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 ~~September~~June 30, ~~2020~~2021

☐ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934

For transition period from to

Commission File Number 001-39156

SPROUT SOCIAL, INC.

(Exact name of registrant as specified in its charter)


Delaware		27-2404165
(State or other jurisdiction of incorporation or organization)		(I.R.S. Employer Identification No.)

131 South Dearborn St.	,	Suite 700
Chicago	,	Illinois
60603
(Address of principal executive offices and zip code)

(866)	878-3231
(Registrant's telephone number, including area code)


Securities registered pursuant to Section 12(b) of the Act:
Title of each class	Trading Symbol	Name of each exchange on which registered
Class A Common Stock, $0.0001 par value per share	SPT	The 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 every Interactive Data File required to be submitted 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 such files). Yes ☒ No ☐

Indicate by check mark whether the registrant is a large accelerated filer, an accelerated filer, a non-accelerated filer, a smaller reporting company, or an emerging growth company. See the definitions of “large accelerated filer,” “accelerated filer,” “smaller reporting company” and “emerging growth company” in Rule 12b-2 of the Exchange Act.


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 of the Exchange Act. ☐

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

As of ~~October 31, 2020,~~August 2, 2021, there were ~~43,440,204~~45,075,300 shares and ~~9,494,249~~8,773,622 shares of the registrant’s Class A and Class B common stock, respectively, $0.0001 par value per share, outstanding.

TABLE OF CONTENTS


		Page
	Cautionary Note Regarding Forward-Looking Statements	2
PART I - FINANCIAL INFORMATION
Item 1.	Financial Statements (unaudited)	4
	Condensed Consolidated Balance Sheets	4
	Condensed Consolidated Statements of Operations and Comprehensive Loss	6
	Condensed Consolidated Statements of ~~Convertible Preferred Stock and~~ Stockholders’ Equity	7
	Condensed Consolidated Statements of Cash Flows	9
	Notes to Condensed Consolidated Financial Statements	10
	1. Nature of Operations and Summary of Significant Accounting Policies	10
	2. Revenue Recognition	1211
	3. Operating Leases	1211
	4. Income Taxes	1413
	5. Incentive Stock Plan	1413
	6. Commitments and Contingencies	1514
	7. Segment and Geographic Data	1514
	8. Net Loss per Share	1615
	9. Fair Value Measurements	1715
	10. Related Party Transactions	17
	11. Subsequent Events	1817
Item 2.	Management’s Discussion and Analysis of Financial Condition and Results of Operations	1918
Item 3.	Quantitative and Qualitative Disclosures About Market Risk	4139
Item 4.	Controls and Procedures	4240

PART II - OTHER INFORMATION

Item 1.	Legal Proceedings	44
~~Item 1A.~~	~~Risk Factors~~	4441
Item 6.	Exhibits	4842
SIGNATURES		4943

CAUTIONARY NOTE REGARDING FORWARD-LOOKING STATEMENTS

Statements in this Quarterly Report on Form 10-Q (“Quarterly Report”) not based on historical facts are “forward-looking statements” within the meaning of the Private Securities Litigation Reform Act of 1995, Section 27A of the Securities Act of 1933, as amended (the “Securities Act”), and Section 21E of the Securities Exchange Act of 1934, as amended. These statements include statements about Sprout Social, Inc.’s (“Sprout Social”) plans, objectives, strategies, financial performance and outlook, trends, prospects or future events and involve known and unknown risks that are difficult to predict. As a result, our actual financial results, performance, achievements or prospects may differ materially from those expressed or implied by ~~any~~these forward-looking statements. In some cases, you can identify forward-looking statements by the use of words such as “believe,” “may,” “will,” “estimate,” “continue,” “anticipate,” “outlook,” “intend,” “expect,” “predict,” “plan,” “strategy,” “potential” and similar expressions, or the negative of these terms and similar expressions, as they relate to Sprout Social, our business and our management. Forward-looking statements are necessarily based upon estimates and assumptions that, while considered reasonable by Sprout Social and our management based on their knowledge and understanding of the business and industry, are inherently uncertain. These forward-looking statements should not be read as a guarantee of future performance or results, and stockholders should not place undue reliance on forward-looking statements. There are a number of risks, uncertainties and other important factors, many of which are beyond our control, that could cause our actual results to differ materially from the forward-looking statements contained in this Quarterly Report. Such risks, uncertainties and other important factors include, among others, the risks, uncertainties and factors set ~~for~~forth under ~~“Part II—Item IA. Risk Factors” and~~ “Part I—Item 2. Management’s Discussion and Analysis of Financial Condition and Results of Operations” and in our most recent Annual Report on Form 10-K under Part I—Item IA, “Risk Factors” and the risks and uncertainties related to the following:

• ~~the effects of the COVID-19 pandemic,~~our ability to attract, retain and ~~the governmental responses~~grow customers to ~~address the pandemic~~use our platform and any re-emergence of COVID-19, may materially affect our customers and how we operate our business, and the duration and extent to which the COVID-19 pandemic threatens our future results of operations, financial position, liquidity and overall financial performance remains uncertain;products;

•our future financial performance, including our revenue, cost of revenue, gross profit, operating expenses, ability to generate positive cash flow, and ability to achieve and maintain profitability;

•the effects of increased competition from our market competitors or new entrants to the market;

•the evolution of the social media industry, including adapting to new regulations and use cases;

•our ability to access third-party application programming interfaces, or APIs, and data on favorable terms;

•our ability to innovate and provide a superior customer experience;

•our ability to securely maintain customer and other third-party data;

•our ability to comply with modified or new laws and regulations applying to our business, including privacy and data security regulations;

•our ability to successfully enter new markets, manage our international expansion and comply with any applicable laws and regulations;

•our ability to maintain and enhance our brand;

•our estimates of the size of our market opportunities;

•the attraction and retention of qualified employees and key personnel;

•our ability to effectively manage our growth and future expenses;

•the sufficiency of our cash to meet our liquidity needs and our ability to raise additional capital on favorable terms or at all;

• ~~our ability to attract, retain and grow customers to use our platform and products;~~

~~• our ability to increase the spending of existing customers on our products;~~

~~• the effects of increased competition from our market competitors or new entrants to the market;~~

~~• the evolution of the social media industry, including as a result of the COVID-19 pandemic, impacting our platform, products, services, markets and data;~~

~~• our ability to access third-party application programming interface, or APIs, and data on favorable terms;~~

~~• our ability to innovate and provide a superior customer experience;~~

~~• our ability to successfully enter new markets, manage our international expansion and comply with any applicable laws and regulations;~~

~~• our ability to comply with modified or new laws and regulations applying to our business, including privacy and data security regulations;~~

~~• the attraction and retention of qualified employees and key personnel;~~

~~• our ability to effectively manage our growth and future expenses;~~

~~• our ability to securely maintain customer and other third-party data;~~

~~• our ability to maintain and enhance our brand;~~

~~• our estimates of the size of our market opportunities;~~

• our ability to maintain, protect and enhance our intellectual property;

•worldwide economic conditions, including the macroeconomic impacts of the COVID-19 pandemic, and their impact on information technology spending; and

• ~~our use of the net proceeds from our initial public offering completed on December 17, 2019 (the “IPO”) and follow-on equity offering completed on August 17, 2020; and~~

• the other factors set forth under “Part II—Item IA. Risk Factors” in this Quarterly Report and our Quarterly Reports filed with the United States Securities and Exchange Commission (“SEC” ) on May 7, 2020 and August 6, 2020, as well as in our most recent Annual Report on Form 10-K under Part I—Item IA, “Risk Factors,” which risks may be heightened as a result of the ongoing and numerous adverse impacts of the COVID-19 pandemic.

These factors are not necessarily all of the important factors that could cause our actual financial results, performance, achievements or prospects to differ materially from those expressed in or implied by any of our forward-looking statements. Other unknown or unpredictable factors also could harm our results. All forward-looking statements attributable to us or persons acting on our behalf are expressly qualified in their entirety by the cautionary statements set forth above. Forward-looking statements speak only as of the date they are made, and we do not undertake or assume any obligation to update forward-looking statements to reflect actual results, changes in assumptions or changes laws or in other factors affecting forward-looking information, except to the extent required by applicable laws. If we update one or more forward-looking statements, no inference should be drawn that we will make additional updates with respect to those or other forward-looking statements.

PART I - FINANCIAL INFORMATION

Item 1. Financial Statements


Sprout Social, Inc.
Condensed Consolidated Balance ~~Sheet~~Sheets (Unaudited)
(in thousands, except share and per share data)


		September 30, 2020		December 31, 2019			June 30, 2021		December 31, 2020
		(Unaudited)
Assets	Assets					Assets
Current assets	Current assets					Current assets
Cash and cash equivalents	Cash and cash equivalents	$	117,778	$	135,310	Cash and cash equivalents	$	108,257	$	114,515
Marketable securities	Marketable securities	49,494		0		Marketable securities	63,224		49,364

Accounts receivable, net of allowances of $1,687 and $706 at September 30, 2020 and December 31, 2019, respectively		14,406		11,099
Accounts receivable, net of allowances of $978 and $1,428 at June 30, 2021 and December 31, 2020, respectively						Accounts receivable, net of allowances of $978 and $1,428 at June 30, 2021 and December 31, 2020, respectively	16,133		17,178
Deferred commissions	Deferred commissions	7,456		5,574		Deferred commissions	10,650		8,622
Prepaid expenses and other assets	Prepaid expenses and other assets	4,565		5,050		Prepaid expenses and other assets	6,846		9,651
Total current assets	Total current assets	193,699		157,033		Total current assets	205,110		199,330
Property and equipment, net	Property and equipment, net	14,243		13,529		Property and equipment, net	13,912		14,925
Deferred commissions, net of current portion	Deferred commissions, net of current portion	7,199		5,505		Deferred commissions, net of current portion	10,822		8,757
Operating lease, right-of-use assets	Operating lease, right-of-use assets	10,274		5,618		Operating lease, right-of-use assets	9,790		10,132

Goodwill	Goodwill	2,299		2,299		Goodwill	2,299		2,299
Intangible assets, net	Intangible assets, net	4,413		5,482		Intangible assets, net	3,567		4,088
Other assets, net	Other assets, net	125		125		Other assets, net	125		138

Total assets	Total assets	$	232,252	$	189,591	Total assets	$	245,625	$	239,669
Liabilities and Stockholders’ Equity	Liabilities and Stockholders’ Equity					Liabilities and Stockholders’ Equity
Current liabilities	Current liabilities					Current liabilities
Accounts payable	Accounts payable	$	2,037	$	2,049	Accounts payable	$	549	$	1,543
Deferred revenue	Deferred revenue	37,258		29,566		Deferred revenue	54,373		43,407
Operating lease liabilities	Operating lease liabilities	1,904		2,331		Operating lease liabilities	2,572		2,155
Accrued wages and payroll related benefits	Accrued wages and payroll related benefits	4,900		4,053		Accrued wages and payroll related benefits	7,839		9,885
Accrued expenses and other	Accrued expenses and other	5,555		5,057		Accrued expenses and other	7,640		6,587
Total current liabilities	Total current liabilities	51,654		43,056		Total current liabilities	72,973		63,577

Deferred revenue, net of current portion	Deferred revenue, net of current portion	239		209		Deferred revenue, net of current portion	171		355
Operating lease liabilities, net of current portion	Operating lease liabilities, net of current portion	23,744		18,196		Operating lease liabilities, net of current portion	22,319		23,638

Total liabilities	Total liabilities	75,637		61,461		Total liabilities	95,463		87,570
Commitments and contingencies (Note 6)	Commitments and contingencies (Note 6)					Commitments and contingencies (Note 6)	0		0


Sprout Social, Inc.
Condensed Consolidated Balance Sheets (Unaudited) (cont’d)
(in thousands, except share and per share data)


		September 30, 2020		December 31, 2019			June 30, 2021		December 31, 2020
		(Unaudited)
Stockholders’ equity	Stockholders’ equity					Stockholders’ equity
Class A common stock, par value $0.0001 per share; 1,000,000,000 shares authorized; 46,122,094 and 43,322,590 shares issued and outstanding at September 30, 2020, respectively; 41,714,870 and 39,041,065 shares issued and outstanding, at December 31, 2019, respectively		4		4
Class B common stock, par value $0.0001 per share; 25,000,000 shares authorized; 9,721,627 and 9,568,249 shares issued and outstanding at September 30, 2020, respectively; 9,803,933 shares issued and outstanding at December 31, 2019		1		1
Class A common stock, par value $0.0001 per share; 1,000,000,000 shares authorized; 47,764,447 and 44,948,652 shares issued and outstanding at June 30, 2021, respectively; 46,698,354 and 43,898,850 shares issued and outstanding at December 31, 2020, respectively						Class A common stock, par value $0.0001 per share; 1,000,000,000 shares authorized; 47,764,447 and 44,948,652 shares issued and outstanding at June 30, 2021, respectively; 46,698,354 and 43,898,850 shares issued and outstanding at December 31, 2020, respectively	4		4
Class B common stock, par value $0.0001 per share; 25,000,000 shares authorized; 9,062,566 and 8,855,622 shares issued and outstanding at June 30, 2021, respectively; 9,574,566 and 9,367,622 shares issued and outstanding at December 31, 2020, respectively						Class B common stock, par value $0.0001 per share; 25,000,000 shares authorized; 9,062,566 and 8,855,622 shares issued and outstanding at June 30, 2021, respectively; 9,574,566 and 9,367,622 shares issued and outstanding at December 31, 2020, respectively	1		1
Additional paid-in capital	Additional paid-in capital	324,682		263,943		Additional paid-in capital	339,389		328,343
Treasury stock, at cost	Treasury stock, at cost	(26,905)		(20,430)		Treasury stock, at cost	(30,380)		(29,206)
Accumulated deficit	Accumulated deficit	(141,167)		(115,388)		Accumulated deficit	(158,852)		(147,043)
Total stockholders’ equity	Total stockholders’ equity	156,615		128,130		Total stockholders’ equity	150,162		152,099
Total liabilities and stockholders’ equity	Total liabilities and stockholders’ equity	$	232,252	$	189,591	Total liabilities and stockholders’ equity	$	245,625	$	239,669

See Notes to Condensed Consolidated Financial Statements.


Sprout Social, Inc.
Condensed Consolidated Statements of Operations and Comprehensive Loss (Unaudited)
(in thousands, except share and per share data)


		Three Months Ended September 30,				Nine Months Ended September 30,					Three Months Ended June 30,				Six Months Ended June 30,
		2020		2019		2020		2019			2021		2020		2021		2020
Revenue	Revenue									Revenue
Subscription	Subscription	$	33,370	$	26,284	$	94,889	$	74,285	Subscription	$	44,180	$	31,190	$	84,535	$	61,519
Professional services and other	Professional services and other	296		137		714		278		Professional services and other	505		212		968		418
Total revenue	Total revenue	33,666		26,421		95,603		74,563		Total revenue	44,685		31,402		85,503		61,937
Cost of revenue	Cost of revenue									Cost of revenue
Subscription	Subscription	8,588		7,144		24,852		19,113		Subscription	10,930		8,178		20,635		16,264
Professional services and other	Professional services and other	186		85		450		175		Professional services and other	225		142		517		264
Total cost of revenue	Total cost of revenue	8,774		7,229		25,302		19,288		Total cost of revenue	11,155		8,320		21,152		16,528
Gross profit	Gross profit	24,892		19,192		70,301		55,275		Gross profit	33,530		23,082		64,351		45,409
Operating expenses	Operating expenses									Operating expenses
Research and development	Research and development	7,693		6,361		22,686		19,137		Research and development	9,008		7,712		17,280		14,993
Sales and marketing	Sales and marketing	14,774		11,894		42,852		34,074		Sales and marketing	19,822		14,184		37,975		28,078
General and administrative	General and administrative	9,346		6,056		30,970		23,417		General and administrative	10,012		9,528		20,627		21,624
Total operating expenses	Total operating expenses	31,813		24,311		96,508		76,628		Total operating expenses	38,842		31,424		75,882		64,695
Loss from operations	Loss from operations	(6,921)		(5,119)		(26,207)		(21,353)		Loss from operations	(5,312)		(8,342)		(11,531)		(19,286)
Interest expense	Interest expense	(94)		(70)		(285)		(199)		Interest expense	(77)		(96)		(149)		(191)
Interest income	Interest income	50		61		563		256		Interest income	65		53		117		513
Other income		19		108		222		388
Other (expense) income, net										Other (expense) income, net	(55)		101		(174)		203
Loss before income taxes	Loss before income taxes	(6,946)		(5,020)		(25,707)		(20,908)		Loss before income taxes	(5,379)		(8,284)		(11,737)		(18,761)
Income tax expense	Income tax expense	51		19		72		49		Income tax expense	63		18		72		21
Net loss and comprehensive loss	Net loss and comprehensive loss	$	(6,997)	$	(5,039)	$	(25,779)	$	(20,957)	Net loss and comprehensive loss	$	(5,442)	$	(8,302)	$	(11,809)	$	(18,782)
Net loss per share attributable to common shareholders, basic and diluted	Net loss per share attributable to common shareholders, basic and diluted	$	(0.13)	$	(0.30)	$	(0.51)	$	(1.25)	Net loss per share attributable to common shareholders, basic and diluted	$	(0.10)	$	(0.16)	$	(0.22)	$	(0.37)
Weighted-average shares outstanding used to compute net loss per share, basic and diluted	Weighted-average shares outstanding used to compute net loss per share, basic and diluted	51,910,517		16,948,809		50,777,222		16,829,622		Weighted-average shares outstanding used to compute net loss per share, basic and diluted	53,684,325		50,527,432		53,557,340		50,263,061

See Notes to Condensed Consolidated Financial Statements.


