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Schedule
12:00 – 12:30 Welcome and CEO Update
Aaron Skonnard
12:30 – 1:00 CXO Platform Overview & Demo
Nate Walkingshaw
1:00 – 1:10 Break
1:15 – 1:45 CFO Financial Overview
James Budge
1:45 – 2:30 Q&A
Aaron Skonnard, James Budge, Nate Walkingshaw
Investor PresentationApril 2019
2
Safe Harbor StatementThis presentation regarding Pluralsight, Inc. (“Pluralsight”, “we,” “us” or “our”) is strictly confidential and is for you to familiarize yourself with the company.
This presentation includes forward-looking statements within the meaning of Section27A of the Securities Act of 1933, as amended, and Section 21E of the Securities Exchange of 1934, as amended. All statements contained in this presentationother than statements of historical facts, including statements regarding future results of operations and financial condition of Pluralsight, our business strategy and plans and our objectives for future operations, are forward-looking statements.The words “anticipate,” “believe,” “continue,” “estimate,” “expect,” “intend,” “may,” “will” and similar expressions are intended to identify forward-looking statements. We have based these forward-looking statements largely on our currentexpectations and projections about future events and financial trends that we believe may affect our financial condition, results of operations, business strategy, short-term and long-term business operations and objectives and financial needs.These forward-looking statements are subject to a number of risks, uncertainties and assumptions including the indicativeness of our historical financial results, our ability to manage and sustain our growth, our limited operating history, the successof our strategic relationships, our ability to grow internationally, competition in our industry, general economic trends and market risks, and other factors. Moreover, we operate in a competitive and rapidly changing environment in which new risksemerge from time to time. It is not possible for our management to predict all risks, nor can we assess the impact of all factors on our business or the extent to which any factor, or combination of factors, may cause our actual results orperformance to differ materially from those contained in any forward-looking statements we may make. In light of these risks, uncertainties and assumptions, the future events and trends discussed in this presentation may not occur and actualresults could differ materially and adversely from those anticipated or implied in the forward-looking statements.
Although we believe that the expectations reflected in the forward-looking statements are reasonable, we cannot guarantee that the future results, levels of activity, performance, achievements or events and circumstances reflected in the forward-looking statements will occur. We are under no duty to update any of these forward-looking statements after the date of this presentation, except as required by law. You should, therefore, not rely on these forward-looking statements asrepresenting our views as of any date subsequent to the date of this presentation.
This presentation also contains estimates, projections and other statistical data made by independent parties and by us relating to market size and growth and other data about our industry and our business. This data involves a number ofassumptions and limitations, and you are cautioned not to give undue weight to such estimates. We have not independently verified the accuracy and completeness of the information obtained by third parties included in this presentation. Inaddition, projections, assumptions and estimates of our future performance and the future performance of the markets in which we operate are necessarily subject to a high degree of uncertainty and risk.
This presentation includes certain non-GAAP financial measures as defined by SEC rules. The non-GAAP financial measures have limitations as analytical tools and you should not consider them in isolation or as a substitute for the most directlycomparable financial measures prepared in accordance with GAAP. We urge you to review the reconciliation of our non-GAAP financial measures to the most directly comparable GAAP financial measures set forth in the Appendix to thispresentation, and not to rely on any single financial measure to evaluate our business.
Before you invest, you should read our documents filed with the SEC for more complete information about Pluralsight. You may get these documents for free by visiting EDGAR on the SEC website at www.sec.gov.
