Tableau Reports Q4 and Full Year 2018 Financial Results

SEATTLE, Wash. – February 5, 2019 - Tableau Software, Inc. (NYSE: DATA) today reported results for its fourth quarter and full year ended December 31, 2018.

"Analytics is becoming more ubiquitous as organizations embrace and reap the benefits from data-driven insights," said Adam Selipsky, President and Chief Executive Officer of Tableau. "Our fourth quarter capped a strong year of subscription transition and innovation that helped more and more customers scale Tableau to thousands and tens of thousands of users."

Fourth Quarter 2018

Financial Summary - ASC 606 (1)

• ASC 606 total revenue was $336.3 million.
• Total annual recurring revenue was $840.9 million as of December 31, 2018, up 41% year over year.
• Subscription annual recurring revenue was $443.2 million as of December 31, 2018, up 127% year over year.
• ASC 606 diluted GAAP net income per share was $0.03.
• ASC 606 diluted non-GAAP net income per share was $0.59.

Financial Summary - ASC 605 (1)

• ASC 605 total revenue was $275.7 million, compared to a guided range of $266.0 million to $276.0 million as provided during the Company's earnings call on November 6, 2018.
• ASC 605 diluted GAAP net loss per share was $0.80.
• ASC 605 diluted non-GAAP net loss per share was $0.03, compared to a guided range of $0.08 to $0.10 diluted non-GAAP net loss per share as provided during the Company's earnings call on November 6, 2018.

Full Year 2018

Financial Summary - ASC 606 (1)

• ASC 606 total revenue was $1.16 billion.
• ASC 606 diluted GAAP net loss per share was $0.93.
• ASC 606 diluted non-GAAP net income per share was $1.56.

Financial Summary - ASC 605 (1)

• ASC 605 total revenue was $982.9 million, up 12% year over year.
• ASC 605 diluted GAAP net loss per share was $3.36.
• ASC 605 diluted non-GAAP net loss per share was $0.30.

Fourth Quarter 2018

Financial Results - ASC 606 (1)

ASC 606 total revenue for the fourth quarter of 2018 was $336.3 million. Total annual recurring revenue increased 41% to $840.9 million as of December 31, 2018, up from $596.2 million as of December 31, 2017. Subscription annual recurring revenue increased 127% to $443.2 million as of December 31, 2018, up from $195.5 million as of December 31, 2017.

ASC 606 GAAP operating loss for the fourth quarter of 2018 was $3.2 million. ASC 606 GAAP net income for the fourth quarter of 2018 was $2.8 million, or $0.03 per diluted common share.

ASC 606 non-GAAP operating income, which excludes stock-based compensation expense and expense related to amortization of acquired intangible assets, was $60.0 million for the fourth quarter of 2018. ASC 606 non-GAAP net income, which excludes stock-based compensation expense, expense related to amortization of acquired intangible assets and non-GAAP income tax adjustments, was $52.2 million for the fourth quarter of 2018, or $0.59 per diluted common share.

During the fourth quarter ended December 31, 2018, Tableau repurchased 259,128 shares of its outstanding Class A common stock for a total of $30.0 million. As of December 31, 2018, Tableau was authorized to repurchase a remaining $280.0 million of its Class A common stock under the previously authorized repurchase program.

Financial Results - ASC 605 (1)

ASC 605 total revenue for the fourth quarter of 2018 was $275.7 million, up 11% from $249.4 million in the fourth quarter of 2017. ASC 605 GAAP operating loss for the fourth quarter of 2018 was $71.5 million, compared to a GAAP operating loss of $43.5 million for the fourth quarter of 2017. ASC 605 GAAP net loss for the fourth quarter of 2018 was $67.3 million, or $0.80 per diluted common share, compared to a GAAP net loss of $41.8 million, or $0.52 per diluted common share, for the fourth quarter of 2017.