Sprout Social, Inc.
Condensed Consolidated Statements of ~~Convertible Preferred Stock and~~ Stockholders’ Equity (Unaudited)
(in thousands, except share data)


		Voting Common Stock (Class A and B)			Additional Paid-in Capital				Treasury Stock						Accumulated Deficit					Total Stockholders’ Equity			Voting Common Stock (Class A and B)					Additional Paid-in Capital			Treasury Stock					Accumulated Deficit			Total Stockholders’ Equity
		Shares	Amount				Shares			Amount									Shares					Amount			Shares				Amount
Balances at June 30, 2020		50,889,557	$	5			$	280,104		2,952,882			$	(26,905)			$	(134,170)					$	119,034
Balances at March 31, 2021																						Balances at March 31, 2021	53,543,383		$	5			$	333,939		3,019,078		$	(30,125)		$	(153,410)		$	150,409
Exercise of stock options	Exercise of stock options	242,081	—		82															82		Exercise of stock options	20,000		—			6											6
Stock-based compensation expense	Stock-based compensation expense				2,560															2,560		Stock-based compensation expense						5,444											5,444
Issuance of common stock from equity award settlement	Issuance of common stock from equity award settlement	146,701	—																	0		Issuance of common stock from equity award settlement	240,891		—														0
Taxes paid related to net share settlement of equity awards																						Taxes paid related to net share settlement of equity awards									3,661		(255)						(255)

Issuance of common stock in connection with follow-on public offering, net of underwriters' discounts, commissions and offering costs		1,612,500	—		41,936															41,936

Net loss	Net loss														(6,997)					(6,997)		Net loss														(5,442)			(5,442)
Balances at September 30, 2020		52,890,839	$	5	$	324,682			2,952,882		$	(26,905)			$	(141,167)				$	156,615
Balances at June 30, 2021																						Balances at June 30, 2021	53,804,274		$	5		$	339,389		3,022,739		$	(30,380)		$	(158,852)		$	150,162


		Voting Common Stock			Additional Paid-in Capital				Series A, A-1, B, B-1, C and D Convertible Preferred Stock (in equity)						Treasury Stock						Accumulated Deficit					Total Stockholders’ Equity			Voting Common Stock (Class A and B)					Additional Paid-in Capital			Treasury Stock					Accumulated Deficit			Total Stockholders’ Equity
		Shares	Amount				Shares			Amount			Shares			Amount									Shares					Amount			Shares				Amount
Balances at June 30, 2019		17,016,607	$	1			$	7,187		22,014,263			$	102,976		2,166,132			$	(12,852)			$	(84,499)					$	12,813
Balances at March 31, 2020																												Balances at March 31, 2020	50,349,964		$	5			$	277,485		2,841,959		$	(23,652)		$	(125,868)		$	127,970
Exercise of stock options	Exercise of stock options	29,999	—		17																					17		Exercise of stock options	364,404		—			138											138
Stock-based compensation expense	Stock-based compensation expense				65																					65		Stock-based compensation expense						2,481											2,481
Issuance of common stock from equity award settlement																												Issuance of common stock from equity award settlement	175,189		—														0
Taxes paid related to net share settlement of equity awards																												Taxes paid related to net share settlement of equity awards									110,923		(3,253)						(3,253)

Net loss	Net loss																				(5,039)					(5,039)		Net loss														(8,302)			(8,302)
Balances at September 30, 2019		17,046,606	$	1	$	7,269			22,014,263		$	102,976			2,166,132		$	(12,852)			$	(89,538)				$	7,856
Balances at June 30, 2020																												Balances at June 30, 2020	50,889,557		$	5		$	280,104		2,952,882		$	(26,905)		$	(134,170)		$	119,034


Sprout Social, Inc.
Condensed Consolidated Statements of ~~Convertible Preferred Stock and~~ Stockholders’ Equity (Unaudited)
(in thousands, except share data)


		Voting Common Stock (Class A and B)			Additional Paid-in Capital				Treasury Stock						Accumulated Deficit					Total Stockholders’ Equity			Voting Common Stock (Class A and B)					Additional Paid-in Capital			Treasury Stock					Accumulated Deficit			Total Stockholders’ Equity
		Shares	Amount				Shares			Amount									Shares					Amount			Shares				Amount
Balances at December 31, 2019		48,844,998	$	5			$	263,943		2,673,805			$	(20,430)			$	(115,388)					$	128,130
Balances at December 31, 2020																						Balances at December 31, 2020	53,266,472		$	5			$	328,343		3,006,448		$	(29,206)		$	(147,043)		$	152,099
Exercise of stock options	Exercise of stock options	950,167	—		362															362		Exercise of stock options	55,500		—			29											29
Stock-based compensation expense	Stock-based compensation expense				8,563															8,563		Stock-based compensation expense						9,353											9,353
Issuance of common stock from equity award settlement	Issuance of common stock from equity award settlement	826,611	—																	0		Issuance of common stock from equity award settlement	482,302		—														0
Taxes paid related to net share settlement of equity awards	Taxes paid related to net share settlement of equity awards								270,732		(6,335)									(6,335)		Taxes paid related to net share settlement of equity awards									16,291		(1,174)						(1,174)
Issuance of common stock in connection with underwriters' purchase of over-allotment shares, related to initial public offering, net of underwriters' discounts, commissions and offering costs		629,603	—		9,738															9,738
Exercise of warrants		26,960	—		140				8,345		(140)									0
Issuance of common stock in connection with follow-on public offering, net of underwriters' discounts, commissions and offering costs		1,612,500	—		41,936															41,936
Proceeds from disgorgement of stockholder short-swing profits																						Proceeds from disgorgement of stockholder short-swing profits						1,664											1,664

Net loss	Net loss														(25,779)					(25,779)		Net loss														(11,809)			(11,809)
Balances at September 30, 2020		52,890,839	$	5	$	324,682			2,952,882		$	(26,905)			$	(141,167)				$	156,615
Balances at June 30, 2021																						Balances at June 30, 2021	53,804,274		$	5		$	339,389		3,022,739		$	(30,380)		$	(158,852)		$	150,162


		Voting Common Stock			Additional Paid-in Capital				Series A, A-1, B, B-1, C and D Convertible Preferred Stock (in equity)						Treasury Stock						Accumulated Deficit					Total Stockholders’ Equity			Voting Common Stock (Class A and B)					Additional Paid-in Capital			Treasury Stock					Accumulated Deficit			Total Stockholders’ Equity
		Shares	Amount				Shares			Amount			Shares			Amount									Shares					Amount			Shares				Amount
Balances at December 31, 2018		16,679,109	$	1			$	1,844		22,014,263			$	102,976		1,973,851			$	(10,507)			$	(68,581)					$	25,733
Balances at December 31, 2019																												Balances at December 31, 2019	48,844,998		$	5			$	263,943		2,673,805		$	(20,430)		$	(115,388)		$	128,130
Exercise of stock options	Exercise of stock options	125,342	—		62																					62		Exercise of stock options	708,086		—			280											280
Stock-based compensation expense	Stock-based compensation expense				5,363																					5,363		Stock-based compensation expense						6,003											6,003
Net issuance of RSA grant		242,155													192,281		(2,345)									(2,345)
Issuance of common stock from equity award settlement																												Issuance of common stock from equity award settlement	679,910		—														0
Taxes paid related to net share settlement of equity awards																												Taxes paid related to net share settlement of equity awards									270,732		(6,335)						(6,335)
Issuance of common stock in connection with underwriters' purchase of over-allotment shares, related to initial public offering, net of underwriters' discounts, commissions and offering costs																												Issuance of common stock in connection with underwriters' purchase of over-allotment shares, related to initial public offering, net of underwriters' discounts, commissions and offering costs	629,603		—			9,738											9,738
Exercise of warrants																												Exercise of warrants	26,960		—			140			8,345		(140)						0

Net loss	Net loss																				(20,957)					(20,957)		Net loss														(18,782)			(18,782)
Balances at September 30, 2019		17,046,606	$	1	$	7,269			22,014,263		$	102,976			2,166,132		$	(12,852)			$	(89,538)				$	7,856

Balances at June 30, 2020																												Balances at June 30, 2020	50,889,557		$	5		$	280,104		2,952,882		$	(26,905)		$	(134,170)		$	119,034

See Notes to Condensed Consolidated Financial Statements.


Sprout Social, Inc.
Condensed Consolidated Statements of Cash Flows (Unaudited)
(in thousands)


		Nine Months Ended September 30,					Six Months Ended June 30,
		2020		2019			2021		2020
Cash flows from operating activities	Cash flows from operating activities					Cash flows from operating activities
Net loss	Net loss	$	(25,779)	$	(20,957)	Net loss	$	(11,809)	$	(18,782)
Adjustments to reconcile net loss to net cash (used in) operating activities
Adjustments to reconcile net loss to net cash provided by (used in) operating activities						Adjustments to reconcile net loss to net cash provided by (used in) operating activities
Depreciation of property and equipment	Depreciation of property and equipment	2,120		2,031		Depreciation of property and equipment	1,476		1,434
Amortization of line of credit issuance costs	Amortization of line of credit issuance costs	171		149		Amortization of line of credit issuance costs	93		118
Amortization of premium on investments		228		0
Amortization of premium on marketable securities						Amortization of premium on marketable securities	303		51
Amortization of acquired intangible assets	Amortization of acquired intangible assets	1,070		1,156		Amortization of acquired intangible assets	521		713
Amortization of deferred commissions	Amortization of deferred commissions	5,412		3,380		Amortization of deferred commissions	5,439		3,414
Amortization of right-of-use operating lease asset	Amortization of right-of-use operating lease asset	911		811		Amortization of right-of-use operating lease asset	342		687
Stock-based compensation expense	Stock-based compensation expense	8,563		5,363		Stock-based compensation expense	9,353		6,003
Provision for accounts receivable allowances	Provision for accounts receivable allowances	1,882		1,175		Provision for accounts receivable allowances	87		1,340
Changes in operating assets and liabilities	Changes in operating assets and liabilities					Changes in operating assets and liabilities
Accounts receivable	Accounts receivable	(5,190)		(912)		Accounts receivable	958		(4,330)
Prepaid expenses and other current assets	Prepaid expenses and other current assets	339		(840)		Prepaid expenses and other current assets	2,850		807
Deferred commissions	Deferred commissions	(8,988)		(4,922)		Deferred commissions	(9,531)		(5,417)
Accounts payable and accrued expenses	Accounts payable and accrued expenses	713		(333)		Accounts payable and accrued expenses	(1,987)		942
Deferred revenue	Deferred revenue	7,721		5,097		Deferred revenue	10,782		5,690
Lease liabilities	Lease liabilities	(351)		(910)		Lease liabilities	(902)		(1,215)
Net cash (used in) operating activities		(11,178)		(9,712)
Net cash provided by (used in) operating activities						Net cash provided by (used in) operating activities	7,975		(8,545)
Cash flows from investing activities	Cash flows from investing activities					Cash flows from investing activities
Purchases of property and equipment	Purchases of property and equipment	(2,216)		(544)		Purchases of property and equipment	(466)		(808)
Purchases of marketable securities	Purchases of marketable securities	(49,722)		0		Purchases of marketable securities	(63,172)		(49,722)
Proceeds from maturity of marketable securities						Proceeds from maturity of marketable securities	49,010		0
Net cash (used in) investing activities	Net cash (used in) investing activities	(51,938)		(544)		Net cash (used in) investing activities	(14,628)		(50,530)
Cash flows from financing activities	Cash flows from financing activities					Cash flows from financing activities
Proceeds from underwriters' purchase of over-allotment shares, related to the Company's initial public offering, net of underwriters’ discounts and commissions	Proceeds from underwriters' purchase of over-allotment shares, related to the Company's initial public offering, net of underwriters’ discounts and commissions	9,954		0		Proceeds from underwriters' purchase of over-allotment shares, related to the Company's initial public offering, net of underwriters’ discounts and commissions	0		9,954
Proceeds from follow-on offering of common stock, net of underwriters' discounts and commissions		42,127		0

Payments for line of credit issuance costs	Payments for line of credit issuance costs	(118)		(47)		Payments for line of credit issuance costs	(124)		(126)
Proceeds from exercise of stock options	Proceeds from exercise of stock options	362		62		Proceeds from exercise of stock options	29		280
Proceeds from disgorgement of stockholders short-swing profits						Proceeds from disgorgement of stockholders short-swing profits	1,664		0
Employee taxes paid related to the net share settlement of stock-based awards	Employee taxes paid related to the net share settlement of stock-based awards	(6,335)		(1,798)		Employee taxes paid related to the net share settlement of stock-based awards	(1,174)		(6,335)
Payments of deferred offering costs	Payments of deferred offering costs	(406)		(1,551)		Payments of deferred offering costs	0		(216)
Net cash provided by (used in) financing activities		45,584		(3,334)
Net cash provided by financing activities						Net cash provided by financing activities	395		3,557
Net (decrease) in cash and cash equivalents	Net (decrease) in cash and cash equivalents	(17,532)		(13,590)		Net (decrease) in cash and cash equivalents	(6,258)		(55,518)
Cash and cash equivalents	Cash and cash equivalents					Cash and cash equivalents
Beginning of period	Beginning of period	135,310		26,190		Beginning of period	114,515		135,310
End of period	End of period	$	117,778	$	12,600	End of period	$	108,257	$	79,792

Supplemental noncash disclosures	Supplemental noncash disclosures					Supplemental noncash disclosures
Operating lease liability arising from operating ROU asset obtained	Operating lease liability arising from operating ROU asset obtained	$	5,472	$	0	Operating lease liability arising from operating ROU asset obtained	$	0	$	5,417
Property and equipment acquired under lease incentives						Property and equipment acquired under lease incentives	$	0	$	101
Noncash exercise of stock warrants						Noncash exercise of stock warrants	$	0	$	140

Noncash exercise of stock warrants		$	140	$	0
Deferred offering costs, accrued but not yet paid		$	0	$	1,123
Employee taxes related to the net share settlement of stock-based awards, accrued but not yet paid		$	0	$	547

Balance of property and equipment in accounts payable	Balance of property and equipment in accounts payable	$	765	$	0	Balance of property and equipment in accounts payable	$	0	$	551

See Notes to Condensed Consolidated Financial Statements.


Sprout Social, Inc.
Notes to Condensed Consolidated Financial Statements (Unaudited)

1.Nature of Operations and Summary of Significant Accounting Policies

Nature of Operations

Sprout Social, Inc. (“Sprout Social” or the “Company”), a Delaware corporation, began operating on April 21, 2010 to design, develop and operate a web-based comprehensive social media management tool enabling companies to manage and measure their online presence. Customers access their accounts online via a web-based interface or a mobile application. Some customers also purchase the Company’s professional services, which primarily consist of consulting and training services. The Company’s fiscal year end is December 31. The Company’s customers are primarily located throughout the United States, and a portion of customers are located in foreign countries. The Company is headquartered in Chicago, Illinois.

~~Follow-on Offering~~

On August 17, 2020, the Company completed an equity offering in which it issued and sold 1,612,500 shares of Class A common stock, inclusive of the exercised over-allotment option, at a public offering price of $27.50 per share. In addition, 5,287,500 shares of the Company’s common stock were sold by selling shareholders of the Company, inclusive of the over-allotment, as part of this offering. The Company received net proceeds of $42.1 million after deducting underwriting discounts and commissions. The Company did not receive any proceeds from the sale of common stock by selling shareholders.

~~Initial Public Offering Over-allotment~~

On January 15, 2020, the Company issued and sold 629,603 shares of Class A common stock for total net proceeds of $10.0 million after deducting underwriting discounts and commissions, as a result of the over-allotment option exercise by the underwriters of the Company’s initial public offering.

Principles of Consolidation and Basis of Presentation

The unaudited condensed consolidated financial statements and accompanying notes were prepared in accordance with accounting principles generally accepted in the United States of America (“GAAP”) and the applicable regulations of the United States Securities and Exchange Commission (“SEC”) regarding interim financial reporting. The Company has prepared the unaudited condensed consolidated financial statements on a basis substantially consistent with the audited consolidated financial statements of the Company as of and for the year ended December 31, ~~2019,~~2020, and these unaudited condensed consolidated financial statements include all normal recurring adjustments necessary for a fair statement of the results of the interim periods presented but are not necessarily indicative of the results of operations to be anticipated for the full year or any future period. The consolidated balance sheet as of December 31, ~~2019~~2020 included herein was derived from the audited consolidated financial statements as of that date but does not include all disclosures including certain disclosures required by GAAP on an annual basis. The unaudited condensed consolidated financial statements include the accounts of the Company and its wholly owned subsidiaries. All significant intercompany transactions and balances have been eliminated in consolidation.

The unaudited 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, ~~2019,~~2020, filed with the SEC on February ~~28, 2020.~~


~~Sprout Social, Inc.~~
~~Notes to Condensed Consolidated Financial Statements (Unaudited)~~

24, 2021.

Use of Estimates

The preparation of financial statements in conformity with GAAP requires management to make estimates, judgments and assumptions that affect the reported amounts of assets and liabilities and the disclosure of contingent assets and liabilities at the date of the financial statements and the reported amounts of revenues and expenses during the reporting periods. The Company bases its estimates on historical experience and on other assumptions that its management believes are reasonable under the circumstances, including but not limited to the potential impacts arising from the COVID-19 pandemic. As the extent and duration of the impact of the COVID-19 pandemic remains uncertain, the Company’s estimates and judgments may evolve as conditions change. The Company is not aware of any events or circumstances that would require an update to its estimates and judgments or a revision of the carrying value of its assets or liabilities as of ~~November 10, 2020,~~August 4, 2021, the date of issuance of this Quarterly Report on Form 10-Q. Actual results could differ from those estimates.

