Workiva Inc. Announces Fourth Quarter and Full Year 2021 Financial Results

• Increased Q4 2021 Subscription & Support Revenue by 28.8% over Q4 2020

• Generated Total Q4 2021 Revenue of $120.8 Million, up 28.7% over Q4 2020

• Full Year 2021 Total Revenue of $443.3 million, up 26.1% over 2020

• Achieved 37.9% YOY Growth of Customers with Annual Contract Value Over $150K

Workiva Inc. (NYSE:WK), the company that simplifies complex work, today announced financial results for its fourth quarter and full year ended December 31, 2021.

"The Workiva team once again delivered strong financial results. In both the fourth quarter and full-year, we beat the high end of our guidance in revenue and operating profit," said Marty Vanderploeg, Chief Executive Officer. "These results reflect our market leadership in transparent connected reporting, and the significant increases we're seeing in macro trends such as digital transformations, increased compliance and reporting requirements, and stakeholder demand for ESG data."

"We saw broad based demand across our solution portfolio in the fourth quarter which resulted in growth of 28.8% in subscription & support revenue, and 28.7% in total revenue," said Jill Klindt, Chief Financial Officer. "We had strong new logo growth with 169 net new logos added, and also delivered a 32% increase in the number of customers with contract values over $100k and achieved our highest revenue retention rate of 97%."

"In 2022, we are strategically investing in our people, technology, partners, and go-to-market strategy in order to capture the significant ESG market opportunity we see ahead of us," added Vanderploeg. "We believe the investments we are making in ESG, along with our other fit-for-purpose solutions, will position us to deliver durable low-to-mid-20% revenue growth."

Fourth Quarter 2021 Financial Highlights

• Revenue: Total revenue for the fourth quarter of 2021 reached $120.8 million, an increase of 28.7% from $93.8 million in the fourth quarter of 2020. Subscription and support revenue contributed $104.3 million, up 28.8% versus the fourth quarter of 2020. Professional services revenue was $16.5 million, an increase of 28.2% compared to the same quarter in the prior year.

• Gross Profit: GAAP gross profit for the fourth quarter of 2021 was $91.6 million compared with $70.2 million in the same quarter of 2020. GAAP gross margin was 75.9% versus 74.8% in the fourth quarter of 2020. Non-GAAP gross profit for the fourth quarter of 2021 was $93.2 million, an increase of 31.3% compared with the prior year's fourth quarter, and non-GAAP gross margin was 77.2% compared to 75.6% in the fourth quarter of 2020.

• Results from Operations: GAAP loss from operations for the fourth quarter of 2021 was $11.5 million compared with a loss of $5.1 million in the prior year's fourth quarter. Non-GAAP income from operations was $2.2 million, compared with non-GAAP income from operations of $5.2 million in the fourth quarter of 2020.

• GAAP Net Loss: GAAP net loss for the fourth quarter of 2021 was $14.3 million compared with a net loss of $8.0 million for the prior year's fourth quarter. GAAP net loss per basic and diluted share was $0.28 compared with a net loss per basic and diluted share of $0.16 in the fourth quarter of 2020.

• Non-GAAP Net Income: Non-GAAP net income for the fourth quarter of 2021 was $1.7 million compared with net income of $4.6 million in the prior year's fourth quarter. Non-GAAP net income per basic share and diluted share was $0.03, compared with net income per basic and diluted share of $0.09 in the fourth quarter of 2020.

• Liquidity: As of December 31, 2021, Workiva had cash, cash equivalents and marketable securities totaling $530.4 million, compared with $530.0 million as of December 31, 2020. Workiva had $345.0 million aggregate principal amount of 1.125% convertible senior notes due in 2026 and $16.7 million of finance lease obligations outstanding as of December 31, 2021.

Key Metrics and Recent Business Highlights

• Customers: Workiva had 4,315 customers as of December 31, 2021, a net increase of 592 customers from December 31, 2020.

• Revenue Retention Rate: As of December 31, 2021, Workiva's revenue retention rate (excluding add-on revenue) was 97.0%, and the revenue retention rate including add-on revenue was 110.0%. Add-on revenue includes changes in both solutions and pricing for existing customers.

• Large Contracts: As of December 31, 2021, Workiva had 1,121 customers with an annual contract value ("ACV") of more than $100,000, up 32% from 847 customers at December 31, 2020. Workiva had 578 customers with an ACV of more than $150,000, up 38% from 419 customers in the fourth quarter of 2020. Workiva had 183 customers with an ACV of more than $300,000, up 54% from 119 customers in the fourth quarter of 2020.

Full Year 2021 Financial Highlights

• Revenue: Total revenue for the full year 2021 reached $443.3 million, an increase of 26.1% from $351.6 million in 2020. Subscription and support revenue contributed $379.3 million, up 28.2% compared to 2020. Professional services revenue was $63.9 million, an increase of 14.8% compared to the prior year.

