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CompanyName:SplunkIncCompanyTicker:SPLKSector:T echnologyIndustry:ComputerSof tware&Services
EventDescription:Q12017EarningsCallMarketCapasofEventDate:7.20BPriceasofEventDate:54.93
©2014TheStreet,Inc.Al l R ightsReserved Page1of22
Splunk(SPLK)EarningsReport:Q12017ConferenceCallTranscriptThefollowingSplunkconferencecalltookplaceonMay26,2016,04:30PMET.Thisisatranscriptofthatearningscall:
CompanyPart icipants
KenTinsley;SplunkInc;InvestorRelationsDougMerritt;SplunkInc;CEODaveConte;SplunkInc;CFO
OtherPart icipants
RaimoLenschow;BarclaysCapital;AnalystBrentThill;UBS;AnalystPhilipWinslow;CreditSuisse;AnalystMelissaGorham;MorganStanley;AnalystJimFish;Citigroup;AnalystJesseHulsing;GoldmanSachs;AnalystJohnDiFucci;Jefferies&Company;AnalystJerryMatsheim;RaymondJames;AnalystMarkMurphy;JPMorgan;AnalystBrianWhite;DrexelHamilton;AnalystKirkMaterne;EvercoreISI;AnalystBhavanSuri;WilliamBlair&Company;AnalystMattHedberg;RBCCapitalMarkets;AnalystBrentBracelin;PacificCrestSecurities;AnalystSteveAshley;RobertW.Baird&Company;Analyst
MANAGEMENTDISCUSSIONSECTION
Operator :
WelcometotheSplunk,Inc.,firstquarter2017(sic)financialresultsconferencecall.
(OperatorInstructions)
Asareminder,today'sconferencemayberecorded.
Iwouldliketointroduceyourhostfortoday'sconference,Mr.KenTinsley,CorporateTreasurerandVicePresidentofInvestorRelations.Sir,pleasegoahead.
KenT insley(InvestorRelations):
Thankyou,Operator.Goodafternoon,everyone.WithmeonthecalltodayareSplunk'sCEODougMerrittandCFODaveConte.
Ourpressreleasewasissuedaftercloseofmarkettoday,andispostedonourwebsite.Thisconferencecallisbeingbroadcastliveviawebcast,andfollowingthecallanaudioreplaywillbeavailableonourwebsite.
CompanyName:SplunkIncCompanyTicker:SPLKSector:T echnologyIndustry:ComputerSof tware&Services
EventDescription:Q12017EarningsCallMarketCapasofEventDate:7.20BPriceasofEventDate:54.93
©2014TheStreet,Inc.Al l R ightsReserved Page2of22
Onthiscallwewillbemakingforward-lookingstatements,includingfinancialguidanceandexpectationsforoursecondquarterandFY17;transactions,products,servicesmix,aswellasthemixbetweenperpetualandratabletransactions;investmentsininternationaloperations,andexpectedgrowthininternationalbusiness;plannedinvestments,includingproducts,services,sales,andfacilities;marketandusecaseopportunities.Thesestatementsreflectourbestjudgmentbasedonfactorscurrentlyknowntous,andactualeventsorresultsmaydiffermaterially.
PleaserefertodocumentswefilewiththeSEC,includingtheForm8-Kfiledwithtoday'spressrelease.Thosedocumentscontainrisksandotherfactorsthatmaycauseouractualresultstodifferfromthosecontainedinourforward-lookingstatements.Theseforward-lookingstatementsarebeingmadeasoftoday,andwedisclaimanyobligationtoupdateorrevisethesestatements.Ifthiscallisreviewedaftertoday,theinformationpresentedduringthiscallmaynotcontaincurrentoraccurateinformation.
Wewillalsodiscussnon-GAAPfinancialmeasures,whicharenotpreparedinaccordancewithGenerallyAcceptedAccountingPrinciples.AreconciliationofGAAPandnon-GAAPresultsisprovidedwiththepressreleaseonourwebsite.
Withthat,letmeturnitovertoDoug.
DougMerritt (CEO):
Thankyou,Ken.Hello,everyone.Welcometothecall.Itisgreattobetalkingtoyouabouttheopportunityinfrontofus,asIclippastmytwo-yearanniversaryatSplunk,andsixmonthsintheCEOchair.IjustcamebackfromourannualPresident'sClubevent,wherewecelebratedourfieldteam'ssuccessindeliveringastrongFY16.Theteamisenergized,andasalways,ourcustomersareournumberonesourceofinspiration.
AtClub,wehadthechancetoofficiallywelcomeournewChiefRevenueOfficerSusanSt.LedgertoSplunk.Iamveryexcitedtohaveherjointheexecutiveteam.Welcome,Susan.
WedeliveredasolidQ1,with$186millionintotalrevenue,up48%overlastyear.Oursuccesscontinuestocomefromacombinationofourexistingcustomersexpandingtheirdeployments,andfromaddingmorethan450newcustomerstotheSplunkfamily.Weseethewaveofdigitaltransformationimpactingeveryindustryandeveryenterprise.Theamountofdatabeinggeneratedisexploding,andthattrendwillcontinue.
Splunkisthebestsolutiontoenablecustomerstoeasilyandcosteffectivelycollect,analyze,andgetmaximumvaluefromthatdata.OurstrategyalsoremainsthesameTobetheubiquitousmachinedatafabricbyinvestinginourdataplatform,creatinghigh-valuesolutionsthatleverageourplatformandbuildingastrongecosystem.
Aspartofthisstrategy,wewillprovidecustomerswithbest-in-classsolutionstargetingspecificusecasesdeliveredbyourpartnersandbyourmarketgroups.InIToperationsandapplicationsdevelopmentanddelivery;security,compliance,andfraud;businessanalytics;andtheInternetofThings.
OurcommitmenttoexpandourproductportfoliocontinuedinQ1.WeannouncedthegeneralavailabilityofSplunkEnterprise6.4,anewSplunkCloudrelease,andthelatestversionsofSplunkEnterpriseSecurityandSplunkUserBehaviorAnalytics.
OneofthemanynewcapabilitiesinEnterprise6.4includesnewinteractivevisualizations,anopenlibraryonSplunkbase,wherecustomersandpartnerscandevelopandsharetheircustomvisualizations.Weenhancedpredictiveanalytics,improvedqueryperformance,andmadeaseriesofplatformsecurityandmanagementimprovements.
CompanyName:SplunkIncCompanyTicker:SPLKSector:T echnologyIndustry:ComputerSof tware&Services
EventDescription:Q12017EarningsCallMarketCapasofEventDate:7.20BPriceasofEventDate:54.93
©2014TheStreet,Inc.Al l R ightsReserved Page3of22
Wealsoreducedthecostofhistoricaldatastorageby40%to80%.Forexample,acustomerthatisindexing10terabytesperdaywithadataretentionpolicyofoneyearcansaveover$4millionofstoragecostsoverfiveyears.Iftheyretaintheirdatausageorreplicatedata,theirsavingsmultiplyfurther.OurcustomerTransUnionputitsimply.Quote,thepreviousversionofSplunkEnterprisedoubledourperformance,andnowthenewstorageoptimizationcapabilitiesinSplunkEnterprise6.4cansignificantlylowerourstoragecosts,endquote.
Inaddition,weintroducedtheappforAkamai,whichallowscustomerstomonitorandanalyzethereal-timeperformanceavailabilityandsecurityoftheAkamaiCDNservice.Ourupdated--weupdatedourappforServiceNowtoprovideinsightsintoincident,change,andeventmanagementprocessesinServiceNowinstances;andthenewestreleaseoftheappforAWS,whichhelpscustomersgainend-to-endvisibilityacrosstheirAWSenvironment,includingcriticalsecurity,operational,andeconomicinsights.
Wealsoannouncedourfreeadd-onfortheGoogleCloudPlatform,whichenablescustomerstoanalyzeandmonitortheirsecurityandreliabilityoftheirGCPservices;andMicrosoftAzurecustomerscannowpurchaseAzure-certifiedSplunkEnterpriseclustersinminutesthroughtheAzuremarketplace.
Toincreasedevelopervisibilityintotheirdev/opsandapp/devenvironments,weannouncedtheavailabilityofthePuppetEnterpriseappforSplunk.CustomerscannowuseSplunktocorrelatethedatafromPuppetenvironmentswithmetricsandeventsfromacrosstheappdeliverychain.Thisreducescomplexity,andimprovesthevelocityandqualityassoftwareproductreleases.
WealsoannouncedthatthelatestreleaseofDockerincludestheSplunkloggingdriver,socustomerscaneasilygetdataoutofcontainersformonitoring,troubleshooting,andsecurityinsights.Ourinnovationcontinuestodeliver.Congratulationstotheentireproductsanddevteams.
Onthepartnerfront,IampleasedwithourstrategicalliancewithAccenture.TheyareexpandingtheirbenchoftrainedSplunkpractitioners,andwearecollaboratingonvaluecreationandprogramdeliverytobringnewsolutionstomarket.AccentureisleveragingSplunkasaplatformtodeliverapplicationstoenhanceservicedeliveryofferings,includingtheirintelligentautomationplatformforapplicationservicedelivery,andtheirnewcyber-defenseplatform.
HawaiianTelcomisoneofAccenture'sfirstclientstotakeadvantageoftheirintelligentapplicationmanagementserviceswithSplunk.Thereal-timeinsightsfromSplunkenablestheHawaiianteamtobemorestrategicandproactiveonaday-to-daybasis,whichultimatelyimprovestheircustomerservice,andincreasesproductivity.
