0001261333FALSE00012613332024-09-052024-09-05

UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
WASHINGTON, D.C. 20549
______________________________________

FORM 8-K
______________________________________

CURRENT REPORT

Pursuant to Section 13 or 15(d) of the Securities Exchange Act of 1934

Date of Report (Date of earliest event reported): September 5, 2024
Commission File Number: 001-38465
______________________________________
DOCUSIGN, INC.
(Exact name of registrant as specified in its charter)
______________________________________
Delaware91-2183967
(State or Other Jurisdiction of Incorporation)(I.R.S. Employer Identification Number)
221 Main St.Suite 1550San FranciscoCalifornia94105
(Address of Principal Executive Offices) (Zip Code)

(415) 489-4940
(Registrant’s Telephone Number, Including Area Code)

Check the appropriate box below if the Form 8-K filing is intended to simultaneously satisfy the filing obligation of the registrant under any of the following provisions (see General Instructions A.2. below):
¨Written communications pursuant to Rule 425 under the Securities Act (17 CFR 230.425)
¨Soliciting material pursuant to Rule 14a-12 under the Exchange Act (17 CFR 240.14a-12)
¨Pre-commencement communications pursuant to Rule 14d-2(b) under the Exchange Act (17 CFR 240.14d-2(b))
¨Pre-commencement communications pursuant to Rule 13e-4(c) under the Exchange Act (17 CFR 240.13e-4(c))
Securities registered pursuant to Section 12(b) of the Act:
Title of each classTrading SymbolName of each exchange on which registered
Common Stock, par value $0.0001 per shareDOCUThe Nasdaq Global Select Market
Indicate by check mark whether the registrant is an emerging growth company as defined in Rule 405 of the Securities Act of 1933 (§230.405 of this chapter) or Rule 12b-2 of the Securities Exchange Act of 1934 (§240.12b-2 of this chapter).

Emerging growth company ¨

If an emerging growth company, indicate by check mark if the registrant has elected not to use the extended transition period for complying with any new or revised financial accounting standards provided pursuant to Section 13(a) of the Exchange Act. ¨



Item 2.02    Results of Operations and Financial Condition.

On September 5, 2024, Docusign, Inc. (the “Company”) reported financial results for the three and six months ended July 31, 2024. A copy of the press release is furnished as Exhibit 99.1 to this Current Report on Form 8-K.

The press release is being furnished and shall not be deemed to be “filed” for purposes of Section 18 of the Securities Exchange Act of 1934, as amended, or otherwise subject to the liabilities of that section or Sections 11 and 12(a)(2) of the Securities Act of 1933, as amended. The information in this Item 2.02 and in the accompanying Exhibit 99.1 shall not be deemed incorporated by reference into any registration statement or other filing with the Securities and Exchange Commission made by the Company, whether made before or after the date of this Current Report, regardless of any general incorporation language in such filing, except as shall be expressly set forth by specific references in such filing.


Item 9.01     Financial Statements and Exhibits.

(d) Exhibits:

Exhibit No.Description
99.1
104Cover Page Interactive Data File (embedded within the Inline XBRL document)



SIGNATURES

Pursuant to the requirements of the Securities Exchange Act of 1934, the registrant has duly caused this report to be signed on its behalf by the undersigned thereunto duly authorized.

Date: September 5, 2024
DOCUSIGN, INC.
By:/s/ Blake Grayson
Blake Grayson
Chief Financial Officer
(Principal Accounting and Financial Officer)



DOCUSIGN, INC.
Exhibit 99.1

Docusign Announces Second Quarter Fiscal 2025 Financial Results

San Francisco – September 5, 2024 – Docusign, Inc. (NASDAQ: DOCU) today announced results for its fiscal quarter ended July 31, 2024. Prepared remarks and the news release with the financial results will be accessible on Docusign’s website at investor.docusign.com prior to its webcast.

“Docusign continued its evolution with improved business stability and increased efficiency, resulting in record operating profit,” said Allan Thygesen, CEO of Docusign. “We’re proud that we began shipping our Intelligent Agreement Management platform this quarter and we are encouraged by the early results and customer feedback.”

