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8-K - 8-K - Zendesk, Inc.zen-8k_20140730.htm

Exhibit 99.1

 

ZENDESK ANNOUNCES 2014 SECOND QUARTER RESULTS

 

Highlights:

 

·

Revenue increased 80% year-over-year to $29.5 million

·

Customer accounts expanded to 45,740, up over 40% year-over-year

·

Second quarter GAAP operating loss $21.4 million and non-GAAP operating loss $9.8 million

 

Zendesk, Inc. (NYSE: ZEN) today reported financial results for its second quarter ended June 30, 2014.

 

“We had a strong first quarter as a public company,” said Mikkel Svane, Founder, Chairman and CEO of Zendesk. “We steadily increased our revenue and our number of customer accounts, and showed improvement in our operating metrics. We attracted more enterprise customers, while also strengthening our core business with small- and medium-sized organizations.”

 

Results for the Second Quarter 2014:

 

Revenue was $29.5 million for the quarter ended June 30, 2014, an increase of 80% over the prior year period and an increase of 18% from the quarter ended March 31, 2014.

 

GAAP net loss for the quarter ended June 30, 2014 was $21.7 million, and GAAP net loss per share was $0.48, based on 45.8 million weighted-average shares outstanding. Non-GAAP net loss was $10.1 million, and non-GAAP net loss per share was $0.16, which excludes approximately $11.1 million in share-based compensation related expenses (including $0.1 million of amortized share-based compensation capitalized in internal-use software), and $0.5 million of amortization of purchased intangibles. Non-GAAP net loss per share is based on 64.2 million non-GAAP weighted-average shares outstanding1.

 

Cash and cash equivalents were approximately $120.1 million as of June 30, 2014, including $106.1 million of net proceeds from our initial public offering and reflecting the repayment of a $20.0 million line of credit during the second quarter.

 

Outlook:

 

“As of August 5, 2014, Zendesk is initiating revenue and operating loss guidance for our third quarter of 2014 and revenue and operating loss guidance for calendar year 2014,” said Alan Black, Senior Vice President and CFO. “Our financial results for the second quarter of 2014 were ahead of our expectations. Looking forward, we intend to continue to reinvest to grow our business while remaining mindful of the need to balance our pace of reinvestment and our progress toward increased efficiency in our business model.”

 

For the third quarter of 2014, Zendesk expects to report:

 

·

Revenue in the range of $30.0 – 32.0 million.

·

GAAP operating loss of $19.5 – 20.5 million, which includes share-based compensation expense of approximately $8.0 million and amortization of intangibles of approximately $0.5 million.

·

Non-GAAP operating loss of $11.0 – 12.0 million, which excludes share-based compensation expense of approximately $8.0 million and amortization of intangibles of approximately $0.5 million.

 

For the full year 2014, the company expects to report:

 

·

Revenue in the range of $118.0 – 122.0 million.

·

GAAP operating loss of $72.0 – 74.0 million, which includes share-based compensation expense of approximately $30.0 million and amortization of intangibles of approximately $2.0 million.

·

Non-GAAP operating loss of $40.0 – 42.0 million, which excludes share-based compensation expense of approximately $30.0 million and amortization of intangibles of approximately $2.0 million.

                                                      

1

The non-GAAP weighted-average shares outstanding used to compute non-GAAP net loss per share assumes that the conversion of our redeemable convertible preferred stock that occurred in connection with our initial public offering occurred at the beginning of the relevant period.



Management Appointments:

 

Zendesk is also pleased to announce the promotion of two senior managers, Anne Raimondi to Senior Vice President, Operations and Matt Price to Senior Vice President, Global Marketing.  Zendesk also announced that William Macaitis had departed the company effective August 1, 2014. “I am proud of our accomplishments to date and feel really good about the breadth and depth of our bench going forward,” said Mikkel Svane.