SplunkisnowanEMC)selectpartner.EMC)customersnowhaveasimplewayofpurchasingEMC)solutionsandSplunkproducts,globalsupportandservices,andeducation.IntegratingSplunk'splatformwithEMC)solutionswillenableourjointcustomerstomaximizethevalueofmachine-generateddata.WeannouncedouralliancewiththeHerjavecGroup,whereSplunksolutionsareattheheartoftheirnewmanagedsecurityserviceprovideroffering.
Ofcourse,wedoallthisforourcustomers,whoarerecognizingthatthemoredatatheyputintoSplunk,themorevaluetheycanrealize.ThatiswhyIcontinuetobelievethatweareveryearlyincapturingourfullpotential,eveninourlargestaccounts.Forexample,TescostandardizedonSplunkforoperationalintelligencewithanenterpriseadoptionagreement.TheretailerexpandeditsusecasestoincludesecuritybypurchasingbothESandtheSplunkappforPCIcompliance.TescoalreadydrivesvalueacrossitsbusinesswithSplunkEnterprise,withbenefitsincludingaccelerateddevelopmentcyclesandimprovedperformanceandcustomerexperienceonTesco.com.
IamalsoreallypleasedwiththerapidgrowthofSplunkCloud,wherewesawordersmorethandouble
CompanyName:SplunkIncCompanyTicker:SPLKSector:T echnologyIndustry:ComputerSof tware&Services
EventDescription:Q12017EarningsCallMarketCapasofEventDate:7.20BPriceasofEventDate:54.93
©2014TheStreet,Inc.Al l R ightsReserved Page4of22
yearoveryear.Forexample,FamilysearchhassignificantlyexpandedtheiruseofSplunktosupportarecordincreaseinsystemtraffic.
Thisexpansionwillalsoensureasmoothtransition,astheymigratedatatoAmazonwebservices,vitaltransactionsthatSplunkCloudalreadymonitors.FamilysearchleveragesthedatagatheredinSplunkCloudtomonitortheirAWSusageandexpenseswiththeSplunkappforAWS.FamilysearchalsousesSplunkCloudtovalidatethecontinuousdeliveryofitswebsiteservices.
OktaexpandedSplunkCloudandESlicenseforHIPAAcomplianceforthehealthcaremarket.OktahasalreadyhasbeenusingSplunkCloud,NES,andIToperationsandsecurity.SplunkCloudhelpsOkta'sITteamensureitsownintegratedplatformisoperatingatpeakperformance,andthesecurityteamleveragesCloudandESforthreatintelligence,includingtheabilitytoeasilydetectandquicklyrespondtosecurityincidents.
Traveltechnologygiant,Sabre,willreplaceitslegacySIMwithSplunkCloudandEStoensurethesecurityoftheirhospitalityandtravelnetwork.Sabre,whichprovidestechnologytohundredsofairlinesandthousandsofhotelsandtravelagencies,choseSplunkbecauseit'seasiertomanage,scalesbetter,andcanmoreeasilyunderstandcomplexdatasources.OthercustomerschoosingSplunkCloudinQ1includeChicagoPublicSchools,Z illow,ThermoFisherScientific,andacooperativegroupintheUK.
Wealsocontinuetoseemomentuminourmarketgroupsolutions.WehadgreatcustomerwinsinITopsandappdelivery,includingtheUSCourts,whoselectedSplunkEnterpriseastheplatformfortheirloggingserviceproject,anationwideinitiative.
ThisservicewillbeprovidedtohundredsofUScourtstohelpthemmeetthejudiciary'sITsecuritylogmanagementpolicy.TheUSCourtsalsoexpandeditslicensetointroduceSplunkasadataplatformtonewdepartmentsandusersintheUSCourts'administrativeofficeandtheirprogramoffices.USCourtsalreadyusesSplunkESandsecurity.
GoodDataexpandedSplunkEnterprisetohelpsupporttheirgrowingglobalcloudservicesplatform.Applicationdevelopers,operations,andcustomersupportteamsrelyonSplunkforIToperationsandapplicationdeliveryinGoodData'scloud-basedplatformforISPsandenterprises.OthercustomerwinsinITopsandappdeliveryincludeClemsonUniversity,Chipotle,andtheUniversityofVirginia.
WeareseeingincreasedmomentumforourITserviceintelligence,orITSIsolution.Customersarepleasedwithhoweasythissolutionistoinstallandconfigure,andhowquicklythey'reabletoimproveservicelevelsandcustomersatisfaction.ExistingSplunksecuritycustomerWorldBankGroupinvestedinexpandingtheirdeployment,andaddedITservicesintelligenceastheymodernizedtheirenterprisemonitoringoffering.Theyanticipateincreasedvisibilityintothehealthoftheirkeyapplicationsandservices,aswellasusingITSItoreplacetheirlegacytools.OthercustomersselectingITSIinQ1includetheCityofLosAngelesDepartmentofHealthServicesandtheCoca-ColaEnterprises.
Ourperformanceincustomerwinsinsecuritycontinuestobestrong,aswell.Oneoftheworld'slargestglobalfinancialservicesfirmsreplaceditsSIMwithSplunkES,choosingSplunkoverseveralcompetitors.SplunkEnterpriseisalreadytheplatformforIToperationsatthisbank,withprovenvaluedeliveredacrossmultipleteamsandhundredsofusers.
LeadersattheDartmouthHitchcockMedicalCenterarestrategicallyprioritizingsecurityinlightofaseriesofrecenttargetedattacksonhealthcareorganizations.Aspartofthisplan,DartmouthsignificantlyexpandeditsuseoftheSplunkplatformtoprotectitspatientsandstafffromcyber-attacks.IttripledthevolumeforSplunkEnterprise,ES,andtheappforExchangetomonitorandprotectadditionalsystemsinthehospital.
CompanyName:SplunkIncCompanyTicker:SPLKSector:T echnologyIndustry:ComputerSof tware&Services
EventDescription:Q12017EarningsCallMarketCapasofEventDate:7.20BPriceasofEventDate:54.93
©2014TheStreet,Inc.Al l R ightsReserved Page5of22
AndDenverInternationalAirportstandardizedonSplunktostrengthenitssecurityposture.DENisusingSplunktodetectcyber-attacksandinsiderthreats.TheairportisalsoplanningtoutilizeSplunkinoperationsandapplicationsteamstogaingreatervisibilityandunderstandingoftheirinfrastructure.OthercustomerwinsinsecurityincludeUABHealthSystem,JetstarandLGATelecom.
WewereveryproudtoseeSplunkproductsandpeoplecontinuetoreceiveindustryrecognition.SplunkwasrecentlynamedoneofthebestplacestoworkintheBayAreafortheninthconsecutiveyearbytheSanFranciscoBusinessTimes.Ijustwanttotakeamomenttothankouremployees.I'veneverseenagroupofpeoplesocommittedtoourcustomers,cultureandcompany.
I'mproudtobepartofsuchanamazingteam.Insummary,itwasasolidquarterandstarttoourFY17,thankstoallofourcustomersandpartners,andthankstoeveryonethatworksatSplunk.
NowletmeturnthecallovertoouresteemedCFODaveConte.
DaveConte (CFO):
Allright.Thanks,Doug.Goodafternoon,everyone.Thanksforjoiningthecall.
Q1wasagoodstarttoFY17,withrevenuesof$186million,a48%increaseoverQ1oflastyear.Licenserevenuestotaled$101million,up41%overlastyear,andconsistentwithourexpectationsoflicenseasapercentageoftotalrevenue.
AsDougdescribed,weremaincommittedtocustomersuccessandadoptionofourplatformandsolutions.Onceagain,inQ1morethan70%ofourlicensebookingscamefromexistingcustomers.Wealsoaddedover450newcustomersinthequarter,andrecorded318ordersgreaterthan$100,000.
InQ1,drivenlargelybythegrowthofourcloudbusiness,ourratablemixwas51%.Althoughit'searlyintheyear,wemaintainourfull-yearratablemixestimateforsoftwarebookingsofbetween40%and45%.Look,we'llobviouslykeepyoupostedifourexpectationschange,asmixcontinuestovarysubstantiallyquartertoquarter.
Aswediscussedonthelastcall,wesawanuptickinlicenseASPsinthesecondhalfoflastyear,reflectiveoflargecustomeradoptionorders.Consistentwiththeseasonalnatureofourbusiness,ASPsinQ1returnedtopreviouslevelsofaround$50,000,atthehighendofour$40,000to$50,000historicrange.WewillcontinuetomonitorASPsonafull-yearbasis,andwillletyouknowifthereareanyupdatestoreport.
InQ1,internationaloperationsrepresented26%oftotalrevenue,consistentwithpreviouslevels,andcomparableonayear-over-yearbasis.Weplantocontinuetomakeinvestmentsinourinternationalbusiness,andlookforwardtocontinuedgrowthandglobalexpansion.
Oureducationandprofessionalservicesrepresented9%ofrevenueinQ1,atthehigherendofourrangeof5%to10%,andconsistentwithprioryearsfromaseasonalperspective.Remember,sincewegenerallyrecognizerevenueonserviceswhenthey'redeliveredandbilled,servicesbookingstypicallydonotflowthroughthebalancesheetasdeferredrevenue.
