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This content is a press release from our partner Globe Newswire. The AP newsroom and editorial departments were not involved in its creation.

BlackLine Announces Fourth Quarter and Full Year Financial Results

February 14, 2019

LOS ANGELES, Feb. 14, 2019 (GLOBE NEWSWIRE) -- BlackLine, Inc. (Nasdaq: BL), today announced financial results for the fourth quarter and full year ended December 31, 2018.

Therese Tucker, Founder and CEO, commented, “In the fourth quarter, we continued to see strong global demand. In our customer and partner events, we see enthusiasm for BlackLine’s products and vision and are encouraged to see a growing number of companies embrace digital transformation in their finance and accounting departments. I could not be more pleased with our accomplishments in 2018 and the leadership team we have built to take BlackLine to the next level. Looking ahead, we will remain focused on executing our long-term strategy and continue to advance BlackLine’s position as a leader at the forefront of financial transformation.”

Fourth Quarter 2018 Financial Highlights

-- Total GAAP revenues of $62.3 million for the fourth quarter of 2018, an increase of 25% compared to the fourth quarter of 2017.

-- GAAP net loss attributable to BlackLine of $7.7 million, or $0.14 per share, on 54.7 million weighted average shares outstanding.

-- Non-GAAP net income attributable to BlackLine of $1.5 million, or $0.03 per share, on 57.8 million diluted weighted average shares outstanding. This compares with non-GAAP net income attributable to BlackLine of $3.3 million in the fourth quarter of 2017.

Full Year 2018 Financial Highlights

-- Total GAAP revenues of $227.8 million, an increase of 30% compared to 2017.

-- GAAP net loss attributable to BlackLine of $27.8 million, or $0.52 per share, on 53.9 million weighted average shares outstanding.

-- Non-GAAP net income attributable to BlackLine of $6.4 million, or $0.11 per share, on 57.4 million diluted weighted average shares outstanding.

-- Operating cash flow of $16.1 million, compared to $6.4 million in 2017.

-- Free cash flow of $4.2 million, compared to ($2.2) million in 2017.

Fourth Quarter Key Metrics and Recent Business Highlights

-- Added 137 net new customers in the fourth quarter for a total of 2,631 customers at December 31, 2018.

-- Expanded the company’s user base to 222,619 at December 31, 2018.

-- Achieved a dollar-based net revenue retention rate of 108% at December 31, 2018.

-- Recognized as a top SaaS provider by Software Magazine’s 2018 listing of the world’s largest software companies.

-- Ranked on Deloitte’s Fast 500™ list of the fastest-growing tech companies in North America for the ninth year in a row.

-- Introduced BlackLine Compliance, the newest addition to BlackLine’s flagship cloud platform, which is purpose-built for managing internal controls in large and midsize companies.

-- Released a connector for Oracle E-Business Suite designed to accelerate implementation of BlackLine’s flagship cloud platform and enable new customers to see a faster time-to-value.

Financial Outlook

First Quarter 2019

-- Total GAAP revenue is expected to be in the range of $62.8 million to $63.8 million.

-- Non-GAAP net loss attributable to BlackLine is expected to be in the range of $1.1 million to $0.1 million, or $0.02 to $0.00 per share on 55 million weighted average shares outstanding.

Full Year 2019

-- Total GAAP revenue is expected to be in the range of $275 million to $280 million.

-- Non-GAAP net income attributable to BlackLine is expected to be in the range of $8 million to $10 million, or $0.14 to $0.17 per share on 58.9 million diluted weighted average shares outstanding.

