SailPoint Announces Third Quarter 2021 Financial Results

  • Total ARR of $323.8 million, up 44% year-over-year
  • Third quarter 2021 subscription revenue of $70.8 million, up 39% year-over-year
  • Third quarter 2021 total revenue of $110.1 million, up 17% year-over-year

AUSTIN, Texas–(BUSINESS WIRE)–SailPoint Technologies Holdings, Inc. (NYSE: SAIL) (“SailPoint”), the leader in identity security, today announced financial results for the third quarter ended September 30, 2021.

“SailPoint delivered another excellent quarter, highlighted by 44% total ARR growth and 39% subscription revenue growth. Demand for our SaaS and subscription-based identity security offerings continues to be very strong as global enterprises recognize that SailPoint’s modern identity security solutions are core to their next-generation technology stack,” said Mark McClain, SailPoint CEO and Founder.

“Our transition to a subscription-based model has gone faster than we anticipated and is now largely complete. We believe our best-in-class, cloud-based solutions and the increasingly strategic role identity security now plays has positioned SailPoint well. We look forward to generating high levels of growth for the foreseeable future as we execute against this multi-billion market opportunity.”

Financial Highlights for Third Quarter 2021:

  • ARR: Total ARR at September 30, 2021 was $323.8 million, a 44% increase year-over-year.
  • Revenue: Total revenue was $110.1 million, a 17% increase over Q3 2020. Subscription revenue was $70.8 million, a 39% increase over Q3 2020, of which SaaS revenue was $29.8 million, a 71% increase over Q3 2020.
  • Operating Income (Loss): Loss from operations was $18.7 million compared to income from operations of $1.0 million in Q3 2020. Non-GAAP income from operations was $0.9 million compared to $12.0 million in Q3 2020.
  • Net Income (Loss): Net loss was $19.9 million compared to net loss of $0.7 million in Q3 2020. Net loss per diluted share was $0.21 compared to net loss per diluted share of $0.01 in Q3 2020. Non-GAAP net loss was $0.2 million compared to non-GAAP net income of $10.1 million in Q3 2020. Non-GAAP net loss per diluted share was $0.00 compared to non-GAAP net income per diluted share of $0.11 in Q3 2020.

The tables included in this press release present a reconciliation of non-GAAP income from operations to GAAP income (loss) from operations, non-GAAP net income (loss) to GAAP net loss and non-GAAP to GAAP weighted average outstanding shares, each for the three and nine months ended September 30, 2021 and 2020. An explanation of these measures is also included below under the heading “Non-GAAP Financial Measures.” In addition, see “Operating Metrics” for more information regarding Total ARR.

Financial Outlook:

For the fourth quarter of 2021, SailPoint expects:

  • Total ARR in the range of $358.0 million to $360.0 million
  • Revenue in the range of $112.0 million to $114.0 million
  • Non-GAAP loss from operations in the range of $(11.0) million to $(9.0) million
  • Non-GAAP net loss per basic and diluted common share in the range of $(0.08) to $(0.06), based on an estimated non-GAAP income tax rate of 37% and 93.5 million basic and diluted common shares outstanding. Expectations of non-GAAP loss from operations and non-GAAP net loss per basic and diluted common share exclude items outlined in the “Non-GAAP Financial Measures” section below.

For the full year 2021, SailPoint expects:

  • Total ARR in the range of $358.0 million to $360.0 million
  • Revenue in the range of $415.5 million to $417.5 million
  • SaaS revenue in the range of $110.5 million to $111.5 million
  • Non-GAAP loss from operations in the range of $(8.5) million to $(6.5) million
  • Non-GAAP net loss per basic and diluted common share in the range of $(0.07) to $(0.06), based on an estimated non-GAAP income tax rate of 24% and 93.0 million basic and diluted common shares outstanding. Expectations of non-GAAP loss from operations and non-GAAP net loss per basic and diluted common share exclude items outlined in the “Non-GAAP Financial Measures” section below.

