Document
false--12-31Q320162016-09-300001445305Accelerated Filer7130007940000.0010.0010.0010.0011000000000500000000100000000050000000029014665119337843021847310990888290146651193378430218473109908884000084000021000005000280000.0010.0011000000001000000000000P4YP3YP3YP1Y00.47070.47070.44570.45290.46090.42350.44360.44360.01930.01930.01320.01900.01700.01350.01150.0115P10YP6Y1M6DP6Y1M6DP6Y1M6D P6Y1M10D 0001445305 2016-01-01 2016-09-30 0001445305 us-gaap:CommonClassAMember 2016-11-07 0001445305 us-gaap:CommonClassBMember 2016-11-07 0001445305 2015-12-31 0001445305 2016-09-30 0001445305 us-gaap:CommonClassBMember 2016-09-30 0001445305 us-gaap:CommonClassAMember 2015-12-31 0001445305 us-gaap:CommonClassAMember 2016-09-30 0001445305 us-gaap:CommonClassBMember 2015-12-31 0001445305 2015-01-01 2015-09-30 0001445305 2016-07-01 2016-09-30 0001445305 2015-07-01 2015-09-30 0001445305 2015-09-30 0001445305 2016-06-30 0001445305 2015-06-30 0001445305 2014-12-31 0001445305 us-gaap:USTreasurySecuritiesMember 2016-09-30 0001445305 us-gaap:CashAndCashEquivalentsMember us-gaap:MoneyMarketFundsMember 2016-09-30 0001445305 us-gaap:MoneyMarketFundsMember 2016-09-30 0001445305 wk:MarketableSecuritiesMember us-gaap:DomesticCorporateDebtSecuritiesMember 2016-09-30 0001445305 us-gaap:DomesticCorporateDebtSecuritiesMember 2016-09-30 0001445305 us-gaap:USTreasurySecuritiesMember 2015-12-31 0001445305 us-gaap:MoneyMarketFundsMember 2015-12-31 0001445305 us-gaap:DomesticCorporateDebtSecuritiesMember 2015-12-31 0001445305 wk:MarketableSecuritiesMember us-gaap:DomesticCorporateDebtSecuritiesMember 2015-12-31 0001445305 us-gaap:CashAndCashEquivalentsMember us-gaap:MoneyMarketFundsMember 2015-12-31 0001445305 us-gaap:FairValueMeasurementsRecurringMember us-gaap:DomesticCorporateDebtSecuritiesMember 2015-12-31 0001445305 us-gaap:MoneyMarketFundsMember us-gaap:FairValueInputsLevel1Member us-gaap:FairValueMeasurementsRecurringMember 2016-09-30 0001445305 us-gaap:MoneyMarketFundsMember us-gaap:FairValueInputsLevel2Member us-gaap:FairValueMeasurementsRecurringMember 2016-09-30 0001445305 wk:MarketableSecuritiesMember us-gaap:FairValueMeasurementsRecurringMember 2016-09-30 0001445305 us-gaap:FairValueInputsLevel2Member us-gaap:FairValueMeasurementsRecurringMember 2016-09-30 0001445305 us-gaap:MoneyMarketFundsMember us-gaap:FairValueMeasurementsRecurringMember 2015-12-31 0001445305 us-gaap:FairValueInputsLevel1Member us-gaap:FairValueMeasurementsRecurringMember us-gaap:USTreasurySecuritiesMember 2016-09-30 0001445305 us-gaap:FairValueInputsLevel1Member us-gaap:FairValueMeasurementsRecurringMember 2015-12-31 0001445305 us-gaap:FairValueInputsLevel2Member us-gaap:FairValueMeasurementsRecurringMember us-gaap:DomesticCorporateDebtSecuritiesMember 2016-09-30 0001445305 us-gaap:FairValueInputsLevel1Member us-gaap:FairValueMeasurementsRecurringMember us-gaap:DomesticCorporateDebtSecuritiesMember 2015-12-31 0001445305 us-gaap:FairValueMeasurementsRecurringMember 2016-09-30 0001445305 us-gaap:FairValueMeasurementsRecurringMember us-gaap:DomesticCorporateDebtSecuritiesMember 2016-09-30 0001445305 us-gaap:FairValueMeasurementsRecurringMember us-gaap:USTreasurySecuritiesMember 2015-12-31 0001445305 us-gaap:MoneyMarketFundsMember us-gaap:FairValueInputsLevel2Member us-gaap:FairValueMeasurementsRecurringMember 2015-12-31 0001445305 us-gaap:FairValueInputsLevel2Member us-gaap:FairValueMeasurementsRecurringMember 2015-12-31 0001445305 us-gaap:MoneyMarketFundsMember us-gaap:FairValueMeasurementsRecurringMember 2016-09-30 0001445305 us-gaap:FairValueInputsLevel2Member us-gaap:FairValueMeasurementsRecurringMember us-gaap:USTreasurySecuritiesMember 2015-12-31 0001445305 us-gaap:FairValueInputsLevel1Member us-gaap:FairValueMeasurementsRecurringMember us-gaap:DomesticCorporateDebtSecuritiesMember 2016-09-30 0001445305 us-gaap:FairValueMeasurementsRecurringMember us-gaap:USTreasurySecuritiesMember 2016-09-30 0001445305 us-gaap:FairValueInputsLevel1Member us-gaap:FairValueMeasurementsRecurringMember 2016-09-30 0001445305 wk:MarketableSecuritiesMember us-gaap:FairValueMeasurementsRecurringMember 2015-12-31 0001445305 us-gaap:CashAndCashEquivalentsMember us-gaap:FairValueMeasurementsRecurringMember 2016-09-30 0001445305 us-gaap:MoneyMarketFundsMember us-gaap:FairValueInputsLevel1Member us-gaap:FairValueMeasurementsRecurringMember 2015-12-31 0001445305 us-gaap:FairValueMeasurementsRecurringMember 2015-12-31 0001445305 us-gaap:FairValueInputsLevel2Member us-gaap:FairValueMeasurementsRecurringMember us-gaap:DomesticCorporateDebtSecuritiesMember 2015-12-31 0001445305 us-gaap:FairValueInputsLevel1Member us-gaap:FairValueMeasurementsRecurringMember us-gaap:USTreasurySecuritiesMember 2015-12-31 0001445305 us-gaap:CashAndCashEquivalentsMember us-gaap:FairValueMeasurementsRecurringMember 2015-12-31 0001445305 us-gaap:FairValueInputsLevel2Member us-gaap:FairValueMeasurementsRecurringMember us-gaap:USTreasurySecuritiesMember 2016-09-30 0001445305 us-gaap:FairValueInputsLevel3Member 2016-09-30 0001445305 wk:RestrictedStockandRestrictedStockUnitsMember 2015-12-31 0001445305 wk:RestrictedStockandRestrictedStockUnitsMember 2016-09-30 0001445305 wk:RestrictedStockandRestrictedStockUnitsMember 2016-01-01 2016-09-30 0001445305 wk:CostofServicesLicensesandServicesMember 2015-01-01 2015-09-30 0001445305 us-gaap:SellingAndMarketingExpenseMember 2015-01-01 2015-09-30 0001445305 wk:CostofServicesLicensesandServicesMember 2016-07-01 2016-09-30 0001445305 wk:CostofServicesProfessionalServicesMember 2015-01-01 2015-09-30 0001445305 us-gaap:ResearchAndDevelopmentExpenseMember 2015-07-01 2015-09-30 0001445305 us-gaap:SellingAndMarketingExpenseMember 2016-01-01 2016-09-30 0001445305 us-gaap:ResearchAndDevelopmentExpenseMember 2016-01-01 2016-09-30 0001445305 wk:CostofServicesLicensesandServicesMember 2015-07-01 2015-09-30 0001445305 us-gaap:SellingAndMarketingExpenseMember 2016-07-01 2016-09-30 0001445305 us-gaap:GeneralAndAdministrativeExpenseMember 2016-07-01 2016-09-30 0001445305 us-gaap:GeneralAndAdministrativeExpenseMember 2015-07-01 2015-09-30 0001445305 wk:CostofServicesProfessionalServicesMember 2016-07-01 2016-09-30 0001445305 us-gaap:GeneralAndAdministrativeExpenseMember 2016-01-01 2016-09-30 0001445305 wk:CostofServicesLicensesandServicesMember 2016-01-01 2016-09-30 0001445305 wk:CostofServicesProfessionalServicesMember 2015-07-01 2015-09-30 0001445305 us-gaap:ResearchAndDevelopmentExpenseMember 2015-01-01 2015-09-30 0001445305 us-gaap:ResearchAndDevelopmentExpenseMember 2016-07-01 2016-09-30 0001445305 wk:CostofServicesProfessionalServicesMember 2016-01-01 2016-09-30 0001445305 us-gaap:GeneralAndAdministrativeExpenseMember 2015-01-01 2015-09-30 0001445305 us-gaap:SellingAndMarketingExpenseMember 2015-07-01 2015-09-30 0001445305 2015-01-01 2015-12-31 0001445305 wk:EmployeeandNonemployeeStockOptionsMember 2016-09-30 0001445305 wk:RestrictedStockandRestrictedStockUnitsMember 2015-01-01 2015-09-30 0001445305 wk:EmployeeandNonemployeeStockOptionsMember us-gaap:CommonClassAMember 2016-01-01 2016-09-30 0001445305 wk:EquityIncentivePlan2014Member us-gaap:CommonClassAMember 2016-09-30 0001445305 wk:EmployeeandNonemployeeStockOptionsMember us-gaap:CommonClassAMember 2015-01-01 2015-09-30 0001445305 wk:EmployeeandNonemployeeStockOptionsMember 2016-01-01 2016-09-30 0001445305 wk:EquityIncentivePlan2014Member us-gaap:CommonClassAMember 2016-06-01 2016-06-30 0001445305 wk:RestrictedStockandRestrictedStockUnitsMember us-gaap:ExecutiveOfficerMember 2016-01-01 2016-09-30 0001445305 wk:RestrictedStockandRestrictedStockUnitsMember wk:DirectorNonemployeeMember 2016-01-01 2016-09-30 0001445305 wk:EmployeeandNonemployeeStockOptionsMember us-gaap:MinimumMember us-gaap:CommonClassAMember 2016-01-01 2016-09-30 0001445305 wk:EmployeeandNonemployeeStockOptionsMember us-gaap:MaximumMember us-gaap:CommonClassAMember 2016-01-01 2016-09-30 0001445305 us-gaap:CommonClassAMember 2015-01-01 2015-09-30 0001445305 us-gaap:CommonClassBMember 2015-01-01 2015-09-30 0001445305 us-gaap:CommonClassAMember 2016-01-01 2016-09-30 0001445305 us-gaap:CommonClassBMember 2016-01-01 2016-09-30 0001445305 us-gaap:CommonClassAMember 2016-07-01 2016-09-30 0001445305 us-gaap:CommonClassBMember 2015-07-01 2015-09-30 0001445305 us-gaap:CommonClassBMember 2016-07-01 2016-09-30 0001445305 us-gaap:CommonClassAMember 2015-07-01 2015-09-30 0001445305 us-gaap:RestrictedStockMember 2016-01-01 2016-09-30 0001445305 us-gaap:RestrictedStockMember 2015-01-01 2015-09-30 0001445305 us-gaap:StockOptionMember 2016-01-01 2016-09-30 0001445305 us-gaap:StockOptionMember 2015-01-01 2015-09-30 iso4217:USD xbrli:shares xbrli:shares iso4217:USD xbrli:pure
UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
Washington, D.C. 20549
___________________________________
FORM 10-Q
___________________________________
(Mark One)
ý QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934
 
