EX-99.1 2 d254049dex991.htm PRESS RELEASE Press release

Exhibit 99.1

LOGO

Cornerstone OnDemand, Inc. Announces Third Quarter 2011 Financial Results

 

   

Record Q3 revenue of $20.0 million, a 63% year-over-year increase

 

   

Record Q3 gross profit of $14.6 million, and gross margins of 73% (500 basis point year-over-year increase)

 

   

Record Q3 Bookings 1 of $24.0 million, a 47% year-over-year increase

 

   

Ended quarter with 710 clients and approximately 7.16 million users

SANTA MONICA, Calif., November 7, 2011 – Learning and talent management software provider Cornerstone OnDemand (NASDAQ: CSOD) today announced results for its third quarter ended September 30, 2011.

Revenue for the third quarter of 2011 was $20.0 million, representing a 63% year-over-year increase compared to the same period in 2010 and a 15% increase compared to the second quarter of 2011, after excluding the impact of the non-cash charge related to a common stock warrant in the amount of $2.5 million recorded during the second quarter of 2011.

Bookings1, which the company defines as gross revenue plus change in deferred revenue, was $24.0 million for the third quarter, representing a 47% year-over-year increase.

“Despite the current macro-economic uncertainty, our execution in our core markets has never been better, as evidenced by our year-to-date growth in bookings and new clients. We remain focused on the success of our clients, as well as the development of new areas of our business. At the same time, we continue to innovate, working with our clients to refine our organically-developed solution to meet the evolving talent management needs of leading organizations around the world,” said Adam Miller, President and CEO.

Gross profit for the third quarter of 2011 was $14.6 million, representing a 5% year-over-year improvement compared to the same period in 2010. Gross margin for the third quarter of 2011 was 73% compared to 68% in the same period in 2010. The improvement in gross margin was a result of year-over-year revenue growth of 63% compared to a lower increase in cost of revenue of 38%, reflecting the company’s realization of economies of scale in its consulting services and network infrastructure, as it continues to improve its processes for delivering client implementation and support programs.

Cornerstone’s loss from operations for the third quarter of 2011 was $3.0 million compared to a loss from operations of $2.4 million for the same period in 2010, reflecting the company’s continued investments in scaling its operations. Operating expenses as a percentage of revenue were 88%, consistent with the same period in 2010.

During the third quarter of 2011, net cash provided by operations was $0.6 million and the company used approximately $0.3 million in unlevered free cash flow.1 Cornerstone ended the third quarter with 710 clients and approximately 7.16 million users, representing 72% and 64% year-over-year growth of the company’s client base and users, respectively.


At September 30, 2011, the company’s total cash and cash equivalents and marketable securities were $81.4 million. At September 30, 2011, the company’s total accounts receivable was $23.1 million.

In accordance with Generally Accepted Accounting Principles, or on a “GAAP” basis, Cornerstone’s net loss for the third quarter of 2011 was $4.3 million compared to net loss of $22.2 million for the same period in 2010. GAAP net loss for the third quarter of 2011 was impacted by approximately $0.6 million in expenses associated with a proposed secondary offering, which was withdrawn in early August 2011. Non-GAAP net loss1 for the third quarter of 2011 was $2.7 million, or $(0.06) per share compared to non-GAAP net loss1 of $2.3 million, or $(0.25) per share, for the same period in 2010. Non-GAAP results exclude, if applicable for each given period, common stock warrant charges, expenses related to stock-based compensation and related employer-paid payroll taxes, changes in the fair value of preferred stock warrants, accretion related to preferred stock, amortization of debt discount and issuance costs, fees related to the early retirement of debt, and expenses associated with the company’s withdrawn secondary offering.

 

1

Bookings, unlevered free cash flow, non-GAAP net loss and non-GAAP net loss per share are non-GAAP measures. Please see the discussion in the section “Non-GAAP Financial Measures” and in the reconciliations at the end of the release.

Quarterly Conference Call

Cornerstone OnDemand will host a conference call to discuss its third quarter 2011 results at 2:00 p.m. PST (5:00 p.m. EST) today. A live audio webcast of the conference call, together with detailed financial information, can be accessed through the company’s Investor Relations Web site at http://investors.cornerstoneondemand.com/events.cfm. The live call can be accessed by dialing 888-357-3694 (U.S.) or 973-890-8276 (outside the U.S.) and referencing passcode: 2554-3261. A replay of the call will also be available at http://investors.cornerstoneondemand.com/events.cfm or via telephone until 9:00 p.m. PST on November 11, 2011 by dialing 855-859-2056 (U.S.) or 404-537-3406 (outside the U.S.), and referencing passcode: 2554-3261.

