UNITED STATES

SECURITIES AND EXCHANGE COMMISSION

Washington, D.C. 20549

 

FORM 10-Q

 

(Mark One)

x

Quarterly report pursuant to Section 13 or 15(d) of the Securities Exchange Act of 1934

For the quarterly period ended October 31, 2014

OR

¨

Transition report pursuant to Section 13 or 15(d) of the Securities Exchange Act of 1934

For the transition period from              to             .

Commission File Number: 001-36121

 

Veeva Systems Inc.

(Exact name of registrant as specified in its charter)

 

 

Delaware

 

20-8235463

(State or other jurisdiction of

incorporation)

 

(IRS Employer

Identification No.)

4637 Chabot Drive, Suite 210

Pleasanton, California 94588

(Address of principal executive offices)

(925) 452-6500

(Registrant’s telephone number, including area code)

N/A

(Former name, former address and former fiscal year, if changed since last report)

 

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 x No  ¨    

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  x    No  ¨

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 definitions of “large accelerated filer”, “accelerated filer” and “smaller reporting company” in Rule 12b-2 of the Exchange Act:

 

Large accelerated filer

 

¨

  

Accelerated filer

 

¨

 

 

 

 

Non-accelerated filer

 

x (Do not check if a smaller reporting company)

  

Smaller reporting company

 

¨

Indicate by check mark whether the registrant is a shell company (as defined in Rule 12b-2 of the Exchange Act).    Yes  ¨    No  x

As of November 28, 2014, there were 59,042,145 shares of the Registrant’s Class A common stock outstanding and 71,552,834 shares of the Registrant’s Class B common stock outstanding.

 

 

 

 

 

 


VEEVA SYSTEMS INC.

FORM 10-Q

TABLE OF CONTENTS

 

PART I. FINANCIAL INFORMATION

 

 

Item 1.

 

Financial Statements.

1

 

 

Condensed Consolidated Balance Sheets

1

 

 

Condensed Consolidated Statements of Comprehensive Income

2

 

 

Condensed Consolidated Statements of Stockholders’ Equity

3

 

 

Condensed Consolidated Statements of Cash Flows

4

 

 

Notes to Condensed Consolidated Financial Statements

5

Item 2.

 

Management’s Discussion and Analysis of Financial Condition and Results of Operations

18

Item 3.

 

Quantitative and Qualitative Disclosures About Market Risk

28

Item 4.

 

Controls and Procedures.

29

 

PART II. OTHER INFORMATION

30

 

Item 1.

 

Legal Proceedings

30

Item 1A.

 

Risk Factors

31

Item 2.

 

Unregistered Sales of Equity Securities and Use of Proceeds

48

Item 3.

 

Defaults Upon Senior Securities

48

Item 4.

 

Mine Safety Disclosures

48

Item 5.

 

Other Information

48

Item 6.

 

Exhibits

49

 

SIGNATURES

50

 

EXHIBIT INDEX

51

 

 

 

 


SPECIAL NOTE REGARDING FORWARD-LOOKING STATEMENTS

This report contains forward-looking statements that are based on our beliefs and assumptions and on information currently available to us. Forward-looking statements include information concerning our possible or assumed future results of operations and expenses, business strategies and plans, trends, market sizing, competitive position, industry environment and potential growth opportunities, among other things. Forward-looking statements include all statements that are not historical facts and, in some cases, can be identified by terms such as “anticipates,” “believes,” “could,” “estimates,” “expects,” “intends,” “may,” “plans,” “potential,” “predicts,” “projects,” “seeks,” “should,” “will,” “would” or similar expressions and the negatives of those terms.

Forward-looking statements involve known and unknown risks, uncertainties and other factors that may cause our actual results, performance or achievements to be materially different from any future results, performance or achievements expressed or implied by the forward-looking statements, including those described in “Risk Factors” and elsewhere in this report. Given these uncertainties, you should not place undue reliance on these forward-looking statements.

Any forward-looking statement made by us in this report speaks only as of the date on which it is made. Except as required by law, we disclaim any obligation to update these forward-looking statements publicly, or to update the reasons actual results could differ materially from those anticipated in these forward-looking statements, even if new information becomes available in the future.