These statements regarding SailPoint’s expectations of its financial outlook are forward-looking and actual results may differ materially. Refer to “Forward-Looking Statements” below for information on the factors that could cause its actual results to differ materially from these forward-looking statements.

All of SailPoint’s forward-looking non-GAAP financial measures exclude estimates for stock-based compensation expense, amortization of acquired intangibles and acquisition related costs. SailPoint has not reconciled its expectations as to non-GAAP income (loss) from operations and non-GAAP net income (loss) per basic and diluted common shares to their most directly comparable GAAP measure due to the high variability and difficulty in making accurate forecasts and projections, particularly with respect to stock-based compensation expense. Stock-based compensation expense is affected by future hiring, turnover, and retention needs, as well as the future fair market value of our common stock, all of which are difficult to predict and subject to change. The actual amount of the excluded stock-based compensation expense will have a significant impact on SailPoint’s GAAP income (loss) from operations and GAAP net income (loss) per basic and diluted common share. Accordingly, reconciliations of our forward-looking non-GAAP income (loss) from operations and non-GAAP net income (loss) per basic and diluted common shares are not available without unreasonable effort.

Conference Call and Webcast:

SailPoint will host a conference call today, November 9, 2021, at 5:00 p.m. Eastern Time to discuss its third quarter 2021 financial results. The dial-in number will be 1-877-407-0792 (toll free) or 1-201-689-8263 (toll/international). Additionally, a live webcast of the conference call will be available on SailPoint’s website at https://investors.sailpoint.com.

Following the conference call, a replay will be available until midnight on Tuesday, November 23, 2021. The replay dial-in number will be 1-844-512-2921 (toll free) or 1-412-317-6671 (toll/international), using the replay pin number: 13723554. An archived webcast of the call will also be available at https://investors.sailpoint.com.

Operating Metrics:

Total annual recurring revenue (“Total ARR”) represents the annualized value of the active portion of SaaS, term-based license, maintenance and support contracts and other subscription services at the end of the reporting period. We calculate Total ARR by dividing the active contract value by the number of days in the active portion of the overall contract term and then multiplying by 365. See Item 2. “Management’s Discussion and Analysis of Financial Condition and Results of Operations” in the Quarterly Report on Form 10-Q for the quarter ended September 30, 2021, which was filed with the Securities and Exchange Commission (the “SEC”) on November 9, 2021 (our “Third Quarter Quarterly Report”) for more information regarding SailPoint’s utilization of the Total ARR metric.

Non-GAAP Financial Measures:

In addition to SailPoint’s financial information presented in accordance with generally accepted accounting principles in the United States (“GAAP”), this press release includes certain non-GAAP financial measures to clarify and enhance investors’ understanding of SailPoint’s past performance and future prospects. Generally, a non-GAAP financial measure is a numerical measure of a company’s operating performance, financial position or cash flow that includes or excludes amounts that are included or excluded from the most directly comparable measure calculated and presented in accordance with GAAP. SailPoint’s management believes the non-GAAP financial measures described below provide useful information to investors regarding the Company’s financial condition and results of operations because they facilitate comparisons of SailPoint’s core operating results from period to period. In addition, SailPoint’s management uses non-GAAP income (loss) from operations for budgeting and planning purposes.

Our non-GAAP financial measures are adjusted for the following factors:

Stock-based compensation expense. We exclude stock-based compensation expense because of varying available valuation methodologies, the use of assumptions and the variety of equity instruments that can impact our non-cash expense. We believe that providing non-GAAP financial measures that exclude stock-based compensation expense allows for more meaningful comparisons between our operating results from period to period.

Amortization of acquired intangible assets. We believe that excluding the impact of amortization of acquired intangible assets allows for more meaningful comparisons between operating results from period to period as the intangible assets are valued at the time of acquisition and are amortized over the useful life, which can be several years after the acquisition.