Second Quarter Financial Highlights

▪Total revenue was $736.0 million, an increase of 7% year-over-year. Subscription revenue was $717.4 million, an increase of 7% year-over-year. Professional services and other revenue was $18.7 million, an increase of 2% year-over-year.
▪Billings were $724.5 million, an increase of 2% year-over-year.
▪GAAP gross margin was 78.9% compared to 78.8% in the same period last year. Non-GAAP gross margin was 82.2% compared to 82.3% in the same period last year.
▪GAAP net income per basic share was $4.34 on 205 million shares outstanding compared to $0.04 on 204 million shares outstanding in the same period last year.
▪GAAP net income per diluted share was $4.26 on 208 million shares outstanding compared to $0.04 on 208 million shares outstanding in the same period last year.
▪Non-GAAP net income per diluted share was $0.97 on 208 million shares outstanding compared to $0.72 on 208 million shares outstanding in the same period last year.
▪Net cash provided by operating activities was $220.2 million compared to $211.0 million in the same period last year.
▪Free cash flow was $197.9 million compared to $183.6 million in the same period last year.
▪Cash, cash equivalents, restricted cash and investments were $1.0 billion at the end of the quarter.
▪Repurchases of common stock were $200.1 million compared to $30.0 million in the same period last year.
A reconciliation of GAAP to non-GAAP financial measures has been provided in the tables included in this press release. An explanation of these measures is also included below under the heading “Non-GAAP Financial Measures and Other Key Metrics.”

Operational and Other Financial Highlights:

Docusign Intelligent Agreement Management (“IAM”) General Availability: Docusign announced the beginning of general availability for IAM, a new category of AI-powered cloud software that helps streamline and automate agreement processes.
▪IAM Release 1 Availability: IAM applications, which include IAM Core, IAM for Sales, and IAM for CX, are now generally available in the U.S. IAM for CX went live for small and medium-sized commercial customers in North America and Australia. IAM will continue to rollout to enterprise and self-service customers across additional geographies throughout the fiscal year.
Executive Appointments: Docusign announced the following new leaders:
▪Paula Hansen joined Docusign as President and Chief Revenue Officer, leading enterprise and commercial sales and partnership teams worldwide. Most recently, Hansen served as President and Chief Revenue Officer at Alteryx, where she was responsible for leading the global go-to-market organization, which includes worldwide sales, sales engineering, partners, marketing, customer experience, customer support and revenue operations. Prior to Alteryx, she served in senior sales roles at SAP and Cisco.
▪Sagnik Nandy joined Docusign as Chief Technology Officer, leading all aspects of engineering, research and engineering operations. Most recently, Nandy served as President and Chief Development Officer at Okta, where he led product, engineering and design for the Workforce Identity Cloud, which includes Okta’s core identity and access management platform. Prior to Okta, he served as VP of Engineering at Google.
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Guidance

The company currently expects the following guidance:

▪Quarter ending October 31, 2024 (in millions, except percentages):
Total revenue$743to$747
Subscription revenue$722to$726
Billings$710to$720
Non-GAAP gross margin81.0%to82.0%
Non-GAAP operating margin28.5%to29.5%
Non-GAAP diluted weighted-average shares outstanding206to211

▪Fiscal Year ending January 31, 2025 (in millions, except percentages):
Total revenue$2,940to$2,952
Subscription revenue$2,864to$2,876
Billings$2,990to$3,030
Non-GAAP gross margin81.0%to82.0%
Non-GAAP operating margin29.0%to29.5%
Non-GAAP diluted weighted-average shares outstanding206to211

A reconciliation of non-GAAP guidance measures to corresponding GAAP guidance measures is not available on a forward-looking basis without unreasonable effort due to the uncertainty regarding, and the potential variability of, expenses that may be incurred in the future. Stock-based compensation-related charges, including employer payroll tax-related items on employee stock transactions, are impacted by many factors, including the timing of employee stock transactions, the future fair market value of our common stock, and our future hiring and retention needs, all of which are difficult to predict and subject to constant change. We have provided a reconciliation of GAAP to non-GAAP financial measures in the financial statement tables for our historical non-GAAP financial results included in this release.

