
 
 
 
21
%
 
 
Free cash flow
 
 
 
 
28
%
 
 
 
 
 
 
 
 
 
 
 
 
 
 
Amount
(millions)

 
 
 
Weighted-average shares used to compute diluted net income per share
 
 
 
194

 
 
 

(1)
We report non-GAAP financial measures in addition to, and not as a substitute for, or superior to, financial measures calculated in accordance with GAAP. See the section entitled “Statement Regarding Use of Non-GAAP Financial Measures” for an explanation of non-GAAP measures, and the table entitled “Reconciliation of Non-GAAP Financial Guidance” for a reconciliation of GAAP to non-GAAP measures.
(2)
GAAP subscription revenues and non-GAAP subscription billings for the future quarters included in our full-year 2019 guidance are based on foreign exchange rates as of September 30, 2019 for entities reporting in currencies other than U.S. Dollars.
(3)
Non-GAAP adjusted subscription revenues are adjusted for constant currency. Non-GAAP adjusted subscription billings are adjusted for constant currency and constant billings duration. See the section entitled “Statement Regarding Use of Non-GAAP Financial Measures” for an explanation of non-GAAP measures, and the table entitled “Reconciliation of Non-GAAP Financial Guidance” for a reconciliation of GAAP to non-GAAP measures.

3

The following table compares our updated full-year 2019 guidance against our previously issued full-year 2019 guidance dated July 24, 2019:
 
Comparison of Updated Full-Year 2019 Guidance to Previously Issued Guidance(1)
($ millions)
 
Previous Guidance Midpoint(2)
Currency Impact(3)
Duration Impact(4)
Guidance Change
Current Guidance Midpoint(5)
GAAP subscription revenues
$3,250
($18)
$0
$11
$3,243
 
 
 
 
 
 
Non-GAAP subscription billings(6)
$3,745
($23)
$10
$11
$3,743
 
 
 
 
 
 
(1)
Numbers are rounded for presentation purposes.
(2)
Refers to previously issued full-year 2019 guidance dated July 24, 2019.
(3)
GAAP subscription revenues and non-GAAP subscription billings for the future quarters included in our full-year 2019 guidance are based on foreign exchange rates in effect at the end of the current quarter for entities reporting in currencies other than U.S. Dollars. Currency impact represents the sum of (i) the impact of the difference between the actual average rates in the period used to calculate our Q3 2019 actual results and the rates as of June 30, 2019 assumed in our previously issued guidance dated July 24, 2019 plus (ii) the impact of the difference between the exchange rates in effect as of September 30, 2019 assumed in our updated full-year 2019 guidance, and the rates as of June 30, 2019 assumed in our previously issued guidance dated July 24, 2019.
(4)
Represents the impact of billings greater than 12 months in excess of guidance assumptions.
(5)
Represents the updated full-year 2019 guidance presented in the table above.
(6)
We report non-GAAP financial measures in addition to, and not as a substitute for, or superior to, financial measures calculated in accordance with GAAP. See the section entitled “Statement Regarding Use of Non-GAAP Financial Measures” for an explanation of non-GAAP measures, and the table entitled “Reconciliation of Non-GAAP Financial Guidance” for a reconciliation of GAAP to non-GAAP measures.

Conference Call Details 

The conference call will begin at 2 p.m. Pacific Time (22:00 BST) on October 23, 2019. Interested parties may listen to the call by dialing (877) 824‑2843 (passcode: 9197834), or if outside North America, by dialing (647) 689‑5665 (passcode: 9197834). Individuals may access the live teleconference from this webcast link:
https://event.on24.com/wcc/r/2078426/17C64C4B1449180887A4708BC36CB6E7
An audio replay of the conference call and webcast will be available two hours after its completion and will be accessible for 30 days. To hear the replay, interested parties may go to the investor relations section of the ServiceNow website or dial (800) 585‑8367 (passcode: 9197834), or if outside North America, by dialing (416) 621‑4642 (passcode: 9197834).

Investor Presentation Details

An investor presentation providing additional information and analysis can be found at http://investors.servicenow.com.

Statement Regarding Use of Non‑GAAP Financial Measures

We report the following non-GAAP financial measures in addition to, and not as a substitute for, or superior to, financial measures calculated in accordance with GAAP.

•
Adjusted revenues. We present revenues adjusted for constant currency to provide a framework for assessing how our business performed excluding the effect of foreign currency rate fluctuations. To present this information, current period results for entities reporting in currencies other than U.S. Dollars (USD) are converted into USD at the average exchange rates in effect during the comparison period (for Q3 2018, the average exchange rates in effect for our major currencies were 1 USD to 0.8601 Euros and 1 USD to 0.7679 British Pound Sterling (GBP)), rather than the actual average exchange rates in effect during the current period (for Q3 2019, the average exchange rates in effect for our major currencies were 1 USD to 0.8995 Euros and 1 USD 0.8116 GBP). Similarly, in our guidance, we apply the average exchange rates in effect during the comparison period rather than the exchange rates for the guidance period. We believe the presentation of revenues adjusted for constant currency facilitates the comparison of revenues year-over-year.

