RealPage, Inc. (NASDAQ:RP), a leading provider of on-demand software and software-enabled solutions for the multifamily, commercial, single-family and vacation rental housing industries, today announced financial results for its second quarter ended June 30, 2015.

“Our second quarter financial performance was strong across the board,” said Steve Winn, Chairman and CEO of RealPage. “We achieved total revenue growth of 21 percent driven by accelerated customer adoption across all of our product families. I am particularly pleased with the performance of our resident services product family, which grew 50 percent compared to last year and is now our largest product family. In addition, leasing and marketing solutions grew 6 percent—ending four consecutive quarters of negative revenue growth—and we achieved sequential revenue growth acceleration from our property management and asset optimization product families.”

Winn continued, “The total number of units using one or more RealPage solutions increased sequentially from 9.7 million to 10.3 million at the end of the second quarter, primarily due to the acquisition of Indatus, the largest smart answer automation platform in the multifamily industry. This is critical, as it provides a signficant number of new units to cross-sell our existing platform of solutions.”

“Our strong profit performance reflects the expense discipline we’ve maintained over the last year,” said Bryan Hill, CFO and Treasurer of RealPage. “With Adjusted EBITDA margins expanding over 550 basis points, compared to the second quarter of last year, we intend to stay focused on driving margin expansion over the long-term.”

Second Quarter 2015 Financial Highlights

  • Total GAAP revenue of $114.8 million, an increase of 21 percent year-over-year;
  • Adjusted EBITDA of $21.4 million, an increase of 71 percent year-over-year;
  • Non-GAAP net income of $9.6 million, or $0.12 per diluted share, a year-over-year increase of 106 percent and 100 percent, respectively; and
  • GAAP net loss of $3.3 million, or $0.04 per diluted share, compared to a GAAP net loss of $6.3 million, or $0.08 per diluted share, in the prior year quarter.

Financial Outlook

RealPage management expects to achieve the following results during its third quarter ended September 30, 2015:

  • Total revenue is expected to be in the range of $118.0 million to $120.0 million;
  • Adjusted EBITDA is expected to be in the range of $22.0 million to $23.0 million;
  • Non-GAAP net income per diluted share is expected to be in the range of $0.12 to $0.13;
  • Non-GAAP tax rate is expected to be approximately 40 percent; and
  • Weighted average shares outstanding are expected to be approximately 78.4 million, exclusive of any stock repurchase activity.

RealPage management expects to achieve the following results during its calendar year ended December 31, 2015:

  • Total revenue is expected to be in the range of $461.0 million to $466.0 million;
  • Adjusted EBITDA is expected to be in the range of $86.0 million to $89.0 million;
  • Non-GAAP net income per diluted share is expected to be in the range of $0.47 to $0.49;
  • Non-GAAP tax rate is expected to be approximately 40 percent; and
  • Weighted average shares outstanding are expected to be approximately 78.3 million, exclusive of any stock repurchase activity.

Please note that the above statements are forward looking and that total revenue may exclude certain adjustments and the impact of acquisitions. Actual results may differ materially. Please reference the information under the caption “Non-GAAP Financial Measures,” as well as reconciliation tables of GAAP financial measures to Non-GAAP financial measures, as set forth in this press release.

Conference Call and Webcast

The company will host a conference call on Wednesday, August 5, 2015 at 5 p.m. EDT to discuss its financial results. Participants are encouraged to listen to the presentation via a live web broadcast on the Investor Relations section of the RealPage website. In addition, a live dial-in is available domestically at 866-743-9666 and internationally at 760-298-5103. A replay will be available at 855-859-2056 or 404-537-3406, passcode 1153533, until August 9, 2015.

About RealPage

RealPage, Inc. is a leading provider of comprehensive property management software solutions for the multifamily, commercial, single-family and vacation rental housing industries. These solutions help property owners increase efficiency, decrease expenses, enhance the resident experience and generate more revenue. Using its innovative SaaS platform, RealPage's on demand software enables easy system integration and streamlines online property management. Its product line covers the full spectrum of property management, leasing and marketing, asset optimization, and resident services solutions. Founded in 1998 and headquartered in Carrollton, Texas, RealPage currently serves over 10,000 clients worldwide from offices in North America, Europe and Asia. For more information about the company, visit http://www.realpage.com.