Guidance for non-GAAP net income (loss) attributable to BlackLine and net income (loss) attributable to BlackLine per share does not include the impact of the benefit from income taxes that we were able to recognize as a result of the deferred tax liabilities associated with the intangible assets established upon the acquisition in the fourth quarter of 2016 of Runbook B.V. (the “Runbook Acquisition”), amortization of acquired intangible assets resulting from the acquisition of the company by its principal stockholders in 2013 (the “2013 Acquisition”) and the Runbook Acquisition, stock-based compensation, the change in fair value of contingent consideration, costs incurred in connection with our secondary offering, and costs incurred with our shelf offering. Reconciliations of non-GAAP net income (loss) attributable to BlackLine and net income (loss) attributable to BlackLine per share guidance to the most directly comparable U.S. GAAP measures, or net income (loss) attributable to BlackLine and net income (loss) attributable to BlackLine per share, are not available on a forward-looking basis without unreasonable efforts due to the unpredictability and complexity of the charges excluded from non-GAAP net income (loss) attributable to BlackLine and net income (loss) attributable to BlackLine per share. The company expects the variability of the above changes could have a significant, and potentially unpredictable, impact on its future GAAP net income (loss) attributable to BlackLine and net income (loss) attributable to BlackLine per share.

Quarterly Conference Call

BlackLine, Inc. will hold a conference call to discuss its fourth quarter and full year results at 2:00 p.m. Pacific time on Thursday, February 14, 2019. A live audio webcast will be accessible on BlackLine’s investor relations website at https://investors.blackline.com. The call can also be accessed domestically at (844) 229-7595 and internationally at (314) 888-4260, passcode 8997799. A telephonic replay will be available through Thursday, February 21, 2019 at (855) 859-2056 or (404) 537-3406, passcode 8997799. A replay of the webcast will be available at https://investors.blackline.com/ for 12 months. BlackLine has used, and intends to continue to use, its Investor Relations website as a means of disclosing material non-public information and for complying with its disclosure obligations under Regulation FD.

About BlackLine

BlackLine, Inc. is a provider of cloud-based solutions for Finance & Accounting (F&A) that automate, centralize and streamline financial close operations and other key F&A processes for large and midsize organizations. Over 2,600 customers with users around the world trust BlackLine to help ensure balance sheet integrity and confidence in their financial statements. For more information about BlackLine, Inc., visit https://www.blackline.com.

Forward-looking Statements

This release and the conference call referenced above contain forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995. In some cases, you can identify forward-looking statements by terminology such as “may,” “will,” “should,” “could,” “expect,” “plan,” anticipate,” “believe,” “estimate,” “predict,” “intend,” “potential,” “would,” “continue,” “ongoing” or the negative of these terms or other comparable terminology. Forward-looking statements in this release and quarterly conference call include, but are not limited to, statements regarding BlackLine’s future financial and operational performance, including, without limitation, GAAP and non-GAAP guidance, our expectations for our business in 2019 and our ability to execute on our long-term plans and key initiatives, expectations regarding dollar-based net revenue retention rate, free cash flow, revenue mix, gross margin, operating expenses and capital expenditures, the impact of ASC 606 on the company’s financial results, the impact of seasonality on the company’s financial results, quarterly fluctuations, market opportunity, competitive position, the demand for and benefits from the use of BlackLine’s current and future solutions, growth strategies including international expansion, customer growth, extension of distribution channels, sales strategy and product innovation, expansion of relationships with partners, customer service initiatives and expectations regarding deal size and increased focus on strategic products.

