EX-99.1 2 dex991.htm PRESS RELEASE Press Release

Exhibit 99.1

David Havlek

salesforce.com

Investor Relations

415-536-2171

dhavlek@salesforce.com

Jane Hynes

salesforce.com

Public Relations

415-901-5079

jhynes@salesforce.com

Salesforce.com Announces Fiscal Third Quarter Results

First Enterprise Cloud Computing Company to Exceed $1.7 Billion Annual Revenue Run Rate

 

   

Initiates FY12 Revenue Guidance at $1.97 – $2.00 Billion

 

   

Record Quarterly Revenue of $429 Million, up 30% Year-Over-Year

 

   

Operating Cash Flow of $74M, up 108% Year-Over-Year

 

   

Deferred Revenue of $695 million, up 27% Year-Over-Year

 

   

4,800 Net New Customers in Quarter

 

   

Total Customers at 87,200 up 28% Year-Over-Year

SAN FRANCISCO, Calif. – November 18, 2010 – Salesforce.com (NYSE: CRM), the enterprise cloud computing company, today announced results for its fiscal third quarter ended October 31, 2010.

“After taking a decade to achieve our first billion dollar year in fiscal 2009, we believe that our strong growth this year will allow us to deliver approximately $2 billion in revenue in fiscal 2012, making salesforce.com the first cloud computing company to achieve that milestone,” said Marc Benioff, chairman and CEO salesforce.com.

Salesforce.com delivered the following results for the third quarter fiscal year 2011:

Revenue: Total Q3 revenue was $429 million, an increase of 30% on a year-over-year basis. Subscription and support revenues were $403 million, an increase of 31% on a year-over-year basis. Professional services and other revenues were $26 million, an increase of 10% on a year-over-year basis.

Earnings per Share: Q3 GAAP diluted earnings per share decreased 6% year-over-year to $0.15, and non-GAAP diluted earnings per share increased 14% year-over-year to $0.32. The company’s non-GAAP results exclude the effects of approximately $26 million in stock-based compensation expense, approximately $5 million in amortization of purchased intangibles, and approximately $6 million in non-cash interest expense related to the company’s convertible senior notes. All EPS calculations are based on 137 million diluted shares outstanding during the quarter.

Customers: Net paying customers rose approximately 4,800 during the quarter. The number of total net paying customers at the end of the fiscal third quarter was approximately 87,200. Since October 31, 2009, the company has added approximately 19,300 net paying customers, an increase of approximately 28%.


Cash: Cash from operations for the fiscal third quarter was approximately $74 million, up 108% year-over-year. Total cash, cash equivalents and marketable securities finished the quarter at approximately $1.8 billion, an increase of approximately $732 million from the prior year, which includes approximately $500 million in net proceeds from the company’s issuance of convertible senior notes in January 2010.

Deferred Revenue: Deferred revenue on the balance sheet as of October 31, 2010 was $695 million, an increase of 27% on a year-over-year basis.

As of November 18, 2010, salesforce.com is initiating guidance for its fourth quarter, fiscal year 2011. For its fiscal year 2011, the company is updating the guidance provided on August 19, 2010. In addition, the company is initiating revenue guidance for fiscal year 2012.

Q4 FY11 Guidance: Revenue for the company’s fourth quarter is projected to be in the range of approximately $447 million to approximately $449 million.

GAAP diluted EPS is expected to be in the range of approximately $0.06 to approximately $0.07, while non-GAAP diluted EPS in Q4 is expected to be in the range of approximately $0.27 to approximately $0.28. The company’s non-GAAP EPS estimate excludes the effects of stock-based compensation expense, expected to be approximately $35 million, amortization of purchased intangibles related to acquisitions, expected to be approximately $6 million and non-cash interest expense related to the convertible senior notes, expected to be approximately $6 million. EPS estimates assume a GAAP tax rate of 42%, and a non-GAAP tax rate of 38%. All EPS estimates assume an average diluted share count of approximately 140 million shares.

