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UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
Washington, D.C. 20549
FORM 10-Q
(Mark One)
 
QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934
For the quarterly period ended March 31, 2022
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 001-40806
Freshworks Inc.
(Exact name of registrant as specified in its charter)
Delaware
2950 S Delaware Street, Suite 201
33-1218825
(State or other jurisdiction of incorporation or organization)
San Mateo, CA 94403
(I.R.S. Employer Identification No.)
(Address of Principal executive offices)
(650) 513-0514
Registrant's telephone number, including area code
Not Applicable
(Former name, former address and former fiscal year, if changed since last report)
Securities registered pursuant to Section 12(b) of the Act:
Title of each classTrading Symbol(s)Name of each exchange on which registered
Class A common stock, par value $0.00001 per share
FRSHThe Nasdaq Stock Market LLC
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  ☒    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  ☒   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 the definitions of “large accelerated filer,” “accelerated filer” and “smaller reporting company” in Rule 12b-2 of the Exchange Act. (Check one):




Large accelerated filer
Accelerated filer
Non-accelerated filer  
Smaller reporting company
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.  
Indicate by check mark whether the registrant is a shell company (as defined in Rule 12b-2 of the Act). Yes         No  ☒
As of April 30, 2022, the number of shares of registrant’s Class A common stock outstanding was 106,148,228 and the number of shares of the registrant’s Class B common stock outstanding was 178,023,073.




FRESHWORKS INC.
TABLE OF CONTENTS
Page
ITEM 1.
ITEM 2.
ITEM 3.
ITEM 4.
ITEM 1.
ITEM 1A.
ITEM 2.
ITEM 3.
ITEM 4.
ITEM 5.
ITEM 6.
1


SPECIAL NOTE ABOUT FORWARD-LOOKING STATEMENTS
This Quarterly Report on Form 10-Q contains forward-looking statements within the meaning of Section 21E of the Securities Exchange Act of 1934, as amended (Exchange Act), about us and our industry that involve substantial risks and uncertainties. All statements other than statements of historical facts contained in this Quarterly Report on Form 10-Q, including statements regarding our future results of operations and financial condition, business strategy, and plans and objectives of management for future operations are forward-looking statements. In some cases, forward-looking statements may be identified by words such as “anticipate,” “believe,” “contemplate,” “continue,” “could,” “estimate,” “expect,” “intend,” “may,” “plan,” “potential,” “predict,” “project,” “should,” “target,” “will” or “would,” or the negative of these words or other similar terms or expressions. These forward-looking statements include, but are not limited to, statements concerning the following:
our expectations regarding our annual recurring revenue (ARR), revenue, expenses, and other operating results;
our ability to acquire new customers and successfully retain existing customers;
our ability to increase the number of users who access our platform;
our ability to increase usage of existing products;
our ability to effectively manage our growth;
our ability to achieve or sustain profitability;
future investments in our business, our anticipated capital expenditures, and our estimates regarding our capital requirements;
the costs and success of our sales and marketing efforts, and our ability to maintain and enhance our brand;
the estimated addressable market opportunity for existing products and new products;
our reliance on key personnel and our ability to identify, recruit, and retain skilled personnel;
our ability to effectively manage our growth, including any international expansion;
our ability to protect our intellectual property rights and any costs associated therewith;
the effects of the coronavirus, or COVID-19, pandemic or other public health crises;
our ability to compete effectively with existing competitors and new market entrants; and
the size and growth rates of the markets in which we compete.
You should not rely on forward-looking statements as predictions of future events. We have based the forward-looking statements contained in this Quarterly Report on Form 10-Q primarily on our current expectations and projections about future events and trends that we believe may affect our business, financial condition and operating results. The outcome of the events described in these forward-looking statements is subject to risks, uncertainties and other factors described in the section titled “Risk Factors” and elsewhere in this Quarterly Report 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 Quarterly Report on Form 10-Q. The results, events, and circumstances reflected in the forward-looking statements may not be achieved or occur, and actual results, events, or circumstances could differ materially from those described in the forward-looking statements.
In addition, statements that “we believe” and similar statements reflect our beliefs and opinions on the relevant subject. These statements are based on information available to us as of the date of this Quarterly Report on Form 10-Q. While we believe that such information provides a reasonable basis for these statements, that information may
2


be limited or incomplete. Our statements should not be read to indicate that we have conducted an exhaustive inquiry into, or review of, all relevant information. These statements are inherently uncertain, and investors are cautioned not to unduly rely on these statements.
The forward-looking statements made in this Quarterly Report on Form 10-Q relate only to events as of the date on which the statements are made. We undertake no obligation to update any forward-looking statements made in this Quarterly Report on Form 10-Q to reflect events or circumstances after the date of this Quarterly Report on Form 10-Q or to reflect new information or the occurrence of unanticipated events, except as required by law. We may not actually achieve the plans, intentions or expectations disclosed in our forward-looking statements, and you should not place undue reliance on our forward-looking statements. Our forward-looking statements do not reflect the potential impact of any future acquisitions, mergers, dispositions, joint ventures or investments.
Where You Can Find More Information
We announce material information to the public through a variety of means, including filings with the U.S. Securities and Exchange Commission, press releases, public conference calls, our website (freshworks.com) and the investor relations section of our website (ir.freshworks.com). We use these channels to communicate with investors and the public about our company, our products and services and other matters. Therefore, we encourage investors, the media and others interested in our company to review the information we make public in these locations, as such information could be deemed to be material information.
3


PART I. FINANCIAL INFORMATION
ITEM 1. FINANCIAL STATEMENTS (UNAUDITED)