 

Conference Call Information:

 

Zendesk will host a conference call today, August 5, 2014, to discuss financial results at 2:00 p.m. Pacific Time, 5:00 p.m. Eastern Time. A live webcast of the conference call will be available at https://investor.zendesk.com. The conference call can also be accessed by dialing 877-201-0168, or +1 647-788-4901 (outside the U.S. and Canada). The conference ID is 73888745. A replay of the call via webcast will be available at https://investor.zendesk.com or by dialing 855-859-2056 or +1 404-537-3406 (outside the U.S. and Canada) and entering passcode 73888745. The dial-in replay will be available until the end of day August 7, 2014. The webcast replay will be available for 12 months.

 

About Zendesk:

 

Zendesk provides a customer service platform designed to bring organizations and their customers closer together. With more than 45,000 customer accounts, Zendesk is used by organizations in 140 countries to provide support in more than 40 languages. Founded in 2007 and headquartered in San Francisco, Zendesk has operations in the United States, Europe, Asia, Australia and South America. Learn more at www.zendesk.com

 

Forward-Looking Statements:

 

This press release contains forward-looking statements, including, among other things, statements regarding Zendesk’s future financial performance, its re-investment to grow its business, progress towards its long-term financial objectives, and its current leadership team. The words such as “may,” “should,” “will,” “believe,” “expect,” “anticipate,” “target,” “project,” and similar phrases that denote future expectation or intent regarding our financial results, operations and other matters are intended to identify forward-looking statements. You should not rely upon forward-looking statements as predictions of future events.

 

The outcome of the events described in these forward-looking statements is subject to known and unknown risks, uncertainties, and other factors that may cause our actual results, performance, or achievements to differ materially, including (i) adverse changes in general economic or market conditions; (ii) our ability to adapt our customer service platform to changing market dynamics and customer preferences or achieve increased market acceptance of our platform; (iii) our expectation that the future growth rate of our revenues will decline, and that as our costs increase, we may not be able to generate sufficient revenues to achieve or sustain profitability; (iv) our limited operating history, which makes it difficult to evaluate our prospects and future operating results; (v) our ability to effectively manage our growth and organizational change; (vi) our ability to compete effectively in the intensely competitive market in which we participate; (vii) the development of the market for software as a service business software applications; (viii) our ability to sell our live chat software as a standalone service and more fully integrate our live chat software with our customer service platform; (ix) breaches in our security measures or unauthorized access to our customers’ data; (x) service interruptions or performance problems associated with our technology and infrastructure; (xi) real or perceived errors, failures, or bugs in our products; (xii) our substantial reliance on our customers renewing their subscriptions and purchasing additional subscriptions from us; and (xiii) our ability to effectively expand our sales capabilities.

 

The forward-looking statements contained in this press release are also subject to additional risks, uncertainties, and factors, including those more fully described in our filings with the Securities and Exchange Commission, including our final prospectus filed with the Securities and Exchange Commission on May 16, 2014 pursuant to Rule 424(b) of the Securities Act of 1933, as amended. Further information on potential risks that could affect actual results will be included in the subsequent periodic and current reports and other filings that Zendesk makes with the Securities and Exchange Commission from time to time.

 

Forward-looking statements represent our management’s beliefs and assumptions only as of the date such statements are made. We undertake no obligation to update any forward-looking statements made in this press release to reflect events or circumstances after the date of this press release or to reflect new information or the occurrence of unanticipated events, except as required by law.



Condensed Consolidated Statements of Operations

(In thousands, except per share data; unaudited)

 

 

Three Months Ended June 30,

 

 

Six Months Ended June 30,

 

 

2014

 

 

2013

 

 

2014

 

 

2013

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Revenue

$

29,506

 

 

$

16,396

 

 

$

54,598

 

 

$

30,307

 

Cost of revenue

 

11,731

 

 

 

5,681

 

 

 

20,726

 

 

 

10,551

 

Gross profit

 

17,775

 

 

 

10,715

 

 

 

33,872

 

 

 

19,756

 

Operating expenses:

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Research and development

 

10,499

 

 

 

3,528

 

 

 

15,677

 

 

 

6,877

 

Sales and marketing

 

20,339

 

 

 

8,208

 

 

 

34,626

 

 

 

16,203

 

General and administrative

 

8,315

 

 

 

5,140

 

 

 

14,699

 

 

 

8,098

 