Full Year FY11 Guidance: The company is raising its expected full fiscal year 2011 revenue from the guidance previously provided on August 19, 2010. Revenue for the company’s full fiscal year 2011 is projected to be in the range of approximately $1.647 billion to approximately $1.649 billion.

For the company’s full fiscal year 2011, diluted GAAP EPS is expected to be in the range of approximately $0.46 to approximately $0.47, while diluted non-GAAP EPS is expected to be in the range of approximately $1.18 to approximately $1.19. The non-GAAP estimate excludes the effects of stock-based compensation expense, expected to be approximately $114 million, amortization of purchased intangibles related to acquisitions, expected to be approximately $18 million, and non-cash interest expense related to the convertible senior notes, expected to be approximately $23 million. EPS estimates assume a GAAP tax rate of 42%, and a non-GAAP tax rate of 38%. All EPS estimates assume an average diluted share count of approximately 136 million shares.

Full Year FY12 Guidance: The company is initiating revenue guidance for fiscal year 2012 with projected revenue in the range of approximately $1.97 billion to approximately $2.0 billion. The company expects to update this guidance, as well as provide its expectations for FY12 GAAP EPS, when it announces its fourth quarter, fiscal year 2011 results in February, 2011.


The following is a reconciliation of the GAAP diluted EPS to non-GAAP diluted EPS guidance for the fourth quarter and full fiscal year:

 

     Fiscal 2011  
     Q4     FY2011  

GAAP diluted EPS Range

   $ 0.06-$0.07      $ 0.46-$0.47   

Plus

    

Amortized of purchased intangibles

     0.04        0.14   

Stock-based expense

     0.25        0.84   

Amortization of debt discount

     0.04        0.18   

Less

    

Income tax effect of certain Non-GAAP items

     (0.12     (0.44
                

Non-GAAP diluted EPS

   $ 0.27-$0.28      $ 1.18-$1.19   

Shares used in computing diluted new income per share (millions)

     140        136   

Quarterly Conference Call

Salesforce.com will host a conference call to discuss its third quarter fiscal year 2011 results at 2:00 p.m. Pacific Time today. A live audio webcast of the conference call, together with detailed financial information, can be accessed through the company’s Investor Relations Web site at http://www.salesforce.com/investor. In addition, an archive of the webcast can be accessed through the same link. Participants who choose to call in to the conference call can do so by dialing domestically 866-901-SFDC or 866-901-7332 and internationally at +1 706-902-1764. A replay will be available at 800-642-1687 or +1 706-645-9291, passcode 21460955, until midnight (Eastern Time) December 17, 2010.

About salesforce.com

Salesforce.com is the enterprise cloud computing company. Based on salesforce.com’s real-time, multitenant architecture, the company’s platform and CRM applications (http://www.salesforce.com/crm) have revolutionized the way companies collaborate and communicate with their customers, including:

 

   

The Sales Cloud, for sales force automation and contact management

 

   

The Service Cloud, for customer service and support solutions

 

   

Chatter, for social collaboration

 

   

The Force.com platform, for custom application development

 

   

The AppExchange, the world’s leading marketplace for enterprise cloud computing applications

Salesforce.com offers the fastest path to customer success with cloud computing. As of October 31, 2010, salesforce.com manages customer information for approximately 87,200 customers including Allianz Commercial, Dell, Japan Post, Kaiser Permanente, KONE, and SunTrust Banks.


Any unreleased services or features referenced in this or other press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase salesforce.com applications should make their purchase decisions based upon features that are currently available. Salesforce.com has headquarters in San Francisco, with offices in Europe and Asia, and trades on the New York Stock Exchange under the ticker symbol “CRM.” For more information please visit http://www.salesforce.com, or call 1-800-NO-SOFTWARE.