As used in this report, the terms “Veeva,” “Registrant,” “we,” “us,” and “our” mean Veeva Systems Inc. and its subsidiaries unless the context indicates otherwise.

 

 

 

 


PART I. FINANCIAL INFORMATION

 

Item 1.

Financial Statements.

VEEVA SYSTEMS INC.

CONDENSED CONSOLIDATED BALANCE SHEETS

(In thousands, except number of shares and par value)

 

 

October 31,

 

 

January 31,

 

 

2014

 

 

2014

 

 

(Unaudited)

 

 

 

 

 

Assets

 

 

 

 

 

 

 

Current assets:

 

 

 

 

 

 

 

Cash and cash equivalents

$

132,135

 

 

$

262,507

 

Short-term investments

 

260,731

 

 

 

25,625

 

Accounts receivable, net of allowance for doubtful accounts of $269 and $305, respectively

 

45,241

 

 

 

58,433

 

Deferred income taxes

 

2,151

 

 

 

2,075

 

Income tax receivable

 

4,734

 

 

 

1,389

 

Other current assets

 

4,524

 

 

 

3,703

 

Total current assets

 

449,516

 

 

 

353,732

 

Property and equipment, net

 

27,613

 

 

 

2,445

 

Capitalized internal-use software, net

 

1,301

 

 

 

1,585

 

Goodwill

 

4,850

 

 

 

4,850

 

Intangible assets, net

 

5,314

 

 

 

6,551

 

Other long-term assets

 

3,959

 

 

 

1,145

 

Total assets

$

492,553

 

 

$

370,308

 

 

 

 

 

 

 

 

 

Liabilities and stockholders’ equity

 

 

 

 

 

 

 

Current liabilities:

 

 

 

 

 

 

 

Accounts payable

$

2,147

 

 

$

2,117

 

Accrued compensation and benefits

 

7,002

 

 

 

8,750

 

Accrued expenses and other liabilities

 

12,348

 

 

 

7,931

 

Income tax payable

 

1,595

 

 

 

439

 

Deferred revenue

 

84,668

 

 

 

67,380

 

Total current liabilities

 

107,760

 

 

 

86,617

 

Deferred income taxes, noncurrent

 

1,698

 

 

 

1,698

 

Other long-term liabilities

 

1,888

 

 

 

1,897

 

Total liabilities

 

111,346

 

 

 

90,212

 

Commitments and contingencies (Note 10)

 

 

 

 

 

 

 

Stockholders’ equity:

 

 

 

 

 

 

 

Class A common stock, $0.00001 par value; 800,000,000 shares authorized,

   58,475,649 and 15,044,750 issued and outstanding at October 31, 2014

   and January 31, 2014, respectively

 

 

 

 

 

Class B common stock, $0.00001 par value; 190,000,000 shares authorized,

   71,933,469 and 109,746,795 issued and outstanding at October 31, 2014

   and January 31, 2014, respectively

 

1

 

 

 

1

 

Additional paid-in capital

 

305,631

 

 

 

231,534

 

Accumulated other comprehensive income (loss)

 

(24

)

 

 

19

 

Retained earnings

 

75,599

 

 

 

48,542

 

Total stockholders’ equity

 

381,207

 

 

 

280,096

 

Total liabilities and stockholders’ equity

$

492,553

 

 

$

370,308

 

 

 

See Notes to Condensed Consolidated Financial Statements.

 

 

 

1


VEEVA SYSTEMS INC.

CONDENSED CONSOLIDATED STATEMENTS OF COMPREHENSIVE INCOME

(In thousands, except per share data)

 

 

Three Months Ended

October 31,

 

 

Nine Months Ended

October 31,

 

 

2014

 

 

2013

 

 

2014

 

 

2013

 

 

(Unaudited)

 

Revenues:

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Subscription services

$

61,435

 

 

$

38,935

 

 

$

166,528

 

 

$

100,935

 

Professional services and other

 

22,390

 

 

 

16,044

 

 

 

59,682

 

 

 

46,413

 

Total revenues

 

83,825

 

 

 

54,979

 

 

 

226,210

 

 

 

147,348

 