•
Billings and Adjusted billings. We believe billings is a useful leading indicator regarding the performance of our business. We define subscription billings, professional services and other billings, and total billings as the applicable revenue plus the applicable change in deferred revenue, unbilled receivables and customer deposits as presented or derived from the statement of cash flows. We adjust billings for constant currency, as described above, and for constant duration by replacing the portion of multi-year billings in excess of twelve months during the current or guidance period with the portion of multi-year billings in excess of twelve months during the comparison period. We believe these adjustments facilitate greater comparability in our billings information year-over-year.

4

•
Gross profit, Income from operations and Net income. Our non-GAAP presentation of gross profit, income from operations, and net income measures exclude stock-based compensation expense, amortization of debt discount and issuance costs related to our convertible senior notes, loss on early note conversions, amortization of purchased intangibles, legal settlements, business combination and other related costs, and the related income tax effect of these adjustments. We believe the presentation of operating results that exclude these non-cash or non-recurring items provides useful supplemental information to investors and facilitates the analysis of our operating results and comparison of operating results across reporting periods.

•
Free cash flow. Free cash flow is defined as net cash provided by (used in) operating activities plus cash paid for legal settlements and repayments of convertible senior notes attributable to debt discount, reduced by purchases of property and equipment. Free cash flow margin is calculated as free cash flow as a percentage of total revenues. We believe information regarding free cash flow and free cash flow margin provides useful information to investors because it is an indicator of the strength and performance of our business operations.

Our presentation of non-GAAP financial measures may not be comparable to similar measures used by other companies. We encourage investors to carefully consider our results under GAAP, as well as our supplemental non-GAAP information and the reconciliation between these presentations, to more fully understand our business. Please see the tables included at the end of this release for the reconciliation of GAAP and non-GAAP results and guidance.

Use of Forward‑Looking Statements

This release contains “forward-looking statements” regarding our performance, including but not limited to statements in the section entitled “Financial Outlook.” Forward-looking statements are subject to known and unknown risks and uncertainties and are based on potentially inaccurate assumptions that could cause actual results to differ materially from those expected or implied by the forward-looking statements. If any such risks or uncertainties materialize or if any of the assumptions prove incorrect, our results could differ materially from the results expressed or implied by the forward‑looking statements we make.

Factors that may cause actual results to differ materially from those in any forward-looking statements include: (i) errors, interruptions, delays, or security breaches in or of our service or datacenters, (ii) our ability to grow at our expected rate of growth, including our ability to convert deferred revenue and backlog into revenue, add and retain customers, sell additional subscriptions to existing customers, sell to very large and regulated organizations with complex sales cycles, and enter new geographies and markets, (iii) our ability to continue to release, and gain customer acceptance of, improved versions of our services, (iv) our ability to develop and gain customer acceptance of new products and services, including our platform and those acquired through strategic transactions, (v) our ability to compete successfully against existing and new competitors, and (vi) material changes in the value of foreign currencies relative to the U.S. Dollar.

Further information on these and other factors that could affect our financial results are included in our Form 10-Q that will be filed for the quarter ended September 30, 2019 and in other filings we make with the Securities and Exchange Commission from time to time, including our Form 10-K filed for the year ended December 31, 2018.

We undertake no obligation, and do not intend, to update these forward-looking statements, to review or confirm analysts’ expectations, or to provide interim reports or updates on the progress of the current financial quarter.

About ServiceNow

ServiceNow (NYSE: NOW) is making the world of work, work better for people. Our cloud‑based platform and solutions deliver digital workflows that create great experiences and unlock productivity for employees and the enterprise.  For more information, visit: www.servicenow.com.

© 2019 ServiceNow, Inc. All rights reserved. ServiceNow, the ServiceNow logo, Now, Now Platform, and other ServiceNow marks are trademarks and/or registered trademarks of ServiceNow, Inc. in the United States and/or other countries. Other company names, product names, and logos may be trademarks of the respective companies with which they are associated.

Media Contact:
Sara Day
650.336.3123
press@servicenow.com

Investor Contact:
Kendall Toyne
408.831.6040
ir@servicenow.com

5


ServiceNow, Inc.
Condensed Consolidated Statements of Operations
(in thousands, except share and per share data)
(unaudited)

 
Three Months Ended
 
Nine Months Ended
 
September 30, 2019
 
September 30, 2018
 
September 30, 2019
 
September 30, 2018
Revenues:
 
 
 
 
 
 
 
Subscription
$
834,910

 
$
626,567

 
$
2,355,885

 
$
1,755,174

Professional services and other
50,923

 
46,530

 
152,778

 
138,201

Total revenues
885,833

 
673,097

 
2,508,663

 
1,893,375

Cost of revenues (1):
 
 
 
 
 
 
 
Subscription
139,330

 
106,821

 
401,398

 
303,918

Professional services and other
61,463

 
51,037

 
183,794

 
150,578

Total cost of revenues
200,793

 
157,858

 
585,192

 
454,496

Gross profit
685,040

 
515,239

 
1,923,471

 
1,438,879

Operating expenses (1):
 
 
 
 
 
 
 
Sales and marketing
362,975

 
289,323

 
1,118,279

 
883,893

Research and development
190,099

 
135,655

 
546,041

 
380,839

General and administrative
75,642

 
80,693

 
245,540

 
216,851

Total operating expenses
628,716

 
505,671

 
1,909,860

 
1,481,583

Income (loss) from operations
56,324

 
9,568

 
13,611

 
(42,704
)
Interest expense
(8,371
)
 
(11,233
)
 
(24,808
)
 