###

Non-GAAP Financial Measures: This press release includes information about non-GAAP earnings per share and non-GAAP tax rates (collectively the “non-GAAP financial measures”). Non-GAAP earnings estimates exclude the impact of the following non-cash items: stock-based compensation, amortization of purchased intangibles, and the amortization of debt discount on the company’s convertible senior notes, as well as the tax consequences associated with these items. The purpose of the non-GAAP tax rate is to quantify the excluded tax consequences of the excluded expense items. These non-GAAP estimates are not measurements of financial performance prepared in accordance with U.S. generally accepted accounting principles. The method used to produce non-GAAP financial measures is not computed according to GAAP and may differ from the methods 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.

The primary purpose of these non-GAAP measures is to provide supplemental information that may prove useful to investors who wish to consider the impact of certain non-cash items on the company’s operating performance. Non-cash stock-based compensation, amortization of acquisition-related intangible assets, and the amortization of debt discount on the company’s convertible senior notes are being excluded from the company’s FY11 financial results because the decisions which gave rise to these expenses were not made to increase revenue in a particular period, but were made for the company’s long-term benefit over multiple periods. While strategic decisions, such as those to issue stock-based compensation, acquire a company, or issue convertible senior notes, are made to further the company’s long-term strategic objectives and impact the company’s income statement under GAAP measures, these items affect multiple periods and management is not able to change or affect these items in any particular period. As such, supplementing GAAP disclosure with non-GAAP disclosure using the non-GAAP measures provides management with an additional view of operational performance by excluding expenses that are not directly related to performance in any particular period, and management uses both GAAP and non-GAAP measures when planning, monitoring, and evaluating the company’s performance.

In addition, the majority of the company’s industry peers report non-GAAP operating results that exclude certain non-cash or non-recurring items. Management believes that the provision of supplemental non-GAAP information will enable a more complete comparison of the company’s relative performance.

Specifically, management is excluding the following items from its non-GAAP EPS for Q3 and its estimated non-GAAP estimates for Q4 and FY2011:

 

   

Stock-Based Expenses: The company’s compensation strategy is to use stock-based compensation to attract and retain key 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 an acquired company’s research and development efforts, customer lists and customer relationships, as items arising from pre-acquisition activities. These are costs that are determined at the time of an acquisition. While it is continually viewed for impairment, amortization of the cost is a static expense, one that are not typically affected by operations during any particular period.

Amortization of Debt Discount: Under GAAP, certain convertible debt instruments that may be settled in cash (or other assets) on conversion are required to be separately accounted for as liability (debt) and equity (conversion option) components of the instrument in a manner that reflects the issuer’s non-convertible debt borrowing rate. Accordingly, for GAAP purposes we are required to recognize imputed interest expense on the company’s $575 million of convertible subordinated notes that were issued in a private placement in January 2010. The imputed interest rate is approximately 5.9%, while the coupon interest rate is 0.75%. The difference between the imputed interest expense and the coupon interest expense is excluded from management’s assessment of the company’s operating performance because management believes that this non-cash expense is not indicative of ongoing operating performance. Management believes that the exclusion of the non-cash interest expense provides investors an enhanced view of the company’s operational performance.

 

   

Income Tax Effects: The company’s estimated non-GAAP effective tax rate is lower than the estimated GAAP effective tax rate due to the exclusion of the expense items described above.

###

“Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This press release contains forward-looking statements about expected GAAP revenue and GAAP and non-GAAP earnings per share for the fourth fiscal quarter of 2011 the full fiscal year, and fiscal year 2012, the company’s expected tax rates, stock-based compensation expenses, amortization expenses, and shares outstanding. The achievement or success of the matters covered by such forward-looking statements involve 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 we make.

