EX-99.1 2 pstg-ex991q32016.htm EXHIBIT 99.1 Exhibit


Exhibit 99.1
 
Pure Storage Announces Third Quarter Fiscal 2017 Results
 
Record revenue of $197.0 million, up 50.0% Y/Y, 3% above midpoint of guidance.
Increased total addressable market to $35 billion.
Strong operating leverage, GAAP margin of -39.7% and non-GAAP margin of -9.8%, 5.7 ppts above midpoint of
guidance.

MOUNTAIN VIEW, Calif., November 30, 2016 – Pure Storage (NYSE: PSTG) today announced financial results for its fiscal third quarter ended October 31, 2016.

Key financial highlights include: 
Quarterly revenue: $197.0 million , up 50.0% Y/Y, and ahead of the guidance range of $187 million to $195 million.
Quarterly gross margin: 64.8% GAAP; 65.5% non-GAAP, up 3.7 ppts and 3.8 ppts Y/Y, respectively, and in line with non-GAAP gross margin guidance of 64% to 67%.
Quarterly operating margin: -39.7% GAAP; -9.8% non-GAAP, up 2.6 ppts and 11.6 ppts Y/Y, respectively, and ahead of non-GAAP operating margin guidance of -17.5% to -13.5%.
 
“Pure Storage continues to rewrite the rules for the data storage industry,” said Pure Storage CEO Scott Dietzen. “We again reported better-than-expected financial performance, driven by customer enthusiasm for our smarter approach to enterprise storage. In a world dominated by big data and cloud computing, Pure’s software-centric approach is the right solution at the right time.”

“We are excited about our record Q3 revenue and significant operating leverage improvement,” said Pure Storage CFO Tim Riitters. “We continue to focus on driving growth and market share gains with a close eye on profitability.”

Over 300 new customers joined Pure Storage this quarter, increasing the total to more than 2,600 organizations, including more than 100 of the Fortune 500. New customer wins in the quarter include: Hyatt Hotels Corporation, Cushman & Wakefield, Academy-Award winning animation studio LAIKA, Bill.com and CallidusCloud, among others. New FlashBlade customer wins include: CUProdigy, a technology organization delivering private cloud solutions for credit unions, and Paylocity, a developer of industry-leading, cloud-based payroll and human capital management software solutions for medium-sized organizations.


Third Quarter Fiscal 2017 Financial Highlights
 
The following tables summarize our consolidated financial results for the fiscal quarters ended October 31, 2015 and 2016 (in millions except per share amounts, unaudited):
 
GAAP Quarterly Financial Information
 
 
Three Months Ended October 31, 2015
 
Three Months Ended October 31, 2016
 
Y/Y Change
Revenue
 
$131.4
 
$197.0
 
50%
Gross Margin
 
61.1%
 
64.8%
 
3.7 ppts
Product Gross Margin
 
63.0%
 
65.9%
 
2.9 ppts
Support Gross Margin
 
49.1%
 
59.9%
 
10.8 ppts
Operating Loss
 
-$55.6
 
-$78.2
 
-$22.6
Operating Margin
 
-42.3%
 
-39.7%
 
2.6 ppts
Net Loss
 
-$56.5
 
-$78.8
 
-$22.3
Net Loss per Share
 
-$0.76
 
-$0.40
 
$0.36
Weighted-Average Shares (Basic and Diluted)
 
74.6
 
195.8
 
N/A
 

1



Non-GAAP Quarterly Financial Information
 
 
Three Months Ended October 31, 2015
 
Three Months Ended October 31, 2016
 
Y/Y Change
Gross Margin
 
61.7%
 
65.5%
 
3.8 ppts
Product Gross Margin
 
63.1%
 
66.0%
 
2.9 ppts
Support Gross Margin
 
52.8%
 
63.2%
 
10.4 ppts
Operating Loss*
 
-$28.1
 
-$19.4
 
$8.7
Operating Margin*
 
-21.4%
 
-9.8%
 
11.6 ppts
Net Loss*
 
-$29.1
 
-$20.0
 
$9.1
Net Loss per Share*
 
-$0.18
 
-$0.10
 
$0.08
Weighted-Average Shares (Basic and Diluted)
 
164.9
 
195.8
 
N/A
Free Cash Flow*
 
-$13.0
 
-$35.8
 
-$22.8

* In the three months ended October 31, 2016, operating loss, operating margin, net loss, net loss per share and free cash flow exclude a one-time charge of $30.0 million or 15 cents per share related to a legal settlement.

