Dropbox : Q2 2020 DBX Company Presentation

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$1,661

$1,392

$1,107

2017

2018

2019

$205

$170

12%

12%

$60

5%

2017

2018

2019

Figures presented are non-GAAP and exclude stock-based compensation expense and certain non-recurring adjustments. See appendix for non-GAAP reconciliation.

$467

$402

2Q 19

2Q 20

$96

21%

$40

10%

2Q 19

2Q 20

Figures presented are non-GAAP and exclude stock-based compensation expense, amortization of acquired intangibles, and HelloSign acquisition-related expenses. See appendix for non-GAAP reconciliation.

Individuals

Teams

Basic	Plus	Professional	Standard	Advanced	Enterprise
Free	$11.99 / month	$19.99 / month	$15.00 / user / month	$25.00 / user / month	Negotiated pricing
	$119.88 / year	$199.00 / year	$150.00 / user / year	$240.00 / user / year
			3 users minimum	3 users minimum
		Everything in Plus	Everything in Professional	Everything in Standard	Everything in Advanced
	Smart Sync	Enhanced Smart Sync	Team folders	Business hours phone support	24/7 phone support
	Dropbox Rewind	Auto OCR	Admin console	Single sign-on integration (SSO)	Enterprise mobility management
	Dropbox Transfer*	Premium previews	Granular permissions	Audit logs	(EMM)
	Full text search	Watermarking	Active directory connector	Device approvals	Network control
	Remote device wipe	Time-based comments	Enables HIPAA compliance	Tiered admin roles	Domain insights and analytics
	Priority email support	Shared link controls	Unlimited API access**
	30 day version history	180 day version history
2GB of storage	2TB storage	3TB storage	5TB storage	As much storage as needed	As much storage as needed

*Size of Dropbox Transfer varies based on Dropbox plan: Basic (100MB), Plus & Standard (2GB), Professional, Advanced, and Enterprise (100GB). **Teams have unlimited API access to productivity and security partners but may be subject to a cap on API calls to data transport partners.

Free	Pro	Business	Enterprise*	Bronze	Silver	Gold	Enterprise***

1 user	$15 / mo	$10 / user	$30 / user	$99 / mo	$249 / mo	$449 / mo	Negotiated pricing
3 docs / mo	1 user	Minimum 5 users	Minimum 5 users	50 API calls	150 API calls	450 API calls	1,000+ API calls
	1 template	Starts at 5 templates	Unlimited templates	5 templates	15 templates	Unlimited templates	Unlimited templates

Everything in	Everything in Pro	Everything in		Everything in	Everything in	Everything in Gold
Free		Business		Bronze	Silver
Audit trail	Custom branding		Test mode			Embedded templates
Notifications 2-factor auth	In-person signing	Signer attachments	Decline to sign	Embedded signing	Multi-foreign	White labeling
Template links	Team features	Advanced signing	Optional signers	Embedded requesting	languages	Data deletion
Decline to sign		Advanced reporting	Audit trail	Single foreign	Advanced signing	HIPAA (w/ BAA)
		Team management	Notifications	language	Custom branding
		Master account billing			Signer attachments
		HIPAA (w/ BAA)			Bulk send
		CRM/CPQ Integration**

Unlimited document storage in HelloSign or	Unlimited document storage in HelloSign
Prebuilt storage integrations with Dropbox and several others

*Additional Enterprise+ plan available with advanced functionality

**Salesforce SalesCloud, Salesforce CPQ and Oracle CPQ add-ons available at an additional $5 / $15 / $15 / user per month respectively

***Higher volume API plans with advanced functionality available

SMB

Mid Market

ENT

HW Free	HW 150	HW 250	HW 450	HW 1K+

$0 / mo	$299 / mo	$399 / mo	$699 / mo	Negotiated Pricing
Up to 100 txns* / mo	Up to 150 txns* / mo	Up to 250 txns* / mo	Up to 450 txns* / mo	Starts at 1,000 txns* / mo

Unlimited Users/Teams	Everything in Free	"	" "	" Everything in Mid Market
Unlimited Workflows	Company Branding			Delegated Authentication
Unlimited Participants	SMS Authentication
HelloWorks Portal
API Access
Shareable Links
Conditional Logic

Unlimited Storage

Unlimited Storage

Unlimited Storage

Unlimited Storage

Unlimited Storage

*Any time a workflow is launched (or sent out) for completion a single (1) "Transaction" (txn) is created

Free	Home Office	Professional	Small Business	Enterprise*

1 user	$9.99 / mo	$19.99 / mo	$39.99 / mo	Negotiated pricing
5 pages	5 users	10 users	20 users	20+ users
	300 pages / mo	500 pages / mo	1,000 pages / mo	Starts at 2,000 pages / mo

	Everything in Free	Everything in Home Office Everything in Professional Everything in Small
Single fax line**	Email to fax	Business
Int'l coverage	Receive faxes
Edit & sign	Multi-recipient faxes
	API access***

Unlimited document storage in HelloFax or

Prebuilt storage integrations with Dropbox and several others

*Higher volume plans available with advanced features **Additional fax lines available for $4.99 / month

***API access available for an add-on fee of $2 / month per line and $0.05 / page with a $100 minimum monthly fee

			Twelve months ended
	2017			2018		2019
Loss from operations - GAAP	$	(113.7)	$	(494.0)	$	(80.5)
Stock-based compensation		164.6		650.1		261.2
Donation of common stock to the Dropbox Foundation		9.4		-		-
Employer payroll taxes related to the release of two-tier RSUs		-		13.9		-
Acquisition-related and other expenses		-		-		15.9
Amortization of acquired intangible assets		-		-		8.4
Income from operations - Non-GAAP	$	60.3	$	170.0	$	205.0

					Twelve months ended - 2019
										Amortization of
					Stock-based		Acquisition-related	acquired intangible
	GAAP				compensation		and other expenses		assets		Non-GAAP
Gross profit	$	1,250.3	$	15.8	$	-	$	3.4	$	1,269.5
Gross margin		75%			1%			0%		0%		76%
Research and development		662.1			(147.6)			(14.5)		-		500.0
Research and development margin		40%			-9%			-1%		0%		30%
Sales and marketing		423.3			(31.4)			-		(5.0)		386.9
Sales and marketing margin		26%			-2%			0%		0%		23%
General and administrative		245.4			(66.4)			(1.4)		-		177.6
General and administrative margin		15%			-4%			0%		0%		11%
Income (loss) from operations		(80.5)			261.2			15.9		8.4		205.0
Operating margin		-5%			16%			1%		1%		12%

Twelve months ended - 2019

Net cash provided by operating activities	$	528.5
Capital expenditures		(136.1)
Free cash flow	$	392.4

	Three months ended
	June 30, 2019		June 30, 2020
Income (Loss) from operations - GAAP	$	(34.0)	$	12.8
Stock-based compensation		68.1		76.6
Acquisition-related and other expenses		4.1		4.4
Amortization of acquired intangible assets		2.3		2.4
Income from operations - Non-GAAP	$	40.5	$	96.2