Amortization of debt discount and issuance costs. The expense for the amortization of debt discount and issuance costs, which relate to SailPoint’s credit agreement (which is undrawn) and the convertible senior notes issued in 2019 (the “Notes”), is a non-cash item, and we believe the exclusion of this component of interest expense provides a more useful comparison of our operational performance from period to period. See our Third Quarter Quarterly Report for information regarding the impact of the early adoption of Accounting Standards Update (“ASU”) 2020-06 effective January 1, 2021.

Acquisition related costs and impairment of intangible assets. We exclude these expenses because they are unrelated to our current operations and are not comparable to the prior period nor indicative of future results. See our Third Quarter Quarterly Report for information for a discussion of our recent acquisitions.

SailPoint’s non-GAAP financial measures may not provide information that is directly comparable to that provided by other companies in our industry because they may calculate non-GAAP financial results differently. In addition, there are limitations to using non-GAAP financial measures because they are not prepared in accordance with GAAP and exclude expenses that may have a material impact on our reported financial results. The presentation of non-GAAP financial information is not meant to be considered in isolation or as a substitute for the directly comparable financial measures prepared in accordance with GAAP. SailPoint urges you to review the reconciliations of our non-GAAP financial measures to the comparable GAAP financial measures included below, and not to rely on any single financial measure to evaluate its business.

Non-GAAP income from operations. SailPoint believes that the use of non-GAAP income from operations is helpful to our investors to clarify and enhance their understanding of past performance and future prospects. Non-GAAP income from operations is calculated as income (loss) from operations on a GAAP basis excluding (i) stock-based compensation expense, (ii) amortization of acquired intangibles, (iii) acquisition related costs and (iv) impairment of intangible assets.

Non-GAAP net income (loss) and non-GAAP net income (loss) per basic and diluted share. SailPoint believes that the use of non-GAAP net income (loss) and non-GAAP net income (loss) per basic and diluted share is helpful to our investors to clarify and enhance their understanding of past performance and future prospects. Non-GAAP net income (loss) is calculated as net income (loss) on a GAAP basis (a) excluding (i) stock-based compensation expense, (ii) amortization of acquired intangibles, (iii) amortization of debt discount and issuance costs, (iv) acquisition related costs and (v) impairment of intangible assets, and (b) adjusted for the effect of income taxes associated with such non-GAAP adjustments. SailPoint defines non-GAAP net income (loss) per basic and diluted share as non-GAAP net income (loss) divided by the non-GAAP weighted average outstanding common shares.

SailPoint’s presentation of non-GAAP net income (loss) includes the effect of income taxes associated with the non-GAAP adjustments, which is calculated using an estimated effective income tax rate that is commensurate with our non-GAAP pre-tax income (loss). The non-GAAP effective income tax rate is adjusted from the GAAP effective income tax rate to reflect the impact of non-GAAP income (loss) adjustments. Due to the adjustments, the non-GAAP estimated income taxes may differ from GAAP estimated income taxes and actual tax liabilities. Estimated income taxes and tax liabilities reflect currently available information, as well as other factors and assumptions, including current operating structure, existing tax positions in various jurisdictions and key tax legislation in jurisdictions where SailPoint currently operates. Non-GAAP estimated income taxes may change for a variety of reasons, including global tax environment, significant changes to geographic earnings mix, acquisitions, or other changes to SailPoint’s strategy or business operations. SailPoint re-evaluates its non-GAAP estimated income taxes at least annually, or more frequently if significant events occur, which may materially impact our non-GAAP income tax calculation.

The accompanying tables have more details on the reconciliations of non-GAAP financial measures to their nearest comparable GAAP measures.