FRESHWORKS INC.
CONDENSED CONSOLIDATED BALANCE SHEETS
(in thousands, except share and per share amounts)
(unaudited)
March 31, 2022December 31, 2021
Assets
Current assets:
Cash and cash equivalents$603,466 $747,861 
Marketable securities594,332 575,679 
Accounts receivable, net of allowance of $5,517 and $6,030
48,482 51,756 
Deferred contract acquisition costs15,729 14,640 
Prepaid expenses and other current assets37,681 31,440 
Total current assets1,299,690 1,421,376 
Property and equipment, net21,089 21,478 
Operating lease right-of-use assets28,237 — 
Deferred contract acquisition costs, noncurrent15,243 15,007 
Intangible assets, net1,270 1,894 
Goodwill6,181 6,181 
Deferred tax assets5,858 6,284 
Other assets13,113 10,592 
Total assets$1,390,681 $1,482,812 
Liabilities and Stockholders' Equity
Current liabilities:
Accounts payable$3,798 $6,321 
Accrued liabilities53,100 55,829 
Deferred revenue174,412 160,173 
Income tax payable385 1,023 
Total current liabilities231,695 223,346 
Operating lease liabilities, non-current26,934 — 
Other liabilities20,834 21,427 
Total liabilities279,463 244,773 
Commitments and contingencies (Note 8)
Stockholders' equity:
Preferred stock, $0.00001 par value per share; 10,000,000 shares authorized as of March 31, 2022 and December 31, 2021; zero shares issued and outstanding as of March 31, 2022 and December 31, 2021
  
Class A common stock, $0.00001 par value per share; 1,000,000,000 shares authorized as of March 31, 2022 and December 31, 2021; 97,648,760 and 50,554,821 shares issued and outstanding as of March 31, 2022 and December 31, 2021, respectively
1  
Class B common stock, $0.00001 par value per share; 350,000,000 shares authorized as of March 31, 2022 and December 31, 2021; 185,421,500 and 222,739,562 shares issued and outstanding as of March 31, 2022 and December 31, 2021, respectively
2 3 
4

FRESHWORKS INC.
CONDENSED CONSOLIDATED BALANCE SHEETS
(in thousands, except share and per share amounts)
(unaudited)
March 31, 2022December 31, 2021
Additional paid-in capital4,435,568 4,509,724 
Accumulated other comprehensive loss (4,353)(747)
Accumulated deficit(3,320,000)(3,270,941)
Total stockholders' equity1,111,218 1,238,039 
Total liabilities and stockholders' equity$1,390,681 $1,482,812 
The accompanying notes are an integral part of these condensed consolidated financial statements.
5

FRESHWORKS INC.
CONDENSED CONSOLIDATED STATEMENTS OF OPERATIONS
(in thousands, except per share amounts)
(unaudited)



Three Months Ended March 31,
20222021
Revenue$114,637 $80,587 
Cost of revenue22,395 16,693 
Gross profit92,242 63,894 
Operating expense:
Research and development30,717 15,395 
Sales and marketing71,466 42,508 
General and administrative37,183 7,706 
Total operating expenses139,366 65,609 
Loss from operations(47,124)(1,715)
Interest and other income, net602 373 
Loss before income taxes(46,522)(1,342)
Provision for income taxes2,537 1,073 
Net loss(49,059)(2,415)
Decretion of redeemable convertible preferred stock 216,131 
Undistributed earnings allocated to preferred stockholders (144,221)
Net (loss) income attributable to common stockholders - basic$(49,059)$69,495 
Undistributed earnings allocated to preferred stockholders 144,221 
Decretion of redeemable convertible preferred stock (216,131)
Net loss attributable to common stockholders - diluted$(49,059)$(2,415)
Net (loss) income per share attributable to common stockholders - basic$(0.18)$0.89 
Net loss per share attributable to common stockholders - diluted$(0.18)$(0.01)
Weighted average shares used in computing net (loss) income per share attributable to common stockholders - basic278,186 77,696 
Weighted average shares used in computing net loss per share attributable to common stockholders - diluted278,186 233,440 
The accompanying notes are an integral part of these condensed consolidated financial statements.
6

FRESHWORKS INC.
CONDENSED CONSOLIDATED STATEMENTS OF COMPREHENSIVE LOSS
(in thousands)
(unaudited)
Three Months Ended March 31,
20222021
Net loss$(49,059)$(2,415)
Other comprehensive loss:
Unrealized loss on marketable securities(3,606)(248)
Comprehensive loss$(52,665)$(2,663)
The accompanying notes are an integral part of these condensed consolidated financial statements.
7