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Webcast Conference Call Information

The company will host a conference call on September 5, 2024 at 2:00 p.m. PT (5:00 p.m. ET) to discuss its financial results. A live webcast of the event will be available on the Docusign Investor Relations website at investor.docusign.com. Prepared remarks and the news release with the financial results will also be accessible on Docusign’s website prior to the webcast. A live dial-in will be available domestically at 877-407-0784 or internationally at 201-689-8560. A replay will be available domestically at 844-512-2921 or internationally at 412-317-6671 until midnight (EST) September 19, 2024 using the passcode 13748491.

About Docusign

Docusign brings agreements to life. Approximately 1.6 million customers and more than a billion people in over 180 countries use Docusign solutions to accelerate the process of doing business and simplify people's lives. With intelligent agreement management, Docusign unleashes business critical data that is trapped inside of documents. Until now, these were disconnected from business systems of record, costing businesses time, money, and opportunity. Using Docusign IAM, companies can create, commit, and manage agreements with solutions created by the #1 company in e-signature and contract lifecycle management (CLM). Learn more at www.docusign.com.

Copyright 2024. Docusign, Inc. is the owner of DOCUSIGN® and all its other marks (www.docusign.com/IP).

Investor Relations:
Docusign Investor Relations
investors@docusign.com

Media Relations:
Docusign Corporate Communications
media@docusign.com
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DOCUSIGN, INC.
Forward-Looking Statements

This press release contains “forward-looking” statements within the meaning of Section 27A of the Securities Act of 1933, as amended, and Section 21E of the Securities Exchange Act of 1934, as amended, that are based on our management’s beliefs and assumptions and on information currently available to management, and which statements involve substantial risk and uncertainties. All statements contained in this press release other than statements of historical fact, including statements regarding our future operating results and financial position, our business strategy and plans, market growth and trends, objectives for future operations, and the impact of such assumptions on our financial condition and results of operations are forward-looking statements. Forward-looking statements in this press release also include, among other things, statements under “Guidance” above and any other statements about expected financial metrics, such as revenue, billings, non-GAAP gross margin, non-GAAP operating margin, non-GAAP diluted weighted-average shares outstanding, and non-financial metrics, as well as statements related to our expectations regarding the benefits and rollout of the Docusign IAM platform. Forward-looking statements generally relate to future events or our future financial or operating performance. In some cases, you can identify forward-looking statements because they contain words such as “may,” “will,” “should,” “expects,” “plans,” “anticipates,” “could,” “intends,” “target,” “projects,” “contemplates,” “believes,” “estimates,” “predicts,” “potential,” or “continue” or the negative of these words or other similar terms or expressions that concern our expectations, strategy, plans or intentions.

Forward-looking statements contained in this press release include, but are not limited to, statements about: our expectations regarding global macro-economic conditions, including the effects of inflation, volatile interest rates, and market volatility on the global economy; our ability to estimate the size and growth of our total addressable market; our ability to compete effectively in an evolving and competitive market; the impact of any data breaches, cyberattacks or other malicious activity on our technology systems; our ability to effectively sustain and manage our growth and future expenses and maintain or increase future profitability; our ability to attract new customers and maintain and expand our existing customer base; our ability to effectively implement and execute our restructuring plans; our ability to scale and update our platform to respond to customers’ needs and rapid technological change, including our ability to successfully incorporate generative artificial intelligence into our existing and future products; our ability to successfully execute our go-to-market and sales strategy for our IAM platform; our ability to expand use cases within existing customers and vertical solutions; our ability to expand our operations and increase adoption of our platform internationally; our ability to strengthen and foster our relationships with developers; our ability to retain our direct sales force, customer success team and strategic partnerships around the world; our ability to identify targets for and execute potential acquisitions and to successfully integrate and realize the anticipated benefits of such acquisitions; our ability to maintain, protect and enhance our brand; the sufficiency of our cash, cash equivalents and capital resources to satisfy our liquidity needs; limitations on us due to obligations we have under our credit facility or other indebtedness; our ability to realize the anticipated benefits of our stock repurchase program; our failure or the failure of our software to comply with applicable industry standards, laws and regulations; our ability to maintain, protect and enhance our intellectual property; our ability to successfully defend litigation against us; our ability to attract large organizations as users; our ability to maintain our corporate culture; our ability to offer high-quality customer support; our ability to hire, retain and motivate qualified personnel, including executive level management; our ability to successfully manage and integrate executive management transitions; uncertainties regarding the impact of general economic and market conditions, including as a result of regional and global conflicts; our ability to successfully implement and maintain new and existing information technology systems, including our ERP system; and our ability to maintain proper and effective internal controls.