Forward-Looking Statements:

This press release and statements made during the above referenced conference call may contain “forward-looking statements” within the meaning of the Private Securities Litigation Reform Act of 1995, including regarding our strategy, future operations, financial position, business outlook, prospects, plans and objectives of management, growth rate and our expectations regarding future revenue, operating income or loss or earnings or loss per share. In some cases, you can identify forward-looking statements because they contain words such as “may,” “will,” “will be,” “will likely result,” “should,” “expects,” “plans,” “anticipates,” “could,” “would,” “foresees,” “intends,” “target,” “projects,” “contemplates,” “believes,” “estimates,” “predicts,” “potential,” “outlook,” “look forward” or “continue” or the negative of these words or other similar terms or expressions that concern our expectations, strategy, plans or intentions. These forward-looking statements are not guarantees of future performance, but are based on management’s current expectations, assumptions and beliefs concerning future developments and their potential effect on us, which are inherently subject to uncertainties, risks and changes in circumstances that are difficult to predict. Our expectations expressed or implied in these forward-looking statements may not turn out to be correct. Our results could be materially different from our expectations because of various risks.

Important factors, some of which are beyond our control, that could cause actual results to differ materially from our historical results or those expressed or implied by these forward-looking statements include the following: the effect of the COVID-19 global pandemic and its aftermath, as well as governmental, business and other actions in response, on the global economy and on our business; our ability to achieve and sustain profitability; our ability to sustain historical growth rates; our ability to attract and retain customers and to deepen our relationships with existing customers; an increased focus in our business from selling licenses to selling subscriptions; breaches in our security, cyber-attacks or other cyber-risks; interruptions with the delivery of our SaaS solutions or third-party cloud-based systems that we use in our operations; our ability to compete successfully against current and future competitors; the length and unpredictable nature of our sales cycle; delayed effects on our operating results from ratably recognizing some of our revenue; fluctuations in our quarterly results; our ability to maintain successful relationships with our channel partners; the increasing complexity of our operations; real or perceived errors, failures or disruptions in our platform or solutions; our ability to adapt and respond to rapidly changing technology, industry standards, regulations or customer needs, requirements or preferences; our ability to achieve and maintain an effective system of disclosure controls and internal control over financial reporting; our ability to comply with our privacy policy or related legal or regulatory requirements; our ability to accurately forecast our estimated annual effective tax rate for financial accounting purposes; our ability to successfully identify, acquire and integrate companies and assets; our ability to maintain high-quality customer satisfaction; and our ability to maintain and enhance our brand or reputation as an industry leader. More information on these risks and other potential factors that could affect our financial results is included in our filings with the SEC, including in the “Risk Factors” and “Management’s Discussion and Analysis of Financial Condition and Results of Operations” sections of our most recently filed Annual Report on Form 10-K and subsequent Quarterly Reports on Form 10-Q. Moreover, we operate in a very competitive and rapidly changing environment. New risks and uncertainties emerge from time to time and it is not possible for us to predict all risks and uncertainties that could have an impact on the forward-looking statements contained in this press release. We cannot assure you that the results, events and circumstances reflected in the forward-looking statements will be achieved or occur, and actual results, events or circumstances could differ materially from those described in the forward-looking statements.

Any forward-looking statement speaks only as of the date as of which such statement is made, and, except as required by law, we undertake no obligation to update or revise publicly any forward-looking statements, whether because of new information, future events, or otherwise.

About SailPoint

SailPoint is the leader in identity security for the modern enterprise. Harnessing the power of AI and machine learning, SailPoint automates the management and control of access, delivering only the required access to the right identities and technology resources at the right time. Our sophisticated identity platform seamlessly integrates with existing systems and workflows, providing the singular view into all identities and their access. We meet customers where they are with an intelligent identity solution that matches the scale, velocity and environmental needs of the modern enterprise. SailPoint empowers the most complex enterprises worldwide to build a security foundation grounded in identity security.