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1. Calculated by taking the number of global technical team members based on a study by Evans Data Corporation (2018) multiplied by our average billings per user as of December 31, 2018
2. As of March 31, 2019
$252M TTM REVENUE (2)
Cloud-based technology skills platform closing the global technology skills gap
85% OF TTM BILLINGS (2)
FROM BUSINESS CUSTOMERS
EXCEPTIONAL GROWTH RATES
Revenue and Billings growing @ 40%+17,200+ BUSINESS CUSTOMERS(2)
Helping enterprises adapt and thrive in the digital age
Enabling technologists to keep pace with change
Addressing $31 billion market opportunity(1)
Pluralsight Overview
4
1. U.S. Department of Labor, Bureau of Labor Statistics
2. Source: Economic Intelligence Unit, The Quest for Digital Skills: A multi-industry executive survey (2016).
3. Source: ACT – The App Association, “State of the App Economy, Fifth Edition”
Past Present
Pace of Technological Change
Pace of Learning
94% of ExecutivesCite a Digital Skills Gap in Their Business(2)
Businesses Face a Massive Technology Skills Gap
>1,000,000 Open Computing Jobs in the U.S. by 2024(3)
>700 Notable Programming Languages Today
“Software Developers Must Redevelop Skills Every 12-18 Months”(1)
5
Existing Solutions Fall Short on Delivering for Today’s Tech Professional
CLASSROOM
FREE Online Training
Unreliable content with no measurement of mastery
Not scalable, personalized or measurable
Static corporate mandated courses; mostly broad content
focus rather than laser focus on tech skills
6
Large and Expanding Addressable Market
1. Source: Evans Data Corporation, Technical Team Total Addressable Market for Morgan Stanley (January 2018) (an estimate for 2017).
2. Source: Training Industry, Size of the Training Industry (April 2017) (an estimate of 2018 spend).
Analyst Estimated Market
$366Bn Global Corporate
Training(2)
Global corporate training shifting toward technology training
$31Bn102MM Global
Technical Team Members(1)
Today’s TAM
Penetration
7
Evolution of Pluralsight
8
As of March 31, 2018
Business AnalyticsSee the skills that exist in the organization and measure progress
Paths & Channels Align learning to key business objectives
Role IQDiscover the skills gaps holding team members back and fill them fast
Interactive CoursesPractice with hands-on coding
challenges and guided feedback
ProjectsApply learned skills to
real-world scenarios
Skill IQAssess skills in under
10 minutes and 20 questions
9
Scott Allen is a nationally recognized
server-side and web expert
Deborah Kurata is a Microsoft MVP and Google
Developer Expert
Troy Hunt is a world-renown expert in cybersecurity and has testified in Congress as an expert witness
David Liu is a Salesforce Technical Architect at Google
and runs the largest installation of Salesforce in the
world
Delivering the Best Content Drives Continuous Platform Adoption
10
UNPRECEDENTED VISIBILITY INTO SKILLS AND PRODUCTIVITYPLURALSIGHT + GITPRIME
MEASURE SKILLS IDENTIFY GAPS
DEVELOP SKILLSAPPLY SKILLS
With Skill and Role IQ tech leaders have unprecedented insights into the skill gaps across their orgs, our platform provides leaders the tools to close them
Technology teams can upskill efficiently with our platform;
allows leaders to future-proof their companies, avoid disruption
and advance innovation
With real-time visibility into the efficiency and performance of
developers, leaders can quickly identity bottlenecks and manage team performance through data-
centered discussion
GitPrime offers a view of every developer code commit; leaders get a clear and unbiased perspective of the application of skills in real-time
Holistic and targeted platform enabling tech leaders to successfully
execute and deliver their digital transformation
strategies
PLURALSIGHT + GITPRIME
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Why Customers Choose Pluralsight
1. Forrester, The Total Economic Impact of Pluralsight: Cost Savings and Business Benefits Enabled by Pluralsight (A Forrester Total Economic Impact Study Commissioned by Pluralsight) (October 2017). Data references are only with respect to customers in the study.
