EX-99.1 2 crm-q4fy20xexhibit991.htm EX-99.1 Document

Evan Goldstein
Salesforce
Investor Relations
415-819-2987
evan.goldstein@salesforce.com

Stephanie Barnes
Salesforce
Public Relations
415-722-0883
stephanie.barnes@salesforce.com


Salesforce Announces Record Fourth Quarter and Full Year Fiscal 2020 Results
Raises FY21 Revenue Guidance to $21.0 Billion to $21.1 Billion

◦Fourth Quarter Revenue of $4.85 Billion, up 35% Year-Over-Year, 34% in Constant Currency
◦FY20 Revenue of $17.1 Billion, up 29% Year-Over-Year, 29% in Constant Currency
◦Fourth Quarter Operating Cash Flow of $1.63 Billion, up 23% Year-Over-Year
◦Current Remaining Performance Obligation of Approximately $15.0 Billion, up 26% Year-Over-Year, 27% in Constant Currency
◦Remaining Performance Obligation of Approximately $30.8 Billion, up 20% Year-Over-Year
◦Raises Q1 FY21 Revenue Guidance to $4.875 Billion to $4.885 Billion, up Approximately 30% to 31% Year-Over-Year

SAN FRANCISCO, Calif. - Feb. 25, 2020 - Salesforce (NYSE: CRM), the global leader in CRM, today announced results for its fourth quarter and fiscal year ended January 31, 2020.

“Our Q4 and FY20 results were phenomenal. We are delighted to raise our revenue guidance for FY21 by $200 million to $21.1 billion at the high end of the range, while expanding our operating margin." said Marc Benioff, Salesforce Chairman and CEO. "Nothing is more important to us than the trust and customer success we have with each one of our customers. Salesforce’s Customer 360 platform uniquely brings companies and customers together.”

Salesforce delivered the following results for its fiscal fourth quarter and full fiscal year:

Revenue:
Total fourth quarter revenue was $4.85 billion, an increase of 35% year-over-year, and 34% in constant currency. Subscription and support revenues for the quarter were $4.56 billion, an increase of 35% year-over-year. Professional services and other revenues for the quarter were $288 million, an increase of 26% year-over-year.

Total Fiscal 2020 revenue was $17.1 billion, up 29% year-over-year, and 29% in constant currency. Subscription and support revenues for the year were $16.0 billion, an increase of 29% year-over-year. Professional services and other revenues for the year were $1.1 billion, an increase of 21% year-over-year.

Earnings per Share:
Fourth quarter GAAP loss per share was $(0.28), and non-GAAP diluted earnings per share was $0.66. Mark-to-market accounting of the company’s strategic investments, required by ASU 2016-01, benefited GAAP loss per share by $0.03 based on a U.S. tax rate of 25% and non-GAAP diluted earnings per share by $0.03 based on a non-GAAP tax rate of 22.5%.

Fiscal 2020 GAAP earnings per share was $0.15, and non-GAAP diluted earnings per share was $2.99. Mark-to-market accounting of the company’s strategic investments, required by ASU 2016-01, benefited GAAP earnings per share by $0.38 based on a U.S. tax rate of 25% and non-GAAP diluted earnings per share by $0.39 based on a non-GAAP tax rate of 22.5%.




Cash: Cash generated from operations for the fourth quarter was $1.63 billion, an increase of 23% year-over-year. Total cash, cash equivalents and marketable securities ended the fourth quarter at $7.95 billion.
Cash generated from operations for Fiscal 2020 was $4.33 billion, an increase of 27% year-over-year.

Remaining Performance Obligation: Remaining performance obligation ended the fourth quarter at approximately $30.8 billion, an increase of 20% year-over-year. Current remaining performance obligation ended the fourth quarter at approximately $15.0 billion, an increase of 26% year-over-year, 27% in constant currency.

As of February 25, 2020, the company is initiating its GAAP earnings per share guidance, non-GAAP earnings per share guidance, and operating cash flow guidance for the full fiscal year 2021. The company is initiating its GAAP earnings per share guidance, non-GAAP earnings per share guidance, and current remaining performance obligation guidance for its first quarter of fiscal year 2021. The company is raising its revenue guidance previously provided on December 3, 2019 for its first quarter and full fiscal year 2021.