Cost of revenues(1):

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Cost of subscription services

 

14,409

 

 

 

9,511

 

 

 

39,795

 

 

 

24,409

 

Cost of professional services and other

 

16,007

 

 

 

11,881

 

 

 

44,707

 

 

 

33,835

 

Total cost of revenues

 

30,416

 

 

 

21,392

 

 

 

84,502

 

 

 

58,244

 

Gross profit

 

53,409

 

 

 

33,587

 

 

 

141,708

 

 

 

89,104

 

Operating expenses(1):

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Research and development

 

10,635

 

 

 

6,585

 

 

 

29,414

 

 

 

18,469

 

Sales and marketing

 

14,251

 

 

 

11,467

 

 

 

40,875

 

 

 

28,739

 

General and administrative

 

8,582

 

 

 

5,550

 

 

 

22,136

 

 

 

13,900

 

Total operating expenses

 

33,468

 

 

 

23,602

 

 

 

92,425

 

 

 

61,108

 

Operating income

 

19,941

 

 

 

9,985

 

 

 

49,283

 

 

 

27,996

 

Other income (expense), net

 

(989

)

 

 

125

 

 

 

(1,120

)

 

 

(439

)

Income before income taxes

 

18,952

 

 

 

10,110

 

 

 

48,163

 

 

 

27,557

 

Provision for income taxes

 

8,694

 

 

 

3,585

 

 

 

21,106

 

 

 

10,189

 

Net income

$

10,258

 

 

$

6,525

 

 

$

27,057

 

 

$

17,368

 

Net income attributable to Class A and Class B common stockholders:

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Basic

$

10,198

 

 

$

2,339

 

 

$

26,851

 

 

$

4,613

 

Diluted

$

10,198

 

 

$

6,387

 

 

$

26,851

 

 

$

16,937

 

Net income per share attributable to Class A and Class B common

   stockholders:

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Basic

$

0.08

 

 

$

0.07

 

 

$

0.21

 

 

$

0.16

 

Diluted

$

0.07

 

 

$

0.05

 

 

$

0.19

 

 

$

0.13

 

Weighted-average shares used to compute earnings per share

   attributable to Class A and Class B common stockholders:

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Basic

 

129,212

 

 

 

35,802

 

 

 

126,836

 

 

 

28,519

 

Diluted

 

144,289

 

 

 

131,963

 

 

 

144,082

 

 

 

129,601

 

Other comprehensive income:

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Net change in unrealized gains on available-for-sale investments

$

97

 

 

$

8

 

 

$

29

 

 

$

6

 

Net change in cumulative foreign currency translation gain

 

(15

)

 

 

 

 

 

(72

)

 

 

 

Comprehensive income

$

10,340

 

 

$

6,533

 

 

$

27,014

 

 

$

17,374

 

 

 

 

(1)

Includes stock-based compensation as follows:

Cost of revenues:

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Cost of subscription services

$

74

 

 

$

49

 

 

$

181

 

 

$

58

 

Cost of professional services and other

 

549

 

 

 

230

 

 

 

1,711

 

 

 

458

 

Research and development

 

942

 

 

 

429

 

 

 

2,703

 

 

 

895

 

Sales and marketing

 

754

 

 

 

488

 

 

 

2,290

 

 

 

970

 

General and administrative

 

1,266

 

 

 

890

 

 

 

3,356

 

 

 

1,655

 

Total stock-based compensation

$

3,585

 

 

$

2,086

 

 

$

10,241

 

 

$

4,036

 

 

See Notes to Condensed Consolidated Financial Statements.

 

 

2


VEEVA SYSTEMS INC.