Turningtomarginsandotherresults,whichareallnon-GAAP,Q1overallgrossmarginwas85%,consistentwithourexpectations,andreflectiveofourgrowingcloudbusiness.
Operatinglosswas$1.4million,representinganegativemarginofabout1%.Q1netlosswas$2.6million,andEPSwasanegative$0.02pershare,basedonaweightedaveragesharecount131.5millionshares.Cashflowfromoperationswas$36million,whilefreecashflowwas$32million.Andweendedthequarterwithjustover$1billionintotalcashandinvestments.
CompanyName:SplunkIncCompanyTicker:SPLKSector:T echnologyIndustry:ComputerSof tware&Services
EventDescription:Q12017EarningsCallMarketCapasofEventDate:7.20BPriceasofEventDate:54.93
©2014TheStreet,Inc.Al l R ightsReserved Page6of22
Nowlookingforwardtotherestoftheyear,weexpectQ2totalrevenuesofbetween$198millionand$200million,withpositivenon-GAAPoperatingmarginbetween2%and3%.WithourQ1performanceandQ2outlook,wenowexpecttotalrevenuesfortheyeartorangebetween$892millionand$896million,upfromourpriorguidanceof$880million.
RememberthatwedenominaterevenuegloballyinUSdollars,andthereforehavenoforeignexchangeexposuretoourrevenueline.Aswecontinueourinvestmentsinmarketgroups,productteams,thefield,andSplunkCloud,wemaintainourfull-yearnon-GAAPoperatingmarginestimateofaround5%.
AsI'vesaid,andaswesawinQ1results,operatingmargintargetsincludetheimpactofanincreaseincostofservicesfromourrampingcloudbusiness.Additionally,we'llcontinueexpandingourservicescapabilitiestailoredfortheusecasesandsolutionsthatalignwithourmarketgroupfocus.Wehaveseenclearevidencethatcustomerswhoutilizeourserviceshaveahigherlikelihoodtodeploymoreofoursoftwareovertime.
Giventheseinvestments,inthemediumtermweexpecttoseeoverallgrossmarginhoveraround85%,whichiswithinourlong-termtargetof85%to90%,onourwaytolong-termoperatingmargintargetofatleast25%.
ForEPS,remembersinceweexpecttobeprofitableonanon-GAAPbasisforthebalanceoftheyear,foryourEPScalculationsyoushoulduseafullydilutedsharecountofapproximately136millionsharesinQ2,accretingabout2millionsharesperquarterthereafter.
Wewillcontinuetorunthebusinessonapositiveoperatingcashflowbasis,andcontinuetoexpectthatfull-yearoperatingcashflowwillbeapproximately23%ofourupdatedrevenueoutlook,withthequarterlylevelsfollowingthetrendwe'veseenoverthepastseveralyears.
AsImentionedonourlastcall,FY17willbeanunusuallyhighCapExyearforus,asweexpectthebulkofourSouthBaycampusbuild-outcoststobeincurredthisyear.
Whencombinedwithglobalfacilityexpansionstoaccommodateourgrowingemployeebase,we'replanningforapproximately$50millionto$60millionintotalCapExthisyear,weighted$15millioninthefirsthalfand$35millionto$45millioninthesecond.TogiveyouasenseofrecurringCapExlevels,withouttheSouthBayproject,ourCapExwouldbeinthe$16millionto$18millionrangefortheyear.
Inclosing,ourteamcontinuestoexecuteonourmissiontodeliverexceptionalvaluetoourcustomers,andwe'recommittedtoimprovingthecustomerexperiencethroughcontinuedinvestmentsinourproducts,solutions,andoverallglobalreach.
We'reofftoagoodstart,andIamenthusiasticaboutouroutlookfortheremainderofFY17.Thanksmuchforyourtimeandinterest.
Withthat,wewillopenitupforquestions.
QUESTIONS&ANSWERS
Operator :
(OperatorInstructions)
RaimoLenschow,Barclays.
RaimoLenschow(Analyst-BarclaysCapital):
Hi.Thanksfortakingmyquestion.Congratulationsonagreatstarttotheyear.Ihavetwo,oneforDoug
CompanyName:SplunkIncCompanyTicker:SPLKSector:T echnologyIndustry:ComputerSof tware&Services
EventDescription:Q12017EarningsCallMarketCapasofEventDate:7.20BPriceasofEventDate:54.93
©2014TheStreet,Inc.Al l R ightsReserved Page7of22
andoneforDave.
Doug--no,let'sstartwithDoug,yes.Ifyoulookatthe--wewereallnervousaboutthewhat'sgoingoninthespendingenvironment,etcetera,andwesawprofitwarningsfromagoodfewguysinQ1.
Canyoutalkalittlebitaboutthelinearityinthequarter,andwhatyousawinthedifferentregions,aswell?
ThenI'vegotonefollow-up.
DougMerritt (CEO):
Thanksforthequestion,Raimo.WhatwesawinQ1wasconsistentwithwhatI'veseeninthequartersIhavebeenhereinthefield.There'salotofchatterthatwe'reallhearingaroundtheworld,andalotofnervousnessthatiscomingthroughthenewschannels;butfromourcustomerengagements,itwasaprettytypicalquarter.Wetendtobe--tohaveadecentchunkoftherevenuecominginthelast30to45days.Idon'tthinkitwasunusualinanyway.Thedealcharacteristicslookedrelativelysimilar,aswell.
RaimoLenschow(Analyst-BarclaysCapital):
Perfect.
DaveConte (CFO):
Raimo,it'sDave.ParticularlywhenwethinkaboutitfromaQ1perspective--welookatourQ1overQ1andlookatlinearity.Itwasfairlytypical.
RaimoLenschow(Analyst-BarclaysCapital):
Okay,perfect.Aquestionforyou,Dave.Ifyoulookatthespendingthisquarter,itlookedliketheonenumberthatreallyacceleratedwasR&D.Canyoutalkalittlebitaboutwhat'sgoingonthere?Salesandmarketing,etcetera,wasinlinewithwhatIwasexpecting,whileR&Dseemstobetickingup.What'sgoingonthere?
DaveConte (CFO):
Nothingmorethanourcontinuedfocusonexpandingtheproductportfolio.Wehavebeenbrutallydeliberateaboutourinvestmentthesisonproductmarketgroups,whichultimatelytranslatestoproductsandsolutions,andofcoursefieldcoverage.
Whenwelookattheimpactofthoseinitiatives,there'snothingspecific,otherthancontinuingtoinvestandhavingtherightpeopletodeliveronthem.
RaimoLenschow(Analyst-BarclaysCapital):
Allright,perfect.Thanks,congratulations.
DaveConte (CFO):
Thanks,Raimo.Appreciateit.
Operator :
BrentThill.
BrentT hill(Analyst-UBS):
CompanyName:SplunkIncCompanyTicker:SPLKSector:T echnologyIndustry:ComputerSof tware&Services
EventDescription:Q12017EarningsCallMarketCapasofEventDate:7.20BPriceasofEventDate:54.93
©2014TheStreet,Inc.Al l R ightsReserved Page8of22
Goodafternoon.Doug,canyoutalkalittlebitaboutthearrivalofSusan,andhowherviewofthego-to-market?Issheanticipatingtomakeanychanges?Iknowyou'vespentthelasttwoyearscementingthesalesforce,soyoueffectivelywouldn'tthinktherewouldbealotofchange.Canyoumaybewalkthroughherarrival,andhowshe'sseeingtheorganization?ForDave,Ihadaquickfollow-up.
DougMerritt (CEO):
Absolutely,Brent.Thanksforthequestion.There'salotofthingsthatweallloveaboutSusan.Oneofthecoreonesisherrepeatexperienceinscalingcompaniesfrom$100millionto$8billion-plus.Aswe'vetalkedaboutformytwoyearshere,andI'msurewellbeforewithGodfrey,thegrowthratesareimportanttoustomaintainatSplunk,andthatmeansalotofscalethatwe'vegottodrive.
InmyfirstweekandahalfofinteractingwithSusanwhileshe'sbeenonthejob,theconstantframingthatshehasdrivenwithallofourconversationsishowdowetakethegoodnessthatwehave,aswereallyhavebuiltaphenomenalsalesmachinehere,notfumblethehandoffinanyway,whichwasmynumberonepriorityinmyfirstfewcallswithyouguysishonorwhatwe'vedoneandmakesurewedon'tmissabeatonthecustomerrevenuefront;butcontinuetothinkthoughtfullyandstrategicallyabouthowdoweprepthisCompanyforthatsamecontinuedgrowththatwe'veexperienced,sowecanreallyexecuteonthemarketopportunitythat'sinfrontofus.
BrentT hill(Analyst-UBS):
Okay.Dave,ontheopmargin,Iknowyou'renotmakingmuchchangethere.We'veseenprettymodestmarginimprovement.Oneofthequestionswegetisthereapointwhereyoufeelthatyou'vegottherightinvestmentsin,you'regoingtostartgetsomebetterscaleonthebottomline?Obviouslyyouwon'tgethugescalethisyear,butasyoulookout,canyouhelpuswalkthrough?Iknowyou'renotgivingguidancefor2018,butthere'salotofquestionsaroundthebottomlinehere.
