Demandware (DWRE) 8-K Demandware Announces Fourth Quarter and Year End 2015 Financial Results

Exhibit 99.1

Demandware Announces Fourth Quarter and Year End 2015 Financial Results

Robust Pipeline and 2016 Launch of New, Differentiated Technologies Support Continued Momentum

Burlington, Mass. – February 9, 2016 –Demandware®, Inc. (NYSE:  DWRE), the industry-leading provider of enterprise cloud commerce solutions, today announced financial results for its fourth quarter and full year ended December 31, 2015.

Fourth Quarter Highlights

· Subscription revenue for the fourth quarter was $65.8 million, a 34% year over year increase from $49.2 million in the fourth quarter of 2014 and a 37% year over year increase on a constant currency basis

· Subscription revenue for the full year was $201.0 million, a 38% year over year increase from $145.9 million in 2014 and a 43% year over year increase on a constant currency basis

· Live customers reached 331 at December 31, 2015, an increase of 24% from 267 last year

· Live sites reached 1,506 at December 31, 2015, an increase of 32% from 1,143 last year

· 30 customers generated more than $100 million in gross merchandise value on the Demandware digital solution in 2015, up from 22 customers in 2014

· Subscription dollar retention rate exceeded 120% in 2015 and customer churn was less than 5%

· Contract backlog (consisting of unbilled committed minimum subscription fees plus deferred revenue) reached $594.6 million as of December 31, 2015, an increase of 29% over $461.7 million as of December 31, 2014 and up 30% on a constant currency basis

“We made clear progress on our 2015 objectives,” stated Tom Ebling, Chief Executive Officer, Demandware. “We have proven our model works for large enterprise retailers with 30 customers each transacting more than $100 million of gross merchandise value (GMV) on our platform, up from 22 last year. Our customers continue to take market share. Our 2015 comparable customer GMV growth of 25% on a constant currency basis was nearly double the market rate. We have expanded into Italy and Japan and have customers operating sites in approximately 50 countries. We are making excellent progress with Demandware Store, the first-of-its-kind cloud-based point of sale solution for the retail store, with several charter customers and over 40 demos with store-based retailers at NRF. The planned rollouts of predictive merchandising and Demandware Store this year will further enhance our value proposition and position us to deliver on the promise of omnichannel. We are uniquely positioned to lead the market for enterprise class retail commerce.”

· Demandware signed significant new customers during the quarter, including Birkenstock, Boggi, Brown Thomas, Charlotte Russe, Destination Maternity, Graham & Brown, IKKS, Keen, Melissa & Doug, and Ubisoft.

· Leading retailers such as Acumen Brands, Cortefiel, Dickies, The Jewellery Channel, Kendo, KUIU Ultralight Hunting, Nixon, Traeger Pellet Grills, and TSI Holdings launched initial sites on the Demandware Commerce Cloud during the quarter.

· Existing customers like Clarins, Harman Industries, Hugo Boss, Jarden, L’Oreal, Movado, Pandora, Samsonite, and Wolverine Worldwide expanded their operations on the platform launching additional commerce sites during the quarter.

“We achieved strong results for the fourth quarter with subscription revenue at the high end of guidance and non-GAAP net income that exceeded expectations,” said Tim Adams, Chief Financial Officer, Demandware. “Year-end backlog was also solid. Two transactions pushed into 2016, which resulted in bookings growth of 22% on a constant currency basis. Even with these delays, we more than doubled our number of $2 million new deals year over year.”

Total revenue for the fourth quarter was $75.6 million, a 44% increase from $52.5 million in the fourth quarter of 2014.  Total revenue for the full year was $237.3 million, a 48% increase from $160.6 million in 2014.