2. Average for the trailing twelve months ended 3/31/2019.
Skill assessments, course library, learning paths and analyticsINTEGRATED
High quality content tailored to individual needsPERSONALIZED
ROI of 295% over 3 yearsCOST EFFECTIVE(1)
Ability to access anytime, anywhere, from almost any deviceSCALABLE
Continuous training of technology skills for professionalsFOR PROFESSIONALS
CUSTOMER NPS OF 62(2)
Faster product developmentHigher employee retentionStreamlined new hire onboarding
RoleIQ, Objective Driven Channels, Interactive Courses and Projects. EXPANDING CAPABILITIES
12
Our Customers Represent All Industries Across the Globe
1. As of December 31, 2018
70%+ of the 2018 Fortune 500(1) Users in over 180 countries(1)~2,400 net new customers added TTM
Financial Services Internet Technology Healthcare
Media & Entertainment Consumer Goods / Retail Transportation & Logistics Government Contractors
Manufacturing Energy Education Professional Services
13
Product Offering Overview
SINGLE USERLicenses Include
Entire Course Library
Guided Learning Paths
Skill IQ
Role IQ
Channels
Course Discussions
Learning Checks
Exercise Files
Mobile + Offline Viewing
Completion Certificates
Support
$299/YR PERSONAL
$449/YR PREMIUM
SINGLE USERPremium Licenses Include
All PersonalFeatures Plus:
Interactive Courses
Projects
Certification Practice Exams
Licenses Include
$779/YR ENTERPRISE
Basic Skills Analytics
Basic Channels Analytics
Trend Analytics
Usage Analytics
Team Management
Single Sign-on (SSO)
Data Export
API Access
Advanced Channels Analytics
Advanced Skills Analytics
$579/YR PROFESSIONAL
Licenses Include
85% OF BILLINGS COME FROM BUSINESS CUSTOMERS (1)
1. For the twelve months ended March 31, 2019
All Premium Features Plus:
All Professional Features Plus:
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Efficient Strategy to Attract and Convert Long-Term Customers
Free Assessments
Individual Paid
Significant Majority Work at a Company
Business
ADOPTION FUNNEL
DIGITAL MARKETING/SELF-SERVICE
FIELD SALES
DIRECT SALES
Focused on New Business CustomersExpanding Usage and Upsell
Broad Distribution
~30%(2)
~70%(2)
1. For the twelve months ended March 31, 2019
2. % of revenue for the twelve months ended March 31, 2019, majority of top of funnel currently from Digital Marketing, but Partner lead generation is growing
3. Partners provide both lead generation and direct billing relationships
85%
PARTNERS(3)
PARTNERS(3)
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Significant Growth and Upside Opportunities
• Expand use cases
• Expand deployments• Expand course library
• Add features
• Add product tiers
• Expand sales force
• Expand sales teams in Europe and Asia-Pacific
EXPAND WITHIN EXISTING CUSTOMERS
GROW ENTERPRISECUSTOMER BASE
EXPANDGEOGRAPHICALLY
EXPAND OFFERING
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1. For the quarter ended March 31, 2019
2. Please refer to appendix for definition of dollar-based net retention rate
3. For the three month period ended March 31, 2019
Financial Highlights
Projecting $312M – $318M in revenue for FY 2019Significant Scale
48% business billings growth with 86% billings from business customers(1)High Growth
Growing importance within existing customers driving 128% dollar-based net retention rate(2)Retention & Expansion
77% Q1 2019 non-GAAP gross margin with demonstrated leverage from author fee structure(3)Operating Leverage
Investing for theLong Term
Third consecutive quarter of positive cash flow, projecting positive cash flow for FY 2019Cash Flow
Investment in GitPrime and related go to market enhances product and sales outlook, expediting our path to our target model
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Billings(1-3)
US$M
Revenue(1-3)
US$M
1. Business customer subscription terms typically range from 1 – 3 years