ASC 605 non-GAAP operating loss, which excludes stock-based compensation expense and expense related to amortization of acquired intangible assets, was $8.3 million for the fourth quarter of 2018, compared to a non-GAAP operating income of $11.5 million for the fourth quarter of 2017. ASC 605 non-GAAP net loss, which excludes stock-based compensation expense, expense related to amortization of acquired intangible assets and non-GAAP income tax adjustments, was $2.7 million for the fourth quarter of 2018, or $0.03 per diluted common share, compared to a non-GAAP net income of $10.4 million, or $0.12 per diluted common share, for the fourth quarter of 2017.

Full Year 2018

Financial Results - ASC 606 (1)

ASC 606 total revenue for 2018 was $1.16 billion. ASC 606 GAAP operating loss for 2018 was $89.7 million. ASC 606 GAAP net loss for 2018 was $77.0 million, or $0.93 per diluted common share.

ASC 606 non-GAAP operating income, which excludes stock-based compensation expense and expense related to amortization of acquired intangible assets, was $150.8 million for 2018. ASC 606 non-GAAP net income, which excludes stock-based compensation expense, expense related to amortization of acquired intangible assets and non-GAAP income tax adjustments, was $134.9 million for 2018, or $1.56 per diluted common share.

Financial Results - ASC 605 (1)

ASC 605 total revenue for 2018 was $982.9 million, up 12% from $877.1 million in 2017. ASC 605 GAAP operating loss for 2018 was $288.8 million, compared to a GAAP operating loss of $191.0 million for 2017. ASC 605 GAAP net loss for 2018 was $277.2 million, or $3.36 per diluted common share, compared to a GAAP net loss of $185.6 million, or $2.35 per diluted common share, for 2017.

ASC 605 non-GAAP operating loss, which excludes stock-based compensation expense and expense related to amortization of acquired intangible assets, was $48.3 million for 2018, compared to a non-GAAP operating income of $20.1 million for 2017. ASC 605 non-GAAP net loss, which excludes stock-based compensation expense, expense related to amortization of acquired intangible assets and non-GAAP income tax adjustments, was $24.4 million for 2018, or $0.30 per diluted common share, compared to a non-GAAP net income of $22.7 million, or $0.27 per diluted common share, for 2017.

Recent Business Highlights

• Released Tableau 2018.3, which includes heatmaps, new dashboarding capabilities and multiple table storage for extracts.
• Announced a new Tableau embedded solution from Broadridge Financial Solutions, offering their investment management clients enhanced analytics capabilities.
• During the last few months, we continued to grow our international footprint including expansion into Sweden, the Netherlands and Hong Kong.

Conference Call and Webcast Information

In conjunction with this announcement, Tableau will host a conference call at 1:30 p.m. PT (4:30 p.m. ET) today to discuss Tableau's fourth quarter and full year 2018 financial results, as well as its guidance for the first quarter of 2019 and outlook for full year 2019 under ASC 606. A live audio webcast and replay of the call, together with detailed financial information, will be available in the Investor Relations section of Tableau's website at http://investors.tableau.com. The live call can be accessed by dialing (833) 241-7252 (U.S.) or (647) 689-4216 (outside the U.S.) and referencing passcode: 1974056. A replay of the call can also be accessed by dialing (800) 585-8367 (U.S.) or (416) 621-4642 (outside the U.S.), and referencing passcode: 1974056.

About Tableau
Tableau (NYSE: DATA) helps people see and understand data. Tableau helps anyone quickly analyze, visualize and share information. More than 86,000 customer accounts get rapid results with Tableau in the office and on-the-go. Hundreds of thousands of people have used Tableau Public to share data in their blogs and websites. See how Tableau can help you by downloading the free trial at www.tableau.com/trial.

Tableau and Tableau Software are trademarks of Tableau Software, Inc. All other company and product names may be trademarks of the respective companies with which they are associated.