A reconciliation between GAAP and non-GAAP information is provided at the end of this release.
 
Financial Outlook
 
Fourth Quarter Fiscal 2017 Guidance:
 
Revenue in the range of $219 million to $227 million
Non-GAAP gross margin in the range of 64% to 67%
Non-GAAP operating margin in the range of -9% to -5%

All forward-looking non-GAAP financial measures contained in this section titled “Financial Outlook” exclude stock-based compensation expense, payroll tax expense related to stock-based activities and, as applicable, other special items. We have not reconciled guidance for non-GAAP gross margin and non-GAAP operating margin to their most directly comparable GAAP measures because such items that impact these measures are not within our control and/or cannot be reasonably predicted. Accordingly, a reconciliation of the non-GAAP financial measure guidance to the corresponding GAAP measures is not available without unreasonable effort.
 
Conference Call Information
 
Pure Storage will host a teleconference to discuss the third quarter of fiscal 2017 results at 2:00 p.m. (PT) on November 30, 2016. Pure Storage will post its supplemental earnings presentation to the investor relations website at investor.purestorage.com following the conference call. Teleconference details are as follows:
 
To Listen via Telephone: (877) 201-0168 or (647) 788-4901 (for international callers).
To Listen via the Internet: A live and replay audio broadcast of the conference call with corresponding slides will be available at investor.purestorage.com.
Replay: A telephone playback of this conference call is scheduled to be available beginning at 5:00 p.m. (PT) on November 30, 2016 through 9:00 p.m. (PT) on January 13, 2017. The replay will be accessible by calling (855) 859-2056 or (404) 537-3406 (for international callers), with conference ID 91385195. The call runs 24 hours per day, including weekends.

CEO Commentary
 
Pure Storage has posted a blog from its CEO discussing third quarter results at investor.purestorage.com and blog.purestorage.com.
 
Upcoming Investor Conferences

Matt Kixmoeller, Pure Storage’s Vice President of Product, will participate in a fireside chat at the Raymond James Technology Investors Conference in New York on Monday, December 5, 2016 at 4:10 p.m. (ET).


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Scott Dietzen, Pure Storage’s CEO, and Tim Riitters, Pure Storage’s CFO, will participate in a fireside chat at the Barclays Global Technology, Media and Telecommunications Conference in San Francisco on Wednesday, December 7, 2016 at 11:00 a.m. (PT)


About Pure Storage
 
Pure Storage (NYSE: PSTG) helps companies push the boundaries of what’s possible. The company’s all-flash based technology, combined with its customer-friendly business model, drives business and IT transformation with Smart Storage that is effortless, efficient and evergreen. Pure Storage offers two flagship products: FlashArray//M, optimized for structured workloads, and FlashBlade, ideal for unstructured data. With Pure's industry leading Satmetrix-certified NPS score of 83.5, Pure customers are some of the happiest in the world, and include organizations of all sizes, across an ever-expanding range of industries.

Connect with Pure Storage:
Read the blog
Converse on Twitter
Follow on LinkedIn
 
Analyst Recognition:
Gartner Magic Quadrant for Solid-State Arrays
IDC MarketScape for All-Flash Arrays
 
Pure Storage, Evergreen, FlashBlade and the "P" Logo mark are trademarks of Pure Storage, Inc. All other trademarks or names referenced in this document are the property of their respective owners.
 