2. Individual customer subscription terms typically range from 1 month - 1 year
3. Substantial majority of business customers billed annually in advance
$132
$167
$232
$252
2016 2017 2018 TTM
27%Total YoY Growth (%): 39% 41%
Billings and Revenue on Significant Growth Paths
2016 2017 2018 TTM
Individuals Business Customers
70%
85%
$149
$206
$294
38% 43%Total YoY Growth (%):
B2B Billings YoY Growth (%):
55% 52%
$316
42%
51%
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Demonstrated Retention Improvement
1. Please refer to appendix for definition of dollar-based net retention rate
FY 2016
109%
Dollar-Based Net Retention Rate(1)
FY 2017
128%
117%
TTM
19
1. See appendix for a reconciliation of GAAP Gross Profit to non-GAAP Gross Profit
Non-GAAP Gross Profit (1)
US$M
Non-GAAP Gross Profit
$98.3
$124.0
$177.2
$199.0
2016 2017 2018 TTM
75% 74%Non-GAAP Gross Margin (%):
76% 77%
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Business Customer Growth
Trailing 8 Quarters # of B2B Customers
12,580 13,214
13,887 14,463 14,830
15,507 16,185
16,756 17,213
Q1'17 Q2'17 Q3'17 Q4'17 Q1'18 Q2'18 Q3'18 Q4'18 Q1'19
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Increasing Volume of Large Deals
B2B Accounts with > $100K in Annual Billings
117
134
156
174
212
240
275
318
Q2'17 Q3'17 Q4'17 Q1'18 Q2'18 Q3'18 Q4'18 Q1'19
83% YoY growth
22
2013 2017
Series 1Increase in Top 25 Customer BillingsBILLINGS INDEXED TO YEAR OF INITIAL PURCHASE 21x
Initial Purchase Year Annual Billings as of 3/31/2019
Demonstrated Ability to Execute on Land-and-Expand Model
1x
23
1. 2019 guidance is forward-looking, is subject to significant business, economic, regulatory and competitive uncertainties and contingencies, many of which are beyond the control of the Company and its management, and are based upon assumptions with respect to future decisions, which are subject to change. Actual results will vary and those variations may be material. For discussion of some of the important factors that could cause these variations, please consult the “Risk Factors” section of the Annual Report on Form 10-K. Nothing in this presentation should be regarded as a representation by any person that these goals will be achieved and the Company undertakes no duty to update its goals.
2. Pluralsight has not reconciled its expectations as to adjusted pro forma net loss per share to their most directly comparable GAAP measures because certain items cannot be reasonably predicted. Accordingly, a reconciliation for expectations for adjusted pro forma net loss per share is not available without unreasonable effort.
FY’17 FY’18 FY’19
Revenue $167 $232 $312 - $318
Non-GAAP EPS n/a $0.60(2) $0.42 - $0.38(2)
2019 Guidance
Revenue, EPS (1)
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1. Each of the measures presented in this table are non-GAAP measures. See the appendix for a reconciliation of each measure to the most directly comparable GAAP measure. The Company has not provided a reconciliation of the forward-looking information presented in the Target Model because material items that impact that reconciliation are not reasonably estimable at this time.
2. Target model is forward-looking, is subject to significant business, economic, regulatory and competitive uncertainties and contingencies, many of which are beyond the control of the Company and its management, and are based upon assumptions with respect to future decisions, which are subject to change. Actual results will vary and those variations may be material. For discussion of some of the important factors that could cause these variations, please consult the “Risk Factors” section of the Annual Report on Form 10-K. Nothing in this presentation should be regarded as a representation by any person that these goals will be achieved and the Company undertakes no duty to update its goals.