About Cornerstone OnDemand

Cornerstone OnDemand is a leading global provider of a comprehensive learning and talent management solution. We enable organizations to meet the challenges they face in empowering their people and maximizing the productivity of their human capital. Our integrated software-as-a-service (SaaS) solution consists of the Cornerstone Recruiting Cloud*, the Cornerstone Performance Cloud, the Cornerstone Learning Cloud and the Cornerstone Extended Enterprise Cloud. Our clients use our solution to develop employees throughout their careers, engage all employees effectively, improve business execution, cultivate future leaders and integrate with their external networks of customers, vendors and distributors. We currently empower approximately 7.16 million users across 179 countries and in 29 languages. www.csod.com

 

* Anticipated availability in early 2012.

Note: Cornerstone® and Cornerstone OnDemand® are registered trademarks of Cornerstone OnDemand Inc.


Forward-looking Statements

This release contains forward-looking statements, including statements regarding Cornerstone OnDemand’s future financial performance, market growth, the demand for and benefits from the use of Cornerstone OnDemand’s solutions, and general business conditions. Any forward-looking statements contained in this press release are based upon Cornerstone OnDemand’s historical performance and its current plans, estimates and expectations and are not a representation that such plans, estimates, or expectations will be achieved. These forward-looking statements represent Cornerstone OnDemand’s expectations as of the date of this press announcement. Subsequent events may cause these expectations to change, and Cornerstone OnDemand disclaims any obligation to update the forward-looking statements in the future. These forward-looking statements are subject to known and unknown risks and uncertainties that may cause actual results to differ materially. Important factors that could cause actual results to differ materially from those in the forward-looking statements include, but are not limited to, our ability to attract new clients; the extent to which clients renew their subscriptions for our solution; changes in the proportion of our client base that is comprised of enterprise or mid-sized organizations; our ability to manage our growth, including additional headcount and entry into new geographies; the timing and success of solutions offered by our competitors; unpredictable macro-economic conditions; reductions in information technology spending; the success of our new product and service introductions; a disruption in our hosting network infrastructure; costs and reputational harm that could result from defects in our solution; the success of our strategic relationships with third parties; the loss of any of our key employees; increased demands on our infrastructure and costs associated with operating as a public company; failure to protect our intellectual property; acts of terrorism or other vandalism, war or natural disasters; changes in current tax or accounting rules; and other risk and uncertainties. Further information on potential factors that could affect actual results is included in Cornerstone OnDemand’s reports filed with the SEC, including its Form 10-Q filed with the SEC on August 15, 2011.


Non-GAAP Financial Measures

To supplement its consolidated financial statements, which are prepared and presented in accordance with GAAP, Cornerstone OnDemand has provided in this release certain measures that have not been prepared in accordance with GAAP. These non-GAAP financial measures include bookings, unlevered free cash flow, non-GAAP net loss and non-GAAP net loss per share. Cornerstone OnDemand uses these non-GAAP financial measures internally in analyzing its financial results and believes they are useful to investors, as a supplement to GAAP measures, in evaluating Cornerstone OnDemand’s ongoing operational performance. Cornerstone OnDemand believes that the use of these non-GAAP financial measures provides an additional tool for investors to use in evaluating ongoing operating results and trends and in comparing its financial measures with other companies in Cornerstone OnDemand’s industry, many of which present similar non-GAAP financial measures to investors. Non-GAAP net loss and non-GAAP net loss per share exclude common stock warrant charges, expenses related to stock-based compensation and related employer-paid payroll taxes, changes in the fair value of preferred stock warrants, accretion related to preferred stock, amortization of debt discount and issuance costs, fees related to the early retirement of debt, and expenses associated with our withdrawn secondary offering. These amounts are often difficult to predict and often excluded by other companies to help investors understand the operational performance of their business. Non-GAAP financial measures that the Company uses may be different from measures that other companies may use.

Non-GAAP financial measures should not be considered in isolation from, or as a substitute for, financial information prepared in accordance with GAAP. Investors are encouraged to review the reconciliation of these non-GAAP measures to their most directly comparable GAAP financial measure. A reconciliation of GAAP to the non-GAAP financial measures has been provided in the tables included as part of this press release.