Forward Looking Statements
 
This press release contains forward-looking statements regarding our products, business and operations, including our expectations regarding technology differentiation, customer adoption and business model advantages, our ability to maintain growth and take market share, and our financial outlook for the fourth quarter of fiscal 2017 and statements regarding our products, business, operations and results, including progress towards profitability. 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. Actual results may differ materially from the results predicted, and reported results should not be considered as an indication of future performance. The potential risks and uncertainties that could cause actual results to differ from the results predicted include, among others, those risks and uncertainties included under the captions “Risk Factors” and elsewhere in our filings and reports with the U.S. Securities and Exchange Commission, including, but not limited to, our Annual Report on Form 10-K for the fiscal year ended January 31, 2016, which is available on our investor relations website at investor.purestorage.com and on the SEC website at www.sec.gov. Additional information will also be set forth in our Quarterly Report on Form 10-Q for the quarter ended October 31, 2016. All information provided in this release and in the attachments is as of November 30, 2016, and we undertake no duty to update this information unless required by law.
 
Non-GAAP Financial Measures
 
To supplement our condensed consolidated financial statements, which are prepared and presented in accordance with GAAP, we use the following non-GAAP financial measures: non-GAAP gross profit, non-GAAP gross margin, non-GAAP loss from operations, non-GAAP operating margin, non-GAAP net loss, non-GAAP net loss per share, free cash flow, and free cash flow as a percentage of revenue. In computing these non-GAAP financial measures, we exclude the effects of stock-based compensation expense, payroll tax expense related to stock-based activities and assumed preferred stock conversion. For the three months ended October 31, 2016, non-GAAP loss from operations, non-GAAP operating margin, non-GAAP net loss, non-GAAP net loss per share, free cash flow and free cash flow as a percentage of revenue also exclude a one time cash charge related to a legal settlement. The presentation of this financial information is not intended to be considered in isolation or as a substitute for, or superior to, the financial information prepared and presented in accordance with GAAP.

We use these non-GAAP financial measures for financial and operational decision-making and as a means to evaluate period-to-period comparisons. Our management believes that these non-GAAP financial measures provide meaningful supplemental information regarding our performance and liquidity by excluding certain expenses and expenditures such as stock-based compensation expense and one time legal settlement charge that may not be indicative of our ongoing core business operating results. We believe that both management and investors benefit from referring to these non-GAAP financial measures in assessing our performance and when analyzing historical performance and liquidity and planning, forecasting, and analyzing future periods. The presentation of these non-GAAP financial measures is not meant to be considered in isolation or as a substitute for our financial

3



results prepared in accordance with GAAP, and our non-GAAP measures may be different from non-GAAP measures used by other companies.

For a reconciliation of these non-GAAP financial measures to GAAP measures, please see the tables captioned "Reconciliations of non-GAAP results of operations to the nearest comparable GAAP measures" and "Reconciliation from net cash used in operating activities to free cash flow," included at the end of this release.
 
Michael Pak – IR contact, Pure Storage
Tel: (650) 243-0486
ir@purestorage.com
 
John Gallagher – media contact, Pure Storage
Tel: (415) 671-7676
pr@purestorage.com

4



PURE STORAGE, INC.
Condensed Consolidated Balance Sheets
(in thousands)
 
 
 
January 31, 2016
 
October 31, 2016
 
 
 
 
(unaudited)
Assets
 
 

 
 

Current assets:
 
 

 
 

Cash and cash equivalents
 
$
604,742

 
$
152,461

Marketable securities
 

 
365,785

Accounts receivable, net of allowance of $944 and $2,414
 
126,324

 
163,038

Inventory
 
20,649

 
20,112

Deferred commissions, current
 
15,703

 
14,298

Prepaid expenses and other current assets
 
20,652

 
18,756

Total current assets
 
788,070

 
734,450

Property and equipment, net
 
52,629

 
82,088

Intangible assets, net
 
6,980

 
6,936

Deferred income taxes, non-current
 
536

 
1,074

Other long-term assets
 
22,568

 
29,588

Total assets
 
$
870,783

 
$
854,136

 
 
 
 
 
Liabilities and stockholders' equity
 
 

 
 

Current liabilities:
 
 

 
 