Additional risks and uncertainties that could affect our financial results are included in the sections titled “Risk Factors” and “Management’s Discussion and Analysis of Financial Condition and Results of Operations” in our annual report on Form 10-K for the fiscal year ended January 31, 2024 filed on March 21, 2024, our quarterly report on Form 10-Q for the quarter ended July 31, 2024, which we expect to file on September 6, 2024 with the Securities and Exchange Commission (the “SEC”), and other filings that we make from time to time with the SEC. The forward-looking statements made in this press release relate only to events as of the date on which such statements are made. We undertake no obligation to update any forward-looking statements after the date of this press release or to conform such statements to actual results or revised expectations, except as required by law.

Non-GAAP Financial Measures and Other Key Metrics

To supplement our consolidated financial statements, which are prepared and presented in accordance with GAAP, we use certain non-GAAP financial measures, as described below, to understand and evaluate our core operating performance. These non-GAAP financial measures, which may be different than similarly-titled measures used by other companies, are presented to enhance investors’ overall understanding of our financial performance and should not be considered a substitute for, or superior to, the financial information prepared and presented in accordance with GAAP.

We believe that these non-GAAP financial measures provide useful information about our financial performance, enhance the overall understanding of our past performance and future prospects, and allow for greater transparency with respect to important metrics used by our management for financial and operational decision-making. We present these non-GAAP measures to assist investors in seeing our financial performance using a management view, and because we believe that these measures provide an additional tool for investors to use in comparing our core financial
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performance over multiple periods with other companies in our industry. However, these non-GAAP measures are not intended to be considered in isolation from, a substitute for, or superior to our GAAP results.

Non-GAAP gross profit, non-GAAP gross margin, non-GAAP operating expenses, non-GAAP income from operations, non-GAAP operating margin, non-GAAP net income and non-GAAP net income per share: We define these non-GAAP financial measures as the respective GAAP measures, excluding expenses related to stock-based compensation, employer payroll tax on employee stock transactions, amortization of acquisition-related intangibles, amortization of debt discount and issuance costs, fair value adjustments to strategic investments, acquisition-related expenses, lease-related impairment and lease-related charges, restructuring and other related charges, as these costs are not reflective of ongoing operations and, as applicable, other special items. The amount of employer payroll tax-related items on employee stock transactions is dependent on our stock price and other factors that are beyond our control and do not correlate to the operation of the business. When evaluating the performance of our business and making operating plans, we do not consider these items (for example, when considering the impact of equity award grants, we place a greater emphasis on overall stockholder dilution rather than the accounting charges associated with such grants). We believe it is useful to exclude these expenses in order to better understand the long-term performance of our core business and to facilitate comparison of our results to those of peer companies and over multiple periods. In addition to these exclusions, we subtract an assumed provision for income taxes to calculate non-GAAP net income. We utilize a fixed long-term projected tax rate in our computation of the non-GAAP income tax provision to provide better consistency across the reporting periods. For fiscal 2024 and fiscal 2025, we have determined the projected non-GAAP tax rate to be 20%.

Free cash flow: We define free cash flow as net cash provided by operating activities less purchases of property and equipment. We believe free cash flow is an important liquidity measure of the cash that is available (if any), after purchases of property and equipment, for operational expenses, investment in our business, and to make acquisitions. Free cash flow is useful to investors as a liquidity measure because it measures our ability to generate or use cash in excess of our capital investments in property and equipment. Once our business needs and obligations are met, cash can be used to maintain a strong balance sheet and invest in future growth.

Billings: We define billings as total revenues plus the change in our contract liabilities and refund liability less contract assets and unbilled accounts receivable in a given period. Billings reflects sales to new customers plus subscription renewals and additional sales to existing customers. Only amounts invoiced to a customer in a given period are included in billings. We believe billings can be used to measure our periodic performance, when taking into consideration the timing aspects of customer renewals, which represents a large component of our business. Given that most of our customers pay in annual installments one year in advance, but we typically recognize a majority of the related revenue ratably over time, we use billings to measure and monitor our ability to provide our business with the working capital generated by upfront payments from our customers.