Cautionary Statement Regarding Forward-Looking Statements

This press release contains "forward-looking" statements relating to RealPage, Inc.'s expected, possible or assumed future results; the ability to cross-sell its existing platform of solutions to newly acquired units; and its focus on driving margin expansion. These forward-looking statements are based on management's beliefs and assumptions and on information currently available to management. Forward-looking statements include all statements that are not historical facts and may be identified by terms such as "expects," "believes," "plans," or similar expressions and the negatives of those terms. Those forward-looking statements involve known and unknown risks, uncertainties and other factors that may cause actual results, performance or achievements to be materially different from any future results, performance or achievements expressed or implied by the forward-looking statements. The Company may be required to revise its results upon finalizing its review of first quarter results, which could cause or contribute to such differences. Additional factors that could cause or contribute to such differences include, but are not limited to, the following: (a) the possibility that general economic conditions, including leasing velocity or uncertainty cause information technology spending, particularly in the rental housing industry, to be reduced or purchasing decisions to be delayed; (b) an increase in insurance claims; (c) an increase in customer cancellations; (d) the inability to increase sales to existing customers and to attract new customers; (e) RealPage, Inc.'s failure to integrate acquired businesses and any future acquisitions successfully; (f) the timing and success of new product introductions by RealPage, Inc. or its competitors; (g) changes in RealPage, Inc.'s pricing policies or those of its competitors; (h) legal or regulatory proceedings; (i) the inability to complete the integration of our LeaseStar products and deliver enhanced functionality on a timely basis; (j) the inability to achieve revenue growth or to enable margin expansion; and (k) such other risks and uncertainties described more fully in documents filed with or furnished to the Securities and Exchange Commission ("SEC") by RealPage Inc., including its Quarterly Report on Form 10-Q previously filed with the SEC on May 8, 2015. All information provided in this release is as of the date hereof and RealPage Inc. undertakes no duty to update this information except as required by law.

Non-GAAP Financial Measures

This press release contains non-GAAP financial measures. These measures differ from traditional GAAP financial measures in that they (1) include acquisition-related and other deferred revenue adjustments; (2) exclude depreciation, loss on impairment and disposal of assets; amortization of intangible assets; stock-based compensation expenses; any impact related to the Yardi litigation (including related insurance litigation and settlement costs), collectively the “Yardi Litigation”; and acquisition related expenses (including any purchase accounting adjustments); and (3) include income taxes at a sustainable effective rate, which excludes the reversal of valuation allowances due to expected or realization of deferred tax assets.

We define non-GAAP total revenue as total revenue plus acquisition-related and other deferred revenue adjustments. We also define non-GAAP on demand revenue as on demand revenue plus acquisition-related and other deferred revenue adjustments. Non-GAAP net income is defined as net (loss) income plus acquisition-related and other deferred revenue adjustments; amortization of intangible assets; stock-based compensation expense; acquisition-related expense; any impact related to the Yardi Litigation; loss on disposal and impairment of assets; and an adjustment to income tax expense (benefit) to reflect our effective tax rate. Other non-GAAP measures such as non-GAAP product development, non-GAAP sales and marketing, non-GAAP general and administrative, and non-GAAP operating expense and income exclude amortization of intangible assets; litigation-related expense; loss on disposal and impairment of assets; and stock-based compensation when calculating their composition. In addition to these adjustments, non-GAAP operating income is adjusted for acquisition-related and other deferred revenue.

Adjusted gross profit is defined as gross profit plus acquisition-related and other deferred revenue adjustments, depreciation and amortization of intangible assets, and stock-based compensation.

We define Adjusted EBITDA as net (loss) income plus acquisition-related and other deferred revenue adjustments; depreciation, asset impairment and loss on disposal of assets; amortization of intangible assets; net interest expense; income tax expense (benefit); stock-based compensation expense; any impact related to the Yardi Litigation; and acquisition-related expenses.

Non-GAAP on demand revenue per average on demand unit represents non-GAAP on demand revenue for the period presented divided by average on demand units for the same period. For interim periods, the calculation is performed on an annualized basis. We calculate average on demand units as the average of the beginning and ending on demand units for each quarter in the period presented. We monitor this metric to measure our success in increasing the number of on demand software solutions utilized by our customers to manage their rental housing units, our overall revenue and profitability.

Non-GAAP on demand annual customer value, or “ACV”, represents management's estimate of the current annual run-rate value of on demand customer relationships. ACV is calculated by multiplying ending on demand units by annualized Non-GAAP on demand revenue per average on demand unit.