Accounts payable
 
$
38,187

 
$
43,412

Accrued compensation and benefits
 
32,995

 
29,137

Accrued expenses and other liabilities
 
14,076

 
20,545

Deferred revenue, current
 
94,514

 
134,536

Liability related to early exercised stock options
 
4,760

 
3,967

Total current liabilities
 
184,532

 
231,597

Deferred revenue, non-current
 
121,690

 
141,849

Other long-term liabilities
 
1,207

 
2,925

Total liabilities
 
307,429

 
376,371

 
 
 
 
 
Stockholders’ equity:
 
 

 
 

Common stock and additional paid-in capital
 
1,118,689

 
1,237,032

Accumulated other comprehensive income
 

 
298

Accumulated deficit
 
(555,335
)
 
(759,565
)
Total stockholders' equity
 
563,354

 
477,765

Total liabilities and stockholders' equity
 
$
870,783

 
$
854,136





5



PURE STORAGE, INC.
Condensed Consolidated Statements of Operations
(in thousands, except per share data)
 
 
Three Months Ended October 31,
 
Nine Months Ended October 31,
 
2015
 
2016
 
2015
 
2016
 
(unaudited)
Revenue:
 
 
 
 
 

 
 

Product
$
113,573

 
$
160,523

 
$
248,383

 
$
403,181

Support
17,791

 
36,433

 
41,719

 
96,936

Total revenue
131,364

 
196,956

 
290,102

 
500,117

 
 
 
 
 
 
 
 
Cost of revenue:
 

 
 

 
 
 
 
Product (1)
41,995

 
54,725

 
92,348

 
131,618

Support (1)
9,058

 
14,597

 
23,479

 
41,531

Total cost of revenue
51,053

 
69,322

 
115,827

 
173,149

 
 
 
 
 
 
 
 
Gross profit
80,311

 
127,634

 
174,275

 
326,968

 
 
 
 
 
 
 
 
Operating expenses:
 

 
 

 
 
 
 
Research and development (1)
43,065

 
61,612

 
112,935

 
173,185

Sales and marketing (1)
63,803

 
91,392

 
171,647

 
262,073

General and administrative (1)
29,022

 
22,810

 
56,941

 
64,021

Legal settlement (2)

 
30,000

 

 
30,000

Total operating expenses
135,890

 
205,814

 
341,523

 
529,279

 
 
 
 
 
 
 
 
Loss from operations
(55,579
)
 
(78,180
)
 
(167,248
)
 
(202,311
)
Other income (expense), net
(171
)
 
(192
)
 
(1,245
)
 
1,127

Loss before provision for income taxes
(55,750
)
 
(78,372
)
 
(168,493
)
 
(201,184
)
Provision for income taxes
751

 
441

 
965

 
967

Net loss
$
(56,501
)
 
$
(78,813
)
 
$
(169,458
)
 
$
(202,151
)
 
 
 
 
 
 
 
 
Net loss per share attributable to common
   stockholders, basic and diluted
$
(0.76
)
 
$
(0.40
)
 
$
(3.60
)
 
$
(1.05
)
Weighted-average shares used in computing net
   loss per share attributable to common
   stockholders, basic and diluted
74,565

 
195,807

 
47,109

 
192,637

 
(1) Includes stock-based compensation expense as follows:
 
Cost of revenue -- product
$
43

 
$
138

 
$
139

 
$
425

Cost of revenue -- support
657

 
1,178

 
1,511

 
3,982

Research and development
8,195

 
15,241

 
18,624

 
40,875

Sales and marketing
4,559

 
8,468

 
10,539

 
24,719

General and administrative
2,085

 
3,210

 
5,385

 
9,128

Total stock-based compensation expense
$
15,539

 
$
28,235

 
$
36,198

 
$
79,129


(2) One-time charge for our legal settlement with Dell, Inc.