Investor Relations Contact:

Carolyn Bass

P: +1 (415) 445-3232

ir@csod.com

Press Contact:

Michelle Haworth

Cornerstone OnDemand, Inc.

P: +1 (310) 752-0178

mhaworth@csod.com


Cornerstone OnDemand, Inc.

CONDENSED CONSOLIDATED BALANCE SHEETS

(in thousands)

(unaudited)

 

     September 30, 2011     December 31, 2010  

Assets

    

Cash and cash equivalents

   $ 64,375      $ 7,067   

Investment in marketable securities

     17,026        —     

Accounts receivable, net

     23,114        20,876   

Deferred commissions

     2,824        2,330   

Prepaid expenses and other current assets, net

     3,553        1,869   
  

 

 

   

 

 

 

Total current assets

     110,892        32,142   

Capitalized software development, net

     3,757        2,662   

Property and equipment, net

     4,356        3,976   

Other assets, net

     783        1,226   

Deferred offering costs

     —          2,888   
  

 

 

   

 

 

 

Total Assets

   $ 119,788      $ 42,894   
  

 

 

   

 

 

 

Liabilities, Convertible Preferred Stock and Stockholders’ Equity (Deficit)

    

Liabilities:

    

Accounts payable

   $ 3,715      $ 4,554   

Accrued expenses

     6,512        6,556   

Deferred revenue, current portion

     38,505        32,745   

Capital lease obligations, current portion

     1,596        1,369   

Short term debt

     223        14   

Other liabilities

     549        760   
  

 

 

   

 

 

 

Total current liabilities

     51,100        45,998   

Other liabilities, non-current

     736        981   

Deferred revenue, net of current portion

     1,370        1,073   

Capital lease obligation, net of current portion

     1,350        1,523   

Long-term debt, net of current portion

     371        8,705   

Preferred stock warrant liabilities

     —          39,756   
  

 

 

   

 

 

 

Total liabilities

     54,927        98,036   

Convertible preferred stock

     —          42,089   

Stockholders’ Equity (Deficit)

    

Common stock

     5        1   

Additional paid-in capital

     224,414        597   

Accumulated deficit

     (159,695     (97,802

Accumulated other comprehensive income (loss)

     137        (27
  

 

 

   

 

 

 

Total stockholders’ equity (deficit)

     64,861        (97,231
  

 

 

   

 

 

 

Total Liabilities, Convertible Preferred Stock and Stockholders’ Equity (Deficit)

   $ 119,788      $ 42,894   
  

 

 

   

 

 

 


Cornerstone OnDemand, Inc.

CONSOLIDATED STATEMENTS OF OPERATIONS

(in thousands, except per share data)

(unaudited)

 

     Three Months Ended
September 30,
    Nine Months Ended
September 30,
 
     2011     2010     2011     2010  

Gross revenue

   $ 20,019      $ 12,289      $ 53,136      $ 32,572   

Common stock warrant charge1

     —          —          (2,500     —     
  

 

 

   

 

 

   

 

 

   

 

 

 

Net revenue

     20,019        12,289        50,636        32,572   

Cost of revenue2

     5,371        3,898        14,903        10,125   
  

 

 

   

 

 

   

 

 

   

 

 

 

Gross profit

     14,648        8,391        35,733        22,447   

Operating expenses:

        

Sales and marketing2

     11,531        6,955        32,244        19,901   

Research and development2

     2,670        1,403        7,608        3,548   

General and administrative2

     3,439        2,434        10,577        5,550   
  

 

 

   

 

 

   

 

 

   

 

 

 

Total operating expenses

     17,640        10,792        50,429        28,999   
  

 

 

   

 

 

   

 

 

   

 

 

 

Loss from operations

     (2,992     (2,401     (14,696     (6,552

Other income (expense):2

        

Interest income

     8        1        15        3   

Interest expense

     (43     (298     (797     (727

Change in fair value of preferred stock warrant liabilities

     —          (19,635     (42,559     (24,077

Withdrawn secondary offering expense

     (555     —          (555     —     

Other, net

     (643     136        (220     (38
  

 

 

   

 

 

   

 

 

   

 

 

 

Other income (expense), net

     (1,233     (19,796     (44,116     (24,839
  

 

 

   

 

 

   

 

 

   

 

 

 