On February 25, 2020, the Company entered into an agreement to acquire Vlocity, Inc. (“Vlocity”), a leading provider of industry-specific cloud and mobile software built natively on the Salesforce platform. Under the terms of the agreement, the Company will acquire Vlocity for approximately $1.33 billion, net of the value of shares currently owned by the Company, subject to customary purchase price adjustments. The purchase price will be paid in cash and the assumption of outstanding unvested equity awards held by Vlocity employees. The acquisition is expected to close during the second quarter fiscal 2021, subject to customary closing conditions, including the expiration of the waiting period under the Hart-Scott-Rodino Antitrust Improvements Act. The anticipated financial impact of the Vlocity acquisition is reflected in the Company’s revenue, non-GAAP earnings per share, and operating cash flow guidance for the full fiscal year 2021, provided herein. More information is available on the Salesforce Newsroom: www.salesforce.com/company/news-press/stories/2020/2/salesforce-news

Our guidance assumes no change to the value of the company's strategic investment portfolio resulting from ASU 2016-01 as it is not possible to forecast future gains and losses. In addition, the guidance below is based on estimated GAAP tax rates that reflect the company’s currently available information, and excludes forecasted discrete tax items such as excess tax benefits from stock-based compensation. The GAAP tax rates may fluctuate due to future acquisitions or other transactions.
Q1 FY21
Guidance		Full Year FY21
Guidance
Revenue$4.875 - $4.885 billion$21.0 - $21.1 billion
Y/Y Growth30% - 31%~23%
GAAP earnings per share$0.00 - $0.01  $0.12 - $0.14  
Non-GAAP earnings per share$0.70 - $0.71  $3.16 - $3.18  
Operating Cash Flow Growth (Y/Y)N/A  ~20%  
Current Remaining Performance Obligation Growth (Y/Y)~23% - 24%  N/A  

The following is a per share reconciliation of GAAP diluted earnings per share to non-GAAP diluted earnings per share guidance for the next quarter and the full year:



 Fiscal 2021
 Q1FY21
GAAP earnings per share range(1)(2)
$0.00 - $0.01$0.12 - $0.14
Plus
Amortization of purchased intangibles$0.29  $1.13  
Stock-based expense$0.57  $2.36  
Less
Income tax effects and adjustments(3)
$(0.16) $(0.45) 
Non-GAAP diluted earnings per share(2)
$0.70 - $0.71$3.16 - $3.18
Shares used in computing basic net income per share (millions)896  907  
Shares used in computing diluted net income per share (millions)925  935  
(1) The Company's GAAP tax rate is expected to be approximately 72% for the three months ended April 30, 2020, and for the year ended January 31, 2021. The GAAP tax rates may fluctuate due to discrete tax items and related effects in conjunction with certain provisions in the Tax Cuts and Jobs Act, future acquisitions or other transactions.
(2) The Company's projected GAAP and Non-GAAP basic and diluted earnings per share assumes no change to the value of our strategic investment portfolio resulting from ASU 2016-01 as it is not possible to forecast future gains and losses. While historically the company's strategic investment portfolio has had a positive impact on the company's financial results, that may not be true for future periods, particularly in periods of significant market fluctuations that affect the publicly traded companies within the company's strategic investment portfolio. The impact of future gains or losses from the company's strategic investment portfolio could be material.
(3) The Company’s Non-GAAP tax provision uses a long-term projected tax rate of 22%, which reflects currently available information and could be subject to change.

For additional information regarding non-GAAP financial measures see the reconciliation of results and related explanations below.

Quarterly Conference Call
Salesforce will host a conference call at 2:00 p.m. (PT) / 5:00 p.m. (ET) to discuss its financial results with the investment community. A live webcast of the event will be available on the Salesforce Investor Relations website at www.salesforce.com/investor. A live dial-in is available domestically at 866-901-SFDC or 866-901-7332 and internationally at 706-902-1764, passcode 1984056. A replay will be available at (800) 585-8367 or (855) 859-2056 until midnight (ET) Mar. 26, 2020.

About Salesforce
Salesforce is the global leader in Customer Relationship Management (CRM), bringing companies closer to their customers in the digital age. Founded in 1999, Salesforce enables companies of every size and industry to take advantage of powerful technologies—cloud, mobile, social, internet of things, artificial intelligence, voice and blockchain—to create a 360-degree view of their customers. For more information about Salesforce (NYSE: CRM), visit: www.salesforce.com.

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"Safe harbor" statement under the Private Securities Litigation Reform Act of 1995: This press release contains forward-looking statements about the company's financial and operating results, which may include expected GAAP and non-GAAP financial and other operating and non-operating results, including revenue, net income, diluted earnings per share, operating cash flow growth, operating margin improvement, expected revenue growth, expected current remaining performance obligation growth, expected tax rates, stock-based compensation expenses, amortization of purchased intangibles, shares outstanding, market growth, environmental, social and governance goals and expected capital allocation, including mergers and acquisitions, capital expenditures and other investments. The achievement or success of the matters covered by such forward-looking statements involves risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions prove incorrect, the company’s results could differ materially from the results expressed or implied by the forward-looking statements it makes.