Forward-Looking Statements
This press release contains, and statements made during the above referenced conference call will contain, "forward-looking" statements, which are subject to the safe harbor provisions of the Private Securities Litigation Reform Act of 1995, including statements regarding customer demand and customers' continued scaling of Tableau within their organizations; the Company's progress and continued transition to subscription and term licensing and adoption rate by customers of role-based subscription offerings; new product offerings, features and capabilities to broaden and expand its analytics platform; continued product innovation and adoption, including strong subscription demand and annual recurring revenue growth; demand, adoption and deployment by enterprise customers, and the Company's ability to service, execute and grow that demand in the U.S. and globally; momentum with the Company's partners; customers' ability to easily scale the Company's products and broaden the deployment of analytics across their workforces with tailored solutions for employees; the Company's research and development investments, costs, continued innovation and ability to timely release future products and features; the Company's leadership position in the sector and ability to address market opportunities as an analytics platform; the Company's expectations, quarterly and annual outlook, and guidance regarding future operating results, including revenues, expenses and net income or loss, and future performance of key metrics; and the Company's stock repurchase authorization and timing and ability to repurchase shares of the Company's Class A common stock under its stock repurchase program. These statements are not guarantees of future performance, but are based on management's expectations as of the date of this press release and assumptions that are inherently subject to uncertainties, risks and changes in circumstances that are difficult to predict. Forward-looking statements involve known and unknown risks, uncertainties and other factors that may cause actual results, performance or achievements to be materially different from any future results, performance or achievements. Important factors that could cause actual results to differ materially from those expressed or implied by these forward-looking statements include the following: customer demand for Tableau's products and services and customer response to its subscription offerings; risks associated with anticipated growth in Tableau's business and addressable market; competitive factors, including new market entrants and changes in the competitive environment, pricing changes, sales cycle time and increased competition; Tableau's enterprise sales execution and expansion and further transition to subscription and term licensing; Tableau's ability to attract, integrate and retain qualified personnel; general economic and industry conditions, including expenditure trends for business analytics and productivity tools; new product introductions and Tableau's ability to develop and deliver innovative, secure and high-quality products to customers' on-premise, public, private or hybrid cloud environments; Tableau's ability to provide high-quality customer service and support offerings to expand its business and drive customer renewals; risks associated with international expansion and operations; macroeconomic conditions; market conditions; and the possibility that the stock repurchase program may be suspended or discontinued. These and other important risk factors are described more fully in additional documents filed with the Securities and Exchange Commission, including Tableau's most recently filed Quarterly Report on Form 10-Q, Annual Report on Form 10-K and other reports and filings with the Securities and Exchange Commission, and could cause actual results to vary from expectations. All information provided in this release and in the conference call is as of the date hereof and Tableau undertakes no duty to update this information except as required by law.

Non-GAAP Financial Measures

Tableau believes that the use of non-GAAP gross profit and gross margin, non-GAAP operating income (loss) and operating margin, non-GAAP net income (loss), non-GAAP net income (loss) per basic and diluted common share and free cash flow is helpful to its investors. These measures, which are referred to as non-GAAP financial measures, are not prepared in accordance with generally accepted accounting principles in the United States, or GAAP. Non-GAAP gross profit is calculated by excluding stock-based compensation expense and expense related to amortization of acquired intangible assets, each to the extent attributable to the cost of revenues, from gross profit. Non-GAAP gross margin is the ratio calculated by dividing non-GAAP gross profit by total revenues. Non-GAAP operating income (loss) is calculated by excluding stock-based compensation expense and expense related to amortization of acquired intangible assets from operating income (loss). Non-GAAP operating margin is the ratio calculated by dividing non-GAAP operating income (loss) by total revenues. Non-GAAP net income (loss) is calculated by excluding stock-based compensation expense, expense related to amortization of acquired intangible assets and non-GAAP income tax adjustments from net income (loss). Non-GAAP net income (loss) per basic and diluted common share is calculated by dividing non-GAAP net income (loss) by the basic and diluted weighted average shares outstanding. Non-GAAP diluted weighted average shares outstanding includes the effect of dilutive shares in periods of non-GAAP net income.