DaveConte (CFO):
Sure,yes.Ifyourecallfromthelastcall,Ihadarticulatedthatourpointofviewaroundmarginexpansioncertainlyinthe--forFY17andtheninthemediumtermfromtherewouldbe100to200basispointsayear,withalong-termmarginobjectiveofatleast25%.ThequestionsthatIgetis,wellgeezDave,ifIdothatmaththenyou'renotgoingtogettoyourlong-termtargetforlikeadecade.
Thewaywethinkaboutitisasalotoftheseinitiativesgettothattippingpointwhereyougofromlotsoffixedcoststoscalabilityandwhatyou'readdinginthevariablecostcomponent,weseethetrajectorymoreofahockeystickintermsofmarketexpansion.We'llgo100to200basispoints,andthensayona--ifyoudrewthatlineonafive-yeartrajectory,therewouldbeahockeysticktowardstheendthatacceleratesusto25%.
Now,ifweseedynamicsasitrelatestocapturingtheTAM)thatsayboy,youknowwhat,weshouldaccelerateourinvestment,wewillletyouknow.Butmoreimportantly,ifwestartgettingthatcriticalmassthenwe'llacceleratethemarginexpansion.Butourinvestmentportfolio,whichagainItrytobeveryexplicitaroundourmarketgroups,oursolutions,ourplatform,andimportantlyourcloud,isaprettybroadcanvasthatweareputtingmoneyatworkaround.
BrentT hill(Analyst-UBS):
Great,thanks.
Operator :
PhilipWinslow.
CompanyName:SplunkIncCompanyTicker:SPLKSector:T echnologyIndustry:ComputerSof tware&Services
EventDescription:Q12017EarningsCallMarketCapasofEventDate:7.20BPriceasofEventDate:54.93
©2014TheStreet,Inc.Al l R ightsReserved Page9of22
PhilipWinslow(Analyst-CreditSuisse):
Hi,thanksguys,andcongratsonagreatquarter.Ijustwanttofocusontheplatformside.Iknowyouhavebeenworkingontryingtopenetratedev/opsteams,andalsobringonthirdpartyISPs.Aswegointothisyear,Iwonderifyoucouldgiveusanupdateonwherethatstands,andwhatinitiativesyouhaveinthepipeline?Thenonequickfollow-ontothat.
DougMerritt (CEO):
Thanks,Philip.We'vehadplatformanddevelopersasoneofourkeyinitiativesformultipleyears,andwekeepchippingawayatthatinitiative.Everyquarterwegetmoredev/opsinthesoftwaredevelopmentlifecycle.Splunkingwins,whichIthinkisgoingtobeacontinuedfocusforus,andispartofthecharteroftheIToperationsapp/devmarketgroupthatRickFitzheadsup.
He'sbeendoingareallynicejobthere.We'vebroughtonsomeadditionaltoptalentunderneathhimtomakesurewe'recommunicatingeffectivelyacrossourcustomerbasethewholelifecyclethatyoucouldandshouldbeusingSplunkinandaround,soyougetfullbenefit.
Aswetalkedaboutinthiscall,thePuppetdelivery,theappforPuppet,theintegrationwithDocker,we'realeading-edgedevelopmentorganization.Welovewheretheworldisgoingwithmicro-services,containers,andthehighvelocityofcloudapplicationdevelopment.WearecommittedtoourpartnershipwithAWS,andouroverallperspectiveinthemarketplaceonensuringthatwekeeppushingforwardsolutionsinthemarketplacetohelpwiththatdev/opsworld.
PhilipWinslow(Analyst-CreditSuisse):
Gotit.Thenafollow-upquestionforDavehereonthegrossmarginside.It'sgreatnewsthatyoutalkedaboutdoublingthenumberofSplunkcloudcustomers.Obviously,thatprobablyshowsupinsomeofthatratablepercentageat51%thisquarter.Fromagrossmarginperspective,Iwonderifyoucouldjustprovidesomemorecolorthereonthe85%.Howmuchofthatisthecloudimpact,andhowshouldwethinkaboutthisnearandlongterm?
DaveConte (CFO):
Sure.Hi,Phil.Clearly--andIthinkI've--again,I'vecommentedonthisinthepast.Today,atourlevelofscaleintermsofcloud,it'sadragonourgrossmargins.Nowfromalong-termmodelperspective,weactuallyhadalways--allthewaybacktotheIPO,wehadanticipatedagrossmarginrangebetween85%and90%,withtheplantointroduceourcloudoffering.We'reactuallyexecutingaswewouldexpect.Aswethinkaboutthisfiscalyear,Ithinkaboutitasatroughyearintermsofthemarginprofile,asthatcloudbusinessinparticulargetstoalevelofcriticalmasswherewestarttogainoperatingleverage,whichwillflowthroughboththegrossmarginandtheopmarginlines.
PhilipWinslow(Analyst-CreditSuisse):
Gotit.Thanks,guys.Congratsagain.
Operator :
KeithWeiss,MorganStanley.
MelissaGorham(Analyst-MorganStanley):
Great,thanks.ThisisMelissaGorhamcallinginforKeith.IjustwantedtofollowuponthatdiscussiononSplunkCloud.YoucontinuetonoteverygoodgrowtheveryquarterinSplunkCloud,soI'dhavetoassumethatit'sgoingtobefairlymeaningfulforyouall,atleastonabillingsbasis.Isthereanywaythat
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youcouldhelpussize--Iknowyou'renotgoingtogiveustheexactamount,buthelpussizehowbigthatbusinessisforyoutoday,andhowweshouldexpectthemixofenterpriseversusCloudtoprogressmovingforward?
DaveConte (CFO):
Hi,Melissa,it'sDave.We'renotatthestagewherewe'regoingtospecificallyquantifythesizeoftheCloudbusiness.Ithinkpartofthe--itscontributionisobviouslygrowing,andyoucanseeitintermsofthecostlinewehavebeentalkingabout.Butcloudrevenue--itdoesn'tnecessarilyreplacelicenserevenue,butfromanaccountingperspectiveitdoesn'thitthelicenseline.
What'sinterestingaboutitscontributionisgivenournumberofcustomerswhenwelaunchedCloudwasprobably10,000-plus,andourup-sellratesintermsofgreaterthan70%ofbookingscomingfromtheinstallbase,theopportunityfortheCloudbusinesstogrowasapercentageischallenged,becauseourinstallbaseofcustomerscontinuetobuymoreandmoreofouron-premsoftware.Butaswecontinuetoprogressthroughtheyear,we'relookingfortherightopportunitytogiveyouguysmorecoloraroundspecificsonthesizeoftheCloudoffering.Asthosematerialize,wewillofcoursesharethemwithyou.
MelissaGorham(Analyst-MorganStanley):
Okay,great.ThenonequickoneonthecommentaryonASPs.Iknowitwasdownquarteronquarter,andthere'scertainlyseasonalitythere,andyousaiddifficultcomparables.Ijustwanttoclarify,wasthatlargelydrivenfrommixshiftincustomercontractsandseasonality,versusanysortofdiscountingthatwashappeninginthequarter?
DaveConte (CFO):
Yes,it'sactuallyinteresting.Wehadthesignificantup-tickinthebackhalf,whichwehadtalkedabout.YouguysknowIwasreluctanttodeclareanewrange.Itmadesensetowait,becausesomanyofourlargetransactionscomeinthebackhalfoftheyear.Infact,lastyearwedidIthinkeight--threeeight-figuretransactions,allinthebackhalfoftheyear.
What'sinteresting,thoughofcourse,isourpreviouslyexpectedrangeof$40,000to$50,000.We'reatthetopendofthatinaQ1,whenwetypicallydoourfewestnumberoflargeorders.We'reprettyhappywithwheretheASPsarefornow.Wewillseehowtheytrendovertime.
MelissaGorham(Analyst-MorganStanley):
Okay,thankyou.
Operator :
WalterPrichard,Citigroup.
JimFish (Analyst-Citigroup):
Hi,guys.ThisisJimFishcallingforWalter.Onequestion,onefollow-up.Areyouguysseeingmorebudgetcompetitionasyoucompeteforbudgetwiththelikesofothernext-genvendorssuchasServiceNow,NewRelic,orAppDynamics?
DougMerritt (CEO):
Nothingnotable.Weactually,ironically,allthreeofthosearecustomersofSplunk.Wewere--IthinkwhatI'veseeniswetendtobeboughttogether.There'smoreandmorego-to-marketinitiatives,especiallywithinourchannelandpartnergroup,whereforthemtoaddthevaluetheyneedtoadd,they
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thinkthroughhowdoIcombineSplunkwithPaloAlto;howdoIcombineSplunkwithServiceNoworwithotherofferingstomakesurethatIcandriveavalue-addedpackageintothecustomerbase.ButIdon'tsee--wehavesuchavarietyofbuyingcenterswegoafterrightnow.Idon'tseethiszero-sumgamehappeningatthispoint.
JimFish (Analyst-Citigroup):
Gotit.ThenperhapsmoreforDave.Dave,canyoutalkmoreaboutthedynamicsthatdrovethat51%ratablelicensebookingsinthequarterversuswhereit'sbeen?Iknow,IthinkitwasmentionedthatCloudwasabigdriver,butanythingelseinthequarter?
DaveConte (CFO):
No,Ithinkit'sacombination,right?Whathasalwaysmadethepredictabilityofourmixchallengingisindividuallargetransactionscanskewthepercentages.That'salwaysthecase,mostlyinaseasonallysmallishQ1.Whenyoulookofthecompositionofourtransactionsonwhatisthatseasonallysmallnumber,ahandfuloftransactions--inthiscase,someCloudtransactions--skewedthepercentageupward.