Our GAAP net income for the fourth quarter of 2015 was $0.5 million, or $0.01 per basic and diluted share, as compared to GAAP net loss of $3.8 million, or $(0.11) per basic and diluted share, for the fourth quarter of 2014. Non-GAAP net income for the fourth quarter of 2015 was $14.5 million, or $0.40 per basic share and $0.38 per diluted share, as compared to non-GAAP net income of $1.9 million, or $0.06 per basic share and $0.05 per diluted share, for the fourth quarter of 2014.⁽¹⁾

Our GAAP net loss for the full year 2015 was $36.6 million, or $(1.02) per basic and diluted share, as compared to GAAP net loss of $27.1 million, or $(0.78) per basic and diluted share, in year 2014. Non-GAAP net income for the full year 2015 was $10.8 million, or $0.30 per basic share and $0.29 per diluted share, as compared to non-GAAP net income of $1.2 million, or $0.03 per basic and diluted share, in year 2014. ⁽¹⁾

At December 31, 2015, we had $197.0 million in cash, cash equivalents and short term investments on the balance sheet, as compared to $243.7 million at December 31, 2014.

⁽¹⁾ Refer to “Non-GAAP Financial Measures” below and the accompanying reconciliations for more detailed information about the non-GAAP measures used in this release.

Outlook

“We are pleased to provide guidance for 2016 that is consistent with both the top and bottom line growth targets we outlined at our recent investor day,” said Tom Ebling. “We have a strong pipeline heading into 2016, up nearly 40% on a constant currency basis, and our large deal activity has never been greater. In order to factor in the potential for longer closing timelines with large enterprise accounts and some softness in Europe, we believe it is prudent to widen our 2016 bookings growth target to 25% to 35% year over year. We expect GMV growth to remain strong, and with investments planned in both growth and innovation, we are confident that Demandware is well positioned to drive continued value creation for both our customers and our shareholders in 2016.”

For the 2016 year, the company expects:

$ and shares in millions
	FY’16 Low	FY’16 High	Q1’16 Low	Q1’16 High
Comparable Customer GMV Growth (1)	17%	19%
Bookings Growth (1)	25%	35%
Churn Rate	<5%	<5%
Subscription Revenue	$260.0	$270.0	$56.0	$58.0
Total Revenue	$295.0	$305.0	$63.5	$65.5
Gross Margin (GAAP)	71%	71%
Gross Margin (Non-GAAP)	74%	74%
Operating Loss (GAAP)	$(52.0)	$(50.0)
Operating Income (Non-GAAP)	$8.0	$10.0
Net Loss (GAAP)	$(54.0)	$(52.0)
Net Income (Non-GAAP)	$6.0	$8.0
Basic weighted average shares outstanding	37	37	36	36
Diluted weighted average shares outstanding	40	40	38	38

(1) Year over Year in Constant Currency

Quarterly Conference Call

To access the call which will take place today at 5:00 p.m. ET, please dial (877) 260-9772 in the U.S. or +1 (929) 387-3947 internationally. The passcode for the call is: 36834744.  A live webcast of the call will also be available on the investor relations section of the company’s website.  An audio replay will be available following the conclusion of the call through February 16, 2016. The replay number is (855) 859-2056 in the U.S. or +1 (404) 537-3406 internationally. The passcode for the replay is: 36834744. The replay will also be available as a webcast on Demandware’s Investor Relations website.

About Demandware

Demandware, the category defining leader of enterprise cloud commerce solutions, empowers the world’s leading retailers to continuously innovate in our complex, consumer-driven world. Demandware’s open cloud platform provides unique benefits including seamless innovation, the LINK ecosystem of integrated best-of-breed partners, and community insight to optimize customer experiences. These advantages enable Demandware customers to lead their markets and grow faster. For more information, visit www.demandware.com, call +1-888-553-9216 or email info@demandware.com.

Demandware is a registered trademark of Demandware, Inc.