FRESHWORKS INC.
CONDENSED CONSOLIDATED STATEMENTS OF REDEEMABLE CONVERTIBLE PREFERRED STOCK AND STOCKHOLDERS' EQUITY (DEFICIT)
(in thousands)
(Unaudited)
Three Months Ended March 31, 2022
Redeemable Convertible
Preferred Stock
Common StockAdditional
Paid-in
Capital
Accumulated Other Comprehensive LossAccumulated DeficitTotal Stockholders'
(Deficit) Equity
SharesAmountSharesAmount
Balances as of December 31, 2021 $ 273,294 $3 $4,509,724 $(747)$(3,270,941)$1,238,039 
Issuance of common stock upon exercise of stock options— — 113 — 29 — — 29 
Issuance of common stock upon vesting and settlement of restricted stock units, net of shares withheld for taxes— — 9,663 — (120,810)— — (120,810)
Stock-based compensation— — — — 46,625 — — 46,625 
Unrealized loss on marketable securities— — — — — (3,606)— (3,606)
Net loss— — — — — — (49,059)(49,059)
Balances as of March 31, 2022 $ 283,070 $3 $4,435,568 $(4,353)$(3,320,000)$1,111,218 
Three Months Ended March 31, 2021
Redeemable Convertible
Preferred Stock
Common StockAdditional
Paid-in
Capital
Accumulated Other Comprehensive IncomeAccumulated DeficitTotal Stockholders' Deficit
SharesAmountSharesAmount
Balances as of December 31, 2020153,938 $2,895,096 77,619 $1 $ $411 $(2,697,153)$(2,696,741)
Decretion of redeemable convertible preferred stock— (216,131)— — 75,582 — 140,549 216,131 
Issuance of common stock upon exercise of stock options— — 131 — 21 — — 21 
Unrealized loss on marketable securities— — — — — (248)— (248)
Net loss— — — — — — (2,415)(2,415)
Balances as of March 31, 2021153,938 $2,678,965 77,750 $1 $75,603 $163 $(2,559,019)$(2,483,252)


The accompanying notes are an integral part of these condensed consolidated financial statements.
8

FRESHWORKS INC.
CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS
(in thousands)
(unaudited)
Three Months Ended March 31,
20222021
Cash Flows Operating Activities:
Net loss$(49,059)$(2,415)
Adjustments to reconcile net loss to net cash provided by operating activities:
Depreciation and amortization2,973 3,201 
Amortization of deferred contract acquisition costs4,275 2,659 
Non-cash lease expense1,404 — 
Stock-based compensation46,625  
Premium amortization on marketable securities766 363 
Change in fair value of equity securities(85)(27)
Deferred income taxes309  
Other754 (67)
Changes in operating assets and liabilities:
Accounts receivable3,160 (2,833)
Deferred contract acquisition costs(5,600)(4,790)
Prepaid expenses and other assets(8,685)3,299 
Accounts payable(2,059)689 
Accrued and other liabilities(4,972)(9,277)
Deferred revenue14,239 16,975 
Operating lease liabilities(2,690) 
Net cash provided by operating activities1,355 7,777 
Cash Flows from Investing Activities:
Purchases of property and equipment(1,397)(1,987)
Proceeds from sale of property and equipment17 102 
Capitalized internal-use software(1,344)(956)
Purchases of marketable securities(151,408)(26,381)
Sales of marketable securities58,736 2,510 
Maturities and redemptions of marketable securities69,750 42,462 
Net cash (used in) provided by investing activities(25,646)15,750 
Cash Flows from Financing Activities:
Proceeds from exercise of stock options28 21 
Payment of withholding taxes on net share settlement of equity awards(119,948) 
Payment of deferred offering costs(109)(28)
Net cash (used in) financing activities(120,029)(7)
Net (decrease) increase in cash, cash equivalents and restricted cash(144,320)23,520 
Cash, cash equivalents and restricted cash, beginning of period747,864 98,331 
Cash, cash equivalents and restricted cash, end of period$603,544 $121,851 
Reconciliation of cash, cash equivalents and restricted cash to consolidated balance sheets:
Cash and cash equivalents$603,466 $120,716 
Restricted cash included in prepaid expenses and other current assets46 116 
Restricted cash included in other assets32 1,019 
Total cash, cash equivalents and restricted cash$603,544 $121,851 
Three Months Ended March 31,
20222021
Supplemental cash flow information:
Cash paid for taxes$3,649 $2,593 
Non-cash investing and financing activities:
Operating lease right-of-use assets obtained in exchange for operating lease obligations$5,324 $ 
Decretion of redeemable convertible preferred stock$ $(216,131)
The accompanying notes are an integral part of these condensed consolidated financial statements.
9


FRESHWORKS INC.
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS
(UNAUDITED)
1.Business, Basis of Presentation and Summary of Significant Accounting Policies
Description of business
Freshworks Inc. (Freshworks, or the Company) is a software development company that provides modern software-as-a-service (SaaS) products that are designed with the user in mind. The Company was incorporated in Delaware in 2010 and is headquartered in San Mateo, California.
In September 2021, the Company completed its initial public offering (IPO), in which it issued and sold 31,350,000 shares of its newly authorized Class A common stock at $36.00 per share. The Company received net proceeds of approximately $1.1 billion from the IPO, net of underwriters’ discounts.
Upon completion of the IPO, the majority of shares of Class B common stock then outstanding were automatically converted to Class A common stock on a one-to-one basis, unless an option to remain as Class B common stock was elected by the holder. In addition, all shares of redeemable convertible preferred stock then outstanding were converted into 153,937,730 shares of common stock on a one-to-one basis and then reclassified into Class B common stock.
Upon the Company's IPO, the liquidity event condition was met for all restricted stock units (RSUs). RSUs that had already met the service condition at that date were entitled to one share of Class B common stock for each vested RSU.
In September 2021, the Company also completed a 10-for-one forward stock split of the Company's authorized, issued and outstanding stock. All share and per share information included in the accompanying condensed consolidated financial statements and notes thereto have been adjusted on a retrospective basis to reflect the stock split.
Basis of Presentation and Principles of Consolidation
The accompanying condensed consolidated financial statements have been prepared in conformity with accounting principles generally accepted in the United States of America (GAAP). The condensed consolidated financial statements include the accounts of the Company and its wholly owned subsidiaries, and all intercompany balances and transactions have been eliminated in consolidation.
Unaudited Interim Consolidated Financial Statements
The accompanying condensed consolidated balance sheet as of March 31, 2022, the condensed consolidated statements of operations, of comprehensive loss, of cash flows, and of redeemable convertible preferred stock and stockholders’ equity (deficit) for the three months ended March 31, 2022 and 2021, and the related notes to such condensed consolidated financial statements are unaudited. These unaudited condensed consolidated financial statements are presented in accordance with the rules and regulations of the U.S. Securities and Exchange Commission (SEC) and do not include all disclosures normally required in annual consolidated financial statements prepared in accordance with U.S. GAAP. In management’s opinion, the unaudited condensed consolidated financial statements have been prepared on a basis consistent with the annual consolidated financial statements and reflect all adjustments, which include only normal recurring adjustments, necessary for the fair statement of the Company’s financial position as of March 31, 2022 and its results of operations and cash flows for the three months ended March 31, 2022 and 2021. The results of operations for the three months ended March 31, 2022 are not necessarily indicative of the results to be expected for the full year or any other future interim or annual period.
10