For a reconciliation of these non-GAAP financial measures to the most directly comparable GAAP financial measure, please see “Reconciliation of GAAP to Non-GAAP Financial Measures” below.
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DOCUSIGN, INC.
CONDENSED CONSOLIDATED STATEMENTS OF OPERATIONS
(Unaudited)
Three Months Ended July 31,Six Months Ended July 31,
(in thousands, except per share data)2024202320242023
Revenue:
Subscription$717,366 $669,367 $1,408,849 $1,308,674 
Professional services and other18,661 18,320 36,818 40,401 
Total revenue736,027 687,687 1,445,667 1,349,075 
Cost of revenue:
Subscription132,372 116,185 258,974 225,127 
Professional services and other23,093 29,397 45,937 56,942 
Total cost of revenue155,465 145,582 304,911 282,069 
Gross profit580,562 542,105 1,140,756 1,067,006 
Operating expenses:
Sales and marketing287,464 294,838 569,108 575,443 
Research and development147,571 135,960 281,891 251,324 
General and administrative87,129 103,884 179,607 208,695 
Restructuring and other related charges597 811 29,721 29,583 
Total operating expenses522,761 535,493 1,060,327 1,065,045 
Income from operations57,801 6,612 80,429 1,961 
Interest expense(544)(1,592)(688)(3,558)
Interest income and other income, net14,630 17,455 28,739 29,700 
Income before provision for (benefit from) income taxes71,887 22,475 108,480 28,103 
Provision for (benefit from) income taxes(816,324)15,080 (813,491)20,169 
Net income$888,211 $7,395 $921,971 $7,934 
Net income per share attributable to common stockholders:
Basic$4.34 $0.04 $4.49 $0.04
Diluted$4.26 $0.04 $4.40 $0.04
Weighted-average shares used in computing net income per share:
Basic204,604 203,703 205,231 203,177 
Diluted208,274 208,192 209,559 208,284 
Stock-based compensation expense included in costs and expenses:
Cost of revenue—subscription$15,593 $13,081 $29,774 $24,438 
Cost of revenue—professional services and other4,998 7,286 9,700 14,016 
Sales and marketing58,778 51,563 105,049 96,889 
Research and development53,430 45,151 97,632 81,148 
General and administrative31,649 34,592 60,169 74,934 
Restructuring and other related charges208 34 4,836 4,988 

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DOCUSIGN, INC.
CONDENSED CONSOLIDATED BALANCE SHEETS
(Unaudited)
(in thousands)July 31, 2024January 31, 2024
Assets
Current assets
Cash and cash equivalents$619,064 $797,060 
Investments—current319,289 248,402 
Accounts receivable, net309,885 439,299 
Contract assets—current13,449 15,922 
Prepaid expenses and other current assets81,693 66,984 
Total current assets1,343,380 1,567,667 
Investments—noncurrent102,537 121,977 
Property and equipment, net265,544 245,173 
Operating lease right-of-use assets117,877 123,188 
Goodwill455,519 353,138 
Intangible assets, net90,227 50,905 
Deferred contract acquisition costs—noncurrent427,599 409,627 
Deferred tax assets—noncurrent822,026 2,031 
Other assets—noncurrent129,232 97,584 
Total assets$3,753,941 $2,971,290 
Liabilities and Equity
Current liabilities
Accounts payable$8,116 $19,029 
Accrued expenses and other current liabilities93,251 104,037 
Accrued compensation178,603 195,266 
Contract liabilities—current1,307,565 1,320,059 
Operating lease liabilities—current19,769 22,230 
Total current liabilities1,607,304 1,660,621 
Contract liabilities—noncurrent23,020 21,980 
Operating lease liabilities—noncurrent115,832 120,823 
Deferred tax liability—noncurrent18,122 16,795 
Other liabilities—noncurrent28,257 21,332 
Total liabilities1,792,535 1,841,551 
Stockholders’ equity
Common stock20 21 
Treasury stock(2,670)(2,164)
Additional paid-in capital3,087,650 2,821,461 
Accumulated other comprehensive loss(24,548)(19,360)
Accumulated deficit(1,099,046)(1,670,219)
Total stockholders’ equity
1,961,406 1,129,739 
Total liabilities and equity$3,753,941 $2,971,290 