Total operating expenses

 

39,153

 

 

 

16,876

 

 

 

65,002

 

 

 

31,178

 

Operating loss

 

(21,378

)

 

 

(6,161

)

 

 

(31,130

)

 

 

(11,422

)

Other expense, net

 

(450

)

 

 

(133

)

 

 

(909

)

 

 

(210

)

Loss before provision for income taxes

 

(21,828

)

 

 

(6,294

)

 

 

(32,039

)

 

 

(11,632

)

Provision (benefit) for income taxes

 

(85

)

 

 

58

 

 

 

(36

)

 

 

78

 

Net loss

 

(21,743

)

 

 

(6,352

)

 

 

(32,003

)

 

 

(11,710

)

Accretion of redeemable convertible preferred stock

 

(6

)

 

 

(12

)

 

 

(18

)

 

 

(24

)

Net loss attributable to common stockholders

$

(21,749

)

 

$

(6,364

)

 

$

(32,021

)

 

$

(11,734

)

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Net loss per share attributable to common stockholders, basic and

   Diluted

$

(0.48

)

 

$

(0.30

)

 

$

(0.95

)

 

$

(0.55

)

Weighted-average shares used to compute net loss per share

   attributable to common stockholders, basic and diluted

 

45,760

 

 

 

21,568

 

 

 

33,817

 

 

 

21,213

 

 


Condensed Consolidated Balance Sheets

(In thousands, except par value; unaudited)

 

 

June 30,

 

 

December 31,

 

 

2014

 

 

2013

 

 

 

 

 

 

 

 

 

Assets

 

 

 

 

 

 

 

Current Assets:

 

 

 

 

 

 

 

Cash and cash equivalents

$

120,054

 

 

$

53,725

 

Marketable securities

 

9,430

 

 

 

9,889

 

Accounts receivable, net of allowance for doubtful accounts of $361 and $282, respectively

 

9,655

 

 

 

7,237

 

Prepaid expenses and other current assets

 

5,806

 

 

 

3,008

 

Total current assets

 

144,945

 

 

 

73,859

 

Marketable securities, noncurrent

 

2,764

 

 

 

2,225

 

Property and equipment, net

 

38,160

 

 

 

15,431

 

Goodwill and intangible assets, net

 

15,961

 

 

 

 

Other assets

 

1,482

 

 

 

1,221

 

Total assets

$

203,312

 

 

$

92,736

 

 

 

 

 

 

 

 

 

Liabilities, redeemable convertible preferred stock, and stockholders’ equity (deficit)

 

 

 

 

 

 

 

Current liabilities:

 

 

 

 

 

 

 

Accounts payable

$

6,758

 

 

$

3,988

 

Accrued liabilities

 

11,764

 

 

 

4,737

 

Accrued compensation and related benefits

 

7,971

 

 

 

4,226

 

Deferred revenue

 

38,526

 

 

 

28,473

 

Current portion of credit facility

 

2,685

 

 

 

365

 

Current portion of capital leases

 

195

 

 

 

364

 

Total current liabilities

 

67,899

 

 

 

42,153

 

Deferred revenue, noncurrent

 

462

 

 

 

575

 

Credit facility, noncurrent

 

5,015

 

 

 

23,395

 

Capital leases, noncurrent

 

 

 

 

10

 

Other liabilities

 

8,193

 

 

 

1,510

 

Total liabilities

 

81,569

 

 

 

67,643

 

 

 

 

 

 

 

 

 

Redeemable convertible preferred stock, par value $0.01 per share

 

 

 

 

71,369

 

Stockholders’ equity (deficit):

 

 

 

 

 

 

 

Preferred stock, par value $0.01 per share

 

 

 

 

 

Common stock, par value $0.01 per share

 

715

 

 

 

229

 

Additional paid-in capital

 

217,815

 

 

 

18,591

 

Accumulated other comprehensive income

 

322

 

 

 

10

 

Accumulated deficit

 

(96,457

)

 

 

(64,454

)

Treasury stock at cost

 

(652

)

 

 

(652

)

Total stockholders’ equity (deficit)

 

121,743

 

 

 