The condensed consolidated financial statements should be read in conjunction with the audited consolidated financial statements and notes included in the Company’s Annual Report on Form 10-K for the year ended December 31, 2021, which was filed with the SEC on February 23, 2022.
Use of Estimates
The preparation of the condensed consolidated financial statements in accordance with GAAP requires management to make estimates and assumptions that affect the reported amounts of assets and liabilities, disclosure of contingent assets and liabilities at the date of the consolidated financial statements, and the reported amounts of income and expense during the reporting periods. Significant items subject to such estimates and assumptions include, but are not limited to, the following:
determination of standalone selling price (SSP) for each distinct performance obligation included in customer contracts with multiple performance obligations;
allowance for doubtful accounts;
expected benefit period of deferred contract acquisition costs;
capitalization of internal-use software development costs;
fair value of acquired intangible assets and goodwill;
useful lives of long-lived assets;
valuation of deferred tax assets;
valuation of employee defined benefit plan;
fair value of share-based awards, including performance-based awards; and
incremental borrowing rate used for operating leases.
Risk and Uncertainties
Due to the COVID-19 pandemic, the Company temporarily closed its headquarters in San Mateo, California, and other offices around the world. At the same time, the operations of its partners and customers have also been disrupted. While most of the Company's offices have reopened, many of its employees continue to work remotely, and the Company continues to operate in a combination of in-office and work-from-home environment. While the duration and extent of the COVID-19 pandemic depends largely on future developments that cannot be accurately predicted at this time, it has already had an adverse effect on the global economy and the ultimate societal and economic impact of the COVID-19 pandemic remains unknown. Additionally, inflationary pressures and a global labor shortage are currently impacting the pace of global recovery. In particular, the conditions caused by this pandemic, inflation and geopolitical conflicts could adversely affect demand for the Company’s products and services, lead to longer sales cycles, reduce the value or duration of subscriptions, negatively impact collections of accounts receivable, reduce expected spending from new customers, cause some of the existing customers to go out of business, limit the potential to generate additional business with new customers due to travel restrictions imposed, and affect contraction or attrition rates of the Company’s customers, all of which could adversely affect the Company’s business, results of operations, and financial condition. The Company is not aware of any specific event or circumstances related to the pandemic, geopolitical conflicts or other events that would require it to update estimates or judgments or adjust the carrying value of its assets or liabilities. Actual results could differ from those estimates and any such differences may be material to the consolidated financial statements.
Concentrations of Risk
Financial instruments that potentially expose the Company to significant concentration of credit risk consist primarily of cash, cash equivalents, marketable securities, and accounts receivable. The Company’s cash and cash equivalents and marketable securities are generally held with large financial institutions and are in excess of the
11


federally insured limits provided on such deposits. In addition, the Company has cash and cash equivalents held in international bank accounts, which are denominated primarily in Euros, British Pounds, Indian Rupees, and Australian Dollars.
There were no customers that individually exceeded 10% of the Company’s revenue for the three months ended March 31, 2022 and 2021 or that represented 10% or more of the Company’s consolidated accounts receivable balance as of March 31, 2022.
The Company primarily relies upon its third-party cloud infrastructure partner, Amazon Web Services, to serve customers and operate certain aspects of its services. Any disruption of this cloud infrastructure partner would impact the Company's operations and its business could be adversely impacted.
Significant Accounting Policies
The Company's significant accounting policies are described in the Annual Report on Form 10-K for the year ended December 31, 2021. There have been no significant changes to these policies that have had a material impact on the condensed consolidated financial statements and the related notes for the three months ended March 31, 2022, with the exception of the adoption of Accounting Standards Update (ASU) No. 2016-02, Leases (Topic 842) as described below. See also Recently Adopted Accounting Pronouncements for more detail on the adoption.
Leases
The Company leases office space under operating leases with expiration dates through 2031. The Company determines whether an arrangement constitutes a lease and records lease liabilities and right-of-use (ROU) assets on its condensed consolidated balance sheets at the lease commencement date. Lease liabilities are measured based on the present value of the total lease payments not yet paid, discounted based on either the rate implicit in the lease or the Company's incremental borrowing rate (the estimated rate the Company would be required to pay for a collateralized borrowing equal to the total lease payments over the term of the lease), whichever is more readily determinable. Lease liabilities due within 12 months are included within accrued liabilities on the Company's condensed consolidated balance sheets. The incremental borrowing rate is based on an estimate of the Company's expected unsecured borrowing rate for its notes, adjusted for tenor and collateralized security features. ROU assets are measured based on the corresponding lease liability adjusted for (i) payments made to the lessor at or before the lease commencement date, (ii) initial direct costs incurred, and (iii) tenant incentives received, incurred or payable under the lease. Recognition of rent expense begins when the lessor makes the underlying asset available to the Company. The Company does not assume renewals or early terminations of its leases unless it is reasonably certain to exercise these options at commencement and does not allocate consideration between lease and non-lease components.
For short-term leases, the Company records rent expense in its condensed consolidated statements of operations on a straight-line basis over the lease term and records variable lease payments as incurred.
Recent Accounting Pronouncements
New accounting pronouncements are issued by the Financial Accounting Standards Board (FASB) under its Accounting Standards Codification (ASC) or ASU and adopted by the Company as of the specified effective date.
Recently Adopted Accounting Pronouncements
In February 2016, the FASB issued ASU 2016-02, Leases (Topic 842), which requires lessees to recognize most leases on their balance sheets as ROU assets with corresponding lease liabilities and eliminates certain real estate-specific provisions. The Company adopted this standard effective January 1, 2022 on a modified retrospective basis, and as such, results in comparative periods were not restated. As a result of the adoption, the Company recognized operating ROU assets of $24.3 million and operating lease liabilities of $28.8 million in its condensed consolidated balance sheets on the adoption date. The Company has elected certain available practical expedients, which allow it to forego the reassessments of (i) whether any expired or existing contracts are or contain leases, (ii) the lease classification of any expired or existing leases, and (iii) initial direct costs for any existing leases. The Company has
12