The risks and uncertainties referred to above include -- but are not limited to -- risks associated with the effect of general economic and market conditions; the impact of geopolitical events; the impact of foreign currency exchange rate and interest rate fluctuations on our results; our business strategy and our plan to build our business, including our strategy to be the leading provider of enterprise cloud computing applications and platforms; the pace of change and innovation in enterprise cloud computing services; the seasonal nature of our sales cycles; the competitive nature of the market in which we participate; our international expansion strategy; the demands on our personnel and infrastructure resulting from significant growth in our customer base and operations, including as a result of acquisitions; our service performance and security, including the resources and costs required to avoid unanticipated downtime and prevent, detect and remediate potential security breaches; the expenses associated with our data centers and third-party infrastructure providers; additional data center capacity; real estate and office facilities space; our operating results and cash flows; new services and product features, including any efforts to expand our services beyond the CRM market; our strategy of acquiring or making investments in complementary businesses, joint ventures, services, technologies and intellectual property rights; the performance and fair value of our investments in complementary businesses through our strategic investment portfolio; our ability to realize the benefits from strategic partnerships, joint ventures and investments; the impact of future gains or losses from our strategic investment portfolio, including gains or losses from overall market conditions that may affect the publicly traded companies within our strategic investment portfolio; our ability to execute our business plans; our ability to successfully integrate acquired businesses and technologies; our ability to continue to grow unearned revenue and remaining performance obligation; our ability to protect our intellectual property rights; our ability to develop our brands; our reliance on third-party hardware, software and platform providers; our dependency on the development and maintenance of the infrastructure of the Internet; the effect of evolving domestic and foreign government regulations, including those related to the provision of services on the Internet, those related to accessing the Internet, and those addressing data privacy, cross-border data transfers and import and export controls; the valuation of our deferred tax assets and the release of related valuation allowances; the potential availability of additional tax assets in the future; the impact of new accounting pronouncements and tax laws; uncertainties affecting our ability to estimate our tax rate; uncertainties regarding our tax obligations in connection with potential jurisdictional transfers of intellectual property, including the tax rate, the timing of the transfer and the value of such transferred intellectual property; the impact of expensing stock options and other equity awards; the sufficiency of our capital resources; factors related to our outstanding debt, revolving credit facility and loan associated with 50 Fremont; compliance with our debt covenants and lease obligations; current and potential litigation involving us; and the impact of climate change, natural disasters and actual or threatened public health emergencies.

Further information on these and other factors that could affect the company’s financial results is included in the reports on Forms 10-K, 10-Q and 8-K and in other filings it makes with the Securities and Exchange Commission from time to time. These documents are available on the SEC Filings section of the Investor Information section of the company’s website at www.salesforce.com/investor.

Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements, except as required by law.

© 2020 salesforce.com, inc.  All rights reserved.  Salesforce and other marks are trademarks of salesforce.com, inc.  Other brands featured herein may be trademarks of their respective owners.

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salesforce.com, inc.
Consolidated Statements of Operations
(in millions, except per share data)
(Unaudited)
4Three Months Ended January 31,Fiscal Year Ended January 31,
2020201920202019
Revenues:
Subscription and support$4,563  $3,375  $16,043  $12,413  
Professional services and other288  228  1,055  869  
Total revenues4,851  3,603  17,098  13,282  
Cost of revenues (1)(2):
Subscription and support 923  717  3,198  2,604  
Professional services and other 297  229  1,037  847  
Total cost of revenues1,220  946  4,235  3,451  
Gross profit3,631  2,657  12,863  9,831  
Operating expenses (1)(2):
Research and development831  518  2,766  1,886  
Marketing and sales2,346  1,643  7,930  6,064  
General and administrative490  359  1,704  1,346  
Loss on settlement of Salesforce.org reseller agreement (3)0  0  166  0  
Total operating expenses3,667  2,520  12,566  9,296  
Income (loss) from operations (36) 137  297  535  
Gains on strategic investments, net  31  125  427  542  
Other income (expense) 1  (23) (18) (94) 
Income (loss) before benefit from (provision for) income taxes (4) 239  706  983  
Benefit from (provision for) income taxes (244) 123  (580) 127  
Net income (loss) $(248) $362  $126  $1,110  
Basic net income (loss) per share $(0.28) $0.47  $0.15  $1.48  
Diluted net income (loss) per share $(0.28) $0.46  $0.15  $1.43  
Shares used in computing basic net income (loss) per share 889  766  829  751  
Shares used in computing diluted net income (loss) per share 889  786  850  775  
(1)Amounts include amortization of intangible assets acquired through business combinations, as follows:
 Three Months Ended January 31,Fiscal Year Ended January 31,
 2020201920202019
Cost of revenues$160  $62  $440  $215  
Marketing and sales 110  68  352  232  
(2)Amounts include stock-based expense, as follows:
 Three Months Ended January 31,Fiscal Year Ended January 31,
 2020201920202019
Cost of revenues $61  $42  $204  $161  
Research and development 162  79  510  307  
Marketing and sales 227  169  852  643  
General and administrative 61  39  219  172  
(3)Amount represents a one-time non-cash charge related to the settlement of the reseller agreement between Salesforce and Salesforce.org, a related party.