(43,795
)
Interest income and other income (expense), net
12,817

 
8,895

 
44,196

 
45,520

Income (loss) before income taxes
60,770

 
7,230

 
32,999

 
(40,979
)
Provision for (benefit from) income taxes
20,172

 
(1,175
)
 
5,025

 
(7,260
)
Net income (loss)
$
40,598

 
$
8,405

 
$
27,974

 
$
(33,719
)
Net income (loss) per share - basic
$
0.22

 
$
0.05

 
$
0.15

 
$
(0.19
)
Net income (loss) per share - diluted
$
0.21

 
$
0.04

 
$
0.14

 
$
(0.19
)
Weighted-average shares used to compute net income (loss) per share - basic
188,074,303

 
178,719,694

 
185,676,049

 
177,198,179

Weighted-average shares used to compute net income (loss) per share - diluted
197,878,215

 
192,190,899

 
196,738,774

 
177,198,179


(1)
Includes stock-based compensation as follows:
 
Three Months Ended
 
Nine Months Ended
 
September 30, 2019
 
September 30, 2018
 
September 30, 2019
 
September 30, 2018
Cost of revenues:
 
 
 
 
 
 
 
Subscription
$
18,880

 
$
12,775

 
$
54,019

 
$
36,604

Professional services and other
10,867

 
8,407

 
31,749

 
24,310

Sales and marketing
68,712

 
60,132

 
200,071

 
169,283

Research and development
50,636

 
35,527

 
144,259

 
97,905

General and administrative
13,839

 
27,567

 
62,046

 
73,207





6

ServiceNow, Inc.
Condensed Consolidated Balance Sheets
(in thousands)
(unaudited)

 
September 30, 2019
 
December 31, 2018
Assets
 
 
 
Current assets:
 
 
 
Cash and cash equivalents
$
622,925

 
$
566,204

Short-term investments
848,148

 
931,718

Accounts receivable, net
539,416

 
574,810

Current portion of deferred commissions
158,241

 
139,890

Prepaid expenses and other current assets
128,483

 
132,071

Total current assets
2,297,213

 
2,344,693

Deferred commissions, less current portion
293,086

 
282,490

Long-term investments
1,001,513

 
581,856

Property and equipment, net (1)
400,858

 
347,216

Operating lease right-of-use assets (1)
405,424

 
—

Intangible assets, net
112,947

 
100,582

Goodwill
153,902

 
148,845

Other assets
91,865

 
73,458

Total assets
$
4,756,808

 
$
3,879,140

Liabilities and Stockholders’ Equity
 
 
 
Current liabilities:
 
 
 
Accounts payable
$
61,906

 
$
30,733

Accrued expenses and other current liabilities (1)
319,792

 
330,246

Current portion of deferred revenue
1,761,532

 
1,651,594

Current portion of operating lease liabilities (1)
49,331

 
—

Total current liabilities
2,192,561

 
2,012,573

Deferred revenue, less current portion
41,286

 
38,597

Operating lease liabilities, less current portion (1)
388,483

 
—

Convertible senior notes, net
686,516

 
661,707

Other long-term liabilities (1)
18,489

 
55,064

Stockholders’ equity (1)
1,429,473

 
1,111,199

Total liabilities and stockholders’ equity
$
4,756,808

 
$
3,879,140


(1)
We adopted Topic 842 using the modified retrospective method as of January 1, 2019 and elected the transition option that allows us not to restate the comparative periods in our financial statements in the year of adoption.


7

ServiceNow, Inc.
Condensed Consolidated Statements of Cash Flows
(in thousands)
(unaudited)
 
Three Months Ended
 
Nine Months Ended
 
September 30, 2019
 
September 30, 2018
 
September 30, 2019
 
September 30, 2018
Cash flows from operating activities:
 
 
 
 
 
 
 
Net income (loss)
$
40,598

 
$
8,405

 
$
27,974

 
$
(33,719
)
Adjustments to reconcile net income (loss) to net cash provided by operating activities:
 
 
 
 
 
 
 
Depreciation and amortization
64,006

 
37,874

 
179,783

 
106,492

Amortization of deferred commissions
42,695

 
43,063

 
122,226

 
107,367

Amortization of debt discount and issuance costs
8,371

 
11,233

 
24,808

 
43,795

Stock-based compensation
162,934

 
144,408

 
492,144

 
401,309

Deferred income taxes
231

 
(1,371
)
 
(2,842
)
 
(32,297
)
Gain on marketable equity securities
—

 
—

 
—

 
(19,257
)
Repayments of convertible senior notes attributable to debt discount
—

 
(14,076
)
 
—

 
(101,633
)
Other
(1,298
)
 
6,209

 
(4,621
)
 
4,502

Changes in operating assets and liabilities, net of effect of business combinations:
 
 
 
 
 
 
 
Accounts receivable
(43,023
)
 
(58,486
)
 
28,331

 
7,454

Deferred commissions
(61,115
)
 
(59,526
)
 
(158,309
)
 
(152,521
)
Prepaid expenses and other assets
2,914

 
(521
)
 
(25,569
)
 
1,519

Accounts payable
4,995

 
7,690

 
30,088

 
5,058

Deferred revenue
35,265

 
42,969

 
135,455

 
174,058

Accrued expenses and other liabilities
(46,395
)
 
(22,370
)
 
(34,707
)
 