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DOCUSIGN, INC.
CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS
(Unaudited)
Three Months Ended July 31,Six Months Ended July 31,
(in thousands)2024202320242023
Cash flows from operating activities:
Net income$888,211 $7,395 $921,971 $7,934 
Adjustments to reconcile net income to net cash provided by operating activities:
Depreciation and amortization27,022 25,238 51,528 48,105 
Amortization of deferred contract acquisition and fulfillment costs57,255 50,152 111,467 98,382 
Amortization of debt discount and transaction costs139 1,249 277 2,495 
Non-cash operating lease costs4,984 5,751 9,862 11,731 
Stock-based compensation expense164,656 151,707 307,160 296,413 
Deferred income taxes(826,038)1,797 (824,561)3,420 
Other3,851 49 5,323 (782)
Changes in operating assets and liabilities:
Accounts receivable(7,068)(8,478)123,571 99,803 
Prepaid expenses and other current assets(6)2,383 (17,067)(14,420)
Deferred contract acquisition and fulfillment costs(68,183)(56,830)(131,255)(113,356)
Other assets(16,975)(772)(15,058)(8,433)
Accounts payable(10,412)(11,273)(11,575)(20,294)
Accrued expenses and other liabilities(4,680)9,069 (8,160)10,164 
Accrued compensation25,146 18,270 (19,902)(3,312)
Contract liabilities(11,553)22,171 (16,526)40,458 
Operating lease liabilities(6,141)(6,862)(12,021)(13,657)
Net cash provided by operating activities220,208 211,016 475,034 444,651 
Cash flows from investing activities:
Cash paid for acquisition, net of acquired cash(143,611)— (143,611)— 
Purchases of marketable securities(103,603)(120,542)(223,241)(174,372)
Maturities of marketable securities93,509 83,318 175,623 164,017 
Purchases of strategic and other investments(125)(120)(625)(120)
Purchases of property and equipment(22,280)(27,379)(45,033)(46,436)
Net cash used in investing activities(176,110)(64,723)(236,887)(56,911)
Cash flows from financing activities:
Repurchases of common stock(200,076)(30,008)(349,138)(70,480)
Settlement of capped calls, net of related costs— — — 23,688 
Payment of tax withholding obligation on net RSU settlement and ESPP purchase(39,446)(40,044)(81,083)(62,681)
Proceeds from exercise of stock options454 705 1,089 832 
Proceeds from employee stock purchase plan— — 20,190 18,390 
Net cash used in financing activities(239,068)(69,347)(408,942)(90,251)
Effect of foreign exchange on cash, cash equivalents and restricted cash238 1,279 (2,677)2,290 
Net increase (decrease) in cash, cash equivalents and restricted cash(194,732)78,225 (173,472)299,779 
Cash, cash equivalents and restricted cash at beginning of period (1)
822,759 944,755 801,499 723,201 
Cash, cash equivalents and restricted cash at end of period (1)
$628,027 $1,022,980 $628,027 $1,022,980 
(1) Cash, cash equivalents and restricted cash included restricted cash of $9.0 million and $4.4 million at July 31, 2024 and January 31, 2024.
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RECONCILIATION OF GAAP TO NON-GAAP FINANCIAL MEASURES
(Unaudited)

Reconciliation of gross profit (loss) and gross margin:
Three Months Ended July 31,Six Months Ended July 31,
(in thousands)2024202320242023
GAAP gross profit$580,562$542,105$1,140,756$1,067,006
Add: Stock-based compensation20,59120,36739,47438,454
Add: Amortization of acquisition-related intangibles3,0672,3145,1374,717
Add: Employer payroll tax on employee stock transactions8167131,8391,387
Add: Lease-related impairment and lease-related charges—292—721
Non-GAAP gross profit$605,036$565,791$1,187,206$1,112,285
GAAP gross margin78.9 %78.8 %78.9 %79.1 %
Non-GAAP adjustments3.3 %3.5 %3.1 %3.3 %
Non-GAAP gross margin82.2 %82.3 %82.0 %82.4 %
GAAP subscription gross profit$584,994$553,182$1,149,875$1,083,547
Add: Stock-based compensation15,59313,08129,77424,438
Add: Amortization of acquisition-related intangibles3,0672,3145,1374,717
Add: Employer payroll tax on employee stock transactions5954651,387930
Add: Lease-related impairment and lease-related charges—206—505
Non-GAAP subscription gross profit$604,249$569,248$1,186,173$1,114,137
GAAP subscription gross margin81.5 %82.6 %81.6 %82.8 %
Non-GAAP adjustments2.7 %2.4 %2.6 %2.3 %
Non-GAAP subscription gross margin84.2 %85.0 %84.2 %85.1 %
GAAP professional services and other gross loss$(4,432)$(11,077)$(9,119)$(16,541)
Add: Stock-based compensation4,9987,2869,70014,016
Add: Employer payroll tax on employee stock transactions221248452457
Add: Lease-related impairment and lease-related charges—86—216
Non-GAAP professional services and other gross profit$787$(3,457)$1,033$(1,852)
GAAP professional services and other gross margin(23.8)%(60.4)%(24.8)%(40.9)%
Non-GAAP adjustments28.0 %41.5 %27.6 %36.3 %
Non-GAAP professional services and other gross margin4.2 %(18.9)%2.8 %(4.6)%