Any forward-looking statements contained in this press release or the quarterly conference call are based upon BlackLine’s historical performance and its current plans, estimates and expectations and are not a representation that such plans, estimates, or expectations will be achieved. Forward-looking statements are based on information available at the time those statements are made and/or management’s good faith beliefs and assumptions as of that time with respect to future events, and are subject to risks and uncertainties. If any of these risks or uncertainties materialize or if any assumptions prove incorrect, actual performance or results may differ materially from those expressed in or suggested by the forward looking statements. These risks and uncertainties include, but are not limited to risks related to the company’s ability to attract new customers and expand sales to existing customers; the extent to which customers renew their subscription agreements or increase the number of users; the company’s ability to manage growth and scale effectively, including additional headcount and entry into new geographies; the company’s ability to provide successful enhancements, new features and modifications to its software solutions; the company’s ability to develop new products and software solutions and the success of any new product and service introductions; the success of the company’s strategic relationships with technology vendors and business process outsourcers, channel partners and alliance partners; any breaches of the company’s security measures; a disruption in the company’s hosting network infrastructure; costs and reputational harm that could result from defects in the company’s solution; the loss of any key employees; continued strong demand for the company’s software in the United States, Europe, Asia Pacific and Latin America; the company’s ability to compete as the financial close management provider for organizations of all sizes; the timing and success of solutions offered by competitors; changes in the proportion of the company’s customer base that is comprised of enterprise or mid-sized organizations; the company’s ability to expand its enterprise and mid-market sales teams and effectively manage its sales forces and their performance and productivity; fluctuations in our financial results due to long and increasingly variable sales cycles, failure to protect the company’s intellectual property; the company’s ability to integrate acquired businesses and technologies successfully or achieve the expected benefits of such transactions; unpredictable macro-economic conditions; seasonality; changes in current tax or accounting rules; cyber attacks and the risk that the company’s security measures may not be sufficient to secure its customer or confidential data adequately; acts of terrorism or other vandalism, war or natural disasters; and other risks and uncertainties described in the other filings we make with the Securities and Exchange Commission from time to time, including the risks described under the heading “Risk Factors” in our Quarterly Report on Form 10-Q for the quarter ended September 30, 2018 filed with the Securities and Exchange Commission on November 7, 2018. Additional information will also be set forth in our Annual Report on Form 10-K for the year ended December 31, 2018. Forward-looking statements should not be read as a guarantee of future performance or results, and you should not place undue reliance on such statements. Except as required by law, we do not undertake any obligation to publicly update or revise any forward-looking statement, whether as a result of new information, future developments or otherwise.

Use of Non-GAAP Financial Measures

To supplement its consolidated financial statements, which are prepared and presented in accordance with U.S. generally accepted accounting principles, or GAAP, BlackLine has provided in this release and the quarterly conference call held on February 14, 2019 certain financial measures that have not been prepared in accordance with GAAP defined as “non-GAAP financial measures,” which include (i) non-GAAP gross profit and non-GAAP gross margin, (ii) non-GAAP operating expenses, (iii) non-GAAP income (loss) from operations, (iv) non-GAAP net income (loss) and non-GAAP net income (loss) per share, and (v) free cash flow.

BlackLine’s management uses these non-GAAP financial measures internally in analyzing its financial results and believes they are useful to investors, as a supplement to the corresponding GAAP measures, in evaluating BlackLine’s ongoing operational performance and trends and in comparing its financial measures with other companies in the same industry, many of which present similar non-GAAP financial measures to help investors understand the operational performance of their businesses. However, it is important to note that the particular items BlackLine excludes from, or includes in, its non-GAAP financial measures may differ from the items excluded from, or included in, similar non-GAAP financial measures used by other companies in the same industry. 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 measures. A reconciliation of the non-GAAP financial measures to such GAAP measures has been provided in the tables included as part of this press release.

Non-GAAP Gross Profit and Non-GAAP Gross Margin. Non-GAAP gross profit is defined as GAAP revenues less GAAP cost of revenue adjusted for the amortization of acquired developed technology resulting from the 2013 Acquisition and the Runbook Acquisition and stock-based compensation. Non-GAAP gross margin is defined as non-GAAP gross profit divided by GAAP revenues. BlackLine believes that presenting non-GAAP gross margin is useful to investors as it eliminates the impact of certain non-cash expenses and allows a direct comparison of gross margin between periods.