For the quarterly period ended September 30, 2016
OR
o TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934
For transition period from               to
Commission File Number 001-36773
___________________________________
WORKIVA INC.
(Exact name of registrant as specified in its charter)
___________________________________
Delaware
(State or other jurisdiction of incorporation or organization)
 
47-2509828
(I.R.S. Employer Identification Number)
2900 University Blvd
Ames, IA 50010
(888) 275-3125
(Address of principal executive offices and zip code)
(888) 275-3125
(Registrant's telephone number, including area code)
___________________________________

Indicate by check mark whether the Registrant (1) has filed all reports required to be filed by Section 13 or 15(d) of the Securities Exchange Act of 1934 during the preceding 12 months (or for such shorter period that the Registrant was required to file such reports), and (2) has been subject to such filing requirements for the past 90 days. Yes ý No o
Indicate by check mark whether the Registrant has submitted electronically and posted on its corporate Web site, if any, every Interactive Data File required to be submitted and posted pursuant to Rule 405 of Regulation S-T (§232.405 of this chapter) during the preceding 12 months (or for such shorter period that the Registrant was required to submit and post such files). Yes ý No o
Indicate by check mark whether the registrant is a large accelerated filer, an accelerated filer, a non-accelerated filer, or a smaller reporting company. See the definitions of “large accelerated filer,” “accelerated filer” and “smaller reporting company” in Rule 12b-2 of the Exchange Act. (Check one):
Large accelerated filer    o
Accelerated filer ý
 
 
Non-accelerated filer    o    (Do not check if a smaller reporting company)
Smaller reporting company o
Indicate by check mark whether the registrant is a shell company (as defined in Rule 12b-2 of the Exchange Act): Yes o No ý
As of November 7, 2016, there were approximately 30,248,470 shares of the registrant's Class A common stock and 10,966,888 shares of the registrant's Class B common stock outstanding.





WORKIVA INC.
TABLE OF CONTENTS
 
 
 
Page
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 


i

Table of Contents

SPECIAL NOTE REGARDING FORWARD-LOOKING STATEMENTS
Certain statements in this Quarterly Report on Form 10-Q 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. All statements contained in this Quarterly Report on Form 10-Q other than statements of historical facts, including statements regarding our future results of operations and financial position, our business strategy and plans and our objectives for future operations, are forward-looking statements. The words “believe,” “may,” “will,” “estimate,” “continue,” “anticipate,” “intend,” “expect” and similar expressions are intended to identify forward-looking statements. We have based these forward-looking statements largely on our current expectations and projections about future events and financial trends that we believe may affect our financial condition, results of operations, business strategy, short-term and long-term business operations and objectives, and financial needs. These forward-looking statements are subject to a number of risks, uncertainties and assumptions, including those described in “Item 1A. Risk Factors” of our Annual Report on Form 10-K for the year ended December 31, 2015, in “Item 1A. Risk Factors” in Part II of this Quarterly Report on Form 10-Q and in any subsequent filing we make with the SEC, as well as in any documents incorporated by reference that describe risks and factors that could cause results to differ materially from those projected in these forward-looking statements.
Moreover, we operate in a very competitive and rapidly changing environment. New risks emerge from time to time. It is not possible for our management to predict all risks, nor can we assess the impact of all factors on our business or the extent to which any factor, or combination of factors, may cause actual results to differ materially from those contained in any forward-looking statements we may make. In light of these risks, uncertainties and assumptions, the future events and trends discussed in this Quarterly Report on Form 10-Q may not occur and actual results could differ materially and adversely from those anticipated or implied in the forward-looking statements.
Although we believe that the expectations reflected in the forward-looking statements are reasonable, we cannot guarantee future results, levels of activity, performance, achievements or events and circumstances reflected in the forward-looking statements will occur. We are under no duty to update any of these forward-looking statements after completion of this Quarterly Report on Form 10-Q to conform these statements to actual results or revised expectations.

ii

Table of Contents

Part I. Financial Information
Item 1.     Financial Statements
WORKIVA INC.