CONDENSED CONSOLIDATED STATEMENTS OF STOCKHOLDERS’ EQUITY

(In thousands, except share data)

(Unaudited)

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Accumulated

 

 

 

 

 

 

Class A & B

 

 

Additional

 

 

 

 

 

 

Other

 

 

Total

 

 

Common Stock

 

 

Paid-in

 

 

Retained

 

 

Comprehensive

 

 

Stockholders’

 

 

Shares

 

 

Amount

 

 

Capital

 

 

Earnings

 

 

Income

 

 

Equity

 

Balance at January 31, 2014

 

124,791,545

 

 

$

1

 

 

$

231,534

 

 

$

48,542

 

 

$

19

 

 

$

280,096

 

Issuance of common stock upon exercise of

   stock options

 

3,815,493

 

 

 

 

 

 

4,314

 

 

 

 

 

 

 

 

 

4,314

 

Vesting of early exercised stock options

 

 

 

 

 

 

 

318

 

 

 

 

 

 

 

 

 

318

 

Stock-based compensation expense

 

 

 

 

 

 

 

10,288

 

 

 

 

 

 

 

 

 

10,288

 

Issuance of common shares under Employee

   Stock Purchase Plan

 

350,059

 

 

 

 

 

 

5,951

 

 

 

 

 

 

 

 

 

5,951

 

Issuance of common stock upon vesting of

   restricted stock units

 

62,021

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Follow-on offering, net of issuance costs

 

1,390,000

 

 

 

 

 

 

34,495

 

 

 

 

 

 

 

 

 

34,495

 

Excess tax benefits from employee stock plans

 

 

 

 

 

 

 

18,731

 

 

 

 

 

 

 

 

 

18,731

 

Other comprehensive income

 

 

 

 

 

 

 

 

 

 

 

 

 

(43

)

 

 

(43

)

Net income

 

 

 

 

 

 

 

 

 

 

27,057

 

 

 

 

 

 

27,057

 

Balance at October 31, 2014

 

130,409,118

 

 

$

1

 

 

$

305,631

 

 

$

75,599

 

 

$

(24

)

 

$

381,207

 

 

 

See Notes to Condensed Consolidated Financial Statements.

 

 

 

3


VEEVA SYSTEMS INC.

CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS

(In thousands)

 

 

Three Months Ended

October 31,

 

 

Nine Months Ended

October 31,

 

 

2014

 

 

2013

 

 

2014

 

 

2013

 

 

(Unaudited)

 

Cash flows from operating activities

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Net income

$

10,258

 

 

$

6,525

 

 

$

27,057

 

 

$

17,368

 

Adjustments to reconcile net income to net cash provided by operating

   activities:

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Depreciation and amortization

 

1,022

 

 

 

774

 

 

 

2,943

 

 

 

1,552

 

Amortization of premiums on short-term investments

 

611

 

 

 

98

 

 

 

1,344

 

 

 

276

 

Stock-based compensation

 

3,585

 

 

 

2,086

 

 

 

10,241

 

 

 

4,036

 

Deferred income taxes

 

(76

)

 

 

(86

)

 

 

(76

)

 

 

(259

)

Bad debt expense

 

(28

)

 

 

(303

)

 

 

41

 

 

 

(21

)

Changes in operating assets and liabilities:

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Accounts receivable

 

16,684

 

 

 

(9,417

)

 

 

13,151

 

 

 

(9,852

)

Income taxes

 

769

 

 

 

(1,750

)

 

 

(2,189

)

 

 

(5,733

)

Other current and long-term assets

 

(2,294

)

 

 

(1,224

)

 

 

(3,644

)

 

 

(2,117

)

Accounts payable

 

354

 

 

 

1,157

 

 

 

56

 

 

 

(946

)

Accrued expenses and other current liabilities

 

4,017

 

 

 

1,720

 

 

 

2,791

 

 

 

5,859

 

Deferred revenue

 

(635

)

 

 

5,254

 

 

 

17,288

 

 

 

14,607

 

Long-term liabilities

 

(11

)

 

 

433

 

 

 

(9

)

 

 

758

 

Net cash provided by operating activities

 

34,256

 

 

 

5,267

 

 

 

68,994

 

 

 

25,528

 

Cash flows from investing activities

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Purchases of short-term investments

 

(103,836

)

 

 

(4,315

)

 

 

(333,728

)

 

 

(7,086

)

Maturities and sales of investments

 

52,677

 

 

 

2,250

 

 

 

97,307

 

 

 

4,850

 

Purchases of property and equipment

 

(790

)

 

 

(460

)

 

 

(26,072

)

 

 

(1,561

)

Acquisitions, net of cash acquired

 

 

 

 

 

 

 