FY’16 FY’17 FY’18 TTM TARGET MODEL(2)
GROSS MARGIN 75% 74% 76% 77% ~80%
TECHNOLOGY & CONTENT
25% 28% 24% 24% ~15%
SALES & MARKETING 37% 60% 60% 58% ~35%
GENERAL & ADMINISTRATIVE
12% 18% 16% 15% ~8%
OPERATING MARGIN 0% (31%) (23%) (22%) ~22%
Target Model
Non-GAAP Metrics (1)
% of Revenue
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Investment Highlights
1. As of March 31, 2019. Please refer to appendix for definition of dollar-based net retention rate
2. For the three-month period ended March 31, 2019. See appendix for a reconciliation of GAAP Gross Profit to non-GAAP Gross Profit
3. Estimate as of March 31, 2019
+51% TTM business billings growth with 85% billings from business customers
Sales & marketing investment supported by 128% retention rate(1)
Demonstrated sales productivity improvement
Addressing $31 billion market opportunity(3)
Technology and expert authors producing exceptional content, experiences and skills
Non-GAAP gross margin of 77% in Q1 2019(2)
26
Thank you
27
Appendix
28
GAAP to Non-GAAP Reconciliation
$ Thousands 2016 2017 2018 3/31/2019 2016 2017 2018 2019
FY FY FY TTM Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1
GAAP Gross Profit 91,680 116,996 169,479 187,633 21,836 23,132 23,075 23,637 26,030 27,004 30,704 33,258 34,758 37,682 46,222 50,817 52,912
Equity-Based Compensation 20 20 140 219 5 5 5 5 5 5 5 5 - 46 40 54 79
Employer Payroll Taxes on Employee Stock Transactions - - 16 19 - - - - - - - - - - - 16 3
Amortization of Acquired Intangibles 6,565 7,008 7,586 5,149 1,643 1,640 1,640 1,642 1,642 1,642 1,642 2,082 2,962 2,961 880 783 525
Non-GAAP Gross Profit 98,265 124,024 177,221 193,020 23,484 24,777 24,720 25,284 27,677 28,651 32,351 35,345 37,720 40,689 47,142 51,670 53,519
Non-GAAP Gross Profit Margin (%) 75% 74% 76% 77% 75% 75% 74% 74% 74% 74% 75% 75% 76% 76% 77% 77% 77%
GAAP Operating Loss (13,843) (82,746) (118,513) (132,166) (3,923) (2,847) (828) (6,245) (8,268) (16,752) (30,248) (27,478) (19,326) (37,192) (29,795) (32,200) (32,979)
Equity-Based Compensation 5,738 21,781 54,303 70,536 808 1,373 1,250 2,307 1,712 4,379 12,897 2,793 3,373 17,555 16,044 17,331 19,606
Employer Payroll Taxes on Employee Stock Transactions - - 1,180 2,624 - - - - - - - - - - - 1,180 1,444
Amortization of Acquired Intangibles 8,034 8,526 8,681 6,050 2,013 2,011 2,004 2,006 2,006 2,006 2,006 2,508 3,333 3,332 1,056 960 702
Secondary Offering Costs - - - 918 - - - - - - - - - - - - 918
Non-GAAP Operating Profit / (Loss) (71) (52,439) (54,349) (52,038) (1,102) 537 2,426 (1,932) (4,550) (10,367) (15,345) (22,177) (12,620) (16,305) (12,695) (12,729) (10,309)
Non-GAAP Operating Profit / (Loss) Margin (%) (0%) (31%) (23%) (21%) (4%) 2% 7% (6%) (12%) (27%) (35%) (47%) (25%) (30%) (21%) (19%) (15%)
29
GAAP to Non-GAAP Reconciliation (Cont’d)
$ Thousands 2016 2017 2018 3/31/19 2016 2017 2018 2019
FY FY FY TTM Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1
GAAP Sales and Marketing Expense 51,234 103,478 153,643 168,226 11,581 12,878 11,576 15,199 17,826 23,018 29,410 33,224 29,467 38,933 41,392 43,851 44,050
Equity-Based Compensation 1,462 2,624 14,330 19,986 246 261 317 638 664 715 631 614 539 4,432 4,372 4,987 6,195
Employer Payroll Taxes on Employee Stock Transactions - - 418 1,026 - - - - - - - - - - - 418 608
Amortization of Acquired Intangibles 643 721 389 194 160 161 161 161 161 161 161 238 195 194 - - -