9,350

Net cash provided by operating activities
210,178

 
145,501

 
814,761

 
521,477

Cash flows from investing activities:
 
 
 
 
 
 
 
Purchases of property and equipment
(88,869
)
 
(47,987
)
 
(185,889
)
 
(136,349
)
Business combinations, net of cash and restricted cash acquired
—

 
—

 
—

 
(24,940
)
Purchases of other intangibles
(1,200
)
 
(2,750
)
 
(37,360
)
 
(13,600
)
Purchases of investments
(455,050
)
 
(447,085
)
 
(1,255,691
)
 
(826,998
)
Sales of investments
22,877

 
—

 
31,046

 
39,975

Maturities of investments
400,258

 
408,473

 
900,407

 
861,629

Realized (losses) gains on derivatives not designated as hedging instruments, net
(371
)
 
—

 
21,742

 
—

Net cash used in investing activities
(122,355
)
 
(89,349
)
 
(525,745
)
 
(100,283
)
Cash flows from financing activities:
 
 
 
 
 
 
 
Repayments of convertible senior notes attributable to principal
—

 
(40,335
)
 
—

 
(311,520
)
Proceeds from employee stock plans
41,927

 
39,018

 
105,227

 
100,437

Taxes paid related to net share settlement of equity awards
(83,183
)
 
(66,737
)
 
(330,802
)
 
(221,268
)
Payments on financing obligations
—

 
(180
)
 
—

 
(756
)
Net cash used in financing activities
(41,256
)
 
(68,234
)
 
(225,575
)
 
(433,107
)
Foreign currency effect on cash, cash equivalents and restricted cash
(7,725
)
 
(2,088
)
 
(6,439
)
 
(9,593
)
Net increase (decrease) in cash, cash equivalents and restricted cash
38,842

 
(14,170
)
 
57,002

 
(21,506
)
Cash, cash equivalents and restricted cash at beginning of period
586,698

 
720,493

 
568,538

 
727,829

Cash, cash equivalents and restricted cash at end of period
$
625,540

 
$
706,323

 
$
625,540

 
$
706,323


8

ServiceNow, Inc.
GAAP to Non-GAAP Reconciliation
(in thousands, except share and per share data)
(unaudited)
 
Three Months Ended
 
 
 
Nine Months Ended
 
 
 
September 30, 2019
 
September 30, 2018
 
Growth Rates
 
September 30, 2019
 
September 30, 2018
 
Growth Rates
Subscription revenues:
 
 
 
 
 
 
 
 
 
 
 
GAAP subscription revenues
$
834,910

 
$
626,567

 
33%
 
$
2,355,885

 
$
1,755,174

 
34%
Effects of foreign currency rate fluctuations
12,672

 
 
 
 
 
49,706

 
 
 
 
Non-GAAP adjusted subscription revenues (1)
$
847,582

 
 
 
35%
 
$
2,405,591

 
 
 
37%
 
 
 
 
 
 
 
 
 
 
 
 
Subscription billings:
 
 
 
 
 
 
 
 
 
 
 
GAAP subscription revenues
$
834,910

 
$
626,567

 
33%
 
$
2,355,885

 
$
1,755,174

 
34%
Change in subscription deferred revenue, unbilled receivables and customer deposits
29,137

 
47,592

 
 
 
134,663

 
174,261

 
 
Non-GAAP subscription billings
864,047

 
674,159

 
28%
 
2,490,548

 
1,929,435

 
29%
Effects of foreign currency rate fluctuations
12,309

 
 
 
 
 
50,996

 
 
 
 
Effects of fluctuations in billings duration
(7,272
)
 
 
 
 
 
5,039

 
 
 
 
Non-GAAP adjusted subscription billings (2)
$
869,084

 
 
 
29%
 
$
2,546,583

 
 
 
32%
 
 
 
 
 
 
 
 
 
 
 
 
Professional services and other revenues:
 
 
 
 
 
 
 
 
 
 
 
GAAP professional services and other revenues
$
50,923

 
$
46,530

 
9%
 
$
152,778

 
$
138,201

 
11%
Effects of foreign currency rate fluctuations
728

 
 
 
 
 
4,082

 
 
 
 
Non-GAAP adjusted professional service and other revenues (1)
$
51,651

 
 
 
11%
 
$
156,860

 
 
 
14%
 
 
 
 
 
 
 
 
 
 
 
 
Professional services and other billings:
 
 
 
 
 
 
 
 
 
 
 
GAAP professional services and other revenues
$
50,923

 
$
46,530

 
9%
 
$
152,778

 
$
138,201

 
11%
Change in professional services and other deferred revenue
245

 
(148
)
 
 
 
435

 
8,157

 
 
Non-GAAP professional services and other billings
51,168

 
46,382

 
10%
 
153,213

 
146,358

 
5%
Effects of foreign currency rate fluctuations
728

 
 
 
 
 
4,082

 
 
 
 
Non-GAAP adjusted professional services and other billings (2)
$
51,896

 
 
 
12%
 
$
157,295

 
 
 
7%
 
 
 
 
 
 
 
 
 
 
 
 
Total revenues:
 
 
 
 
 
 
 
 
 
 
 
GAAP total revenues
$
885,833

 
$
673,097

 
32%
 
$
2,508,663

 
$
1,893,375

 
32%
Effects of foreign currency rate fluctuations
13,400

 
 
 
 
 
53,788

 
 
 
 