The risks and uncertainties referred to above include - but are not limited to - risks associated with possible fluctuations in the company’s financial and operating results; rate of growth and anticipated revenue run rate; errors, interruptions or delays in the company’s service or the company’s Web hosting; breaches of the company’s security measures; the financial impact of any future acquisitions; the nature of the company’s business model; the company’s ability to continue to release, and gain customer acceptance of, new and improved versions of the company’s service; successful customer deployment and utilization of the company’s existing and future services; changes in the company’s sales cycle; competition; various financial aspects of the company’s subscription model; unexpected increases in attrition or decreases in new business; the emerging markets in which we operate; unique aspects of entering or expanding in international markets, the company’s ability to hire, retain and motivate employees and manage the company’s growth; changes in the company’s customer base; technological developments; regulatory developments; litigation related to intellectual property and other matters, and any related claims, negotiations and settlements; unanticipated changes in the company’s effective tax rate; fluctuations in the number of shares we have outstanding and the price of such shares; foreign currency exchange rates; interest rates; the company’s plans to build our new global headquarters in San Francisco, California and general developments in the economy, financial markets, and credit markets.

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 we make with the Securities and Exchange Commission from time to time, including the company’s Form 10-Q that will be filed for the quarter ended October 31, 2010 and our Form 10-K filed for the fiscal year ended January 31, 2010. 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.

Copyright (c) 2010 salesforce.com, inc. All rights reserved. Salesforce and the “no software” logo are registered trademarks of salesforce.com, inc., and salesforce.com owns other registered and unregistered trademarks. Other names used herein may be trademarks of their respective owners.


salesforce.com, inc.

Condensed Consolidated Statements of Operations

(in thousands, except per share data)

(Unaudited)

 

     Three Months Ended
October 31,
    Nine Months Ended
October 31,
 
     2010     2009     2010     2009  

Revenues:

        

Subscription and support

   $ 402,948      $ 306,870      $ 1,122,611      $ 882,078   

Professional services and other

     26,139        23,679        77,661        69,456   
                                

Total revenues

     429,087        330,549        1,200,272        951,534   

Cost of revenues (1):

        

Subscription and support

     54,089        40,745        147,127        116,744   

Professional services and other

     28,042        24,825        84,375        73,122   
                                

Total cost of revenues

     82,131        65,570        231,502        189,866   

Gross profit

     346,956        264,979        968,770        761,668   

Operating expenses (1):

        

Research and development

     47,305        32,763        130,357        95,450   

Marketing and sales

     200,544        152,166        558,812        436,647   

General and administrative

     63,951        49,909        181,713        139,818   
                                

Total operating expenses

     311,800        234,838        870,882        671,915   

Income from operations

     35,156        30,141        97,888        89,753   

Investment income

     11,699        7,503        28,309        19,780   

Interest expense

     (7,374     (292     (21,619     (793

Other expense

     (921     (336     (4,659     (1,037
                                

Income before provision for income taxes and noncontrolling interest

     38,560        37,016        99,919        107,703   

Provision for income taxes

     (16,192     (15,573     (41,092     (45,426
                                

Consolidated net income

     22,368        21,443        58,827        62,277   

Less: Net income attributable to noncontrolling interest

     (1,296     (752     (5,266     (1,952
                                

Net income attributable to salesforce.com

   $ 21,072      $ 20,691      $ 53,561      $ 60,325   
                                

Basic net income per share attributable to salesforce.com common shareholders

   $ 0.16      $ 0.17      $ 0.41      $ 0.49   

Diluted net income per share attributable to salesforce.com common shareholders

   $ 0.15      $ 0.16      $ 0.40      $ 0.48   

Shares used in computing basic net income per share

     130,888        124,561        129,461        123,871   

Shares used in computing diluted net income per share

     137,044        128,596        135,007        126,993   

 

(1) Amounts include stock-based expenses, as follows:

        

Cost of revenues

   $ 2,357      $ 2,995      $ 8,617      $ 9,322   

Research and development

     3,976        2,707        12,119        8,741   

Marketing and sales

     11,969        9,055        36,496        28,314   

General and administrative

     7,330        5,650        21,483        16,570   


salesforce.com, inc.