CONDENSED CONSOLIDATED BALANCE SHEETS
(in thousands, except share and per share amounts)
 
As of September 30, 2016
 
As of December 31, 2015
 
(unaudited)
 
 
ASSETS
 
 
 
Current assets
 
 
 
Cash and cash equivalents
$
42,842

 
$
58,750

Marketable securities
10,995

 
17,420

Accounts receivable, net of allowance for doubtful accounts of $794 and $713 at September 30, 2016 and December 31, 2015, respectively
22,353

 
15,647

Deferred commissions
1,634

 
1,368

Other receivables
1,261

 
818

Prepaid expenses and other current assets
4,972

 
3,875

Total current assets
84,057

 
97,878

 
 
 
 
Property and equipment, net
43,287

 
44,410

Intangible assets, net
995

 
896

Other assets
1,583

 
711

Total assets
$
129,922

 
$
143,895

 
 
 
 
LIABILITIES AND STOCKHOLDERS’ EQUITY
Current liabilities
 
 
 
Accounts payable
$
5,637

 
$
5,138

Accrued expenses and other current liabilities
17,177

 
20,394

Deferred revenue
63,629

 
55,741

Deferred government grant obligation
1,164

 
985

Current portion of capital lease and financing obligations
1,432

 
1,808

Current portion of long-term debt
20

 
18

Total current liabilities
89,059

 
84,084

 
 
 
 
Deferred revenue
15,216

 
7,597

Deferred government grant obligation
1,089

 
1,996

Other long-term liabilities
4,064

 
3,343

Capital lease and financing obligations
20,013

 
21,083

Long-term debt
53

 
73

Total liabilities
129,494

 
118,176

 
 
 
 
Stockholders’ equity
 
 
 
Class A common stock, $0.001 par value per share, 1,000,000,000 shares authorized, 30,218,473 and 29,014,665 shares issued and outstanding at September 30, 2016 and December 31, 2015, respectively
30

 
29

Class B common stock, $0.001 par value per share, 500,000,000 shares authorized, 10,990,888 and 11,933,784 shares issued and outstanding at September 30, 2016 and December 31, 2015, respectively
11

 
12

Preferred stock, $0.001 par value per share, 100,000,000 shares authorized, no shares issued and outstanding

 

Additional paid-in-capital
213,532

 
202,371

Accumulated deficit
(213,395
)
 
(176,934
)
Accumulated other comprehensive income
250

 
241

Total stockholders’ equity
428

 
25,719

Total liabilities and stockholders’ equity
$
129,922

 
$
143,895

See accompanying notes.

1

Table of Contents

WORKIVA INC.

CONDENSED CONSOLIDATED STATEMENTS OF OPERATIONS
(in thousands, except share and per share amounts)
(unaudited)
 
Three months ended September 30,
 
Nine months ended September 30,
 
2016
 
2015
 
2016
 
2015
Revenue
 
 
 
 
 
 
 
Subscription and support
$
36,237

 
$
29,832

 
$
104,791

 
$
84,186

Professional services
8,473

 
6,436

 
27,481

 
21,204

Total revenue
44,710

 
36,268

 
132,272

 
105,390

Cost of revenue
 
 
 
 
 
 
 
Subscription and support
6,694

 
5,319

 
20,651

 
16,768

Professional services
6,040

 
4,457

 
17,766

 
12,423

Total cost of revenue
12,734

 
9,776

 
38,417

 
29,191

Gross profit
31,976

 
26,492

 
93,855

 
76,199

Operating expenses
 
 
 
 
 
 
 
Research and development
14,342

 
12,766

 
42,905

 
36,970

Sales and marketing
22,354

 
20,903

 
62,270

 
50,937

General and administrative
8,015

 
7,153

 
24,850

 
20,178

Total operating expenses
44,711

 
40,822

 
130,025

 
108,085

Loss from operations
(12,735
)
 
(14,330
)
 
(36,170
)
 
(31,886
)
Interest expense
(462
)
 
(494
)
 
(1,420
)
 
(1,517
)
Other income and (expense), net
298

 
163

 
1,152

 
288

Loss before provision for income taxes
(12,899
)
 
(14,661
)
 
(36,438
)
 
(33,115
)
(Benefit) provision for income taxes
(8
)
 
(31
)
 
23

 
(9
)
Net loss
$
(12,891
)
 
$
(14,630
)
 
$
(36,461
)
 
$
(33,106
)
Net loss per common share:
 
 
 
 
 
 
 
Basic and diluted
$
(0.32
)
 
$
(0.37
)
 
$
(0.90
)
 
$
(0.83
)
Weighted average common shares outstanding - basic and diluted
40,762,960

 
39,980,308

 
40,603,430

 
39,735,393

See accompanying notes.



2

Table of Contents

WORKIVA INC.

CONDENSED CONSOLIDATED STATEMENTS OF COMPREHENSIVE LOSS
(in thousands)
(unaudited)
 
Three months ended September 30,
 
Nine months ended September 30,
 
2016
 
2015
 
2016
 
2015
Net loss
$
(12,891
)
 
$
(14,630
)
 
$
(36,461
)
 
$
(33,106
)
Other comprehensive (loss) income, net of tax
 
 
 
 
 
 
 
Foreign currency translation adjustment, net of income tax (expense) of $0 and ($40) for the three months ended September 30, 2016 and 2015, respectively, and net of income tax benefit (expense) of $21 and ($84) for the nine months ended September 30, 2016 and 2015, respectively
(4
)
 
59

 
(37
)
 
104

Unrealized (loss) gain on available-for-sale securities, net of income tax benefit of $5 and $0 for the three months ended September 30, 2016 and 2015, respectively, and net of income tax (expense) of ($28) and $0 for the nine months ended September 30, 2016 and 2015, respectively
(8
)
 
4

 
46

 
4

Other comprehensive (loss) income, net of tax
(12
)
 
63

 
9

 
108

Comprehensive loss
$
(12,903
)
 
$
(14,567
)
 
$
(36,452
)
 
$
(32,998
)
See accompanying notes.



3

Table of Contents

WORKIVA INC.

CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS
(in thousands)
(unaudited)
 
Three months ended September 30,
 
Nine months ended September 30,
 
2016

2015
 
2016
 
2015
Cash flows from operating activities
 
 
 
 
 
 
 
Net loss
$
(12,891
)
 
$
(14,630
)
 
$
(36,461
)
 
$
(33,106
)
Adjustments to reconcile net loss to net cash provided by (used in) operating activities
 
 
 
 
 
 
 
Depreciation and amortization
944

 
1,058

 
2,916

 
3,354

Stock-based compensation expense
3,670

 
3,082

 
10,562

 
7,876

(Recovery of) provision for doubtful accounts
(92
)
 
222

 
78

 
348

Realized gain on sale of available-for-sale securities

 
(7
)
 
(6
)
 
(7
)
Amortization (accretion) of premiums and discounts on marketable securities, net
36

 
32

 
111

 
32

Recognition of deferred government grant obligation
(247
)
 
(236
)
 
(910
)
 
(508
)
Deferred income tax
5

 

 
(7
)
 

Changes in assets and liabilities:
 
 
 
 
 
 
 
Accounts receivable
(4,009
)
 
47

 
(6,734
)
 
(1,448
)
Deferred commissions
(135
)
 
(217
)
 
(264
)
 
(104
)
Other receivables
(365
)
 
(44
)
 
(447
)
 
(656
)
Prepaid expenses and other
415

 
(218
)
 
(1,098
)
 
(139
)
Other assets
(455
)
 