Non-GAAP Operating Expenses. Non-GAAP operating expenses include (a) non-GAAP sales and marketing expense, (b) non-GAAP research and development expense and (c) non-GAAP general and administrative expense. Non-GAAP sales and marketing expense is defined as GAAP sales and marketing expense adjusted for the amortization of acquired intangibles resulting from the 2013 Acquisition and the Runbook Acquisition and stock-based compensation. Non-GAAP research and development expense is defined as GAAP research and development expense adjusted for stock-based compensation. Non-GAAP general and administrative expense is defined as GAAP general and administrative expense as adjusted for the amortization of acquired intangibles resulting from the 2013 Acquisition and Runbook Acquisition, stock-based compensation, the change in fair value of contingent consideration, costs incurred in connection with our secondary offering, and costs incurred in connection with our shelf offering. BlackLine believes that presenting each of the non-GAAP operating expenses is useful to investors as it eliminates the impact of certain cash and non-cash expenses and allows a direct comparison of operating expenses between periods.

Non-GAAP Income (Loss) from Operations. Non-GAAP income (loss) from operations is defined as GAAP income (loss) from operations adjusted for the amortization of acquired intangible assets resulting from the 2013 Acquisition and the Runbook Acquisition, stock-based compensation, the change in fair value of contingent consideration, costs incurred in connection with our secondary offering, and costs incurred in connection with our shelf offering. The company believes that presenting non-GAAP income (loss) from operations is useful to investors as it eliminates the impact of items that have been impacted by the 2013 Acquisition and the Runbook Acquisition and other related costs in order to allow a direct comparison of loss from operations between all periods presented.

Non-GAAP Net Income (Loss) attributable to BlackLine. Non-GAAP net income (loss) is defined as GAAP net income (loss) adjusted for the impact of the provision for (benefit from) income taxes that we were able to recognize as a result of the deferred tax liabilities associated with the intangible assets established upon the 2013 Acquisition and the Runbook Acquisition, amortization of acquired intangible assets resulting from the 2013 Acquisition and the Runbook Acquisition, stock-based compensation, the change in the fair value of contingent consideration, the change in fair value of the common stock warrant liability, costs incurred in connection with our secondary offering, and costs incurred in connection with our shelf offering. Non-GAAP diluted net income (loss) per common share includes the adjustment for shares resulting from the elimination of stock-based compensation. The company believes that presenting non-GAAP net income (loss) is useful to investors as it eliminates the impact of items that have been impacted by the 2013 Acquisition and the Runbook Acquisition and other related costs in order to allow a direct comparison of net loss between all periods presented.

Free Cash Flow. Free cash flow is defined as cash flows used in operating activities less cash flows used in investing activities related to purchase of property and equipment and capitalized software development. BlackLine believes that presenting free cash flow is useful to investors as it provides a measure of the company’s liquidity used by management to evaluate the amount of cash generated by the company’s business including the impact of purchases of property and equipment and cost of capitalized software development.

Use of Operating Metrics

BlackLine has provided in this release and the quarterly conference call held on February 14, 2019 certain operating metrics, including (i) number of customers, (ii) number of users and (iii) dollar-based net revenue retention rate, which BlackLine uses to evaluate its business, measure its performance, identify trends affecting its business, formulate financial projections and make strategic decisions. These operating metrics exclude the impact of Runbook licensed customers and users as these customers did not have an active subscription agreement with BlackLine as of December 31, 2018.

Dollar-based Net Revenue Retention Rate. Dollar-based net revenue retention rate is calculated as the implied monthly subscription and support revenue at the end of a period for the base set of customers from which the company generated subscription revenue in the year prior to the calculation, divided by the implied monthly subscription and support revenue one year prior to the date of calculation for that same customer base. This calculation does not reflect implied monthly subscription and support revenue for new customers added during the one-year period but does include the effect of customers who terminated during the period. Implied monthly subscription and support revenue is defined as the total amount of minimum subscription and support revenue contractually committed to, under each of BlackLine’s customer agreements over the entire term of the agreement, divided by the number of months in the term of the agreement. BlackLine believes that dollar-based net revenue retention rate is an important metric to measure the long-term value of customer agreements and the company’s ability to retain and grow its relationships with existing customers over time.