Condensed Consolidated Statements of Operations

As a percentage of total revenues:

(Unaudited)

 

     Three Months Ended October 31,     Nine Months Ended October 31,  
     2010     2009     2010     2009  

Revenues:

        

Subscription and support

     94     93     94     93

Professional services and other

     6        7        6        7   
                                

Total revenues

     100        100        100        100   

Cost of revenues:

        

Subscription and support

     13        12        12        12   

Professional services and other

     6        8        7        8   
                                

Total cost of revenues

     19        20        19        20   

Gross profit

     81        80        81        80   

Operating expenses:

        

Research and development

     11        10        11        10   

Marketing and sales

     47        46        47        46   

General and administrative

     15        15        15        15   
                                

Total operating expenses

     73        71        73        71   

Income from operations

     8        9        8        9   

Investment income

     3        2        2        2   

Interest expense

     (2     0        (2     0   

Other expense

     0        0        0        0   
                                

Income before provision for income taxes and noncontrolling interest

     9        11        8        11   

Provision for income taxes

     (4     (5     (3     (5
                                

Consolidated net income

     5        6        5        6   

Less: Net income attributable to noncontrolling interest

     0        0        (1     0   
                                

Net income attributable to salesforce.com

     5     6     4     6
                                

 

Stock-based expenses as a percentage of total revenues, as follows:

        

Cost of revenues

     —       1     1     1

Research and development

     1        1        1        1   

Marketing and sales

     3        3        3        3   

General and administrative

     2        1        2        2   


salesforce.com, inc.

Condensed Consolidated Balance Sheets

(in thousands)

 

     October 31,
2010
     January 31,
2010
 
     (unaudited)         

Assets

     

Current assets:

     

Cash and cash equivalents

   $ 630,303       $ 1,011,306   

Short-term marketable securities

     139,545         230,659   

Accounts receivable, net

     258,764         320,956   

Deferred commissions

     50,361         47,388   

Deferred income taxes

     49,620         40,116   

Prepaid expenses and other current assets

     64,343         55,734   
                 

Total current assets

     1,192,936         1,706,159   

Marketable securities, noncurrent

     1,032,592         485,083   

Fixed assets, net

     116,078         89,711   

Deferred commissions, noncurrent

     32,856         28,140   

Deferred income taxes, noncurrent

     30,501         27,579   

Capitalized software, net

     79,499         34,809   

Goodwill

     187,038         48,955   

Other assets, net

     69,194         39,765   
                 

Total assets

   $ 2,740,694       $ 2,460,201   
                 

Liabilities and stockholders’ equity

     

Current liabilities:

     

Accounts payable

   $ 23,320       $ 14,791   

Accrued expenses and other current liabilities

     287,627         194,738   

Income taxes payable

     9,644         8,424   

Deferred revenue

     672,454         690,177   
                 

Total current liabilities

     993,045         908,130   

0.75% Convertible senior notes due 2015, net

     466,847         450,198   

Income taxes payable, noncurrent

     18,284         17,551   

Long-term lease liabilities and other

     27,949         13,485   

Deferred revenue, noncurrent

     22,103         14,171   
                 

Total liabilities

     1,528,228         1,403,535   

salesforce.com stockholders’ equity:

     

Common stock

     131         127   

Additional paid-in capital

     1,041,005         938,544   

Accumulated other comprehensive gain (loss)

     9,030         (1,430

Retained earnings

     160,122         106,561   
                 

Total stockholders’ equity controlling interest

     1,210,288         1,043,802   

Total stockholders’ equity noncontrolling interest

     2,178         12,864   
                 

Total stockholders’ equity

     1,212,466         1,056,666   
                 

Total liabilities and stockholders’ equity

   $ 2,740,694       $ 2,460,201   
                 


salesforce.com, inc.