JimFish (Analyst-Citigroup):
Gotit.Thanksguys.
Operator :
JesseHulsing
JesseHulsing (Analyst-GoldmanSachs):
Yes,thanksfortakingmyquestion.OneforDougandoneforDave.Doug,onCloud,becauseyoumentioneditafewtimesinthepreparedremarks,whataretheusecasesthataredrivingthesebigorders?Aretheysecurity,aretheyIToperations-focused?Aretheysomethingelse?Doesitlooksimilartotherestofyourbusiness?
DougMerritt (CEO):
Rightnowitlooksreallysimilar.IfIjustgobackandthinkatsomeofthebigorders,thesix-andseven-figureordersthathavecomethroughonCloud,they'reamixbetweenIToperationsandsecurity.Thispastquarter,insomeofthepreparedremarks,wetalkedaboutsomebigSIMreplacementwins.IthinktheyareimmediatelygoingtoCloudandtryandgetquickaccelerationinthistransitiondoneeffectively.
Thenthey'rewaitingtoseearetheygoingtostayinCloud,ortheygoingtopullthatbackon-prem--whichgoesbacktothathybridnaturethatwehavewithinSplunk,wherewe'recompletelyagnostic,andit'suptothecustomertofigureoutwheretheirstrategicdirectioniswiththeirITlandscape,andwewillsupportensuringthatsinglepaneofglassandeffectivevisibility,whetherit'sCloud,on-prem,oramixtureofboth.
JesseHulsing (Analyst-GoldmanSachs):
Gotyou.Doug,I'mgettingsomein-boundsfrominvestorsonstock-basedcomp.Itwasupquarteroverquarterasapercentageofrevenue.Howdoyouexpectthattotrendthroughtherestoftheyear,andwhatshouldwethinkaboutasatrendlineoverthenextcoupleofyearsforthatasapercentageofrevenue?
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DaveConte (CFO):
Hi,it'sDavehere.YoumightrecallfromtheAnalystDaythatweshowedourhistoryofhowstock-basedcompensationhadaccumulated.Inparticular,backin2014wehadananomaloussituationwherewehadourannualfocalprocessoccurredatthesametimethatthestockpricewasatafairlyhighlevel,whichwe'restillamortizingthoseexpensesonaquarterlybasis.
Thewaywethinkaboutit,ultimately,isaroundwhat'sourdilutionrate.Fouryearsago,2012whenwewentpublic,ourdilutionratewasover10%.Lastyearisdownto6%.Whenwelookforward,wethinkthatanormalizedlevel,regardlessofhowmanyheadswe'readdingtothebusiness,shouldbesomewhereinthat3%to5%.Ithinkagain,that'showwemeasuretheeffectivenessofourstockplans.Intermsoftheabsolutedollarsthatarehittingthestock-basedcompensationexpense,thosewillstayataheightenedlevelforabit,andthenthey'regoingtostarttofall.Inabsolutedollarsandofcourseasrevenueincreases,theywillfallasapercentageofrevenue.
JesseHulsing (Analyst-GoldmanSachs):
Operator :
JohnDiFucci,Jefferies.
JohnDiFucci(Analyst-Jefferies&Company):
Thankyou.IhaveaquestionforDougandthenafollow-upforDave.Doug,thenewcustomercountstilllooksrespectableat450,butit'sbeentwoyearssincethatnumberhasbeenbelow500.Canyoucommentatallonthat,especiallygivenalltogethertoplinemetricslookverystrong?
DougMerritt (CEO):
Sure,John.Wehavetalkedforthepastyearthatthisnewcustomerinitiativeiskindofastair-steppedtypepiece,andweexpectthat400to550bandforawhile.Wedon'tincludeanumberof--theinitiativesthatweputinplace,becausethey'redifferentthantheSplunkEnterprisecustomersthatwecount.We'vegote-commercecapabilities,wherecustomersarecominginandduringmonthlypurchasesfromus.We'vegotourSplunkLightproduct,whichcontinuestomakegainmomentum.Wedonotpollutethecompares;wekeepthoseout.Butallthose,we'reexpectingapay-offovertime.
Myexpectationsare,andhopesarethatwe'llseethebreak-outfromthebandthatwe'vebeeninoverthecourseofFY17,aswehavesignedonmorepartners,aswe'vedeliveredsomeofthesenewproductslikeLightandwhatwe'redoingwiththecloudrightnowandthequickertransactionvolumesthatcanoccurthere,andhowwecanreachbroadercustomerbasesbecauseofthat.Let'sstaytunedandsee.
DaveConte (CFO):
John,it'sDave.You'llrecallthatthestair-stepthatDougdescribed,we'veseenthattrendgofrom200to300overasix-to-eight-quarterperiod.Thenitwent300to400overasix-to-eight-quarterperiod,thenit's400to500.Infact,lastyear'sQ1--thistimelastyear,wealsoreportedover450newcustomers.
We'restillonthatsamestair-steptrajectory,butabigchunkofit,inaddictiontotheproductinitiativesthatDougjustdescribed,goesbacktoourcoverageinthefield.Wehavegreatsuccesswithourinstalledcustomers;buthavingtheappropriateamountofresources,bothourdirectfieldcoveragemodelaswellasthatchannelecosystem,thosearereallyimportantinvestmentsthatweneedtocontinuetofocusonsothatyou'llseethe--thenyou'llseethatnexttierintermsofthestep-ladderupintermsoftotalcustomeracquisition.
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JohnDiFucci(Analyst-Jefferies&Company):
Mydata,andIgoback,it's500to600backtotheApril2014quarter,whereitwas400?It'slikesomeofthosee-commercecustomersandsomeoftheother--wouldtheynormallyhavebeencountedifthey--ifyoudidn'thavethisnewgo-to-marketapproach?Isthatwhatyou'resaying,whyit'salittlelower?Idon'tknow,450isn'tthatmuchlowerthanfive.Youhavemoresalespeoplenow,morego-to-marketresources.Itjustseemslikeitwouldbe--notbealittlelower,maybealittlehigher?That'sall.
DaveConte (CFO):
Well,John,themetricthatwegiveisalwaysmorethan.Wedescribeitasmorethan.Iwouldn'tsayitwasfor450exactly.NowIwouldn'tsayitwasmorethan500,either.It'ssomewhereinthemiddle.Ithinkthespikesupanddownhasbeenprettyconsistentseasonally,ifyoulookatQ4lastyearversusQ1thisyear.Thereisapatternthatwehaveseenandit'soveranumberofyears.I'mnotatallconcerned.Infact,we'reverysatisfiedwithourcustomeracquisitionthisquarter,andwiththelastyear.Wejusthavealotofthingsthatwe'reworkingonthatwethinkwillultimatelyresultinreachingthenextstepoftheladder.
DougMerritt (CEO):
Themorewe'resatisfied,Iwanttoseeitgoup(laughter).
JohnDiFucci(Analyst-Jefferies&Company):
Yes,gotit,guys.Okay.Thenquickly,Dave,ifIcould,it'sanotherquarterofgreater-than-40%licensegrowth.It'sbeenover3.5yearswhereyouhadlicensegrowthinthe40%,whichobviouslythat'ssupportedbycontinuedstrongtractionofsalesinthefield.Buttheconsistentlyis--it'sunprecedented,atleastfromwhatI'veseen.
Howmuchofthis--I'mtryingtofigurethisout.Howmuchofitisfromsmoothingofyourfinancialswiththatratableportionofthelicensejustkeepsongrowing?Idon'tevenknowifyoucananswerthatrightnow,butit'ssomethingwe'regoingtotrytofigureout,becausewekeepgettingaskedthatquestion.Isit--isthereanylightyoucanshineonthat,Dave?
DaveConte (CFO):
Ifyouwanttolookbackoverbeginningoffiscalyeardeferredrevenue,short-termdeferredrevenueandthenwhatwasthesubsequentyear'sdeliveryofrevenue,obviouslythecomponentofdeferredrevenuethathaslicensedhasgrownoverthelastfourorfiveyearsasourratablemixhasincreased.There'sdefinitelyacorrelationbetweenabsoluteshort-termdeferredsubsequentyearsrevenueandthecomponentofshort-termdeferredthatislicensedthatcontributestothelicenserevenueline.
Ithinkwhat'schanginginourbusiness,andit'ssomethingthatwe'retryingtobethoughtfulabout,isbacktotheCloudcontribution.TherearecomponentsofdeferrednowthatareCloudbecominga--it'sstillademinimusnumberfromadisclosureperspective,butithasadirectimpactonlicenserevenue.Again,Cloudrevenuedoesnotflowthroughthelicenseline,itflowsthroughtheservicesline.Whenwethinkaboutrevenuecomposition,andasourratablemixcontinuestoincludeagreatercomponentofCloud,that'sgoingtocauseachangeintheprofileoflicenserevenuegoingforward.
JohnDiFucci(Analyst-Jefferies&Company):
Okay.Thanksalot,guys.
Operator :
MichaelTurits,RaymondJames.
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JerryMatsheim(Analyst-RaymondJames):
Hi,guys.[JerryMatsheim]forMichael.Clearlythere'salargemarketopportunity.Atthesametime,thefull-yearguideimpliesroughly30%OpExgrowth.Canyougiveusanideaofwhereandhowyou'reinvestingtodriveincrementalrevenuegrowth?ThenIhaveafollow-up.