 

 

 

(12,149

)

Payments for capitalized internal-use software

 

(81

)

 

 

(720

)

 

 

(301

)

 

 

(1,013

)

Proceeds from note receivable–related party

 

 

 

 

 

 

 

 

 

 

253

 

Payments for restricted cash and deposits

 

8

 

 

 

(5

)

 

 

9

 

 

 

(2

)

Net cash used in investing activities

 

(52,022

)

 

 

(3,250

)

 

 

(262,785

)

 

 

(16,708

)

Cash flows from financing activities

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Proceeds from early exercise of common stock options

 

 

 

 

158

 

 

 

 

 

 

225

 

Proceeds from exercise of common stock options

 

2,102

 

 

 

95

 

 

 

4,314

 

 

 

472

 

Proceeds from Employee Stock Purchase Plan

 

 

 

 

 

 

 

5,951

 

 

 

 

Net proceeds from offerings

 

 

 

 

216,263

 

 

 

34,495

 

 

 

215,734

 

Excess tax benefits from employee stock plans

 

7,698

 

 

 

 

 

 

18,731

 

 

 

 

Net cash provided by financing activities

 

9,800

 

 

 

216,516

 

 

 

63,491

 

 

 

216,431

 

Effect of exchange rate changes on cash and cash equivalents

 

(15

)

 

 

 

 

 

(72

)

 

 

 

Net change in cash and cash equivalents

 

(7,981

)

 

 

218,533

 

 

 

(130,372

)

 

 

225,251

 

Cash and cash equivalents at beginning of period

 

140,116

 

 

 

38,608

 

 

 

262,507

 

 

 

31,890

 

Cash and cash equivalents at end of period

$

132,135

 

 

$

257,141

 

 

$

132,135

 

 

$

257,141

 

Supplemental disclosures of other cash flow information:

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Cash paid for income taxes

$

477

 

 

$

4,998

 

 

$

5,101

 

 

$

14,984

 

Non-cash investing and financing activities:

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Changes in accounts payable and accrued liabilities related to property and equipment purchases

$

191

 

 

$

(46

)

 

$

170

 

 

$

(20

)

Vesting of early exercised stock options

$

87

 

 

$

212

 

 

$

318

 

 

$

460

 

Offering costs not yet paid

$

 

 

$

805

 

 

$

 

 

$

1,473

 

 

 

See Notes to Condensed Consolidated Financial Statements.

 

 

4


VEEVA SYSTEMS INC.

NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS

(Unaudited)

 

Note 1.

Summary of Business and Significant Accounting Policies

Description of Business

Veeva provides industry-specific, cloud-based software solutions for the life sciences industry, which we refer to as Industry Cloud solutions. Our Industry Cloud solutions enable pharmaceutical and other life sciences companies to realize the benefits of modern cloud-based architectures and mobile applications for their most critical business functions, without compromising industry-specific functionality or regulatory compliance. Our customer relationship management solutions, Veeva CRM, and the applications that complement Veeva CRM, enable our customers to increase the productivity and compliance of their sales and marketing functions. Our regulated content management and collaboration solutions, Veeva Vault, enable our customers to manage a range of highly regulated, content-centric processes across the enterprise. The Veeva Vault applications address specific processes within the research and development and sales and marketing, or commercial, functions of life sciences companies. Our customer master solution, Veeva Network, which includes our proprietary database of healthcare provider and healthcare organization data, enables our customers to create and maintain accurate customer data. Our fiscal year end is January 31.

Follow-on Offering

On March 31, 2014, we closed our follow-on offering of 13,800,000 shares of Class A common stock (inclusive of 1,800,000 shares sold upon the full exercise of the over-allotment option granted to the underwriters), which included 1,390,000 shares sold by us and a total of 12,410,000 shares sold by certain selling stockholders. The public offering price of the shares sold in the offering was $26.35 per share. We did not receive any proceeds from the sales of shares by the selling stockholders. Our proceeds from the offering were $34.5 million after deducting underwriting discounts and commissions and total offering expenses.  