The Company’s most significant estimates and judgments are those related to the estimated period of benefit for incremental costs of obtaining a contract with a customer, the incremental borrowing


Sprout Social, Inc.
Notes to Condensed Consolidated Financial Statements (Unaudited)

rate for operating leases, calculation of allowance for ~~doubtful accounts,~~credit losses, useful lives of long-lived assets, stock-based compensation, income taxes, commitments and contingencies and litigation, among others.

Summary of Significant Accounting Policies

The Company’s significant accounting policies are discussed in Note 1, “Nature of Operations and Summary of Significant Accounting Policies” in the Notes to Consolidated Financial Statements as of and for the year ended December 31, ~~2019~~2020 included in the Company’s Annual Report on Form 10-K for the year ended December 31, ~~2019,~~2020, filed with the SEC on February ~~28, 2020.~~24, 2021. There have been no significant changes to these policies during the ~~nine~~six months ended ~~September~~June 30, ~~2020, except as noted below.~~

~~Marketable Securities~~

Marketable securities consist of corporate bonds, commercial paper, and U.S. Treasury securities. The Company classifies marketable securities as available-for-sale at the time of purchase and reevaluates such classification as of each balance sheet date. All marketable securities are recorded at their estimated fair values. Unrealized gains and losses for the available-for-sale debt securities that are unrelated to credit loss factors are recorded in accumulated other comprehensive income (loss), or AOCI. As of September 30, 2020 and December 31, 2019, the Company’s AOCI balance was insignificant. Unrealized losses determined to be credit-related are recorded as Other income in the consolidated statements of operations and comprehensive loss and as an allowance for credit losses on Marketable securities on the consolidated balance sheet. As of September 30, 2020, the gross unrealized loss on available-for-sale debt securities was immaterial and there were no expected credit losses related to the Company's available-for-sale debt securities.2021.

Recently Adopted Accounting Pronouncements

In ~~June 2016,~~December 2019, the FASB issued ASU ~~2016-13, including subsequent amendments,~~2019-12, ~~Measurement of Credit Losses on Financial Instruments (Topic 326) (“ASU 2016-13”),~~ Simplifying the Accounting for Income Taxeswhich modifies the accounting methodology for most financial instruments by establishing a new “expected loss model” that requires entities to estimate current expected credit losses on financial instruments, including trade accounts receivable, by using all practical and relevant information. This guidance is effective for interim and annual periods beginning after December 15, 2019. The Company adopted the ASU as of January 1, 2020, and the adoption did not have a material impact on the Company’s condensed consolidated financial statements.


~~Sprout Social, Inc.~~
~~Notes to Condensed Consolidated Financial Statements (Unaudited)~~

~~In August 2018, the FASB issued ASU 2018-15,~~ ~~Intangibles - Goodwill and Other-Internal-Use Software~~ ~~(“ASU 2018-15”)~~, which ~~aligns the requirements~~simplifies certain aspects of accounting for capitalizing implementation costs incurred in a hosting arrangement that is a service contract with the requirements for capitalizing implementation costs incurred to develop or obtain internal-use software.income taxes. The guidance is effective for interim and annual reporting periods beginning after December 15, ~~2019.~~2020, and early adoption is permitted. The Company adopted the ASU as of January 1, ~~2020,~~2021, and the adoption did not have a material impact on the Company’s condensed consolidated financial statements.

2.Revenue Recognition

Disaggregation of Revenue

The Company provides disaggregation of revenue based on geographic region in Note 7 and based on the subscription versus professional services and other classification on the condensed consolidated statements of operations and comprehensive loss, as it believes these best depict how the nature, amount, timing and uncertainty of revenue and cash flows are affected by economic factors.

Deferred Revenue

Deferred revenue is recorded upon establishment of unconditional right to payment under non-cancelable contracts and is recognized as the revenue recognition criteria are met. The Company generally invoices customers in advance in monthly, quarterly, semi-annual and annual installments. The deferred revenue balance is influenced by several factors, including the compounding effects of renewals, invoice duration, timing and size. The amount of revenue recognized during the three months ended ~~September~~June 30, ~~2020~~2021 and ~~2019~~2020 that was included in deferred revenue at the beginning of each period was ~~$17.5~~$24.0 million and ~~$11.3~~$16.4 million, respectively. The amount of revenue recognized during the ~~nine~~six months ended ~~September~~June 30, ~~2020~~2021 and ~~2019~~2020 that was included in deferred revenue at the beginning of each period was ~~$27.0~~$31.9 million and ~~$19.7~~$22.3 million, respectively.

As of ~~December 31, 2019,~~June 30, 2021, including amounts already invoiced and amounts contracted but not yet invoiced, $42.1 million of revenue was expected to be recognized from remaining performance obligations, of which 91% is expected to be recognized in the next 12 months, with the remainder expected to be recognized the following year. As of September 30, 2020, including amounts already invoiced and amounts contracted but not yet invoiced, $53.9$81.2 million of revenue is expected to be recognized from remaining performance obligations, of which ~~87%~~84% is expected to be recognized in the next 12 months, with the remainder ~~expected to be recognized the following year.~~thereafter.

3.Operating Leases

The Company ~~entered into~~has operating lease agreements for offices in Chicago, Illinois, ~~San Francisco, California,~~ and Seattle, Washington. The Chicago lease expires in January 2028 and the Seattle lease expired in July 2020. In January 2020, the Company entered a new lease agreement for an office in Seattle and this lease commenced in September 2020 and expires in January 2031. The Company’s existing operating leases require escalating monthly rental payments ranging from ~~$17,000~~$72,000 to $280,000. Under the terms of the lease agreements, the Company is also responsible for its proportionate share of taxes and operating costs, which are treated as variable lease costs. The ~~Chicago lease expires in January 2028 and the Seattle lease expired in July 2020. The San Francisco lease expired in June 2019. The~~ Company’s operating leases typically contain


Sprout Social, Inc.
Notes to Condensed Consolidated Financial Statements (Unaudited)

options to extend or terminate the term of the lease. The Company currently does not include any options to extend leases in its lease terms as it is not reasonably certain to exercise them. As such, it has recorded lease obligations only through the initial optional termination dates above.

On January 21, 2020, the Company entered into a new lease agreement for an office in Seattle, Washington with an expected total future commitment of $7.9 million. The lease commenced in September 2020 and is expected to expire in January 2031. For accounting purposes under ASC 842,


~~Sprout Social, Inc.~~
~~Notes to Condensed Consolidated Financial Statements (Unaudited)~~

~~the lease commenced on January 23, 2020, resulting in the recording of a $5.4 million right-of-use operating lease asset and operating lease liability.~~

The following table provides a summary of operating lease assets and liabilities as of ~~September~~June 30, ~~2020~~2021 (in thousands):


Assets
Operating lease right-of-use assets	$	~~10,274~~9,790
Liabilities
Operating lease liabilities	~~1,904~~2,572
Operating lease liabilities, non-current	~~23,744~~22,319
Total operating lease liabilities	$	~~25,648~~24,891

The following table provides information about leases on the condensed consolidated statements of operations and comprehensive loss (in thousands):


		Three Months Ended September 30,				Nine Months Ended September 30,					Three Months Ended June 30,				Six Months Ended June 30,
		2020		2019		2020		2019			2021		2020		2021		2020

Operating lease expense	Operating lease expense	$	580	$	541	$	1,987	$	1,743	Operating lease expense	$	503	$	733	$	1,002	$	1,407
Variable lease expense	Variable lease expense	875		926		2,457		2,607		Variable lease expense	839		806		1,678		1,582
Sublease income	Sublease income	20		108		223		388		Sublease income	0		102		0		203

Within the condensed consolidated statements of operations and comprehensive loss, operating and variable lease expense are recorded in General and administrative expenses and sublease income is recorded in Other ~~income.~~(expense) income, net. Cash payments related to operating leases were $3.2 million for each of the ~~nine~~six months ended ~~September~~June 30, ~~2020~~2021 and ~~September~~June 30, ~~2019 were $3.5 million and $4.0 million, respectively.~~2020. As of ~~September~~June 30, ~~2020,~~2021, the weighted-average remaining lease term is ~~8.2~~7.5 years and the weighted-average discount rate is 5.6%.

Remaining maturities of operating lease liabilities as of ~~September~~June 30, ~~2020~~2021 are as follows (in thousands):

Years ending December 31,
2020 $ 729
2021 3,768
2022 3,930
2023 4,021
2024 4,112
Thereafter 16,498
Total future minimum lease payments $ 33,058
Less: imputed interest (6,670)
Less: lease incentives(1)
(740)
Total operating lease liabilities $ 25,648

~~_________________~~


Years ending December 31,
2021	$	1,927
2022	3,930
2023	4,021
2024	4,112
2025	4,205
Thereafter	12,294
Total future minimum lease payments	$	30,489
Less: imputed interest	(5,598)

Total operating lease liabilities	$	24,891

~~(1)Includes lease incentives that will be realized in 2020.~~

1312


Sprout Social, Inc.
Notes to Condensed Consolidated Financial Statements (Unaudited)

4.Income Taxes

The provision for income taxes for interim periods is generally determined using an estimate of the Company’s annual effective tax rate, excluding jurisdictions for which no tax benefit can be recognized due to valuation allowances. The Company’s effective tax rate generally differs from the U.S. federal statutory rate primarily due to a valuation allowance related to the Company’s federal and state deferred tax assets.

The Company accounts for Global Intangible Low–Taxed Income (“GILTI”) as a current-period expense when incurred. Therefore, the Company has not recorded deferred taxes for basis differences expected to reverse in the future periods.

There has historically been no federal or state provision for income taxes because the Company has historically incurred operating losses and maintains a full valuation allowance against its net deferred tax assets. For the ~~nine~~six months ended ~~September~~June 30, ~~2020,~~2021, the Company recognized an immaterial provision related to foreign income taxes.

The Coronavirus Aid, Relief and Economic Security Act (the “CARES Act”) was enacted on March 27, 2020 by the United States. We are continuing to analyze the CARES Act, but it did not have a material impact on our provision for income taxes for the quarter ended September 30, 2020.

5.Incentive Stock Plan

Stock-based compensation expense is included in the unaudited condensed consolidated statements of operations and comprehensive loss as follows:


		Three Months Ended September 30,				Nine Months Ended September 30,					Three Months Ended June 30,				Six Months Ended June 30,
		2020		2019		2020		2019			2021		2020		2021		2020

		(in thousands)									(in thousands)
Cost of revenue	Cost of revenue	$	153	$	0	$	617	$	0	Cost of revenue	$	234	$	169	$	418	$	464
Research and development	Research and development	509		0		1,443		0		Research and development	937		450		1,654		934
Sales and marketing	Sales and marketing	667		0		1,833		0		Sales and marketing	2,725		697		4,477		1,166
General and administrative	General and administrative	1,231		65		4,670		5,363		General and administrative	1,548		1,165		2,804		3,439
Total stock-based compensation	Total stock-based compensation	$	2,560	$	65	$	8,563	$	5,363	Total stock-based compensation	$	5,444	$	2,481	$	9,353	$	6,003

1413


Sprout Social, Inc.
Notes to Condensed Consolidated Financial Statements (Unaudited)

6.Commitments and Contingencies

Contractual Obligations

The Company has non-cancellable minimum guaranteed purchase commitments for data and services. Contractual commitments as of ~~September~~June 30, ~~2020~~2021 are as follows (in thousands):


Years ending December 31,	Years ending December 31,			Years ending December 31,
2020		$	3,393
2021	2021	20,486		2021	$	10,243
2022	2022	27,495		2022	27,495
2023	2023	15,222		2023	15,222
2024	2024	0		2024	0
2025				2025	0
Thereafter	Thereafter	0		Thereafter	0
Total contract commitments	Total contract commitments	$	66,596	Total contract commitments	$	52,960

Legal Matters

From time to time in the normal course of business, the Company may be subject to various legal matters such as threatened or pending claims or proceedings. There were no material such matters as of and for the period ended ~~September~~June 30, ~~2020.~~2021.

Indemnification

In the ordinary course of business, the Company often includes standard indemnification provisions in its arrangements with third parties, including vendors, customers, investors and the Company’s directors and officers. Pursuant to these provisions, the Company may be obligated to indemnify such parties for losses or claims suffered or incurred. It is not possible to determine the maximum potential loss under these indemnification provisions due to the Company’s limited history of prior indemnification claims and the unique facts and circumstances involved in each particular provision. There were no material obligations under such indemnification agreements as of and for the period ended ~~September~~June 30, ~~2020.~~2021.

7.Segment and Geographic Data

The Company operates as 1 operating segment. The Company’s chief operating decision maker (“CODM”) is its chief executive officer, who reviews financial information for purposes of making operating decisions, assessing financial performance and allocating resources. The Company’s CODM evaluates financial information on a consolidated basis. As the Company operates as 1 operating segment, all required segment financial information is found in the condensed consolidated financial statements.

Long-lived assets by geographical region are based on the location of the legal entity that owns the assets. As of ~~September~~June 30, ~~2020~~2021 and December 31, ~~2019,~~2020, there were no significant long-lived assets held by entities outside of the United States.

Revenue by geographical region is determined by location of the Company’s customers. Revenue from customers outside of the United States was approximately 29% and 28% for ~~each of~~ the ~~nine~~six

1514


Sprout Social, Inc.
Notes to Condensed Consolidated Financial Statements (Unaudited)

months ended ~~September~~June 30, ~~2020~~2021 and ~~2019,~~2020, respectively. Revenue by geographical region is as follows (in thousands):


		Three Months Ended September 30,				Nine Months Ended September 30,					Three Months Ended June 30,				Six Months Ended June 30,
		2020		2019		2020		2019			2021		2020		2021		2020
Americas	Americas	$	26,455	$	20,780	$	74,847	$	58,561	Americas	$	35,032	$	24,592	$	67,110	$	48,392
EMEA	EMEA	5,304		4,075		15,363		11,690		EMEA	7,355		5,048		13,955		10,059
Asia Pacific	Asia Pacific	1,907		1,566		5,393		4,312		Asia Pacific	2,298		1,762		4,438		3,486
Total	Total	$	33,666	$	26,421	$	95,603	$	74,563	Total	$	44,685	$	31,402	$	85,503	$	61,937

8.Net Loss per Share

Basic net loss per share is calculated by dividing the net loss by the weighted average number of outstanding shares of common stock each period. Diluted net loss per share is calculated by giving effect to all potential dilutive common stock equivalents, which includes stock options, restricted stock units, and restricted stock ~~awards, preferred stock and warrants.~~awards. Because the Company incurred net losses each period, the basic and diluted calculations are the same. Basic and diluted net loss per share are the same for each class of common stock, as both Class A and Class B stockholders are entitled to the same liquidation and dividend rights.

The following table presents the calculation for basic and diluted net loss per share (in thousands, except share and per share data):


		Three Months Ended September 30,				Nine Months Ended September 30,					Three Months Ended June 30,				Six Months Ended June 30,
		2020		2019		2020		2019			2021		2020		2021		2020
Net loss attributable to common shareholders	Net loss attributable to common shareholders	$	(6,997)	$	(5,039)	$	(25,779)	$	(20,957)	Net loss attributable to common shareholders	$	(5,442)	$	(8,302)	$	(11,809)	$	(18,782)
Weighted average common shares outstanding	Weighted average common shares outstanding	51,910,517		16,948,809		50,777,222		16,829,622		Weighted average common shares outstanding	53,684,325		50,527,432		53,557,340		50,263,061
Net loss per share, basic and diluted	Net loss per share, basic and diluted	$	(0.13)	$	(0.30)	$	(0.51)	$	(1.25)	Net loss per share, basic and diluted	$	(0.10)	$	(0.16)	$	(0.22)	$	(0.37)

The following outstanding shares of common stock equivalents were excluded from the calculation of diluted net loss per share for each period, as the impact of including them would have been anti-dilutive. The Company’s RSUs included a triggering liquidation performance condition prior to vesting. As such, these are treated as contingently issuable shares and were excluded from potential dilutive impact until the triggering liquidation performance condition was satisfied upon completion of the IPO on December 17, 2019.

September 30,
2020 2019
Stock options outstanding 174,000 1,178,705
RSUs 2,142,801 0
Convertible preferred stock 0 22,014,263
Warrants 0 35,305
Total potentially dilutive shares 2,316,801 23,228,273


~~Sprout Social, Inc.~~
~~Notes to Condensed Consolidated Financial Statements (Unaudited)~~


	June 30,
	2021	2020
Stock options outstanding	105,510	416,081
RSUs	1,992,113	2,155,006
Total potentially dilutive shares	2,097,623	2,571,087

9. Fair Value Measurements

The Company measures certain financial assets at fair value. Fair value is determined based upon the exit price that would be received to sell an asset or paid to transfer a liability in an orderly transaction between market participants, as determined by either the principal market or the most


Sprout Social, Inc.
Notes to Condensed Consolidated Financial Statements (Unaudited)

advantageous market. Inputs used in the valuation techniques to derive fair values are classified based on a three-level hierarchy, as follows:

•Level 1: Quoted prices in active markets for identical assets or liabilities.

•Level 2: Observable inputs, other than Level 1 prices, such as quoted prices for similar assets or liabilities, quoted prices in markets that are not active, or other inputs that are observable or can be corroborated by observable market data for substantially the full term of the assets or liabilities.

•Level 3: Unobservable inputs that are supported by little or no market activity.