DaveConte (CFO):
Well,thisisDave.IcantellyoufromallofmyES/devpeersthatwe'renotinvestinginitenough.Look,ourprioritieshavealwaysbeenthesame,anditstartswiththeproduct.Whydoesitstartwiththeproduct?Becausethat'showyoudrivethebestcustomersatisfaction.Weintendtocontinuetosatisfythedemandsofourcustomersintermsofgivingthemaccessfromtheirdata.Wealwaysstartwitharewemakingtherightinvestmentsintheproduct?
Afterthat,it'sinthefield.Dowehavetherightcoveragesothatwecangooutthere,articulateourvalueproposition,andexpandourfootprintintermsofinstalledcustomersandthenewonesthatwejustspentabunchoftimetalkingabout.Thoseareourpriorities.
Whatwehaveaddedsince--overthelastfiveyearsago,fouryearsagowhenwewentpublic,newinvestmentsthatareadjacenttothosefundamentalsarethemarketgroups,becausehavingtheappropriaterepresentationandsubjectmatterexpertisearoundtheusecasesthatmattermosttoourcustomersisreallyimportant.HavingHaiyanSongjoinaroundsecurityandRickFitzjoinaroundITOAisabsolutelycriticalbacktoprimedirective,whichisensuringthatwe'resatisfyingthecustomer'sneeds.
Theotherelementthat'sadjacent,ofcourse,ishowdowedeliverourproductsandsolutions,andthatequatestoCloud?That'sareallyimportantinvestmentforus,becausewhilepeoplewanttotalkalotabouttheCloudmomentum,whichweallrecognizeiscriticallyimportant,customers'workloadsare--it'sabinaryenvironment.Theyhavealotoftheirdatathat'sbehindafirewall.Theyhavealotoftheirdataandworkloadthatlivesinacloud.
It'sabsolutelycriticalforusintermsofhowwesatisfycustomersthatweofferthemacloudsolution,andultimatelysomethingwe'reveryproudofthatwethinkisofcourseuniquetous,andthat'shybridsearchacrosstheirdatalocation.Regardlessofwhereyourdatalives,youcanleverageyourSplunkinstancetodosearchesandcorrelations.
It'sreallyimportant,toansweryourquestion,thosearethepillarsofourinvestmentmodelProduct,coverage,specializationandsubjectmatterexpertise,andthenreachingallthevariousdeliveryrequirements,allbacktosatisfyingthecustomer.
JerryMatsheim(Analyst-RaymondJames):
Okay.Thenlookingatthe2Qrevenueguide,itappearstobeseasonallyweakeratthemid-point,up7%quarteroverquarterversus11%quarteroverquarterguidelastyear.IsthereanythingspecificweshouldbeawareofthatwouldleadtoaslightlyweakerF2Qseasonality?
DaveConte (CFO):
No,Iwouldn'treadintothat.
JerryMatsheim(Analyst-RaymondJames):
Gotit.Okay,thankyou.
Operator :
CompanyName:SplunkIncCompanyTicker:SPLKSector:T echnologyIndustry:ComputerSof tware&Services
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MarkMurphy.
MarkMurphy(Analyst-JPMorgan):
Yes,thankyouverymuchfortakingmyquestion.Dave,itwasnicetoseethereboundintheshort-termdeferredrevenue.IwaswonderingifyoucouldjustwalkusthroughtheunderlyingdynamicthatdrovethatnumbertoreboundverynicelyhereinQ1.I'mwondering,wasitdealmix,isitachangeindurations,orjustsomeotherstrengthinthebusiness?
DaveConte (CFO):
Hi,Mark.Thanksforthequestion.Again,theshort-termnumberinQ4wassohighlyimpactedbythedurationandtypesoftransactionsthatwehad.Again,afeweight-figuretransactionsobviouslycansignificantlyskewthecompositionorthegeographybetweenlong-termandshort-termdeferred.WhenyouturntoourseasonalQ1,IthinkitwasamoretypicalbehaviorintermsofthetypesoftransactionsweweredoingversustheendofQ4.Ithinkthatcomparisonis--itwasmoreuniformthisquarter,andwejusthadsomereallyexcitingtransactionsinthefourthquarterthatthrewitoffalittlebit.
MarkMurphy(Analyst-JPMorgan):
Okay.Thenasafollow-up,Dave,IwantedtofollowuponpartofJesse'searlierquestion.Ithinkpartofwhenpeopleareaskingaboutthestock-basedcomp,Ithinkpartofwhatwe'reobservingiswe'rewonderingifthetrendtowardfocusingmoreonGAAPearningsresultsacrossthewholelandscapeoftechnologycompanies,itwassomethinghighlightedintheWallStreetJournal.Thenthere'sspeculationthattheSECwouldcrackdownmoreonsomeoftheadjustedearnings,whichagainwouldbroadlyaffecttheentiretechnologylandscape.
Ithinkwe'recurious.Ifallofthatintensifies,istheresomethingyouwoulddotorespondtothat,perhapspullingbackalittleonthenewRSUissuance,orareyoumorethinkingalongthelinesthatthenaturalroll-offofthestock-basedcompexpensethatyoudescribed,thatitwillessentiallytakecareofitself?
DaveConte (CFO):
Thanks,Mark.Idothinkthenaturalroll-offisgoingtomitigatetheconcernaroundSBC.Again,weareveryfocusedonwhatistheappropriatetotalrewardspackageforouremployees.IthinkImentionedonthelastcallthelastfiscalyear,weexpandedourheadcountabout48%,about700employees.
It'sabsolutelycriticalforusintermsofgoingandcapturingthatTAM).AsDougmentioned,whereweareintermsofearlyearnings,areweinmiddlerelieforistheclosercomingin?Weareonthebatter'sboxhere.We'reveryproudofourpriorfiscalyear'srevenuelevels.Wethinkthat'safractionofthesizeoftheCompanythatwehavetheopportunitytobe.
Again,wefocusontheabsolutedilutionlevelandwherethatshouldtrend.Thecombinationofthattrendinglowerdilutionlevelwiththerunoffofpreviouslyrecordedstock-basedcompisgoingtohavetheabsolutenumbertrenddown,andofcoursethepercentageisgoingtotrenddown,aswell.
AsitrelatestotheSEC,weareveryattentivetoensuringthatwehavetherightdisclosuresandtherightcompliancearoundanyadjustmentswemakebetweenGAAPandnon-GAAP.Ithinkwetakeitveryseriouslyandwetakegreatprideinensuringconsistencyinournon-GAAPresults.IreallythinkiftheSECisdoingtherightthingtosaylook,whencompaniesareoutthereexercisingandreportingdifferencesbetweenGAAPandnon-GAAP,whatlevelofconsistencyaretheyapplyingtothoseadjustments,andwhatshouldbeconsideredrecurringversusanon-recurringitemthatyouwouldexclude,oracashversusanon-cashitem,likestock-basedcompthatyouwouldexclude.Wepayalotofattentiontotheconsistencyofourdisclosuresaroundnon-GAAP.
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MarkMurphy(Analyst-JPMorgan):
Great.Thankyouverymuch,andI'lladdmycongratsagain.LikeIsaid,itwasverynicetoseethereboundandaccelerationinthebillings.
DaveConte (CFO):
Yes,thankyou.
DougMerritt (CEO):
Thanks,Mark,appreciatethat.
Operator :
BrianWhite,Drexel.
BrianWhite (Analyst-DrexelHamilton):
Yes,hi.Doug,onthebigdealsinthequarter--itlookedlikeitgrewover40%yearoveryear,andactuallyaccelerated.Ithinklastquarterwasjustover20%.Whatdidyouseeintermsofbigdeals?Thisisgenerallyasoftquarter,soitgoesdownsequentiallyfromtheJanuaryquarter,butitacceleratedingrowth.Whatdidyouseeinthebigdealmarket?
DougMerritt (CEO):
IfIlookbackatmytwoyearshere,andevengobackfurthertothreeorfouryearsago,asix-figuredealwasareallycompellingdealfortheCompany.Everyonecelebratedwhenwedid$0.5million,orgotcloseto$1million.Overthepasttwoyears,we'renowroutinelyexpectingsevenandeveneight-figuredeals.
Ithinkthatwe'redoingabetterandbetterjobofevangelizingthepowerofSplunkformultipleusecaseswithinaCompany.Thattendstomovethewholeballupintosix-figuredealsbeingthenorm,withsevenandeightbeingrealdisplaysofpeoplethatnowhavegonewalltowallwithSplunk.WesawacontinuationofthatinQ1,withourexisting70%--over70%ofoursalescamefromexistingaccounts,andalotofthoseaccountscontinuingtoexpandusageofSplunkinternally.
BrianWhite (Analyst-DrexelHamilton):
Okay.Ifyoucouldaddalittlecolor,Isawthesepartnershipswithacoupleofthebiggeststoragevendors,EMC)andalsoNetApp.NetAppmadeanannouncementwithworkingwithSplunk.WhatdoesthistellusabouteitherthestoragemarketorwhatSplunkisdoingintermsofpartnershipsinthestorageindustry?Thanks.