72

 
(841
)
 
166

Accounts payable
279

 
857

 
380

 
2,276

Deferred revenue
13,228

 
1,686

 
15,412

 
3,528

Accrued expenses and other liabilities
2,410

 
3,578

 
(3,012
)
 
1,732

Change in restricted cash

 

 

 
101

Net cash provided by (used in) operating activities
2,793

 
(4,718
)
 
(20,321
)
 
(16,555
)
 
 
 
 
 
 
 
 
Cash flows from investing activities
 
 
 
 
 
 
 
Purchase of property and equipment
(91
)
 
(629
)
 
(1,100
)
 
(1,659
)
Purchase of marketable securities

 
(15,692
)
 
(802
)
 
(15,692
)
Sale of marketable securities

 
3,012

 
7,197

 
3,012

Purchase of intangible assets
(38
)
 
(66
)
 
(152
)
 
(344
)
Net cash (used in) provided by investing activities
(129
)
 
(13,375
)
 
5,143

 
(14,683
)
 
 
 
 
 
 
 
 
Cash flows from financing activities
 
 
 
 
 
 
 
Payment of equity issuance costs

 

 

 
(1,346
)
Proceeds from option exercises
840

 
1,062

 
1,360

 
1,495

Taxes paid related to net share settlements of stock-based compensation awards

 

 
(761
)
 

Changes in restricted cash

 

 

 
300

Repayment of other long-term debt

 
(17
)
 
(18
)
 
(84
)
Principal payments on capital lease and financing obligations
(538
)
 
(522
)
 
(1,446
)
 
(1,683
)
Distributions to members

 

 

 
(35
)
Proceeds from government grants

 
235

 
183

 
548

Payments of issuance costs on line of credit

 

 
(33
)
 

Net cash provided by (used in) financing activities
302

 
758

 
(715
)
 
(805
)
Effect of foreign exchange rates on cash
(9
)
 
(3
)
 
(15
)
 
6

 
 
 
 
 
 
 
 
Net increase (decrease) in cash and cash equivalents
2,957

 
(17,338
)
 
(15,908
)
 
(32,037
)
Cash and cash equivalents at beginning of period
39,885

 
86,432

 
58,750

 
101,131

Cash and cash equivalents at end of period
$
42,842

 
$
69,094

 
$
42,842

 
$
69,094

 
 
 
 
 
 
 
 
Supplemental cash flow disclosure
 
 
 
 
 
 
 
Cash paid for interest
$
600

 
$
488

 
$
1,392

 
$
1,407

Cash paid for income taxes, net of refunds
$
(26
)
 
$

 
$
22

 
$

 
 
 
 
 
 
 
 
Supplemental disclosure of noncash investing and financing activities
 
 
 
 
 
 
 
Fixed assets acquired through capital lease arrangements
$

 
$

 
$

 
$
527

Allowance for tenant improvements
$
80

 
$

 
$
481

 
$
698

Accrued distributions to members
$

 
$

 
$

 
$
60

Purchases of property and equipment, accrued but not paid
$
505

 
$

 
$
505

 
$

See accompanying notes.



4

Table of Contents
WORKIVA INC.
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS


1. Organization and Significant Accounting Policies
Organization
Workiva Inc., a Delaware corporation, and its wholly-owned subsidiaries created Wdesk, a cloud-based platform for enterprises to collect, link, report and analyze business data with control and accountability. The Wdesk proprietary word processing, spreadsheet and presentation applications are integrated and built upon a data management engine, offering synchronized data, controlled collaboration, granular permissions and a full audit trail. We offer our customers solutions in the areas of compliance, risk, finance, accounting, and audit management. Our operational headquarters are located in Ames, Iowa, with additional offices located in the United States, Europe and Canada.
Basis of Presentation and Principles of Consolidation
The financial information presented in the accompanying unaudited condensed consolidated financial statements has been prepared in accordance with U.S. generally accepted accounting principles (“U.S. GAAP”) and in accordance with rules and regulations of the U.S. Securities and Exchange Commission (“SEC”) regarding interim financial reporting. Accordingly, the financial statements do not include all of the information and footnotes required by U.S. GAAP for complete financial statements. The condensed consolidated balance sheet data as of December 31, 2015 was derived from audited financial statements, but does not include all disclosures required by U.S. GAAP. The condensed consolidated financial information should be read in conjunction with the consolidated financial statements and notes included in the Company's Annual Report on Form 10-K for the fiscal year ended December 31, 2015 filed with the SEC on March 1, 2016. In the opinion of management, the accompanying unaudited condensed consolidated financial statements reflect all adjustments, consisting primarily of normal recurring accruals, necessary for a fair presentation of our financial position and results of operations. The operating results for the three and nine months ended September 30, 2016 are not necessarily indicative of the results expected for the full year ending December 31, 2016.
The unaudited condensed consolidated financial statements include the accounts of Workiva Inc. and its wholly-owned subsidiaries. All intercompany accounts and transactions have been eliminated in consolidation.
Use of Estimates
The preparation of consolidated financial statements in conformity with U.S. GAAP requires us to make estimates and assumptions that affect the amounts reported in the consolidated financial statements and accompanying notes. We base our estimates on historical experience and various other assumptions believed to be reasonable. These estimates include, but are not limited to, the determination of the relative selling prices of our services, health insurance claims incurred but not yet reported, collectability of accounts receivable, valuation of available-for-sale marketable securities, useful lives of intangible assets and property and equipment, income taxes and certain assumptions used in the valuation of equity awards. While these estimates are based on our best knowledge of current events and actions that may affect us in the future, actual results may differ materially from these estimates.



5

Table of Contents

New Accounting Pronouncements
In May 2014, the Financial Accounting Standards Board (“FASB”) issued guidance codified in Accounting Standards Codification (“ASC”) 606, Revenue Recognition - Revenue from Contracts with Customers, which amends the guidance in former ASC 605, Revenue Recognition. In August 2015, the FASB approved the deferral of the effective date of the standard by one year. The new guidance is effective for our fiscal year beginning January 1, 2018 instead of January 1, 2017 and permits the use of either a full retrospective or modified retrospective transition method. Entities are permitted to adopt the guidance in accordance with the original effective date if they choose. We plan to adopt this guidance on the effective date. We have not determined our transition method, and we are currently evaluating the impact the provisions of ASC 606 will have on our consolidated financial statements.
In April 2015, the FASB issued Accounting Standards Update (“ASU”) 2015-05, Intangibles-Goodwill and Other-Internal-Use Software (Subtopic 350-40): Customer’s Accounting for Fees Paid in a Cloud Computing Arrangement. The amendments in this update provide guidance to customers about whether a cloud computing arrangement includes a software license. The amendment was effective for interim and annual periods beginning after December 15, 2015 with early adoption permitted. Effective January 1, 2016, we adopted this standard prospectively. The adoption did not have a material impact on our consolidated financial statements.
In April 2015, the FASB issued ASU 2015-03, Interest - Imputation of Interest (Subtopic 835-30): Simplifying the Presentation of Debt Issuance Costs. The standard requires debt issuance costs related to a recognized debt liability be presented in the balance sheet as a direct deduction from the carrying amount of that debt liability, consistent with debt discounts. The recognition and measurement guidance for debt issuance costs are not affected. The standard became effective for interim and annual periods beginning after December 15, 2015. Effective January 1, 2016, we adopted this standard. The adoption did not have a material impact on our consolidated financial statements.
In February 2016, the FASB issued guidance codified in ASC 842, Leases, which supersedes the guidance in former ASC 840, Leases, to increase transparency and comparability among organizations by requiring recognition of lease assets and lease liabilities on the balance sheet and disclosure of key information about leasing arrangements. The standard will become effective for interim and annual periods beginning after December 15, 2018, with early adoption permitted. The guidance is required to be adopted at the earliest period presented using a modified retrospective approach. We are currently evaluating the impact the provisions will have on our consolidated financial statements and whether we will adopt the guidance early.
In March 2016, the FASB issued ASU 2016-09, Stock Compensation (Topic 718): Improvements to Employee Share-Based Payment Accounting. Under this ASU, entities are permitted to make an accounting policy election to either estimate forfeitures on share-based payment awards, as required by current guidance, or to recognize forfeitures as they occur. We will be required to make this election at the entity level using a modified retrospective transition method, with a cumulative-effect adjustment to the accumulated deficit. The guidance will be effective for interim and annual periods beginning after December 15, 2016, with early adoption permitted. We plan to adopt this update on the effective date and are currently evaluating the impact it will have on our consolidated financial statements. The remaining provisions of ASU 2016-09 are not expected to have a material impact on our consolidated financial statements.