Principles of Consolidation and Basis of Presentation

These unaudited condensed consolidated financial statements have been prepared in accordance with generally accepted accounting principles in the United States (GAAP) and applicable rules and regulations of the Securities and Exchange Commission (SEC) regarding interim financial reporting, and include the accounts of our wholly owned subsidiaries after elimination of intercompany accounts and transactions. Certain information and note disclosures normally included in the financial statements prepared in accordance with GAAP have been condensed or omitted pursuant to such rules and regulations. Therefore, these condensed consolidated financial statements should be read in conjunction with the consolidated financial statements and notes included in Veeva’s Annual Report on Form 10-K for the fiscal year ended January 31, 2014, filed on March 18, 2014. There have been no changes to our significant accounting policies described in the annual report that have had a material impact on our condensed consolidated financial statements and related notes.

The consolidated balance sheet as of January 31, 2014 included herein was derived from the audited financial statements as of that date. These unaudited condensed consolidated financial statements reflect all normal recurring adjustments necessary to present fairly the financial position, results of operations, our comprehensive income and cash flows for the interim periods, but are not necessarily indicative of the results of operations to be anticipated for the full fiscal year ending January 31, 2015 or any other period.

Use of Estimates

The preparation of condensed consolidated financial statements in conformity with GAAP requires us to make estimates, judgments and assumptions that affect the condensed consolidated financial statements and the notes thereto. These estimates are based on information available as of the date of the condensed consolidated financial statements. On a regular basis, management evaluates these estimates and assumptions. Significant items subject to such estimates and assumptions include, but are not limited to:

the best estimate of selling price of the deliverables included in multiple-deliverable revenue arrangements;

the fair value of assets acquired and liabilities assumed for business combinations;

the valuation of short-term investments and the determination of other-than-temporary impairments;

the valuation of building and land;

the realizability of deferred income tax assets;

the fair value of our stock-based awards and related forfeiture rates; and

the capitalization and estimated useful life of internal-use software development costs.

5


As future events cannot be determined with precision, actual results could differ significantly from those estimates.

Revenue Recognition

We derive our revenues from two sources: (i) subscription services revenues, which are comprised of subscription fees from customers accessing our enterprise cloud computing solutions, and (ii) related professional services and other revenues. Professional services and other revenues generally include consulting, data services and training. We commence revenue recognition when all of the following conditions are satisfied:

there is persuasive evidence of an arrangement;

the service has been or is being provided to the customer;

the collection of the fees is reasonably assured; and

the amount of fees to be paid by the customer is fixed or determinable.

Our subscription services arrangements are generally non-cancellable and do not provide for refunds to customers in the event of cancellations. We record revenues net of any sales taxes.

Subscription Services Revenues

Subscription services revenues are recognized ratably over the order term beginning when the solution has been provisioned to the customer. Our subscription arrangements are considered service contracts, and the customer does not have the right to take possession of the software.

Professional Services and Other Revenues

The majority of our professional services arrangements are recognized on a time and material basis. Professional services revenues recognized on a time and material basis are measured monthly based on time incurred and contractually agreed upon rates. Certain professional services revenues are based on fixed fee arrangements and revenues are recognized based on progress against input measures, such as hours incurred. In some cases the terms of our time and materials and fixed fee arrangements may require that we defer the recognition of revenue until contractual conditions are met. Data services and training revenues are generally recognized as the services are performed.

Multiple Element Arrangements

We apply the provisions of Financial Accounting Standards Board (FASB) Accounting Standards Update (ASU) 2009-13, Multiple—Deliverable Revenue Arrangements, to allocate revenues based on relative best estimated selling price to each unit of accounting in multiple element arrangements, which generally include subscriptions and professional services. Best estimated selling price of each unit of accounting included in a multiple element arrangement is based upon management’s estimate of the selling price of deliverables when vendor specific objective evidence or third-party evidence of selling price is not available.

Our multiple element arrangements contain non-software deliverables such as our subscription offerings and professional services. For these arrangements we must: (i) determine whether each deliverable has stand-alone value; (ii) determine the estimated selling price of each element using the selling price hierarchy of vendor-specific objective evidence (VSOE) of fair value, third-party evidence (TPE) or best estimated selling price (BESP), as applicable; and (iii) allocate the total price among the various deliverables based on the relative selling price method.