DougMerritt (CEO):
We'vedefinitelyhadaveryspecificandfocusedstrategyoverthepastfewyearsongettingmuchmore--gettingahigherlevelofcommittedname-brandpartnersthateitherdistributesSplunkorbundlesSplunkwiththeirofferings.WhatIthinkthatwe'veseenwithateamthat'sreallyfocusedonthisismorerealizationbyvendorslikeCisco,EMC),andNetAppthatSplunkisagreatadditiontothepackagestheyputintotheiraccounts.Itprovidesvisibility,analytics,assurance,inthecaseofNetApporEMC)onthecorestoragesolutions,ortheinfrastructuralsolutionsthatthoseguysaredistributing.
Butitalsocanbedifferentiatinginthetypesofappsorvisualizationsorbundlesthattheyproduce,tomakesurethattheyarekeepingacompetitiveadvantage,andprobablymostimportantly,servingtheircustomerneeds.That'sreallythepartthatweusewiththesepartnersisarethey--[Barney]relationships
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arenotofmuchvalue.We'vegotalotofbrandnameandalotofmarketingmomentumfortheCompany.Wewantrealcommittedrelationshipsinthefield,wheretheirrepsideallyarebothcommissionedandquota-creditedforbundlingSplunkorincludingSplunk,athey'rereallyaddingvaluewithwhatthey'redeliveringtotheircustomerbase.
BrianWhite (Analyst-DrexelHamilton):
Okay,great.Thankyou.
Operator :
KirkMaterne.
KirkMaterne (Analyst-EvercoreISI):
Thanksverymuch.Doug,IwanttopullonthatsamethreadyouwerejusttalkingaboutwithyourpartnersintermsofyoursigningAccentureupasasystemintegratorpartneris,Ithink,aprettybigstepforwardforyouguys,givenyouhadtocarryallthewaterintermsofgettingSplunkouttherejustafewyearsago.Canyoutalkabout--andmaybenotAccenturespecifically--butAccenture,youhadtherelationshipwithBoozthatyouannouncedlastyear.
Canyoustarttogetsomegreaterleveragefromasalesperspectiveasyouhavethispartnernetwork,Iguess,pickingup.Isthatsomethingthatcanstarttopositivelyimpactyouguysthisyear,oristhatsomethingthat'sgottotakeatleast12to18monthsbeforewestarttoseesomeoftheleveragefromthisbroaderpartnerchannel?Thanks.
DougMerritt (CEO):
Thanks,Kirk,andthanksfornoticingtheAccenturepiece.Iwassurprisedwedidn'tgetmorenoticeofthatwhenweactuallymadethatannouncement,becauseIrememberbeforejoiningSplunkhearinghowwe'resoeasytoinstallandsomuchimmediatevaluethatnoneofthoseSIseverpayattentiontous.
That'sbeenanotheroneofthosekeyinitiativesinthepartnergroupsishowdowegetAccentureandtheothermajorSIsaroundtheworldtounderstandthatthereisarealpracticetheycandeveloparoundSplunk.WemightbeeasiertoinstallandinitiallyconfigurethansomeofthemorecomplexERPpackages,butit'saverystrategicoffering,andtheycanactuallybuildalotoftheircriticalinitiativesaroundSplunkthatarethehigh-value,high-margininitiatives.
WhatI'mexcitedabouttheAccenturerelationship,obviouslyit'sagreatbrand,lovethecompany,greatgroupoffolks.Havingthembackingusfromago-to-marketandSIperspectiveisagoodpositiveboost.Buttheyarewrappingusintodifferentcoreofferingsthattheydelivertotheiraccountbase,inadditiontoclassicSIsystems-integrationtypework.Agoodexampleofthatistheirapplicationout-sourcingbusiness,whereSplunkisbecomingacriticalinfrastructuralcomponentforthosecontractsalreadyunderwraps.
Hawaiiantelecomisoneofthoseexampleswegavethisquarter,wasoneofthosefirstcustomers,wherenotonlydoweprovidetheopportunityforthecustomer,HawaiianTelecom,togetbettervisibilityintotheirlandscape,butAccentureisloweringtheircostofservingasthey'redeliveringacapabilityintoHawaiian;andtheyhavetheabilitytogeneratebrandnewservicesbecauseofthecorrelationsanddifferentnewofferingsthatcanbecreatedthatSplunkisdrivingastheintelligenceenginearoundthatapplicationoutsourcinginitiative.It'sthesamethingwiththeircyber-securityinitiativethey'repushing,aswell.
KirkMaterne (Analyst-EvercoreISI):
CompanyName:SplunkIncCompanyTicker:SPLKSector:T echnologyIndustry:ComputerSof tware&Services
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CanIjustaskyouonefollow-up,onequickfollow-uponthat.WhenyouthinkaboutIOT,youguysseemtobeprettyuniquelypositionedinthatbroadermarket.However,thereisalwaysthattensionbetweendoyouwanttodevelopthesolutionsyourself,orhopefullyhaveapartnerbasebuiltontopofyou.Whenyouthinkaboutthatparticularopportunity,areyouleaningonewayortheotherintermsofthebestwaytobreakinorhelpexpandthatmarket?Thanks.
DougMerritt (CEO):
Heavilyleaningtowardspartner.EveninwithsecurityandIToperationsandapp/devwherewe'vegotalotofstrength,it'sstillaprominentpartnerlean.Ithinkit'sevenharderwithIOT,becausetheverticalandgeographicspecificityissomuchhigher.Youreallyneeddomainexpertise,Ithink,toservethosecustomerswell.It'sgoingtobeverydifficultandanunfairaskofSplunktohaveenoughdiscretemanufacturingversusprocessmanufacturingversushealthcareandhospitality.We'vegottoturntothepartnerchannelforthat.
Onthatvein,forallofyouthataretunedintotheIndy500racethisweekend,staytunedandtakealookatwhereSplunkmightpopupthere.Therewillbesomeannouncementsaftertheweekend,whenwe'reallowedtotalkaboutsomeofthebenefitthatwe'redrivinginthatvenue.
KirkMaterne (Analyst-EvercoreISI):
Great.Thanks,andcongratsonthequarter.
Operator :
BhavanSuri,WilliamBlair.
BhavanSuri(Analyst-WilliamBlair&Company):
Thanks,guys,andcongrats.Letmeaddthattothelistthere.Justtodiveintothepremiumproductshere,youhavetalkedalotaboutsomeofthesecuritystuffandobviouslythecorebusinessandthenotherthings.WhenyoulookattheUBAandsomeofthepremiumproducts,howarethose--howistheup-takethere?Maybeacoupleexamplesofhowthat'slayeringontopotentiallydriveARPUexpansionatsomeoftheaccountsthatareaddingintothecoreplatform?
DougMerritt (CEO):
Ithinkthatcontinuedprogression,yes,hasbeensowonderful--theenterprisesecurityproduct--toseethatgaincriticalmassandtraction.Insecurity-leddeals,it'sbecomingalmostastandardthatweincludeenterprisesecurityaspartofthatunderlyingSplunkEnterpriseplatformengine.Ithinktheopportunity,I'mthrilledwiththeuserbehavioranalyticsadd-on,becauseitaddsawholedifferentdimensiontobehaviorallybasedanalyticsandinsiderthreatthatESbyitselfwouldn'tbeabletoprovide.
IthinkequallythatITservicesintelligenceinitiativethatweannouncedayearagoorthreequartersagoanditsbeingdrivenintothemarketplace.It'sthatsameforourexistingITopscustomers,we'reseeingalotofinterestaswegobackintothemtoup-levelhowthey'redefiningservicesacrossourITopslandscape,andgettingeffectiveanalystEricvisibilityonthequalityofthoseservices.
ButallthreeofthosestillIwouldviewaslower-levelextensionsofthecoreplatform,withabilitytodelivermorespecificsolutionsontop.They'realmostenablingsolutionswithinthosemarketsegments,goingbacktoourpushforpartnerinvolvement,andcontinuingtorefinetheplatform,soit'seasierandeasierforthirdpartiestodevelopapplicationsanddrivetheirownrevenuewithinSplunk.Ithinkthat's--inthelong-termbasis,that'sgoingtobethebiggerleverforus,asfarasexpansionoffootprintandanytypeofARPUenhancement.
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BhavanSuri(Analyst-WilliamBlair&Company):
Gotit.Thenonequickoneforme.ObviouslySplunkLighthasbeenoutforalittlewhile.Youguyscommentedonitnowbeingincludedinthecustomercount,etcetera.Doyouanticipateashift--andobviouslythesmallcustomersmaynot--butastheygroworastheyincreaseusage,doyouanticipateashiftfromSplunkLighttomoreoftheenterpriseplatform?Couldthatplayoutatall,orarethesetwofairlydifferentsegments,intermsofhowyou'recharginghowtheproductdelivers?
DougMerritt (CEO):
WeactuallyhaveseenSplunkLightasanentry,leadingsometimeswithindaysorweeks,sometimesonalongerbasis,toalicensedtouseSplunkEnterprise.Butreally,thewholefocuswashowdowereachallsegmentsofpotentialusers?Howdowemakeiteasierforaone-to-five-personITteamthat'sgoingtohaveaverydifferentskillsetandbandwidthcapabilitytogetthesamevaluefromSplunkthata100or10,000-personITgroupisgettingfromus.
They'redifferentsegments,buttheyhavegotsimilarneeds.It'smoredrivingeaseofuse,evenhigherandquickertimetovalue;moresimplicityintheproduct,turningoffsomeoftheconfigurabilityofbellsandwhistles,sothatit'slesscomplicatedinthewayit'sdeliveredandconsumedbythoseguys.