Non-GAAP adjusted total revenues (1)
$
899,233

 
 
 
34%
 
$
2,562,451

 
 
 
35%
 
 
 
 
 
 
 
 
 
 
 
 
Total billings:
 
 
 
 
 
 
 
 
 
 
 
GAAP total revenues
$
885,833

 
$
673,097

 
32%
 
$
2,508,663

 
$
1,893,375

 
32%
Change in total deferred revenue, unbilled receivables and customer deposits
29,382

 
47,444

 
 
 
135,098

 
182,418

 
 
Non-GAAP total billings
915,215

 
720,541

 
27%
 
2,643,761

 
2,075,793

 
27%
Effects of foreign currency rate fluctuations
13,037

 
 
 
 
 
55,078

 
 
 
 
Effects of fluctuations in billings duration
(7,272
)
 
 
 
 
 
5,039

 
 
 
 
Non-GAAP adjusted total billings (2)
$
920,980

 
 
 
28%
 
$
2,703,878

 
 
 
30%
 
 
 
 
 
 
 
 
 
 
 
 
Cost of revenues:
 
 
 
 
 
 
 
 
 
 
 
GAAP subscription cost of revenues
$
139,330

 
$
106,821

 
 
 
$
401,398

 
$
303,918

 
 
Stock-based compensation
(18,880
)
 
(12,775
)
 
 
 
(54,019
)
 
(36,604
)
 
 
Amortization of purchased intangibles
(6,281
)
 
(4,879
)
 
 
 
(16,595
)
 
(13,930
)
 
 
Non-GAAP subscription cost of revenues
$
114,169

 
$
89,167

 
 
 
$
330,784

 
$
253,384

 
 
 
 
 
 
 
 
 
 
 
 
 
 
GAAP professional services and other cost of revenues
$
61,463

 
$
51,037

 
 
 
$
183,794

 
$
150,578

 
 
Stock-based compensation
(10,867
)
 
(8,407
)
 
 
 
(31,749
)
 
(24,310
)
 
 
Non-GAAP professional services and other cost of revenues
$
50,596

 
$
42,630

 
 
 
$
152,045

 
$
126,268

 
 
 
 
 
 
 
 
 
 
 
 
 
 
Gross profit (loss):
 
 
 
 
 
 
 
 
 
 
 
GAAP subscription gross profit
$
695,580

 
$
519,746

 
 
 
$
1,954,487

 
$
1,451,256

 
 
Stock-based compensation
18,880

 
12,775

 
 
 
54,019

 
36,604

 
 
Amortization of purchased intangibles
6,281

 
4,879

 
 
 
16,595

 
13,930

 
 
Non-GAAP subscription gross profit
$
720,741

 
$
537,400

 
 
 
$
2,025,101

 
$
1,501,790

 
 
 
 
 
 
 
 
 
 
 
 
 
 
GAAP professional services and other gross loss
$
(10,540
)
 
$
(4,507
)
 
 
 
$
(31,016
)
 
$
(12,377
)
 
 
Stock-based compensation
10,867

 
8,407

 
 
 
31,749

 
24,310

 
 
Non-GAAP professional services and other gross profit
$
327

 
$
3,900

 
 
 
$
733

 
$
11,933

 
 
 
 
 
 
 
 
 
 
 
 
 
 
GAAP gross profit
$
685,040

 
$
515,239

 
 
 
$
1,923,471

 
$
1,438,879

 
 
Stock-based compensation
29,747

 
21,182

 
 
 
85,768

 
60,914

 
 
Amortization of purchased intangibles
6,281

 
4,879

 
 
 
16,595

 
13,930

 
 
Non-GAAP gross profit
$
721,068

 
$
541,300

 
 
 
$
2,025,834

 
$
1,513,723

 
 
 
 
 
 
 
 
 
 
 
 
 
 
Gross margin:
 
 
 
 
 
 
 
 
 
 
 
GAAP subscription gross margin
83
%
 
83
%
 
 
 
83
%
 
83
%
 
 
Stock-based compensation as % of subscription revenues
2
%
 
2
%
 
 
 
2
%
 
2
%
 
 
Amortization of purchased intangibles as % of subscription revenues
1
%
 
1
%
 
 
 
1
%
 
1
%
 
 
Non-GAAP subscription gross margin
86
%
 
86
%
 
 
 
86
%
 
86
%
 
 
 
 
 
 
 
 
 
 
 
 
 
 
GAAP professional services and other gross margin
(21
%)
 
(10
%)
 
 
 
(20
%)
 
(9
%)
 
 
Stock-based compensation as % of professional services and other revenues
22
%
 
18
%
 
 
 
20
%
 
18
%
 
 
Non-GAAP professional services and other gross margin
1
%
 
8
%
 
 
 
0
%
 
9
%
 
 
 
 
 
 
 
 
 
 
 
 
 
 
GAAP gross margin
77
%
 
77
%
 
 
 
77
%
 
76
%
 
 
Stock-based compensation as % of total revenues
3
%
 
3
%
 
 
 
3
%
 
3
%
 
 
Amortization of purchased intangibles as % of total revenues
1
%
 
0
%
 
 
 
1
%
 
1
%
 
 
Non-GAAP gross margin
81
%
 
80
%
 
 
 
81
%
 
80
%
 
 
 
 
 
 
 
 
 
 
 
 
 
 
Operating expenses:
 