6

Table of Contents

2. Supplemental Consolidated Balance Sheet and Statement of Operations Information
Other Assets
Other assets consisted of (in thousands):
 
September 30, 2016
 
December 31, 2015
Deposits and prepayments
$
1,166

 
$
708

Refundable tax credits
330

 

Other assets
87

 
3

 
$
1,583

 
$
711


Accrued Expenses and Other Current Liabilities
Accrued expenses and other current liabilities consisted of (in thousands):
 
September 30, 2016
 
December 31, 2015
Accrued vacation
$
4,336

 
$
3,604

Accrued commissions
2,307

 
2,470

Accrued bonuses
6,421

 
9,598

Estimated health insurance claims
1,100

 
900

Accrued other liabilities
3,013

 
3,822

 
$
17,177

 
$
20,394


Other Income and (Expense), net
Other income and (expense), net for the three and nine months ended September 30, 2016 and 2015 consisted of (in thousands):
 
Three months ended September 30,
 
Nine months ended September 30,
 
2016
 
2015
 
2016
 
2015
Interest income
$
64

 
$
51

 
$
209

 
$
78

Income from training reimbursement program
247

 
236

 
910

 
508

Other
(13
)
 
(124
)
 
33

 
(298
)
 
$
298

 
$
163

 
$
1,152

 
$
288





7

Table of Contents

3. Marketable Securities
At September 30, 2016, marketable securities consisted of the following (in thousands):
 
Amortized Cost
 
Unrealized Gains
 
Unrealized Losses
 
Aggregate Fair Value
U.S. treasury debt securities
$
3,505

 
$
1

 
$

 
$
3,506

U.S. corporate debt securities
7,478

 
12

 
(1
)
 
7,489

Money market funds
37,455

 

 

 
37,455

 
$
48,438

 
$
13

 
$
(1
)
 
$
48,450

Included in cash and cash equivalents
$
37,455

 
$

 
$

 
$
37,455

Included in marketable securities
$
10,983

 
$
13

 
$
(1
)
 
$
10,995


At December 31, 2015, marketable securities consisted of the following (in thousands):
 
Amortized Cost
 
Unrealized Gains
 
Unrealized Losses
 
Aggregate Fair Value
U.S. treasury debt securities
$
4,805

 
$

 
$
(31
)
 
$
4,774

U.S. corporate debt securities
12,679

 
1

 
(34
)
 
12,646

Money market funds
53,365

 

 

 
53,365

 
$
70,849

 
$
1

 
$
(65
)
 
$
70,785

Included in cash and cash equivalents
$
53,365

 
$

 
$

 
$
53,365

Included in marketable securities
$
17,484

 
$
1

 
$
(65
)
 
$
17,420


The following table presents gross unrealized losses and fair values for those marketable securities that were in an unrealized loss position as of September 30, 2016, aggregated by investment category and the length of time that individual securities have been in a continuous loss position (in thousands):
 
As of September 30, 2016
 
Less than 12 months
 
12 months or greater
 
Fair Value
 
Unrealized Loss
 
Fair Value
 
Unrealized Loss
U.S. corporate debt securities
$
2,042

 
$
(1
)
 
$

 
$

Total
$
2,042

 
$
(1
)
 
$

 
$


We do not believe any of the unrealized losses represented an other-than-temporary impairment based on our evaluation of available evidence, which includes our intent as of September 30, 2016 to hold these investments until the cost basis is recovered.
4. Fair Value Measurements
We determine the fair values of our financial instruments based on the fair value hierarchy, which requires an entity to maximize the use of observable inputs and minimize the use of unobservable inputs when measuring fair value. Fair value is defined as the price that would be received to sell an asset or paid to transfer a liability in an orderly transaction between market participants at the measurement date. The fair value assumes that the transaction to sell the asset or transfer the liability occurs in the principal or most advantageous market for the asset or liability and establishes that the fair value of an asset or liability shall be determined based on the assumptions that market participants would use in pricing the asset or liability. The classification of a financial asset or liability within the hierarchy is based upon the lowest level input


8

Table of Contents

that is significant to the fair value measurement. The fair value hierarchy prioritizes the inputs into three levels that may be used to measure fair value:
Level 1 -
Inputs are unadjusted quoted prices in active markets for identical assets or liabilities.
Level 2 -
Inputs are quoted prices for similar assets and liabilities in active markets or inputs that are observable for the asset or liability, either directly or indirectly through market corroboration, for substantially the full term of the financial instrument.
Level 3 -
Inputs are unobservable inputs based on our assumptions.
Financial Assets
Cash equivalents primarily consist of AAA-rated money market funds with overnight liquidity and no stated maturities. We classified cash equivalents as Level 1 due to the short-term nature of these instruments and measured the fair value based on quoted prices in active markets for identical assets.
When available, our marketable securities are valued using quoted prices for identical instruments in active markets. If we are unable to value our marketable securities using quoted prices for identical instruments in active markets, we value our investments using broker reports that utilize quoted market prices for comparable instruments. We validate, on a sample basis, the derived prices provided by the brokers by comparing their assessment of the fair values of our investments against the fair values of the portfolio balances of another third-party professional pricing service. As of September 30, 2016, all of our marketable securities were valued using quoted prices for comparable instruments in active markets and are classified as Level 2.
Based on our valuation of our money market funds and marketable securities, we concluded that they are classified in either Level 1 or Level 2 and we have no financial assets measured using Level 3 inputs. The following table presents information about our assets that are measured at fair value on a recurring basis using the above input categories (in thousands):
 
 
Fair Value Measurements as of September 30, 2016
 
Fair Value Measurements as of December 31, 2015
Description
 
Total
 
Level 1
 
Level 2
 
Total
 
Level 1
 
Level 2
Money market funds
 
$
37,455

 
$
37,455

 
$

 
$
53,365

 
$
53,365

 
$

U.S. treasury debt securities
 
3,506

 

 
3,506

 
4,774

 

 
4,774

U.S. corporate debt securities
 
7,489

 

 
7,489

 
12,646

 

 
12,646

 
 
$
48,450

 
$
37,455

 
$
10,995

 
$
70,785

 
$
53,365

 
$
17,420

 
 
 
 
 
 
 
 
 
 
 
 
 
Included in cash and cash equivalents
 
$
37,455

 
 
 
 
 
$
53,365

 
 
 
 
Included in marketable securities
 
$
10,995

 
 
 
 
 
$
17,420

 
 
 
 

Other Fair Value Measurements
At September 30, 2016, the fair value of our debt obligations approximated the carrying amount of $73,000. The estimated fair value was based in part on our consideration of incremental borrowing rates for similar types of borrowing arrangements. We have classified the fair value of our debt obligations as Level 3 due to the lack of relevant observable market data over fair value inputs.