The following tables present information about the Company’s financial assets that are measured at fair value and indicate the fair value hierarchy of the valuation inputs used (in thousands):


		September 30, 2020									June 30, 2021
		Level 1		Level 2		Level 3		Total			Level 1		Level 2		Level 3		Total
Cash equivalents:
Money market funds		$	115,222	$	0	$	0	$	115,222
Marketable Securities:	Marketable Securities:									Marketable Securities:
Corporate bonds	Corporate bonds	0		22,908		0		22,908		Corporate bonds	$	0	$	27,246	$	0	$	27,246
Commercial paper	Commercial paper	0		16,461		0		16,461		Commercial paper	0		35,978		0		35,978
U.S. Treasury securities	U.S. Treasury securities	0		10,125		0		10,125		U.S. Treasury securities	0		0		0		0
Total assets	Total assets	$	115,222	$	49,494	$	0	$	164,716	Total assets	$	0	$	63,224	$	0	$	63,224

December 31, 2019
Level 1 Level 2 Level 3 Total
Cash equivalents:
Money market funds $ 129,280 $ 0 $ 0 $ 129,280
Total assets $ 129,280 $ 0 $ 0 $ 129,280


	December 31, 2020
	Level 1		Level 2		Level 3		Total
Marketable Securities:
Corporate bonds	$	0	$	22,810	$	0	$	22,810
Commercial paper	0		16,477		0		16,477
U.S. Treasury securities	0		10,077		0		10,077
Total assets	$	0	$	49,364	$	0	$	49,364

~~The Company classifies its money market funds within Level 1 of the fair value hierarchy because they are valued based on quoted prices on active markets.~~ Marketable securities are classified within Level 2 because they are valued using inputs other than quoted prices that are directly or indirectly observable in the market.

The carrying amounts of certain financial instruments, including cash held in banks, cash equivalents, accounts receivable, accounts payable and accrued liabilities, approximate fair value due to their short-term maturities and are excluded from the fair value tables above.

As of ~~September~~June 30, 2021 and December 31, 2020, the Company held investment-grade marketable securities that had maturities within one year and were accounted for as available-for-sale securities. There was not a significant difference between the amortized cost and fair value of these securities. The gross unrealized gains and losses associated with these securities were immaterial for the periods presented.

1716


Sprout Social, Inc.
Notes to Condensed Consolidated Financial Statements (Unaudited)

10.Related Party Transactions

During the quarter ended March 31, 2021, the Company received $1.7 million in cash for the disgorgement of stockholder short-swing profits under Section 16(b) of the Exchange Act. The amount was recorded as an increase to additional paid-in capital on the condensed consolidated balance sheet.

11.Subsequent Events

~~On October 8, 2020,~~The Company has evaluated subsequent events after the ~~Company's President and CEO became eligible~~balance sheet date through August 4, 2021, the date the financial statements were issued. Management has determined that no events or transactions have occurred subsequent to ~~receive 120,916 RSUs pursuant to his employment agreement as~~ the ~~Company achieved a market capitalization threshold of $2 billion. Stock-based compensation expense of $0.2 million was recognized~~balance sheet date that require disclosure in ~~relation to this award.~~the financial statements.

1817

Item 2. Management’s Discussion and Analysis of Financial Condition and Results of Operations

You should read the following discussion and analysis of our financial condition and results of operations together with our unaudited condensed consolidated financial statements and related notes included elsewhere in this Quarterly Report. This discussion contains forward-looking statements based upon current plans, expectations and beliefs involving risks and uncertainties, including the potential impact of the COVID-19 pandemic on our business. Our actual results may differ materially from those anticipated in these forward-looking statements as a result of various factors, including those set forth under “Risk Factors” in Part ~~II—Item 1A of this Quarterly Report and Part~~ I—Item 1A of our Annual Report on Form 10-K for the year ended December 31, 2020, and in other parts of this Quarterly Report.

Overview

Sprout Social is a powerful, centralized platform that provides the critical business layer to unlock the massive commercial value of social media. We have made it increasingly easy to standardize on Sprout Social as the centralized system of record for social and to help customers maximize the value of this mission critical channel. Currently, more than ~~25,000~~29,000 customers across more than 100 countries rely on our ~~platform to reach larger audiences, create stronger relationships with their customers and make better business decisions.~~platform.

Introduced in 2011, our cloud software brings together social messaging, data and workflows in a unified system of record, intelligence and action. Operating across major ~~social media~~ networks, including Twitter, Facebook, Instagram, Pinterest, LinkedIn, Google, Reddit, Glassdoor, YouTube, and ~~YouTube,~~commerce platforms Facebook Shops and Shopify, we provide organizations with a centralized platform to ~~effectively~~ manage their social media efforts across stakeholders and business functions. Virtually every aspect of business has been impacted by social media, from marketing, sales and public relations to customer service, product and strategy, and commerce, creating a need for an entirely new category of software. We offer our customers a centralized, secure and powerful platform to manage this broad, complex channel effectively across their organization.

We generate revenue primarily from subscriptions to our social media management platform under a software-as-a-service model. Our subscriptions can range from monthly to one-year or multi-year arrangements and are generally non-cancellable during the contractual subscription term. Subscription revenue is recognized ratably over the contract terms beginning on the date the product is made available to customers, which typically begins on the commencement date of each contract. We also generate revenue from professional services related to our platform provided to certain customers, which is recognized at the time these services are provided to the customer. This revenue has historically represented less than 1% of our revenue and is expected to be immaterial for the foreseeable future.

Our tiered subscription-based model allows our customers to choose among three core plans to meet their needs. Each plan is licensed on a per user per month basis at prices dependent on the level of features offered. Additional product modules, which offer increased functionality depending on a customer’s needs, can be purchased by the customer on a per user per month basis.

We generated revenue of ~~$33.7~~$44.7 million and ~~$26.4~~$31.4 million during the three months ended ~~September~~June 30, ~~2020~~2021 and ~~2019,~~2020, respectively, representing growth of ~~27%~~42%. Excluding the impact of the 2017 acquisition of Simply Measured, Inc., or Simply Measured, our organic growth rate during the three months ended September 30, 2020 compared to the three months ended September 30, 2019 was 34%. This organic growth rate excludes the impact of revenue generated from legacy Simply Measured products as well as revenue from the transition of legacy customers to our platform up to an amount equal to such customers’ prior spend on legacy Simply Measured products. This organic growth rate includes all incremental revenue generated above such prior spend from the sale of additional or higher-priced products and users and profiles to legacy customers of Simply Measured. We generated revenue of ~~$95.6~~$85.5 million and ~~$74.6~~$61.9 million during the ~~nine~~six months ended ~~September~~June 30, ~~2020~~2021 and ~~2019,~~2020, respectively, representing growth of ~~28%~~38%. ~~Our organic growth rate was 37% during the same period.~~ In the ~~three and nine~~six months ended ~~September~~June 30, ~~2020,~~2021, software subscriptions contributed 99% of our revenue.

We generated net losses of ~~$7.0~~$5.4 million and ~~$5.0~~$8.3 million during the three months ended ~~September~~June 30, ~~2020~~2021 and ~~2019,~~2020, respectively, which included stock-based compensation expense of ~~$2.6~~$5.4 million and ~~$0.1~~$2.5 million, ~~during the three months ended September 30, 2020 and 2019,~~ respectively. We generated net losses of ~~$25.8~~$11.8 million and ~~$21.0~~$18.8 million during the ~~nine~~six months ended ~~September~~June 30, ~~2020~~2021 and ~~2019,~~2020, respectively, which included stock-based compensation expense of ~~$8.6~~$9.4 million and ~~$5.4~~$6.0 million, ~~during the nine months ended September 30, 2020 and 2019,~~ respectively. We expect to continue investing in the growth of our business and, as a result, generate net losses for the foreseeable future.

COVID-19

In December 2019, a novel coronavirus disease (“COVID-19”) was identified. On March 11, 2020, the World Health Organization characterized COVID-19 as a pandemic. The extent of the impact of COVID-19 on our operational and financial performance and financial position will depend on certain developments, including the duration and spread of the outbreak and the governmental responses to address the pandemic and any re-emergence of COVID-19, impact on our customers and sales cycles and impact on our employees, all of which are uncertain and cannot be predicted.

Given the importance of our technology platform and heightened market awareness of social media as a strategic communications channel, our operational and financial performance were not materially impacted by COVID-19 during the ~~nine~~six months ended ~~September~~June 30, 2021 and 2020. Our ~~recent~~ IPO in December 2019 ~~resulted in $134.3 million net proceeds, as well as an additional $10.0 million of net proceeds received~~and over-allotment in January 2020 ~~as a result~~resulted in total net proceeds of ~~our sale of over-allotment shares to the underwriters of our IPO, all of~~$144.3 million, which strengthened our liquidity position prior to the pandemic. The $42.1 million in net proceeds from our equity follow-on offering in August 2020 ~~has~~ further strengthened our liquidity position.

We believe that over the long-term, we will continue to see strong demand for our technology platform; however, the duration and spread of the pandemic could impact our customers’ marketing or social media budgets or ability to pay for existing subscriptions, particularly in the industries most impacted by COVID-19. We will continue to monitor the potential impact of COVID-19; however, at this time, the extent to which the pandemic may impact our financial condition or results of operations is uncertain.

Key Factors Affecting Our Performance

Acquiring new customers

We are focused on continuing to organically grow our customer base by increasing demand for our platform and penetrating our addressable market. We have invested, and expect to continue to invest, heavily in expanding our sales force and marketing efforts to acquire new customers. Currently, we have more than ~~25,000~~29,000 customers.

Expanding within our current customer base

We believe that there is a substantial and largely untapped opportunity for organic growth within our existing customer base. Customers often begin by purchasing a small number of user subscriptions and then expand over time, increasing the number of users or social profiles, as well as purchasing additional product modules. Customers may then expand use-cases between various departments to drive collaboration across their organizations. Our sales and customer success efforts include encouraging organizations to expand use-cases to more fully realize the value from the broader adoption of our platform throughout an organization. We will continue to invest in enhancing awareness of our brand, creating additional uses for our products and developing more products, features and functionality of existing products, which we believe are vital to achieving increased adoption of our platform. We have a history of attracting new customers and we have ~~recently~~ increased our focus on expanding their use of our platform over time.

Sustaining product and technology innovation

Our success is dependent on our ability to sustain product and technology innovation and maintain the competitive advantage of our proprietary technology. We continue to invest resources to enhance the capabilities of our platform by introducing new products, features and functionality of existing products.

International expansion

We see international expansion as a meaningful opportunity to grow our platform. Revenue generated from non-U.S. customers during the ~~nine~~six months ended ~~September~~June 30, ~~2020~~2021 was approximately ~~28%~~29% of our total revenue. We have built local teams in Ireland, Canada, the United Kingdom, Singapore, India, Australia and ~~Australia~~the Philippines to support our growth internationally. We believe global demand for our platform and offerings will continue to increase as awareness of our platform in international markets grows. We plan to continue adding to our local sales, customer support and customer success teams in select international markets over time.

Key Business Metrics

We review the following key business metrics to evaluate our business, measure our performance, identify trends, formulate financial projections and make strategic decisions.

Number of customers

We define a customer as a unique account, multiple accounts containing a common non-personal email domain, or multiple accounts governed by a single agreement. Number of customers excludes customers exclusively using legacy products obtained through the acquisition of Simply Measured. We believe that the number of customers using our platform is an indicator not only of our market penetration, but also of our potential for future growth as our customers often expand their adoption of our platform over time based on an increased awareness of the value of our platform and products.

As of September 30,
2020 2019
Number of customers 25,556 23,066


	As of June 30,
	2021	2020
Number of customers	29,612	24,356

~~Total~~ ARR

~~Total ARR is ARR from all of our products.~~ We define ARR as the annualized revenue run-rate of subscription agreements from all customers as of the last date of the specified period. ~~Total~~ ARR includes the impact of recurring revenue generated from legacy Simply Measured products, which a small number of legacy Simply Measured customers have continued to access. These customers may continue to do so for a limited period in the future as we continue to transition those customers to other Sprout products. We believe ~~total~~ ARR is an indicator of the scale of our entire platform while mitigating fluctuations due to seasonality and contract term.

As of September 30,
2020 2019
(in thousands)
Total ARR $ 141,898 $ 109,486

~~Organic ARR~~

Organic ARR is ARR excluding the impact of recurring revenue generated from legacy Simply Measured products. We believe organic ARR is an indicator of the scale and visibility of our core platform while mitigating fluctuations due to seasonality and contract term.

As of September 30,
2020 2019
(in thousands)
Organic ARR $ 140,615 $ 103,855


	As of June 30,
	2021		2020
	(in thousands)
ARR	$	189,109	$	130,785

Number of customers contributing more than $10,000 in ARR

We view the number of customers that contribute more than $10,000 in ARR as a measure of our ability to scale with our customers and attract larger organizations. We believe this represents potential for future growth, including expanding within our current customer base. Over time, larger customers have constituted a greater share of our revenue.

We define customers contributing more than $10,000 in ARR as those on a paid subscription plan that had more than $10,000 in ARR as of a period end.

As of September 30,
2020 2019
Number of customers contributing more than $10,000 in ARR 2,790 1,965


	As of June 30,
	2021	2020
Number of customers contributing more than $10,000 in ARR	3,936	2,544

Components of our Results of Operations

Revenue

Subscription

We generate revenue primarily from subscriptions to our social media management platform under a software-as-a-service model. Our subscriptions can range from monthly to one-year or multi-year arrangements and are generally non-cancellable during the contractual subscription term. Subscription revenue is recognized ratably over the contract terms beginning on the date our product is made available to customers, which typically begins on the commencement date of each contract. Our customers do not have the right to take possession of the online software solution. We also generate a small portion of our subscription revenue from third-party resellers.

Professional Services

We sell professional services consisting of, but not limited to, implementation fees, specialized training, one-time reporting services and recurring periodic reporting services. Professional services revenue is recognized at the time these services are provided to the customer. This revenue has historically represented less than 1% of our revenue and is expected to be immaterial for the foreseeable future.

Cost of Revenue

Subscription

Cost of revenue primarily consists of expenses related to hosting our platform and providing support to our customers. These expenses are comprised of fees paid to data providers, hosted data center costs and personnel costs directly associated with cloud infrastructure, customer success and

customer support, including salaries, benefits, bonuses and allocated overhead. These costs also include depreciation expense and amortization expense related to acquired developed technologies. Overhead associated with facilities and information technology is allocated to cost of revenue and operating expenses based on headcount. Although we expect our cost of revenue to increase in absolute dollars as our business and revenue grows, we expect our cost of revenue to decrease as a percentage of our revenue over time.

Professional Services and Other

Cost of professional services primarily consists of expenses related to our professional services organization and are comprised of personnel costs, including salaries, benefits, bonuses and allocated overhead.

Gross Profit and Gross Margin

Gross margin is calculated as gross profit as a percentage of total revenue. Our gross margin may fluctuate from period to period based on revenue earned, the timing and amount of investments made to expand our hosting capacity, our customer support and professional services teams and in hiring

additional personnel, and the impact of acquisitions. We expect our gross profit and gross margin to increase as our business grows over time.

Operating Expenses

Research and Development

Research and development expenses primarily consist of personnel costs, including salaries, benefits and allocated overhead. Research and development expenses also include depreciation expense and other expenses associated with product development. We plan to increase the dollar amount of our investment in research and development for the foreseeable future as we focus on developing new features and enhancements to our plan offerings. However, we expect our research and development expenses to decrease as a percentage of our revenue over time.

Sales and Marketing

Sales and marketing expenses primarily consist of personnel costs directly associated with our sales and marketing department, online advertising expenses, as well as allocated overhead, including depreciation expense and amortization related to acquired developed technologies. Sales force commissions and bonuses are considered incremental costs of obtaining a contract with a customer. Sales commissions are earned and recorded at contract commencement for both new customer contracts and expansion of contracts with existing customers. Sales commissions are deferred and amortized on a straight-line basis over a period of benefit of three years. We plan to increase the dollar amount of our investment in sales and marketing for the foreseeable future, primarily for increased headcount for our sales department.

General and Administrative

General and administrative expenses primarily consist of personnel expenses associated with our finance, legal, human resources and other administrative employees. Our general and administrative expenses also include professional fees for external legal, accounting and other consulting services, depreciation and amortization expense, as well as allocated overhead. We expect to increase the size of our general and administrative functions to support the growth of our business. We also recognized certain non-recurring professional fees and other expenses as part of our transition to becoming a public company and expect to continue to incur additional expenses as a result of operating as a public company, including costs to comply with rules and regulations applicable to companies listed on a U.S. securities exchange, costs related to compliance and reporting obligations pursuant to the rules and regulations of the SEC, investor relations and professional services. We expect the dollar amount of our

general and administrative expenses to increase for the foreseeable future. However, we expect our general and administrative expenses to decrease as a percentage of revenue over time.

Interest Income (Expense), Net

Interest income (expense), net consists primarily of interest ~~expenses~~expense on outstanding line of credit balances and is offset by interest income earned on our cash and investment balances.

Other (Expense) Income, Net

Other (expense) income, net consists of sublease rental income from our Seattle, Washington office and ~~San Francisco, California offices.~~foreign currency transaction gains and losses.

Income Tax Provision

The income tax provision consists of current and deferred taxes for our ~~U.S. and~~ foreign jurisdictions. We have historically reported a taxable loss in our most significant jurisdiction, the U.S., and have a full

valuation allowance against our deferred tax assets. We expect this trend to continue for the foreseeable future.

Results of Operations

The following tables set forth information comparing the components of our results of operations in dollars and as a percentage of total revenue for the periods presented.