Forward-looking Statements

This release contains forward-looking statements, including statements regarding Demandware's future financial performance, market growth, the demand for Demandware's solutions, and general business conditions. Any forward-looking statements contained in this press release are based upon Demandware's historical performance and its current plans, estimates and expectations and are not a representation that such plans, estimates, or expectations will be achieved. These forward-looking statements represent Demandware's expectations as of the date of this press release. Subsequent events may cause these expectations to change, and Demandware disclaims any obligation to update the forward-looking statements in the future. These forward-looking statements are subject to known and unknown risks and uncertainties that may cause actual results to differ materially. Important factors that could cause actual results to differ materially from those in the forward-looking statements include, but are not limited to, our ability to attract new customers; the extent to which customers renew their contracts for our solutions; the seasonality of our business; our ability to manage our growth; the variance of our business from quarter to quarter; the continued growth of the market for digital commerce and retail; the timing and success of solutions offered by our competitors; unpredictable macro-economic conditions; the loss of any of our key employees; the length of the sales and implementation cycles for our solutions; increased demands on our infrastructure and costs associated with operating as a public company; failure to protect our intellectual property; changes in current tax or accounting rules; and other risks and uncertainties. Further information on potential factors that could affect actual results is included in Demandware’s latest Quarterly Report on Form 10-Q filed with the SEC.

Non-GAAP Financial Measures

Demandware has provided in this release financial information that has not been prepared in accordance with GAAP. This information includes non-GAAP gross margin, non-GAAP subscription gross margin, non-GAAP operating income (loss), non-GAAP operating expenses, non-GAAP net income (loss) and non-GAAP net income (loss) per share. This press release also presents subscription revenue and percent change in subscription revenue on a GAAP and a “constant currency” basis as well as other operating metrics on a constant currency basis so that revenue and the other operating metrics can be viewed without the impact of fluctuations in foreign currency exchange rates, allowing for a period-to-period comparison of underlying business performance. Demandware uses these non-GAAP financial measures internally in analyzing its financial results and believes they are useful to investors, as a supplement to GAAP measures, in evaluating Demandware’s ongoing operational performance. Demandware believes that the use of these non-GAAP financial measures provides an additional tool for investors to use in evaluating ongoing operating results and trends and in comparing its financial measures with other companies in Demandware's industry, many of which present similar non-GAAP financial measures to investors to help investors better understand the ongoing operating performance of the business.  Non-GAAP gross margin, non-GAAP subscription gross margin, non-GAAP operating income (loss), non-GAAP operating expenses, non-GAAP net income (loss) and non-GAAP net income (loss) per share exclude amortization expenses related to stock-based compensation, contingent compensation expense related to acquisitions, amortization of intangible assets and the non-cash tax benefit related to our acquisitions.  Our non-GAAP gross margin, non-GAAP operating income and non-GAAP net income guidance for 2016 also exclude amortization expenses related to stock-based compensation, contingent compensation expense related to acquisitions, amortization of intangible assets and the non-cash tax benefit related to our acquisitions.  Stock-based compensation is often difficult to predict and often excluded by other companies to help investors understand the operational performance of their business.  Subscription revenue as well as other operating metrics on a constant currency basis exclude the impact of foreign currency exchange rates, which is calculated by applying the prior period’s foreign currency exchange rates to the current period foreign currency revenue, because foreign currency exchange rates are subject to volatility and can obscure underlying performance. Non-GAAP financial measures that the Company uses may differ from measures that other companies may use. Non-GAAP financial measures should not be considered in isolation from, or as a substitute for, financial information prepared in accordance with GAAP. Investors are encouraged to review the reconciliation of these non-GAAP measures to their most directly comparable GAAP financial measure. A reconciliation of GAAP to the non-GAAP financial measures has been provided in the tables included as part of this press release.

Investor Relations Contact:

James Hillier
Vice President, Investor Relations, Demandware
Office: 781-425-7675
Email: jhillier@demandware.com

Demandware, Inc.

Condensed Consolidated Balance Sheets

(unaudited, in thousands)