We believe that the non-GAAP financial measures defined above are useful to investors and other users of our financial statements in evaluating our operating performance because they provide additional tools to compare business performance across companies and across periods. We believe that:

  • these non-GAAP financial measures provide investors and other users of our financial information consistency and comparability with our past financial performance, facilitates period-to-period comparisons of operations and facilitates comparisons with our peer companies, many of which use similar non-GAAP financial measures to supplement their GAAP results;
  • it is useful to exclude certain non-cash charges, such as depreciation and asset impairment, amortization of intangible assets and stock-based compensation and non-core operational charges, such as acquisition-related expenses and any impact related to the Yardi Litigation, from non-GAAP earnings measures, such as Adjusted EBITDA and non-GAAP net income, because the amount of such expenses in any specific period may not directly correlate to the underlying performance of our business operations and these expenses can vary significantly between periods as a result of new acquisitions, full amortization of previously acquired tangible and intangible assets or the timing of new stock-based awards, as the case may be; and
  • it is useful to include deferred revenue written down for GAAP purposes under purchase accounting rules and revenue deferred due to a lack of historical experience determining the settlement of the contractual obligation in order to appropriately measure the underlying performance of our business operations in the period of activity and associated expense.

We use the non-GAAP financial measures defined above in conjunction with traditional GAAP financial measures as part of our overall assessment of our performance; for planning purposes, including the preparation of our annual operating budget; to evaluate the effectiveness of our business strategies; and to communicate with our board of directors concerning our financial performance.

We do not place undue reliance on non-GAAP financial measures as our only measures of operating performance. Non-GAAP financial measures should not be considered as a substitute for other measures of financial performance or liquidity reported in accordance with GAAP. There are limitations to using non-GAAP financial measures, including that other companies may calculate these measures differently than we do, that they do not reflect changes in, or cash requirements for, our working capital, and they do not reflect our capital expenditures or future requirements. We compensate for the inherent limitations associated with using non-GAAP financial measures through disclosure of these limitations, presentation of our financial statements in accordance with GAAP, and reconciliation of non-GAAP financial measures to the most directly comparable GAAP measure.

 
Condensed Consolidated Balance Sheets
(In thousands, except share amounts)

 

         
June 30, December 31,
2015 2014

(Unaudited)

Assets
Current assets:
Cash and cash equivalents $ 29,322 $ 26,936
Restricted cash 99,494 85,543

Accounts receivable, less allowance for doubtful accounts of $2,147 and $2,363 at June 30, 2015 and December 31, 2014, respectively

65,478 64,845
Prepaid expenses 8,524 7,647
Deferred tax asset, net 11,111 10,996
Other current assets   1,203     1,848  
Total current assets 215,132 197,815
Property, equipment and software, net 70,831 72,616
Goodwill 220,555 193,378
Identified intangible assets, net 113,550 100,085
Deferred tax asset, net 1,445 2,537
Other assets   4,895     5,059  
Total assets $ 626,408   $ 571,490  
 
Liabilities and stockholders’ equity
Current liabilities:
Accounts payable $ 17,323 $ 14,830
Accrued expenses and other current liabilities 33,929 22,905
Current portion of deferred revenue 74,650 73,485
Customer deposits held in restricted accounts   99,618     85,489  
Total current liabilities 225,520 196,709
Deferred revenue 7,063 6,903
Deferred tax liability, net 3,202 5,196
Revolving credit facility 50,000 20,000
Other long-term liabilities   13,259     13,902  
Total liabilities 299,044 242,710
Stockholders’ equity:

Preferred stock, $0.001 par value: 10,000,000 shares authorized and zero shares issued and outstanding at June 30, 2015 and December 31, 2014, respectively

— —

Common stock, $0.001 par value: 125,000,000 shares authorized, 82,990,920 and 83,211,650 shares issued and 79,266,900 and 79,037,351 shares outstanding at June 30, 2015 and December 31, 2014, respectively

83 83
Additional paid-in capital 451,316 437,664

Treasury stock, at cost: 3,724,020 and 4,174,299 shares at June 30, 2015 and December 31, 2014, respectively

(21,814 ) (33,398 )
Accumulated deficit (101,776 ) (75,360 )
Accumulated other comprehensive loss   (445 )   (209 )
Total stockholders’ equity   327,364     328,780  
Total liabilities and stockholders’ equity $ 626,408   $ 571,490  
 