		Three Months Ended September 30,				Nine Months Ended September 30,					Three Months Ended June 30,				Six Months Ended June 30,
		2020		2019		2020		2019			2021		2020		2021		2020

		(in thousands)									(in thousands)
Revenue	Revenue									Revenue
Subscription	Subscription	$	33,370	$	26,284	$	94,889	$	74,285	Subscription	$	44,180	$	31,190	$	84,535	$	61,519
Professional services and other	Professional services and other	296		137		714		278		Professional services and other	505		212		968		418
Total revenue	Total revenue	33,666		26,421		95,603		74,563		Total revenue	44,685		31,402		85,503		61,937
Cost of revenue(1)	Cost of revenue(1)									Cost of revenue(1)
Subscription	Subscription	8,588		7,144		24,852		19,113		Subscription	10,930		8,178		20,635		16,264
Professional services and other	Professional services and other	186		85		450		175		Professional services and other	225		142		517		264
Total cost of revenue	Total cost of revenue	8,774		7,229		25,302		19,288		Total cost of revenue	11,155		8,320		21,152		16,528
Gross profit	Gross profit	24,892		19,192		70,301		55,275		Gross profit	33,530		23,082		64,351		45,409
Operating expenses	Operating expenses									Operating expenses
Research and development(1)	Research and development(1)	7,693		6,361		22,686		19,137		Research and development(1)	9,008		7,712		17,280		14,993
Sales and marketing(1)	Sales and marketing(1)	14,774		11,894		42,852		34,074		Sales and marketing(1)	19,822		14,184		37,975		28,078
General and administrative(1)	General and administrative(1)	9,346		6,056		30,970		23,417		General and administrative(1)	10,012		9,528		20,627		21,624
Total operating expenses	Total operating expenses	31,813		24,311		96,508		76,628		Total operating expenses	38,842		31,424		75,882		64,695
Loss from operations	Loss from operations	(6,921)		(5,119)		(26,207)		(21,353)		Loss from operations	(5,312)		(8,342)		(11,531)		(19,286)
Interest expense	Interest expense	(94)		(70)		(285)		(199)		Interest expense	(77)		(96)		(149)		(191)
Interest income	Interest income	50		61		563		256		Interest income	65		53		117		513
Other income		19		108		222		388
Other (expense) income, net										Other (expense) income, net	(55)		101		(174)		203
Loss before income taxes	Loss before income taxes	(6,946)		(5,020)		(25,707)		(20,908)		Loss before income taxes	(5,379)		(8,284)		(11,737)		(18,761)
Income tax expense	Income tax expense	51		19		72		49		Income tax expense	63		18		72		21
Net loss and comprehensive loss	Net loss and comprehensive loss	$	(6,997)	$	(5,039)	$	(25,779)	$	(20,957)	Net loss and comprehensive loss	$	(5,442)	$	(8,302)	$	(11,809)	$	(18,782)

_______________

(1)Includes stock-based compensation expense as follows:


		Three Months Ended September 30,				Nine Months Ended September 30,					Three Months Ended June 30,				Six Months Ended June 30,
		2020		2019		2020		2019			2021		2020		2021		2020

		(in thousands)									(in thousands)
Cost of revenue	Cost of revenue	$	153	$	—	$	617	$	—	Cost of revenue	$	234	$	169	$	418	$	464
Research and development	Research and development	509		—		1,443		—		Research and development	937		450		1,654		934
Sales and marketing	Sales and marketing	667		—		1,833		—		Sales and marketing	2,725		697		4,477		1,166
General and administrative	General and administrative	1,231		65		4,670		5,363		General and administrative	1,548		1,165		2,804		3,439
Total stock-based compensation	Total stock-based compensation	$	2,560	$	65	$	8,563	$	5,363	Total stock-based compensation	$	5,444	$	2,481	$	9,353	$	6,003

2523


		Three Months Ended September 30,				Nine Months Ended September 30,					Three Months Ended June 30,				Six Months Ended June 30,
		2020		2019		2020		2019			2021		2020		2021		2020

		(as a percentage of total revenue)									(as a percentage of total revenue)
Revenue	Revenue									Revenue
Subscription	Subscription	99	%	99	%	99	%	100	%	Subscription	99	%	99	%	99	%	99	%
Professional services and other	Professional services and other	1	%	1	%	1	%	—	%	Professional services and other	1	%	1	%	1	%	1	%
Total revenue	Total revenue	100	%	100	%	100	%	100	%	Total revenue	100	%	100	%	100	%	100	%
Cost of revenue	Cost of revenue									Cost of revenue
Subscription	Subscription	26	%	27	%	26	%	26	%	Subscription	24	%	26	%	24	%	26	%
Professional services and other	Professional services and other	—	%	—	%	—	%	—	%	Professional services and other	1	%	—	%	1	%	—	%
Total cost of revenue	Total cost of revenue	26	%	27	%	26	%	26	%	Total cost of revenue	25	%	26	%	25	%	26	%
Gross profit	Gross profit	74	%	73	%	74	%	74	%	Gross profit	75	%	74	%	75	%	74	%
Operating expenses	Operating expenses									Operating expenses
Research and development	Research and development	23	%	24	%	24	%	26	%	Research and development	20	%	25	%	20	%	24	%
Sales and marketing	Sales and marketing	44	%	45	%	45	%	46	%	Sales and marketing	44	%	45	%	44	%	45	%
General and administrative	General and administrative	28	%	23	%	32	%	31	%	General and administrative	22	%	30	%	24	%	35	%
Total operating expenses	Total operating expenses	95	%	92	%	101	%	103	%	Total operating expenses	87	%	100	%	89	%	104	%
Loss from operations	Loss from operations	(21)	%	(19)	%	(27)	%	(29)	%	Loss from operations	(12)	%	(26)	%	(13)	%	(30)	%
Interest expense	Interest expense	—	%	—	%	—	%	—	%	Interest expense	—	%	—	%	—	%	—	%
Interest income	Interest income	—	%	—	%	—	%	—	%	Interest income	—	%	—	%	—	%	1	%
Other income		—	%	—	%	—	%	1	%
Other (expense) income, net										Other (expense) income, net	—	%	—	%	—	%	—	%
Loss before income taxes	Loss before income taxes	(21)	%	(19)	%	(27)	%	(28)	%	Loss before income taxes	(12)	%	(26)	%	(14)	%	(29)	%
Income tax expense	Income tax expense	—	%	—	%	—	%	—	%	Income tax expense	—	%	—	%	—	%	—	%
Net loss and comprehensive loss	Net loss and comprehensive loss	(21)	%	(19)	%	(27)	%	(28)	%	Net loss and comprehensive loss	(12)	%	(26)	%	(14)	%	(29)	%

Note: Certain amounts may not sum due to rounding

Three Months Ended ~~September~~ June 30, ~~2020~~2021 Compared to Three Months Ended ~~September~~ June 30, ~~2019~~2020

Revenue


		Three Months Ended September 30,						Change					Three Months Ended June 30,						Change
		2020			2019			Amount		%			2021			2020			Amount		%

		(dollars in thousands)											(dollars in thousands)
Revenue	Revenue											Revenue
Subscription	Subscription	$	33,370		$	26,284		$	7,086	27	%	Subscription	$	44,180		$	31,190		$	12,990	42	%
Professional services and other	Professional services and other	296			137			159		116	%	Professional services and other	505			212			293		138	%
Total revenue	Total revenue	$	33,666		$	26,421		$	7,245	27	%	Total revenue	$	44,685		$	31,402		$	13,283	42	%
Percentage of Total Revenue	Percentage of Total Revenue											Percentage of Total Revenue
Subscription	Subscription	99		%	99		%					Subscription	99		%	99		%
Professional services and other	Professional services and other	1		%	1		%					Professional services and other	1		%	1		%

The increase in subscription revenue was primarily driven by revenue from new customers and expansion within existing customers. The total number of customers grew from ~~23,066~~24,356 as of

~~September~~ June 30, ~~2019~~2020 to ~~25,556~~29,612 as of ~~September~~June 30, ~~2020.~~2021. The increase in new customers was primarily driven by our growing sales force capacity to meet market demand. Expansion within existing customers was driven by our ability to increase the number of users, social profiles and products purchased by customers. This is in part attributable to the expansion of use-cases across various functions within our existing customers’ organizations.

Cost of Revenue and Gross Margin


		Three Months Ended September 30,						Change					Three Months Ended June 30,						Change
		2020			2019			Amount		%			2021			2020			Amount		%

		(dollars in thousands)											(dollars in thousands)
Cost of revenue	Cost of revenue											Cost of revenue
Subscription	Subscription	$	8,588		$	7,144		$	1,444	20	%	Subscription	$	10,930		$	8,178		$	2,752	34	%
Professional services and other	Professional services and other	186			85			101		119	%	Professional services and other	225			142			83		58	%
Total cost of revenue	Total cost of revenue	8,774			7,229			$	1,545	21	%	Total cost of revenue	11,155			8,320			2,835		34	%
Gross profit	Gross profit	$	24,892		$	19,192		$	5,700	30	%	Gross profit	$	33,530		$	23,082		$	10,448	45	%
Gross margin	Gross margin											Gross margin
Total gross margin	Total gross margin	74		%	73		%					Total gross margin	75		%	74		%

The increase in cost of subscription revenue for the three months ended ~~September~~June 30, ~~2020~~2021 compared to the three months ended ~~September~~June 30, ~~2019~~2020 was primarily due to the following:


	Change
	(in thousands)
Data provider fees	$	~~1,131~~2,413
Stock-based compensation expense	~~153~~65
Other	~~160~~274
Subscription cost of revenue	$	~~1,444~~2,752

Fees paid to our data providers increased due to revenue growth. ~~The increase in stock-based compensation was due to the expense related to employee restricted stock units (“RSUs”) vesting since the completion of our IPO on December 17, 2019.~~

Operating Expenses

Research and Development

Three Months Ended September 30, Change
2020 2019 Amount %
(dollars in thousands)
Research and development $ 7,693 $ 6,361 $ 1,332 21 %
Percentage of total revenue 23 % 24 %


	Three Months Ended June 30,						Change
	2021			2020			Amount		%

	(dollars in thousands)
Research and development	$	9,008		$	7,712		$	1,296	17	%
Percentage of total revenue	20		%	25		%

The increase in research and development expense for the three months ended ~~September~~June 30, ~~2020~~2021 compared to the three months ended ~~September~~June 30, ~~2019~~2020 was primarily due to the following:


	Change
	(in thousands)
Personnel costs	$	~~863~~774
Stock-based compensation expense	~~509~~487
Other	~~(40)~~35
Research and development	$	~~1,332~~1,296

Personnel costs increased primarily as a result of ~~an 8%~~a 4% increase in headcount to grow our research and development teams to drive our technology innovation through the development of new products and features. The increase in stock-based compensation expense was due to the ~~expense related to employee RSUs vesting since the completion of our IPO on December 17, 2019.~~increased headcount.

Sales and Marketing


		Three Months Ended September 30,						Change					Three Months Ended June 30,						Change
		2020			2019			Amount		%			2021			2020			Amount		%

		(dollars in thousands)											(dollars in thousands)
Sales and marketing	Sales and marketing	$	14,774		$	11,894		$	2,880	24	%	Sales and marketing	$	19,822		$	14,184		$	5,638	40	%
Percentage of total revenue	Percentage of total revenue	44		%	45		%					Percentage of total revenue	44		%	45		%

The increase in sales and marketing expense for the three months ended ~~September~~June 30, ~~2020~~2021 compared to the three months ended ~~September~~June 30, ~~2019~~2020 was primarily due to the following:


	Change
	(in thousands)
Personnel costs	$	~~1,994~~2,863
Stock-based compensation expense	~~667~~2,028
Other	~~219~~747
Sales and marketing	$	~~2,880~~5,638

Personnel costs increased primarily as a result of a ~~17%~~12% increase in headcount as we continue to expand our sales teams to grow our customer base, as well as additional sales commission expense due to the year over year sales growth, which increased the amortization of contract acquisition costs. The increase in stock-based compensation expense was due to the ~~expense related~~increased headcount and awards granted to ~~employee RSUs vesting since~~our President in connection with his promotion at the ~~completion~~end of ~~our IPO on December 17, 2019.~~2020.

General and Administrative

Three Months Ended September 30, Change
2020 2019 Amount %
(dollars in thousands)
General and administrative $ 9,346 $ 6,056 $ 3,290 54 %
Percentage of total revenue 28 % 23 %


	Three Months Ended June 30,						Change
	2021			2020			Amount		%

	(dollars in thousands)
General and administrative	$	10,012		$	9,528		$	484	5	%
Percentage of total revenue	22		%	30		%

The increase in general and administrative expense for the three months ended ~~September~~June 30, ~~2020~~2021 compared to the three months ended ~~September~~June 30, ~~2019~~2020 was primarily due to the following:


	Change
	(in thousands)
Personnel costs	$	~~1,617~~1,032
Stock-based compensation expense	~~1,166~~ 383
Credit losses on accounts receivable	(487)
Other	~~507~~ (444)
General and administrative	$	~~3,290~~484

~~Personnel~~The increase in personnel costs ~~increased~~was primarily ~~as a~~the result of a ~~29%~~22% increase in headcount as we continue to grow our business and operate as a publicly traded company. The increase in stock-based compensation was due to the ~~expense~~increased headcount. Credit losses on accounts receivable decreased due to improved collections in 2021 and a reserve taken in the prior year related to ~~employee RSUs vesting since~~ the ~~completion~~potential impact of COVID-19 on our ~~IPO on December 17, 2019. The increase in other was primarily driven by a $0.2 million increase in legal fees, an increase of $0.1 million in consulting fees, and overhead-related costs.~~customers’ ability to pay.

Interest Income (Expense), Net


		Three Months Ended September 30,						Change				Three Months Ended June 30,						Change
		2020			2019			Amount		%		2021			2020			Amount		%

		(dollars in thousands)										(dollars in thousands)
Interest income (expense), net	Interest income (expense), net	$	(44)		$	(9)		$	(35)	n/m(1)	Interest income (expense), net	$	(12)		$	(43)		$	31	(72)	%
Percentage of total revenue	Percentage of total revenue	—		%	—		%				Percentage of total revenue	—		%	—		%

The decrease in net interest expense was primarily driven by higher fees in prior year associated with our revolving line of credit.

Other (Expense) Income, Net


	Three Months Ended June 30,						Change
	2021			2020			Amount		%

	(dollars in thousands)
Other (expense) income, net	$	(55)		$	101		$	(156)	n/m(1)
Percentage of total revenue	—		%	—		%

_________________

(1)Calculated metric is not meaningful.

The ~~increase in net interest expense was driven by fees associated with our revolving line of credit.~~

~~Other Income~~

Three Months Ended September 30, Change
2020 2019 Amount %
(dollars in thousands)
Other income $ 19 $ 108 $ (89) (82) %
Percentage of total revenue — % — %

~~The~~ decrease in other (expense) income, net is due to sublease rental income ~~declining~~ as ~~the San Francisco office~~our Seattle, Washington lease expired in ~~June 2019.~~

July 2020 as well as foreign exchange transaction losses.

Income Tax Expense

Three Months Ended September 30, Change
2020 2019 Amount %
(dollars in thousands)
Income tax expense $ 51 $ 19 $ 32
n/m(1)
Percentage of total revenue — % — %

~~_________________~~

~~(1)Calculated metric is not meaningful.~~


	Three Months Ended June 30,						Change
	2021			2020			Amount		%

	(dollars in thousands)
Income tax expense	$	63		$	18		$	45	250	%
Percentage of total revenue	—		%	—		%

The increase in income tax expense is due to the provision related to foreign income taxes.

~~Nine~~

Six Months Ended ~~September~~June 30, ~~2020~~2021 Compared to ~~Nine~~Six Months Ended ~~September~~June 30, ~~2019~~2020

Revenue


		Nine Months Ended September 30,						Change					Six Months Ended June 30,						Change
		2020			2019			Amount		%			2021			2020			Amount		%

		(dollars in thousands)											(dollars in thousands)
Revenue	Revenue											Revenue
Subscription	Subscription	$	94,889		$	74,285		$	20,604	28	%	Subscription	$	84,535		$	61,519		$	23,016	37	%
Professional services and other	Professional services and other	714			278			436		157	%	Professional services and other	968			418			550		132	%
Total revenue	Total revenue	$	95,603		$	74,563		$	21,040	28	%	Total revenue	$	85,503		$	61,937		$	23,566	38	%
Percentage of Total Revenue	Percentage of Total Revenue											Percentage of Total Revenue
Subscription	Subscription	99		%	100		%					Subscription	99		%	99		%
Professional services and other	Professional services and other	1		%	—		%					Professional services and other	1		%	1		%

The increase in subscription revenue was primarily driven by revenue from new customers and expansion within existing customers. The total number of customers grew from ~~23,066~~24,356 as of ~~September~~June 30, ~~2019~~2020 to ~~25,556~~29,612 as of ~~September~~June 30, ~~2020.~~2021. The increase in new customers was primarily driven by our growing sales force capacity to meet market demand. Expansion within existing customers was driven by our ability to increase the number of users, social profiles and products purchased by customers. This is in part attributable to the expansion of use-cases across various functions within our existing customers’ organizations.