Condensed Consolidated Statements of Cash Flows

(in thousands)

(Unaudited)

 

     Three Months Ended October 31,     Nine Months Ended October 31,  
     2010     2009     2010     2009  

Operating activities:

        

Consolidated net income

   $ 22,368      $ 21,443      $ 58,827      $ 62,277   

Adjustments to reconcile net income to net cash provided by operating activities:

        

Depreciation and amortization

     19,710        13,601        52,008        37,890   

Amortization of debt discount

     6,655        0        17,639        0   

Amortization of deferred commissions

     19,959        15,698        57,554        45,959   

Expenses related to stock-based awards

     25,632        20,407        78,715        62,947   

Excess tax benefits from employee stock plans

     (14,578     (7,401     (46,768     (32,536

Changes in assets and liabilities:

        

Accounts receivable, net

     (30,212     (22,515     67,326        75,355   

Deferred commissions

     (25,687     (18,013     (65,243     (43,018

Prepaid expenses and other current assets

     (16,583     (12,892     (6,463     (14,711

Other assets

     (5,263     (506     (9,405     (624

Accounts payable

     2,575        2,228        6,500        (762

Accrued expenses and other current liabilities

     57,926        27,045        95,320        35,165   

Deferred revenue

     11,538        (3,575     (12,691     (48,591
                                

Net cash provided by operating activities

     74,040        35,520        293,319        179,351   
                                

Investing activities:

        

Business combinations, net of cash acquired

     (3,834     (4,500     (155,337     (4,500

Land activity

     (8,000     0        (8,000     0   

Investments in privately-held companies

     (4,000     (3,700     (6,500     (4,400

Changes in marketable securities

     280,340        (41,243     (449,633     (422,274

Capital expenditures

     (20,790     (10,389     (60,311     (42,445
                                

Net cash provided by (used in) investing activities

     243,716        (59,832     (679,781     (473,619
                                

Financing activities:

        

Purchase of subsidiary stock

     (150,970     0        (152,243     0   

Proceeds from the exercise of stock options

     44,353        18,559        115,996        32,866   

Excess tax benefits from employee stock plans

     14,578        7,401        46,768        32,536   

Principal payments on capital lease obligations

     (3,116     (2,398     (7,157     (5,904
                                

Net cash provided by (used in) financing activities

     (95,155     23,562        3,364        59,498   
                                

Effect of exchange rate changes

     (2,223     (2,531     2,095        (6,176
                                

Net increase (decrease) in cash and cash equivalents

     220,378        (3,281     (381,003     (240,946

Cash and cash equivalents, beginning of period

     409,925        246,169        1,011,306        483,834   
                                

Cash and cash equivalents, end of period

   $ 630,303      $ 242,888      $ 630,303      $ 242,888   
                                

Supplemental cash flow disclosure:

        

Cash paid (received) during the period for:

        

Interest

   $ 1,378      $ 292      $ 3,980      $ 793   

Income taxes, net of tax refunds

   $ 4,260      $ 6,446      $ (530   $ 27,520   

Non-cash financing and investing activities

        

Fixed assets acquired under capital leases

   $ 6,765      $ 3,105      $ 12,929      $ 17,897   


salesforce.com, inc.

Additional Metrics

 

(Unaudited)                                          
     Oct 31,
2010
     Jul 31,
2010
     Apr 30,
2010
     Jan 31,
2010
     Oct 31,
2009
     Jul 31,
2009
 

Full Time Equivalent Headcount

     4,758         4,447         4,106         3,969         3,814         3,653   

Financial data (in thousands):

                 

Cash, cash equivalents and marketable securities

   $ 1,802,440       $ 1,858,928       $ 1,901,548       $ 1,727,048       $ 1,070,092       $ 1,030,406   

Deferred revenue, current and noncurrent

   $ 694,557       $ 683,019       $ 664,529       $ 704,348       $ 545,435       $ 549,010   

 

     Three Months Ended October 31,     Nine Months Ended October 31,  
     2010     2009     2010     2009  

Revenues by geography (in thousands):

        

Americas

   $ 292,540      $ 232,802      $ 826,493      $ 679,460   

Europe

     76,464        60,761        208,851        168,355   

Asia Pacific

     60,083        36,986        164,928        103,719   
                                
   $ 429,087      $ 330,549      $ 1,200,272      $ 951,534   
                                

As a percentage of total revenues:

        

Revenues by geography:

        

Americas

     68     70     69     71

Europe

     18        18        17        18   

Asia Pacific

     14        12        14        11   
                                
     100     100     100     100
                                

 

Supplemental Revenue Analysis (1)        
     Three Months Ended     Three Months Ended     Three Months Ended  
     October 31, 2010     July 31, 2010     April 30, 2010  

Revenue constant currency growth rates (as compared to the comparable quarter a year ago)

      

Americas

     26     22     18

Europe

     38     30     24

Asia Pacific

     53     53     50

Total growth

     31     26     22

 

(1) We present constant currency information to provide a framework for assessing how our 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 in to United States dollars at the exchange rates in effect at the end of each quarter for growth rate calculations presented rather than the actual exchange rates in effect during that period.

 

Supplemental Cash Flow Information

  
Free cash flow analysis, a non-GAAP measure       
(amounts in thousands)       

 

     Three Months Ended October 31,     Nine Months Ended October 31,  
     2010     2009     2010     2009  

Operating cash flow

   $ 74,040      $ 35,520      $ 293,319      $ 179,351   

GAAP net cash provided by operating activities

        

Less:

        

Capital expenditures

     (20,790     (10,389     (60,311     (42,445
                                

Free cash flow

   $ 53,250      $ 25,131      $ 233,008      $ 136,906   
                                


salesforce.com, inc.

GAAP RESULTS RECONCILED TO NON-GAAP RESULTS

The following table reflects selected salesforce.com GAAP results reconciled to non-GAAP results

(amounts in thousands, except per share data)

        (unaudited)

 

     Three Months Ended
October 31,
    Nine Months Ended
October 31,
 
     2010     2009     2010     2009  

Gross Profit

        

GAAP gross profit

   $ 346,956      $ 264,979      $ 968,770      $ 761,668   

Plus:

        

Amortization of purchased intangibles (b)

     4,168        1,968        9,738        5,682   

Stock-based expenses (c)

     2,357        2,995        8,617        9,322   
                                

Non-GAAP gross profit

   $ 353,481      $ 269,942      $ 987,125      $ 776,672   
                                

Operating expenses

        

GAAP operating expenses

   $ 311,800      $ 234,838      $ 870,882      $ 671,915   

Less:

        

Amortization of purchased intangibles (b)

     (1,013     (802     (3,063     (2,445

Stock-based expenses (c)

     (23,275     (17,412     (70,098     (53,625
                                

Non-GAAP operating expenses

   $ 287,512      $ 216,624      $ 797,721      $ 615,845   
                                

Income from operations

        

GAAP income from operations

   $ 35,156      $ 30,141      $ 97,888      $ 89,753   

Plus:

        

Amortization of purchased intangibles (b)

     5,181        2,770        12,801        8,127   

Stock-based expenses (c)

     25,632        20,407        78,715        62,947   
                                

Non-GAAP income from operations

   $ 65,969      $ 53,318      $ 189,404      $ 160,827   
                                

Non-operating income (a)

        

GAAP non-operating income

   $ 3,404      $ 6,875      $ 2,031      $ 17,950   

Plus: Amortization of debt discount

     5,665        0        16,649        0   
                                

Non-GAAP non-operating income

   $ 9,069      $ 6,875      $ 18,680      $ 17,950   
                                

Net income attributable to salesforce.com

        

GAAP net income attributable to salesforce.com

   $ 21,072      $ 20,691      $ 53,561      $ 60,325   

Plus:

        

Amortization of purchased intangibles

     5,181        2,770        12,801        8,127   

Stock-based expenses

     25,632        20,407        78,715        62,947   

Amortization of debt discount

     5,665        0        16,649        0   

Less:

        

Income tax effect of Non-GAAP items

     (13,197     (8,105     (38,690     (23,868
                                

Non-GAAP net income attributable to salesforce.com

   $ 44,353      $ 35,763      $ 123,036      $ 107,531   
                                

Diluted earnings per share

        