 
Condensed Consolidated Statements of Operations
(In thousands, except per share amounts)
(Unaudited)
 
      Three Months Ended     Six Months Ended
June 30, June 30,
2015     2014 2015     2014
Revenue:
On demand $ 110,640 $ 91,606 $ 217,100 $ 188,614
On premise 726 826 1,467 1,691
Professional and other   3,396     2,556     6,665     5,246  
Total revenue 114,762 94,988 225,232 195,551
Cost of revenue(1)   49,557     42,115     97,281     82,042  
Gross profit 65,205 52,873 127,951 113,509
Operating expense:
Product development(1) 18,084 15,941 36,061 30,782
Sales and marketing(1) 29,823 28,030 58,774 54,021
General and administrative(1)   20,037     16,819     38,900     37,748  
Total operating expense   67,944     60,790     133,735     122,551  
Operating loss (2,739 ) (7,917 ) (5,784 ) (9,042 )
Interest expense and other, net   (390 )   (204 )   (657 )   (426 )
Loss before income taxes (3,129 ) (8,121 ) (6,441 ) (9,468 )
Income tax expense (benefit)   189     (1,830 )   (1,515 )   (2,341 )
Net loss $ (3,318 ) $ (6,291 ) $ (4,926 ) $ (7,127 )
 
Net loss per share
Basic $ (0.04 ) $ (0.08 ) $ (0.06 ) $ (0.09 )
Diluted $ (0.04 ) $ (0.08 ) $ (0.06 ) $ (0.09 )

Weighted average shares used in computing net loss per share

Basic 76,799 77,283 76,877 77,004
Diluted 76,799 77,283 76,877 77,004
                           
 
(1) Includes stock-based compensation expense as follows:
 
Three Months Ended Six Months Ended
June 30, June 30,
2015 2014 2015 2014
Cost of revenue $ 1,216 $ 866 $ 2,450 $ 1,873
Product development 2,572 2,144 5,291 4,056
Sales and marketing 3,843 3,101 7,632 6,244
General and administrative   3,619     3,922     6,624     7,085  
$ 11,250   $ 10,033   $ 21,997   $ 19,258  
 

 
Condensed Consolidated Statements of Cash Flows
(In thousands)

(Unaudited)

                 
Three Months Ended Six Months Ended
June 30, June 30,
2015 2014 2015   2014
Cash flows from operating activities:
Net loss $ (3,318 ) $ (6,291 ) $ (4,926 ) $ (7,127 )

Adjustments to reconcile net loss to net cash provided by operating activities:

Depreciation and amortization 11,263 10,067 21,874 19,571
Deferred tax expense (benefit) 454 (2,859 ) (1,654 ) (3,850 )
Stock-based compensation 11,250 10,033 21,997 19,258
Excess tax benefit from stock options 637 — 637 —
Loss on disposal and impairment of assets 1,684 — 2,803 20
Acquisition-related contingent consideration 116 (233 ) 493 (66 )

Changes in assets and liabilities, net of assets acquired and liabilities assumed in business combinations

  4,210     8,405     7,570     14,942  
Net cash provided by operating activities 26,296 19,122 48,794 42,748
 
Cash flows from investing activities:
Purchases of property, equipment and software (4,895 ) (11,873 ) (11,077 ) (19,135 )
Proceeds from disposal of assets 305 — 305 —
Acquisition of businesses, net of cash acquired (45,450 ) (34,874 ) (45,450 ) (42,053 )
Intangible asset additions   (171 )   —     (171 )   —  
Net cash used in investing activities (50,211 ) (46,747 ) (56,393 ) (61,188 )
 
Cash flows from financing activities:
Payments on and proceeds from debt, net 34,857 24,859 29,706 24,720
Payments of deferred acquisition-related consideration (95 ) (28 ) (1,234 ) (748 )
Issuance of common stock 714 3,741 1,469 5,016
Excess tax benefit from stock options (637 ) — (637 ) —
Purchase of treasury stock   (9,317 )   (3,831 )   (19,083 )   (5,824 )
Net cash provided by financing activities   25,522     24,741     10,221     23,164  
Net increase (decrease) in cash and cash equivalents 1,607 (2,884 ) 2,622 4,724
Effect of exchange rate on cash (72 ) 5 (236 ) (9 )
 
Cash and cash equivalents:
Beginning of period   27,787     42,096     26,936     34,502  
End of period $ 29,322   $ 39,217   $ 29,322   $ 39,217  
 