BhavanSuri(Analyst-WilliamBlair&Company):
Gotit.Thanksguys.Thanksfortakingmyquestions.
Operator :
MattHedberg.
MattHedberg (Analyst-RBCCapitalMarkets):
Great,thanks.Congrats,guys.Afollow-upquestionontheUBApriorquestionhere.ObviouslythereseemedliketherewasalotofmomentumcomingoutofRSAfromthatparticularproduct,alotofbuzz.I'mcurious,whenyoulookatthecompetitivelandscapethere,competitionisnevereasy.Doyoufindmorewhitespacewhenyou'relookingatsecuritydealsthansaycore[ITOM]?
DougMerritt (CEO):
Whatdoyoumeanbymorewhitespace,asfaras?
MattHedberg (Analyst-RBCCapitalMarkets):
Doyousee--thecompetitorsinITOM,andit'sfairlywelldefined.CertainlyinITSMandsomesecurityaspectsitismoredefinable.Doyousee--youguysaremorethanITSM.Doyouseethecompetitivedynamics--Idon'twanttosayeasier,butdoyouseemoreofanopportunitytherewhereyouhaveadifferentiatedsolution?
DougMerritt (CEO):
Igetwhatyou'resaying.WhatIthinkwe'reseeingwithUBA,it'sadifferent--itisamorewide-openarea.It'savery--it'saprettyuniquevaluepropthatwe'redriving.Butit'sabrand-newemergingmarket,wherethereis--justlikewithany1.0productorearlyproduct--thereisasmucheducationandevangelismandprovingthatthereisvaluebeforeyoustarttogettheokay,Igetthevalue,nowIjustwanttodobusinesswithyou.Ithinkwe'vegottentowithenterprisesecurityandtheSIMmarket.
Peoplenow,it'stakenalongtimeforustobeseenasatrueSIMandsecurityplayer.Butwe'renowbeing
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practicallyincludedinallSIMRFPs,whetherit'sagreenfieldoraplacement.Ithinkwe'rewaybehindthatinsomethinglikeuserbehavioranalytics.Themarketisstilltryingtofigureouthowimportantisit,andcanasolutionreallyprovidetheinsightsandcapabilities.Iexpectthattochange.Wehaveseenthatchangeinthelasttwoorthreequartersaspeoplearestartingtocomeuptospeed;buttherestillalotofevangelism.
Again,longterm,ourapproachfromourownsolutionsandjustasimportantly,athird-partypartnersolutions,ishowdowecoverasmuchend-to-endcapability,giventhecomplexsecurityandcomplianceandfraudneedsthatourcustomershave,sothattheygetasinglepaneofglass,effectiveanalytics,andtherightvisibilitytomakesurethatwecankeepallofourinformationandbusinessessafe.
MattHedberg (Analyst-RBCCapitalMarkets):
Youbet.That'sperfect.Thanksalot,guys.
Operator :
BrentBracelin.
BrentBracelin (Analyst-PacificCrestSecurities):
Thankyoufortakingthequestion.IjustwanttogobacktotheCloudimpactongrossmargins.Giventhemomentumyou'reseeing,doubling,obviouslywedown-tickedontheservicesmarginsbelow70%.Howareyougenerallythinkingaboutthat?Isthenewrange65%to70%ifwecontinuetodoublehere?HowshouldwethinkaboutCloudgrossmargins?
DaveConte (CFO):
HiBrent,it'sDave.Wethinktheminimumfromasteady-stateCloudmarginis70%.Weobviouslyhavesomemilesaheadofustogetthere,butthat'sourminimumthresholdintermsofexpectation.
BrentBracelin (Analyst-PacificCrestSecurities):
Okay,veryhelpful.LastquestionfrommeisreallyaroundITSI.We'restillearlydays.Youdidtalkaboutthreeexamples.Coca-Colaseemslikeaprettyhigh-profileexamplethere.Relativetoyouradoption,isthisontrackwiththepaceofadoptionyouthoughtitwouldbeon,oraheadofwhereyouthoughtitwouldbeon?HelpusunderstandthepaththatITSIisontoday,andthepotentiallookingoutacoupleyears?
DougMerritt (CEO):
IthinkthatITopsandapp/devteamhasdoneafantasticjobwithITSI.I'dsayit'sprobablyaheadofwhereweexpected,butthere'shighexpectationsforthegroup.Theyhavereally--theyexecutedreallywellfromtheverybeginning,makingsurethatwedidtherightco-developmentworkwithourearlypartners.Wehadtherightbetaandtestingandnewproductintroductionprogramssothatwhatwewereconfidentinthefeaturesthatweredeliveredandwewouldn'tletourcustomersdown.There'sstillalot--it'sstillaveryearlyproduct.
Thereisbothafeatureexpansionnecessaryattheproduct;butIthinkjustasimportantly,thesurroundingservicesandeducationaroundtheproductthatweareexpandingonconcentriccircletypevisual,makingsurethatourpartnersunderstandhowtoimplementandhowtoconfigure.Thencustomerscomeuptospeedonwhatdoesittaketodefineaservice,andhowdoyoukeepitcurrentandeffective.Butit'sreallybeenawonderfulthingtowatch.IhavetocongratulateRickFitzandtheentireteamoverandoveronathoughtfulandcustomer-firstapproachforhowwerollsomethingoutwiththe
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fewesthiccupspossible.
BrentBracelin (Analyst-PacificCrestSecurities):
DealsizesonITSIarecomparabletowhatyou'veseeninthepastonES,aswell?
DougMerritt (CEO):
Thatisagoodquestion.Dave,aretheyabithigher?
DaveConte (CFO):
Theytypicallyare--they'resimilaronSKUs.They'retypicallylarger.
BrentBracelin (Analyst-PacificCrestSecurities):
Slightlylargerdeals.Okay,veryhelpful.Thankyou.
Operator :
Thankyou,andwehavetimeforonemorequestionfromthelineofSteveAshleywithRobertWBaird.
SteveAshley(Analyst-RobertW.Baird&Company):
Perfect,gettingunderthewire.Doug,I'mgoingtotipmyhat.YoutellustotuneintotheIndianapolis500andseewhatkindofbenefitswe'redriving.That'sveryclever.Ithoughtthatwasquitegood.Youcanseethesalessideofyouthere.Intermsofthesecuritybusiness,numberone,inthepastsometimesyou'vegivenuswhatpercentagethatmight'vebeeninthetotal?
Myquestion,mysecondquestion'sonthesecuritybusiness.Lookingforsomecoloronhowconcentratedordiversethatbusinessisintermsofusecases?Arethereahandfulofusecasesthatdominatethatbusiness,orhaveyouseenawidedispersionofusecases?Isthereanycoloryoucangiveusaroundthatonthesecurityside?Thanks.
DougMerritt (CEO):
Wheneverwetalkabouttheamountofrevenuegoingtooneofthesemarketsegments,everyoneofthesecallsI'vealwaystriedtocaveatthat,that'stheinitialsaleofSplunk.Whatweexpect,aswesawwithabunchoftheusecasesorcustomerexamplesIgave,isthatbecauseweareaschemaatread,andknowthatdatayouputinhashardened,thatassecurityisgettingbenefit,theircolleaguesinIT/opsortheircolleaguesorapp/dev,ortheirlineofbusinessITfolksaretryingtoservemarketingorsalesneeds,canlookover,interrogatethedatathatthesecuritygroupmayhaveaccumulated,andseeisthereabenefitforthemwithoutanyadditionalcosts.
That'sstilloneofthose--IrepeatthatsomanytimesatSplunk,becauseafteralmost30yearsintheITindustrystartingwithastrictrelationaldatabaseclient/serverworld,thatstillblowsmymindthatyoucanasktotallydifferentquestionsofthesamedataandgetcompletelydifferentanswersanddifferentvalueoutofit,withoutevertouchinganythingakintoanETLstackorcraftingawholenewschemaandre-purposingthedata.
Whatwesawthisquarterisagaininthe40%-ishrangeofthesenewdealsbeingsecuritybased.Withsecurityontheconcentration,Ithinkwe'vebecomerelativelywell--peoplenowassociateSplunkwiththesecurityoperationscenterdashboardandaSIM-likesetofcharacteristics.Fromafirst-salebasis,thatseemstobealotofwherewearefocused.
Butasweallknow,thesecuritylandscapeisincrediblydiverse,andtherearesomanydifferentuse
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cases.Securityis50,000-footterm,andveryfarawayfromthegroundlevelofwhatourcustomersaredealingwith.Wewillenterinoneofthose--nowwithESwithaSOC-typeapplication,butthendiveintoawholehostofmorespecificusecasesastheytryandfilluptherepositoryofcomprehensivesecuritydata.
SteveAshley(Analyst-RobertW.Baird&Company):
Perfect,thankyou.
Operator :
Thankyou.ThisdoesconcludetheQ&Asessionfortoday'sconference.IwouldliketoturnthecallbackovertoMr.KenTinsleyforanyclosingremarks.
KenT insley(InvestorRelations):
Great.Thankyou,Operator,appreciateyourhelptoday.Thanksforeveryone'sparticipation.We'reavailabletonightifyouhaveanyquestions.HopeyouhaveaniceMemorialDayweekendandenjoytheraceonSunday.
Operator :
Ladiesandgentlemen,thankyouforparticipatingintoday'sconferencecall.
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