(46,276

)

Total liabilities, redeemable convertible preferred stock, and stockholders’ equity (deficit)

$

203,312

 

 

$

92,736

 

 

 


Condensed Consolidated Statements of Cash Flows

(In thousands; unaudited)

 

 

Three Months Ended June 30,

 

 

2014

 

 

2013

 

Cash flows from operating activities

 

 

 

 

 

 

 

Net loss

$

(21,743

)

 

$

(6,352

)

Adjustments to reconcile net loss to net cash provided by (used in) operating activities:

 

 

 

 

 

 

 

Depreciation and amortization

 

2,696

 

 

 

1,209

 

Share-based compensation

 

10,983

 

 

 

2,466

 

Other

 

42

 

 

 

9

 

Changes in operating assets and liabilities:

 

 

 

 

 

 

 

Accounts receivable

 

(682

)

 

 

(191

)

Prepaid expenses and other current assets

 

(1,764

)

 

 

116

 

Other assets and liabilities

 

(261

)

 

 

129

 

Accounts payable

 

242

 

 

 

332

 

Accrued liabilities

 

(352

)

 

 

501

 

Accrued compensation and related benefits

 

1,808

 

 

 

(187

)

Deferred revenue

 

5,539

 

 

 

2,075

 

Net cash used in operating activities

 

(3,492

)

 

 

107

 

Cash flows from investing activities

 

 

 

 

 

 

 

Purchases of property and equipment

 

(9,517

)

 

 

(1,070

)

Internal-use software development costs

 

(2,114

)

 

 

(1,284

)

Purchases of marketable securities

 

(6,464

)

 

 

(660

)

Proceeds from maturities of marketable securities

 

4,850

 

 

 

 

Cash paid for the acquisition of Zopim, net of cash acquired

 

(112

)

 

 

 

Net cash used in investing activities

 

(13,357

)

 

 

(3,014

)

Cash flows from financing activities

 

 

 

 

 

 

 

Proceeds from initial public offering, net of issuance costs

 

106,139

 

 

 

 

Proceeds from exercise of employee stock options

 

979

 

 

 

165

 

Principal payments on debt

 

(20,000

)

 

 

 

Tax paid related to net share settlement of equity awards

 

(969

)

 

 

 

Principal payments on capital lease obligations

 

(90

)

 

 

(84

)

Net cash provided by financing activities

 

86,059

 

 

 

81

 

Effect of exchange rate changes on cash and cash equivalents

 

(11

)

 

 

11

 

Net increase (decrease) in cash and cash equivalents

 

69,199

 

 

 

(2,815

)

Cash and cash equivalents at the beginning of period

 

50,855

 

 

 

32,693

 

Cash and cash equivalents at the end of period

$

120,054

 

 

$

29,878

 

 

 


Non-GAAP Results

(In thousands, except per share data)

The following table shows Zendesk’s GAAP results reconciled to non-GAAP results included in this release.

 

 

Three Months Ended June 30,

 

 

Six Months Ended June 30,

 

 

2014

 

 

2013

 

 

2014

 

 

2013

 

Reconciliation of gross profit and gross margin:

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

GAAP gross profit

$

17,775

 

 

$

10,715

 

 

$

33,872

 

 

$

19,756

 

Plus: Share-based compensation

 

1,010

 

 

 

61

 

 

 

1,100

 

 

 

100

 

Plus: Amortization of purchased intangibles

 

377

 

 

 

 

 

 

418

 

 

 

 

Plus: Amortization of share-based compensation capitalized in

          internal-use software

 

147

 

 

 

14

 

 

 

167

 

 

 

26

 

Non-GAAP gross profit

$

19,309

 

 

$

10,790

 

 

$

35,557

 

 

$

19,882

 

GAAP gross margin

 

60

%

 

 

65

%

 

 

62

%

 

 

65

%

Non-GAAP adjustments

 

5

%

 

 

1

%

 

 

3

%

 

 

1

%

Non-GAAP gross margin

 

65

%

 

 

66

%

 

 

65

%

 

 

66

%

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Reconciliation of operating expenses:

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

GAAP research and development

$

10,499

 