also elected to combine lease and non-lease components for commercial lease arrangements. Additionally, the Company elected not to recognize operating ROU assets and the associated operating lease liabilities for leases with a term of 12 months or less from the lease commencement date.
In June 2016, the FASB issued ASU 2016-13, Financial Instruments — Credit Losses (Topic 326): Measurement of Credit Losses on Financial Instruments. ASU 2016-13 requires measurement and recognition of expected credit losses for financial assets by requiring an allowance to be recorded as an offset to the amortized cost of such assets. The standard primarily impacts the amortized cost of the Company's available-for-sale debt securities. The Company adopted this standard on January 1, 2022 using the modified retrospective approach, which did not result in a material impact on its condensed consolidated financial statements.
In December 2019, the FASB issued ASU 2019-12, Simplifying the Accounting for Income Taxes (Topic 740). The standard eliminates certain exceptions related to the approach for intraperiod tax allocation and the methodology for calculating income taxes in an interim period. The standard also simplifies aspects of accounting for franchise taxes and enacted changes in tax or rates, and clarifies the accounting for transactions that result in a step-up in the tax basis for goodwill. The Company adopted this standard effective January 1, 2022, which did not result in a material impact on its condensed consolidated financial statements.
In October 2021, the FASB issued ASU 2021-08, Business Combinations (Topic 805): Accounting for Contract Assets and Contract Liabilities from Contracts with Customers, which requires acquiring entities to apply Topic 606 to recognize and measure contract assets and contract liabilities in a business combination. ASU 2021-08 will become effective for the Company on January 1, 2023, to be applied prospectively to business combinations occurring on or after the effective date of the ASU, with early adoption permitted. The Company adopted this standard effective January 1, 2022, which did not result in a material impact on its condensed consolidated financial statements.
2.Revenue From Contracts with Customers
Revenue
The Company derives revenue from subscription fees and related professional services. The Company sells subscriptions for its cloud-based solutions directly to customers and indirectly through channel partners through arrangements that are non-cancelable and non-refundable. The Company’s subscription arrangements do not provide customers with the right to take possession of the software supporting the solutions and, as a result, are accounted for as service arrangements. The Company records revenue net of sales or value-added taxes.
Disaggregation of Revenue
The following table summarizes revenue by the Company’s service offerings (in thousands):
Three Months Ended March 31,
20222021
Subscription services$111,397 $77,822 
Professional services3,240 2,765 
Total revenue$114,637 $80,587 
See Note 12 for revenue by geographic location.
Deferred Revenue and Remaining Performance Obligations
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Deferred revenue consists of customer billings in advance of revenue being recognized from the Company’s subscription and professional services arrangements.
Revenue recognized during the three months ended March 31, 2022 and 2021 from amounts included in deferred revenue at the beginning of these periods was $72.2 million and $46.7 million, respectively.
The aggregate balance of remaining performance obligations as of March 31, 2022 was $251.6 million. The Company expects to recognize $196.0 million of the balance as revenue in the next 12 months and the remainder thereafter. The aggregate balance of remaining performance obligations represents contracted revenue that has not yet been recognized, which includes unearned revenue and unbilled amounts that will be recognized as revenue in future periods.
Deferred Contract Acquisition Costs
The change in the balance of deferred contract acquisition costs during the periods presented is as follows (in thousands):
Three Months Ended March 31,
20222021
Balance at beginning of the period$29,647 $18,273 
Add: Contract costs capitalized during the period5,600 4,790 
Less: Amortization of contract costs during the period(4,275)(2,659)
Balance at end of the period$30,972 $20,404 

3.Cash Equivalents and Marketable Securities
Cash equivalents and available-for-sale debt securities consisted of the following as of March 31, 2022 and December 31, 2021 (in thousands):
March 31, 2022
Amortized CostUnrealized GainsUnrealized LossesFair Value
Cash equivalents:
Money market funds$270,989 $— $— $270,989 
U.S. treasury securities147,459 3 (2)147,460 
U.S. government agency securities121,469  (19)121,450 
Corporate debt securities21,235   21,235 
Total cash equivalents561,152 3 (21)561,134 
Debt securities:
U.S. treasury securities438,918 12 (2,518)436,412 
U.S. government agency securities81,458  (1,196)80,262 
Corporate debt securities78,291  (633)77,658 
Total debt securities598,667 12 (4,347)594,332 
Total cash equivalents and debt securities$1,159,819 $15 $(4,368)$1,155,466 
14