 
 
 
 
 
 
 
 
 
 
GAAP sales and marketing expenses
$
362,975

 
$
289,323

 
 
 
$
1,118,279

 
$
883,893

 
 
Stock-based compensation
(68,712
)
 
(60,132
)
 
 
 
(200,071
)
 
(169,283
)
 
 
Non-GAAP sales and marketing expenses
$
294,263

 
$
229,191

 
 
 
$
918,208

 
$
714,610

 
 
 
 
 
 
 
 
 
 
 
 
 
 
GAAP research and development expenses
$
190,099

 
$
135,655

 
 
 
$
546,041

 
$
380,839

 
 
Stock-based compensation
(50,636
)
 
(35,527
)
 
 
 
(144,259
)
 
(97,905
)
 
 
Amortization of purchased intangibles
(455
)
 
(455
)
 
 
 
(1,365
)
 
(1,365
)
 
 
Non-GAAP research and development expenses
$
139,008

 
$
99,673

 
 
 
$
400,417

 
$
281,569

 
 
 
 
 
 
 
 
 
 
 
 
 
 
GAAP general and administrative expenses
$
75,642

 
$
80,693

 
 
 
$
245,540

 
$
216,851

 
 
Stock-based compensation
(13,839
)
 
(27,567
)
 
 
 
(62,046
)
 
(73,207
)
 
 
Amortization of purchased intangibles
(2,281
)
 
(1,047
)
 
 
 
(6,118
)
 
(2,882
)
 
 
Business combination and other related costs
26

 
(300
)
 
 
 
(120
)
 
(964
)
 
 
Non-GAAP general and administrative expenses
$
59,548

 
$
51,779

 
 
 
$
177,256

 
$
139,798

 
 
 
 
 
 
 
 
 
 
 
 
 
 
GAAP total operating expenses
$
628,716

 
$
505,671

 
 
 
$
1,909,860

 
$
1,481,583

 
 
Stock-based compensation
(133,187
)
 
(123,226
)
 
 
 
(406,376
)
 
(340,395
)
 
 
Amortization of purchased intangibles
(2,736
)
 
(1,502
)
 
 
 
(7,483
)
 
(4,247
)
 
 
Business combination and other related costs
26

 
(300
)
 
 
 
(120
)
 
(964
)
 
 
Non-GAAP total operating expenses
$
492,819

 
$
380,643

 
 
 
$
1,495,881

 
$
1,135,977

 
 
 
 
 
 
 
 
 
 
 
 
 
 
Income (loss) from operations:
 
 
 
 
 
 
 
 
 
 
 
GAAP income (loss) from operations
$
56,324

 
$
9,568

 
 
 
$
13,611

 
$
(42,704
)
 
 
Stock-based compensation
162,934

 
144,408

 
 
 
492,144

 
401,309

 
 
Amortization of purchased intangibles
9,017

 
6,381

 
 
 
24,078

 
18,177

 
 
Business combination and other related costs
(26
)
 
300

 
 
 
120

 
964

 
 
Non-GAAP income from operations
$
228,249

 
$
160,657

 
 
 
$
529,953

 
$
377,746

 
 
 
 
 
 
 
 
 
 
 
 
 
 
Operating margin:
 
 
 
 
 
 
 
 
 
 
 
GAAP operating margin
6
%
 
1
%
 
 
 
1
%
 
(2
%)
 
 
Stock-based compensation as % of total revenues
18
%
 
21
%
 
 
 
20
%
 
21
%
 
 
Amortization of purchased intangibles as % of total revenues
2
%
 
2
%
 
 
 
0
%
 
1
%
 
 
Business combination and other related costs as % of total revenues
0
%
 
0
%
 
 
 
0
%
 
0
%
 
 
Non-GAAP operating margin
26
%
 
24
%
 
 
 
21
%
 
20
%
 
 
 
 
 
 
 
 
 
 
 
 
 
 
Net income (loss):
 
 
 
 
 
 
 
 
 
 
 
GAAP net income (loss)
$
40,598

 
$
8,405

 
 
 
$
27,974

 
$
(33,719
)
 
 
Stock-based compensation
162,934

 
144,408

 
 
 
492,144

 
401,309

 
 
Amortization of purchased intangibles
9,017

 
6,381

 
 
 
24,078

 
18,177

 
 
Business combination and other related costs
(26
)
 
300

 
 
 
120

 
964

 
 
Amortization of debt discount and issuance costs for the convertible senior notes
8,371

 
11,233

 
 
 
24,808

 
43,795

 
 
Loss on early note conversions
—

 
190

 
 
 
—

 
4,063

 
 
Income tax expense effects related to the above adjustments
(28,041
)
 
(41,913
)
 
 
 
(109,804
)
 
(109,819
)
 
 
Non-GAAP net income
$
192,853

 
$
129,004

 
 
 
$
459,320

 
$
324,770

 
 
 
 
 
 
 
 
 
 
 
 
 
 
Net income (loss) per share - basic and diluted:
 
 
 
 
 
 
 
 
 
 
 
GAAP net income (loss) per share - basic
$
0.22

 
$
0.05

 
 
 
$
0.15

 
$
(0.19
)
 
 
GAAP net income (loss) per share - diluted
$
0.21

 
$
0.04

 
 
 
$
0.14

 
$
(0.19
)
 
