Elastic N.V. Reports Strong Fourth Quarter and Fiscal 2019 Financial Results

Elastic N.V. (NYSE: ESTC) (“Elastic”), the company behind Elasticsearch
and the Elastic Stack, today announced strong results for the fourth
quarter and full fiscal year ended April 30, 2019.

Fourth Quarter Fiscal 2019 Financial Highlights

• Total revenue was $80.6 million, an increase of 63% year-over-year, or
  68% on a constant currency basis.
• Calculated billings was $115.4 million, an increase of 57%
  year-over-year, or 63% on a constant currency basis.
• Deferred revenue was $170.7 million, growing 66% year-over-year.
• GAAP operating loss was $32.1 million; GAAP operating margin was -40%.
• Non-GAAP operating loss was $17.5 million; Non-GAAP operating margin
  was -22%.
• GAAP net loss per share was $0.48; Non-GAAP net loss per share was
  $0.28.
• Operating cash flow was -$19.8 million with free cash flow of -$20.9
  million.
• Cash and cash equivalents were $298.0 million as of April 30, 2019.

Full Fiscal 2019 Financial Highlights

• Total revenue was $271.7 million, an increase of 70% year-over-year,
  or 72% on a constant currency basis.
• GAAP operating loss was $101.4 million; GAAP operating margin was -37%.
• Non-GAAP operating loss was $55.7 million; Non-GAAP operating margin
  was -21%.
• GAAP net loss per share was $1.86; Non-GAAP net loss per share was
  $1.11.
• Operating cash flow was -$23.9 million with free cash flow of -$27.4
  million, or -10% free cash flow margin.

“Q4 was an incredible ending to a strong fiscal year,” said Shay Banon,
founder and chief executive officer at Elastic. “We are seeing strong
demand across our products and solutions worldwide. We continue to
invest heavily across all parts of the business to drive growth and we
look forward to continued momentum in fiscal 2020.”

In a separate news
release issued today, we announced the proposed acquisition of
Endgame, Inc. (“Endgame”), a security company focused on endpoint
protection, detection, and response.

Fourth Quarter Fiscal 2019 Key Metrics and Recent Business Highlights

• Total subscription customer count was over 8,100.
• Total customer count with ACV greater than $100,000 was over 440.
• Subscription revenue represented 91% of total revenue.
• Net Expansion Rate remained over 130% for the tenth consecutive
  quarter.
• Released version 6.7 of the Elastic Stack introducing two new
  solutions: Elastic Maps, for advanced, layered visualization of
  geospatial data on a map, and Elastic Uptime, for real-time monitoring
  and availability of systems and services.
• Version 6.7 of the Elastic Stack made many proprietary features
  generally available, including cross-cluster replication, index
  lifecycle management, Elasticsearch SQL (including ODBC and JDBC
  clients), Canvas, and Functionbeat.
• Released version 7.0 of the Elastic Stack delivering improvements to
  query speed and relevance with the introduction of new query types in
  Elasticsearch, a fully revamped cluster coordination framework that
  hardens resiliency, and a completely redesigned Kibana interface that
  simplifies the user experience and navigation.
• Released version 2.2 of Elastic Cloud Enterprise (ECE) adding many of
  the recent Elastic Stack features in a native way to ECE, and
  providing better security and management in multitenant environments.
• Announced an expanded partnership with Google Cloud (GCP) and a new
  global partnership with Tencent Cloud.
• Made certain core security features free, further differentiating our
  proprietary, free features in the Basic version of the Elastic Stack.
  Users can now encrypt network traffic, create and manage users, define
  roles that protect index and cluster level access, and fully secure
  Kibana with Spaces.
• Released Elastic Cloud on Kubernetes (ECK) in the Basic version of the
  Elastic Stack. ECK is an orchestration product based on the Kubernetes
  Operator pattern that lets users provision, manage, and operate
  Elasticsearch clusters on Kubernetes.
• Announced the Beta version of Elastic Enterprise Search, a product
  that allows teams and organizations to search all the data scattered
  across the many tools that power the productivity of their workforce.
• Announced SOC 2 Type 2 and CSA Star Level 2 Attestation for Elastic
  Cloud.
• Held six successful Elastic{ON} Tour events to engage with our
  community of users, customers, and partners in Beijing, Seattle, San
  Francisco, São Paolo, Tokyo, and Zurich with waitlists driven by
  strong demand.
• Appointed Caryn Marooney to the Elastic Board of Directors. Caryn
  recently led global communications for Facebook. Prior to joining
  Facebook, Caryn co-founded OutCast Communications.