 
Reconciliation of GAAP to Non-GAAP Financial Measures
(In thousands, except per share amounts)
(Unaudited)
 
      Three Months Ended     Six Months Ended
June 30, June 30,
2015     2014 2015     2014
 
Non-GAAP revenue:
Revenue (GAAP) $ 114,762 $ 94,988 $ 225,232 $ 195,551
Acquisition-related and other deferred revenue   (532 )   (207 )   (998 )   1,117  
Non-GAAP revenue $ 114,230   $ 94,781   $ 224,234   $ 196,668  
 
Three Months Ended Six Months Ended
June 30, June 30,
2015 2014 2015 2014
Adjusted gross profit:
Gross profit (GAAP) $ 65,205 $ 52,873 $ 127,951 $ 113,509
Acquisition-related and other deferred revenue (532 ) (207 ) (998 ) 1,117
Depreciation 2,433 2,013 4,838 3,871
Amortization of intangible assets 3,276 2,447 6,090 4,870
Stock-based compensation expense   1,216     866     2,450     1,873  
Adjusted gross profit $ 71,598   $ 57,992   $ 140,331   $ 125,240  
 
Adjusted gross profit margin 62.7 % 61.2 % 62.6 % 63.7 %
 
Three Months Ended Six Months Ended
June 30, June 30,
2015 2014 2015 2014
Adjusted EBITDA:
Net loss (GAAP) $ (3,318 ) $ (6,291 ) $ (4,926 ) $ (7,127 )
Acquisition-related and other deferred revenue (532 ) (207 ) (998 ) 1,117
Depreciation, asset impairment and loss on disposal of assets 6,868 4,581 13,018 8,790
Amortization of intangible assets 6,079 5,486 11,659 10,801
Interest expense, net 308 207 575 431
Income tax expense (benefit) 189 (1,830 ) (1,515 ) (2,341 )
Litigation-related expense — 168 2 4,845
Stock-based compensation expense 11,250 10,033 21,997 19,258
Acquisition-related expense   565     357     1,657     1,238  
Adjusted EBITDA $ 21,409   $ 12,504   $ 41,469   $ 37,012  
 
Adjusted EBITDA margin 18.7 % 13.2 % 18.5 % 18.8 %
 
Three Months Ended Six Months Ended
June 30, June 30,
2015 2014 2015 2014
Non-GAAP total product development:
Product development (GAAP) $ 18,084 $ 15,941 $ 36,061 $ 30,782
Less: Loss on disposal and impairment of assets 202 — 801 —
Stock-based compensation expense   2,572     2,144     5,291     4,056  
Non-GAAP total product development $ 15,310   $ 13,797   $ 29,969   $ 26,726  
 
Non-GAAP total product development as % of non-GAAP revenue: 13.4 % 14.6 % 13.4 % 13.6 %
 

 
Reconciliation of GAAP to Non-GAAP Financial Measures
(In thousands, except per share amounts)
(Unaudited)
                 
Three Months Ended Six Months Ended
June 30, June 30,
2015 2014 2015 2014
Non-GAAP total sales and marketing:
Sales and marketing (GAAP) $ 29,823 $ 28,030 $ 58,774 $ 54,021
Less: Amortization of intangible assets 2,803 2,847 5,569 5,739
Stock-based compensation expense   3,843     3,101     7,632     6,244  
Non-GAAP total sales and marketing $ 23,177   $ 22,082   $ 45,573   $ 42,038  
 
Non-GAAP total sales and marketing as % of non-GAAP revenue: 20.3 % 23.3 % 20.3 % 21.4 %
 
Three Months Ended Six Months Ended
June 30, June 30,
2015 2014 2015 2014
Non-GAAP total general and administrative:
General and administrative (GAAP) $ 20,037 $ 16,819 $ 38,900 $ 37,748
Less: Loss on disposal and impairment of assets 1,482 — 2,002 20
Amortization of intangible assets — 192 — 192
Acquisition-related expense 565 357 1,657 1,238
Litigation-related expense — 168 2 4,845
Stock-based compensation expense   3,619     3,922     6,624     7,085  
Non-GAAP total general and administrative $ 14,371   $ 12,180   $ 28,615   $ 24,368  
 
Non-GAAP total general and administrative as % of non-GAAP revenue: 12.6 % 12.9 % 12.8 % 12.4 %
 