Cost of Revenue and Gross Margin


		Nine Months Ended September 30,						Change					Six Months Ended June 30,						Change
		2020			2019			Amount		%			2021			2020			Amount		%

		(dollars in thousands)											(dollars in thousands)
Cost of revenue	Cost of revenue											Cost of revenue
Subscription	Subscription	$	24,852		$	19,113		$	5,739	30	%	Subscription	$	20,635		$	16,264		$	4,371	27	%
Professional services and other	Professional services and other	450			175			275		157	%	Professional services and other	517			264			253		96	%
Total cost of revenue	Total cost of revenue	25,302			19,288			$	6,014	31	%	Total cost of revenue	21,152			16,528			4,624		28	%
Gross profit	Gross profit	$	70,301		$	55,275		$	15,026	27	%	Gross profit	$	64,351		$	45,409		$	18,942	42	%
Gross margin	Gross margin											Gross margin
Total gross margin	Total gross margin	74		%	74		%					Total gross margin	75		%	74		%

The increase in cost of subscription revenue for the ~~nine~~six months ended ~~September~~June 30, ~~2020~~2021 compared to the ~~nine~~six months ended ~~September~~June 30, ~~2019~~2020 was primarily due to the following:


	Change
	(in thousands)
Data provider fees	$	~~3,351~~
~~Personnel costs~~	~~1,210~~4,561
Stock-based compensation expense	~~617~~ (46)
Other	~~561~~ (144)
Subscription cost of revenue	$	~~5,739~~4,371

Fees paid to our data providers increased due to revenue growth. Personnel costs increased primarily as a result of a 17% increase in headcount as we continue to grow our customer support and customer success teams to support our customer growth. The increase in stock-based compensation was due to the expense related to employee RSUs vesting since the completion of our IPO on December 17, 2019.

Operating Expenses

Research and Development

Nine Months Ended September 30, Change
2020 2019 Amount %
(dollars in thousands)
Research and development $ 22,686 $ 19,137 $ 3,549 19 %
Percentage of total revenue 24 % 26 %


	Six Months Ended June 30,						Change
	2021			2020			Amount		%

	(dollars in thousands)
Research and development	$	17,280		$	14,993		$	2,287	15	%
Percentage of total revenue	20		%	24		%

The increase in research and development expense for the ~~nine~~six months ended ~~September~~June 30, ~~2020~~2021 compared to the ~~nine~~six months ended ~~September~~June 30, ~~2019~~2020 was primarily due to the following:


	Change
	(in thousands)
Personnel costs	$	~~2,201~~1,522
Stock-based compensation expense	~~1,443~~720
Other	~~(95)~~45
Research and development	$	~~3,549~~2,287

Sales and Marketing


		Nine Months Ended September 30,						Change					Six Months Ended June 30,						Change
		2020			2019			Amount		%			2021			2020			Amount		%

		(dollars in thousands)											(dollars in thousands)
Sales and marketing	Sales and marketing	$	42,852		$	34,074		$	8,778	26	%	Sales and marketing	$	37,975		$	28,078		$	9,897	35	%
Percentage of total revenue	Percentage of total revenue	45		%	46		%					Percentage of total revenue	44		%	45		%

The increase in sales and marketing expense for the ~~nine~~six months ended ~~September~~June 30, ~~2020~~2021 compared to the ~~nine~~six months ended ~~September~~June 30, ~~2019~~2020 was primarily due to the following:


	Change
	(in thousands)
Personnel costs	$	~~6,340~~5,592
Stock-based compensation expense	~~1,833~~3,311
Other	~~605~~994
Sales and marketing	$	~~8,778~~9,897

General and Administrative

Nine Months Ended September 30, Change
2020 2019 Amount %
(dollars in thousands)
General and administrative $ 30,970 $ 23,417 $ 7,553 32 %
Percentage of total revenue 32 % 31 %


	Six Months Ended June 30,						Change
	2021			2020			Amount		%

	(dollars in thousands)
General and administrative	$	20,627		$	21,624		$	(997)	(5)	%
Percentage of total revenue	24		%	35		%

The ~~increase~~decrease in general and administrative expense for the ~~nine~~six months ended ~~September~~June 30, ~~2020~~2021 compared to the ~~nine~~six months ended ~~September~~June 30, ~~2019~~2020 was primarily due to the following:


	Change
	(in thousands)
~~Personnel costs~~Credit losses on accounts receivable	$	~~5,528~~
~~Accounting and legal fees~~	~~787~~
~~Bad debt expense~~	~~707~~ (1,253)
Stock-based compensation expense	~~(693)~~(635)
Personnel costs	1,818
Other	~~1,224~~ (927)
General and administrative	$	~~7,553~~ (997)

Credit losses on accounts receivable decreased due to improved collections in 2021 and a reserve taken in the prior year related to the potential impact of COVID-19 on our customers’ ability to pay. The decrease in stock-based compensation was due to expense recognized in prior year related to the vesting of a RSU award granted to our Chief Executive Officer in connection with the achievement of a market capitalization threshold that was reached in February 2020. Personnel costs increased primarily as a result of a ~~29%~~22% increase in headcount as we continue to grow our business and operate as a publicly traded company. Accounting and legal fees increased due to operating as a publicly traded company and costs incurred with the equity follow-on offering. Bad debt expense increased due to higher accounts receivable balances and our consideration of the potential impact of COVID-19 on our customers’ ability to pay. The decrease in stock-based compensation was due to a restricted stock award to our Chief Executive Officer that immediately vested in June 2019, partially offset by the expense in 2020 related to employee RSUs vesting since the completion of our IPO on December 17, 2019, of which the largest component related to the vesting of a RSU award granted to our President and Chief Executive Officer in connection with achievement of a market capitalization threshold that immediately vested in February 2020. The increase in other was primarily driven by an increase of $0.3 million in consulting fees, an increase of $0.3 million in charitable contributions, and other expenses related to overhead and operating as a publicly traded company.

Interest Income (Expense), Net

Nine Months Ended September 30, Change
2020 2019 Amount %
(dollars in thousands)
Interest income (expense), net $ 278 $ 57 $ 221
n/m(1)
Percentage of total revenue — % — %

~~_________________~~


	Six Months Ended June 30,						Change
	2021			2020			Amount		%

	(dollars in thousands)
Interest income (expense), net	$	(32)		$	322		$	(354)	n/m
Percentage of total revenue	—		%	1		%

~~(1)Calculated metric is not meaningful.~~

The ~~increase~~decrease in ~~net~~ interest income (expense), net was primarily driven by higher interest rates earned in the prior year on cash deposits ~~and marketable securities~~ related to our IPO ~~and equity follow-on~~ proceeds.

Other (Expense) Income, Net

Nine Months Ended September 30, Change
2020 2019 Amount %
(dollars in thousands)
Other income $ 222 $ 388 $ (166) (43) %
Percentage of total revenue — % 1 %


	Six Months Ended June 30,						Change
	2021			2020			Amount		%

	(dollars in thousands)
Other (expense) income, net	$	(174)		$	203		$	(377)	n/m
Percentage of total revenue	—		%	—		%

The decrease in other (expense) income, net is due to sublease rental income ~~declining~~ as ~~the San Francisco office~~our Seattle, Washington lease expired in ~~June 2019.~~July 2020 as well as foreign exchange transaction losses.

Income Tax Expense


		Nine Months Ended September 30,						Change					Six Months Ended June 30,						Change
		2020			2019			Amount		%			2021			2020			Amount		%

		(dollars in thousands)											(dollars in thousands)
Income tax expense	Income tax expense	$	72		$	49		$	23	47	%	Income tax expense	$	72		$	21		$	51	243	%
Percentage of total revenue	Percentage of total revenue	—		%	—		%					Percentage of total revenue	—		%	—		%

The increase in income tax expense is due to the provision related to foreign income taxes.

Non-GAAP Financial Measures

In addition to our results determined in accordance with U.S. generally accepted accounting principles, or GAAP, we believe the following non-GAAP measures are useful in evaluating our operating performance. We use the below non-GAAP financial information, collectively, to evaluate our ongoing operations and for internal planning and forecasting purposes. We believe that non-GAAP financial information, when taken collectively, may be helpful to investors because it provides consistency and comparability with past financial performance by excluding certain items that may not be indicative of our business, operating results or future outlook.

However, non-GAAP financial information is presented for supplemental informational purposes only, has limitations as an analytical tool and should not be considered in isolation or as a substitute for financial information presented in accordance with GAAP. In addition, other companies, including companies in our industry, may calculate non-GAAP financial measures differently or may use other measures to evaluate their performance, all of which could reduce the usefulness of our non-GAAP

financial measures as tools for comparison. 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 measures, and not to rely on any single financial measure to evaluate our business.

Three Months Ended September 30, Nine Months Ended September 30,
2020 2019 2020 2019
(dollars in thousands, except per share data)
Non-GAAP operating loss $ (4,361) $ (5,054) $ (17,644) $ (15,990)
Non-GAAP net loss (4,437) (4,974) (17,216) (15,594)
Non-GAAP net loss per share (0.09) (0.30) (0.34) (0.93)
Free cash flow $ (4,041) $ (3,441) $ (13,394) $ (10,256)


	Three Months Ended June 30,				Six Months Ended June 30,
	2021		2020		2021		2020
	(dollars in thousands, except per share data)
Non-GAAP gross profit	$	33,764	$	23,251	$	64,769	$	45,873
Non-GAAP operating income (loss)	132		(5,861)		(2,178)		(13,283)
Non-GAAP net income (loss)	2		(5,821)		(2,456)		(12,779)
Non-GAAP net income (loss) per share	—		(0.11)		(0.05)		(0.25)
Free cash flow	$	4,062	$	(4,537)	$	7,509	$	(9,353)

Non-GAAP ~~Operating Loss~~Gross Profit

We define non-GAAP ~~operating loss~~gross profit as GAAP ~~loss from operations,~~gross profit, excluding stock-based compensation expense. We believe non-GAAP ~~operating loss~~gross profit provides our management and investors consistency and comparability with our past financial performance and facilitates period-to-period comparisons of operations, as this non-GAAP financial measure eliminates the effect of stock-based compensation, which is often unrelated to overall operating ~~performance, particularly given the impact of~~performance.


	Three Months Ended June 30,				Six Months Ended June 30,
	2021		2020		2021		2020
Reconciliation of Non-GAAP gross profit	(dollars in thousands)
Gross profit	$	33,530	$	23,082	$	64,351	$	45,409
Stock-based compensation expense	234		169		418		464
Non-GAAP gross profit	$	33,764	$	23,251	$	64,769	$	45,873

~~stock-based compensation expense recognized in the nine months ended September 30, 2020 after the completion of our December 2019 IPO.~~

Three Months Ended September 30, Nine Months Ended September 30,
2020 2019 2020 2019
Reconciliation of Non-GAAP operating loss
(dollars in thousands)
Loss from operations $ (6,921) $ (5,119) $ (26,207) $ (21,353)
Stock-based compensation expense 2,560 65 8,563 5,363
Non-GAAP operating loss $ (4,361) $ (5,054) $ (17,644) $ (15,990)

Non-GAAP ~~Net Loss~~Operating Income (Loss)

We define non-GAAP ~~net loss~~operating income (loss) as GAAP ~~net~~ loss ~~and comprehensive loss,~~from operations, excluding stock-based compensation expense. We believe non-GAAP ~~net loss~~operating income (loss) provides our management and investors consistency and comparability with our past financial performance and facilitates period-to-period comparisons of operations, as this non-GAAP financial measure eliminates the effect of stock-based compensation, which is often unrelated to overall operating performance.


	Three Months Ended June 30,				Six Months Ended June 30,
	2021		2020		2021		2020
Reconciliation of Non-GAAP operating income (loss)	(dollars in thousands)
Loss from operations	$	(5,312)	$	(8,342)	$	(11,531)	$	(19,286)
Stock-based compensation expense	5,444		2,481		9,353		6,003
Non-GAAP operating income (loss)	$	132	$	(5,861)	$	(2,178)	$	(13,283)

Non-GAAP Net Income (Loss)

We define non-GAAP net income (loss) as GAAP net loss and comprehensive loss, excluding stock-based compensation expense. We believe non-GAAP net income (loss) provides our management and investors consistency and comparability with our past financial performance ~~particularly given~~and facilitates period-to-period comparisons of operations, as this non-GAAP financial measure eliminates the ~~impact~~effect of stock-based compensation, ~~expense recognized in the nine months ended September 30, 2020 after the completion of our December 2019 IPO.~~which is often unrelated to overall operating performance.


		Three Months Ended September 30,				Nine Months Ended September 30,					Three Months Ended June 30,				Six Months Ended June 30,
		2020		2019		2020		2019			2021		2020		2021		2020
Reconciliation of Non-GAAP net loss		(dollars in thousands)
Reconciliation of Non-GAAP net income (loss)										Reconciliation of Non-GAAP net income (loss)	(dollars in thousands)
Net loss and comprehensive loss	Net loss and comprehensive loss	$	(6,997)	$	(5,039)	$	(25,779)	$	(20,957)	Net loss and comprehensive loss	$	(5,442)	$	(8,302)	$	(11,809)	$	(18,782)
Stock-based compensation expense	Stock-based compensation expense	2,560		65		8,563		5,363		Stock-based compensation expense	5,444		2,481		9,353		6,003
Non-GAAP net loss		$	(4,437)	$	(4,974)	$	(17,216)	$	(15,594)
Non-GAAP net income (loss)										Non-GAAP net income (loss)	$	2	$	(5,821)	$	(2,456)	$	(12,779)

Non-GAAP Net ~~Loss~~Income (Loss) per Share

We define non-GAAP net ~~loss~~income (loss) per share as GAAP net loss per share attributable to common shareholders, basic and diluted, excluding stock-based compensation expense. We believe non-GAAP net ~~loss~~income (loss) per share provides our management and investors consistency and comparability with our past financial performance and facilitates period-to-period comparisons of operations, as this non-GAAP financial measure eliminates the effect of stock-based compensation, which is often unrelated to overall operating ~~performance, particularly given~~performance.


	Three Months Ended June 30,				Six Months Ended June 30,
	2021		2020		2021		2020
Reconciliation of Non-GAAP net income (loss) per share
Net loss per share attributable to common shareholders, basic and diluted	$	(0.10)	$	(0.16)	$	(0.22)	$	(0.37)
Stock-based compensation expense per share	0.10		0.05		0.17		0.12
Non-GAAP net income (loss) per share(1)	$	—	$	(0.11)	$	(0.05)	$	(0.25)

_________________

(1)For the three months ended June 30, 2021, Non-GAAP Basic and Diluted net income per share were both $0.00. Non-GAAP Diluted net income per share for the three months ended June 30, 2021 was calculated using 54,834,301 weighted-average shares of common stock outstanding, which includes the impact of ~~stock-based compensation expense recognized in the nine months ended September 30, 2020 after the completion of our December 2019 IPO.~~

Three Months Ended September 30, Nine Months Ended September 30,
2020 2019 2020 2019
Reconciliation of Non-GAAP net loss per share
Net loss per share attributable to common shareholders, basic and diluted $ (0.13) $ (0.30) $ (0.51) $ (1.25)
Stock-based compensation expense per share(1)
0.04 — 0.17 0.32
Non-GAAP net loss per share $ (0.09) $ (0.30) $ (0.34) $ (0.93)
_________________
(1)Value for the three months ended September 30, 2020, has been rounded down for presentation purposes to equal the difference between the calculated GAAP net loss per share and calculated Non-GAAP net loss per share.
dilutive shares related to options and restricted stock units. All other GAAP and Non-GAAP net loss per share calculations excluded these common stock equivalents as their effect is antidilutive.

3534

Free Cash Flow

Free cash flow is a non-GAAP financial measure that we define as net cash used in operating activities less purchases of property and equipment. We believe that free cash flow is a useful indicator of liquidity that provides information to management and investors about the amount of cash used in our core operations that, after the purchases of property and equipment, is not available to be used for strategic initiatives. For example, if free cash flow is negative, we may need to access cash reserves or other sources of capital to invest in strategic initiatives. One limitation of free cash flow is that it does not reflect our future contractual obligations. Additionally, free cash flow does not represent the total increase or decrease in our cash balance for a given period.

Three Months Ended September 30, Nine Months Ended September 30,
2020 2019 2020 2019
Reconciliation of Free cash flow
(dollars in thousands)
Net cash (used in) operating activities $ (2,633) $ (3,272) $ (11,178) $ (9,712)
Purchases of property and equipment (1,408) (169) (2,216) (544)
Free cash flow $ (4,041) $ (3,441) $ (13,394) $ (10,256)


	Three Months Ended June 30,				Six Months Ended June 30,
	2021		2020		2021		2020
Reconciliation of Free cash flow	(dollars in thousands)
Net cash provided by (used in) operating activities	$	4,355	$	(4,042)	$	7,975	$	(8,545)
Purchases of property and equipment	(293)		(495)		(466)		(808)
Free cash flow	$	4,062	$	(4,537)	$	7,509	$	(9,353)

Liquidity and Capital Resources

Our liquidity and capital resources were not materially impacted by the COVID-19 pandemic and the governmental responses to address the pandemic and the related economic impact during the ~~nine~~six months ended ~~September~~June 30, ~~2020.~~2021. For further discussion regarding the future potential impacts of COVID-19 and the related economic impacts on our liquidity and capital resources, see ~~“Outlook” and “Part II -~~ “Risk Factors” in Part I—Item 1A ~~- Risk Factors”.~~of our Annual Report on Form 10-K.

As of ~~September~~June 30, ~~2020,~~2021, our principal sources of liquidity were cash and cash equivalents of ~~$117.8~~$108.3 million, marketable securities of ~~$49.5~~$63.2 million and net accounts receivable of ~~$14.4~~$16.1 million. WeHistorically, we have generated losses from operations and negative cash flows from operations, as evidenced by our accumulated deficit and statement of cash flows. However, for the six months ended June 30, 2021, we generated positive cash flows from operations. We expect to continue to incur operating losses ~~and negative operating cash flows~~ for the foreseeable future due to the investments in our business we intend to make as described above. We may experience greater than anticipated operating losses in the short- and long-term if the COVID-19 pandemic and the governmental responses to address the pandemic and any re-emergence of COVID-19 persist for a prolonged period of time. The impact of the COVID-19 pandemic on our customers and our operations going forward remains uncertain, and we continue to proactively monitor our liquidity position.