Non-GAAP financial information is adjusted for a tax rate equal to Tableau's estimated tax rate on non-GAAP income over a three-year financial projection. This long-term rate is based on Tableau's estimated annual GAAP income tax rate forecast, adjusted to account for items excluded from GAAP income in calculating the non-GAAP financial measures. To determine this long-term non-GAAP tax rate, Tableau evaluates a three-year financial projection that excludes the impact of non-cash stock-based compensation expense and expense related to amortization of acquired intangible assets. The long-term non-GAAP tax rate takes into account other factors including Tableau's current operating structure, its existing tax positions in various jurisdictions and key legislation in major jurisdictions where Tableau operates. The long-term non-GAAP tax rate applied to the year ended December 31, 2018 was 20%. The long-term non-GAAP tax rate applied to the year ended December 31, 2017 was 30%. Tableau applied these same non-GAAP tax rates to its financial results presented in accordance with ASC 606 and ASC 605. The long-term non-GAAP tax rates assume the Company's deferred income tax assets will be realized based upon projected future taxable income excluding stock-based compensation expense. The Company anticipates using the long-term non-GAAP tax rate of 20%, applied to the year ended December 31, 2018, in future periods and may provide updates to this rate on an annual basis, or more frequently if material changes occur.

Because of varying available valuation methodologies, subjective assumptions and the variety of equity instruments that can impact a company's non-cash expenses, Tableau believes that providing non-GAAP financial measures that exclude stock-based compensation expense allow for meaningful comparisons between its operating results from period to period. The expense related to amortization of acquired intangible assets is dependent upon estimates and assumptions, which can vary significantly and are unique to each asset acquired; therefore, Tableau believes non-GAAP measures that adjust for the amortization of acquired intangible assets provides investors a consistent basis for comparison across accounting periods. All of these non-GAAP financial measures are important tools for financial and operational decision-making and for evaluating Tableau's own operating results over different periods of time.

Tableau calculates free cash flow as net cash provided by operating activities less net cash used in investing activities for purchases of property and equipment. Tableau considers free cash flow to be a liquidity measure that provides useful information to management and investors about the amount of cash generated by Tableau's business that can be used for strategic opportunities, including investing in Tableau's business, making strategic acquisitions, repurchasing Tableau's common stock and strengthening Tableau's balance sheet. All of Tableau's non-GAAP financial measures are important tools for financial and operational decision-making and for evaluating Tableau's operating results over different periods of time.

Non-GAAP financial measures may not provide information that is directly comparable to information provided by other companies in Tableau's industry, as other companies in the industry may calculate non-GAAP financial measures differently. In addition, there are limitations in using non-GAAP financial measures because non-GAAP financial measures are not prepared in accordance with GAAP, may be different from non-GAAP financial measures used by other companies and exclude expenses that may have a material impact on Tableau's reported financial results. Further, stock-based compensation expense has been and will continue to be for the foreseeable future a significant recurring expense in Tableau's business and an important part of the compensation provided to its employees. Because of the significant impact of the adoption of ASC 606 on the Company's results of operations, non-GAAP financial measures for the year ended December 31, 2018 (computed in accordance with ASC 606) are not as comparable to non-GAAP financial measures for the year ended December 31, 2017 (computed in accordance with ASC 605). The presentation of non-GAAP financial information is not meant to be considered in isolation or as a substitute for the directly comparable financial measures prepared in accordance with GAAP. Investors should review the reconciliation of non-GAAP financial measures to the comparable GAAP financial measures included below, and not rely on any single financial measure to evaluate Tableau's business.

(1) Tableau adopted the new revenue recognition accounting standard Accounting Standards Codification ("ASC") 606 effective January 1, 2018 on a modified retrospective basis. Financial results for reporting periods during 2018 are presented in compliance with the new revenue recognition standard. Historical financial results for reporting periods prior to 2018 are presented in conformity with amounts previously disclosed under the prior revenue recognition standard ASC 605. This press release includes additional information to reconcile the impacts of the adoption of the new revenue recognition standard on the Company's financial results for the three months and full year ended December 31, 2018. This includes the presentation of financial results during 2018 under ASC 605 for comparison to the prior year.