Number of Customers. A customer is defined as an entity with an active subscription agreement as of the measurement date. In situations where an organization has multiple subsidiaries or divisions, each entity that is invoiced as a separate entity is treated as a separate customer. However, where an existing customer requests its invoice be divided for the sole purpose of restructuring its internal billing arrangement without any incremental increase in revenue, such customer continues to be treated as a single customer. BlackLine believes that its ability to expand its customer base is an indicator of the company’s market penetration and the growth of its business.

Number of Users. Since BlackLine’s customers generally pay fees based on the number of users of its platform within their organization, the company believes the total number of users is an indicator of the growth of its business.

Media Contact: BlackLine Kimberly Uberti Kimberly.uberti@blackline.com

Investor Relations Contact:BlackLineAlexandra Geller Alex.geller@blackline.com

The Blueshirt GroupMaria Riley maria@blueshirtgroup.com

BlackLine, Inc. Consolidated Balance Sheets (in thousands) (unaudited) December 31, 2018 December 31, 2017 ----------------- ----------------- *As Adjusted ASSETS Cash and cash equivalents $ 46,181 $ 31,104 Marketable securities 86,396 81,476 Accounts receivable, net of allowance 74,902 61,918 Prepaid expenses and other current assets 14,042 13,956 - --------- ----- - --------- ----- Total current assets 221,521 188,454 Capitalized software development costs, net 9,023 6,824 Property and equipment, net 13,536 12,769 Intangible assets, net 27,785 40,808 Goodwill 185,138 185,138 Other assets 36,865 26,820 - --------- ----- - --------- ----- Total assets $ 493,868 $ 460,813 - --------- ----- - --------- ----- LIABILITIES, REDEEMABLE NON-CONTROLLING INTEREST, AND STOCKHOLDERS’ EQUITY Accounts payable $ 3,442 $ 7,254 Accrued expenses and other current liabilities 24,705 20,874 Deferred revenue 129,074 104,184 Short-term portion of contingent consideration 2,008 2,008 - --------- ----- - --------- ----- Total current liabilities 159,229 134,320 Contingent consideration 4,308 3,858 Deferred tax liabilities 1,116 1,743 Deferred revenue, noncurrent 277 468 Other long-term liabilities 2,982 3,119 Total liabilities 167,912 143,508 - --------- ----- - --------- ----- Redeemable non-controlling interest 4,387 - Stockholders’ equity: Common stock 547 530 Additional paid-in capital 451,571 419,628 Accumulated other comprehensive income (loss) 45 (63) Accumulated deficit (130,594) (102,790) - --------- ----- - --------- ----- Total stockholders’ equity 321,569 317,305 - --------- ----- - --------- ----- Total liabilities, redeemable non-controlling interest, and $ 493,868 $ 460,813 stockholders’ equity - --------- ----- - --------- ----- *Prior-period information has been adjusted for the adoption of ASU No. 2014-09, Revenue from Contracts with Customers (ASC 606), which we adopted on January 1, 2018.