Prior to our IPO in December 2019, we financed our operations primarily through private issuance of equity securities and line of credit borrowings. In our IPO, we received net proceeds of $134.3 million after deducting underwriting discounts and commissions of $10.5 million and offering expenses of $5.2 million. We subsequently received an additional $10.0 million of net proceeds after deducting underwriting discounts and commissions in January 2020 as a result of the over-allotment option exercise by the underwriters of our IPO. In August 2020, we received $42.1 million of net proceeds from our equity follow-on offering after deducting underwriting discounts and commissions. Our principal uses of cash in recent periods have been to fund operations and invest in capital expenditures.

We believe our existing cash and cash equivalents will be sufficient to meet our operating and capital needs for at least the next 12 months. Our future capital requirements will depend on many factors, including our subscription growth rate, subscription renewal activity, billing frequency, the impact of the COVID-19 pandemic on our customers and our operations, the timing and extent of spending to support our research and development efforts, the expansion of sales and marketing activities, the introduction of new and enhanced product offerings, and the continuing market acceptance of our

product. In the future, we may enter into arrangements to acquire or invest in complementary businesses,

products and technologies, including intellectual property rights. We may be required to seek additional equity or debt financing. In the event that additional financing is required from outside sources, we may not be able to raise it on terms acceptable to us, or at all. If we are unable to raise additional capital or generate cash flows necessary to expand our operations, our business, results of operations and financial condition could be adversely affected.

SVB Credit Facility

In December 2017, we entered into a Loan and Security Agreement with Silicon Valley Bank, or SVB, which comprised a $15.0 million line of credit, or the Revolver, and a $5.0 million incremental revolving line commitment, or the Incremental Revolver, and, together with the Revolver, the SVB Credit Facility.

In November 2019, we amended the SVB Credit Facility to increase the Revolver (including the exercise of the Incremental Revolver, as amended) to $40.0 million and amended, among other terms, levels for the minimum adjusted EBITDA and minimum liquidity covenants, the advance rate and the interest rate. The November 2019 amendment includes a “streamline period”, or Streamline Period, concept, which occurs when we maintain, for every consecutive day in the immediately preceding fiscal quarter, the sum of (i) unrestricted cash at SVB plus (ii) unused availability under the Revolver in an amount equal to or greater than $75.0 million (the Streamline Balance). Any Streamline Period terminates on the earlier of the occurrence of an event of default and failure to maintain the Streamline Balance. The minimum adjusted EBITDA and minimum liquidity covenants do not apply during any Streamline Period. As of ~~September~~June 30, ~~2020,~~2021, we did not have any outstanding principal balance under the SVB Credit Facility.

In connection with the November 2019 amendment, the Revolver now has a floating interest rate equal to the greater of (i) 4.75% and (ii) (x) at any time when the Streamline Period is not in effect, one and one-half of one percent (1.50%) above the prime rate and (y) at any time when the Streamline Period is in effect, the prime rate, which interest is payable monthly. The SVB Credit Facility matures on January 31, 2022.

The SVB Credit Facility contains customary negative covenants that limit our ability to, or require mandatory prepayment in the event that we, among other things, incur additional indebtedness or liens, merge with other companies or consummate certain changes of control, acquire other companies, engage in new lines of business, add new offices or business locations, make certain investments, pay dividends, transfer or dispose of certain assets, liquidate or dissolve and enter into various specified transactions. The SVB Credit Facility also contains affirmative covenants, including certain financial covenants such as minimum adjusted EBITDA and minimum liquidity covenants and financial reporting requirements. With limited exceptions, our obligations under the SVB Credit Facility are secured by all of our property other than intellectual property (which is subject to a negative pledge). As of ~~September~~June 30, ~~2020,~~2021, we were in compliance with the covenants in the SVB Credit Facility.

The following table summarizes our cash flows for the periods presented:


		Nine Months Ended September 30,					Six Months Ended June 30,
		2020		2019			2021		2020

		(in thousands)					(in thousands)
Net cash (used in) operating activities		$	(11,178)	$	(9,712)
Net cash provided by (used in) operating activities						Net cash provided by (used in) operating activities	$	7,975	$	(8,545)
Net cash (used in) investing activities	Net cash (used in) investing activities	(51,938)		(544)		Net cash (used in) investing activities	(14,628)		(50,530)
Net cash provided by (used in) financing activities		45,584		(3,334)
Net cash provided by financing activities						Net cash provided by financing activities	395		3,557
Net (decrease) in cash	Net (decrease) in cash	$	(17,532)	$	(13,590)	Net (decrease) in cash	$	(6,258)	$	(55,518)

3736

Operating Activities

Our largest source of operating cash is cash collections from our customers for subscription services. Our primary uses of cash from operating activities are for personnel costs across the sales and marketing and research and development departments and hosting costs. Historically, we have generated negative cash flows from operating activities. However, for the six months ended June 30, 2021, we generated positive cash flows from operating activities.

Net cash ~~used in~~provided by operating activities during the ~~nine~~six months ended ~~September~~June 30, ~~2020~~2021 was ~~$11.2~~$8.0 million, which resulted from a net loss of ~~$25.8~~$11.8 million adjusted for non-cash charges of ~~$20.4~~$17.6 million and net cash ~~outflow~~inflow of ~~$5.8~~$2.2 million from changes in operating assets and liabilities. Non-cash charges primarily consisted of ~~$8.6~~$9.4 million of stock-based compensation expense, ~~$3.2~~$2.0 million of depreciation and intangible asset amortization expense, $5.4 million for amortization of deferred contract acquisition costs, which were primarily commissions, ~~$1.9~~and $0.3 million of amortization of right-of-use, or ROU, operating lease assets. The net cash inflow from changes in operating assets and liabilities was primarily the result of a $10.8 million increase in deferred revenue, a $1.0 million decrease in gross accounts receivable, and a $2.9 million decrease in prepaid expenses. These inflows were primarily offset by a $9.5 million increase in deferred commissions due to the addition of new customers and expansion of the business, a $2.0 million decrease in accounts payable and other accrued liabilities, and a $0.9 million decrease in operating lease liabilities.

Net cash used in operating activities during the six months ended June 30, 2020 was $8.5 million, which resulted from a net loss of $18.8 million adjusted for non-cash charges of $13.8 million and net cash outflow of $3.5 million from changes in operating assets and liabilities. Non-cash charges primarily consisted of $6.0 million of stock-based compensation expense, $2.1 million of depreciation and intangible asset amortization expense, $3.4 million for amortization of deferred contract acquisition costs, which were primarily commissions, $1.3 million for bad debt expense and ~~$0.9~~$0.7 million of amortization of right-of-use, or ROU, operating lease assets. The net cash outflow from changes in operating assets and liabilities was primarily the result of a ~~$9.0~~$5.4 million increase in deferred commissions due to the addition of new customers and expansion of the business, a ~~$5.2~~$4.3 million increase in gross accounts receivable, and a ~~$0.4~~$1.2 million decrease in operating lease liabilities. These outflows were primarily offset by a ~~$7.7~~$5.7 million increase in deferred revenue and a ~~$0.7~~$0.9 million increase in accounts payable and other accrued liabilities.

Net cash used in operating activities during the nine months ended September 30, 2019 was $9.7 million, which resulted from a net loss of $21.0 million adjusted for non-cash charges of $14.1 million and net cash outflow of $2.8 million from changes in operating assets and liabilities. Non-cash charges primarily consisted of $5.4 million of stock-based compensation expense, $3.2 million of depreciation and intangible asset amortization expense, $3.4 million for amortization of deferred contract acquisition costs, which were primarily commissions, $1.2 million for bad debt expense and $0.8 million of amortization of right-of-use, or ROU, operating lease assets. The net cash outflow from changes in operating assets and liabilities was primarily the result of a $4.9 million increase in deferred commissions due to the addition of new customers and expansion of the business, a $0.9 million increase in gross accounts receivable, a $0.8 million increase in prepaid expenses and a $0.9 million decrease in operating lease liabilities. These outflows were offset by a $5.1 million increase in deferred revenue.

Investing Activities

Net cash used in investing activities for the ~~nine~~six months ended ~~September~~June 30, ~~2020~~2021 was ~~$51.9~~$14.6 million, which was primarily due to ~~the $49.7~~$63.2 million ~~purchase~~in purchases of marketable securities, partially offset by $49.0 million in ~~June 2020. Purchases~~proceeds from maturities of ~~property and equipment of $2.2 million was driven by leasehold improvements of our Seattle office.~~marketable securities.

Net cash used in investing activities for the ~~nine~~six months ended ~~September~~June 30, ~~2019~~2020 was ~~$0.5~~$50.5 million, which was primarily due to ~~purchases~~the purchase of ~~computer equipment and hardware.~~$49.7 million of marketable securities in June 2020.

Financing Activities

Net cash provided by financing activities for the ~~nine~~six months ended ~~September~~June 30, ~~2020~~2021 was ~~$45.6~~$0.4 million, which was primarily the result of ~~$42.1~~$1.7 million from the disgorgement of stockholder short-swing profits under Section 16(b) of the Exchange Act, offset by $1.2 million in payments related to the employee withholding taxes as a result of the net ~~proceeds from our equity follow-on offering,~~settlement of stock-based awards.

Net cash provided by financing activities for the six months ended June 30, 2020 was $3.6 million, which was primarily the result of $10.0 million of net proceeds from our sale of over-allotment shares to the underwriters of our IPO, offset by $6.3 million in payments related to the employee withholding taxes as a result of the net settlement of stock-based awards.

Net cash used in financing activities for the nine months ended September 30, 2019 was $3.3 million, which was the result of $1.8 million in payments related to the employee taxes due as a result of the net settlement of stock-based awards and $1.6 million in payments of deferred costs associated with our IPO.

3837

Contractual Obligations

The following table summarizes our non-cancellable contractual obligations as of ~~September~~June 30, ~~2020.~~2021.


		Payments Due by Period												Payments Due by Period
		Total		Less Than One Year			1-3 Years		3-5 Years		More Than Five Years			Total		Less Than One Year			1-3 Years		3-5 Years		More Than Five Years
						(in thousands)												(in thousands)
Operating lease obligations~~(1)~~	Operating lease obligations~~(1)~~	$	33,058	$	3,531		$	7,905	$	8,271	$	13,351	Operating lease obligations~~(1)~~	$	30,489	$	3,885		$	8,042	$	8,410	$	10,152
Other purchase obligations~~(2)~~(1)	Other purchase obligations~~(2)~~(1)	66,597		18,758			47,839		—		—		Other purchase obligations~~(2)~~(1)	52,960		23,991			28,969		—		—
Total	Total	$	99,655	$	22,289		$	55,744	$	8,271	$	13,351	Total	$	83,449	$	27,876		$	37,011	$	8,410	$	10,152

_________________

(1)~~Excludes $0.7 million of lease incentives that will be realized in 2020.~~

~~(2)~~Consists of minimum guaranteed purchase commitments for data and services.

Off-Balance Sheet Arrangements

As of ~~September~~June 30, ~~2020,~~2021, we did not have any relationships with any entities or financial partnerships, such as structured finance or special purpose entities, that would have been established for the purpose of facilitating off-balance sheet arrangements or other purposes.

Recent Accounting Pronouncements

Refer to section titled “Recently Adopted Accounting Pronouncements” in Note 1 of the notes to our unaudited condensed consolidated financial statements included in this Quarterly Report for more information.

Critical Accounting Policies and Estimates

Our unaudited condensed consolidated financial statements are prepared in accordance with accounting principles generally accepted in the United States. The preparation of these unaudited condensed consolidated financial statements in conformity with GAAP requires management to make estimates, judgments and assumptions that affect the reported amounts of assets and liabilities and the disclosure of contingent assets and liabilities at the date of the financial statements and the reported amounts of revenue and expenses during the reporting periods. On an ongoing basis, we evaluate our estimates and assumptions. Our actual results may differ from these estimates.

Our significant accounting policies are discussed in Note 1, “Nature of Operations and Summary of Significant Accounting Policies” in the Notes to Consolidated Financial Statements as of and for the year ended December 31, ~~2019~~2020 included in our Annual Report on Form 10-K for the year ended December 31, ~~2019,~~2020, filed with the SEC on February ~~28, 2020.~~24, 2021. There have been no significant changes to these policies during the ~~nine~~six months ended ~~September~~June 30, ~~2020, other than those described below and in Note 1.~~

~~Stock-Based Compensation~~

~~We recognize compensation expense for equity awards based on the grant‐date fair value on a straight-line basis over the remaining requisite service period for the award.~~

~~Restricted Stock Units~~

Pursuant to his employment agreement, our President and CEO is eligible to receive awards of fully vested restricted stock units with respect to shares of our Class B common stock under our 2019 Class B Incentive Plan, or the Class B Plan, covering up to 1.0% of our fully diluted common equity determined as of the date of our IPO, or 483,663 shares, following the consummation of our IPO,

depending on the valuation of the Company in connection with our IPO and the achievement of market capitalization thresholds thereafter, which we refer to as the Howard IPO Award. The initial grant under the Howard IPO Award was based on the valuation of the Company (calculated based on the closing price of the Company’s Class A common stock on its first trading day on The Nasdaq Capital Market on December 13, 2019) and calculated as follows: (i) a valuation between $750,000,000 and $999,999,999, would result in an initial grant under the Howard IPO Award equal to 0.5% of our outstanding fully diluted common equity; (ii) a valuation at least $1,000,000,000 but less than $2,000,000,000, would result in an initial grant under the Howard IPO Award equal to 0.75% of our fully diluted common equity; and (iii) a valuation at least $2,000,000,000, would result in an initial grant under the Howard IPO Award equal to 1.0% of our outstanding fully diluted common equity. No initial grant under the Howard IPO Award would be made as a result of our IPO if the valuation of the Company calculated as described above was below $750,000,000. The initial Howard IPO Award resulted in a grant equal to 0.5% of our fully diluted common equity, or 241,831 shares on December 17, 2019, which settled in March 2020.

If during the twenty-four month period immediately following the effectiveness of our IPO, the Company achieves a “market cap threshold” (calculated based on the 30-day average of the product of the closing price per share of our Class A common stock on a trading day and the number of shares outstanding on such trading day using the treasury stock method) of $1,000,000,000 or greater, Mr. Howard is eligible to receive RSU awards under our Class B Plan equal to: (i) 0.25% of our fully diluted common equity as of the date of our IPO, or 120,916 shares, upon the Company’s achievement of a market capitalization threshold of $1,000,000,000; and (ii) 0.25% of our fully diluted common equity as of the date of our IPO, or 120,916 shares, upon the Company’s achievement of a market capitalization threshold of $2,000,000,000, in each case, to the extent the applicable market capitalization threshold value was not previously achieved in connection with any previous grant made under the Howard IPO Award, and subject to Mr. Howard’s continued service to the Company through each applicable award date. All such RSUs granted pursuant to the Howard IPO Award will be fully vested and the maximum number of Class B common stock issuable upon settlement of such RSUs will not exceed 1.0% of our fully diluted common equity (as described above). In February 2020, Mr. Howard received 120,916 RSUs upon the Company’s achievement of a market capitalization threshold of $1,000,000,000, which settled in June 2020.

In connection with RSUs granted to Mr. Howard pursuant to the Howard IPO Award that immediately vested in February 2020, we recognized $1.4 million of stock-based compensation expense in the first quarter of 2020. Because the maximum company valuation was not achieved through September 30, 2020, Mr. Howard remained eligible to receive an additional grant up to the maximum award contemplated by the Howard IPO Award if a certain market capitalization threshold is achieved during the first twenty-four months following the completion of our IPO (as described above). In October 2020, the Company achieved the market capitalization threshold of $2,000,000,000. As a result, in the fourth quarter, Mr. Howard will receive the remaining 120,916 shares and the remaining stock-based compensation expense of $0.2 million will be recognized.2021.

JOBS Act Accounting Election

We are an “emerging growth company” as defined in the JOBS Act. Under the JOBS Act, emerging growth companies can delay adopting new or revised accounting standards until such time as those standards apply to private companies. We have elected to use this exemption from new or revised accounting standards and, therefore, we will not be subject to the same new or revised accounting standards as other public companies that have not made this election. While we have elected to use this extended transition period, to date we have not delayed the adoption of any applicable accounting standards.

4038

Item 3. Quantitative and Qualitative Disclosures of Market Risk

Interest Rate Risk

We had cash and cash equivalents totaling ~~$117.8~~$108.3 million as of ~~September~~June 30, ~~2020,~~2021, the majority of which was invested in money market ~~accounts.~~accounts and money market funds. We also had marketable securities of ~~$49.5~~$63.2 million which were invested in investment-grade corporate bonds and commercial ~~paper and U.S. Treasury securities.~~paper. Such interest-earning instruments carry a degree of interest rate risk with respect to the interest income generated. Additionally, certain of these cash investments are maintained at balances beyond Federal Deposit Insurance Corporation, or FDIC, coverage limits or are not insured by the FDIC. Accordingly, there may be a risk that we will not recover the full principal of our cash investments and marketable securities. To date, fluctuations in interest income have not been significant. Because these accounts are highly liquid, we do not have material exposure to market risk. Our cash is held for working capital purposes. We do not enter into investments for trading or speculative purposes.