In determining whether professional services and other revenues have stand-alone value, we consider the following factors for each consulting agreement: availability of the consulting services from other vendors, the nature of the consulting services and whether the professional services are required in order for the customer to use the subscription services.

We have determined that we are not able to establish VSOE of fair value or TPE of selling price for any of our deliverables, and accordingly we use BESP for each deliverable in the arrangement. The objective of BESP is to estimate the price at which we would transact a sale of the service deliverables if the services were sold on a stand-alone basis. Revenue allocated to each deliverable is recognized when the basic revenue recognition criteria are met for each deliverable.

We determine BESP for our subscription services included in a multiple element subscription arrangement by considering multiple factors including, but not limited to, stated subscription renewal rates offered to the customer to renew the service and other major groupings such as customer type and geography.

6


BESP for professional services considers the discount of actual professional services sold compared to list price, the experience level of the individual performing the service and geography.

 

Deferred Revenue

Deferred revenue includes amounts billed to customers for which the revenue recognition criteria have not been met. The majority of deferred revenue primarily consists of billings or payments received in advance of revenue recognition from our subscription services described above and is recognized as the revenue recognition criteria are met. We generally invoice our customers in annual, quarterly or monthly installments for the subscription services, which are typically contracted for a term of one year or less. Accordingly, the deferred revenue balance does not generally represent the total contract value of a subscription arrangement. Deferred revenue that will be recognized during the succeeding 12-month period is recorded as current deferred revenue.

Certain Risks and Concentrations of Credit Risk

Our revenues are derived from subscription services, professional services and other services delivered primarily to the pharmaceutical and life sciences industry. We operate in markets that are highly competitive and rapidly changing. Significant technological changes, shifting customer needs, the emergence of competitive products or services with new capabilities and other factors could negatively impact our operating results.

Our financial instruments that potentially subject us to concentration of credit risk consist primarily of cash and cash equivalents, short-term investments and trade accounts receivable. Our cash equivalents and short-term investments are held in safekeeping by large, credit-worthy financial institutions. We have established guidelines relative to credit ratings, diversification and maturities that seek to maintain safety and liquidity. Deposits in these financial institutions may exceed federally insured limits.

We do not require collateral from our customers and generally require payment within 30 to 60 days of billing. We periodically evaluate the collectibility of our accounts receivable and provide an allowance for doubtful accounts as necessary, based on historical experience. Historically, such losses have not been material.

The following customers individually exceeded 10% of total accounts receivable as of the dates shown:

 

 

 

 

 

 

October 31,

 

 

January 31,

 

 

 

 

 

 

2014

 

 

2014

 

Customer 1

 

 

 

 

*

 

 

 

10%

 

Customer 2

 

 

 

 

 

12%

 

 

*

 

Customer 3

 

 

 

 

*

 

 

*

 

 

 

 

*Does not exceed 10%.

The following customers individually exceeded 10% of total revenues for the periods shown:

 

 

Three Months Ended

October 31,

 

Nine Months Ended

October 31,

 

 

2014

 

 

2013

 

2014

 

2013

 

Customer 1

*

 

 

*

 

*

 

 

10%

 

Customer 2

*

 

 

*

 

*

 

*

 

Customer 3

 

10%

 

 

*

 

*

 

*

 

 

 

*Does not exceed 10%.

Recent Accounting Pronouncements

In May 2014, the Financial Accounting Standards Board issued Accounting Standards Update (“ASU”) 2014-09, “Revenue from Contracts with Customers,” which requires revenue to be recognized when promised goods or services are transferred to customers in an amount that reflects the consideration that is expected to be received for those goods or services. ASU 2014-09 supersedes the existing revenue recognition guidance in “Revenue Recognition (Topic 605)” and will be effective for our fiscal year beginning February 1, 2017. Early adoption is not permitted. The standard permits the use of either the retrospective or cumulative effect transition method. We are evaluating the effect that ASU 2014-09 will have on our consolidated financial statements and related disclosures. We have not yet selected a transition method nor have we determined the effect of the standard on our ongoing financial reporting.

 

 

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Note 2.