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Reconciliation of operating expenses:
Three Months Ended July 31,Six Months Ended July 31,
(in thousands)2024202320242023
GAAP sales and marketing$287,464 $294,838 $569,108 $575,443 
Less: Stock-based compensation(58,778)(51,563)(105,049)(96,889)
Less: Amortization of acquisition-related intangibles(3,113)(2,630)(5,742)(5,259)
Less: Employer payroll tax on employee stock transactions(1,595)(1,400)(3,733)(3,070)
Less: Lease-related impairment and lease-related charges— (815)— (2,171)
Non-GAAP sales and marketing$223,978 $238,430 $454,584 $468,054 
GAAP sales and marketing as a percentage of revenue39.1 %42.9 %39.4 %42.7 %
Non-GAAP sales and marketing as a percentage of revenue30.4 %34.7 %31.4 %34.7 %
GAAP research and development$147,571 $135,960 $281,891 $251,324 
Less: Stock-based compensation(53,430)(45,151)(97,632)(81,148)
Less: Employer payroll tax on employee stock transactions(1,754)(1,387)(4,319)(2,795)
Less: Lease-related impairment and lease-related charges— (381)— (873)
Non-GAAP research and development$92,387 $89,041 $179,940 $166,508 
GAAP research and development as a percentage of revenue20.0 %19.8 %19.5 %18.6 %
Non-GAAP research and development as a percentage of revenue12.6 %12.9 %12.4 %12.3 %
GAAP general and administrative$87,129 $103,884 $179,607 $208,695 
Less: Stock-based compensation(31,649)(34,592)(60,169)(74,934)
Less: Employer payroll tax on employee stock transactions(607)(546)(1,285)(978)
Less: Acquisition-related expenses(3,358)— (4,716)— 
Less: Lease-related impairment and lease-related charges— (296)— (695)
Non-GAAP general and administrative$51,515 $68,450 $113,437 $132,088 
GAAP general and administrative as a percentage of revenue11.8 %15.1 %12.4 %15.4 %
Non-GAAP general and administrative as a percentage of revenue7.0 %10.0 %7.8 %9.8 %
    
Reconciliation of income from operations and operating margin:
Three Months Ended July 31,Six Months Ended July 31,
(in thousands)2024202320242023
GAAP income from operations$57,801 $6,612 $80,429 $1,961 
Add: Stock-based compensation164,448 151,673 302,324 291,425 
Add: Amortization of acquisition-related intangibles6,180 4,944 10,879 9,976 
Add: Employer payroll tax on employee stock transactions4,772 4,046 11,176 8,230 
Add: Acquisition-related expenses3,358 — 4,716 — 
Add: Restructuring and other related charges597 811 29,721 29,583 
Add: Lease-related impairment and lease-related charges— 1,784 — 4,460 
Non-GAAP income from operations$237,156 $169,870 $439,245 $345,635 
GAAP operating margin7.9 %1.0 %5.6 %0.1 %
Non-GAAP adjustments24.3 %23.7 %24.8 %25.5 %
Non-GAAP operating margin32.2 %24.7 %30.4 %25.6 %