salesforce.com, inc.
Consolidated Statements of Operations
(As a percentage of total revenues)
(Unaudited)
 Three Months Ended January 31,Fiscal Year Ended January 31,
 2020201920202019
Revenues:
Subscription and support94 %94 %94 %93 %
Professional services and other6  6  6  7  
Total revenues100  100  100  100  
Cost of revenues (1)(2):
Subscription and support 19  20  19  20  
Professional services and other 6  6  6  6  
Total cost of revenues25  26  25  26  
Gross profit75  74  75  74  
Operating expenses (1)(2):
Research and development17  14  16  14  
Marketing and sales49  46  46  46  
General and administrative10  10  10  10  
Loss on settlement of Salesforce.org reseller agreement0  0  1  0  
Total operating expenses76  70  73  70  
Income (loss) from operations(1) 4  2  4  
Gains on strategic investments, net1  4  2  4  
Other income (expense)0  (1) 0  (1) 
Income (loss) before benefit from (provision for) income taxes0  7  4  7  
Benefit from (provision for) income taxes(5) 3  (3) 1  
Net income (loss)(5)%10 %1 %8 %

(1)  Amounts include amortization of intangible assets acquired through business combinations as a percentage of total revenues, as follows:
 Three Months Ended January 31,Fiscal Year Ended January 31,
 2020201920202019
Cost of revenues4 %2 %3 %2 %
Marketing and sales2  2  2  2  

(2) Stock-based expense as a percentage of total revenues, as follows:
 Three Months Ended January 31,Fiscal Year Ended January 31,
 2020201920202019
Cost of revenues1 %1 %1 %1 %
Research and development4  2  3  2  
Marketing and sales4  5  5  5  
General and administrative1  1  1  1  



salesforce.com, inc.
Consolidated Balance Sheets
(in millions)
(Unaudited)
January 31, 2020January 31, 2019
Assets
Current assets:
Cash and cash equivalents$4,145  $2,669  
Marketable securities3,802  1,673  
Accounts receivable, net6,174  4,924  
Costs capitalized to obtain revenue contracts, net 926  788  
Prepaid expenses and other current assets916  629  
Total current assets15,963  10,683  
Property and equipment, net2,375  2,051  
Operating lease right-of-use assets (1)3,040  0  
Costs capitalized to obtain revenue contracts, noncurrent, net 1,348  1,232  
Strategic investments1,963  1,302  
Goodwill25,134  12,851  
Intangible assets acquired through business combinations, net  4,724  1,923  
Capitalized software and other assets, net 579  695  
Total assets$55,126  $30,737  
Liabilities and stockholders’ equity
Current liabilities:
Accounts payable, accrued expenses and other liabilities$3,433  $2,691  
Operating lease liabilities, current (1)750  0  
Unearned revenue10,662  8,564  
Total current liabilities14,845  11,255  
Noncurrent debt  2,673  3,173  
Noncurrent operating lease liabilities (1)2,445  0  
Other noncurrent liabilities 1,278  704  
Total liabilities21,241  15,132  
Stockholders’ equity:
Common stock1  1  
Additional paid-in capital32,116  13,927  
Accumulated other comprehensive loss(93) (58) 
Retained earnings1,861  1,735  
Total stockholders’ equity33,885  15,605  
Total liabilities and stockholders’ equity$55,126  $30,737  
(1) Reflects the modified retrospective adoption of Accounting Standards Update No. 2016-02, “Leases (Topic 842)”, which the Company adopted on February 1, 2019.


salesforce.com, inc.
Consolidated Statements of Cash Flows
(in millions)
(Unaudited)
4Three Months Ended January 31,Fiscal Year Ended January 31,
2020201920202019
Operating activities:
Net income (loss)$(248) $362  $126  $1,110  
Adjustments to reconcile net income (loss) to net cash provided by operating activities: 
Depreciation and amortization633  275  2,135  982  
Amortization of costs capitalized to obtain revenue contracts, net229  176  876  737  
Expenses related to employee stock plans511  329  1,785  1,283  
Loss on settlement of Salesforce.org reseller agreement 0  0  166  0  
Gains on strategic investments, net(31) (125) (427) (542) 
Changes in assets and liabilities, net of business combinations:
Accounts receivable, net(3,599) (2,888) (1,000) (923) 
Costs capitalized to obtain revenue contracts, net(587) (531) (1,130) (981) 
Prepaid expenses and other current assets and other assets133  (54) (119) (58) 
Accounts payable(48) (5) 15  74  
Accrued expenses and other liabilities1,017  603  967  213  
Operating lease liabilities(182) 0  (728) 0  
Unearned revenue3,804  3,189  1,665  1,503  
Net cash provided by operating activities  1,632  1,331  4,331  3,398  
Investing activities:
Business combinations, net of cash acquired(30) 0  (369) (5,115) 
Purchases of strategic investments(201) (70) (768) (362) 
Sales of strategic investments31  171  434  260  
Purchases of marketable securities(1,913) (434) (3,857) (1,068) 
Sales of marketable securities556  74  1,444  1,426  
Maturities of marketable securities228  48  779  146  
Capital expenditures(136) (167) (643) (595) 
Net cash used in investing activities  (1,465) (378) (2,980) (5,308) 
Financing activities:
Proceeds from issuance of debt, net0  0  0  2,966  
Proceeds from employee stock plans290  136  840  704  
Principal payments on financing obligations (1)(14) (21) (173) (131) 
Repayments of debt(151) (501) (503) (1,529) 
Net cash provided by (used in) financing activities 125  (386) 164  2,010  
Effect of exchange rate changes(15) (3) (39) 26  
Net increase in cash and cash equivalents  277  564  1,476  126  
Cash and cash equivalents, beginning of period3,868  2,105  2,669  2,543  
Cash and cash equivalents, end of period$4,145  $2,669  $4,145  $2,669  
(1) Previously referred to as principal payments on capital lease obligations.