 

$

3,528

 

 

$

15,677

 

 

$

6,877

 

Less: Share-based compensation

 

(4,168

)

 

 

(155

)

 

 

(4,478

)

 

 

(226

)

Non-GAAP research and development

$

6,331

 

 

$

3,373

 

 

$

11,199

 

 

$

6,651

 

GAAP research and development as percentage of revenue

 

36

%

 

 

22

%

 

 

29

%

 

 

23

%

Non-GAAP research and development as percentage of revenue

 

21

%

 

 

21

%

 

 

21

%

 

 

22

%

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

GAAP sales and marketing

$

20,339

 

 

$

8,208

 

 

$

34,626

 

 

$

16,203

 

Less: Share-based compensation

 

(3,268

)

 

 

(229

)

 

 

(3,758

)

 

 

(388

)

Less: Amortization of purchased intangibles

 

(98

)

 

 

 

 

 

(109

)

 

 

 

Non-GAAP sales and marketing

$

16,973

 

 

$

7,979

 

 

$

30,759

 

 

$

15,815

 

GAAP sales and marketing as percentage of revenue

 

69

%

 

 

50

%

 

 

63

%

 

 

53

%

Non-GAAP sales and marketing as percentage of revenue

 

58

%

 

 

49

%

 

 

56

%

 

 

52

%

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

GAAP general and administrative

$

8,315

 

 

$

5,140

 

 

$

14,699

 

 

$

8,098

 

Less: Share-based compensation

 

(2,537

)

 

 

(2,022

)

 

 

(3,471

)

 

 

(2,155

)

Less: Transaction costs related to acquisition

 

 

 

 

 

 

 

(649

)

 

 

 

Non-GAAP general and administrative

$

5,778

 

 

$

3,118

 

 

$

10,579

 

 

$

5,943

 

GAAP general and administrative as percentage of revenue

 

28

%

 

 

31

%

 

 

27

%

 

 

27

%

Non-GAAP general and administrative as percentage of revenue

 

20

%

 

 

19

%

 

 

19

%

 

 

20

%

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Reconciliation of operating loss and operating margin:

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

GAAP operating loss

$

(21,378

)

 

$

(6,161

)

 

$

(31,130

)

 

$

(11,422

)

Plus: Share-based compensation

 

10,983

 

 

 

2,467

 

 

 

12,807

 

 

 

2,869

 

Plus: Amortization of purchased intangibles

 

475

 

 

 

 

 

 

527

 

 

 

 

Plus: Transaction costs related to acquisition

 

 

 

 

 

 

 

649

 

 

 

 

Plus: Amortization of share-based compensation capitalized in

          internal-use software

 

147

 

 

 

14

 

 

 

167

 

 

 

26

 

Non-GAAP operating loss

$

(9,773

)

 

$

(3,680

)

 

$

(16,980

)

 

$

(8,527

)

GAAP operating margin

 

(72

%)

 

 

(38

%)

 

 

(57

%)

 

 

(38

%)

Non-GAAP adjustments

 

39

%

 

 

16

%

 

 

26

%

 

 

10

%

Non-GAAP operating margin

 

(33

%)

 

 

(22

%)

 

 

(31

%)

 

 

(28

%)

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Reconciliation of net loss attributable to common stockholders:

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

GAAP net loss attributable to common stockholders

$

(21,749

)

 

$

(6,364

)

 

$

(32,021

)

 

$

(11,734

)

Plus: Share-based compensation

 

10,983

 

 

 

2,467

 

 

 

12,807

 

 

 

2,869

 

Plus: Amortization of purchased intangibles

 

475

 

 

 

 

 

 

527

 

 

 

 

Plus: Transaction costs related to acquisition

 

 

 

 

 

 

 

649

 

 

 

 

Plus: Amortization of share-based compensation capitalized in

          internal-use software

 

147

 

 

 

14

 

 

 

167

 

 

 

26

 

Non-GAAP net loss attributable to common stockholders

$

(10,144

)

 

$

(3,883

)

 

$

(17,871

)

 

$

(8,839

)

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Reconciliation of net loss per share attributable to common stockholders, basic and diluted:

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

GAAP net loss per share attributable to common stockholders, basic and diluted

$

(0.48

)

 

$

(0.30

)

 

$

(0.95

)

 

$

(0.55

)

Non-GAAP adjustments to net loss

 

0.25

 

 

 

0.12

 

 

 

0.42

 

 

 

0.14

 

Non-GAAP adjustment to weighted-average shares used to compute net loss per share

 

0.07

 

 

 

0.11

 

 

 

0.23

 

 

 

0.25

 

Non-GAAP net loss per share attributable to common stockholders, basic and diluted

$

(0.16

)

 

$

(0.07

)

 

$

(0.30

)

 

$

(0.16

)

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Reconciliation of weighted-average shares used to compute net loss per share attributable to common stockholders:

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

GAAP weighted-average shares used to compute net loss per share attributable to common stockholders, basic and diluted

 

45,760

 

 

 

21,568

 

 

 

33,817

 

 

 

21,213

 

Conversion of preferred stock

 

18,482

 

 

 

34,323

 

 

 

26,359

 

 

 

34,323

 

Non-GAAP weighted-average shares used to compute net loss per share attributable to common stockholders, basic and diluted

 

64,242

 

 

 

55,891

 

 

 

60,176

 

 

 

55,536

 

 


About Non-GAAP Financial Measures:

To provide investors and others with additional information regarding Zendesk’s results, the following non-GAAP financial measures were disclosed: non-GAAP gross profit and gross margin, non-GAAP operating expenses, non-GAAP operating loss and operating margin, non-GAAP net loss attributable to common stockholders, non-GAAP net loss per share attributable to common stockholders, basic and diluted, and non-GAAP weighted-average shares. 

Specifically, Zendesk excludes the following from its historical and prospective non-GAAP financial measures, as applicable:

Share-based Compensation and Amortization of Share-based Compensation Capitalized in Internal-use Software:  Zendesk utilizes share-based compensation to attract and retain employees. It is principally aimed at aligning their interests with those of its stockholders and at long-term retention, rather than to address operational performance for any particular period.  As a result, share-based compensation expenses vary for reasons that are generally unrelated to financial and operational performance in any particular period. 

Amortization of Purchased Intangibles and Acquisition Related Expenses: Zendesk views amortization of purchased intangible assets, including the amortization of the cost associated with an acquired entity’s developed technology, as items arising from pre-acquisition activities determined at the time of an acquisition. While these intangible assets are evaluated for impairment regularly, amortization of the cost of purchased intangibles is an expense that is not typically affected by operations during any particular period.  Zendesk views acquisition related expenses as events that are not necessarily reflective of operational performance during a period.  In particular, Zendesk believes the consideration of measures that exclude such expenses can assist in the comparison of operational performance in different periods, which may or may not include such expenses.

Zendesk uses non-GAAP financial information to evaluate its ongoing operations and for internal planning and forecasting purposes. Zendesk's management does not itself, nor does it suggest that investors should, consider such non-GAAP financial measures in isolation from, or as a substitute for, financial information prepared in accordance with GAAP. Zendesk presents such non-GAAP financial measures in reporting its financial results to provide investors with an additional tool to evaluate Zendesk's operating results. Zendesk believes these non-GAAP financial measures are useful because they allow for greater transparency with respect to key metrics used by management in its financial and operational decision-making. This allows investors and others to better understand and evaluate operating results and future prospects in the same manner as management.

Zendesk's management believes it is useful for itself and investors to review, as applicable, both GAAP information that may include items such as share-based compensation expense, amortization of share based compensation capitalized in internal-use software, amortization of purchased intangibles, transaction costs related to acquisitions, and the non-GAAP measures that exclude such information in order to assess the performance of Zendesk's business and for planning and forecasting in subsequent periods. Whenever Zendesk uses such a non-GAAP financial measure, it provides a reconciliation of the non-GAAP financial measure to the most closely applicable GAAP financial measure. Investors are encouraged to review the related GAAP financial measures and the reconciliation of these non-GAAP financial measures to their most directly comparable GAAP financial measure as detailed above.