December 31, 2021
Amortized CostUnrealized GainsUnrealized LossesFair Value
Cash equivalents:
Money market funds$684,485 $— $— $684,485 
U.S. treasury securities22,000   22,000 
U.S. government agency securities4,286  (1)4,285 
Corporate debt securities15,998   15,998 
Total cash equivalents726,769  (1)726,768 
Debt securities:
U.S. treasury securities442,715 2 (432)442,285 
U.S. government agency securities75,725  (159)75,566 
Corporate debt securities54,335 17 (175)54,177 
Total debt securities572,775 19 (766)572,028 
Total cash equivalents and debt securities$1,299,544 $19 $(767)$1,298,796 
As of March 31, 2022 and December 31, 2021, the securities in a continuous unrealized loss position for 12 months or longer were not material.
The amortized cost and fair value of the available-for-sale debt securities based on contractual maturities are as follows (in thousands):
March 31, 2022
Amortized CostFair Value
Due within one year$453,786 $452,010 
Due after one year but within five years144,881 142,322 
Total$598,667 $594,332 
Accrued interest receivable of $1.2 million was classified in prepaid expenses and other current assets in the condensed consolidated balance sheet of as March 31, 2022.
In addition to available-for-sale debt securities, marketable securities also include term bond mutual funds, which are measured at fair value. As of March 31, 2022, there were no investments in term bond mutual funds. As of December 31, 2021, the fair value of the term bond mutual funds was $3.7 million.
The change in fair value of the term bond mutual funds is recorded in interest and other income, net in the condensed consolidated statements of operations. The realized and unrealized gains recognized in the condensed consolidated statements of operations for the term bond mutual funds were not material during the three months ended March 31, 2022 and 2021.

4.Fair Value Measurements
The Company measures its financial assets at fair value each reporting period using a fair value hierarchy that prioritizes the use of observable inputs and minimizes the use of unobservable inputs when measuring fair value. The hierarchy gives the highest priority to unadjusted quoted prices in active markets for identical assets or liabilities (Level 1 measurements) and the lowest priority to measurements involving significant unobservable inputs (Level 3 measurements). The three levels of the fair value hierarchy are as follows:
Level 1—Inputs are observable and reflect quoted prices in active markets for identical assets or liabilities that the Company has the ability to access at the measurement date.
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Level 2—Inputs other than quoted prices included within Level 1 that are observable, either directly or indirectly.
Level 3—Inputs that are unobservable.
Money market funds and U.S. treasury securities are classified within Level 1 because they are valued using quoted market prices or alternative pricing sources and models utilizing market observable inputs. Other debt securities and investments are classified within Level 2 if the investments are valued using model driven valuations which use observable inputs such as quoted market prices, benchmark yields, reported trades, broker/dealer quotes or alternative pricing sources with reasonable levels of price transparency. Available-for-sale debt securities are held by custodians who obtain investment prices from a third-party pricing provider that incorporates standard inputs in various asset price models.
The Company did not have any assets or liabilities subject to fair value remeasurement on a nonrecurring basis as of March 31, 2022 and December 31, 2021.
Assets and Liabilities Measured at Fair Value on a Recurring Basis
The following table represents the fair value hierarchy for the Company’s financial assets measured at fair value on a recurring basis as of March 31, 2022 and December 31, 2021 (in thousands):
March 31, 2022
Fair Value Measured Using
Level 1Level 2Total
Financial assets:
Cash equivalents:
Money market funds$270,989 $ $270,989 
U.S. treasury securities147,460  147,460 
U.S. government agency securities 121,450 121,450 
Corporate debt securities 21,235 21,235 
Marketable securities:
U.S. treasury securities436,412  436,412 
U.S. government agency securities 80,262 80,262 
Corporate debt securities 77,658 77,658 
Term bond mutual funds   
Total financial assets$854,861 $300,605 $1,155,466 
December 31, 2021
Fair Value Measured Using
Level 1Level 2Total
Financial assets:
Cash equivalents:
Money market funds$684,485 $ $684,485 
U.S. treasury securities22,000  22,000 
U.S. government agency securities 4,285 4,285 
Corporate debt securities 15,998 15,998 
Marketable securities:
U.S. treasury securities442,285  442,285 
U.S. government agency securities 75,566 75,566 
Corporate debt securities 54,177 54,177 
Term bond mutual funds 3,651 3,651 
Total financial assets$1,148,770 $153,677 $1,302,447 
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5.Balance Sheet Components
Property and Equipment, net
The following table summarizes property and equipment, net as of March 31, 2022 and December 31, 2021 (in thousands):
March 31, 2022December 31, 2021
Computers$13,900 $13,041 
Capitalized internal-use software14,975 14,178 
Office equipment3,403 3,375 
Furniture and fixtures8,395 8,395 
Motor vehicles1,392 1,421 
Leasehold improvements4,297 4,274 
Construction in progress217  
Total property and equipment46,579 44,684 
Less: accumulated depreciation and amortization(25,490)(23,206)
Property and equipment, net$21,089 $21,478 
Capitalization of costs associated with internal-use software were $1.3 million and $1.0 million for the three months ended March 31, 2022 and 2021, respectively. As of March 31, 2022 and December 31, 2021, the net carrying value of capitalized internal-use software was $8.4 million and $8.3 million, respectively.
Depreciation and amortization expense was $2.4 million and $2.1 million for the three months ended March 31, 2022 and 2021, respectively.
Accrued Liabilities
The following table summarizes accrued liabilities as of March 31, 2022 and December 31, 2021 (in thousands):
March 31, 2022December 31, 2021
Accrued compensation$14,167 $17,261 
Accrued third-party cloud infrastructure expenses2,740 2,785 
Accrued reseller commissions5,935 5,870 
Accrued advertising and marketing expenses6,003 6,022 
Advanced payments from customers3,421 3,260 
Accrued taxes4,994 10,777 
Operating lease liabilities, current4,534 — 
Contributions withheld for employee stock purchase plan7,325 4,211 
Other accrued expenses3,981 5,643 
Total accrued liabilities$53,100 $55,829 
6.Goodwill and Intangible Assets, Net
The carrying value of goodwill was $6.2 million as of March 31, 2022 and December 31, 2021.
Acquired intangible assets consist of developed technology and customer relationships and are amortized on a straight-line basis over their estimated useful lives. The following tables summarize acquired intangible assets as of March 31, 2022 and December 31, 2021:

17


March 31, 2022
Gross AmountAccumulated AmortizationNet Carrying ValueWeighted Average Remaining Useful Life
(amounts in thousands)(in years)
Developed technology$10,496 $(9,672)$824 0.9
Customer relationships1,600 (1,154)446 1.2
Total$12,096 $(10,826)$1,270 
December 31, 2021
Gross AmountAccumulated AmortizationNet Carrying ValueWeighted Average Remaining Useful Life
(amounts in thousands)(in years)
Developed technology$10,496 $(9,147)$1,349 0.9
Customer relationships1,600 (1,055)545 1.4
Total$12,096 $(10,202)$1,894 
Amortization of acquired intangible assets is as follows:
Three Months Ended March 31,
20222021
Developed technology:
Cost of revenue$525 $969 
Customer relationships:
Sales and marketing99 99 
Total amortization expense$624 $1,068 
As of March 31, 2022, expected future amortization expense related to acquired intangible assets is as follows (in thousands):
Year Ending December 31,Amortization Expense
2022 (remaining nine months)967 
2023303 
Total future amortization$1,270 
7.Leases
The Company has operating leases primarily for office space. The leases have remaining lease terms of one to nine years, some of which include options to extend the leases for up to six years.
The following table presents various components of the lease costs (in thousands):
Operating LeasesThree Months Ended March 31, 2022
Operating lease cost$1,775 
Short-term lease cost315 
Variable lease cost669 
Rent expense for operating leases recognized prior to our adoption of Topic 842 for the period ended March 31, 2021 was $2.5 million.
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The weighted-average remaining term of the Company's operating leases and the weighted-average discount rate used to measure the present value of the operating lease liabilities are as follows:
Lease Term and Discount RateThree Months Ended March 31, 2022
Weighted-average remaining lease term (in years)5.6
Weighted-average discount rate7.7 %
The following table presents supplemental information arising from lease transactions. Cash payments related to short-term leases are not included in the measurement of the operating lease liabilities, and as such, are excluded from the amounts below (in thousands):
Supplemental Cash Flow Information:Three Months Ended March 31, 2022
Cash payments included in the measurement of operating lease liabilities$2,724 
Operating ROU assets obtained in exchange for lease obligations5,324 
As of March 31, 2022, maturities of the operating lease liabilities are as follows (in thousands):
Year Ending December 31:Operating Leases
2022 (remaining 9 months)$4,868 
20237,692 
20247,545 
20256,907 
20264,597 
Thereafter8,643 
Total lease payments40,252 
Less: imputed interest(8,784)
Present value of operating lease liabilities$31,468 
As of March 31, 2022, future payments related to signed leases that have not yet commenced, excluded from the table above, are not material.
Future minimum lease payments under non-cancelable operating leases of December 31, 2021 were as follows (in thousands):
Year Ending December 31:Operating Leases
2022$6,954 
20236,790 
20246,642 
20255,976 
20263,579 
Thereafter4,304 
Total minimum future payments$34,245 