 
Non-GAAP net income per share - basic
$
1.03

 
$
0.72

 
 
 
$
2.47

 
$
1.83

 
 
Non-GAAP net income per share - diluted
$
0.99

 
$
0.68

 
 
 
$
2.37

 
$
1.73

 
 
 
 
 
 
 
 
 
 
 
 
 
 
GAAP weighted-average shares used to compute net income (loss) per share - basic
188,074,303

 
178,719,694

 
 
 
185,676,049

 
177,198,179

 
 
 
 
 
 
 
 
 
 
 
 
 
 
GAAP weighted-average shares used to compute net income (loss) per share - diluted
197,878,215

 
192,190,899

 
 
 
196,738,774

 
177,198,179

 
 
Effects of dilutive time-based stock awards (3)
—

 
—

 
 
 
—

 
7,670,540

 
 
Effects of in-the-money portion of convertible senior notes (3)
(2,928,795
)
 
(3,192,806
)
 
 
 
(2,701,072
)
 
—

 
 
Effects of warrants (3)
—

 
—

 
 
 
—

 
2,932,637

 
 
Effects of stock awards with performance conditions not yet satisfied (3)
135,902

 
348,689

 
 
 
62,189

 
239,162

 
 
Non-GAAP weighted-average shares used to compute net income per share - diluted
195,085,322

 
189,346,782

 
 
 
194,099,891

 
188,040,518

 
 
 
 
 
 
 
 
 
 
 
 
 
 
Free cash flow:
 
 
 
 
 
 
 
 
 
 
 
GAAP net cash provided by operating activities
$
210,178

 
$
145,501

 
 
 
$
814,761

 
$
521,477

 
 
Purchases of property and equipment
(88,869
)
 
(47,987
)
 
 
 
(185,889
)
 
(136,349
)
 
 
Repayments of convertible senior notes attributable to debt discount
—

 
14,076

 
 
 
—

 
101,633

 
 
Non-GAAP free cash flow
$
121,309

 
$
111,590

 
 
 
$
628,872

 
$
486,761

 
 
 
 
 
 
 
 
 
 
 
 
 
 
Free cash flow margin:
 
 
 
 
 
 
 
 
 
 
 
GAAP net cash provided by operating activities as % of total revenues
24
%
 
22
%
 
 
 
32
%
 
28
%
 
 
Purchases of property and equipment as % of total revenues
(10
%)
 
(7
%)
 
 
 
(7
%)
 
(7
%)
 
 
Repayments of convertible senior notes attributable to debt discount as % of total revenues
—
%
 
2
%
 
 
 
—
%
 
5
%
 
 
Non-GAAP free cash flow margin
14
%
 
17
%
 
 
 
25
%
 
26
%
 
 

(1)
Adjusted revenues and the corresponding growth rates are derived by applying the average exchange rates in effect during the comparison period rather than the actual average exchange rates in effect during the current period.
(2)
Adjusted billings and the corresponding growth rates are derived by applying the average exchange rates in effect during the comparison period rather than the actual average exchange rates in effect during the current period, and by replacing the portion of multi-year billings in excess of twelve months during the current period with the portion of multi-year billings in excess of twelve months during the comparison period.
(3)
Effects of dilutive time-based stock awards, in-the-money portion of convertible senior notes and warrants are included in the GAAP weighted-average diluted shares in periods where we have GAAP net income. We exclude the in-the-money portion of convertible senior notes for non-GAAP weighted-average diluted shares as they are covered by our note hedges. We include stock awards with performance conditions not yet satisfied for non-GAAP weighted-average diluted shares at forecasted attainment levels to the extent we believe it is probable that the performance condition will be met.



9

ServiceNow, Inc.
Reconciliation of Non-GAAP Financial Guidance

The financial guidance provided below is an estimate based on information available as of September 30, 2019. The company’s future performance and financial results are subject to risks and uncertainties, and actual results could differ materially from the guidance set forth below. Some of the factors that could affect the company’s financial results are stated above in this press release. Further information on these and other factors that could affect our financial results are included in our Form 10-Q for the three months ended June 30, 2019 and in other filings we make with the Securities and Exchange Commission from time to time, including our Form 10-Q that will be filed for the three months ended September 30, 2019. The company assumes no obligation to update any forward-looking statements or information, which speak as of their respective dates.

 
Three Months Ended
 
 
 
December 31, 2019
 
December 31, 2018 (3)
 
Growth Rates
 
 
 
 
 
 
GAAP subscription revenues
$884 - $889 million
 
$666 million
 
 33%
 
 
 
 
 
 
Effects of foreign currency rate fluctuations
13 million
 
 
 
 
 
 
 
 
 
 
Non-GAAP adjusted subscription revenues (1)
$897 - $902 million
 
 
 
 35%
 
 
 
 
 
 
GAAP subscription revenues
$884 - $889 million
 
$666 million
 
 33%
 
 
 
 
 
 
Change in subscription deferred revenue, unbilled receivables and customer deposits
365 million
 
286 million
 
 
 
 
 
 
 
 
Non-GAAP subscription billings
$1,249 - $1,254 million
 
$952 million
 
 31% - 32%
 
 
 
 
 
 
Effects of foreign currency rate fluctuations
19 million
 
 
 
 
 
 
 
 
 
 
Effects of fluctuations in billings duration
2 million
 
 
 
 
 
 
 
 
 