CONDENSED CONSOLIDATED STATEMENTS OF OPERATIONS

(In thousands, except per share data)

(Unaudited)

 

 

Three Months Ended

 

Nine Months Ended

 

September

30, 2021

 

September

30, 2020

 

September

30, 2021

 

September

30, 2020

Revenue

 

 

 

 

 

 

 

Licenses

$

26,087

 

 

$

30,864

 

 

$

69,772

 

 

$

86,748

 

Subscription (1)

 

70,796

 

 

 

51,004

 

 

 

194,393

 

 

 

140,807

 

Services and other

 

13,227

 

 

 

12,145

 

 

 

39,193

 

 

 

34,358

 

Total revenue

 

110,110

 

 

 

94,013

 

 

 

303,358

 

 

 

261,913

 

Cost of revenue

 

 

 

 

 

 

 

Licenses (2)

 

1,994

 

 

 

1,083

 

 

 

4,596

 

 

 

3,269

 

Subscription (2)(3)

 

15,711

 

 

 

9,794

 

 

 

40,731

 

 

 

26,927

 

Services and other (3)

 

13,408

 

 

 

9,922

 

 

 

37,726

 

 

 

27,597

 

Total cost of revenue

 

31,113

 

 

 

20,799

 

 

 

83,053

 

 

 

57,793

 

Gross profit

 

78,997

 

 

 

73,214

 

 

 

220,305

 

 

 

204,120

 

Operating expenses

 

 

 

 

 

 

 

Research and development (2)(3)

 

26,879

 

 

 

19,314

 

 

 

69,478

 

 

 

52,775

 

General and administrative (3)

 

12,192

 

 

 

8,846

 

 

 

33,920

 

 

 

27,731

 

Sales and marketing (2)(3)

 

58,624

 

 

 

44,092

 

 

 

168,194

 

 

 

119,886

 

Total operating expenses

 

97,695

 

 

 

72,252

 

 

 

271,592

 

 

 

200,392

 

Income (loss) from operations

 

(18,698

)

 

 

962

 

 

 

(51,287

)

 

 

3,728

 

Other expense, net:

 

 

 

 

 

 

 

Interest income

 

223

 

 

 

349

 

 

 

635

 

 

 

1,790

 

Interest expense

 

(630

)

 

 

(4,639

)

 

 

(2,051

)

 

 

(13,757

)

Other income (expense), net

 

(122

)

 

 

214

 

 

 

(342

)

 

 

(222

)

Total other expense, net

 

(529

)

 

 

(4,076

)

 

 

(1,758

)

 

 

(12,189

)

Loss before income taxes

 

(19,227

)

 

 

(3,114

)

 

 

(53,045

)

 

 

(8,461

)

Income tax (expense) benefit

 

(669

)

 

 

2,438

 

 

 

1,116

 

 

 

2,410

 

Net loss

$

(19,896

)

 

$

(676

)

 

$

(51,929

)

 

$

(6,051

)

Net loss per share

 

 

 

 

 

 

 

Basic

$

(0.21

)

 

$

(0.01

)

 

$

(0.56

)

 

$

(0.07

)

Diluted

$

(0.21

)

 

$

(0.01

)

 

$

(0.56

)

 

$

(0.07

)

Weighted average shares outstanding

 

 

 

 

 

 

 

Basic

 

93,032

 

 

 

90,764

 

 

 

92,398

 

 

 

90,320

 

Diluted

 

93,032

 

 

 

90,764

 

 

 

92,398

 

 

 

90,320

 

(1) Subscription revenue is further disaggregated as follows:

 

 

Three Months Ended

 

Nine Months Ended

 

September

30, 2021

 

September

30, 2020

 

September

30, 2021

 

September

30, 2020

Subscription revenue

 

 

 

 

 

 

 

SaaS

$

29,842

 

$

17,407

 

$

77,100

 

$

46,780

Maintenance and support

 

39,361

 

 

32,511

 

 

112,139

 

 

91,735

Other subscription services

 

1,593

 

 

1,086

 

 

5,154

 

 

2,292

Total subscription revenue

$

70,796

 

$

51,004

 

$

194,393

 

$

140,807

(2) Includes amortization of acquired intangibles as follows:

 

 

Three Months Ended

 

Nine Months Ended

 

September

30, 2021

 

September

30, 2020

 

September

30, 2021

 

September

30, 2020

Cost of revenue – licenses

$

829

 

$

1,007

 

$

2,845

 

$

3,023

Cost of revenue – subscription

1,562

 