Short-Term Investments

We classify short-term investments as available-for-sale at the time of purchase and reevaluate such classification as of each balance sheet date. All short-term investments are recorded at estimated fair value. Unrealized gains and losses for available-for-sale securities are included in accumulated other comprehensive income, a component of stockholders’ equity. We evaluate our investments to assess whether those with unrealized loss positions are other than temporarily impaired. We consider impairments to be other than temporary if they are related to deterioration in credit risk or if it is likely we will sell the securities before the recovery of their cost basis. Realized gains and losses and declines in value judged to be other than temporary are determined based on the specific identification method and are reported in other income (expense), net, in the condensed consolidated statements of comprehensive income. Interest, amortization of premiums, and accretion of discount on all short-term investments classified as available for sale are also included as a component of other income (expense), net, in the condensed consolidated statements of comprehensive income.

At October 31, 2014, short-term investments consisted of the following (in thousands):

 

 

 

 

 

 

Gross

 

 

Gross

 

 

Estimated

 

 

Amortized

 

 

Unrealized

 

 

Unrealized

 

 

Fair

 

 

Cost

 

 

Gains

 

 

Losses

 

 

Value

 

Available-for-sale securities:

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Asset-backed securities

$

8,961

 

 

$

 

 

$

(2

)

 

$

8,959

 

Corporate notes and bonds

 

50,356

 

 

 

8

 

 

 

(28

)

 

 

50,336

 

U.S. agency obligations

 

190,170

 

 

 

61

 

 

 

(6

)

 

 

190,225

 

U.S. treasury securities

 

11,199

 

 

 

12

 

 

 

 

 

 

11,211

 

Total available-for-sale securities

$

260,686

 

 

$

81

 

 

$

(36

)

 

$

260,731

 

 

At January 31, 2014, short-term investments consisted of the following (in thousands):

 

 

 

 

 

 

 

Gross

 

 

Gross

 

 

Estimated

 

 

Amortized

 

 

Unrealized

 

 

Unrealized

 

 

Fair

 

 

Cost

 

 

Gains

 

 

Losses

 

 

Value

 

Available-for-sale securities:

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Corporate notes and bonds

$

10,499

 

 

$

9

 

 

$

(1

)

 

$

10,507

 

U.S. agency obligations

 

15,111

 

 

 

7

 

 

 

 

 

 

15,118

 

Total available-for-sale securities

$

25,610

 

 

$

16

 

 

$

(1

)

 

$

25,625

 

 

We may sell our short-term investments at any time, without significant penalty, for use in current operations or for other purposes, even if they have not yet reached maturity. As a result, we classify our investments, including securities with maturities beyond 12 months as current assets in the accompanying condensed consolidated balance sheets.

The following table summarizes the estimated fair value of our short-term investments, designated as available-for-sale and classified by the contractual maturity date of the securities as of the dates shown (in thousands):

 

 

October 31,

 

 

January 31,

 

 

2014

 

 

2014

 

Due in one year or less

$

176,608

 

 

$

17,667

 

Due in greater than one year

 

84,123

 

 

 

7,958

 

Total

$

260,731

 

 

$

25,625

 

 

 

We have certain available-for-sale securities in a gross unrealized loss position, all of which have been in such position for less than 12 months. We review our debt securities classified as short-term investments on a regular basis to evaluate whether or not any security has experienced an other-than-temporary decline in fair value. We consider factors such as the length of time and extent to which the market value has been less than the cost, the financial position and near-term prospects of the issuer and our intent to sell, or whether it is more likely than not we will be required to sell the investment before recovery of the investment’s amortized-cost basis. If we determine that an other-than-temporary decline exists in one of these securities, the respective investment would be written down to fair value. For debt securities, the portion of the write-down related to credit loss would be recognized to other income, net in our condensed consolidated statements of comprehensive income. Any portion not related to credit loss would be included in accumulated other comprehensive income. There were no impairments considered other-than-temporary as of October 31, 2014 and January 31, 2014.

 

8


The following table shows the fair values and the gross unrealized losses of these available-for-sale securities aggregated by investment category as of October 31, 2014 (in thousands):

 

 

 

 

 

 

Gross

 

 

Fair

 

 

Unrealized