Three Months Ended Six Months Ended
June 30, June 30,
2015 2014 2015 2014
Non-GAAP total operating expense:
Operating expense (GAAP) $ 67,944 $ 60,790 $ 133,735 $ 122,551
Less: Loss on disposal and impairment of assets 1,684 — 2,803 20
Amortization of intangible assets 2,803 3,039 5,569 5,931
Acquisition-related expense 565 357 1,657 1,238
Litigation-related expense — 168 2 4,845
Stock-based compensation expense   10,034     9,167     19,547     17,385  
Non-GAAP total operating expense $ 52,858   $ 48,059   $ 104,157   $ 93,132  
 
Non-GAAP total operating expense as % of non-GAAP revenue: 46.3 % 50.7 % 46.5 % 47.4 %
 
Three Months Ended Six Months Ended
June 30, June 30,
2015 2014 2015 2014
Non-GAAP operating income:
Operating loss $ (2,739 ) $ (7,917 ) $ (5,784 ) $ (9,042 )
Acquisition-related and other deferred revenue (532 ) (207 ) (998 ) 1,117
Loss on disposal and impairment of assets 1,684 — 2,803 20
Amortization of intangible assets 6,079 5,486 11,659 10,801
Litigation-related expense — 168 2 4,845
Stock-based compensation expense 11,250 10,033 21,997 19,258
Acquisition-related expense   565     357     1,657     1,238  
Non-GAAP operating income $ 16,307   $ 7,920   $ 31,336   $ 28,237  
 
Non-GAAP operating margin 14.3 % 8.4 % 14.0 % 14.4 %
 

 
Reconciliation of GAAP to Non-GAAP Financial Measures
(In thousands, except per share amounts)
(Unaudited)
 
      Three Months Ended     Six Months Ended
June 30, June 30,
2015     2014 2015     2014
Non-GAAP net income:
Net loss (GAAP) $ (3,318 ) $ (6,291 ) $ (4,926 ) $ (7,127 )
 
Tax deductible items:
Acquisition-related and other deferred revenue (532 ) (207 ) (998 ) 1,117
Amortization of intangible assets 6,079 5,486 11,659 10,801
Loss on disposal and impairment of assets 1,684 — 2,803 20
Stock-based compensation expense 11,250 10,033 21,997 19,258
Litigation-related expense — 168 2 4,845
Acquisition-related expense   565     357     1,657     1,238  
Subtotal of tax deductible items 19,046 15,837 37,120 37,279
 
Tax impact of tax deductible items(1) (7,618 ) (6,335 ) (14,848 ) (14,912 )
Tax benefit resulting from applying effective tax rate(2)   1,440     1,418     1,061     1,446  
Non-GAAP net income $ 9,550 $ 4,629 $ 18,407 $ 16,686
 
Non-GAAP net income per share - diluted $ 0.12 $ 0.06 $ 0.24 $ 0.21
 
Weighted average shares - basic 76,799 77,283 76,877 77,004
Weighted average effect of dilutive securities - non-GAAP   607     912     850     1,016  
Non-GAAP weighted average shares - diluted 77,406 78,195 77,727 78,020
                           

(1) Reflects the removal of the tax benefit associated with the acquisition-related and other deferred revenue adjustment, amortization of intangible assets, loss on disposal and impairment of assets, stock-based compensation expense, litigation expense, and acquisition-related expense.

(2) Represents adjusting to a normalized effective tax rate of 40%.

 
 
Three Months Ended Six Months Ended
June 30, June 30,
2015 2014 2015 2014
Annualized non-GAAP on demand revenue per average on demand unit:
On demand revenue (GAAP) $ 110,640 $ 91,606 $ 217,100 $ 188,614
Acquisition-related and other deferred revenue   (532 )   (207 )   (998 )   1,117  
Non-GAAP on demand revenue 110,108 91,399 216,102 189,731
 
Ending on demand units 10,302 9,371 10,302 9,371
Average on demand units 10,001 9,328 9,816 9,241
       
Annualized non-GAAP on demand revenue per average on demand unit $ 44.04   $ 39.19   $ 44.03   $ 41.06  
 
Non-GAAP on demand annual customer value(1) $ 453,700 $ 367,249
                           

(1) This metric represents management's estimate of the current annual run-rate value of on demand customer relationships. This metric is calculated by multiplying ending on demand units by annualized non-GAAP on demand revenue per average on demand unit for the periods presented.