• Gross Profit: GAAP gross profit for 2021 was $339.5 million compared with $261.4 million in 2020. GAAP gross margin was 76.6% versus 74.4% in the prior year. Non-GAAP gross profit for 2021 was $344.0 million, an increase of 30.0% compared 2020, and non-GAAP gross margin was 77.6% compared to 75.2%.

• Results from Operations: GAAP loss from operations 2021 was $29.4 million compared with a loss of $37.8 million in the prior year. Non-GAAP income from operations was $20.0 million, compared with non-GAAP income from operations of $8.0 million in 2020.

• GAAP Net Loss: GAAP net loss for 2021 was $37.7 million compared with a net loss of $48.4 million in the prior year. GAAP net loss per basic and diluted share was $0.74 compared with a net loss per basic and diluted share of $1.00 in 2020.

• Non-GAAP Net Income: Non-GAAP net income for 2021 was $20.8 million compared with net income of $6.3 million in the prior year. Non-GAAP net income per basic share and diluted share was $0.41 and $0.37, respectively, compared with net income per basic and diluted share of $0.13 and $0.12, respectively, in 2020.

• Cash Flow: Net cash provided by operating activities was $49.8 million in 2021, compared to cash provided by operating activities of $33.2 million in 2020.

Financial Outlook

As of February 22, 2022, Workiva is providing guidance as follows:

First Quarter 2022 Guidance:

• Total revenue is expected to be in the range of $127.0 million to $128.0 million.

• GAAP loss from operations is expected to be in the range of $22.9 million to $21.9 million.

• Non-GAAP loss from operations is expected to be in the range of $7.0 million to $6.0 million.

• GAAP net loss per basic and diluted share is expected to be in the range of $0.46 to $0.44.

• Non-GAAP net loss per basic share is expected to be in the range of $0.16 to $0.14.

• Net loss per basic share is based on 52.6 million weighted-average shares outstanding.

Full Year 2022 Guidance:

• Total revenue is expected to be in the range of $532.0 million to $534.0 million.

• GAAP loss from operations is expected to be in the range of $104.9 million to $102.9 million.

• Non-GAAP loss from operations is expected to be in the range of $37.0 million to $35.0 million.

• GAAP net loss per basic and diluted share is expected to be in the range of $2.08 to $2.04.

• Non-GAAP net loss per basic and diluted share is expected to be in the range of $0.80 to $0.76.

• Net loss per basic and diluted share is based on 53.0 million weighted-average shares outstanding.

Workiva has factored into its guidance the expected impacts of COVID-19 on its business and results of operations based on currently available information. Significant variation from these assumptions could cause the company to change its guidance, and it undertakes no obligation to update its assumptions, expectations or guidance. These statements are forward-looking, and actual results may differ materially, as further discussed below under the heading "Safe Harbor Statement".

Quarterly Conference Call

Workiva will host a conference call today at 5:00 p.m. ET to review the Company’s financial results for the fourth quarter and full year 2021, in addition to discussing the Company’s outlook for the first quarter and full year 2022. To access this call, dial 888-330-2469 (U.S. domestic) or 240-789-2740 (international). The conference ID is 8736384. A live webcast of the conference call will be accessible in the "Investor Relations" section of Workiva’s website at www.workiva.com. A replay of this conference call can also be accessed through March 1, 2022, at 800-770-2030 (U.S. domestic) or 647-362-9199 (international). The replay pass code is 8736384. An archived webcast of this conference call will also be available an hour after the completion of the call in the "Investor Relations" section of the Company’s website at www.workiva.com.

About Workiva

Workiva Inc. (NYSE: WK) simplifies complex work for thousands of organizations worldwide. Customers trust Workiva’s open, intelligent and intuitive platform to connect data, documents and teams. The results: more efficiency, greater transparency and less risk. Learn more at workiva.com.

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Non-GAAP Financial Measures

The non-GAAP adjustments referenced herein relate to the exclusion of stock-based compensation and non-cash interest expense. A reconciliation of GAAP to non-GAAP historical financial measures has been provided in Table I at the end of this press release. A reconciliation of GAAP to non-GAAP guidance has been provided in Table II at the end of this press release.