salesforce.com, inc.
Additional Metrics
(Unaudited)
January 31, 2020October 31, 2019July 31,
2019		April 30,
2019		January 31,
2019		October 31,
2018
Full Time Equivalent Headcount (1)49,703  47,677  40,571  37,485  35,995  34,391  
Financial data (in millions):
Cash, cash equivalents and marketable securities (2)$7,947  $6,529  $6,042  $6,379  $4,342  $3,450  
Strategic investments1,963  1,760  1,614  1,548  1,302  1,251  
Operating lease liabilities (3)3,195  3,270  3,047  3,058  NA  NA  
Principal due on the Company's outstanding debt obligations (4)2,694  2,845  2,996  3,197  3,198  3,699  
Net cash provided by operating activities1,632  298  436  1,965  1,331  143  
Capital expenditures136  170  178  159  167  136  
(1) Full time equivalent headcount includes 5,231 from third quarter fiscal 2020 acquisitions.
(2) The Company paid approximately $1.1 billion of cash consideration for business combinations during fiscal 2020, offset by approximately $644 million of cash and cash equivalents acquired in connection with the August 2019 acquisition of Tableau as well as approximately $110 million of cash and cash equivalents from other acquisitions in fiscal 2020.
(3) Effective February 1, 2019, the Company adopted Topic 842 using the modified retrospective method. Accordingly, the results for prior periods were not adjusted to conform to the current period measurement or recognition of results.
(4) The Company repaid $200 million, $150 million and $150 million of the 2021 Term Loan in June 2019, October 2019 and November 2019, respectively.
Supplemental Revenue Analysis
Remaining Performance Obligation
Transaction price allocated to the remaining performance obligations represents contracted revenue that has not yet been recognized, which includes unearned revenue and unbilled amounts that will be recognized as revenue in future periods. Transaction price allocated to the remaining performance obligation is influenced by several factors, including seasonality, the timing of renewals, average contract terms and foreign currency exchange rates. Unbilled portions of the remaining transaction price denominated in foreign currencies are revalued each period based on the period end exchange rates.
The portion of the remaining performance obligation that is unbilled is not recorded on the balance sheet. Remaining performance obligation consisted of the following (in billions):
 CurrentNoncurrentTotal
As of January 31, 2020 (1)$15.0  $15.8  $30.8  
As of October 31, 2019 (2)12.8  13.1  25.9  
As of July 31, 2019 (3)12.1  13.2  25.3  
As of April 30, 201911.8  13.1  24.9  
As of January 31, 201911.9  13.8  25.7  
As of October 31, 201810.0  11.2  21.2  
As of July 31, 20189.8  11.2  21.0  
As of April 30, 20189.6  10.8  20.4  
As of January 31, 20189.6  11.0  20.6  
(1) Includes approximately $450 million and $650 million of Remaining Performance Obligation related to the Salesforce.org business combination in June 2019 and the Tableau acquisition in August 2019, respectively.
(2) Includes approximately $400 million and $550 million of Remaining Performance Obligation related to the Salesforce.org business combination in June 2019 and the Tableau acquisition in August 2019, respectively.
(3) Includes approximately $350 million of Remaining Performance Obligation related to the Salesforce.org business combination in June 2019.