10

DOCUSIGN, INC.
Reconciliation of net income and net income per share, basic and diluted:
Three Months Ended July 31,Six Months Ended July 31,
(in thousands, except per share data)2024202320242023
GAAP net income$888,211 $7,395 $921,971 $7,934 
Add: Stock-based compensation164,448 151,673 302,324 291,425 
Add: Amortization of acquisition-related intangibles6,180 4,944 10,879 9,976 
Add: Employer payroll tax on employee stock transactions4,772 4,046 11,176 8,230 
Add: Acquisition-related expenses3,358 — 4,716 — 
Add: Restructuring and other related charges597 811 29,721 29,583 
Add: Amortization of debt discount and issuance costs— 1,294 — 2,898 
Add: Fair value adjustments to strategic investments— — — 119 
Add: Lease-related impairment and lease-related charges— 1,784 — 4,460 
Add: Income tax and other tax adjustments(866,572)(22,325)(906,950)(54,790)
Non-GAAP net income$200,994 $149,622 $373,837 $299,835 
Numerator:
Non-GAAP net income$200,994 $149,622 $373,837 $299,835 
Add: Interest expense on convertible senior notes— 46 — 403 
Non-GAAP net income attributable to common stockholders, diluted$200,994 $149,668 $373,837 $300,238 
Denominator:
Weighted-average common shares outstanding, basic204,604 203,703 205,231 203,177 
Effect of dilutive securities3,670 4,489 4,328 5,107 
Non-GAAP weighted-average common shares outstanding, diluted208,274 208,192 209,559 208,284 
GAAP net income per share, basic$4.34 $0.04 $4.49 $0.04 
GAAP net income per share, diluted$4.26 $0.04 $4.40 $0.04 
Non-GAAP net income per share, basic$0.98 $0.73 $1.82 $1.48 
Non-GAAP net income per share, diluted$0.97 $0.72 $1.78 $1.44 

Computation of free cash flow:
Three Months Ended July 31,Six Months Ended July 31,
(in thousands)2024202320242023
Net cash provided by operating activities$220,208 $211,016 $475,034 $444,651 
Less: Purchases of property and equipment(22,280)(27,379)(45,033)(46,436)
Non-GAAP free cash flow$197,928 $183,637 $430,001 $398,215 
Net cash used in investing activities$(176,110)$(64,723)$(236,887)$(56,911)
Net cash used in financing activities$(239,068)$(69,347)$(408,942)$(90,251)

11

DOCUSIGN, INC.
Computation of billings:
Three Months Ended July 31,Six Months Ended July 31,
(in thousands)2024202320242023
Revenue$736,027 $687,687 $1,445,667 $1,349,075 
Add: Contract liabilities and refund liability, end of period1,334,461 1,233,894 1,334,461 1,233,894 
Less: Contract liabilities and refund liability, beginning of period(1,340,680)(1,210,965)(1,343,792)(1,191,269)
Add: Contract assets and unbilled accounts receivable, beginning of period17,179 22,936 20,189 16,615 
Less: Contract assets and unbilled accounts receivable, end of period(17,461)(22,358)(17,461)(22,358)
Add: Contract assets and unbilled accounts receivable by acquisitions53 — 53 — 
Less: Contract liabilities and refund liability contributed by acquisitions(5,071)— (5,071)— 
Non-GAAP billings$724,508 $711,194 $1,434,046 $1,385,957 

12
v3.24.2.u1
Cover
Sep. 05, 2024
Cover [Abstract]  
Document Type 8-K
Document Period End Date Sep. 05, 2024
Entity Registrant Name DOCUSIGN, INC.
Entity Central Index Key 0001261333
Amendment Flag false
Entity Incorporation, State or Country Code DE
Entity File Number 001-38465
Entity Tax Identification Number 91-2183967
Entity Address, Address Line One 221 Main St.
Entity Address, Address Line Two Suite 1550
Entity Address, City or Town San Francisco
Entity Address, State or Province CA
Entity Address, Postal Zip Code 94105
City Area Code 415
Local Phone Number 489-4940
Written Communications false
Soliciting Material false
Pre-commencement Tender Offer false
Pre-commencement Issuer Tender Offer false
Title of 12(b) Security Common Stock, par value $0.0001 per share
Security Exchange Name NASDAQ
Entity Emerging Growth Company false
Trading Symbol DOCU
DocuSign (NASDAQ:DOCU)
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