BlackLine, Inc. Consolidated Statements of Operations (in thousands, except per share data) (unaudited) Quarter Ended Year Ended December 31, December 31, ------------------------- -------------------------- 2018 2017 2018 2017 - ------- - - ------- -- - -------- - - -------- - *As Adjusted *As Adjusted Revenues Subscription and support $ 59,564 $ 47,659 $ 217,406 $ 167,081 Professional services 2,752 2,358 10,382 8,522 Total revenues 62,316 50,017 227,788 175,603 - ------- - - ------- -- - -------- - - -------- - Cost of revenues Subscription and support 11,380 8,868 41,428 33,530 Professional services 2,505 2,079 9,446 7,855 Total cost of revenues 13,885 10,947 50,874 41,385 - ------- - - ------- -- - -------- - - -------- - Gross profit 48,431 39,070 176,914 134,218 - ------- - - ------- -- - -------- - - -------- - Operating expenses Sales and marketing 35,722 26,107 128,808 103,967 Research and development 8,753 6,034 30,754 23,874 General and administrative 12,380 11,147 47,188 36,786 Total operating expenses 56,855 43,288 206,750 164,627 - ------- - - ------- -- - -------- - - -------- - Loss from operations (8,424 ) (4,218) (29,836 ) (30,409) - ------- - - ------- -- - -------- - - -------- - Other income (expense) Interest income 662 320 2,136 1,069 Interest expense — — (4) (13) Change in fair value of the common — — — (3,490) stock warrant liability - ------- - - ------- -- - -------- - - -------- - Other income (expense), net 662 320 2,132 (2,434) - ------- - - ------- -- - -------- - - -------- - Loss before income taxes (7,762) (3,898) (27,704) (32,843) Provision for income taxes 32 268 162 208 - ------- - - ------- -- - -------- - - -------- - Net loss $ (7,794) $ (4,166) $ (27,866) $ (33,051) - ------- - - ------- -- - -------- - - -------- - Net loss attributable to redeemable non-controlling (62) — (62) — interest - ------- - - ------- -- - -------- - - -------- - Net loss attributable to BlackLine, Inc. $ (7,732) $ (4,166) $ (27,804) $ (33,051) - ------- - - ------- -- - -------- - - -------- - Basic net loss per share attributable to BlackLine, Inc.: Basic net loss per share attributable to BlackLine, $ (0.14) $ (0.08) $ (0.52) $ (0.63) Inc. - ------- - - ------- -- - -------- - - -------- - Shares used to calculate basic net loss per share 54,659 52,906 53,912 52,161 - ------- - - ------- -- - -------- - - -------- - Diluted net loss per share attributable to BlackLine, Inc.: Diluted net loss per share attributable to BlackLine, $ (0.14) $ (0.08) $ (0.52) $ (0.63) Inc. - ------- - - ------- -- - -------- - - -------- - Shares used to calculate diluted net loss per share 54,659 52,906 53,912 52,161 - ------- - - ------- -- - -------- - - -------- - *Prior-period information has been adjusted for the adoption of ASU No. 2014-09, Revenue from Contracts with Customers (ASC 606), which we adopted on January 1, 2018.