Unearned Revenue
Unearned revenue represents amounts that have been invoiced in advance of revenue recognition and is recognized as revenue when transfer of control to customers has occurred or services have been provided. The change in unearned revenue was as follows (in millions):
Three Months Ended January 31,Fiscal Year Ended January 31,
2020201920202019
Unearned revenue, beginning of period$6,858  $5,376  $8,564  $6,995  
Billings and other (1)8,667  6,814  18,662  14,770  
Contribution from contract asset(12) (23) 101  13  
Revenue recognized ratably over time(4,316) (3,333) (15,586) (12,426) 
Revenue recognized over time as delivered(186) (169) (716) (629) 
Revenue recognized at a point in time(349) (101) (796) (227) 
Unearned revenue from business combinations0  0  433  68  
Unearned revenue, end of period$10,662  $8,564  $10,662  $8,564  
(1) Other includes, for example, the impact of foreign currency translation
Disaggregation of Revenue
Subscription and Support Revenue by the Company's service offerings
Subscription and support revenues consisted of the following (in millions):
Three Months Ended January 31,Fiscal Year Ended January 31,
 2020201920202019
Sales Cloud$1,227  $1,051  $4,598  $4,040  
Service Cloud1,219  964  4,466  3,621  
Salesforce Platform and Other (1) 1,432  825  4,473  2,854  
Marketing and Commerce Cloud685  535  2,506  1,898  
$4,563  $3,375  $16,043  $12,413  
(1) Includes approximately $344 million and $652 million of revenue for the three and twelve months ended January 31, 2020, respectively, contributed from the August 2019 acquisition of Tableau.
Total Revenue by Geographic Locations
Revenues by geographical region consisted of the following (in millions):
Three Months Ended January 31,Fiscal Year Ended January 31,
 2020201920202019
Americas$3,402  $2,581  $12,051  $9,445  
Europe1,009  677  3,430  2,553  
Asia Pacific440  345  1,617  1,284  
$4,851  $3,603  $17,098  $13,282  
Three Months Ended January 31,Fiscal Year Ended January 31,
2020201920202019
Americas70 %72 %71 %71 %
Europe21  19  20  19  
Asia Pacific9  9  9  10  
100 %100 %100 %100 %
Constant Currency Growth Rates
The Company presents constant currency information to provide a framework for assessing how the Company's underlying business performed excluding the effect of foreign currency rate fluctuations. To present this information, current and comparative prior period results for entities reporting in currencies other than United States dollars are converted into


United States dollars at the weighted average exchange rate for the quarter being compared to for growth rate calculations presented, rather than the actual exchange rates in effect during that period.
Revenue constant currency growth rates were as follows:
Three Months Ended
January 31, 2020
compared to Three Months
Ended January 31, 2019		Three Months Ended
October 31, 2019
compared to Three Months
Ended October 31, 2018		Three Months Ended
January 31, 2019
compared to Three Months
Ended January 31, 2018
Americas32%  33%  26%  
Europe47%  42%  31%  
Asia Pacific28%  28%  26%  
Total growth34%  34%  27%  
The Company presents constant currency information for current remaining performance obligation to provide a framework for assessing how the Company's underlying business performed excluding the effects of foreign currency rate fluctuations. To present the information, the Company converted the current remaining performance obligation balances in local currencies in previous comparable periods using the United States dollar currency exchange rate as of the most recent balance sheet date.
Current remaining performance obligation constant currency growth rates were as follows:
January 31, 2020
compared to
January 31, 2019		October 31, 2019
compared to
October 31, 2018
Total growth27%  28%  

Supplemental Cash Flow Information
Free cash flow analysis, a non-GAAP measure
(in millions)
 Three Months Ended January 31,Fiscal Year Ended January 31,
 2020201920202019
Operating cash flow  
GAAP net cash provided by operating activities  $1,632  $1,331  $4,331  $3,398  
Less:
Capital expenditures(136) (167) (643) (595) 
Free cash flow$1,496  $1,164  $3,688  $2,803  

Supplemental Strategic Investment Information
Gains on strategic investments, net
All fair value adjustments of the Company's publicly traded and privately held equity investments are recorded through the statements of operations. Therefore, the Company anticipates additional volatility to the Company's statements of operations in future periods, due to changes in market prices of the Company's investments in publicly held equity investments and the valuation and timing of observable price changes and impairments of the Company's investments in privately held securities. These changes could be material based on market conditions and events. The results for the current fiscal period are not indicative of the results to be expected for any subsequent quarter or fiscal year.
Gains and losses recognized on strategic investments were as follows (in millions):
 Three Months Ended January 31,Fiscal Year Ended January 31,
 2020201920202019
Unrealized gains recognized on publicly traded equity securities, net  $6  $83  $138  $345  
Unrealized gains recognized on privately held equity securities, net  9  34  208  133  
Realized gains on sales of equity securities, net19  6  95  74  
Gains (losses) on debt securities, net(3) 2  (14) (10) 
Gains on strategic investments, net$31  $125  $427  $542  



Supplemental Debt Information
The carrying values of the Company's borrowings were as follows (in millions):
InstrumentDate of issuanceMaturity dateJanuary 31, 2020January 31, 2019
2021 Term Loan (1)May 2018May 2021$0  $499  
2023 Senior NotesApril 2018April 2023995  993  
2028 Senior NotesApril 2018April 20281,489  1,488  
Loan assumed on 50 FremontFebruary 2015June 2023193  196  
Total carrying value of debt2,677  3,176  
Less current portion of debt(4) (3) 
Total noncurrent debt$2,673  $3,173  
(1) The Company repaid in full the 2021 Term Loan in fiscal 2020.