Workiva believes that the use of non-GAAP gross profit and gross margin, non-GAAP income (loss) from operations, non-GAAP net income (loss) and non-GAAP net income (loss) per share is helpful to its investors. These measures, which are referred to as non-GAAP financial measures, are not prepared in accordance with generally accepted accounting principles in the United States, or GAAP. Non-GAAP gross profit is calculated by excluding stock-based compensation expense attributable to cost of revenues from gross profit. Non-GAAP gross margin is the ratio calculated by dividing non-GAAP gross profit by revenues. Non-GAAP income (loss) from operations is calculated by excluding stock-based compensation expense and amortization expense for acquisition-related intangible assets from loss from operations. Non-GAAP net income (loss) is calculated by excluding stock-based compensation expense, net of tax, amortization expense for acquisition-related intangible assets, and non-cash interest expense related to our convertible senior notes from net loss. Non-GAAP net income (loss) per share is calculated by dividing non-GAAP net income (loss) by the weighted- average shares outstanding as presented in the calculation of GAAP net loss per share. Because of varying available valuation methodologies, subjective assumptions and the variety of equity instruments that can impact a company’s non-cash expenses, Workiva believes that providing non-GAAP financial measures that exclude stock-based compensation expense allows for more meaningful comparisons between its operating results from period to period. For business combinations, we generally allocate a portion of the purchase price to intangible assets. The amount of the allocation is based on estimates and assumptions made by management and is subject to amortization. The amount of purchase price allocated to intangible assets and the term of its related amortization can vary significantly and are unique to each acquisition and thus we do not believe it is reflective of ongoing operations. Under GAAP, certain convertible debt instruments that may be settled in cash on conversion are required to be accounted for as separate liability and equity components in a manner that reflects our non-convertible debt borrowing rate. This results in the debt component being treated as though it was issued at a discount, with the debt discount being accreted as additional non-cash interest expense over the term of the notes using the effective interest method. As a result, we believe that excluding this non-cash interest expense attributable to the debt discount in calculating our non-GAAP measures is useful because this interest expense does not represent a cash outflow and is not indicative of our ongoing operational performance. Workiva’s management uses these non-GAAP financial measures as tools for financial and operational decision making and for evaluating Workiva’s own operating results over different periods of time.

Non-GAAP financial measures may not provide information that is directly comparable to that provided by other companies in Workiva’s industry, as other companies in the industry may calculate non-GAAP financial results differently. In addition, there are limitations in using non-GAAP financial measures because the non-GAAP financial measures are not prepared in accordance with GAAP, may be different from non-GAAP financial measures used by other companies and exclude expenses that may have a material impact on Workiva’s reported financial results. Further, stock-based compensation expense has been and will continue to be for the foreseeable future a significant recurring expense in Workiva’s business and an important part of the compensation provided to its employees. The presentation of non-GAAP financial information is not meant to be considered in isolation or as a substitute for the directly comparable financial measures prepared in accordance with GAAP. Investors should review the reconciliation of non-GAAP financial measures to the comparable GAAP financial measures included below, and not rely on any single financial measure to evaluate Workiva’s business.

Safe Harbor Statement

Certain statements in this press release are "forward-looking statements" within the meaning of Section 21E of the Securities Exchange Act of 1934, as amended, and are subject to the safe harbor created thereby. These statements relate to future events or the Company’s future financial performance and involve known and unknown risks, uncertainties and other factors that may cause the actual results, levels of activity, performance or achievements of the Company or its industry to be materially different from those expressed or implied by any forward-looking statements. In particular, statements about the Company’s expectations, beliefs, plans, objectives, assumptions, future events or future performance contained in this press release are forward-looking statements. In some cases, forward-looking statements can be identified by terminology such as "may," "will," "could," "would," "should," "expect," "plan," "anticipate," "intend," "believe," "estimate," "predict," "potential," "outlook," "guidance" or the negative of those terms or other comparable terminology.

Please see the Company’s documents filed or to be filed with the Securities and Exchange Commission, including the Company’s annual reports filed on Form 10-K and quarterly reports on Form 10-Q, and any amendments thereto for a discussion of certain important risk factors that relate to forward-looking statements contained in this report. The Company has based these forward-looking statements on its current expectations, assumptions, estimates and projections. While the Company believes these expectations, assumptions, estimates and projections are reasonable, such forward-looking statements are only predictions and involve known and unknown risks and uncertainties, many of which are beyond the Company’s control. These and other important factors may cause actual results, performance or achievements to differ materially from those expressed or implied by these forward-looking statements. Any forward-looking statements are made only as of the date hereof, and unless otherwise required by applicable securities laws, the Company disclaims any intention or obligation to update or revise any forward-looking statements, whether as a result of new information, future events or otherwise.

(1) Includes stock-based compensation expense as follows:

(1) We adopted Accounting Standard Update 2020-06, Accounting for Convertible Instruments and Contracts in an Entity's Own Equity, on January 1, 2022. Prior to the adoption, we were required to separately account for liability (debt) and equity (conversion option) components of the convertible senior notes that were issued in August 2019. This resulted in the debt component being treated as though it was issued at a discount, with the debt discount being accreted as additional non-cash interest expense over the term of the notes using the effective interest method. As a result, we excluded this non-cash interest expense attributable to the debt discount in calculating our non-GAAP measures because this interest expense does not represent a cash outflow and is not indicative of our ongoing operational performance. Upon adoption, we recombined the liability and equity components of our outstanding convertible senior notes and the instrument is now accounted for as a single liability. Under this new guidance, we will no longer incur interest expense related to the amortization of the debt discount associated with the conversion option and therefore no longer consider this to be a non-GAAP reconciling item. Accordingly, our guidance above for 2022 reflects the adoption of this new standard.

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