BlackLine, Inc. Consolidated Statements of Cash Flows (in thousands) (unaudited) Quarter Ended Year Ended December 31, December 31, ------------------------- -------------------------- 2018 2017 2018 2017 - -------- - -------- - - --------- - -------- - *As Adjusted *As Adjusted CASH FLOWS FROM OPERATING ACTIVITIES: Net loss attributable to BlackLine, Inc. $ (7,732) $ (4,166) $ (27,804) $ (33,051) Net loss attributable to redeemable non-controlling (62) - (62) - interest - -------- - -------- - - --------- - -------- - Net loss (7,794) (4,166) (27,866) (33,051) Adjustments to reconcile net loss to net cash provided by operating activities: Depreciation and amortization 5,569 5,185 22,336 19,971 Change in fair value of common stock warrant liability - - - 3,490 Change in fair value of contingent consideration 163 261 450 628 Stock-based compensation 6,188 3,093 20,895 16,044 (Accretion)/amortization of purchase discounts/premiums (326) (63) (928) 37 on marketable securities, net Net foreign currency losses 86 - 420 - Deferred income taxes (184) 148 (627) (272) Provision for (benefit from) doubtful accounts (65) (37) (84) 565 receivable Changes in operating assets and liabilities Accounts receivable (11,472) (16,648) (13,207) (20,189) Prepaid expenses and other current assets 1,943 (711) (449) (2,035) Other assets (4,754) (2,553) (9,771) (7,176) Accounts payable 393 4,160 (4,008) (25) Accrued expenses and other current liabilities 4,475 2,061 4,417 2,120 Deferred revenue 10,774 12,079 24,699 26,504 Other long-term liabilities (173) (59) (137) (187) Net cash provided by operating activities 4,823 2,750 16,140 6,424 - -------- - -------- - - --------- - -------- - CASH FLOWS FROM INVESTING ACTIVITIES: Purchases of marketable securities (18,906) (24,963) (122,530) (76,610) Proceeds from maturities of marketable securities 19,554 28,644 111,394 78,205 Proceeds from sales of marketable securities - - 7,118 - Capitalized software development costs (1,035) (1,279) (5,675) (4,624) Purchases of property and equipment (1,696) (273) (6,284) (4,002) Net cash provided by (used in) investing activities (2,083) 2,129 (15,977) (7,031) - -------- - -------- - - --------- - -------- - CASH FLOWS FROM FINANCING ACTIVITIES: Investment from redeemable non-controlling interest 4,317 - 4,317 - Principal payments on capital lease obligations - - (443) (549) Proceeds from exercises of stock options 484 1,580 14,004 10,252 Acquisition of common stock for tax withholding (31) - (3,356) - obligations Payments of initial public offering costs - - - (110) Net cash provided by financing activities 4,770 1,580 14,522 9,593 - -------- - -------- - - --------- - -------- - Effect of foreign exchange rate changes on cash, cash 266 - 266 - equivalents, and restricted cash Net increase in cash, cash equivalents, and restricted 7,776 6,459 14,951 8,986 cash Cash, cash equivalents, and restricted cash, beginning 38,679 25,045 31,504 22,518 of period - -------- - -------- - - --------- - -------- - Cash, cash equivalents, and restricted cash, end of $ 46,455 $ 31,504 $ 46,455 $ 31,504 period - -------- - -------- - - --------- - -------- - Cash and cash equivalents at end of period $ 46,181 $ 31,104 $ 46,181 $ 31,104 Restricted cash included within prepaid expenses and - 400 - 400 other current assets at end of period Restricted cash included within other assets at end of 274 - 274 - period - -------- - - -------- - Total cash, cash equivalents, and restricted cash at end of period shown in the consolidated statements of $ 46,455 $ 31,504 $ 46,455 $ 31,504 cash flows - -------- - -------- - - --------- - -------- - *Prior-period information has been adjusted for the adoption of ASU No. 2014-09, Revenue from Contracts with Customers (ASC 606), and ASU No. 2016-18, Statement of Cash Flows, Restricted Cash (Topic 230), both of which we adopted on January 1, 2018.