Loss before provision for income taxes

     (4,225     (22,197     (58,812     (31,391

Provision for income taxes

     (52     (10     (132     (69
  

 

 

   

 

 

   

 

 

   

 

 

 

Net loss

   $ (4,277   $ (22,207   $ (58,944   $ (31,460

Accretion of redeemable preferred stock

     —          (2,719     (5,208     (4,724
  

 

 

   

 

 

   

 

 

   

 

 

 

Net loss attributable to common stockholders

   $ (4,277   $ (24,926   $ (64,152   $ (36,184
  

 

 

   

 

 

   

 

 

   

 

 

 

Net loss per share attributable to common stockholders, basic and diluted

   $ (0.09   $ (2.67   $ (1.74   $ (4.11
  

 

 

   

 

 

   

 

 

   

 

 

 

Weighted-average common shares outstanding, basic and diluted

     48,018        9,323        36,868        8,803   
  

 

 

   

 

 

   

 

 

   

 

 

 

 

1 

During the second quarter of 2011, we recorded a $2.5 million reduction of revenue associated with a common stock warrant to ADP.

2 

Includes stock-based compensation and employer-related taxes as follows:

 

     Three Months Ended
September 30,
     Nine Months Ended
September 30,
 
     2011      2010      2011      2010  

Cost of sales

   $ 75       $ 15       $ 176       $ 45   

Sales and marketing

     355         76         825         204   

Research and development

     133         19         613         38   

General and administrative

     457         33         1,345         85   
  

 

 

    

 

 

    

 

 

    

 

 

 

Total

   $ 1,020       $ 143       $ 2,959       $ 372   
  

 

 

    

 

 

    

 

 

    

 

 

 


Cornerstone OnDemand, Inc.

CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS

(in thousands)

(unaudited)

 

     Three Months Ended
September 30,
    Nine Months Ended
September 30,
 
     2011     2010     2011     2010  

Cash flows from operating activities:

        

Net loss

   $ (4,277   $ (22,207   $ (58,944   $ (31,460

Adjustments to reconcile net loss to net cash provided by (used in) operating activities:

        

Depreciation and amortization

     986        686        2,695        1,864   

Non-cash interest expense

     72        79        518        170   

Change in fair value of preferred stock warrant liabilities

     —          19,635        42,559        24,077   

Unrealized foreign exchange loss (gain)

     482        (182     258        (145

Charges related to the issuance of common stock warrant

     —          —          2,500        —     

Stock-based compensation expense

     1,020        143        2,959        372   

Withdrawn secondary offering expense

     555        —          555        —     

Non-cash charitable contribution of common stock

     —          —          193        —     

Loss on disposal of fixed assets

     —          47        —          47   

Changes in operating assets and liabilities:

        

Accounts receivable

     (3,163     (6,689     (2,197     (4,752

Deferred commissions

     (283     (5     (546     (314

Prepaid expenses and other assets

     (1     (1,625     (1,532     (2,204

Accounts payable

     551        878        349        961   

Accrued expenses

     717        2,370        1,779        1,837   

Deferred revenue

     3,999        4,058        6,085        3,983   

Other liabilities

     (102     557        (271     581   
  

 

 

   

 

 

   

 

 

   

 

 

 

Net cash provided by (used in) operating activities

     556        (2,255     (3,040     (4,983
  

 

 

   

 

 

   

 

 

   

 

 

 

Cash flows from investing activities:

        

Purchases of property and equipment

     (79     (212     (848     (629

Capitalized software development costs

     (855     (585     (2,217     (1,314

Purchases of intangible assets

     —          (100     —          (111

Purchase of available-for-sale securities

     —          —          (34,079     —     

Proceeds from maturities of available-for-sale securities

     17,000        —          17,000        —     
  

 

 

   

 

 

   

 

 

   

 

 

 

Net cash provided by (used in) investing activities

     16,066        (897     (20,144     (2,054
  

 

 

   

 

 

   

 

 

   

 

 

 

Cash flows from financing activities:

        

Proceeds from initial public offering, net of underwriting discounts and commissions

     —          —          90,539        —     

Payments of initial public offering costs

     —          —          (3,436     —     

Payments of withdrawn secondary offering costs

     (555     —          (555     —     

Proceeds from issuance of preferred stock upon warrant exercises

     —          —          3,163        —     

Proceeds from issuance of debt

     —          12,530        669        17,046   

Repayment of debt

     (56     (10,782     (9,151     (11,796

Principal payments under capital lease obligations

     (387     (326     (1,159     (911

Proceeds from stock option and warrant exercises

     238        596        615        609   

Payments of withholding tax on net exercise of stock-based awards

     —          —          (48     —     
  

 