9

Table of Contents

5. Commitments and Contingencies
Lease Commitments
As of September 30, 2016, future estimated minimum lease payments under non-cancelable operating leases were as follows (in thousands):
 
 
Operating Leases
Remainder of 2016
 
$
827

2017
 
3,477

2018
 
3,281

2019
 
2,581

2020
 
2,263

Thereafter
 
10,316

Total minimum lease payments
 
$
22,745


There have been no material changes in our future estimated minimum lease payments under non-cancelable capital and financing leases, as disclosed in our Annual Report on Form 10-K for the year ended December 31, 2015.
Litigation
From time to time we may become involved in legal proceedings or be subject to claims arising in the ordinary course of our business. Although the results of litigation and claims cannot be predicted with certainty, we currently believe that the final outcome of any currently pending legal proceedings to which we are a party will not have a material adverse effect on our business, operating results, financial condition or cash flows. Regardless of the outcome, litigation can have an adverse impact on us because of defense and settlement costs, diversion of management resources and other factors.
6. Stock-Based Compensation
We grant stock-based incentive awards to attract, motivate and retain qualified employees, non-employee directors and consultants, and to align their financial interests with those of our stockholders. We utilize stock-based compensation in the form of restricted stock awards, restricted stock units (together, “restricted stock”) and options to purchase Class A common stock.
As of September 30, 2016, awards outstanding under the 2009 Plan consisted of stock options, and awards outstanding under the 2014 Plan consisted of stock options, restricted stock awards and restricted stock units.
In June 2016, stockholders approved an amendment to the 2014 Plan that increased the number of shares available for grant by 3,900,000. As of September 30, 2016, 4,173,014 shares of Class A common stock were available for grant under the 2014 Plan.
Stock-based compensation expense for the nine months ended September 30, 2016 was $7.0 million and $3.6 million for options to purchase Class A common stock and restricted stock, respectively. Stock-based compensation expense for the nine months ended September 30, 2015 was $5.5 million and $2.4 million for options to purchase Class A common stock and restricted stock, respectively.


10

Table of Contents

Stock-based compensation expense associated with stock options and restricted stock was recorded in the following cost and expense categories consistent with the respective employee or service provider’s related cash compensation (in thousands):
 
Three months ended September 30,
 
Nine months ended September 30,
 
2016
 
2015
 
2016
 
2015
Cost of revenue
 
 
 
 
 
 
 
Subscription and support
$
122

 
$
92

 
$
365

 
$
275

Professional services
100

 
90

 
315

 
251

Operating expenses
 
 
 
 
 
 
 
Research and development
594

 
586

 
1,787

 
1,289

Sales and marketing
567

 
461

 
1,471

 
1,243

General and administrative
2,287

 
1,853

 
6,624

 
4,818

Total
$
3,670

 
$
3,082

 
$
10,562

 
$
7,876


The fair value of each option grant is estimated on the date of grant using the Black-Scholes option-pricing model. Expected volatility is based on historical volatilities for publicly traded stock of comparable companies over the estimated expected life of the options. The expected term represents the period of time the options are expected to be outstanding and is based on the “simplified method” as defined by SEC Staff Accounting Bulletin No. 110 (Topic 14.D.2). We use the “simplified method” due to the lack of sufficient historical exercise data to provide a reasonable basis upon which to otherwise estimate the expected life of the options. The risk-free interest rate is based on yields on U.S. Treasury STRIPS (Separate Trading of Registered Interest and Principal of Securities) with a maturity similar to the estimated expected term of the options. The fair value of our stock options was estimated assuming no expected dividends and the following weighted-average assumptions:
 
Three months ended September 30,
 
Nine months ended September 30,
 
2016
 
2015
 
2016
 
2015
Expected term (in years)
6.1
 
6.1
 
6.1
 
6.1
Risk-free interest rate
1.15% - 1.32%
 
1.70% - 1.93%
 
1.15% - 1.90%
 
1.35% - 1.93%
Expected volatility
44.36% - 44.57%
 
46.09% - 47.07%
 
44.36% - 45.29%
 
42.35% - 47.07%



11

Table of Contents

Stock Options
The following table summarizes the option activity under the Plans for the nine months ended September 30, 2016:




Options
 

Weighted-
Average
Exercise
Price
 
Weighted-
Average
Remaining
Contractual
Term (Years)
 
Aggregate Intrinsic Value
 
 
 
 
 
 
 
(in thousands)
Outstanding at December 31, 2015
6,969,133

 
$
11.37

 
7.7
 
$
43,287

Granted
1,194,119

 
15.24

 
 
 
 
Forfeited
(251,073
)
 
14.58

 
 
 
 
Exercised
(322,228
)
 
4.22

 
 
 
 
Outstanding at September 30, 2016
7,589,951

 
$
12.18

 
7.4
 
$
45,209

 
 
 
 
 
 
 
 
Exercisable at September 30, 2016
4,107,422

 
$
9.69

 
6.3
 
$
34,677


Options to purchase Class A common stock generally vest over a three- or four-year period and are generally granted for a term of ten years. The total intrinsic value of options exercised during the nine months ended September 30, 2016 and 2015 was $3.4 million and $5.9 million, respectively.
The weighted-average grant-date fair value of options granted during the nine months ended September 30, 2016 and 2015 was $6.78 and $6.31, respectively. The total fair value of options vested during the nine months ended September 30, 2016 and 2015 was approximately $6.9 million and $6.8 million, respectively. Total unrecognized compensation expense of $20.4 million related to options will be recognized over a weighted-average period of 2.5 years.
Restricted Stock
We have granted restricted stock awards and restricted stock units to our executive officers that vest in three equal annual installments from the date of grant and restricted stock awards and restricted stock units to non-employee members of our Board of Directors with one-year cliff vesting from the date of grant. The fair value for restricted stock awards and units is calculated based on the stock price on the date of grant. The total fair value of restricted stock awards and units vested during the nine months ended September 30, 2016 was approximately $3.3 million. No restricted stock awards or units vested during the nine months ended September 30, 2015.


12

Table of Contents

The following table summarizes the restricted stock activity under the Plan for the nine months ended September 30, 2016:




Number of Shares
 
Weighted-
Average
Grant Date Fair Value
 
Aggregate Intrinsic Value
 
 
 
 
 
(in thousands)
Outstanding at December 31, 2015
600,025

 
$
13.38

 
$
10,542

Granted
381,952

 
15.11

 
 
Forfeited

 

 
 
Vested
(246,690
)
 
13.35

 
 
Outstanding at September 30, 2016
735,287

 
$
14.29

 
$
13,331


Compensation expense associated with unvested restricted stock is recognized on a straight-line basis over the vesting period. The expense recognized each period is dependent upon our estimate of the number of shares that will ultimately be issued. At September 30, 2016, there was approximately $7.6 million of total unrecognized compensation expense related to restricted stock, which is expected to be recognized over a weighted-average period of 1.8 years.