	December 31,			December 31,
	2015			2014
ASSETS
Current assets:
Cash and cash equivalents	$	114,989		$	158,827
Short-term investments		82,020			84,880
Accounts receivable—net of allowance for doubtful accounts		60,793			42,441
Prepaid expenses and other current assets		8,424			8,564
Total current assets		266,226			294,712
Property and equipment, net		21,862			14,028
Intangible assets, net		23,805			10,266
Goodwill		59,465			24,379
Other assets		6,040			1,785
Total assets	$	377,398		$	345,170
LIABILITIES, REDEEMABLE NONCONTROLLING INTEREST AND    STOCKHOLDERS’ EQUITY
Current liabilities:
Accounts payable	$	2,866		$	3,581
Accrued expenses		37,287			25,153
Deferred revenue		31,426			22,799
Total current liabilities		71,579			51,533
Deferred revenue		15,133			12,168
Other long-term liabilities		2,763			1,424
Total liabilities		89,475			65,125
Redeemable noncontrolling interests		457			823
Stockholders’ equity:
Common stock		362			353
Additional paid-in capital		437,137			391,896
Treasury stock		—			(137	)
Accumulated other comprehensive loss		(858	)		(352	)
Accumulated deficit		(149,175	)		(112,538	)
Total stockholders’ equity		287,466			279,222
Total liabilities, redeemable noncontrolling interest and stockholders’ equity	$	377,398		$	345,170

Demandware, Inc.

Condensed Consolidated Statements of Operations

(unaudited; in thousands, except per share data)

	Three Months Ended						Year Ended
	December 31,						December 31,
	2015			2014			2015			2014
Revenue:
Subscription	$	65,772		$	49,188		$	200,952		$	145,879
Services and other		9,791			3,314			36,327			14,674
Total revenue		75,563			52,502			237,279			160,553
Cost of revenue:
Subscription		11,690			8,326			40,166			26,933
Services and other		7,549			4,024			27,299			15,115
Total cost of revenue		19,239			12,350			67,465			42,048
Gross profit		56,324			40,152			169,814			118,505
Operating expenses:
Sales and marketing		26,806			24,660			100,865			74,432
Research and development		18,030			11,177			65,342			34,983
General and administrative		11,109			10,496			46,272			36,882
Total operating expenses		55,945			46,333			212,479			146,297
Income (loss) from operations		379			(6,181	)		(42,665	)		(27,792	)
Other income (expense):
Interest income		141			107			437			312
Interest expense		—			—			—			(108	)
Other income (expense)		144			(491	)		395			(1,522	)
Other income (expense), net		285			(384	)		832			(1,318	)
Income (loss) before income taxes		664			(6,565	)		(41,833	)		(29,110	)
Income tax provision (benefit)		241			(2,741	)		(4,832	)		(2,050	)
Net income (loss)		423			(3,824	)		(37,001	)		(27,060	)
Less: Net loss attributable to noncontrolling interest		(102	)		(7	)		(364	)		(7	)
Net income (loss) attributable to Demandware	$	525		$	(3,817	)	$	(36,637	)	$	(27,053	)
Basic net income (loss) per share attributable to Demandware	$	0.01		$	(0.11	)	$	(1.02	)	$	(0.78	)
Basic weighted average number of common shares outstanding		36,114			35,133			35,793			34,806
Diluted net income (loss) per share attributable to Demandware	$	0.01		$	(0.11	)	$	(1.02	)	$	(0.78	)
Diluted weighted average number of common shares outstanding		37,809			35,133			35,793			34,806

Demandware, Inc.

Condensed Consolidated Statements of Cash Flows

(unaudited, in thousands)