Non-GAAP Sales and Marketing Expense 49,129 100,133 138,506 147,020 11,175 12,456 11,098 14,400 17,001 22,142 28,618 32,372 28,733 34,307 37,020 38,446 37,247
Non-GAAP Sales and Marketing Expense as a % of Revenue 37% 60% 60% 58% 36% 38% 33% 42% 46% 57% 66% 68% 58% 64% 60% 57% 54%
GAAP Technology and Content Expense 36,159 49,293 65,998 72,705 9,962 8,898 8,011 9,288 10,205 11,326 12,448 15,314 13,325 16,493 17,227 18,953 20,032
Equity-Based Compensation 2,050 1,966 8,747 11,864 379 479 487 705 464 526 499 477 381 2,668 2,790 2,908 3,498
Employer Payroll Taxes on Employee Stock Transactions - - 346 826 - - - - - - - - - - - 346 480
Amortization of Acquired Intangibles 706 706 706 707 177 176 176 177 176 176 176 178 176 177 176 177 177
Non-GAAP Technology and Content Expense 33,403 46,621 56,199 59,308 9,406 8,243 7,348 8,406 9,565 10,624 11,773 14,659 12,768 13,648 14,261 15,522 15,877
Non-GAAP Technology and Content Expense as a % of Revenue 25% 28% 24% 24% 30% 25% 22% 25% 26% 27% 27% 31% 26% 25% 23% 23% 23%
GAAP General and Administrative Expense 18,130 46,971 68,351 78,868 4,216 4,203 4,316 5,395 6,267 9,412 19,094 12,198 11,292 19,448 17,398 20,213 21,809
Equity-Based Compensation 2,206 17,171 31,086 38,467 178 628 441 959 579 3,133 11,762 1,697 2,453 10,409 8,842 9,382 9,834
Employer Payroll Taxes on Employee Stock Transactions - - 400 753 - - - - - - - - - - - 400 353
Amortization of Acquired Intangibles 120 91 - - 33 34 27 26 27 27 27 10 - - - - -
Secondary Offering Costs - - - 918 - - - - - - - - - - - - 918
Non-GAAP General and Administrative Expense 15,804 29,709 36,865 38,730 4,005 3,541 3,848 4,410 5,661 6,252 7,305 10,491 8,839 9,039 8,556 10,431 10,704
Non-GAAP General and Administrative Expense as a % of Revenue 12% 18% 16% 15% 13% 11% 12% 13% 15% 16% 17% 22% 18% 17% 14% 16% 15%
Total Non-GAAP Operating Expense 98,336 176,463 231,570 245,058 24,586 24,240 22,294 27,216 32,227 39,018 47,696 57,522 50,340 56,994 59,837 64,399 63,828
Non-GAAP Operating Expense as a % of Revenue 75% 106% 100% 97% 78% 73% 67% 79% 87% 100% 110% 121% 101% 106% 97% 96% 92%
30
DEFINITION
Dollar-based net retention rate
To calculate our dollar-based net retention rate, we first calculate the subscription revenue in one quarter from a cohort of customers that were customers at the beginning of the same quarter in the prior fiscal year, or cohort
customers. We repeat this calculation for each quarter in the trailing four-quarter period. The numerator for dollar-based net retention rate is the sum of subscription revenue from cohort customers for the four most recent
quarters, or numerator period, and the denominator is the sum of subscription revenue from cohort customers for the four quarters preceding the numerator period. Dollar-based net retention rate is the quotient obtained by
dividing the numerator by the denominator.
GAAP to Non-GAAP Reconciliation (Cont’d)
$ Thousands 2016 2017 2018 2019 2018 2019
FY FY FY TTM Q1 Q1
Net cash provided by (used in) operating activities 4,468 (12,139) (5,896) 10,068 (10,424) 5,540
Less: purchases of property and equipment 10,142 5,951 8,796 9,061 1,868 2,133
Less: purchases of content library 2,253 2,382 3,340 3,508 769 937
Free Cash Flow (7,927) (20,472) (18,032) (2,501) (13,061) 2,470
Free Cash Flow Margin (%) (6%) (12%) (8%) (1%) (26%) 4%