13

Table of Contents

7. Net Loss Per Share
Basic net loss per share is computed by dividing the net loss by the weighted-average number of shares of common stock outstanding during the period. Diluted net loss per share is computed by giving effect to all potential shares of common stock, including our outstanding stock options and stock related to unvested restricted stock awards to the extent dilutive.
The net loss per share is allocated based on the participation rights of the Class A and Class B common shares as if the loss for the year has been distributed. As the liquidation and dividend rights are identical, the net loss is allocated on a proportionate basis.
We consider unvested restricted stock awards granted under the 2014 Equity Incentive Plan to be participating securities because holders of such shares have non-forfeitable dividend rights in the event of our declaration of a dividend for common shares. In future periods to the extent we are profitable, we will subtract earnings allocated to these participating securities from net income to determine net income attributable to common stockholders.
A reconciliation of the denominator used in the calculation of basic and diluted loss per share is as follows (in thousands, except share and per share data):
 
Three months ended
 
September 30, 2016
 
September 30, 2015
 
Class A
 
Class B
 
Class A
 
Class B
Numerator
 
 
 
 
 
 
 
Net loss
$
(9,369
)
 
$
(3,522
)
 
$
(10,199
)
 
$
(4,431
)
 
 
 
 
 
 
 
 
Denominator
 
 
 
 
 
 
 
Weighted-average common shares outstanding - basic and diluted
29,624,794

 
11,138,166

 
27,870,414

 
12,109,894

Basic and diluted net loss per share
$
(0.32
)
 
$
(0.32
)
 
$
(0.37
)
 
$
(0.37
)
 
Nine months ended
 
September 30, 2016
 
September 30, 2015
 
Class A
 
Class B
 
Class A
 
Class B
Numerator
 
 
 
 
 
 
 
Net loss
$
(26,076
)
 
$
(10,385
)
 
$
(22,849
)
 
$
(10,257
)
 
 
 
 
 
 
 
 
Denominator
 
 
 
 
 
 
 
Weighted-average common shares outstanding - basic and diluted
29,038,566

 
11,564,864

 
27,423,991

 
12,311,402

Basic and diluted net loss per share
$
(0.90
)
 
$
(0.90
)
 
$
(0.83
)
 
$
(0.83
)

The anti-dilutive securities excluded from the weighted-average shares used to calculate the diluted net loss per common share were as follows:
 
As of
 
September 30, 2016
 
September 30, 2015
Shares subject to outstanding common stock options
7,589,951

 
6,945,857

Shares subject to unvested restricted stock awards
353,335

 
654,375



14

Table of Contents

Item 2.    Management’s Discussion and Analysis of Financial Condition and Results of Operations
The following discussion and analysis of our financial condition and results of our operations should be read in conjunction with the condensed consolidated financial statements and related notes included elsewhere in this report and in our Annual Report on Form 10-K filed with the Securities and Exchange Commission on March 1, 2016. In addition to historical consolidated financial information, this discussion contains forward-looking statements that involve risks and uncertainties. Our actual results could differ materially from those discussed below. Factors that could cause or contribute to these differences include, but are not limited to, those identified below, and those discussed in “Item 1A. Risk Factors” of our Annual Report on Form 10-K for the year ended December 31, 2015, in “Item 1A. Risk Factors” in Part II of this Quarterly Report on Form 10-Q and in any subsequent filing we make with the SEC.
Overview
Workiva created Wdesk, a cloud-based productivity platform for enterprises to collect, link, report and analyze business data with control and accountability. Wdesk’s proprietary word processing, spreadsheet and presentation applications are integrated and built upon a data management engine, offering synchronized data, controlled collaboration, granular permissions and a full audit trail. Wdesk empowers our customers to dynamically define their business processes and optimize workflows so that critical data can be reported, analyzed and understood more efficiently. Our customers can gain insights based on their trusted data, which enables better real-time decision-making. Additionally, our customers deploy Wdesk to serve as a single system of record for critical data, to reduce risk and operational costs, and to increase efficiency. As of September 30, 2016, we provided our solutions to more than 2,600 enterprise customers, including over 65% of the FORTUNE 100® and FORTUNE 500® companies(1).
(1) Claim not confirmed by FORTUNE or Time Inc. FORTUNE 500 is a registered trademark of Time Inc. and is used under license. FORTUNE and Time Inc. are not affiliated with, and do not endorse products or services of, Workiva Inc.
Our Wdesk product platform allows multiple users to simultaneously create, review and publish data-linked documents and reports with greater control, accuracy and productivity than ever before. We offer our customers solutions for compliance, risk, finance, accounting and audit management. Underlying these solutions is our scalable, enterprise-grade data engine that collects, aggregates and manages our customers’ unstructured and structured data. Largely in response to customer demand, Workiva has been evolving Wdesk from a point solution for SEC filings to a solution addressing multiple use cases and now toward an enterprise-wide solution. This evolution has presented significant demands on our development team and our sales and marketing groups, particularly in the context of managing resources to improve operating cash flow.
We operate our business on a software-as-a-service (SaaS) model. Customers enter into quarterly, annual and multi-year subscription contracts to utilize Wdesk. Our subscription fee includes the use of our service and technical support. Our pricing is based primarily on the number of corporate entities, number of users, level of customer support, and length of contract. Our pricing model is scaled to the number of users, so the subscription price per user typically decreases as the number of users increases. We charge customers additional fees primarily for document setup and XBRL tagging services. We generate sales primarily through our direct sales force and, to a lesser extent, customer success and professional services teams.
Our integrated platform, subscription-based model, and exceptional customer support have contributed to a low rate of customer turnover while achieving strong revenue growth. Our subscription and support revenue retention rate was 95.0% (excluding add-on seats) for the twelve months ended September 30, 2016.
We continue to invest in the development of our solutions, infrastructure and sales and marketing to drive long-term growth. Our full-time employee headcount expanded to 1,166 at September 30, 2016 from 1,035 at September 30, 2015, an increase of 12.7%.
We have achieved significant revenue growth in recent periods. Our revenue grew to $44.7 million and $132.3 million during the three and nine months ended September 30, 2016 from $36.3 million and


15

Table of Contents

$105.4 million during the three and nine months ended September 30, 2015. We incurred net losses of $12.9 million and $36.5 million during the three and nine months ended September 30, 2016 compared to $14.6 million and $33.1 million during the three and nine months ended September 30, 2015.
We are an “emerging growth company,” as defined in the JOBS Act. We will cease to be an “emerging growth company” upon the earliest of (i) December 31, 2019, (ii) the last day of the first fiscal year in which our annual gross revenue is $1 billion or more, (iii) the date on which we have, during the previous rolling three-year period, issued more than $1 billion in nonconvertible debt securities or (iv) the date on which we qualify as a “large accelerated filer” with at least $700 million of equity securities held by non-affiliates.
Key Factors Affecting Our Performance
New customers. We employ a “land-and-expand” sales strategy that focuses on acquiring new customers through our direct sales model and building our relationships with existing customers over time. Acquiring new customers is a key component of our continued success in the marketplace, growth opportunity and future revenue. We have aggressively invested in and intend to continue to invest in our direct sales force.
Further penetration of existing customers. Our account management teams seek to generate additional revenue from our customers by adding seats to existing subscriptions and by signing new subscriptions for additional business solutions on our platform. We believe a significant opportunity exists for us to sell additional subscriptions to current customers as they become more familiar with our platform and adopt our solutions to address additional business use cases.
Investment in growth. We are expanding our operations, increasing our headcount and developing software to both enhance our current offerings and build new features. We expect our total operating expenses to increase, particularly as we continue to expand our sales operations, marketing activities and development staff. We continue to invest in our sales, marketing and customer success organizations to drive additional revenue and support the growth of our customer base. Investments we make in our sales and marketing and research and development organizations will occur in advance of experiencing any benefits from such investments.
Seasonality. Our revenue from professional services has some degree of seasonality. Many of our customers employ our professional services just before they file their Form 10-K, often in the first calendar quarter. As professional services revenue from our non-SEC offerings continues to grow, we expect our professional services revenue to become less seasonal. Our sales and marketing expense also has some degree of seasonality. Sales and marketing expense is generally higher in the third quarter since we hold our annual user conference in September. In addition, we typically pay cash bonuses to employees in the first quarter, resulting in some seasonality in operating cash flow.