salesforce.com, inc.
GAAP Results Reconciled to non-GAAP Results
The following table reflects selected GAAP results reconciled to non-GAAP results.
(in millions, except per share data)
(Unaudited) 
 Three Months Ended January 31,Fiscal Year Ended January 31,
 2020201920202019
Non-GAAP gross profit
GAAP gross profit$3,631  $2,657  $12,863  $9,831  
Plus:
Amortization of purchased intangibles (1)160  62  440  215  
Stock-based expense (2)61  42  204  161  
Non-GAAP gross profit$3,852  $2,761  $13,507  $10,207  
Non-GAAP operating expenses
GAAP operating expenses$3,667  $2,520  $12,566  $9,296  
Less:
Amortization of purchased intangibles (1)110  68  352  232  
Stock-based expense (2)450  287  1,581  1,122  
Non-GAAP operating expenses$3,107  $2,165  $10,633  $7,942  
Non-GAAP income from operations
GAAP income (loss) from operations$(36) $137  $297  $535  
Plus:
Amortization of purchased intangibles (1)270  130  792  447  
Stock-based expense (2)511  329  1,785  1,283  
Non-GAAP income from operations$745  $596  $2,874  $2,265  
Non-GAAP non-operating income (3) 
GAAP non-operating income  $32  $102  $409  $448  
Plus:
Amortization of debt discount, net0  0  0  4  
Non-GAAP non-operating income  $32  $102  $409  $452  
Non-GAAP net income
GAAP net income (loss) $(248) $362  $126  $1,110  
Plus:
Amortization of purchased intangibles (1)270  130  792  447  
Stock-based expense (2)511  329  1,785  1,283  
Amortization of debt discount, net0  0  0  4  
Less:
Income tax effects and adjustments69  (273) (159) (711) 
Non-GAAP net income$602  $548  $2,544  $2,133  




Three Months Ended January 31,Fiscal Year Ended January 31,
2020201920202019
Non-GAAP diluted net income per share  
GAAP diluted net income (loss) per share $(0.28) $0.46  $0.15  $1.43  
Plus:
Amortization of purchased intangibles0.30  0.17  0.93  0.58  
Stock-based expense0.56  0.42  2.10  1.66  
Amortization of debt discount, net0.00  0.00  0.00  0.00  
Less:
Income tax effects and adjustments0.08  (0.35) (0.19) (0.92) 
Non-GAAP diluted net income per share$0.66  $0.70  $2.99  $2.75  
Shares used in computing Non-GAAP diluted net income per share911  786  850  775  

Reported GAAP loss per share was calculated using the basic share count. Non-GAAP diluted earnings per share was calculated using the diluted share count which includes approximately 22 million shares of dilutive securities related to employee stock awards.

1)Amortization of purchased intangibles were as follows:
 Three Months Ended January 31,Fiscal Year Ended January 31,
 2020201920202019
Cost of revenues$160  $62  $440  $215  
Marketing and sales110  68  352  232  
$270  $130  $792  $447  

2)Stock-based expense was as follows:
 Three Months Ended January 31,Fiscal Year Ended January 31,
 2020201920202019
Cost of revenues$61  $42  $204  $161  
Research and development162  79  510  307  
Marketing and sales227  169  852  643  
General and administrative61  39  219  172  
$511  $329  $1,785  $1,283  

3)GAAP non-operating income consists of gains on strategic investments, net and other income (expense).


salesforce.com, inc.
Computation of Basic and Diluted GAAP and non-GAAP Net Income (Loss) Per Share
(in millions, except per share data)
(Unaudited)
 Three Months Ended January 31,Fiscal Year Ended January 31,
 2020201920202019
GAAP Basic Net Income (Loss) Per Share 
Net income (loss)$(248) $362  $126  $1,110  
Basic net income (loss) per share$(0.28) $0.47  $0.15  $1.48  
Shares used in computing basic net income (loss) per share889  766  829  751  
 Three Months Ended January 31,Fiscal Year Ended January 31,
 2020201920202019
Non-GAAP Basic Net Income Per Share
Non-GAAP net income$602  $548  $2,544  $2,133  
Non-GAAP basic net income per share$0.68  $0.72  $3.07  $2.84  
Shares used in computing Non-GAAP basic net income per share889  766  829  751  
 Three Months Ended January 31,Fiscal Year Ended January 31,
 2020201920202019
GAAP Diluted Net Income (Loss) Per Share 
Net income (loss)$(248) $362  $126  $1,110  
Diluted net income (loss) per share$(0.28) $0.46  $0.15  $1.43  
Shares used in computing diluted net income (loss) per share889  786  850  775  
 Three Months Ended January 31,Fiscal Year Ended January 31,
 2020201920202019
Non-GAAP Diluted Net Income Per Share
Non-GAAP net income$602  $548  $2,544  $2,133  
Diluted Non-GAAP net income per share$0.66  $0.70  $2.99  $2.75  
Shares used in computing Non-GAAP diluted net income per share911  786  850  775  