Financial Outlook

The Company is providing the following guidance:

For its first quarter of fiscal 2020 (ending July 31, 2019):

• Total revenue is expected to be between $82 million and $84 million.
• Non-GAAP operating margin is expected to be between -34% and -32%.
• Non-GAAP net loss per share is expected to be between $0.44 and $0.42,
  assuming between 74 and 75 million weighted average ordinary shares
  outstanding.

For its fiscal year 2020 (ending April 30, 2020):

• Total revenue is expected to be between $397 million and $403 million.
• Non-GAAP operating margin is expected to be between -25% and -23%,
  including approximately -2% related to the proposed acquisition of
  Endgame.
• Non-GAAP net loss per share is expected to be between $1.49 and $1.33,
  assuming between 76 and 80 million weighted average ordinary shares
  outstanding.

See the section titled “Forward-Looking Statements” below for
information on the factors that could cause our actual results to differ
materially. A reconciliation of non-GAAP guidance measures to
corresponding GAAP measures is not available on a forward-looking basis
without unreasonable effort due to the uncertainty regarding, and the
potential variability of, many of the costs and expenses that may be
incurred in the future.

Conference Call and Webcast

Elastic’s executive management team will host a conference call today
beginning at 2:00 p.m. PT/ 5:00 p.m. ET/ 11:00 p.m. CEST to discuss the
Company’s financial results and business outlook. A live audio webcast
of the conference call will be available through Elastic’s Investor
Relations website at ir.elastic.co.
Slides will accompany the webcast. The replay of the webcast and slides
will be available for two months.

About Elastic

Elastic is a search company. As the creators of the Elastic Stack
(Elasticsearch, Kibana, Beats, and Logstash), Elastic builds
self-managed and SaaS offerings that make data usable in real time and
at scale for use cases like application search, site search, enterprise
search, logging, APM, metrics, security, business analytics, and many
more.

Elastic and associated marks are trademarks or registered
trademarks of Elastic N.V. and its subsidiaries. All other company and
product names may be trademarks of their respective owners.

Use of Non-GAAP Financial Measures

Reconciliations of non-GAAP financial measures to Elastic’s financial
results as determined in accordance with GAAP are included at the end of
this press release following the accompanying financial data. For a
description of these non-GAAP financial measures, including the reasons
management uses each measure, please see the section of this press
release titled “About Non-GAAP Financial Measures.”

Forward-Looking Statements

This press release contains forward-looking statements which include,
but are not limited to, expected financial results for the fiscal
quarter ending July 31, 2019 and the fiscal year ending April 30, 2020.
These forward-looking statements are subject to the safe harbor
provisions under the Private Securities Litigation Reform Act of 1995.
Our expectations and beliefs regarding these matters may not
materialize. Actual outcomes and results may differ materially from
those contemplated by these forward-looking statements as a result of
uncertainties, risks, and changes in circumstances, including but not
limited to risks and uncertainties related to: our ability to continue
to deliver and improve our offerings and successfully develop new
offerings; customer acceptance and purchase of our existing offerings
and new offerings; our ability to maintain and expand our customer base;
the market for our products not continuing to develop; competition from
other products; the impact of foreign currency exchange rate and
interest rate fluctuations on our results; our business strategy and our
plan to build our business; our ability to effectively manage our
growth; the pace of change and innovation in the markets in which we
participate and the competitive nature of those markets; our
international expansion strategy; our service performance and security,
including the resources and costs required to prevent, detect and
remediate potential security breaches; our operating results and cash
flows; our strategy of acquiring complementary businesses and our
ability to successfully integrate acquired businesses and technologies;
our relationships with third parties, including partners; our ability to
protect our intellectual property rights; our ability to develop our
brands; our ability to attract and retain qualified employees and key
personnel; the impact of expensing stock options and other equity
awards; the sufficiency of our capital resources; our proposed
acquisition of Endgame, including the potential impact on our operating
margin; the impact of the transaction on Elastic’s future product
offerings, and general market, political, economic and business
conditions. Additional risks and uncertainties that could cause actual
outcomes and results to differ materially from those contemplated by the
forward-looking statements are included under the caption “Risk Factors”
and elsewhere in our most recent filings with the Securities and
Exchange Commission (the “SEC”), including our Quarterly Report on Form
10-Q for the fiscal quarter ended January 31, 2019 and any subsequent
reports on Form 10-K, Form 10-Q or Form 8-K filed with the SEC. SEC
filings are available on the Investor Relations section of Elastic’s
website at ir.elastic.co
and the SEC’s website at www.sec.gov.
Elastic assumes no obligation to, and does not currently intend to,
update any such forward-looking statements after the date of this
release, except as required by law.