8.Commitments and Contingencies
Other Contractual Commitments
The Company's other contractual commitments primarily consist of third-party cloud infrastructure agreements and service subscription purchase arrangements used to support operations at the enterprise level. As of March 31,
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2022, other contractual commitments totaling $133.6 million remain outstanding under these agreements though 2025.
Litigation and Loss Contingencies
From time to time, the Company may be subject to other legal proceedings, claims, investigations, and government inquiries (collectively, Legal Proceedings) in the ordinary course of business. It may receive claims from third parties asserting, among other things, infringement of their intellectual property rights, defamation, labor and employment rights, privacy, and contractual rights. There are no currently pending legal proceedings that the Company believes will have a material adverse impact on the business or condensed consolidated financial statements.
Indemnifications
In the ordinary course of business, the Company enters into contractual arrangements under which the Company agrees to provide indemnification of varying scope and terms to customers, business partners, and other parties with respect to certain matters, including losses arising out of intellectual property infringement claims made by third parties, if the Company has violated applicable laws, if the Company is negligent or commits acts of willful misconduct, and other liabilities with respect to its products and services and its business. In these circumstances, payment is typically conditional on the other party making a claim pursuant to the procedures specified in the particular contract. The Company also indemnifies certain of its officers, directors and certain key employees while they are serving in good faith in their respective capacities. To date, the Company has not incurred any material costs as a result of such indemnifications and has not accrued any liabilities related to such obligations in its condensed consolidated financial statements.
9.Stockholders' Equity and Stock-Based Compensation
Equity Compensation Plans
In August 2021, the board of directors (the Board) adopted the 2021 Equity Incentive Plan (the 2021 Plan) and the 2021 Employee Stock Purchase Plan (ESPP), effective upon the Company's initial public offering (IPO). Pursuant to the 2021 Plan, the Board may grant incentive stock options to purchase shares of the Company’s common stock, non-statutory stock options to purchase shares of the Company’s common stock, stock appreciation rights, restricted stock, RSUs, performance awards (PRSUs) and other awards. The ESPP enables eligible employees to purchase the Company's Class A common stock. Both the 2021 Plan and ESPP include an automatic increase to their shares reserve on January 1 of each year as set forth in the respective plan documents.
Shares of common stock reserved for future issuance were as follows (in thousands):
March 31, 2022
2011 Stock Plan:
Options and RSUs outstanding31,919 
2021 Equity Incentive Plan:
RSUs outstanding1,555 
Shares reserved for future award issuances55,619 
2021 Employee Stock Purchase Plan6,500 
Total shares of common stock reserved for issuance95,593 
2021 Employee Stock Purchase Plan
Under the ESPP, the price at which Class A common stock is purchased is equal to 85% of the fair market value of a share of the Company’s Class A common stock on the first day of the offering period or the applicable purchase date, whichever is lower. The ESPP provides an offering period of 24 months, with four purchase periods that are generally six months long and begin on May 15 and November 15 of each year, except for the first purchase period, which began upon the completion of the IPO in September 2021 and will end on May 13, 2022, with contributions
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from employees beginning on October 1, 2021. The ESPP also includes a reset provision for the purchase price if the stock price on the purchase date is less than the stock price on the offering date.
As of March 31, 2022, the Company has withheld $7.3 million of contributions from its employees, and no shares have been purchased under the ESPP.
The Company estimates the fair value of the ESPP using the Black-Scholes option-pricing model, which requires certain complex valuation assumption inputs such as expected term, expected stock price volatility, risk-free interest rate and dividend yield. The fair value of each of the four purchase periods is estimated separately. During the three months ended March 31, 2022, the Company recognized $3.2 million of stock-based compensation expense related to the ESPP.
Stock Options
Stock options are granted with an exercise price equal to the stock’s fair market value at the date of grant, have 10-year contractual terms, and vest over a four-year period. As of March 31, 2022, 1,235,924 stock options were outstanding and exercisable with an aggregate intrinsic value of $21.8 million. All stock options are fully vested and exercisable and have a weighted-average exercise price of $0.27 per share. Aggregate intrinsic value represents the difference between the exercise price and the per share fair value of the Company's common stock as of the end of the period, multiplied by the number of stock options outstanding and exercisable.
Restricted Stock Units
RSUs are granted at fair market value at the date of the grant and vest over a four-year period.
RSU activity, which includes PRSUs, during the three months ended March 31, 2022 is as follows:
Share Information:Number of SharesWeighted-Average Grant Date Fair Value Per Share
(in thousands, except per share data)
Unvested, as of December 31, 202147,830 $14.47 
Granted1,164 $22.47 
Vested(16,223)$6.57 
Forfeited(533)$16.17 
Unvested, as of March 31, 2022
32,238 $18.70 
During the three months ended March 31, 2022, total shares that vested were 16.2 million, of which 6.6 million shares were withheld for tax withholding requirements. On February 14, 2022, the final lock-up period following the IPO expired, and the Company issued an aggregate of 9.3 million shares of its common stock, net of shares withheld for taxes, as settlement of all RSUs that had met time-based service condition. Total cash paid related to the withholding taxes on net share settlement of equity awards amounted to $119.9 million during the three months ended March 31, 2022.
Performance-Based Awards
In May 2019, the Board approved a grant of 166,390 shares of PRSUs to the Company’s CEO. The vesting of these PRSUs is contingent upon the satisfaction of certain milestones. The revenue-related milestone and the liquidity event condition were met prior to December 31, 2021. As of March 31, 2022, the time-based vesting was the only condition yet to be satisfied over the remaining requisite service period, and the number of shares to vest subject to this condition is insignificant.
In September 2021, the Board approved a grant of 6,000,000 PRSUs to the Company's CEO with a time-based service condition beginning January 1, 2022, and a market condition involving five separate stock price targets ranging from $70.00 to $200.00 per share for each of the five vesting tranches (CEO Performance Award). These stock price targets will be measured based on the average closing price over a consecutive 60-trading day period,
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beginning on the first trading day after the expiration of the final lock-up period in February 2022. The vesting of the CEO Performance Award is contingent upon the completion of the requisite service through January 1, 2029 and the achievement of the specified stock price target in each tranche on or before January 1, 2029. The stock price targets are not required to be achieved within the service period of each tranche, and accordingly, multiple tranches can vest at the same date if the specified stock price targets are achieved after December 31, 2025. The CEO Performance Award had a total grant date fair value of $131.0 million. The fair value of the CEO Performance Award was determined at grant date by using the Monte Carlo simulation model, which requires certain complex valuation assumption inputs such as measurement period, expected stock price volatility, risk-free interest rate and dividend yield.
For the three months ended March 31, 2022, the Company recognized $6.9 million of stock-based compensation expense associated with the CEO Performance Award described above.
Stock-Based Compensation
Total stock-based compensation expense recorded for the three months ended March 31, 2022 and 2021 was as follows (in thousands):
Three Months Ended March 31,
20222021
Cost of revenue$1,526 $ 
Research and development8,309  
Sales and marketing12,536  
General and administrative24,254  
Total stock-based compensation expense$46,625 $