6



PURE STORAGE, INC.
Condensed Consolidated Statements of Cash Flows
(in thousands)
 
 
Three Months Ended October 31,
 
Nine Months Ended October 31,
 
2015
 
2016
 
2015
 
2016
 
(unaudited)
Cash flows from operating activities
 
 
 
 
 

 
 

Net loss
$
(56,501
)
 
$
(78,813
)
 
$
(169,458
)
 
$
(202,151
)
Adjustments to reconcile net loss to net cash used in operating
   activities:
 
 
 
 
 
 
 
Depreciation and amortization
8,850

 
13,642

 
23,118

 
35,978

Stock-based compensation expense
15,539

 
28,235

 
36,198

 
79,129

Contribution of common stock to the Pure Good Foundation
11,900

 

 
11,900

 

Other

 
557

 

 
1,051

Changes in operating assets and liabilities:
 
 
 
 


 


Accounts receivable, net
(32,077
)
 
(44,775
)
 
(53,094
)
 
(38,186
)
Inventory
(1,767
)
 
2,203

 
(3,420
)
 
(189
)
Deferred commissions
(3,607
)
 
(43
)
 
(8,472
)
 
1,844

Prepaid expenses and other assets
569

 
848

 
(2,065
)
 
39

Accounts payable
7,807

 
13,646

 
10,224

 
3,639

Accrued compensation and other liabilities
5,737

 
(1,901
)
 
17,216

 
6,786

Deferred revenue
38,174

 
19,078

 
87,987

 
60,180

Net cash used in operating activities
(5,376
)
 
(47,323
)
 
(49,866
)
 
(51,880
)
 
 
 
 
 
 
 
 
Cash flows from investing activities
 
 
 
 
 
 
 
Purchases of property and equipment
(7,672
)
 
(18,484
)
 
(29,495
)
 
(64,602
)
Purchase of intangible assets

 

 

 
(1,000
)
Purchases of marketable securities

 
(55,590
)
 

 
(483,558
)
Sales of marketable securities

 
20,744

 

 
79,815

Maturities of marketable securities

 
32,413

 

 
38,213

Net increase in restricted cash
(2,484
)
 

 
(2,484
)
 
(5,600
)
Net cash used in investing activities
(10,156
)
 
(20,917
)
 
(31,979
)
 
(436,732
)
 
 
 
 
 
 
 
 
Cash flows from financing activities
 
 
 
 
 
 
 
Proceeds from initial public offering, net
459,425

 

 
459,425

 

Net proceeds from exercise of stock options

1,706

 
4,356

 
4,710

 
10,725

Proceeds from issuance of common stock under employee stock purchase plan

 
10,527

 

 
25,606

Payments of deferred offering costs
(574
)
 

 
(1,690
)
 

Net cash provided by financing activities
460,557

 
14,883

 
462,445

 
36,331

 
 
 
 
 
 
 
 
Net increase (decrease) in cash and cash equivalents
445,025

 
(53,357
)
 
380,600

 
(452,281
)
Cash and cash equivalents, beginning of period
128,282

 
205,818

 
192,707

 
604,742

Cash and cash equivalents, end of period
$
573,307

 
$
152,461

 
$
573,307

 
$
152,461


7



Reconciliations of non-GAAP results of operations to the nearest comparable GAAP measures
The following table presents non-GAAP gross margins by revenue source before certain items (in thousands, unaudited):
 
 
Three Months Ended October 31, 2015
 
Three Months Ended October 31, 2016
 
 
GAAP
results
 
GAAP
gross
margin (a)
 
Adjustment
 
 
 
Non-
GAAP
results
 
Non-
GAAP
gross
margin (b)
 
GAAP
results
 
GAAP
gross
margin (a)
 
Adjustment
 
 
 
Non-
GAAP
results
 
Non-
GAAP
gross
margin (b)
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
$
43

 
(c)
 
 
 
 
 
 
 
 
 
$
138

 
(c)
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
2

 
(d)
 
 
 
 
Gross profit --
   product
 
$
71,578

 
63.0
%
 
$
43

 
 
 
$
71,621

 
63.1
%
 
$
105,798

 
65.9
%
 
$
140

 
 
 
$
105,938

 
66.0
%
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 

 
 

 
$
657

 
(c)
 
 

 
 

 
 

 
 