Contact Information

Anthony Luscri
Elastic Investor Relations
ir@elastic.co
(650)
695-1055

Deborah Wiltshire
Elastic Corporate Communications
press@elastic.co

About Non-GAAP Financial Measures

In addition to our results determined in accordance with U.S. GAAP, we
believe the non-GAAP measures listed below are useful in evaluating our
operating performance. We use these non-GAAP financial information to
evaluate our ongoing operations and for internal planning and
forecasting purposes. We believe that non-GAAP financial information,
when taken collectively, may be helpful to investors because it provides
consistency and comparability with past financial performance. However,
non-GAAP financial information is presented for supplemental
informational purposes only, has limitations as an analytical tool and
should not be considered in isolation or as a substitute for financial
information presented in accordance with U.S. GAAP. In particular, free
cash flow is not a substitute for cash used in operating activities.
Additionally, the utility of free cash flow as a measure of our
liquidity is further limited as it does not represent the total increase
or decrease in our cash balance for a given period. In addition, other
companies, including companies in our industry, may calculate
similarly-titled non-GAAP measures differently or may use other measures
to evaluate their performance, all of which could reduce the usefulness
of our non-GAAP financial measures as tools for comparison. A
reconciliation of our historical non-GAAP financial measures to their
most directly comparable financial measure stated in accordance with
U.S. GAAP has been provided in the financial statement tables included
in this press release. Investors are cautioned that there are a number
of limitations associated with the use of non-GAAP financial measures
and key metrics as analytical tools. Investors are encouraged to review
these reconciliations, and not to rely on any single financial measure
to evaluate our business.

Non-GAAP Gross Profit and Non-GAAP Gross Margin

We define non-GAAP gross profit and non-GAAP gross margin as GAAP gross
profit and GAAP gross margin, respectively, excluding stock-based
compensation expense, employer payroll taxes on employee stock
transactions, and amortization of acquired intangible assets. We believe
non-GAAP gross profit and non-GAAP gross margin provide our management
and investors consistency and comparability with our past financial
performance and facilitate period-to-period comparisons of operations,
as these metrics generally eliminate the effects of certain variables
from period to period for reasons unrelated to overall operating
performance.

Non-GAAP Operating Loss and Non-GAAP Operating Margin

We define non-GAAP operating loss and non-GAAP operating margin as GAAP
operating loss and GAAP operating margin, respectively, excluding
stock-based compensation expense, employer payroll taxes on employee
stock transactions, amortization of acquired intangible assets, and
acquisition-related expenses. We believe non-GAAP operating loss and
non-GAAP operating margin provide our management and investors
consistency and comparability with our past financial performance and
facilitate period-to-period comparisons of operations, as these metrics
generally eliminate the effects of certain variables from period to
period for reasons unrelated to overall operating performance.

Free Cash Flow and Free Cash Flow Margin

Free cash flow is a non-GAAP financial measure that we define as net
cash (used in) provided by operating activities less purchases of
property and equipment. Free cash flow margin is calculated as free cash
flow divided by total revenue. We believe that free cash flow and free
cash flow margin are useful indicators of liquidity that provide
information to management and investors about the amount of cash
generated from our core operations that, after the purchases of property
and equipment, can be used for strategic initiatives, including
investing in our business and selectively pursuing acquisitions and
strategic investments.

Calculated Billings

We define calculated billings as total revenue plus the increase in
total deferred revenue as presented on or derived from our consolidated
statements of cash flows less the (increase) decrease in total unbilled
accounts receivable in a given period. We typically invoice our
customers annually in advance, and to a lesser extent multi-year in
advance, quarterly in advance, monthly in advance, monthly in arrears or
upon delivery. Our management uses calculated billings to understand and
evaluate our near term cash flows and operating results.

Constant Currency

We compare the percent change in certain results from one period to
another period using constant currency information to provide a
framework for assessing how our business performed excluding the effect
of foreign currency rate fluctuations. In presenting this information,
current and comparative prior period results are converted into United
States dollars at the exchange rates in effect on the last day of our
prior fiscal year, rather than the actual exchange rates in effect
during the respective periods.

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