Non-GAAP Financial Measures: This press release includes information about non-GAAP diluted earnings per share, non-GAAP tax rates, free cash flow and constant currency revenue and constant currency current remaining performance obligation growth rates (collectively the “non-GAAP financial measures”). These non-GAAP financial measures are measurements of financial performance that are not prepared in accordance with U.S. generally accepted accounting principles and computational methods may differ from those used by other companies. Non-GAAP financial measures are not meant to be considered in isolation or as a substitute for comparable GAAP measures and should be read only in conjunction with the company’s consolidated financial statements prepared in accordance with GAAP. Management uses both GAAP and non-GAAP measures when planning, monitoring and evaluating the company’s performance.

The primary purpose of using non-GAAP measures is to provide supplemental information that may prove useful to investors and to enable investors to evaluate the company’s results in the same way management does. Management believes that supplementing GAAP disclosure with non-GAAP disclosure provides investors with a more complete view of the company’s operational performance and allows for meaningful period-to-period comparisons and analysis of trends in the company’s business. Further, to the extent that other companies use similar methods in calculating non-GAAP measures, the provision of supplemental non-GAAP information can allow for a comparison of the company’s relative performance against other companies that also report non-GAAP operating results.

Non-GAAP diluted earnings per share excludes, to the extent applicable, the impact of the following items: stock-based compensation, amortization of acquisition-related intangibles, and previously the net amortization of debt discount on the company’s convertible senior notes, as well as income tax adjustments. These items are excluded because the decisions that give rise to them are not made to increase revenue in a particular period, but instead for the company’s long-term benefit over multiple periods.

Specifically, management is excluding the following items from its non-GAAP earnings per share, as applicable, for the periods presented in the Q4 FY20 financial statements and for its non-GAAP estimates for Q1 and FY21:

•Stock-Based Expenses: The company’s compensation strategy includes the use of stock-based compensation to attract and retain employees and executives. It is principally aimed at aligning their interests with those of our stockholders and at long-term employee retention, rather than to motivate or reward operational performance for any particular period. Thus, stock-based compensation expense varies for reasons that are generally unrelated to operational decisions and performance in any particular period.

•Amortization of Purchased Intangibles: The company views amortization of acquisition-related intangible assets, such as the amortization of the cost associated with an acquired company’s research and development efforts, trade names, customer lists and customer relationships, and in some cases, acquired lease intangibles, as items arising from pre-acquisition activities determined at the time of an acquisition. While these intangible assets are continually evaluated for impairment, amortization of the cost of purchased intangibles is a static expense, which is not typically affected by operations during any particular period. Although we exclude the amortization of purchased intangibles from these non-GAAP measures, management believes that it is important for investors to understand that such intangible assets were recorded as part of purchase accounting and contribute to revenue generation.

•Gains on Strategic Investments, net: Upon the adoption of Accounting Standards Update 2016-01 on February 1, 2018, the company is required to record all fair value adjustments to its equity securities held within the strategic investment portfolio through the statement of operations. As it is not possible to forecast future gains and losses, the company assumes no change to the value of its strategic investment portfolio in its GAAP and non-GAAP estimates for future periods.

•Income Tax Effects and Adjustments: The company utilizes a fixed long-term projected non-GAAP tax rate in order to provide better consistency across the interim reporting periods by eliminating the effects of items such as changes in the tax valuation allowance and tax effects of acquisition-related costs, since each of these can vary in size and frequency. When projecting this long-term rate, the company evaluated a three-year financial projection that excludes the direct impact of the following non-cash items: stock-based expenses and the amortization of purchased intangibles. The projected rate also assumes no new acquisitions in the three-year period, and considers other factors including the company’s expected tax structure, its tax positions in various jurisdictions and key legislation in major jurisdictions where the


company operates. For fiscal 2020, the company used a projected non-GAAP tax rate of 22.5%. For fiscal 2021, the company uses a projected non-GAAP tax rate of 22.0%, which reflects currently available information, as well as other factors and assumptions. The non-GAAP tax rate could be subject to change for a variety of reasons, including the rapidly evolving global tax environment, significant changes in the company’s geographic earnings mix due to acquisition activity, or other changes to the company’s strategy or business operations. The company will re-evaluate its long-term rate as the rate as appropriate.

The company defines the non-GAAP measure free cash flow as GAAP net cash provided by operating activities, less capital expenditures. For this purpose, capital expenditures does not include our strategic investments.