	Three Months Ended						Year Ended
	December 31,						December 31,
	2015			2014			2015			2014
CASH FLOWS FROM OPERATING ACTIVITIES:
Net income (loss)	$	423		$	(3,824	)	$	(37,001	)	$	(27,060	)
Adjustments to reconcile net income (loss) to net cash provided by operating activities:
Depreciation and amortization		3,817			2,086			12,729			6,601
Consulting expense settled with stock awards		—			280			632			553
Bad debt expense		1			302			1,445			671
Stock-based compensation		9,675			7,259			36,720			26,630
Deferred income taxes		43			(2,798	)		(5,890	)		(2,798	)
Amortization of premium on marketable securities		91			209			411			802
Other non-cash reconciling items		247			(71	)		524			126
Changes in operating assets and liabilities:
Accounts receivable		(12,919	)		(15,452	)		(10,689	)		(13,856	)
Prepaid expenses and other current assets		396			654			1,646			(4,207	)
Accounts payable		264			1,316			(178	)		399
Accrued expenses		5,273			8,262			10,392			8,019
Deferred revenue		8,226			4,885			6,982			8,045
Other assets and liabilities		(788	)		1,405			(2,846	)		(306	)
Net cash provided by operating activities		14,749			4,513			14,877			3,619
CASH FLOWS FROM INVESTING ACTIVITIES:
Purchase of property and equipment		(1,852	)		(593	)		(15,767	)		(9,180	)
Development of internal use software		(131	)		—			(1,927	)		—
Purchase of marketable securities		(24,587	)		(21,237	)		(114,312	)		(132,750	)
Sale and maturity of marketable securities		20,534			34,960			120,976			84,191
Acquisition, net of cash acquired		—			(21,128	)		(54,733	)		(33,264	)
Net cash used in investing activities		(6,036	)		(7,998	)		(65,763	)		(91,003	)
CASH FLOWS FROM FINANCING ACTIVITIES:
Proceeds from shares purchased under Employee Stock Purchase Plan		777			748			1,580			1,391
Proceeds from exercise of stock options		529			1,190			6,249			6,848
Payments of equipment notes		—			—			—			(3,345	)
Contribution from redeemable noncontrolling interests		—			830			—			830
Treasury stock repurchase		—			(137	)		—			(137	)
Payments of software financing agreement		—			—			—			(766	)
Net cash provided by financing activities		1,306			2,631			7,829			4,821
EFFECT OF EXCHANGE RATES ON CASH AND CASH EQUIVALENTS		(253	)		(568	)		(781	)		(1,035	)
INCREASE (DECREASE) IN CASH AND CASH EQUIVALENTS		9,766			(1,422	)		(43,838	)		(83,598	)
CASH AND CASH EQUIVALENTS—Beginning of period		105,223			160,249			158,827			242,425
CASH AND CASH EQUIVALENTS—End of period	$	114,989		$	158,827		$	114,989		$	158,827

Demandware, Inc.

Stock Based Compensation Expense

(unaudited, in thousands)

	Three Months Ended				Year Ended
	December 31,				December 31,
	2015		2014		2015		2014
Cost of subscription revenue	$	241	$	224	$	985	$	701
Cost of service revenue		840		526		3,175		1,967
Sales and marketing		2,910		2,139		11,254		7,474
Research and development		3,230		2,357		11,867		7,513
General and administration		2,454		2,013		9,439		8,975
	$	9,675	$	7,259	$	36,720	$	26,630

Demandware, Inc.

Contingent Compensation Expense Related to Acquisitions

(unaudited, in thousands)

	Three Months Ended				Year Ended
	December 31,				December 31,
	2015		2014		2015		2014
Sales and marketing	$	1,150	$	441	$	4,481	$	1,644
Research and development		1,933		441		7,503		1,644
	$	3,083	$	882	$	11,984	$	3,288

Demandware, Inc.

Amortization Expense Related to Acquired Intangible Assets

(unaudited, in thousands)

	Three Months Ended				Year Ended
	December 31,				December 31,
	2015		2014		2015		2014
Cost of subscription revenue	$	1,102	$	612	$	4,358	$	1,242
Sales and marketing		123		25		467		102
	$	1,225	$	637	$	4,825	$	1,344

Demandware, Inc.

Non-Cash Taxes

(unaudited, in thousands)

	Three Months Ended					Year Ended
	December 31,					December 31,
	2015		2014			2015			2014
Non-cash tax (benefit)	$	—	$	(3,020	)	$	(6,088	)	$	(3,020	)

Demandware, Inc.

Reconciliation of Non-GAAP Financial Measures to Comparable GAAP Measures

(unaudited; in thousands, except per share data)