We did not have any outstanding debt under our $40.0 million revolving credit line as of ~~September~~June 30, ~~2020.~~2021. The line of credit carries a variable interest rate equal to the greater of (i) 4.75% and (ii) (x) at any time when the Streamline Period is not in effect, one and one-half of one percent (1.50%) above the prime rate and (y) at any time when the Streamline Period is in effect, the prime rate and is available through January 31, 2022. See “Item 2 - Management’s Discussion and Analysis of Financial Condition and Results of Operations—Liquidity and Capital Resources—SVB Credit Facility.”

We have not been exposed to, nor do we anticipate being exposed to, material risks due to changes in interest rates. A hypothetical 10% change in interest rates during any of the periods presented would not have had a material impact on our financial statements.

Foreign Currency Exchange Risk

We are not currently subject to significant foreign currency exchange risk as our U.S. and international sales are predominantly denominated in U.S. dollars. However, we have some foreign currency risk related to a small amount of sales denominated in Canadian dollars. Sales denominated in Canadian dollars reflect the prevailing U.S. dollar exchange rate on the date of invoice for such sales. Decreases in the relative value of the U.S. dollar to the Canadian dollar may negatively affect revenue and other operating results as expressed in U.S. dollars. We do not believe that an immediate ten percent increase or decrease in the relative value of the U.S. dollar to the Canadian dollars would have a material effect on operating results.

We have not engaged in the hedging of foreign currency transactions to date. However, as our international operations expand, our foreign currency exchange risk may increase. If our foreign currency exchange risk increases in the future, we may evaluate the costs and benefits of initiating a foreign currency hedge program in connection with non-U.S. dollar denominated transactions.

4139

Item 4. Controls and Procedures

Evaluation of disclosure controls and procedures

Our management, with the participation of our Chief Executive Officer, or CEO, and Chief Financial Officer, or CFO, has evaluated the effectiveness of our disclosure controls and procedures as defined in Rules 13a-15(e) and 15d-15(e) under the Securities Exchange Act of 1934, as amended, or the Exchange Act, as of ~~September~~June 30, ~~2020. Because of the material weakness in our internal control over financial reporting, as discussed below,~~2021. Based on such evaluation, our CEO and CFO have concluded that as of June 30, 2021, our disclosure controls and procedures ~~were not~~are effective asto provide reasonable assurance that information we are required to disclose in reports that we file or submit under the Exchange Act is recorded, processed, summarized, and reported within the time periods specified in the rules and forms of the ~~end of the period covered by this Quarterly Report. In light of this,~~SEC, and that such information is accumulated and communicated to our management, including ~~the~~our CEO and CFO, has performed additional analyses, reconciliations and other post-closing procedures and has concluded that, notwithstanding the material weakness in our internal control over financial reporting, the condensed consolidated financial statements for the periods covered by and included in this Quarterly Report present fairly, in all material respects, our financial position, results of operations and cash flows for the periods presented in conformity with U.S. GAAP.

~~Previously reported material weakness~~

~~In connection with the audit of our financial statements for the year ended December 31, 2018, we identified a material weakness in our internal controls over financial reporting,~~ as ~~defined by the standards established by the Sarbanes-Oxley Act of 2002. We did not maintain effective internal control over financial reporting related~~appropriate, to the control environment component of Internal Control-Integrated Framework (2013) issued by the Committee of Sponsoring Organizations of the Treadway Commission, or the COSO framework, due to an insufficient complement of personnel possessing the appropriate accounting and financial reporting knowledge and experience during the year ended December 31, 2018 in order to determine the appropriate accounting for non-recurring transactions and transactions requiring more complex accounting judgment. A material weakness is a deficiency, or a combination of deficiencies, in internal control over financial reporting, such that there is a reasonable possibility that a material misstatement of our consolidated financial statements will not be prevented or detected on aallow timely ~~basis.~~

During 2019 and the nine months ended September 30, 2020, management continued to implement remediation initiatives in response to the previously identified material weakness. Specific remedial actions undertaken by management include:

•~~Hiring additional qualified accounting and financial reporting personnel who possess public company accounting and reporting technical expertise;~~

•Implementing new controls and enhancing existing processes to strengthen our review process relating to accounting for non-recurring transactions and transactions requiring more complex accounting judgment. These controls and processes are designed around identification, documentation and application of GAAP technical accounting guidance for such transactions and also include additional supervision and review activities by qualified personnel.

While we believe that these efforts have improved and will continue to improve our internal control over financial reporting, remediation of the material weakness will require validation and testing of the design and operating effectiveness of internal controls over a sustained period of financial reporting cycles. Therefore, this material weakness has not been remediated as of September 30, 2020. This deficiency could result in additional misstatements to our consolidated financial statements that would be material and would not be prevented or detected in a timely manner.

~~Our remediation efforts are ongoing and subject to continued management review supported by ongoing design and testing of our framework of internal controls over financial reporting.~~

Notwithstanding the material weakness, our management has concluded the condensed consolidated financial statements included elsewhere in this Quarterly Report present fairly, in all material respects, our financial position, results of operations and cash flows in conformity with U.S. GAAP.decisions regarding required disclosure.

Changes in internal controls

There ~~were~~have been no changes in our internal ~~controls~~control over financial reporting during the period covered by this Quarterly Report on Form 10-Q that have materially affected, or are reasonably likely to affect, our internal control over financial reporting.

Inherent Limitations of Internal Controls

In designing and evaluating the disclosure controls and procedures and internal control over financial reporting, management does not expect that our internal control over financial reporting will prevent or detect all errors and all fraud. A control system, no matter how well designed and operated, can provide only reasonable, not absolute, assurance that the control system’s objectives will be met. Because of the inherent limitations in all control systems, no evaluation of controls can provide absolute assurance that misstatements due to error or fraud will not occur or that all control issues and instances of fraud, if any, within our company will have been detected.

4340

PART II - OTHER INFORMATION

Item 1. Legal Proceedings

From time to time, we are involved in various legal proceedings arising from the normal course of business. We are not currently a party to any material pending legal proceedings.

~~Item 1A. Risk Factors~~

Other than the risk factors set forth below, there have been no material changes from the risk factors disclosed in our Annual Report (under the heading “Risk Factors” ) in response to Part 1, Item 1A of the Form 10-K.

The effects of the COVID-19 pandemic are unpredictable and may materially affect our customers and how we operate our business, and the duration and extent to which the pandemic continues (including any re-emergence of COVID-19) to threaten our future results of operations and overall financial performance remains uncertain.

In December 2019, a novel coronavirus disease (“COVID-19”) was identified. On March 11, 2020, the World Health Organization characterized COVID-19 as a global pandemic. The pandemic has resulted in a widespread health crisis that has adversely affected businesses, economies and financial markets worldwide and has caused significant volatility in U.S. and international debt and equity markets.

~~Examples of how COVID-19 may impact our business, results of operations and Class A common stock price include, but are not limited to:~~

•COVID-19 may cause companies to decrease marketing and social media spending, or pause such spending altogether, making it more difficult for us to acquire new customers, as well as retain and upsell existing customers. A key factor in our ability to acquire a new customer and retain and increase the spending of an existing customer is the customer’s marketing or social media budget. The economic stress of COVID-19 may cause companies to decrease or freeze their marketing and social media budget and we cannot predict the length that such budgets will be impacted. This may prevent prospective customers from converting to paying customers and prevent existing customers from renewing an existing subscription or increasing their spending with us or cause our existing customers to terminate their subscriptions. We may experience longer sales cycles and greater uncertainty regarding our sales pipeline for a given quarter. In addition, the impact of COVID-19 could reduce interest in our webinars, blogs, thought leadership and social media engagement, thereby reducing traffic to our web properties and free trials. A reduction in volume or quality of our inbound marketing funnel could have an adverse impact on our business and results of operations.

•Customers may be less likely to pay us on-time or at all. For the fiscal year ended December 31, 2019 and the nine months ended September 30, 2020, 99% of our revenue was from subscriptions. Customers under economic stress from COVID-19 may be less willing or may be unable to pay our invoices as they become due. This could, in-turn, cause a decrease in our revenue, an increase in our account receivables and the aging of our accounts receivables. In the nine months ended September 30, 2020, compared to the same period ended September 30, 2019, we increased our bad debt expense by $0.7 million due to our assessment of the potential COVID-19 impact on customer’s ability to pay. It is possible that the impact of COVID-19 may further increase our bad debt expense.

•COVID-19 and related government responses to address the COVID-19 pandemic may cause sudden and extreme changes in our Class A common stock price. Since COVID-19 was first reported, the volatility of U.S. equity markets increased to historic levels. This has caused extreme fluctuations in the market price of our Class A common stock. We cannot predict if and

when these fluctuations will decrease or increase. In addition to general market conditions, the market price of our Class A common stock could be volatile or decline due to actual or anticipated impact of COVID-19 on our financial condition and results of operations or if our results of operations do not meet the expectations of the investor community or one or more of the analysts who cover our company change their recommendations regarding our company.

The duration and extent of the impact on our business from the COVID-19 pandemic depends on future developments that cannot be accurately predicted at this time (e.g., the severity and transmission rate of the virus, the extent and effectiveness of containment measures, and the impact of these and other factors on our employees, customers, vendors and partners, including their respective productivity). Furthermore, our limited operating history combined with the uncertainty created by the COVID-19 pandemic significantly increases the difficulty of forecasting operating results and of strategic planning. If we are unable to effectively predict and manage the impact of the COVID-19 pandemic on our business, our results of operations and financial condition may be negatively impacted.

Changing regulations and increased awareness relating to privacy, information security and data protection could increase our costs, affect or limit how we collect and use personal information and harm our brand.

We receive, store and otherwise process personal information and other data from and about our customers, employees and from other stakeholders like our vendors. We also receive personal information and other data about our customers’ consumers or other social media audiences. There are numerous federal, state, local and international laws and regulations regarding privacy, data protection, information security and the storing, sharing, use, processing, transfer, disclosure, retention and protection of personal information and other content, the scope of which is rapidly changing, subject to differing interpretations and may be inconsistent among; regions, countries and states, or conflict with other legal requirements. We are also subject to contractual obligations from our customers and other third parties related to privacy, data protection and information security, and disclosures and commitments made in our privacy policies. We strive to comply with applicable laws, regulations, policies and other legal obligations relating to privacy, data protection and information security. However, the regulatory framework for privacy, data protection and information security worldwide is, and is likely to remain, uncertain for the foreseeable future, and it is possible that these or other actual or alleged obligations may be interpreted and applied in a manner that is inconsistent from one jurisdiction to another and may conflict with other rules or our practices.

We also expect that there will continue to be new laws, regulations and industry standards concerning privacy, data protection and information security proposed and enacted in various jurisdictions. The United States, the European Union, or EU, the United Kingdom and other countries in which we operate are increasingly adopting or revising privacy, information security and data protection laws and regulations that could have a significant impact on our current and planned privacy, data protection and information security-related practices, our collection, use, sharing, retention and safeguarding of customer, consumer and/or employee information, as well as any other third-party information we receive, and some of our current or planned business activities. New and changing laws, regulations, and industry standards concerning privacy, data protection and information security may also impact the social media platforms and data providers we utilize, and thereby indirectly impact our business. In the United States, this includes increased privacy-related regulations and enforcement activity at both the federal level and state levels that impose requirements on the personal information we collect in the course of our business activities. In the EU and the United Kingdom, this includes the General Data Protection Regulation, or GDPR, which came into effect in May 2018. While we have taken measures to comply with applicable requirements contained in the GDPR, we may need to continue to make adjustments as more clarification and guidance on the requirements of the GDPR and how to comply with such requirements becomes available. Further, Brexit has created uncertainty with regard to the regulation of data protection in the United Kingdom. In particular, although the United Kingdom intends to give continuing effect to the GDPR in the United Kingdom by means of the UK GDPR, which is

designed to be consistent with the GDPR, uncertainty remains regarding how data transfers to and from the United Kingdom will be regulated and the extent to which data protection standards under the UK GDPR will depart from the EU GDPR in the longer term.

Uncertainty in the laws and regulations affecting cross border transfers of personal data may affect the demand and functionality of our services. In the past we have self-certified adherence to the U.S. Department of Commerce’s EU-U.S. Privacy Shield Framework (the “Privacy Shield”), which established a means for legitimizing the transfer of personal data from the European Economic Area (“EEA”) to the United States. On July 16, 2020, the Court of Justice of the European Union invalidated the Privacy Shield as a mechanism for lawfully transferring personal data from the EEA. As a result, we will need to establish alternate lawful means of transferring personal data from the EEA to the United States. This may include entering into standard contractual clauses approved by the European Commission with customers. Further, different European data protection regulators may impose additional requirements or apply differing standards for the transfer of personal data or even prohibit data transfers to certain non-EEA countries, like the U.S. Such standards may be particularly targeted at the social media companies with whom we work. This creates significant additional uncertainty regarding our ability to lawfully transfer certain personal data from the EEA to the United States and we may need to implement substantial changes to our information technology infrastructure as a result, which could take time and be costly. Following the Court of Justice of the European Union’s ruling, the Swiss-U.S Privacy Shield Framework has also been invalidated by the Swiss data protection regulator, meaning that we also need to put in place an alternative data transfer mechanism for transferring data from Switzerland to the U.S.

California also recently enacted legislation, the California Consumer Privacy Act of 2018, or CCPA, that affords consumers expanded privacy protections and control over the collection, use and sharing of their personal information. The CCPA went into effect on January 1, 2020. The potential effects of this legislation are far-reaching and may require us to modify our data processing practices and policies and to incur substantial costs and expenses in an effort to comply. For example, the CCPA gives California residents expanded rights to access and require deletion of their personal information, opt out of certain personal information sharing and receive detailed information about how their personal information is used. The California State Attorney General began enforcing the CCPA on July 1, 2020; to the extent that we have not fully implemented the data processing practices and policies necessary to comply with the CCPA, the Attorney General may serve us with an enforcement notice under the CCPA and impose civil penalties for violations. The CCPA also provides for a private right of action for data breaches that may increase data breach litigation.

With laws and regulations such as the GDPR in the EU and the CCPA in the United States imposing new and relatively burdensome obligations, and with substantial uncertainty over the interpretation and application of these and other laws and regulations, we may face challenges in addressing their requirements and making necessary changes to our policies and practices, and may incur significant costs and expenses in an effort to do so. For example, the increased consumer control over the sharing of their personal information afforded by CCPA may affect our customers’ ability to share such personal information with us or may require us to delete or remove consumer information from our records or data sets, which may create considerable costs for our organization. In addition, any failure or perceived failure by us to comply with our privacy policies, our privacy-, data protection- or information security-related obligations to customers, users or other third parties or any of our other legal obligations relating to privacy, data protection or information security may result in governmental investigations or enforcement actions, litigation, claims or public statements against us by consumer advocacy groups or others, and could result in significant liability, loss of relationships with key third parties including social media networks and other data providers, or cause our users to lose trust in us, which could have an adverse effect on our reputation and business. Companies like ours in the social media industry are under particular scrutiny from EU regulators as well as individuals seeking to bring claims for alleged non-compliance. Furthermore, the costs of compliance with, and other burdens imposed by, the laws, regulations and policies that are applicable to the businesses of our users may limit the adoption and use of, and reduce the overall demand for, our platform.

Additionally, if the third parties we work with, such as vendors or developers, violate applicable laws or regulations or our policies, such violations may also put our customers’ and their users’ and consumers’ or other social media audiences’ content at risk and could in turn have an adverse effect on our business. Any significant change to applicable laws, regulations or industry practices regarding the collection, use, retention, security or disclosure of such content, or regarding the manner in which the express or implied consent of such persons for the collection, use, retention or disclosure of such content is obtained, could increase our costs and require us to modify our services and features, possibly in a material manner, which we may be unable to complete and may limit our ability to store and process user data or develop new services and features. All of these implications could adversely affect our revenue, results of operations, business and financial condition.

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INDEX TO EXHIBITS



31.1			Certifications of Chief Executive Officer Pursuant to Section 302 of the Sarbanes-Oxley Act of 2002.
31.2			Certifications of Chief Financial Officer Pursuant to Section 302 of the Sarbanes-Oxley Act of 2002.
32.1*			Certifications of Chief Executive Officer Pursuant to Section 906 of the Sarbanes-Oxley Act of 2002.
32.2*			Certifications of Chief Financial Officer Pursuant to Section 906 of the Sarbanes-Oxley Act of 2002.
101			The following information from our Quarterly Report on Form 10-Q for the quarter ended ~~September~~June 30, ~~2020,~~2021, formatted in Inline XBRL: (i) Condensed Consolidated Balance Sheets, (ii) Condensed Consolidated Statements of Operations and Comprehensive Loss, (iii) Condensed Consolidated Statements of ~~Convertible Preferred Stock and~~ Stockholders’ Equity, (iv) Condensed Consolidated Statements of Cash Flows and (v) Notes to Condensed Consolidated Financial Statements
104			The cover page from the Quarterly Report on Form 10-Q, formatted as Inline XBRL.

________________

* Furnished, not filed.

***

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SIGNATURE

Pursuant to the requirements of the Securities Exchange Act of 1934, the registrant has duly caused this report to be signed on its behalf by the undersigned; thereunto duly authorized.


		Sprout Social, Inc.
~~November 10, 2020~~August 4, 2021	By:	/s/ Joe Del Preto
		Joe Del Preto
		Chief Financial Officer and Treasurer (Principal Financial and Principal Accounting Officer)

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	September 30,
	2020	2019
Stock options outstanding	174,000	1,178,705
RSUs	2,142,801	0
Convertible preferred stock	0	22,014,263
Warrants	0	35,305
Total potentially dilutive shares	2,316,801	23,228,273


	As of September 30,
	2020		2019
	(in thousands)
Total ARR	$	141,898	$	109,486