BlackLine, Inc. Reconciliations of Non-GAAP Financial Measures (in thousands, except percentages and per share data) (unaudited) Quarter Ended Year Ended December 31, December 31, ------------------------ -------------------------- 2018 2017 2018 2017 - ------- - ------- -- - -------- - - -------- - *As Adjusted *As Adjusted Non-GAAP Gross Profit Gross profit $ 48,431 $ 39,070 $ 176,914 $ 134,218 Amortization of developed technology 1,719 1,714 6,863 6,847 Stock-based compensation 876 294 3,265 1,149 - ------- - ------- -- - -------- - - -------- - Total Non-GAAP Gross Profit $ 51,026 $ 41,078 $ 187,042 $ 142,214 - ------- - ------- -- - -------- - - -------- - Gross margin 77.7% 78.1% 77.7% 76.4% Non-GAAP gross margin 81.9% 82.1% 82.1% 81.0% Non-GAAP Operating Income: Loss from operations $ (8,424) $ (4,218) $ (29,836 ) $ (30,409) Amortization of intangible assets 3,083 3,322 13,023 13,310 Stock-based compensation 6,188 3,093 20,895 16,044 Change in fair value of contingent consideration 163 261 450 628 Secondary offering costs - - - 809 Shelf offering costs - 818 401 818 Total non-GAAP operating income $ 1,010 $ 3,276 $ 4,933 $ 1,200 - ------- - ------- -- - -------- - - -------- - Non-GAAP Net Income Attributable to BlackLine, Inc. Net loss attributable to BlackLine, Inc. $ (7,732) $ (4,166) $ (27,804) $ (33,051) Benefit from income taxes (213) (61) (540) (511) Amortization of intangible assets 3,083 3,322 13,023 13,310 Stock-based compensation 6,188 3,093 20,895 16,044 Change in fair value of contingent consideration 163 261 450 628 Change in fair value of the common stock warrant - - - 3,490 liability Secondary offering costs - - - 809 Shelf offering costs - 818 401 818 Total non-GAAP net income attributable to BlackLine, $ 1,489 $ 3,267 $ 6,425 $ 1,537 Inc. - ------- - ------- -- - -------- - - -------- - Basic non-GAAP net income per share attributable to BlackLine, Inc.: Basic non-GAAP net income per share attributable to $ 0.03 $ 0.06 $ 0.12 $ 0.03 BlackLine, Inc. - ------- - ------- -- - -------- - - -------- - Shares used to calculate basic non-GAAP net income per 54,659 52,906 53,912 52,161 share - ------- - ------- -- - -------- - - -------- - Diluted non-GAAP net income per share attributable to BlackLine, Inc. : Diluted non-GAAP net income per share attributable to $ 0.03 $ 0.06 $ 0.11 $ 0.03 BlackLine, Inc. - ------- - ------- -- - -------- - - -------- - Shares used to calculate diluted non-GAAP net income per 57,840 55,990 57,423 55,646 share - ------- - ------- -- - -------- - - -------- - *Prior-period information has been adjusted for the adoption of ASU No. 2014-09, Revenue from Contracts with Customers (ASC 606), which we adopted on January 1, 2018. Quarter Ended Year Ended December 31, December 31, ------------------------ -------------------------- 2018 2017 2018 2017 - ------- - ------- -- - -------- - - -------- - *As Adjusted *As Adjusted Non-GAAP Sales and Marketing Expense: Sales and marketing expense $ 35,722 $ 26,107 $ 128,808 $ 103,967 Amortization of intangible assets (965) (969) (3,887) (3,872) Stock-based compensation (2,747) (1,642) (8,674) (10,811) Total non-GAAP sales and marketing expense $ 32,010 $ 23,496 $ 116,247 $ 89,284 - ------- - ------- -- - -------- - - -------- - Non-GAAP Research and Development Expense: Research and development expense $ 8,753 $ 6,034 $ 30,754 $ 23,874 Stock-based compensation (815) (233) (2,570) (767) Total non-GAAP research and development expense $ 7,938 $ 5,801 $ 28,184 $ 23,107 - ------- - ------- -- - -------- - - -------- - Non-GAAP General and Administrative Expense: General and administrative expense $ 12,380 $ 11,147 $ 47,188 $ 36,786 Amortization of intangible assets (399) (639) (2,273) (2,591) Stock-based compensation (1,750) (924) (6,386) (3,317) Change in fair value of contingent consideration (163) (261) (450) (628) Secondary offering costs - - - (809) Shelf offering costs - (818) (401) (818) - ------- - ------- -- - -------- - - -------- - Total non-GAAP general and administrative expense $ 10,068 $ 8,505 $ 37,678 $ 28,623 ---------- ------------ ------------ ------------ Total Non-GAAP Operating Expenses $ 50,016 $ 37,802 $ 182,109 $ 141,014 - ------- - ------- -- - -------- - - -------- - Free Cash Flow Net cash provided by operating activities $ 4,823 $ 2,750 $ 16,140 $ 6,424 Capitalized software development costs (1,035) (1,279) (5,675) (4,624) Purchases of property and equipment (1,696) (273) (6,284) (4,002) Free cash flow $ 2,092 $ 1,198 $ 4,181 $ (2,202) - ------- - ------- -- - -------- - - -------- - *Prior-period information has been adjusted for the adoption of ASU No. 2014-09, Revenue from Contracts with Customers (ASC 606), and ASU No. 2016-18, Statement of Cash Flows, Restricted Cash (Topic 230), both of which we adopted on January 1, 2018.