GAAP diluted earnings per share

   $ 0.15      $ 0.16      $ 0.40      $ 0.48   

Plus:

        

Amortization of purchased intangibles

     0.04        0.02        0.09        0.06   

Stock-based expenses

     0.19        0.16        0.58        0.50   

Amortization of debt discount

     0.04        0        0.12        0   

Less:

        

Income tax effect of Non-GAAP items

     (0.10     (0.06     (0.28     (0.19
                                

Non-GAAP diluted earnings per share attributable to salesforce.com

   $ 0.32      $ 0.28      $ 0.91      $ 0.85   
                                

Shares used in computing diluted net income per share

     137,044        128,596        135,007        126,993   

 

a) Non-operating income consists of investment income, interest expense and other expense
b) Amortization of purchased intangibles were as follows:

 

     Three Months Ended October 31,      Nine Months Ended October 31,  
     2010      2009      2010      2009  

Cost of revenues

   $ 4,168       $ 1,968       $ 9,738       $ 5,682   

Marketing and sales

     1,013         802         3,063         2,445   
                                   
   $ 5,181       $ 2,770       $ 12,801       $ 8,127   

 

c)     Stock-based expenses were as follows:

 

  

     Three Months Ended October 31,      Nine Months Ended October 31,  
     2010      2009      2010      2009  

Cost of revenues

   $ 2,357       $ 2,995       $ 8,617       $ 9,322   

Research and development

     3,976         2,707         12,119         8,741   

Marketing and sales

     11,969         9,055         36,496         28,314   

General and administrative

     7,330         5,650         21,483         16,570   
                                   
   $ 25,632       $ 20,407       $ 78,715       $ 62,947   


salesforce.com, inc.

COMPUTATION OF BASIC AND DILUTED GAAP AND NON-GAAP NET INCOME PER SHARE

The following reflects the calculation of Basic and Diluted Net Income Per Share

(amounts in thousands, except per share data)

 

     Three Months Ended
October 31,
     Nine Months Ended
October 31,
 
     2010      2009      2010      2009  

GAAP Basic Net Income Per Share

           

Net income attributable to salesforce.com

   $ 21,072       $ 20,691       $ 53,561       $ 60,325   

Basic net income per share attributable to salesforce.com common stockholders

     0.16         0.17         0.41         0.49   

Shares used in computing basic net income per share attributable to salesforce.com common stockholders

     130,888         124,561         129,461         123,871   
     Three Months Ended
October 31,
     Nine Months Ended
October 31,
 
     2010      2009      2010      2009  

Non-GAAP Basic Net Income Per Share

           

Non-GAAP net income attributable to salesforce.com

   $ 44,353       $ 35,763       $ 123,036       $ 107,531   

Basic Non-GAAP net income per share attributable to salesforce.com common stockholders

     0.34         0.29         0.95         0.87   

Shares used in computing basic net income per share attributable to salesforce.com common stockholders

     130,888         124,561         129,461         123,871   
     Three Months Ended
October 31,
     Nine Months Ended
October 31,
 
     2010      2009      2010      2009  

GAAP Diluted Net Income Per Share

           

Net income attributable to salesforce.com

   $ 21,072       $ 20,691       $ 53,561       $ 60,325   

Diluted net income per share attributable to salesforce.com common stockholders

     0.15         0.16         0.40         0.48   

Shares used in computing diluted net income per share attributable to salesforce.com common stockholders

     137,044         128,596         135,007         126,993   
     Three Months Ended
October 31,
     Nine Months Ended
October 31,
 
     2010      2009      2010      2009  

Non-GAAP Diluted Net Income Per Share

           

Non-GAAP net income attributable to salesforce.com

   $ 44,353       $ 35,763       $ 123,036       $ 107,531   

Diluted Non-GAAP net income per share attributable to salesforce.com common stockholders

     0.32         0.28         0.91         0.85   

Shares used in computing diluted net income per share attributable to salesforce.com common stockholders

     137,044         128,596         135,007         126,993