16

Table of Contents

Key Performance Indicators
 
Three months ended September 30,
 
Nine months ended September 30,
 
2016
 
2015
 
2016
 
2015
 
 
 
 
 
 
 
 
 
(dollars in thousands)
Financial metrics
 
 
 
 
 
 
 
Total revenue
$
44,710

 
$
36,268

 
$
132,272

 
$
105,390

Percentage increase in total revenue
23.3
%
 
29.9
%
 
25.5
%
 
27.6
%
Subscription and support revenue
$
36,237

 
$
29,832

 
$
104,791

 
$
84,186

Percentage increase in subscription and support revenue
21.5
%
 
25.9
%
 
24.5
%
 
27.0
%
Subscription and support as a percent of total revenue
81.0
%
 
82.3
%
 
79.2
%
 
79.9
%
 
As of September 30,
 
2016
 
2015
Operating metrics
 
 
 
Number of customers
2,696
 
2,468
Subscription and support revenue retention rate
95.0%
 
96.4%
Subscription and support revenue retention rate including add-ons
108.7%
 
107.7%
Total customers. We believe total number of customers is a key indicator of our financial success and future revenue potential. We define a customer as an entity with an active subscription contract as of the measurement date. Our customer is typically a parent company or, in a few cases, a significant subsidiary that works with us directly. Companies with publicly listed securities account for a substantial majority of our customers.
Subscription and support revenue retention rate. We calculate our subscription and support revenue retention rate by annualizing the subscription and support revenue recorded in the first month of the measurement period for only those customers in place throughout the entire measurement period, thereby excluding any attrition. We divide the result by the annualized subscription and support revenue in the first month of the measurement period for all customers in place at the beginning of the measurement period. The measurement period is based on the trailing twelve months.
Our subscription and support revenue retention rate was 95.0% at the September 2016 measurement date, down from 96.4% as of September 2015. We believe that our success in maintaining a high rate of revenue retention is attributable primarily to our robust technology platform and strong customer service. Customers being acquired or ceasing to file SEC reports has been the largest contributing factor to our revenue attrition.
Subscription and support revenue retention rate including add-ons. Add-on revenue includes the change in both seats purchased and seat pricing for existing customers. We calculate our subscription and support revenue retention rate including add-ons by annualizing the subscription and support revenue recorded in the last month of the measurement period for only those customers in place throughout the entire measurement period. We divide the result by the annualized subscription and support revenue in the first month of the measurement period for all customers in place at the beginning of the measurement period. The measurement period is based on the trailing twelve months.


17

Table of Contents

Our subscription and support revenue retention rate including add-ons was 108.7% at the September 2016 measurement date, up from 107.7% as of September 2015. Shifting the focus of our sales team covering existing customers toward use cases with larger target deal sizes drove most of the rate increase.
Components of Results of Operations
Revenue
We generate revenue through the sale of subscriptions to our cloud-based software and the delivery of professional services. We serve a wide range of customers in many industries, and our revenue is not concentrated with any single customer or small group of customers. For the nine months ended September 30, 2016 and 2015, no single customer represented more than 1% of our revenue, and our largest ten customers accounted for less than 5% of our revenue in the aggregate.
We generate sales directly through our sales force. We also identify some sales opportunities with existing customers through our customer success and professional services teams.
Our customer contracts typically range in length from three to 36 months. Our arrangements do not contain general rights of return. We typically invoice our customers for subscription fees in advance on a quarterly, annual, two-year or three-year basis, with payment due at the start of the subscription term. In 2015, we began to move toward a standard minimum subscription term of one year and plan to convert most of our quarterly contracts to annual over the next few years. In addition, we continue to offer limited incentives for customers to enter into contract terms of more than one year, typically for terms of two or three years. Unpaid invoice amounts for services starting in future periods are excluded from accounts receivable and deferred revenue. Invoiced amounts are reflected as accounts receivable once we have initiated services with an offset to deferred revenue or revenue depending on whether the revenue recognition criteria have been met.
Subscription and Support Revenue. We recognize the aggregate minimum subscription and support fees ratably on a straight-line basis over the subscription term, provided that an enforceable contract has been signed by both parties, access to our SaaS solutions has been granted to the customer, the fee for the subscription and support is fixed or determinable, and collection is reasonably assured.
Professional Services Revenue. We believe our professional services facilitate the sale of our subscription service to certain customers. To date, most of our professional services have consisted of document set up, XBRL tagging, and consulting with our customers on business processes and best practices for using Wdesk. Our professional services are not required for customers to utilize our solution. We recognize revenue for our professional services contracts when the services are performed.    
Cost of Revenue
Cost of revenue consists primarily of personnel and related costs directly associated with our professional services, customer success teams and training personnel, including salaries, benefits, bonuses and stock-based compensation; the costs of contracted third-party vendors; the costs of server usage by our customers; information technology costs and facility costs. Costs of server usage are comprised primarily of fees paid to Google Cloud Platform and Amazon Web Services.


18

Table of Contents

Sales and Marketing Expenses
Sales and marketing expenses consist primarily of personnel and related costs, including salaries, benefits, bonuses, commissions, travel, and stock-based compensation. Other costs included in this expense are marketing and promotional events, our annual user conference, online marketing, product marketing, information technology costs and facility costs. We capitalize and amortize sales commissions that are directly attributable to a contract over the lesser of twelve months or the non-cancelable term of the customer contract based on the terms of our commission arrangements.
Research and Development Expenses
Research and development expenses consist primarily of personnel and related costs, including salaries, benefits, bonuses, and stock-based compensation; costs of server usage by our developers; information technology costs; and facility costs.
General and Administrative Expenses
General and administrative expenses consist primarily of personnel and related costs for our executive, finance and accounting, legal, human resources, and administrative personnel, including salaries, benefits, bonuses, and stock-based compensation; legal, accounting, and other professional service fees; other corporate expenses; information technology costs; and facility costs.


19

Table of Contents

Results of Operations
The following table sets forth selected consolidated statement of operations data for each of the periods indicated:
 
Three months ended September 30,
 
Nine months ended September 30,
 
2016
 
2015
 
2016
 
2015
 
 
 
 
 
 
 
 
 
(in thousands)
Revenue
 
 
 
 
 
 
 
Subscription and support
$
36,237

 
$
29,832

 
$
104,791

 
$
84,186

Professional services
8,473

 
6,436

 
27,481

 
21,204

Total revenue
44,710

 
36,268

 
132,272

 
105,390

Cost of revenue
 
 
 
 
 
 
 
Subscription and support(1)
6,694

 
5,319

 
20,651

 
16,768

Professional services(1)
6,040

 
4,457

 
17,766

 
12,423

Total cost of revenue
12,734

 
9,776

 
38,417

 
29,191

Gross profit
31,976

 
26,492

 
93,855

 
76,199

Operating expenses
 
 
 
 
 
 
 
Research and development(1)
14,342

 
12,766

 
42,905

 
36,970

Sales and marketing(1)
22,354

 
20,903

 
62,270

 
50,937

General and administrative(1)
8,015

 
7,153

 
24,850

 
20,178

Total operating expenses
44,711

 
40,822

 
130,025

 
108,085

Loss from operations
(12,735
)
 
(14,330
)
 
(36,170
)
 
(31,886
)
Interest expense
(462
)
 
(494
)
 
(1,420
)
 
(1,517
)
Other income and (expense), net
298

 
163

 
1,152

 
288

Loss before provision for income taxes
(12,899
)
 
(14,661
)
 
(36,438
)
 
(33,115
)
(Benefit) provision for income taxes
(8
)
 
(31
)
 
23

 
(9
)
Net loss
$
(12,891
)
 
$
(14,630
)
 
$
(36,461
)
 
$
(33,106
)


20

Table of Contents

(1)     Stock-based compensation expense included in these line items was as follows:
<
 
Three months ended September 30,
 
Nine months ended September 30,
 
2016
 
2015
 
2016
 
2015
 
 
 
 
 
 
 
 
 
(in thousands)
Cost of revenue
 
 
 
 
 
 
 
Subscription and support
$
122

 
$
92

 
$
365

 
$
275