 

921

 

 

3,976

 

 

2,742

Research and development

169

 

 

162

 

 

506

 

 

543

Sales and marketing

1,628

 

 

1,069

 

 

4,474

 

 

3,206

Total amortization expense

$

4,188

 

$

3,159

 

$

11,801

 

$

9,514

(3) Includes stock-based compensation expense and the related employer payroll tax expense as follows:

 

 

Three Months Ended

 

Nine Months Ended

 

September

30, 2021

 

September

30, 2020

 

September

30, 2021

 

September

30, 2020

Cost of revenue – subscription

$

1,075

 

$

488

 

$

2,714

 

$

1,309

Cost of revenue – services and other

 

1,051

 

 

554

 

 

2,886

 

 

1,430

Research and development

 

3,661

 

 

1,718

 

 

9,425

 

 

4,786

General and administrative

 

2,939

 

 

1,963

 

 

7,821

 

 

5,004

Sales and marketing

 

5,958

 

 

3,188

 

 

16,153

 

 

9,148

Total stock-based compensation expense

$

14,684

 

$

7,911

 

$

38,999

 

$

21,677

CONDENSED CONSOLIDATED BALANCE SHEETS

(In thousands, except per share data)

 

 

As of

 

September 30, 2021

 

December 31, 2020

 

(Unaudited)

 

 

Assets

 

 

 

Current assets

 

 

 

Cash and cash equivalents

$

421,847

 

 

$

510,289

 

Restricted cash

 

6,707

 

 

 

6,355

 

Accounts receivable, net of allowances of $411 and $376

 

117,828

 

 

 

112,255

 

Deferred contract acquisition costs, current

 

20,696

 

 

 

15,592

 

Prepayments and other current assets

 

41,843

 

 

 

26,027

 

Income taxes receivable

 

2,876

 

 

 

 

Total current assets

 

611,797

 

 

 

670,518

 

Property and equipment, net

 

17,655

 

 

 

19,443

 

Right-of-use assets, net

 

24,541

 

 

 

27,048

 

Deferred contract acquisition costs, non-current

 

51,375

 

 

 

38,510

 

Other non-current assets, net of allowances of $47 and $50

 

10,253

 

 

 

15,016

 

Goodwill

 

289,437

 

 

 

241,103

 

Intangible assets, net

 

77,656

 

 

 

63,962

 

Total assets

$

1,082,714

 

 

$

1,075,600

 

Liabilities and stockholders’ equity

 

 

 

Current liabilities

 

 

 

Accounts payable

 

1,376

 

 

 

4,753

 

Accrued expenses and other liabilities

 

66,904

 

 

 

59,460

 

Income taxes payable

 

 

 

 

978

 

Convertible senior notes, net

 

384,744

 

 

 

326,672

 

Deferred revenue

 

182,440

 

 

 

165,995

 

Total current liabilities

 

635,464

 

 

 

557,858

 

Deferred tax liability – non-current

 

22

 

 

 

1,329

 

Long-term operating lease liabilities

 

29,765

 

 

 

33,080

 

Deferred revenue – non-current

 

23,305

 

 

 

18,723

 

Total liabilities

 

688,556

 

 

 

610,990

 

Commitments and contingencies

 

 

 

Stockholders’ equity

 

 

 

Common stock, $0.0001 par value

 

9

 

 

 

9

 

Preferred stock, $0.0001 par value

 

 

 

 

 

Additional paid in capital

 

462,723

 

 

 

484,012

 

Accumulated deficit

 

(68,574

)

 

 

(19,411

)

Total stockholders’ equity

 

394,158

 

 

 

464,610

 

Total liabilities and stockholders’ equity

$

1,082,714

 

 

$

1,075,600

 

Contacts

Investor Relations
Brian Denyeau

ICR for SailPoint

investor@sailpoint.com
512-664-8916

Media Relations
SailPoint Technologies Holdings, Inc.

Natalie Reina

Natalie.reina@sailpoint.com
956-878-9176

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