Twilio Announces Fourth Quarter and Full Year 2017 Results

• Q4 Total Revenue of $115.2 million, up 41% year-over-year
• Q4 Base Revenue of $105.3 million, up 40% year-over-year
• Q4 Dollar-Based Net Expansion Rate of 118%

Twilio Inc. (NYSE: TWLO), the leading Cloud Communications Platform company, today reported financial results for its fourth quarter and full year ended December 31, 2017.

“We are kicking off our tenth year as a company with fabulous momentum. I’m very proud of the team for our fourth quarter performance, but my excitement lies in the foundations we’ve laid for the next ten years of Twilio,” said Jeff Lawson, Twilio’s Co-Founder and Chief Executive Officer. “We are poised for a stellar year ahead, built on our relentless focus on customer success, quality, and software-fueled innovation.”

Fourth Quarter 2017 Financial Highlights

- Total revenue of $115.2 million for the fourth quarter of 2017, up 41% from the fourth quarter of 2016 and 15% sequentially from the third quarter of 2017.
- Base revenue of $105.3 million for the fourth quarter of 2017, up 40% from the fourth quarter of 2016 and 14% sequentially from the third quarter of 2017.
- GAAP loss from operations of $20.2 million for the fourth quarter of 2017, compared with GAAP loss from operations of $12.8 million for the fourth quarter of 2016. Non-GAAP loss from operations of $3.9 million for the fourth quarter of 2017, compared with non-GAAP profit from operations of $0.1 million for the fourth quarter of 2016.
- GAAP net loss per share attributable to common stockholders of $0.20 based on 93.2 million weighted average shares outstanding in the fourth quarter of 2017, compared with GAAP net loss per share attributable to common stockholders of $0.15 based on 86.1 million weighted average shares outstanding in the fourth quarter of 2016.
- Non-GAAP net loss per share attributable to common stockholders of $0.03 based on 93.2 million weighted average shares outstanding in the fourth quarter of 2017, compared with non-GAAP net profit per share attributable to common stockholders of $0.00 based on 100.2 million Non-GAAP weighted average shares outstanding in the fourth quarter of 2016.

Full Year 2017 Financial Highlights

- Total revenue of $399.0 million for the full year 2017, up 44% from the full year 2016.
- Base revenue of $365.5 million for the full year 2017, up 49% from the full year 2016.
- GAAP loss from operations of $66.1 million for the full year 2017, compared with GAAP loss from operations of $41.3 million for the full year 2016. Non-GAAP loss from operations of $20.1 million for the full year 2017, compared with non-GAAP loss from operations of $12.2 million for the full year 2016.
- GAAP net loss per share attributable to common stockholders of $0.70 based on 91.2 million weighted average shares outstanding for the full year 2017, compared with GAAP net loss per share attributable to common stockholders of $0.78 based on 53.1 million weighted average shares outstanding for the full year 2016.
- Non-GAAP net loss per share attributable to common stockholders of $0.19 based on 91.2 million non-GAAP weighted average diluted shares outstanding for the full year 2017, compared with non-GAAP net loss per share attributable to common stockholders of $0.16 based on 78.6 million non-GAAP weighted average diluted shares outstanding for the full year 2016.

Key Metrics and Recent Business Highlights
- 48,979 Active Customer Accounts as of December 31, 2017, compared to 36,606 Active Customer Accounts as of December 31, 2016.
- Dollar-Based Net Expansion Rate was 118% for the fourth quarter of 2017, compared to 155% for the fourth quarter of 2016.
- Launched our Engage Roadshow program in New York City and Melbourne, bringing together developers and technical decision makers to share their experiences.
- Welcomed Sara Varni, formerly the SVP of Marketing for Salesforce’s Sales Cloud business, as our Chief Marketing Officer. Sara will be focused on scaling our marketing efforts around the world, supporting our commitment to our developer-first strategy while simultaneously taking on the enterprise market.
- Added Ron Huddleston, formerly the Corporate Vice President of the One Commercial Partner Organization for Microsoft, as our Chief Partner Officer. Ron will be responsible for unifying the partner experiences for Twilio across Solution Partners, SIs, VARs, and Resellers.
- Announced that Twilio Studio, our new drag and drop editor, has moved into Beta. Twilio Studio is designed to both expand the universe of people that can engage with our platform and accelerate their development time.

Chief Financial Officer Transition

The Company also announced plans for a transition in finance leadership. Lee Kirkpatrick, who has served as Twilio’s Chief Financial Officer since May 2012, has informed the Company and its Board of Directors of his decision to leave the company. To ensure an orderly transition and continuity of operations, Kirkpatrick will continue to serve as CFO until his successor is found and has moved into the role. The search process will begin shortly and is expected to be completed before the end of the year.

Outlook

Twilio is providing guidance for the first quarter ending March 31, 2018 and full year ending December 31, 2018.

Quarter ending March 31, 2018:
Total Revenue (millions) $ 115.0 to $ 117.0
Base Revenue (millions) $ 108.0 to $ 109.0
Non-GAAP loss from operations (millions) $ 7.0 to $ 6.0
Non-GAAP net loss per share $ 0.07 to $ 0.06
Weighted average shares outstanding (millions) 94.5

Full year ending December 31, 2018:
Total Revenue (millions) $ 506.0 to $ 514.0
Base Revenue (millions) $ 483.0 to $ 487.0
Non-GAAP loss from operations (millions) $ 15.5 to $ 11.5
Non-GAAP net loss per share $ 0.14 to $ 0.10
Weighted average shares outstanding (millions) 96.0
Conference Call Information

Twilio will host a conference call today, February 13, 2018, to discuss fourth quarter and full year 2017 financial results, as well as the first quarter and full year 2018 outlook, at 2 p.m. Pacific Time, 5 p.m. Eastern Time. A live webcast of the conference call, as well as a replay of the call, will be available at https://investors.twilio.com. The conference call can also be accessed by dialing (844) 453-4207, or +1 (647) 253-8638 (outside the U.S. and Canada). The conference ID is 6928729. Following the completion of the call through 11:59 PM Eastern Time on February 20, 2018, a replay will be available by dialing (800) 585-8367 or +1 (416) 621-4642 (outside the U.S. and Canada) and entering passcode 6928729. Twilio has used, and intends to continue to use, its investor relations website as a means of disclosing material non-public information and for complying with its disclosure obligations under Regulation FD.