 
Non-GAAP adjusted subscription billings (2)
$1,270 - $1,275 million
 
 
 
 33% - 34%
 
 
 
 
 
 
GAAP operating margin
2%
 
 
 
 
 
 
 
 
 
 
Stock-based compensation expense as % of total revenues
18%
 
 
 
 
 
 
 
 
 
 
Amortization of purchased intangibles as % of total revenues
1%
 
 
 
 
 
 
 
 
 
 
Business combination and other related costs as % of total revenues
0%
 
 
 
 
 
 
 
 
 
 
Non-GAAP operating margin
21%
 
 
 
 
 
 
 
 
 
 
GAAP weighted-average shares used to compute net income per share - diluted
198 million
 
 
 
 
 
 
 
 
 
 
Effects of in-the-money portion of convertible senior notes(4)
(3) million
 
 
 
 
 
 
 
 
 
 
Non-GAAP weighted-average shares used to compute net income per share - diluted
195 million
 
 
 
 
 
 
 
 
 
 


10

 
Twelve Months Ended
 
 
 
December 31, 2019
 
December 31, 2018 (3)
 
Growth Rates
 
 
 
 
 
 
GAAP subscription revenues
$3,240 - $3,245 million
 
$2,421 million
 
 34%
 
 
 
 
 
 
Effects of foreign currency rate fluctuations
62 million
 
 
 
 
 
 
 
 
 
 
Non-GAAP adjusted subscription revenues (1)
$3,302 - $3,307 million
 
 
 
 36% - 37%
 
 
 
 
 
 
GAAP subscription revenues
$3,240 - $3,245 million
 
$2,421 million
 
 34%
 
 
 
 
 
 
Change in subscription deferred revenue, unbilled receivables and customer deposits
500 million
 
460 million
 
 
 
 
 
 
 
 
Non-GAAP subscription billings
$3,740 - $3,745 million
 
$2,881 million
 
 30%
 
 
 
 
 
 
Effects of foreign currency rate fluctuations
70 million
 
 
 
 
 
 
 
 
 
 
Effects of fluctuations in billings duration
7 million
 
 
 
 
 
 
 
 
 
 
Non-GAAP adjusted subscription billings (2)
$3,817 - $3,822 million
 
 
 
 32% - 33%
 
 
 
 
 
 
GAAP subscription gross margin
83%
 
 
 
 
 
 
 
 
 
 
Stock-based compensation expense as % of subscription revenues
2%
 
 
 
 
 
 
 
 
 
 
Amortization of purchased intangibles as % of subscription revenues
1%
 
 
 
 
 
 
 
 
 
 
Non-GAAP subscription margin
86%
 
 
 
 
 
 
 
 
 
 
GAAP operating margin
1%
 
 
 
 
 
 
 
 
 
 
Stock-based compensation expense as % of total revenues
19%
 
 
 
 
 
 
 
 
 
 
Amortization of purchased intangibles as % of total revenues
1%
 
 
 
 
 
 
 
 
 
 
Business combination and other related costs as % of total revenues
0%
 
 
 
 
 
 
 
 
 
 
Non-GAAP operating margin
21%
 
 
 
 
 
 
 
 
 
 
GAAP net cash provided by operating activities as % of total revenues
36%
 
 
 
 
 
 
 
 
 
 
Purchases of property and equipment as % of total revenues
(8%)
 
 
 
 
 
 
 
 
 
 
Non-GAAP free cash flow margin
28%
 
 
 
 
 
 
 
 
 
 
GAAP weighted-average shares used to compute net income per share - diluted
197 million
 
 
 
 
 
 
 
 
 
 
Effects of in-the-money portion of convertible senior notes(4)
(3) million
 
 
 
 
 
 
 
 
 
 
Non-GAAP weighted-average shares used to compute net income per share - diluted
194 million
 
 
 
 

(1)
Adjusted revenues and the corresponding growth rates are derived by applying the average exchange rates in effect during the comparison period rather than the exchange rates for the guidance period.
(2)
Adjusted billings and the corresponding growth rates are derived by applying the average exchange rates in effect during the comparison period rather than the exchange rates for the guidance period, and by replacing the portion of multi-year billings in excess of twelve months for the guidance period with the actual portion of multi-year billings in excess of twelve months during the comparison period.
(3)
Effects of foreign currency rate fluctuations and fluctuations in billing durations are not applicable for the comparison period.
(4)
We exclude the in-the-money portion of convertible senior notes for non-GAAP weighted-average diluted shares as they are covered by our note hedges.


11
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Cover
Oct. 23, 2019
Cover page.  
Document Type 8-K
Document Period End Date Oct. 23, 2019
Entity Registrant Name SERVICENOW, INC.
Entity Incorporation, State or Country Code DE
Entity File Number 001-35580
Entity Tax Identification Number 20-2056195
Entity Address, Address Line One 2225 Lawson Lane
Entity Address, City or Town Santa Clara
Entity Address, State or Province CA
Entity Address, Postal Zip Code 95054
City Area Code 408
Local Phone Number 501-8550
Written Communications false
Soliciting Material false
Pre-commencement Tender Offer false
Pre-commencement Issuer Tender Offer false
Title of 12(b) Security Common stock, par value $0.001 per share
Trading Symbol NOW
Security Exchange Name NYSE
Entity Emerging Growth Company false
Entity Central Index Key 0001373715
Amendment Flag false

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