 

   

 

 

   

 

 

   

 

 

 

Net cash provided by (used in) financing activities

     (760     2,018        80,637        4,948   
  

 

 

   

 

 

   

 

 

   

 

 

 

Effect of exchange rate changes on cash and cash equivalents

     (145     —          (145     —     
  

 

 

   

 

 

   

 

 

   

 

 

 

Net increase (decrease) in cash and cash equivalents

     15,717        (1,134     57,308        (2,089

Cash and cash equivalents at beginning of period

     48,658        7,106        7,067        8,061   
  

 

 

   

 

 

   

 

 

   

 

 

 

Cash and cash equivalents at end of period

   $ 64,375      $ 5,972      $ 64,375      $ 5,972   
  

 

 

   

 

 

   

 

 

   

 

 

 

Supplemental cash flow information

        

Cash paid for interest

   $ 80      $ 219      $ 475      $ 586   


Cornerstone OnDemand, Inc.

RECONCILIATIONS OF NET LOSS TO NON-GAAP NET LOSS PER SHARE

(in thousands, except per share amounts)

(unaudited)

 

     Three Months Ended
September 30,
    Nine Months Ended
September 30,
 
     2011     2010     2011     2010  

Net loss 1

   $ (4,277   $ (22,207   $ (58,944   $ (31,460

Adjustments to net loss

        

Common stock warrant charge

     —          —          2,500        —     

Stock-based compensation and employer-related payroll taxes

     1,020        143        2,959        372   

Amortization of debt discount and issuance costs

     38        81        528        170   

Early debt retirement expense

     —          —          54        —     

Change in fair value of preferred stock warrant liabilities

     —          19,635        42,559        24,077   

Withdrawn secondary offering expense

     555        —          555        —     
  

 

 

   

 

 

   

 

 

   

 

 

 

Total adjustments to net loss

     1,613        19,859        49,155        24,619   
  

 

 

   

 

 

   

 

 

   

 

 

 

Non-GAAP net loss

     (2,664     (2,348     (9,789     (6,841
  

 

 

   

 

 

   

 

 

   

 

 

 

Weighted-average common shares outstanding, basic and diluted 2

     48,018        9,323        36,868        8,803   
  

 

 

   

 

 

   

 

 

   

 

 

 

Non-GAAP net loss per share

   $ (0.06   $ (0.25   $ (0.27   $ (0.78
  

 

 

   

 

 

   

 

 

   

 

 

 

 

1 

Net loss excludes the accretion of redeemable preferred stock of $0 million and $2.7 million for the three months ended September 30, 2011 and 2010, respectively, and $5.2 million and $4.7 million for the nine months ended September 30, 2011 and 2010, respectively.

2 

The weighted-average common shares for the three and nine months ended September 30, 2011 reflect the actual conversion of our preferred stock to common stock upon our initial public offering and the issuance of shares in the initial public offering in March 2011.


Cornerstone OnDemand, Inc.

CALCULATION OF BOOKINGS (DEFINED AS GROSS REVENUE PLUS CHANGE IN DEFERRED REVENUE)

(dollars in thousands)

(unaudited)

 

     Deferred Revenue
Balance
     Three Months Ended
September 30, 2011
 

Gross revenue

      $ 20,019   

Deferred revenue at June 30, 2011

   $ 35,904      

Deferred revenue at September 30, 2011

     39,875      
  

 

 

    

Increase

     3,971         3,971   
     

 

 

 

Bookings

      $ 23,990   
     

 

 

 
     Deferred Revenue
Balance
     Three Months Ended
September 30, 2010
 

Gross revenue

      $ 12,289   

Deferred revenue at June 30, 2010

   $ 19,432      

Deferred revenue at September 30, 2010

     23,490      
  

 

 

    

Increase

     4,058         4,058   
     

 

 

 

Bookings

      $ 16,347   
     

 

 

 
Percentage year-over-year increase in bookings for the three months ended September 30, 2011         47
     Deferred Revenue
Balance
     Nine Months Ended
September 30, 2011
 

Gross revenue

      $ 53,136   

Deferred revenue at December 31, 2010

   $ 33,818      

Deferred revenue at September 30, 2011

     39,875      
  

 