 
$
1,178

 
(c)
 
 

 
 

 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
9

 
(d)
 
 
 
 
Gross profit --
   support
 
$
8,733

 
49.1
%
 
$
657

 
 
 
$
9,390

 
52.8
%
 
$
21,836

 
59.9
%
 
$
1,187

 
 
 
$
23,023

 
63.2
%
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 

 
 

 
$
700

 
(c)
 
 

 
 

 
 

 
 

 
$
1,316

 
(c)
 
 

 
 

 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
11

 
(d)
 
 
 
 
Total gross profit
 
$
80,311

 
61.1
%
 
$
700

 
 
 
$
81,011

 
61.7
%
 
$
127,634

 
64.8
%
 
$
1,327

 
 
 
$
128,961

 
65.5
%
 
(a) GAAP gross margin is defined as gross profit divided by revenue.
(b) Non-GAAP gross margin is defined as non-GAAP gross profit divided by revenue.
(c) To eliminate stock-based compensation expense.
(d) To eliminate payroll tax expense related to stock-based activities.

8



The following table presents certain non-GAAP consolidated results before certain items (in thousands, except per share amounts, unaudited):
 
Three Months Ended October 31, 2015
 
Three Months Ended October 31, 2016
 
GAAP
results
 
GAAP
operating
margin (a)
 
Adjustment
 
Non-
GAAP
results
 
Non-
GAAP
operating
margin (b)
 
GAAP
results
 
GAAP
operating
margin (a)
 
Adjustment
 
Non-
GAAP
results
 
Non-
GAAP
operating
margin (b)
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
$
15,539

(c)
 
 
 
 
 
 
 
 
$
28,235

(c)
 
 
 
 
 
 
 
 
11,900

(d)
 
 
 
 
 
 
 
 



 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
$
30,000

(e)
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
$
548

(f)
 
 
 
Loss from
   operations
$
(55,579
)
 
-42.3
 %
 
$
27,439

 
$
(28,140
)
 
-21.4
 %
 
$
(78,180
)
 
-39.7
 %
 
$
58,783

 
$
(19,397
)
 
-9.8
 %
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 

 
 

 
$
15,539

(c)
 

 
 

 
 

 
 

 
$
28,235

(c)
 

 
 

 
 

 
 

 
11,900

(d)
 

 
 

 
 

 
 

 



 

 
 

 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
$
30,000

(e)
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
$
548

(f)
 
 
 
Net loss
$
(56,501
)
 
 

 
$
27,439

 
$
(29,062
)
 
 

 
$
(78,813
)
 
 

 
$
58,783

 
$
(20,030
)
 
 

 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
Net loss per share --
   basic and diluted
$
(0.76
)
 
 

 
 

 
$
(0.18
)
 
 

 
$
(0.40
)
 
 

 
 

 
$
(0.10
)
 
 

Weighted-average shares used in per share calculation --
   basic and diluted
74,565

 
 

 
90,381

(g)
164,946

 
 

 
195,807

 
 

 
 
 
195,807

 
 

 
(a) GAAP operating margin is defined as loss from operations divided by revenue.
(b) Non-GAAP operating margin is defined as non-GAAP loss from operations divided by revenue.
(c) To eliminate stock-based compensation expense.
(d) To eliminate one-time charge for an equity grant to the Pure Good Foundation.
(e) To eliminate one-time charge for our legal settlement with Dell, Inc.
(f) To eliminate payroll tax expense related to stock-based activities.
(g) To assume preferred stock conversion as of the beginning of the period.

Reconciliation from net cash used in operating activities to free cash flow (in thousands, unaudited):
 
 
 
Three Months Ended October 31,
 
 
2015
 
2016
Net cash used in operating activities
 
$
(5,376
)
 
$
(47,323
)
Less: purchases of property and equipment
 
(7,672
)
 
(18,484
)
Add: cash paid for legal settlement

 

 
$
30,000

Free cash flow
 
$
(13,048
)
 
$
(35,807
)
Free cash flow as % of revenue
 
(9.9
)%
 
(18.2
)%

9