	Three Months Ended						Year Ended
	December 31,						December 31,
	2015		2014				2015				2014
Reconciliation between GAAP operating income (loss) and non-GAAP operating income:
GAAP operating income (loss)	$	379	$	(6,181	)		$	(42,665	)		$	(27,792	)
Add back:
Stock-based compensation		9,675		7,259				36,720				26,630
Contingent compensation expense related to acquisitions		3,083		882				11,984				3,288
Amortization expense related to acquired intangible assets		1,225		637				4,825				1,344
Non-GAAP operating income	$	14,362	$	2,597			$	10,864			$	3,470
Reconciliation between GAAP operating expenses and non-GAAP operating expenses:
GAAP operating expenses	$	55,945	$	46,333			$	212,479			$	146,297
Less:
Stock-based compensation		8,594		6,509				32,560				23,962
Contingent compensation expense related to acquisitions		3,083		882				11,984				3,288
Amortization expense related to acquired intangible assets		123		25				467				102
Non-GAAP operating expenses	$	44,145	$	38,917			$	167,468			$	118,945
Numerator:
Reconciliation between GAAP net income (loss) attributable to Demandware and non-GAAP net income attributable to Demandware:
GAAP net income (loss) attributable to Demandware	$	525	$	(3,817	)		$	(36,637	)		$	(27,053	)
Add back:
Stock-based compensation		9,675		7,259				36,720				26,630
Contingent compensation expense related to acquisitions		3,083		882				11,984				3,288
Amortization expense related to acquired intangible assets		1,225		637				4,825				1,344
Non-cash tax (benefit)		—		(3,020	)			(6,088	)			(3,020	)
Non-GAAP net income attributable to Demandware	$	14,508	$	1,941			$	10,804			$	1,189
Denominator:
Reconciliation between GAAP and non-GAAP weighted average shares used in computing diluted non-GAAP net income per common share:
GAAP weighted average common shares outstanding, basic		36,114		35,133				35,793				34,806
Add back:
Effect of dilutive securities		1,695		2,126		(1)		1,927		(1)		2,362		(1)
Non-GAAP weighted average common shares outstanding, dilutive		37,809		37,259				37,720				37,168
Non-GAAP net income per share, basic:	$	0.40	$	0.06			$	0.30			$	0.03
Non-GAAP net income per share, diluted:	$	0.38	$	0.05			$	0.29			$	0.03
(1) These securities are anti-dilutive on a GAAP basis as a result of the Company's net loss, but are considered dilutive on a non-GAAP basis in periods where the Company has reported positive non-GAAP earnings.

Demandware, Inc.

Reconciliation of Non-GAAP Financial Measures to Comparable GAAP Measures (Continued)

(unaudited; in thousands)

	Three Months Ended						Year Ended
	December 31,						December 31,
	2015			2014			2015			2014
Reconciliation between GAAP subscription gross margin and non-GAAP subscription gross margin:
Subscription revenue	$	65,772		$	49,188		$	200,952		$	145,879
Cost of subscription revenue		11,690			8,326			40,166			26,933
Subscription gross profit		54,082			40,862			160,786			118,946
Add back:
Stock-based compensation allocated to cost of    subscription revenue		241			224			985			701
Amortization expense related to acquired intangible assets    allocated to cost of subscription revenue		1,102			612			4,358			1,242
Non-GAAP Subscription Gross Profit		55,425			41,698			166,129			120,889
Non-GAAP Subscription Gross Margin		84	%		85	%		83	%		83	%
Reconciliation between GAAP total gross margin and non-GAAP total gross margin:
Total revenue	$	75,563		$	52,502		$	237,279		$	160,553
Total cost of revenue		19,239			12,350			67,465			42,048
Gross profit		56,324			40,152			169,814			118,505
Add back:
Stock-based compensation allocated to cost of revenue		1,081			750			4,160			2,668
Amortization expense related to acquired intangible    assets allocated to cost of revenue		1,102			612			4,358			1,242
Non-GAAP Total Gross Profit		58,507			41,514			178,332			122,415
Non-GAAP Total Gross Margin		77	%		79	%		75	%		76	%

	Three Months Ended						Year Ended
	December 31,						December 31,
	2015		2014		% of Growth		2015		2014		% of Growth
Reconciliation between GAAP subscription revenue growth and non-GAAP subscription revenue growth on a constant currency basis:
Subscription revenue	$	65,772	$	49,188		34%	$	200,952	$	145,879		38%
Impact of changes in exchange rates		2,098		257				8,658		203
Subscription revenue on a constant currency basis	$	67,870	$	49,445		37%	$	209,610	$	146,082		43%