 

    

Increase

     6,057         6,057   
     

 

 

 

Bookings

      $ 59,193   
     

 

 

 
     Deferred Revenue
Balance
     Nine Months Ended
September 30, 2010
 

Gross revenue

      $ 32,572   

Deferred revenue at December 31, 2009

   $ 19,507      

Deferred revenue at September 30, 2010

     23,490      
  

 

 

    

Increase

     3,983         3,983   
     

 

 

 

Bookings

      $ 36,555   
     

 

 

 
Percentage year-over-year increase in bookings for the nine months ended September 30, 2011         62


Cornerstone OnDemand, Inc.

RECONCILIATION OF NET CASH PROVIDED BY (USED IN) OPERATING ACTIVITIES TO  UNLEVERED FREE

CASH FLOW

(dollars in thousands)

(unaudited)

 

     Three Months Ended
September 30,
 
     2011     2010  

Net cash provided by (used in) operating activities

   $ 556      $ (2,255

Less:

    

Purchases of property and equipment

     (79     (212

Capitalized software development costs

     (855     (585

Add:

    

Cash paid for interest

     80        219   
  

 

 

   

 

 

 

Unlevered free cash flow

   $ (298   $ (2,833
  

 

 

   

 

 

 

Net cash provided by (used in) investing activities 1

   $ 16,066      $ (897

Net cash (used in) provided by financing activities

   $ (760   $ 2,018   

 

1 

Includes purchases of property and equipment and capitalized software development costs.

 

     Nine Months Ended
September 30,
 
     2011     2010  

Net cash used in operating activities

   $ (3,040   $ (4,983

Less:

    

Purchases of property and equipment

     (848     (629

Capitalized software development costs

     (2,217     (1,314

Add:

    

Cash paid for interest

     475        586   
  

 

 

   

 

 

 

Unlevered free cash flow

   $ (5,630   $ (6,340
  

 

 

   

 

 

 

Net cash used in investing activities 1

   $ (20,144   $ (2,054

Net cash provided by financing activities

   $ 80,637      $ 4,948   

 

1 

Includes purchases of property and equipment and capitalized software development costs.


Cornerstone OnDemand, Inc.

RECONCILIATION OF GROSS MARGIN TO NON-GAAP GROSS MARGIN

(dollars in thousands)

(unaudited)

 

     Three Months Ended  
     September 30, 2011     September 30, 2010  

Gross revenue

   $ 20,019      $ 12,289   

Common stock warrant charge

     —          —     
  

 

 

   

 

 

 

Net revenue

     20,019        12,289   

Cost of revenue

     5,371        3,898   
  

 

 

   

 

 

 

Gross profit

   $ 14,648      $ 8,391   
  

 

 

   

 

 

 

Gross margin

     73     68

Reconciliation between gross margin and non-GAAP gross margin

    

Adjustments

    

Common stock warrant charge

     —          —     

Cost of revenue1

     75        15   
  

 

 

   

 

 

 

Total adjustments

     75        15   
  

 

 

   

 

 

 

Non-GAAP gross profit

   $ 14,723      $ 8,406   
  

 

 

   

 

 

 

Non-GAAP gross margin, based on gross revenue

     74     68

 

1 

Consists of stock-based compensation expense of $75 and $15 for the three months ended September 31, 2011 and 2010, respectively.

 

     Nine Months Ended  
     September 30, 2011     September 30, 2010  

Gross revenue

   $ 53,136      $ 32,572   

Common stock warrant charge

     (2,500     —     
  

 

 

   

 

 

 

Net revenue

     50,636        32,572   

Cost of revenue

     14,903        10,125   
  

 

 

   

 

 

 

Gross profit

   $ 35,733      $ 22,447   
  

 

 

   

 

 

 

Gross margin

     71     69

Reconciliation between gross margin and non-GAAP gross margin

    

Adjustments

    

Common stock warrant charge

     2,500        —     

Cost of revenue2

     176        45   
  

 

 

   

 

 

 

Total adjustments

     2,676        45   
  

 

 

   

 

 

 

Non-GAAP gross profit

   $ 38,409      $ 22,492   
  

 

 

   

 

 

 

Non-GAAP gross margin, based on gross revenue

     72     69

 

2 

Consists of stock-based compensation expense of $176 and $45 for the nine months ended September 31, 2011 and 2010, respectively.